Enterprise Customer Success Manager

Overstory; San Diego (CA); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Competitive compensation

Flexible work environment

Home office stipend

Coworking and education budgets

Mission-driven culture

Job summary

Overstory is seeking an Enterprise Customer Success Manager to build deep, strategic relationships with our most important California-based customers, guiding them through delivery seasons, driving organizational change, and expanding and renewing contracts. You will report to our Head of Customer Success and collaborate across teams to ensure measurable value.

Time Zone/Location requirement is San Francisco Bay Area/PST.

Qualifications

• Experience with California-based utilities and measurable outcomes in the sector.
• Proven ability to drive organizational change and adoption within large utility organizations.
• 5+ years in a customer-facing role managing complex projects from start to finish.

Responsibilities

• Manage 1-3 strategic accounts in California as primary liaison and trusted advisor.
• Strengthen and expand relationships with key stakeholders to understand and drive success.
• Coordinate with technical teams to ensure on-time, high-quality delivery during the delivery season.
• Drive change management and embed Overstory into customer workflows with internal champions.
• Work with product teams to influence roadmap based on customer needs and feedback.
• Identify expansion opportunities including upsells and new product adoption to grow account value.

Skills

California utilities experience

Change management

Customer-facing role

Project/program management

Commercial mindset

Willingness to travel

Job description

Role & Team

At Overstory, the Enterprise Customer Success Manager is responsible for building deep, strategic relationships with our most important customers - guiding them through delivery seasons, driving organizational change, and expanding and renewing contracts. With a strong grasp of both customer needs and the Overstory platform, your goal is to make our customers measurably successful. This individual will report to our Head of Customer Success.

Time Zone/Location Requirement: San Francisco Bay Area/PST

What You'll Do

• Manage 1-3 of our most strategic accounts in California, serving as their primary point of contact and trusted advisor.
• Strengthen and expand relationships with key stakeholders, continuously understanding their evolving needs and what drives success for their organization.
• Coordinate with technical teams to ensure feasible planning and on‑time, high‑quality execution throughout the delivery season.
• Drive change management and adoption - working closely with customer teams to embed Overstory into their workflows, build internal champions, and ensure the product delivers lasting value across the organization.
• Work closely with the product team to inform the roadmap. Because of your deep proximity to customer needs, you will have a meaningful opportunity to shape how the product evolves.
• Identify and execute on expansion opportunities - including upsells and new product adoption - to grow the strategic value of each account.

Skills & Experience

• Progressive experience working with California-based utilities.
• Demonstrated track record of driving real outcomes in the utility sector - including measurable operational improvements, successful program rollouts, and organizational change that sticks.
• Experience leading change management efforts within large, complex utility organizations - navigating stakeholders, building buy‑in across levels, and turning new technology or processes into lasting workflow adoption.
• 5+ years of experience in a customer‑facing role, with a track record of successfully managing complex projects from start to finish.
• Commercial experience that has contributed to business growth - whether in customer success, consulting, or an equivalent role.
• Willingness/ability to travel locally for on‑site customer visits (driver's license required), with occasional travel for industry conferences.

Traits We Value For This Role

• Empathy: You are empathetic and build strong relationships. You can easily step into the shoes of customers to understand their perspective, challenges and needs. You want to make our customers successful.
• Communication: You are an excellent communicator with non‑technical and technical stakeholders from the customer and the Overstory team.
• Project management: Strong project management skills, including the ability to plan and coordinate multiple projects at the same time. With your organization skills and ability to set people in motion you bring projects to a successful conclusion.
• Commercial thinker: You are commercially savvy and have the ability to drive customer conversion, retention and growth.

Note: We believe that all people are capable of great things. We encourage you to apply even if you do not meet all of the requirements that are listed within this job description.

What We Offer

• Competitive, location‑specific compensation and benefits
• Flexible, autonomous and collaborative working environment rooted in trust - we build our work days around our lives, not the other way around
• Home office stipend, coworking and ongoing education budgets
• A company culture that genuinely embodies each of our core values
• To be part of truly mission‑driven work that reduces wildfires, protects earth’s natural resources and helps solve our climate crisis