Enterprise Customer Success Manager

Overstory; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive compensation

Flexible working environment

Home office stipend

Ongoing education budgets

Mission-driven work

Job summary

Overstory, a climate-tech company, seeks an Enterprise Customer Success Manager to build strategic relationships with key utility customers in California. You will guide delivery seasons, drive organizational change, and expand and renew contracts, reporting to the Head of Customer Success.

This role emphasizes customer-centric outcomes and collaboration with the product team to shape the roadmap. With 5+ years in customer-facing roles, you will manage 1-3 strategic accounts, expand

Qualifications

• 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.

Responsibilities

• 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

California utilities

Stakeholder engagement

Change management

Project management

Commercial experience

Travel willingness

Job description

The climate crisis is the defining challenge of our time—but it’s also the greatest opportunity for innovation, and a challenge we’re proud to take on. At Overstory, we’re harnessing cutting-edge technology to enable a resilient electrical grid that keeps communities thriving as our world changes.

The grid is the backbone of life as we know it. It powers hospitals, keeps food fresh, and ensures communities stay connected. But extreme weather, aging infrastructure, and growing wildfire risks are putting this critical system under pressure. All of this combined makes the electric utility industry the greatest opportunity for tackling climate change.

One of the leading causes of catastrophic wildfires and power outages? Trees and brush coming into contact with power lines.

That’s where we help. At Overstory, we use AI and advanced satellite imagery to pinpoint and prioritize vegetation risks before they materialize. By giving utilities critical analysis on those risks, we’re helping prevent outages, reduce wildfire risks, and accelerate the transition to a safer, more resilient grid.

Our team spans the Americas and Europe, and we work with utility partners across the Americas and beyond. We’re outdoor enthusiasts, musicians, artists, athletes, parents, and adventurers. What unites us is a passion for solving complex problems, a commitment to climate action, and the belief that technology should be a force for good.

Join us to help us build a more resilient world together.

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.

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.

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

About Our Team

We are a group of 100 people from all over the world. Fifteen nationalities are represented in our team and at last count we speak fourteen languages: English, Dutch, French, Spanish, German, Italian, Portuguese, Russian, Luxembourgish, Lithuanian, Bulgarian, Cantonese, Estonian, and Danish.

We work remotely from eleven countries and are looking for candidates that are living and working in one of them: United States, the Netherlands, United Kingdom, Ireland, Estonia, Portugal, France, Sweden, Switzerland, Denmark and Canada. We gather once a year in-person for our unforgettable team gathering event. We also offer the option to occasionally meet up for in-person collaboration.

Diversity & Inclusion

The climate crisis is a human crisis that requires diverse perspectives to solve.

We place enormous value on diversity and believe that the best ideas emerge when people with different backgrounds and experience work together. We remain committed to scaling a team that reflects the communities we serve, and strive to uphold equitable and inclusive practices across every aspect of our business. We are responsible for creating and maintaining a culture where everyone - regardless of background - has a voice in building a sustainable future.

Our Values

Tackling the climate crisis is our greatest mission.

We act with urgency.

Our curiosity fuels our growth.

We recognize that change is constant, and we find joy and power in exploration.

We’re rooted in diversity.

Just as ecosystems need biodiversity to thrive, our resiliency comes from our differences.

We care for each other.

We love the power of machines but we nurture each other as humans.

Trust is fundamental.

We assume the best in everyone, and we share ideas openly so that we have a positive impact.

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Use of AI in Our Hiring Process

We sometimes use AI tools to support parts of our hiring process, such as helping us manage applications more efficiently or ensuring job descriptions are clear and inclusive. All hiring decisions are always made by people, not machines. Any data processed by AI is handled securely in line with GDPR and our Privacy Notice .

Please note that Overstory is unable to provide visa sponsorship for this position.