Manager, Customer Onboarding Team (Healthcare SaaS)

ECP; Milwaukee (WI); Remote; USD 90,000 - 130,000; Full time

Job summary

ECP is a market-leading SaaS provider for senior living communities. We seek a Customer Onboarding Manager to lead onboarding specialists, accelerate go-live, and identify expansion opportunities while implementing structured processes.

This leadership role combines people development, customer experience, and revenue growth across onboarding engagements. You'll oversee onboarding programs, develop content in OnRamp, and partner with Sales, CS, and Product to deliver consistent, scalable

Qualifications

• Bachelor's degree
• 3+ years leading a customer-facing team
• 3+ years in customer onboarding, implementation, or training in SaaS
• Proven track record improving speed-to-live/time-to-value
• Strong project management across multiple concurrent engagements
• Experience identifying upsell/cross-sell opportunities
• Experience coaching for independence and ownership
• Experience building processes from scratch in fast-growth environments
• Developing direct reports via 1:1s, development plans, coaching
• Coaching individual contributors toward ownership and independence
• Strong people leadership for SMB/mid-market delivery
• CRM/PM tools proficiency (HubSpot, Salesforce); OnRamp a plus
• Experience owning/improving a customer-facing platform/content/workflows
• Experience applying change management to new processes/tools
• Ability to monitor/interp customer health and de-risk
• Excellent communication and cross-functional resolution
• Willing to travel 50%+
• Located in the United States

Responsibilities

• Lead, coach, and develop a team of Customer Onboarding Specialists
• Establish ownership and independence via 1:1s and development plans
• Drive speed-to-live/value by owning onboarding processes and timelines
• Apply project management discipline across onboarding and training
• Oversee post-onboarding retrains and new database builds
• Foster expansion-oriented culture and identify upsell opportunities
• Partner with Sales/CS to capture expansion during onboarding
• Improve onboarding playbooks, workflows, and standards
• Define and report on KPIs like time-to-live and CSAT
• Own the OnRamp experience content, templates, and reporting
• Evaluate the OnRamp journey and address friction points
• Ensure OnRamp is the single source of truth for engagements
• Monitor health and intervene to prevent churn risks
• Escalate complex engagements and protect customer relationships
• Equip team with training/resources for remote/onsite delivery
• Lead change management for new processes/tools
• Collaborate with Enterprise Implementation Manager and cross-functionally with Sales, CS, Support, Pharmacy, Compliance, Product
• Hire and develop team members; drive a high-performance culture
• Develop product/industry expertise to serve customers and identify expansion
• Ensure compliance and HIPAA adherence

Skills

Leadership

Customer onboarding

Project management

Upsell opportunities

Coaching

Strategic thinking

Communication

Travel

Education

Bachelor's degree

Tools

HubSpot

Salesforce

OnRamp

Job description

ECP is a market‑leading SaaS solution that enables senior living communities to better care for their residents. Used in more than 8,000 communities nationwide, our mission is to build world‑class software that improves quality of life for seniors and drives clinical, business, compliance, and operational performance for our customers.

We're looking for a Customer Onboarding Manager to lead our Customer Onboarding Specialists in delivering strong customer outcomes, accelerating speed‑to‑live for SMB and mid‑market customers, identifying expansion opportunities, and bringing greater structure and accountability to how the team operates.

This is a high‑impact leadership role at the intersection of people development, operational excellence, customer experience, and revenue growth.

Professional development is a core responsibility of this role. You'll invest in each specialist through regular growth‑focused 1:1s, individualized development plans, skill‑building, mentorship, feedback, and stretch opportunities. A key priority is building a team where specialists independently own their projects and customer relationships, proactively identify risks, and know what is expected of them. You'll coach toward that standard while being direct when expectations aren't being met.

Speed‑to‑live and speed‑to‑value are critical priorities. You'll build and improve the processes, workflows, and team behaviors that help customers successfully go live faster, while establishing clear benchmarks and accountability. You'll also partner with Sales and Customer Success to identify and capture upsell and expansion opportunities throughout onboarding.

Beyond new customer onboarding, the team manages a broad portfolio of training engagements, including retrains, ownership transition retrains, new database builds, product add‑on training, and new location training. You'll bring consistent project management discipline to these engagements through clear timelines, milestones, communication, and accountability.

ECP recently transitioned to OnRamp as our project management and customer‑facing implementation platform. You'll own the customer experience within OnRamp—not simply ensure the team uses it. You'll build and refine content, templates, workflows, and reporting; identify opportunities to improve the customer journey; and partner with the OnRamp team when changes are needed.

This is not a role for someone looking to maintain the status quo. We're building our processes and operating model from the ground up.

You'll also partner closely with the Enterprise Implementation Manager to ensure alignment when customer engagements span segments or require shared resources.

ECP is a growing company with a start‑up culture. Our headquarters is in Wisconsin, but we are open to fully remote candidates located in the U.S. who are willing to travel as needed for customer and internal team purposes.

Responsibilities

• Lead, coach, and develop a team of Customer Onboarding Specialists responsible for coordinating, training, and preparing customer databases for successful go‑live.
• Establish clear ownership expectations and develop specialists toward greater independence through 1:1s, individualized development plans, coaching, mentorship, and stretch opportunities.
• Drive speed‑to‑live and speed‑to‑value by owning the processes, timelines, workflows, and accountability structures that help SMB and mid‑market customers successfully go live as quickly as possible.
• Apply strong project management discipline across onboarding and training engagements, including clear plans, milestones, proactive communication, risk management, and on‑time delivery.
• Oversee post‑onboarding training engagements, including retrains, ownership transitions, new database builds, product add‑ons, and new location training.
• Build an expansion‑minded team culture and coach specialists to identify upsell, cross‑sell, and better‑fit opportunities during the customer journey.
• Partner with Sales and Customer Success to identify and capture expansion opportunities at the right point in the customer lifecycle.
• Build and continuously improve onboarding processes, playbooks, workflows, and standards that enable the team to execute consistently and independently at scale.
• Define, track, and report on key performance metrics, including time‑to‑live, SLAs, KPIs, CSAT, and upsell conversion.
• Own the customer‑facing OnRamp experience, including content, templates, workflows, milestone structures, and reporting.
• Continuously evaluate the OnRamp customer journey, identify friction points, test improvements, and partner with the OnRamp team when changes are needed.
• Ensure OnRamp is the team's single source of truth for customer engagements and drive consistent adoption across the team.
• Monitor customer health throughout onboarding, identify risk early, and proactively intervene before issues escalates or become churn risks.
• Serve as an escalation point for complex or at‑risk engagements and help drive resolution while protecting the customer relationship.
• Equip the team with the tools, training, and resources needed to succeed, including customized training packages for remote and onsite delivery.
• Lead change management as new processes, tools, and workflows are introduced, ensuring consistent and lasting adoption.
• Partner closely with the Enterprise Implementation Manager and collaborate cross‑functionally with Sales, Customer Success, Customer Support, Pharmacy, Compliance, and Product.
• Hire and develop team members while fostering a high‑performance culture centered on accountability, professional growth, and continuous improvement.
• Develop strong product and industry expertise to better serve customers and identify expansion opportunities.
• Ensure team activities follow applicable compliance and security requirements, including HIPAA.

Requirements

• Bachelor's degree.
• 3+ years of experience managing or leading a customer‑facing team.
• 3+ years of experience in customer onboarding, implementation, or training, preferably in a SaaS environment.
• Demonstrated success improving speed‑to‑live or time‑to‑value within an onboarding or implementation function.
• Strong project management skills and experience managing multiple concurrent customer engagements.
• Experience identifying and acting on upsell or expansion opportunities within the customer lifecycle, ideally in partnership with Sales or Customer Success.
• Experience coaching a team to identify and act on expansion opportunities independently.
• Demonstrated experience building processes and programs from scratch in a fast‑paced or high‑growth environment.
• Proven track record of developing direct reports through structured 1:1s, development plans, coaching, and stretch assignments.
• Demonstrated ability to coach individual contributors toward greater independence and ownership.
• Strong people leadership skills with a genuine commitment to team development and performance.
• Experience managing SMB and/or mid‑market customers with an understanding of delivering quality and consistency at scale.
• Proficiency with CRM and project management tools such as HubSpot, Salesforce, or similar. Direct OnRamp experience is a strong plus.
• Experience owning or improving a customer‑facing platform or portal, including content, workflows, and customer experience, is highly valued.
• Experience applying change management principles to introduce and sustain new processes and tools.
• Ability to monitor and interpret customer health indicators and proactively address risk.
• Excellent communication skills, including coaching, direct feedback, customer expectation management, and cross‑functional issue resolution.
• Willing and able to travel 50% or more on average.
• Located in the United States.