Senior Customer Success Manager

Global Relay; San Francisco (CA); Sur place; USD 100 000 - 130 000; Plein temps

Avantages offerts par ce poste

Commissions

Extended health benefits

401k contributions

Résumé du poste

Global Relay seeks a Senior Customer Success Manager to lead a portfolio of large, high-growth accounts in financial services and regulated tech from San Francisco. You’ll act as a strategic advisor, driving retention and expansion by aligning our platform capabilities with customers’ evolving compliance, data-management, and communications priorities.

You will guide cross-functional teams through renewal negotiations, build executive-level relationships, and contribute to a best-in-class

Qualifications

• 6+ years in a SaaS Customer Success or enterprise account management role.
• Experience managing complex, multi-stakeholder accounts ($500K+ ARR) in regulated industries is preferred.
• Skilled negotiator with ability to drive renewals and expansions through procurement and legal cycles.
• Fluent communicator, able to tailor messaging to executives and technical audiences.

Responsabilités

• Own long-term account plans aligned to C-suite priorities across large-cap and high-growth accounts.
• Develop trusted-advisor relationships with IT Directors and senior leaders to secure multi-year partnerships.
• Lead Executive Business Reviews using usage data and benchmarks to demonstrate value.
• Coordinate cross-functional engagements to resolve issues and accelerate time-to-value.

Connaissances

SaaS customer success

Enterprise account management

Strategic sales

Negotiation

Executive communication

Cross-functional leadership

Formation

Bachelor's degree

Outils

Salesforce

Gainsight

Totango

ChurnZero

Description du poste

Who we are:

For over 25 years, Global Relay has set the standard in enterprise information archiving with industry-leading cloud archiving, surveillance, eDiscovery, and analytics solutions. We securely capture and preserve the communications data of the world’s most highly regulated firms, giving them greater visibility and control over their information and ensuring compliance with stringent regulations.

Who we are:

For over 25 years, Global Relay has set the standard in enterprise information archiving with industry-leading cloud archiving, surveillance, eDiscovery, and analytics solutions. We securely capture and preserve the communications data of the world’s most highly regulated firms, giving them greater visibility and control over their information and ensuring compliance with stringent regulations.
Though we offer competitive compensation and benefits and all the other perks one would expect from an established company, we are not your typical technology company. Global Relay is a career-building company. A place for big ideas. New challenges. Groundbreaking innovation. It’s a place where you can genuinely make an impact – and be recognized for it.
We believe great businesses thrive on diversity, inclusion, and the contributions of all employees. To that end, we recruit candidates from different backgrounds and foster a work environment that encourages employees to collaborate and learn from each other, completely free of barriers.

Your role:

Global Relay is seeking a Senior Customer Success Manager to join our growing team in San Francisco. In this role you will own a portfolio of large, complex, and high-growth accounts across the financial services and regulated tech sectors — industries where Global Relay is deeply embedded. You will serve as a trusted strategic advisor, driving retention and expansion by aligning our platform capabilities to your customers' evolving compliance, communications, and data-management priorities. This is a high-visibility, quota-carrying role with direct impact on net revenue retention. You will engage C-suite and senior stakeholders in Executive Business Reviews, orchestrate cross-functional delivery teams, and lead sophisticated renewal negotiations — all within one of the most demanding regulatory environments in enterprise SaaS.

Your responsibilities:

Account Strategy & Management

• Build and own long-term account plans aligned to C-suite and senior leadership priorities across a defined book of large-cap and high-growth accounts.
• Develop trusted-advisor relationships with IT Directors, Compliance Managers, and business unit leaders — influencing strategic decisions and securing multi-year partnerships.
• Lead quarterly and annual Executive Business Reviews, using platform usage data, adoption metrics, and industry benchmarks to demonstrate and expand value.
• Orchestrate cross-functional customer engagements spanning Sales, Enterprise Services, Product, and Support to resolve complex issues and improve time-to-value.

Revenue Retention & Growth

• Own the full renewal lifecycle — from early risk identification through RFP management and procurement-level negotiation — with accountability for gross and net revenue retention targets.
• Proactively identify and qualify cross-sell and upsell opportunities in partnership with Sales, aligning expansion to documented customer goals and strategic roadmap.
• Partner with Global Relay's Client Services teams to drive platform adoption, increase product utilization depth, and surface expansion signals from usage data.
• Maintain accurate pipeline, health scores, and renewal forecasts in Salesforce; contribute to team NRR and expansion reporting.

Team Enablement & Thought Leadership

• Coach and mentor CSMs and CSRs on renewal negotiation, objection handling, EBR facilitation, and account planning best practices.
• Contribute to playbook development, sharing repeatable frameworks for account segmentation, risk management, and executive engagement.
• Represent the voice of the customer internally — advocating for product enhancements and influencing roadmap priorities based on portfolio-level patterns.

About you:

• 6+ years of experience in a SaaS environment in Customer Success, enterprise account management, or strategic sales — with a consistent track record of meeting or exceeding NRR and expansion targets.
• Demonstrated experience managing complex, multi-stakeholder enterprise accounts ($500K+ ARR) in regulated industries such as financial services, legal, or healthcare tech is strongly preferred.
• Skilled negotiator with the ability to lead commercial conversations through procurement and legal review cycles without losing momentum or margin.
• Fluent communicator — able to tailor messaging from technical detail to executive narrative across written, verbal, and formal presentation formats.
• Experienced in leading cross-functional teams and influencing outcomes without formal authority.
• Proficiency in Salesforce or comparable CRM for pipeline management, health scoring, and forecasting; comfort with CS platforms (Gainsight, Totango, ChurnZero) is a plus.
• Familiarity with data archiving, compliance communications, or financial services regulatory frameworks (FINRA, SEC, MiFID II) is a meaningful differentiator — not a requirement.
• Bachelor's degree or equivalent experience required.

Compensation:

Global Relay advertises the pay range for this role in accordance with the pay transparency laws of the state of California. In addition to the annual base salary (range listed below), compensation for this role also includes commissions, extended health benefits, and 401k contributions.
San Francisco - Base salary range: $100,000 USD - $130,000 USD

What you can expect:

At Global Relay, there’s no ceiling to what you can achieve. It’s the land of opportunity for the energetic, the intelligent, the driven. You’ll receive the mentoring, coaching, and support you need to reach your career goals. You’ll be part of a culture that breeds creativity and rewards perseverance and hard work. And you’ll be working alongside smart, talented individuals from diverse backgrounds, with complementary knowledge and skills.

Global Relay is an equal-opportunity employer committed to diversity, equity, and inclusion.

We seek to ensure reasonable adjustments, accommodations, and personal time are tailored to meet the unique needs of every individual.

To learn more about our business, culture, and community involvement, visit www.globalrelay.com.