Sr. Client Success Manager - Commercial

Pelago; United States; Remote; USD 140,000 - 150,000; Full time

Benefits offered by this job

Equity package

401k Plan

Paid maternity, paternity & new parent

Flexible working environment

Learning stipend

Wellness Reimbursement

Reproductive & Family Planning Care

Substance Use Support

Job summary

Pelago is seeking a Senior Client Success Manager to oversee a portfolio of strategic enterprise clients, driving adoption, retention, and expansion across Pelago’s AI-enabled care programs. You will partner with cross-functional teams to deliver measurable business outcomes and advocate for client success at the executive level.

You will lead renewals, identify expansion opportunities, and ensure client satisfaction through data-driven insights and strong relationship management in a fast-paced

Qualifications

• 7+ years in Client Success or Account Management in digital health, healthcare, wellness, benefits or SaaS.
• Experience managing strategic, enterprise accounts and working with C-level/SVP executives.
• Comfort in AI-enabled product environments and explaining AI features to employer stakeholders.
• Excellent communicator with an entrepreneurial mindset.
• Exceptional attention to detail and relationship-building skills.
• Proven success in client renewal and expansion efforts.
• Strong presentation and storytelling abilities.
• Ability to work cross-functionally in a fast-paced environment.
• Influence change and bring enthusiasm to the workplace.
• Passion for Pelago's mission to expand access to substance use care.

Responsibilities

• Establish and maintain relationships with key stakeholders, senior executives, and decision makers across enterprise clients.
• Develop fluency in Pelago programs, implementation processes, growth marketing, and clinical operations.
• Provide consultative recommendations to increase member engagement and optimize client satisfaction.
• Manage client expectations consistently.
• Prepare and deliver metrics-based insights in regular meetings and business reviews.
• Identify client challenges and risks, and proactively develop solutions to avoid churn.
• Learn Pelago's AI-enabled care model and translate into plain-language narratives for employers.
• Convert model clients into Pelago advocates for references and case studies.
• Ensure clients and members utilize key product features to maximize success.
• Prepare and participate in client events and program reviews.

Skills

Client Success

Enterprise relationships

Renewals & expansions

Executive communication

Cross-functional collaboration

Storytelling

Attention to detail

AI-enabled product understanding

Change leadership

Passion for Pelago mission

Job description

Pelago is the leading specialty substance use care provider, built on the belief that effective treatment means matching care intensity to what each member actually needs rather than defaulting to the most expensive intervention. Our programs guide members through every stage of the substance use spectrum, from unhealthy habits to active use disorders, delivering personalized treatment for tobacco, alcohol, opioid, cannabis, and stimulant use based on individual health, habits, genetics, and goals.

With Sona, our voice-first AI Mental Health Specialist, Pelago now applies that same clinically-driven model to mental health, pairing deep clinical expertise with technology to expand access without compromising care quality. We believe technology should make clinical care more precise and more human, not replace the judgment behind it.

Pelago has scaled to helping hundreds of employers and health plans and has already helped more than 750,000 members better manage their substance use. If you're passionate about AI and making an impact on the health of others, join us and make it happen!

Our Client Strategy team is looking for a highly motivated Senior Client Success Manager (CSM) to own a portfolio of strategic, enterprise clients to drive business results from point of sale through renewal. The Sr CSM will proactively interact with clients and execute a Pelago program strategy integrated with their broader benefit offerings. We are looking for a very experienced CSM with demonstrated success in building and maintaining healthy client relationships to drive strong program adoption, client/member retention, expansion, and advocacy.

Responsibilities

• Establish and maintain highly effective relationships with key stakeholders, senior executives, and decision makers across enterprise clients
• Develop fluent understanding of Pelago programs, implementation processes, growth marketing approach and clinical operations
• Provide consultative recommendations to increase member engagement, enhance program results, and optimize overall client satisfaction
• Consistently manage client expectations
• Prepare and deliver metrics based on each client’s goals in a consumable format that delivers actionable insights (regular meetings, business reviews, ROI)
• Identify client challenges and risk areas, develop solutions, and execute proactively to avoid churn
• Develop fluency in Pelago's AI-enabled care model, including how AI-driven clinical tools and member engagement features work, and translate that into plain-language narratives for employer buyers and benefits teams.
• Convert “model” clients into Pelago advocates, leveraging their success for references, case studies, blogs, etc
• Ensure clients and their members are utilizing key product features to maximize success
• Prepare, execute and participate in special events held for or hosted by clients

Increase Revenue

• Manage the end-to-end renewal process for assigned client portfolio
• Identify and secure expansion opportunities with each client, including cross-sell into Pelago's broader solution portfolio as new program offerings become available
• Partner with sales to drive alignment for client renewals and expansions
• Communicate internally potential risks that would threaten renewals

Lead Cross-Functionally

• Manage client issues/escalations by collaborating with internal teams such as Client Implementation, Clinical Operations, Product, and Sales, as needed
• Work cross-functionality with teams such as Product, Marketing, Engineering and Executive teams to ensure client/market feedback is shared for ongoing improvements
• Partner with Growth Marketing to develop member promotional strategies and toolkits that will increase member engagement, enhance program results, and optimize overall client satisfaction

The background we’re looking for

• 7+ years of experience working in Client Success or Account Management at a digital health, healthcare, wellness, benefits or SaaS company
• Experience working on strategic, enterprise accounts and working closely with C-level / SVP-level executives
• Comfort operating in an AI-enabled product environment; able to explain how AI features support (rather than replace) clinical care in conversations with employer stakeholders
• An excellent communicator with an entrepreneurial mindset
• Exceptional attention to detail, relationship building and problem-solving skills
• Demonstrated, measurable success running client renewal and expansion efforts
• Strong presentation and storytelling skills, which will be evaluated during the recruiting process
• Strong interpersonal, relationship-building and listening skills, with a natural, effective consultative style
• The flexibility and agility to work cross-functionally in a fast-paced environment
• The ability to influence change and bring enthusiasm and excitement to the workplace
• A passion for the Pelago mission’s to break down barriers to substance use care that works, giving everyone access to substance use support.

What you’ll love about us

We have a whole host of perks for our people! From life essentials to nice-to-haves, there are more than a few good reasons to love working with us. We strive to ensure Pelago employees have equitable access to healthcare, wellbeing, time away, and then some.

• Generous and meaningful equity package
• 401k Plan
• Paid maternity, paternity & new parent leave
• Flexible working environment
• Annual Learning and Development stipend to support continued learning and career development
• Wellness Reimbursement Program
• Access to Reproductive & Family Planning Care
• Substance Use Support for employees and family members

Base Pay Range

$140,000 - $150,000 USD

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Pelago’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.