Sr. Customer Success Manager

Accela; United States; On-site; USD 90,000 - 110,000; Full time

Job summary

Accela, a cloud-based government software company, seeks a Senior Customer Success Manager to own the health and retention of a mid-market government agency portfolio in the region. You will manage up to 50 accounts and design segmentation so high, medium, and low touch customers receive the right level of engagement, owning gross dollar retention for the segment.

This senior IC role collaborates with Enterprise CSMs, scales coverage with AI, and leads enablement like training and adoption

Qualifications

• 4+ years in SaaS Customer Success, Account Management, or a related field.
• Experience managing 25 or more accounts at once against a touch-based segmentation model.
• 2+ years using Gainsight for health scoring, playbooks, and reporting.
• Demonstrated ownership of retention outcomes, including renewal forecasting, risk identification, and save plans.
• Strong data skills, including building dashboards and reporting that tell a clear story about portfolio health.
• Excellent communication and presentation skills, including leading business reviews with CIOs and department leaders.
• Experience building customer enablement such as training, onboarding, or adoption campaigns.
• Comfort using AI tools to scale work across a large portfolio.
• Willingness to travel approximately 20%.

Responsibilities

• Own a portfolio of up to 50 mid-market government agency accounts in your region, along with the high, medium, and low touch segmentation model that determines how each account is served.
• Own gross dollar retention (GDR) for the segment by forecasting renewals, identifying risk early, and driving retention through consistent value attainment.
• Own customer health in Gainsight, using health scores, playbooks, and CTAs to intervene well before the renewal window.
• Build trusted advisor relationships with CIOs, department directors, and business leaders, and lead business reviews across the book.
• Develop account plans for high touch accounts that connect agency goals to measurable outcomes, and design scaled review motions that deliver comparable value to medium and low touch accounts.
• Drive adoption and enablement across the region through training, onboarding support, adoption campaigns, and regional user groups.
• Use AI to scale coverage across medium and low touch accounts, and track customer AI adoption as a health signal.
• Partner with the Enterprise CSM covering your region on shared agencies, aligned strategy, and clean transitions as accounts grow into the enterprise segment.
• Partner with Sales to develop Customer Success Qualified Leads into pipeline, and with Services, Support, and Product to deliver a consistent customer experience.
• Own escalations end to end for your accounts, and advocate for customer needs through Voice of the Customer.
• Travel approximately 20% for on-site engagement, business reviews, and regional events.

Skills

SaaS Customer Success

Account Management

Gainsight

Data Analysis

Communication

Job description

About The Role

At Accela, our Senior Customer Success Managers own the health and retention of the mid-market book of government agency customers within a defined region. You will manage a portfolio of up to 50 accounts and build the segmentation model that decides how each one is served, so high, medium, and low touch customers each get the right level of engagement. You will own gross dollar retention (GDR) for the segment and lead the enablement that raises product proficiency across your entire book.

About The Role

At Accela, our Senior Customer Success Managers own the health and retention of the mid-market book of government agency customers within a defined region. You will manage a portfolio of up to 50 accounts and build the segmentation model that decides how each one is served, so high, medium, and low touch customers each get the right level of engagement. You will own gross dollar retention (GDR) for the segment and lead the enablement that raises product proficiency across your entire book.

This is where account management becomes segment strategy: rather than serving one account at a time, you will design the coverage model for a whole region and use AI and scaled motions to reach customers well beyond the ones you can visit in person. You will work alongside the Enterprise CSM who covers the region's largest agencies. This is a senior individual contributor role with no direct reports, and a natural step toward the enterprise track or Customer Success leadership.

Accela provides a cloud-based platform of government software that helps agencies of all sizes improve citizen engagement, streamline processes, and do more with less. Our Customer Success approach is built on clear Customer Outcomes, strong adoption, real value realization, and proactive relationship management.

What You Will Do

• Own a portfolio of up to 50 mid-market government agency accounts in your region, along with the high, medium, and low touch segmentation model that determines how each account is served.
• Own gross dollar retention (GDR) for the segment by forecasting renewals, identifying risk early, and driving retention through consistent value attainment.
• Own customer health in Gainsight, using health scores, playbooks, and CTAs to intervene well before the renewal window.
• Build trusted advisor relationships with CIOs, department directors, and business leaders, and lead business reviews across the book.
• Develop account plans for high touch accounts that connect agency goals to measurable outcomes, and design scaled review motions that deliver comparable value to medium and low touch accounts.
• Drive adoption and enablement across the region through training, onboarding support, adoption campaigns, and regional user groups.
• Use AI to scale coverage across medium and low touch accounts, and track customer AI adoption as a health signal.
• Partner with the Enterprise CSM covering your region on shared agencies, aligned strategy, and clean transitions as accounts grow into the enterprise segment.
• Partner with Sales to develop Customer Success Qualified Leads into pipeline, and with Services, Support, and Product to deliver a consistent customer experience.
• Own escalations end to end for your accounts, and advocate for customer needs through Voice of the Customer.
• Travel approximately 20% for on-site engagement, business reviews, and regional events.

Required Qualifications

• 4+ years in SaaS Customer Success, Account Management, or a related field, including experience managing a large or segmented book of business.
• Experience managing 25 or more accounts at once against a touch-based segmentation model.
• 2+ years using Gainsight for health scoring, playbooks, and reporting.
• Demonstrated ownership of retention outcomes, including renewal forecasting, risk identification, and save plans.
• Strong data skills, including building dashboards and reporting that tell a clear story about portfolio health.
• Excellent communication and presentation skills, including leading business reviews with CIOs and department leaders.
• Experience building customer enablement such as training, onboarding, or adoption campaigns.
• Comfort using AI tools to scale work across a large portfolio.
• Willingness to travel approximately 20%.

Desired Qualifications

• Gov Tech or public sector Customer Success experience.
• Knowledge of the Accela Civic Platform.
• Gainsight CSM Certification.
• Experience building or refining customer segmentation and coverage models.
• Experience partnering with enterprise or strategic CSMs on shared regional accounts.

About Accela

For nearly 20 years, Accela has been an industry leader in designing and delivering government software to improve efficiency, increase citizen engagement and enable the development of thriving communities. Today, citizens are savvy to how services should be delivered, and expect a consistently convenient, openly transparent view into their local government. While government agencies struggle to do more with less, our mission has never been more critical. Accela provides a robust, cloud-based platform of government software solutions that accelerate growth, efficiency, and transparency in communities of all sizes. From planning, to building, to service request management and more, Accela’s SaaS offerings level the playing field for small and medium governments and enable smaller agencies to leverage larger city technologies. Our open and flexible technology helps agencies address specific needs today, while ensuring they are well prepared for the emerging challenges of the future.

OUR COMMITMENT TO DIVERSITY, EQUITY, AND INCLUSION

Accela believes in developing and nurturing a workplace community where our differences are celebrated, and everyone feels a sense of psychological safety and belonging. Accela is committed to putting resources and attention towards evolving our practices, policies, and philosophies to enable diversity to thrive and to support equity in opportunity for everyone.

Compensation And Well-being

The annual base salary range for this full-time position is $90,000 - $110,000 (less applicable taxes). The actual annual base salary offered may be adjusted based on a variety of factors, including but not limited to, location, education, skills, training, and experience. In addition to an annual base salary, this position is eligible for an annual bonus target. This is a discretionary bonus awarded based on company and individual goal achievement.

Accela’s U.S. team members will receive a generous benefits package consisting of options including flexible time off, comprehensive medical, dental, and vision plans, family planning benefits, 401(k) retirement savings plan with company match, health savings account with company contributions, flexible spending account, life, accident, and disability coverage, business travel insurance, employee assistance programs, and other well-being benefits.

Accela is an Equal Opportunity Employer/Affirmative Action Employer and will respond to requests for job accommodations.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, or based on disability, gender identity, and sexual orientation