Strategic Utility Customer Success Leader (CA)

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

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