["Developer Tools","SaaS","Feature Management","Software Development"]

Strategic Customer Success Manager

RemoteRemoteFull Time$171,200–$235,400 /yrPosted 23 days agoVisa sponsorship available

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Required skills

customer success
account management
implementation
adoption
use-cases
value realization
product knowledge
risk identification
churn mitigation
renewal process

Nice to have

DevOps
sales acumen
Command of the Message
MEDDIC
technical knowledge

Role summary

LaunchDarkly is seeking a Strategic Customer Success Manager to serve as the primary post-sales contact for customers. This role involves guiding customers through implementation and adoption of the LaunchDarkly platform, ensuring they achieve their desired use cases and realize value. The ideal candidate will have a strong interest in software development and DevOps, coupled with excellent sales acumen and a passion for customer success. Responsibilities include customer onboarding, risk identification and mitigation, providing technical guidance, identifying expansion opportunities, building executive relationships, and owning renewals and forecasting. A minimum of 5 years in a customer-facing role, with experience in account management or customer success, and a track record of exceeding targets is required. Experience with renewal processes, retention quotas, project management, and technical products is essential. Experience in the DevOps space and with sales methodologies like MEDDIC is preferred.

About the Job:

The Customer Success Manager reports directly into the regional CS leader and represents LaunchDarkly as the direct point-of-contact with our customers post-sales. They are LaunchDarkly subject-matter experts guiding our new and expanding customers towards implementation and adoption and helping them achieve their desired use-cases and realize value. The best candidate for this role will be passionate about customer success with a keen interest in software development and DevOps, balanced with a strong sales acumen. In LaunchDarkly GTM, we are all customer-obsessed and striving for massive year-over-year growth.

Responsibilities:

Customer Onboarding: You will shepherd in new customers from the sales handoff through successful activation in the product. This includes building out success plans to get customers up to speed in the platform, project management through onboarding, helping customers leverage the most appropriate enablement paths and assessing customer’s adoption on an ongoing basis.

Risk Identification and Mitigation: You’ll work to proactively identify and diagnose risk-inhibiting adoption or that may cause churn and contraction. You’ll own building a risk mitigation strategy and coordinating across the account team to effectively steer the customer to success.

Technical Guidance: You’ll maintain a deep level of LaunchDarkly product knowledge and be expected to provide customers with direction on implementation and adoption best practices.

Prescriptively Sell: You will maintain a pulse on how our customers are tracking against their key goals and outcomes, identifying opportunities for customers to purchase additional products, services, and adopt new features needed for them to maximize the value of our solution.

Trusted Advisor: You understand your customers like no other and have built enough trust to act as an extension of their team. You provide prescriptive guidance to customers to help them get the most out of their LaunchDarkly purchase.

Build Champions & Executive Relationships: You are an expert champion builder. You consistently work to identify & support key advocates within your customers’ organization who actively promote the value of LaunchDarkly. In partnership with your Champion, you’re able to leverage success metrics & value driven insights to gain sponsorship at an Executive level.Renewal and Expansion focused: You are comfortable owning a number and forecasting on a weekly basis. You will work directly with customers, sales and deal desk to execute renewal agreements on time and to identify expansion opportunities within your accounts

Qualifications:

5+ years in a customer facing role, ideally in account management, customer/partner success or onboarding/implementation with a track record of exceeding targets.

Experience owning the renewal process and being held accountable to a retention quota. This is a commercially oriented Customer Success team.

Strong discovery and qualification skills; training in Command of the Message, MEDDIC or another sales methodology is preferred.

Strong project management skills. You should have experience holding customers and cross-functional teams accountable to a timeline.

Experience working on a technical product ideally interacting with developers or other technical personas as your primary customer. Experience within the DevOps space preferred.

Experience with both proactive and reactive customer success motions.

We will teach you all about LaunchDarkly, but you should have an existing level of technical knowledge and know-how.

Proven ability to advocate for both your customers and your company. You know how to be the voice of the customer in the company while mediating between the customer's requests and the company's vision.

Pay:

Target pay ranges based on Geographic Zones* for Level 4:

Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $171,200 - $235,400*

Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $154,100 - $211,860**

Zone 3: All other US locations - $145,500 - $200,090**

LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.

*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.

About LaunchDarkly:

Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations.

The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:

Improving the velocity and stability of software releases, without the fear of end customer outages

Delivering targeted experiences by easily personalizing features to customer cohorts

Maximizing the business impact of every feature through the ability to experiment and optimize

Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types

Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability

At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at hr@launchdarkly.com.

Do you need a disability accommodation?

Fill out this accommodations request form and someone from our People Operations team will contact you for assistance.

Your safety matters to us. To protect yourself from potential scams, LaunchDarkly recruiters will only contact you from @LaunchDarkly.com email addresses or via LinkedIn from "Verified Recruiter" accounts. Be cautious of emails from other domains. Legitimate LaunchDarkly recruiters will never ask for money, fees, or banking information before making a job offer. LaunchDarkly will never make a job offer without conducting a formal interview process. Our interview process does not involve asking detailed questions by email. If you are ever unsure about a communication that you receive, don't click any links—visit Careers | LaunchDarkly directly for confirmed job openings and links to apply.

Please notify us of any fraudulent representation by sending an email to careers@launchdarkly.com.

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