销售与客户成功经理
Senior Manager, Sales and Customer Success
Clubspeed & Resova
打造团队。制定策略。扩大客户收入引擎。
Clubspeed 和 Resova 为全球基于体验的业务提供场地管理、预订和支付技术。
我们正进入一个激动人心的新阶段。在新的投资支持下，我们正在打造团队、系统和运营节奏，以加速增长，同时为客户提供一致的优质体验。
我们正在寻找一位高级销售与客户成功经理，领导我们在客户细分市场中的转型。
职位机会
这不是一个继承了一个完整销售和客户成功机器的角色。
你将有机会参与构建它。
你将带领并发展一支负责客户留存、扩展和新收入的团队，同时创建所需的流程、策略、指标和管理结构，以有效实现规模化运营。
该职位需要一个人能够在战略和执行之间自如切换。一天你可能在设计客户细分模型或续约流程；第二天你可能在指导销售代表处理扩展机会，审查风险账户，或协助完成交易。
你将对如何服务和增长我们的中小型企业（SMB）和中型企业（Mid-Market）客户有重要掌控权，并有机会建立一个可以随着业务增长而扩展的功能。
成功的表现
在这个职位上，你将：
- 建立一个高效运行的中小型企业（SMB）和中型企业（Mid-Market）销售与客户成功组织，明确角色、期望、KPI 和责任。
- 招聘、入职、辅导和发展一支强大的客户经理和客户成功专业团队。
- 在入职、采用、留存、续约和扩展等环节创建可扩展的客户旅程和策略。
- 提高净收入留存率，减少可避免的流失，并在整个客户群中建立一致的扩展机制。
- 建立清晰的续约、升级销售、交叉销售和其他客户收入机会的预测和管道管理。
- 引入一个可扩展的运营模式，在战略性客户身上保持高接触度的同时，为中小型企业客户提供高效的1对多项目。
- 提升对客户健康状况、收入风险和扩展潜力的可见性。
- 建立一个有纪律、负责任的文化，让团队了解什么是优秀表现，并具备辅导和工具来实现它。
你将做的事情
关键职责
查看英文原文
Clubspeed & Resova
Build the team. Create the playbook. Scale the customer revenue engine.
Clubspeed and Resova provide venue management, booking, and payments technology to experience-based businesses around the world.
We’re entering an exciting new chapter. With new investment behind the business, we’re building the teams, systems, and operating rhythms needed to accelerate growth while delivering a consistently strong experience for our customers.
We’re looking for a Senior Manager, Sales & Customer Success to lead that transformation across our customer segments.
The Opportunity
This is not a role where you inherit a fully built sales and customer success machine.
You’ll have the opportunity to help build it.
You’ll lead and develop a growing team responsible for customer retention, expansion, and new revenue while creating the processes, playbooks, metrics, and management structure required to operate effectively at scale.
The role requires someone who can move comfortably between strategy and execution. One day you may be designing the customer segmentation model or renewal process; the next, you may be coaching a rep through an expansion opportunity, reviewing an at-risk account, or helping close a deal.
You’ll have meaningful ownership over how we serve and grow our SMB and Mid-Market customers—and the opportunity to build a function that can scale with the business.
What Success Looks Like
In this role, you will:
- Build a high-performing SMB and Mid-Market Sales & Customer Success organization with clear roles, expectations, KPIs, and accountability.
- Recruit, onboard, coach, and develop a strong team of Account Managers and Customer Success professionals.
- Create scalable customer journeys and playbooks across onboarding, adoption, retention, renewal, and expansion.
- Improve Net Revenue Retention by reducing preventable churn and creating a consistent expansion motion across the customer base.
- Establish clear forecasting and pipeline management for renewals, upsells, cross-sells, and other customer revenue opportunities.
- Introduce a scalable operating model that balances high-touch engagement for strategic customers with efficient 1-to-many programs for SMB customers.
- Build better visibility into customer health, revenue risk, and expansion potential.
- Create a disciplined, accountable culture where the team understands what great performance looks like and has the coaching and tools to achieve it.
What You’ll Do
Key Responsibilities
Lead, Build & Develop the Team
- Lead the SMB and Mid-Market Sales & Customer Success teams, establishing clear expectations, responsibilities, and performance standards.
- Own recruiting and hiring as the organization grows.
- Build structured onboarding and enablement programs that help new team members ramp quickly.
- Conduct regular 1:1s, pipeline reviews, account reviews, and call coaching.
- Develop the team’s capabilities in consultative selling, negotiation, customer relationship management, retention, and expansion.
- Establish clear individual and team KPIs and create a strong culture of accountability and continuous improvement.
- Identify performance gaps early and coach team members toward stronger outcomes.
Build the Customer Success Operating Model
- Design and document scalable playbooks for onboarding, adoption, account management, renewal, expansion, and churn prevention.
- Develop differentiated engagement models for SMB and Mid-Market customers based on customer value, complexity, opportunity, and risk.
- Build repeatable 1-to-many programs that allow the team to effectively support a high-volume customer base.
- Establish customer health scoring and early-warning indicators for churn and expansion opportunities.
- Define clear escalation paths and operating processes across Sales, Customer Success, Support, Implementation, Product, and Payments.
- Continuously identify opportunities to simplify workflows and improve team productivity.
Drive Retention & Expansion
- Own the team’s performance against Net Revenue Retention, renewal, churn, and expansion targets.
- Establish a consistent renewal process that creates visibility well in advance of contract expiration.
- Build and standardize upsell and cross-sell motions across the customer base.
- Coach the team on identifying customer needs, creating value-based expansion opportunities, and successfully navigating commercial conversations.
- Partner with internal teams to address customer risks before they become churn events.
- Step into strategic or complex customer conversations when leadership involvement can materially improve the outcome.
Create Revenue Visibility & Accountability
- Build accurate weekly, monthly, and quarterly forecasting for renewals, expansion, and customer revenue.
- Establish pipeline standards and operating rhythms that give leadership a clear view of expected performance.
- Track and analyze performance metrics across the customer lifecycle.
- Use product usage, customer engagement, commercial, and CRM data to identify risks and opportunities.
- Ensure CRM and Customer Success systems accurately reflect account activity, pipeline, customer health, and next steps.
- Provide leadership with clear insights into performance, trends, risks, and opportunities.
You’ll Thrive Here If...
- You enjoy building structure where it doesn’t yet exist.
- You believe strong leadership means both setting a clear standard and actively coaching people toward it.
- You like working close to customers and are comfortable getting involved when an important account or opportunity needs help.
- You are commercially minded and view Customer Success as an important driver of revenue, not simply a support function.
- You are comfortable being accountable to clear metrics and expect the same from your team.
- You can identify what needs to be standardized without adding unnecessary process.
- You enjoy working in an environment where the business is evolving quickly and you can directly influence how the function develops.
- You are excited by the opportunity to build something that is expected to become significantly larger over time.
Why Join Clubspeed?
This is an opportunity to join a category-leading business at an important stage of its growth.
We have an established customer base, proven products, and significant industry expertise—and we’re investing in building a stronger, more scalable commercial organization around them.
You’ll have the opportunity to:
- Build and shape a critical customer-facing function.
- Hire and develop your own team.
- Influence how we segment, serve, retain, and grow our customers.
- Work directly with company leadership on revenue strategy and execution.
- Create systems and playbooks that become the foundation for future scale.
- Have a measurable impact on customer retention, expansion, and company growth.
What You’ll Get
- Significant ownership and autonomy over the SMB and Mid-Market Sales & Customer Success organization.
- The opportunity to build rather than simply maintain an existing function.
- A seat at the table and meaningful influence over company strategy.
- A growing organization where strong performers can expand their scope as the business scales.
- The ability to make a visible impact on customers, employees, and company performance.
Our Hiring Process
Our hiring process is designed to be straightforward and conversational.
We want to understand how you think, how you lead, what you’ve built before, and how you would approach scaling a customer-facing revenue organization.
You’ll also have the opportunity to meet members of the leadership team, learn more about where Clubspeed and Resova are headed, and determine whether this is the right environment for you.
Join Us
If you’re excited by the opportunity to build a team, create scalable commercial processes, develop great people, and directly influence retention and growth, we’d love to hear from you.
Requirements
What We’re Looking For
- 5+ years of experience in Customer Success, Account Management, Sales, or a related commercial function.
- 2+ years of direct people management or team leadership experience.
- Demonstrated success hiring, onboarding, coaching, and developing customer-facing teams.
- Experience operating in a high-volume SMB and/or Mid-Market environment.
- Strong commercial instincts with experience managing renewals, expansion opportunities, contract negotiations, and revenue targets.
- Proven ability to build processes, playbooks, operating cadences, or functions rather than simply working within established ones.
- Strong understanding of Customer Success metrics including Net Revenue Retention, Gross Revenue Retention, churn, expansion, renewal rates, and customer health.
- Strong forecasting, pipeline management, and performance management capabilities.
- Experience using CRM and Customer Success platforms to improve visibility, automation, and team effectiveness.
- Comfort working with data and translating performance metrics into concrete actions.
- Ability to move between strategic planning and hands-on execution.
Benefits
- Competitive base+bonus compensation structure
- Comprehensive health coverage, including dental and vision
- Flexible time off policy
Originally posted on Himalayas