高级客户成功经理
Senior Customer Success Manager
**关于SecurityScorecard：**
SecurityScorecard是全球领先的网络安全评级公司，目前持续对超过1200万家公司进行评级，在64个国家开展业务。由安全和风险管理专家Dr. Alex Yampolskiy和Sam Kassoumeh于2013年创立，并获得世界级投资者的支持。SecurityScorecard的专利评级技术已被超过25,000家组织用于自我监控、第三方风险管理、董事会报告和网络安全保险承保，通过让所有组织轻松发现并解决其数字足迹中的网络安全风险，从而提升整体韧性。
总部位于纽约市，我们的文化被Inc Magazine评为“最佳工作场所”，被Crain’s NY评为“纽约市最佳工作场所之一”，并连续两年被评为纽约最热门的SaaS初创企业之一。最近，SecurityScorecard入选了Fast Company年度“2023年全球最具创新力公司”榜单，并获得了Achievers 2023年“最具员工参与度的工作场所50强”奖项，以表彰“具有前瞻性思维的雇主在员工参与方面的坚定承诺”。SecurityScorecard自豪地获得包括Silver Lake Waterman、Moody’s、Sequoia Capital、GV和Riverwood Capital在内的世界级投资者的支持。
**关于该职位：**
高级客户成功经理将在帮助我们的客户转变其管理网络安全风险的方式中发挥关键作用。你将负责跨行业的客户关系组合，通过战略性的互动确保客户满意度和长期价值，并运用你对网络安全实践、第三方风险、我们的平台以及主动客户成功方法的理解，加深客户关系，扩大使用范围并推动收入增长。
**你将负责：**
- 制定策略并执行战术，将客户对话与他们的网络安全和风险管理目标对齐。
- 作为SecurityScorecard平台和网络安全风险领域的可信赖顾问和专业专家。
- 推动账户组合内的留存和扩展，包括准确的预测和与内部销售团队的紧密合作。
- 管理你的业务组合的续订报价到现金流程，大部分情况下无需销售团队参与。
- 识别通过平台采用、新用例和更广泛的互动来增加客户价值的机会。
- 建立并培养关系
查看英文原文
**About SecurityScorecard:**
SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint.
Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the [World’s Most Innovative Companies for 2023](https://securityscorecard.com/blog/blog-top-innovators-of-the-year/) and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.
**About the Role:**
The Senior Customer Success Manager will play a key role in helping our customers transform the way they manage cybersecurity risk. You'll own and manage a portfolio of customer relationships across industries, ensuring satisfaction and long-term value through strategic engagement, and apply your understanding of cybersecurity practices, third-party risk, our platform, and proactive customer success methodologies to deepen relationships, expand usage, and grow revenue.
**What You'll Do**
- Drive strategy and tactical execution, aligning customer conversations to their cybersecurity and risk management objectives.
- Act as a trusted advisor and subject matter expert on the SecurityScorecard platform and cybersecurity risk domains.
- Drive retention and expansion within your account portfolio, including accurate forecasting and close collaboration with internal Sales teams.
- Own renewals quote to cash for your book of business, largely without needing Sales engagement.
- Identify opportunities to increase customer value through platform adoption, new use cases, and expanded engagement.
- Build and nurture relationships across the entire client organization, from daily users to C-suite, facilitating executive-level connections to foster account growth.
- Represent the voice of the customer in product feedback and service delivery discussions.
- Travel to strategic accounts as needed (~35–40%), including in-person visits twice a year for each account over $100K ARR.
**Required Qualifications:**
- Bachelor's degree.
- 5–7 years in account management, customer success, technical account management, or a similar customer-facing role — non-negotiable for the senior title.
- Solid understanding of cybersecurity or third-party risk management practices; strong technical aptitude to translate platform capability into business value from the customer's perspective.
- Demonstrated ownership of renewals, including quote-to-cash mechanics, with minimal Sales involvement.
- Strong written and verbal communication skills combined with meticulous organizational skill.
**Preferred Qualifications:**
- Proven success developing and expanding relationships with customer stakeholders, including executives.
- Cyber insurance experience.
- Experience leading strategic account planning, QBRs, and upsell/cross-sell initiatives.
- Demonstrated ability to grow annual recurring revenue (ARR) through consultative account management.
**Benefits:**
Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!
The estimated total compensation range for this position is $160,000 - $200,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits.
_SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law._
_We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact talentacquisitionoperations@securityscorecard.io._
_Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law._
_SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LI-DNI_