Senior Customer Success Manager

Job Description

The Senior Customer Success Manager is responsible for the end-to-end success of a defined portfolio of enterprise customers. This role carries direct accountability for customer outcomes, including executive alignment, realized business value, platform adoption, renewal readiness, and expansion identification.

Operating with extreme ownership, this leader brings structure to complex environments, drives measurable results, and orchestrates internal resources without requiring direction.

We hire builders and owners–not coordinators.

This is a leadership-caliber individual contributor role deployed against a limited number of accounts to enable deeper executive engagement and measurable customer outcomes.

Role Scope

• Own a portfolio of approximately 8–10 strategic enterprise customers
• Operate within a high-touch engagement model where depth of partnership is prioritized over volume
• Engage regularly with CIO, CISO, and senior technology leadership
• Directly influence renewal outcomes, expansion opportunities, and executive satisfaction
• Support customers operating in complex, highly integrated environments
• Identify material risk multiple quarters ahead of renewal cycles and drive coordinated mitigation

Core Responsibilities

Extreme Ownership of Customer Outcomes

• Serve as the accountable leader for the health, trajectory, and commercial posture of each assigned customer.
• Establish clear success criteria and align internal execution accordingly.
• Drive customers from deployment to durable operational reliance.
• Orchestrate the resources required to achieve customer outcomes.
• Treat each customer as a business, balancing advocacy with commercial responsibility.

Executive Engagement

• Build trusted advisor relationships with CIO, CISO, and senior stakeholders.
• Deliver Executive Business Reviews grounded in measurable business outcomes.
• Align platform capabilities to strategic initiatives such as security posture, regulatory readiness, and operational resilience.
• Guide executive decision-making through insight and credible challenge when necessary.

Value Realization

• Build and govern multi-year Success Plans for every strategic account.
• Translate product capabilities into quantified business impact.
• Ensure customers achieve the outcomes that justified their investment.
• Develop referenceable advocates through demonstrated value.

Renewal Predictability

• Own renewal posture across the portfolio with no late-stage surprises.
• Inspect leading indicators including adoption depth, executive engagement, and realized value.
• Communicate risk early with a clear mitigation strategy and path to resolution.

Risk Management & Account Health Leadership

• Bring rigor and objectivity to evaluating account health.
• Proactively identify erosion signals and mobilize cross-functional teams before issues escalate.
• Develop and execute disciplined recovery strategies when required.
• Deliver difficult messages when necessary to protect long-term outcomes.
• Maintain high forecast accuracy for assigned accounts.

Cross-Functional Partnership

• Operate as the accountable leader for customer outcomes while partnering closely with Account Executives and Solution Engineers across the customer lifecycle.
• Align commercial strategy with the Account Executive to support retention and expansion.
• Partner with Solution Engineers on technical strategy, ensuring deployments support defined success criteria.
• Lead integrated account planning across Sales, Solutions, and Customer Success.
• Foster a one-team approach focused on long-term customer value rather than functional handoffs.

While execution is shared, accountability for customer outcomes remains clear.

Internal Execution & Governance

• Coordinate Sales, Professional Services, Support, Product, and partner teams
• Establish governance frameworks that drive accountability and transparency
• Remove obstacles and maintain execution momentum across large programs
• Operate effectively within highly matrixed customer organizations

Required Experience

• 8-12+ years managing complex enterprise customers within SaaS or platform organizations
• Demonstrated ownership of large, multi-threaded accounts with executive visibility
• Proven experience driving renewals, expansion, and long-term customer value
• Strong business and financial acumen with the ability to connect adoption to ROI
• Executive-level communication skills and presence
• Comfortable operating in ambiguous, high-stakes environments
• Track record of proactively identifying risk and driving resolution

Nice to Have: Identity/Security Domain

Experience supporting identity, security, governance, or other mission-critical enterprise platforms is beneficial but not required.

Relevant exposure may include:

• Identity Governance & Administration
• Privileged Access Management
• Access certifications / User Access Reviews
• Compliance initiatives (SOX, ISO, NIST, SOC 2)
• Zero Trust programs
• Security transformation efforts

Example ecosystems include ServiceNow, Okta, SailPoint, CyberArk, Ping, Saviynt, and Microsoft Entra.

Domain expertise can be learned. Ownership cannot.

What Success Looks Like in the First 12 Months

• Establish executive relationships across the assigned portfolio within the first two quarters
• Implement structured Success Plans for every strategic account
• Deliver Executive Business Reviews tied directly to customer business outcomes
• Maintain predictable renewal posture with clear risk visibility
• Identify expansion opportunities through demonstrated value
• Develop referenceable customer advocates

Operating Principles

• Extreme ownership is expected
• Problems are surfaced early, not explained late
• Disagreement is acceptable; lack of clarity is not
• Customer advocacy and commercial accountability are equally important
• We operate as one account team with shared goals and clear accountability

The compensation for this role depends on several factors such as the candidate’s skills, qualifications, experience, and work location. For candidates offered a position at the posted job level, the provided range is the expected base salary. This does not include any additional variable compensation, such as commission.

Compensation Disclosure

$140,000—$200,000 USD

Our Culture

We’re driven to build a strong company culture and are looking for individuals with solid alignment with the following:

• Ownership Mindset
• Act with Integrity
• Guardians of our Customers
• Opinionated Humility
• Build Trust, Earn Trust

At Veza, your base pay is one part of your total compensation package. For this position, the reasonably expected pay range can be discussed with your recruiter for the level at which this job has been scoped. Your base pay will depend on several factors, including your experience, qualifications, education, location, and skills. In the event that you are considered for a different level, a higher or lower pay range would apply. This position is also eligible for equity and a competitive benefits package.

Veza is proud to be an equal opportunity employer. We are committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, or other applicable legally protected characteristics. We also consider qualified applicants according to applicable federal, state, and local laws. If a candidate with a disability requires an accommodation during the recruitment process, please email [email protected]

About Veza

Veza is the identity security company. Identity and security teams use Veza to secure identity access across SaaS apps, on-prem apps, data systems, and cloud infrastructure. Veza solves the blind spots of traditional identity tools with its unique ability to ingest and organize permissions metadata in the Veza Authorization Graph. Global enterprises like Blackstone, Wynn Resorts, and Expedia trust Veza to visualize access permissions, monitor permissions activity, automate access reviews, and remediate privilege violations. Founded in 2020, Veza is headquartered in Redwood City, California, and is funded by Accel, Bain Capital, Ballistic Ventures, GV, Norwest Venture Partners, and True Ventures. Visit us at veza.com and follow us on LinkedIn, Twitter, and YouTube.