Okendo builds a suite of customer-first software products for the next generation of consumer brands to drive growth.
The Role
Own the retention, growth, adoption, renewals, and expansion of enterprise Shopify merchants using Okendo’s customer marketing platform. Build strategic success plans, lead executive business reviews, manage commercial negotiations, identify churn risks and cross-sell opportunities, and coordinate with internal teams to deliver measurable outcomes. The role requires deep ecommerce retention expertise, strong executive communication, commercial acumen, and the ability to manage a complex portfolio of strategic B2B SaaS accounts.
Summary Generated by Built In
About Okendo
We believe happy customers make the best marketers.
That’s why we built Okendo – the customer marketing platform that creates stronger connections between consumers and the brands they love.
Using Okendo, Shopify brands can grow faster and more efficiently by cultivating brand advocacy and maximising lifetime value.
Our unified platform and unique suite of products for Reviews, Referrals, Quizzes, Loyalty, and Surveys is trusted by 19,000+ Shopify brands to turn one time shoppers into revenue-driving Superfans.
Position Summary
As an Enterprise Customer Success Manager, you will own the long-term success of Okendo’s most strategic merchants—the high-growth Shopify brands that rely on us to power their reviews, loyalty, referrals, quizzes, and survey programs. You will be the trusted advisor and commercial partner for a focused book of enterprise accounts, accountable for net revenue retention, multi-product adoption, and measurable business outcomes. Partnering closely with Onboarding, Solutions Engineering, Account Management, Support, and Product, you will translate each merchant’s goals into a tailored success plan and surface expansion opportunities as their business scales. In a category that’s evolving fast—across Shopify, TikTok Shop, Klaviyo, and the broader retention stack—you’ll be the voice our top merchants trust to guide them through it.
How you'll create impact:Own retention and growth across a portfolio of enterprise merchants
- Own a book of high-ARR enterprise merchants and hit quarterly net revenue retention, gross retention, and expansion targets
- Build and execute a strategic success plan for each account—aligned to the merchant’s business goals, peak retail moments, and product roadmap
- Identify churn and downsell risk early using account health signals, usage data, and executive relationship mapping—then mobilize the right cross-functional resources to resolve it
- Lead renewal strategy and commercial negotiations, partnering with Account Management and Finance to structure multi-year, multi-product agreements
Drive deep, multi-product adoption
- Drive adoption across Okendo’s full suite—Reviews, Loyalty, Referrals, Quizzes, and Surveys, so each merchant gets compounding value from a unified customer marketing platform
- Run quarterly executive business reviews with merchant leadership—connecting Okendo’s impact to revenue, AOV, LTV, repeat rate, and CAC efficiency
- Become a fluent expert in each merchant’s business—their category, customer, tech stack, and growth strategy—so every recommendation lands as commercial, not just tactical
- Build broad, durable relationships across each account—from CMO and Head of Retention down to the day-to-day operators—so Okendo stays embedded as the team scales
Surface and convert expansion opportunities
- Map each merchant’s lifecycle and tech stack to identify expansion opportunities—adding new products, increasing usage, or replacing competitive tools like Yotpo, Smile, Stamped, or LoyaltyLion
- Partner with Account Management to qualify, scope, and close cross-sell and upsell opportunities—owning the success story that makes the commercial case
- Be the early-warning system for product—feeding back enterprise feature requests, integration gaps, and competitive pressure so Okendo keeps winning upmarket
Lead with industry, product, and platform expertise
- Become a deep expert on Okendo’s platform—Reviews, Loyalty, Referrals, Quizzes, Surveys—and the integrations that matter most to enterprise merchants (Shopify, Klaviyo, TikTok Shop, Google, Meta, Attentive, Bazaarvoice)
- Know the ecommerce category cold—DTC trends, peak retail moments, headless and omni-channel patterns, and how reviews, loyalty, and referrals fit into a modern retention stack
- Build strong relationships with Okendo’s agency partners and ecosystem partners—co-developing integrated marketing programs that compound merchant results
- Operate as the cross-functional quarterback for your accounts—looping in Support, Onboarding, Solutions Engineering, and Product to remove friction and accelerate outcomes
- Raise the bar for the wider CS team—contributing playbooks, mentoring teammates, and shaping how we serve enterprise merchants as Okendo scales
- 5+ years in enterprise customer success, account management, or strategic accounts at a B2B SaaS company—ideally selling to ecommerce, marketing, or retention teams
- Track record of owning a multi-million-dollar book of business and consistently hitting NRR, GRR, and expansion targets
- Strong commercial acumen and executive presence—you can hold a sharp, data-driven conversation with a CMO or VP of Ecommerce
- Comfortable leading commercial conversations—renewals, expansion pricing, and executive-level negotiations—in partnership with sales
- Deep familiarity with the Shopify ecosystem and the modern ecommerce retention stack (Klaviyo, Attentive, Gorgias, Postscript, TikTok Shop, etc.)
- Skilled at building executive relationships, leading quarterly business reviews, and translating product usage into measurable business outcomes
- Excellent written and verbal communication—you write clearly under pressure and present confidently to senior stakeholders
- Highly organized and operationally rigorous—you can manage a complex book of accounts without dropping balls
- Bonus: prior experience working with Shopify Plus brands, Klaviyo, or other tools in the ecommerce retention stack
- You’ve completed onboarding and have a working command of Okendo’s full product suite, including Reviews, Loyalty, Referrals, Quizzes, and Surveys
- You’ve held intro calls with every account in your book, confirmed primary stakeholders, and documented each merchant’s goals, KPIs, and renewal date
- You’ve shadowed onboarding and renewal calls with senior CSMs and are running your own merchant calls with light support
- You understand the Okendo competitive landscape (Yotpo, LoyaltyLion, Rivo, Smile, Stamped, Judge.me, Reviews.io) and the broader Shopify retention stack well enough to position confidently
- You’re consistently hitting your quarterly NRR, GRR, and expansion targets across your enterprise book
- You’ve led at least one full renewal cycle end-to-end—including commercial negotiation—and closed measurable expansion (additional product, increased usage, or multi-year extension) on multiple accounts
- Every account in your book has an active success plan, a documented executive sponsor, and a healthy cadence of EBRs tied to merchant business outcomes
- You’ve become a trusted internal voice on enterprise merchant needs, feeding insights into Product, Marketing, and Partnerships and contributing playbooks the wider CS team is reusing
- You’re a go-to voice for at least one strategic theme—e.g., loyalty strategy, reviews and SEO, retention benchmarks, or partner integrations—that you can run with externally and internally
Workplace Benefits:
- Data-backed and validated compensation strategy
- 100% employer-paid coverage of employee health insurance
- Comprehensive dental and vision coverage
- 4 weeks of PTO; carryover allowed
- 11 holidays
- Sick, bereavement, and jury duty paid time off
- 12 weeks of Paid Family Leave
- Feedback-driven culture
- Exposure to the biggest and best ecommerce brands globally
- Work remotely in the USA or from a local WeWork
What We Value:
One Team
We are one team committed to the same mission. We trust, respect, and value each other. We recognize the unique skills, experiences, and perspectives each of us has to offer. We continually look for ways to support and enable our teammates.
Champion the customer
Our customers are the heart of our business and the pursuit of their success is our north star, At every step, we prioritize their interests in our thinking and actions.
Strive for Excellence
We commit to excellence as our standard. We set and achieve ambitious goals. We maintain a bias for action, tackle the hard problems, and continually work to improve.
Extreme Ownership
We own the outcomes. We take the necessary action to get things done. We don’t blame others or find excuses. We proactively look for solutions and solve problems.
Integrity Always
We are always honest, trustworthy, and professional. We treat others fairly and with respect. We are transparent and forthright. We take our commitments seriously and deliver what we promise.
Always Day One
It’s always Day 1 at Okendo. If we’re not growing, we’re dying. We prioritize agility over bureaucracy. Velocity over perfection. Outcomes over process. We move fast, learn, iterate, and adapt.
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Skills Required
- 5+ years of experience in enterprise customer success, account management, or strategic accounts at a B2B SaaS company
- Experience selling to ecommerce, marketing, or retention teams
- Track record of owning a multi-million-dollar book of business
- Track record of consistently hitting NRR, GRR, and expansion targets
- Strong commercial acumen and executive presence
- Experience leading renewals, expansion pricing, and executive-level negotiations
- Deep familiarity with the Shopify ecosystem and modern ecommerce retention tools
- Experience building executive relationships and leading quarterly business reviews
- Ability to translate product usage into measurable business outcomes
- Excellent written and verbal communication skills
- Strong organizational and operational management skills
- Experience with Shopify Plus brands, Klaviyo, or other ecommerce retention tools
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The Company
What We Do
Okendo is a customer marketing platform and an Official Google Reviews partner that offers all the tools brands need to capture and showcase high-impact social proof such as product ratings & reviews, customer photos/videos and Q&A.
