Title: Customer Success Manager, Enterprise

Location: Remote- US 

THE OPPORTUNITY:

Although we’re proud of our history, we’re just as excited about the future.  We want to create a world-class culture and company that attracts, develops, engages and retains the nation’s elite talent.  

At Salesloft, our Customer Success Managers are pivotal to our company’s success.  You will be a key member of our fast-growing and high-performing Customer Success Organization acting as the go-to resource for our valued customers. You will be able to ensure successful product adoption and retention of key customers in the business. 

In this role, your main priority is to drive ROI as quickly as possible for your customer base.  You will be establishing their top goals, understanding their problems, and creating a customized success plan to help them start crushing their KPIs.  You will take a consultative approach by uncovering each of your customers’ use cases to better educate them on the benefits and features of the Salesloft platform within the context of their specific workflow.

In addition to working with amazing colleagues who exemplify our ‘team over self’ core value, you will also have the opportunity to navigate large, complex organizations and build long-term, trusted relationships with key executives and influencers.  You will own, drive and affect change for your customers by having an obsessive focus on their outcomes.  Daily you’ll focus on driving customer adoption through strategy calls and customized business reviews at the executive level.  The goal is to be the ultimate storyteller in showcasing the compelling impact on your customers' business made possible by their use of Salesloft. Remember, you are the quarterback of the customer experience and you will have an opportunity to make a difference. 

WHAT WE’RE LOOKING FOR:

We are seeking an experienced customer facing professional who will engage, retain and drive our customers' understanding of Salesloft product offerings working strategically with sales, cs and leadership (both internally and with the customer). You will be measured on the retention, expansion and happiness index of a book of business (Salesloft’s customers). 

On a day-to-day basis, you will be responsible for managing complex and savvy customer needs, leading compelling business reviews, and using data analysis to drive business impact aligning closely with various departments internally and externally not limited to Sales, Services, Customer Success and Partners.  You will partner with sales to identify customer growth opportunities based on demonstrated value, and help strategize and execute plans to earn additional spend from the customer.  You will also work with support and product teams to ensure customer feedback is captured and realized.  

If you’re passionate about sales technology, providing a world-class customer experience, and thrive in a fast-paced, hyper-growth startup environment, then becoming a Customer Success Manager is the career path for you!

THE TEAM:

Our Salesloft’s Customer Success team is comprised of seasoned and up-and-coming account management professionals who are all aligned on one mission: to redefine the Sales Engagement space and activate the authentic seller in all of us. 

The Customer Success team consists of 30 some team members who develop and maintain a deep understanding of the customer’s business drives, goals, and steer activities to align with these initiatives. They act as a liaison between internal teams to ensure customer needs are being met, partner with sales to define and achieve customers’ success criteria, and demonstrate ROI and ensure customers renew the Salesloft Product Suite.  We strive to ensure customer satisfaction through inspiring, educating/training, driving adoption, managing stakeholders, and influencing the customer.

They are also the epitome of our core values - Customers First. Team Over Self. Focus on Results. Bias Towards Action. Glass Half Full.

THE SKILL SET:

• 8+ years experience in a Sales, Account Management or Customer Success 
• 3+ years of experience specifically in a Customer Success role
• Experience managing a book of business and leading customers through change management
• 1+ years of experience using the Salesforce CRM. Must have an intermediate to expert knowledge of Salesforce CRM components such as leads, activities, contacts, opportunities, and reporting. (Salesforce Admin Certification is a plus!) 
• Previous experience in a SaaS/Technology company or fast growing start up preferred. 
• Superb listening skills and the proven ability to dig deeper to uncover the customer’s true objectives
• High level of empathy - it’s important for our CSMs to be a good person to peers and customers
• Demonstrated ability to conduct compelling on-site presentations to C-Level executives
• Experience delivering business reviews showcasing ROI to executives onsite and via webinar 
• You are a clear, confident and compelling communicator — in writing, in conversation and in front of an audience
• You are extremely perceptive and are highly emotionally intelligent, making you agile in adapting your executive presence and approach to any audience and personality
• You are an expert project manager who ruthlessly prioritizes, manages stakeholder expectations, and ensures all key objectives and timelines are met
• You are resourceful, scrappy and creative — if a playbook doesn't exist yet, you go figure it out and build it for the whole team to use
• You want to help build scalable processes — we are in a critical stage as a department. The decisions we make now will have a long lasting impact on Salesloft
• You are confident in technical conversations — hearing “API” doesn't make you run and hide

WITHIN ONE MONTH, YOU’LL:

• Attend Salesloft’s New Hire Orientation, where you will learn our Salesloft story and understand what makes our “Lofters” unique 
• Join our 3-week Sales Bootcamp, where you will learn our software and all the skills necessary to set you up for success, allowing you to make an impact in the market quickly
• Begin 1:1’s with your manager, understand your 30-60-90 day plan, meet & shadow current members of the Salesloft team, and delve into your territory 
• Set your OKRs (Objectives and Key Results) with your manager and develop an action plan to achieve them
• Meet key partners in Account Management, Finance, Marketing, Executives etc. - they will be key relationships for you throughout your deal cycle
• Become demo certified

WITHIN THREE MONTHS, YOU’LL:

• Begin working with customers
• Be Salesloft admin certified
• Be enrolled in our Salesloft PM certification program
• Be a product expert and feel comfortable walking a customer through all aspects of the Salesloft platform
• Have proficiency in both the Salesloft product capabilities as well as modern sales engagement best practices

WITHIN SIX MONTHS, YOU’LL:

• Be running with your customer success plans to encourage adoption & process optimization
• Be able to show quantifiable ROI to customers in the form of success stories
• Have a greater ability to understand deep technical aspects of a product and educate customers and peers using simplified explanations

WITHIN TWELVE MONTHS, YOU’LL:

• Set an example for new CSMs, and assist in training, onboarding and motivating new Lofters
• Be a proven self-starter and able to come up to speed on complex, difficult concepts with minimal assistance
• Have a thorough understanding of the challenges an organization faces when implementing a new technology and how to help them manage change

IS THIS ROLE NOT AN EXACT FIT? Keep an eye on our Careers Page for other positions!

WHY SHOULD YOU WORK AT SALESLOFT:

• You will become part of an amazing culture with a supportive CEO and smart teammates who actually care
• You will work with an amazing team you can learn from and teach
• You will experience joining a high-growth/high-traction organization
• You will hear “Yes, let’s do that!” and then have the opportunity to successfully execute on your ideas
• You will build community with Lofters of many cultures and backgrounds through ERGs and DEI initiatives
• We have a vibrant, open office that utilizes modern technology
• You will grow more here than you would anywhere else, that is a promise

Salesloft embraces diversity and invites applications from people of all walks of life.  We are proud to be an Equal Opportunity Employer and provide equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law.