The Role
Manage mid-market and enterprise SaaS customers, driving adoption, retention, and expansion. Act as a strategic advisor to senior stakeholders, identify customer pain points, communicate measurable product value, and own expansion revenue targets. Develop customer success motions for new markets and industry verticals while collaborating with Pre-Sales, Onboarding, Professional Services, Product, and Marketing teams. Use CRM tools and structured success methodologies to manage accounts, opportunities, and forecasts.
Summary Generated by Built In
Soldo is the proactive spend management solution that frees progressive businesses to accomplish more. Over 25,000 organisations across 31 countries use Soldo to end slow, messy, and inefficient spending, bringing financial agility and control over every expense.
Soldo frees finance with a uniquely proactive approach to managing decentralised spending. By combining a powerful spend management platform, user-friendly app, and versatile payment methods, Soldo automates expense admin to eliminates the inefficiency in managing business spending.
By proactively managing decentralised spend, organisations empower employees to spend when and where it's needed, keeping productivity high while avoiding month-end surprises.
Founded in 2015 by Italian digital innovator Carlo Gualandri, Soldo is headquartered in London, with offices in Dublin, Milan, and Rome.
We’re looking for people with big ambitions, cool heads, sharp minds, and warm hearts. Come and join us, as we grow together.
What's in it for you
- uncapped commission
- Private healthcare – for you and your family
- Pension scheme
- Genuine career development opportunities (we love to see you succeed) - including your own annual £500 career development budget
- Access to training and development - including a mentoring programme, workshops and the opportunity to progress onto our leadership programme
- Flexible working options including working from home, our Marylebone office
- 60 days’ work anywhere – even outside the UK if you want
- 25 days’ off a year, plus public holidays. Plus extra days off on Christmas Eve, New Year's Eve and on your Birthday
- Up to 2 volunteering days per year
- Your own personal company Soldo card
- Employee Assistance Programme
- Tax efficient bike to work scheme
The role
We are seeking a Customer Success Manager (CSM) to join our New Markets team, responsible for managing a portfolio of mid-market and enterprise customers, ensuring they achieve maximum value from Soldo. As a CSM, you will be a strategic advisor, a trusted partner, and a proactive commercial driver—helping customers optimise their spend management processes while achieving their financial goals.
This role sits within a small, entrepreneurial team focused on supporting new markets and specific industry verticals, rather than established, country-based territories. You will work closely with customers as Soldo expands into new segments, helping shape how value is delivered and realised in these environments.
You will report to the Head of New Markets, playing a pivotal role in driving customer retention, expansion, and adoption. You will own revenue targets related to customer expansion and work closely with Pre-Sales, Onboarding, and Professional Services teams to ensure a seamless customer journey.
This is an excellent opportunity for a driven CSM who thrives in a fast-paced, customer-centric SaaS environment and enjoys building customer success motions in new markets, developing vertical expertise, and taking ownership of how Soldo delivers value in new segments
We're looking for someone who must have:
- Proven experience as a Customer Success Manager in a B2B SaaS environment.
- Strong track record of achieving or exceeding expansion and retention targets, with direct ownership of customer revenue metrics.
- Experience managing a portfolio of mid-market and enterprise customers.
- Consultative approach to identifying pain points in the customer’s processes and positioning adoption and expansion opportunities.
- Skilled at articulating complex value propositions, translating product capabilities into measurable customer outcomes.
- Proficient at navigating complex customer organisations, identifying champions, and driving pervasiveness of the Soldo platform.
- Excellent relationship-building skills, with confidence engaging senior stakeholders (e.g., CFOs, Finance Directors).
- Strong presentation and communication skills—able to lead strategic customer reviews and deliver compelling value propositions.
- Experience with structured success methodologies (e.g., CBRs, Success Plans) and sales methodologies (e.g., Challenger Sale, MEDDPICC).
- Comfortable collaborating with cross-functional teams, including Pre-Sales, Onboarding, Professional Services, Product Development, and Marketing.
- Proficient in using CRM tools (e.g., Salesforce) to manage accounts, track opportunities, and maintain forecast accuracy.
- Strong appetite for vertical-led customer success, including developing deep sector knowledge and credibility with customers.
- Entrepreneurial mindset with the ability to operate effectively in a small, fast-moving team.
- Positive, proactive, and customer-obsessed, with a strong sense of ownership and accountability.
Preferred but not essential
- Exposure to selling software or technology solutions into organisations that manage fleets, such as:
- Marine (e.g. yacht or vessel management)
- Aviation (e.g. jet or aircraft management)
- Shipping
- Logistics
- Familiarity with operationally complex, asset-heavy industries where spend control and decentralisation are key challenges
- 2nd Language ideally French or Dutch
Skills Required
- Proven experience as a Customer Success Manager in a B2B SaaS environment
- Track record of achieving or exceeding customer expansion and retention targets
- Direct ownership of customer revenue metrics
- Experience managing mid-market and enterprise customer portfolios
- Consultative approach to identifying customer pain points and expansion opportunities
- Ability to articulate complex value propositions and measurable customer outcomes
- Experience navigating complex customer organizations and identifying champions
- Excellent relationship-building skills with senior stakeholders, including CFOs and Finance Directors
- Strong presentation and communication skills
- Experience with structured customer success and sales methodologies, such as CBRs, Success Plans, Challenger Sale, or MEDDPICC
- Ability to collaborate with Pre-Sales, Onboarding, Professional Services, Product Development, and Marketing teams
- Proficiency using CRM tools to manage accounts, opportunities, and forecasts
- Strong appetite for vertical-led customer success and developing sector expertise
- Entrepreneurial mindset and ability to work in a small, fast-moving team
- Positive, proactive, customer-focused attitude with strong ownership and accountability
- Experience selling software or technology solutions to fleet-management organizations
- Exposure to marine, aviation, shipping, or logistics industries
- Familiarity with operationally complex, asset-heavy industries
- Second language, ideally French or Dutch
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
Soldo is here to free teams from the burden of financial admin, to give them the tools, time, and headspace to focus on the things that matter. We’re both a financial services and software company and our spend management platform automates employee and business spending, from decision to spend to reconciliation. While our smart cards, employee expenses app, and accounting integrations give teams flexibility, visibility, and control over spending. Founded in 2014, we’re now one of Europe’s fastest-growing fintech companies. Today, we have over 350 employees working in offices in London, Milan, Rome, and Dublin. Having secured $180 million in Series C funding, we’re looking to expand into the rest of Europe and launch a suite of new products in a market worth $170 billion
