Modern software runs on open source — and managing the compliance, security, and regulatory complexity that comes with it is one of the biggest problems facing engineering and legal teams today. FOSSA is the platform they use to address these challenges. We help thousands of organizations automate license compliance, prioritize vulnerabilities, generate and operationalize SBOMs, and meet regulatory requirements. Whether it's scanning AI-generated code for IP risks or helping a company through M&A due diligence, FOSSA gives teams the confidence to ship software they trust.
FOSSA is a rapidly growing series-B company with a truly distributed team. While our roots are in San Francisco, our growing team has members in several countries across many time zones. We’re always working to find the perfect balance of effective approaches to distributed work, while maintaining the direct personal connections that help us work better together and love our jobs.
You are an experienced and highly engaging Customer Success Manager with big ambitions! You love building long-term, lasting customer relationships and want to roll up your sleeves and work through difficult challenges. You thrive on value creation and you want to help design and build a world-class customer success experience. You have enough technical know-how to solve challenges, leaning on your team members to help get you through the more difficult and intricate technical opportunities. First and foremost, you don’t ever give up, you embrace adversity and tackle difficulties head-on.
Responsibilities:- Ownership and accountability over FOSSA’s most valued and valuable clients
- Guide and support your customers through the FOSSA customer journey, from onboarding, through adoption, expansion, renewal and advocacy
- Establish, maintain, and grow relationships within your book of business
- Identify and call out account risks (churn) as well as expansion (upsell) opportunities
- Partner closely with Customer Success technical resources on the team to drive highly technical, often complex integrations and outcomes for our customers
- Continuously work to find and cultivate new champions within customers, maniacal focus on being viewed as trusted open-source advisors within our customers
- Think and act “customer-first”, collaborating closely with all key parts of FOSSA (Success Architects, Sales, Engineering, Product, Finance, etc.)
- At least 5 years of Customer Success Management / Account Management experience
- Proven track record of managing 7-figure ARR customers, achieving 130%+ net dollar retention
- Proven track record of managing $5+ Million in ARR
- Prior experience with a highly technical product required, able to work closely with other CS technical resources to deliver customer value
- Clear and concise communication abilities, internally and externally
- High degree of communication confidence, able to speak with authority and lead customer engagements to mutually favorable outcomes
- High degree of proficiency in Salesforce CRM, Google Suite, Modern SaaS CS tools (ClientSuccess, Catalyst.io, Metadata, etc.)
- Previous SaaS experience
- Emotional intelligence, ability to pick up interpersonal, unspoken communication with an ability to leverage this to drive better outcomes
- Ability to travel up to 20% of the time to meet with customers as needed
- Tolerance for ambiguity, we are a startup, we are figuring it out as we do it
- Ready to bring your whole self to the job, be authentic and have a sense of humor
- “Get it done” / “I own this” mindset
Why you'll love working at FOSSA:
- A high-performing, supportive team with an exceptional culture where your work truly matters
- Recognized nationally as a Best Startup to Work For by Built In (2024, 2025, 2026) and Forbes (2022)
- Competitive compensation package including salary and meaningful equity ownership
- Industry-leading benefits: 100% employer-paid medical premiums for employees and 75% coverage for dependents, plus dental and vision insurance, FSA, and 401(k)
- Unlimited PTO so you can recharge and bring your best self to work
The annual cash compensation range for this position is $120,000 - $160,000 OTE. Final compensation will be determined based on experience and skills and may vary from the range listed.
FOSSA is an equal-opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
Top Skills
What We Do
Open Source has become the critical supplier for modern software companies, changing everything about how people think about their code. FOSSA builds the infrastructure for modern teams to be successful with open source. FOSSA's flagship product helps teams track the open source used in their code and automate license scanning and compliance. Since then, over 7,000 open source projects (Kubernetes, Webpack, Terraform, ESLint) and companies (Uber, Ford, Zendesk, Motorola) rely on FOSSA's tools to ship software. If you are in the software industry today, you're now using code that runs FOSSA. FOSSA is a venture funded company backed by Costanoa Ventures, Bain Capital Ventures, etc. with affiliate angels including Marc Benioff (Salesforce), Steve Chen (YouTube), Amr Awadallah (Cloudera), Jaan Tallin (Skype) and Justin Mateen (Tinder).
Why Work With Us
We foster a low-ego environment that allows all employees to drive meaningful change. We are honest with each other and trust that we have the maturity to always seek the truth. We cultivate strong relationships with our customers and each other through integrity and accountability.
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