The Role
Own strategic enterprise customer relationships, driving retention, adoption, revenue growth, and satisfaction. Lead onboarding, account planning, executive reviews, expansion opportunities, risk recovery, and cross-functional initiatives. Analyze customer data, provide ecommerce and cross-border commerce guidance, maintain forecasts and account documentation in Salesforce, champion customer feedback, and mentor team members. The role requires strong commercial, analytical, technical, communication, and stakeholder-management skills in a remote enterprise customer success environment.
Summary Generated by Built In
The Opportunity
About ESW
We're looking for a Senior Customer Success Manager to join our growing Customer Success team. This is a remote role, ideally based near Seattle, Washington, providing the opportunity to partner closely with some of our largest and most strategic clients.
As a Senior Customer Success Manager at ESW, you'll play a pivotal role in helping global brands unlock value and accelerate growth through our market-leading cross-border commerce solutions. You'll own and develop relationships across a portfolio of enterprise customers, serving as a trusted advisor and strategic partner who understands their business objectives and helps them achieve measurable success.
You'll lead the onboarding and growth journey for new and existing customers, develop and execute tailored account plans, and champion customer needs across the organization. Success in this role requires a blend of commercial acumen, relationship management, strategic thinking, and a passion for helping customers succeed.
What You'll Own- Own a portfolio of strategic enterprise clients, driving revenue growth, retention, adoption, and customer satisfaction.
- Develop and execute account strategies that identify expansion opportunities, mitigate risk, and maximize long-term customer value.
- Lead Executive Business Reviews (EBRs), Quarterly Business Reviews (QBRs), and strategic planning sessions with client stakeholders.
- Act as the primary point of contact and trusted advisor for client leadership teams, providing guidance on ecommerce strategy, industry trends, and ESW capabilities.
- Analyze customer performance data and develop actionable recommendations to improve commercial outcomes and operational efficiency.
- Lead cross-functional initiatives involving Delivery Services, Operations, Product, Engineering, Sales, and Finance to ensure successful delivery of client objectives.
- Drive onboarding, implementation, and adoption activities for new customers and new product launches within existing accounts.
- Identify, manage, and escalate client risks while proactively developing recovery and retention plans where required.
- Build and maintain comprehensive account plans grounded in deep knowledge of the customer, their business objectives, market position, and growth strategy.
- Champion the voice of the customer internally and influence product direction through customer insights and feedback.
- Ensure accurate forecasting, pipeline management, and account documentation within Salesforce and other internal systems.
- Mentor Customer Success team members and contribute to best practices, process improvements, and team development initiatives.
- Maintain deep expertise in global ecommerce, cross-border trade, industry innovation, and ESW solutions.
- Proven ability to build, manage, and grow strategic relationships with enterprise customers, driving retention, customer satisfaction, and revenue growth (Ideally 7+ years of relevant CSM experience)
- Strong commercial acumen with experience identifying growth opportunities, negotiating business outcomes, and influencing executive stakeholders
- Strong understanding of ecommerce operations, international logistics, cross-border commerce, payments, and digital commerce trends
- Technical proficiency with API-based integrations, ecommerce ecosystems, web technologies, and platforms such as Shopify, Salesforce Commerce Cloud, Adobe Commerce, and related technologies
- Experience delivering executive-level business reviews and presenting strategic recommendations to senior customer audiences
- Excellent communication skills with the ability to translate complex technical concepts into clear business value
- Proven ability to influence cross-functional teams and lead initiatives in a matrixed environment
- Strong analytical capabilities with experience leveraging data to make business recommendations and drive decision making
- Advanced proficiency with Salesforce, Excel, PowerPoint, and business intelligence/reporting tools
- Active interest in AI adoption, automation, and operational efficiency, including experience using Microsoft Copilot or similar technologies
- Experience mentoring team members and contributing to organizational capability building is highly desirable
About ESW
Our purpose is simple: to create moments that matter between people and the brands they cherish. We enable brands to expand their global reach, facilitating simple and seamless ecommerce experiences for consumers worldwide. Through our integration solutions, we deliver a complete international checkout experience, including local duties, taxes, fulfilment, delivery management, and global returns and payment processing capabilities. Guided by our values - Own It, Champion Simplicity, Win as One, and Debate then Commit - we strive to foster innovation, accountability, and teamwork, creating solutions that inspire trust and drive impactful results.
Why Join Us
- Competitive salary and benefits: Your financial well being is important to us. Join ESW and experience the satisfaction of being rewarded for your hard work, dedication and commitment.
- Professional and personal development: Find your spark and leave your mark. We will ensure your talent is nurtured and cultivated for growth and success throughout your career with ESW.
- Diversity, Belonging & Inclusion: When we win, we win together. You'll be part of a culture that values every individual for who they are, fostering an environment where uniqueness is encouraged.
ESW is an equal opportunity employer, and we’re proud of our ongoing efforts to foster diversity, equity, & inclusion in the workplace. Individuals seeking employment and employees at ESW are considered without regard to race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status, or any other characteristic protected by applicable law.
If you require any reasonable accommodations or adjustments throughout the hiring process, please let us know. We are dedicated to ensuring equal access and opportunity for all candidates.
#LI-hybrid #LI-LK1
Skills Required
- Proven ability to build, manage, and grow strategic relationships with enterprise customers, driving retention, satisfaction, and revenue growth
- Seven or more years of relevant Customer Success Manager experience
- Strong commercial acumen, including identifying growth opportunities, negotiating business outcomes, and influencing executive stakeholders
- Strong understanding of ecommerce operations, international logistics, cross-border commerce, payments, and digital commerce trends
- Technical proficiency with API-based integrations, ecommerce ecosystems, web technologies, Shopify, Salesforce Commerce Cloud, and Adobe Commerce
- Experience delivering executive-level business reviews and presenting strategic recommendations to senior customer audiences
- Excellent communication skills, including translating complex technical concepts into clear business value
- Ability to influence cross-functional teams and lead initiatives in a matrixed environment
- Strong analytical capabilities and experience using data to make business recommendations and drive decisions
- Advanced proficiency with Salesforce, Excel, PowerPoint, and business intelligence or reporting tools
- Active interest in AI adoption, automation, and operational efficiency, including Microsoft Copilot or similar technologies
- Experience mentoring team members and contributing to organizational capability building
Similar Jobs
.png)
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
At ESW, we believe that every shopper in every country should have seamless access to their favorite brands. Our innovative software, extensive logistics infrastructure, and cross-border expertise have empowered some of the world’s most iconic brands to grow internationally while delivering a seamless, localized online shopping experience. ESW’s modular solution gives online retailers control over the end-to-end international customer journey – from checkout to returns. Learn how we can help you sell global but feel local: www.esw.com
