Strategic Growth Customer Success Manager

Description

Remedio is transforming how organizations reduce cyber risk.

While most security tools focus on finding problems, Remedio focuses on fixing them.

Our Autonomous Remediation Platform helps enterprises continuously and safely reduce exposure by remediating vulnerabilities and misconfigurations, closing patching gaps, hardening systems, enforcing compliance, governing applications, and controlling AI risk.

By combining deep dependency awareness, pre-execution validation, automated remediation, and instant rollback, Remedio enables organizations to eliminate risk across endpoints, servers, applications, and AI systems - without disrupting business operations.

Founded in 2019, Remedio spent its first years as a bootstrapped, profitable company, building a strong enterprise customer base before raising a $65M Series A led by Bessemer Venture Partners.

Today, more than 300 enterprise organizations trust Remedio to protect over 3M devices worldwide, including Amazon, Colgate-Palmolive, Kansas Health, Coca-Cola, and many more.

As we continue expanding our platform and growing our global business, we're looking for exceptional people who want to take ownership, solve meaningful challenges, and help shape the next chapter of Remedio's journey.

Responsibilities

Location: Remote | Reports to: VP, Customer Success | Travel: up to 20%

Remedio is growing fast, and we're adding a Strategic Growth Customer Success Manager to own a book of 8 to 12 of our largest and most strategic customers, representing $3.5M+ in ARR.

These are global enterprises with complex environments, multiple buying centers, and executive stakeholders who expect a partner, not a vendor. They chose Remedio because detection alone wasn't making them more secure.

Your job is to prove that choice at the executive level, quarter after quarter, and grow Remedio's footprint across their business.

You'll be the senior owner of each relationship. You'll build multi-year account plans with the customer, lead the account team of Technical Account Managers, Sales, and Solutions Engineering, and work directly with Remedio's executive sponsors.

You'll also help shape the team itself, through the playbooks you build and the CSMs you mentor. If you want a high-impact seat on the accounts that matter most, with a real path to leadership, come join us.

About the role

Remedio is growing fast, and we're adding a Strategic Growth Customer Success Manager to own a book of 8 to 12 of our largest and most strategic customers, representing $3.5M+ in ARR.

These are global enterprises with complex environments, multiple buying centers, and executive stakeholders who expect a partner, not a vendor. They chose Remedio because detection alone wasn't making them more secure. Your job is to prove that choice at the executive level, quarter after quarter, and grow Remedio's footprint across their business.

You'll be the senior owner of each relationship. You'll build multi-year account plans with the customer, lead the account team of Technical Account Managers, Sales, and Solutions Engineering, and work directly with Remedio's executive sponsors.

You'll also help shape the team itself, through the playbooks you build and the CSMs you mentor.

If you want a high-impact seat on the accounts that matter most, with a real path to leadership, come join us.

What you'll do?

• Own executive relationships. Build trusted relationships with CISOs, CIOs, and IT and security leadership, and multi-thread beyond the CISO into IT operations, infrastructure, risk, compliance, and procurement.
• Build and run strategic account plans. Create joint, multi-year success plans tied to each customer's business outcomes, and review them quarterly with the account team and Remedio leadership.
• Lead the account team. Quarterback TAMs, Sales, Solutions Engineers, and executive sponsors around one plan for each account, so the customer sees one Remedio.
• Create expansion, don't just capture it. Map whitespace across business units, regions, devices, and platform capabilities. Open new buying centers and build the business case that gets expansion funded.
• Run complex renewals. Lead multi-year, multi-stakeholder renewals through procurement, legal, and channel partners. Start 180 days out and use MEDDPICC to qualify and close.
• Lead executive business reviews. Quantify the exposure Remedio has eliminated, the operational time returned, and the ROI against the customer's own goals.
• Handle escalations with steady judgment. Own the response when something goes wrong, bring in the right people fast, and keep the executive relationship intact.
• Forecast with precision. Keep the CRM current, call renewals and expansion accurately, and flag risk early with a recovery plan attached.
• Shape the team and the product. Mentor CSMs, contribute to our CS playbooks, bring strategic customer feedback to Product, and help build our customer advisory board and reference program.

How we measure success

You'll be accountable for gross revenue retention (GRR), net revenue retention (NRR), and early renewals across your book. At this scale, a single account can move the company's retention numbers, which is why this role exists.

What your first 90 days looks like

We'll set you up with a clear path and the support to follow it:

• First 30 days: get up to speed on the platform and our buyers. Meet the executive sponsors and key stakeholders at each account, build a stakeholder map, and assess adoption, risk, and whitespace for each.
• First 90 days: a strategic account plan for every account, reviewed with leadership; executive business reviews delivered or scheduled; renewals staged against our playbook; and expansion pipeline qualified.

Travel

Travel is up to 20%. Expect to be onsite with each of your largest customers at least once a year for an executive business review, especially when you're working through risk or building toward growth.

When your customers and their leadership attend a major industry event, you'll be there to set up and lead their meetings with Remedio executives. That typically means RSAC, Fal.Con, Black Hat when Remedio attends, and occasional regional events. You'll also join us at our annual Sales Kickoff.

Requirements

• 7+ years in Customer Success, Account Management, or enterprise sales at a B2B SaaS company, with at least 3 years owning strategic, Fortune 500, or Global 2000 accounts.
• A record of growing large accounts through multi-year renewals and significant expansion, with numbers to show for it.
• Executive presence: you're credible in the room with CISOs and CIOs, and comfortable saying what the customer needs to hear.
• Domain depth in vulnerability management, exposure management, patch management, or endpoint management.
• Experience building account plans and multi-threading across large, matrixed, often global organizations.
• A structured sales method (we use MEDDPICC) and the forecast discipline to back it up.
• A startup or high-growth mindset: urgency, self-direction, and energy for building something new.

Nice to have

• You've built or scaled a strategic or enterprise CS motion.
• You've mentored or led CSMs.
• You've worked with global system integrators, resellers, and MSSPs on enterprise renewals.
• You've run customer advisory boards or reference programs.
• You know the endpoint security, EDR/XDR, or exposure management ecosystems.

Originally posted on Himalayas