Value Partner, Totango
$95-105k
131,000 - 146,000 CAD per year (Canada)
Mid, Senior and Expert level
Remote from Canada, US
Customer success platform
Be an early applicant
Customer success platform
101-200 employees
B2BArtificial IntelligenceBusiness IntelligenceSaaSData Analysis
Be an early applicant
$95-105k
131,000 - 146,000 CAD per year (Canada)
Mid, Senior and Expert level
Remote from Canada, US
101-200 employees
B2BArtificial IntelligenceBusiness IntelligenceSaaSData Analysis
Company mission
To help businesses grow by investing in their customers.
Role
Who you are
- You likely have 3–5+ years of experience in Customer Success, Account Management, Strategic Customer Management, or a similar customer-facing SaaS role, but your mindset matters just as much as your title
- Documented success helping customers transition to a new platform, product, or technology
- A strong understanding of outcome-based Customer Success and the ability to connect technology to measurable business impact
- The curiosity and business acumen to uncover the real problem underneath the initial customer request
- Confidence communicating with executives, practitioners, and technical stakeholders — including the ability to walk into a customer conversation on day one, build credibility, and move it forward
- Strong project leadership skills and the ability to keep multiple teams and workstreams moving simultaneously
- Strong time and priority management. You’ll regularly have multiple customers, projects, renewals, and internal priorities competing for your attention, and you’ll need the judgment to determine what matters most right now and act accordingly
- The ability to operate with significant autonomy, make decisions without perfect information, and take action without waiting to be told what comes next. You’re comfortable when multiple priorities are shouting for your attention and can quickly determine which one actually needs you first
- You’re a builder. You see an imperfect process and your instinct is to improve it, not wait for someone else to hand you the finished version
- You’re comfortable learning while operating. Things move quickly, priorities evolve, and sometimes the answer is something we’re figuring out together
- You’re deeply curious. You probably geek out on AI in your spare time, experiment with new tools, or regularly find yourself wondering, “Couldn’t we automate this?”
- You’re willing to challenge what Customer Success has traditionally looked like. You believe customer value is about business outcomes — not another meeting, dashboard, or activity metric
- And you take ownership. When something is stuck, you find the person who can unblock it. When a customer needs direction, you provide it. When a process doesn’t exist yet, you help build it
What the job involves
- We’re looking for a Value Partner who wants to help redefine what Customer Success looks like in an AI-first world
- This is not a traditional CSM role. You won’t spend your time preparing standard business reviews, reporting surface-level adoption metrics, or sitting around waiting to be told how to solve problems
- Instead, you’ll own the customer journey from value definition through transformation, activation, and renewal. You’ll help customers connect their business priorities to measurable outcomes, guide them toward new AI-powered capabilities, work alongside technical teams to bring those capabilities to life, and own the commercial renewal of your book of business
- You’ll own a portfolio of approximately 20–30 customers, ranging from large, strategic organizations to mid-market customers. That range requires you to flex your approach — knowing where to go deep, where to create scale, and how to give each customer the level of partnership they need to achieve meaningful outcomes
- We’re building while we operate. You should be comfortable with ambiguity, energized by change, and excited to get your hands dirty when there isn’t yet a perfect process
- Value is the foundation of how we work with customers. Your job is to understand what customers are actually trying to accomplish — and ensure the work we do together moves the needle
- Establish clear business objectives and success measures, connecting customer goals directly to workflows and capabilities within our platform
- Build and maintain Value Level Agreements that define what success looks like and how we’ll measure progress together
- Quantify and communicate ROI and business impact throughout the customer lifecycle
- Push beyond surface-level measures like consolidated data or a “customer 360” to answer the harder question: What changed for the business because of this?
- Our technology is evolving quickly, with AI, automation, prescriptive guidance, intelligent workflows, and new ways of turning customer data into action at the center of that evolution
- You’ll help existing customers understand what’s possible, why it matters, and why evolving their technology can fundamentally change how they operate
- Build and communicate a compelling value story connecting new technology to the customer’s business priorities and outcomes
- Lead customer conversations around AI-powered, intelligent, automated, and prescriptive capabilities — translating innovation into practical use cases
- Navigate amendments and renewal conversations that move customers onto new technology
- Create urgency around transformation while maintaining customer trust and a relentless focus on long-term value
- Signing an amendment or renewal is only the beginning. You’ll remain accountable for ensuring customers successfully activate what they’ve purchased and begin realizing value quickly
- Anchor activation in the customer’s business objectives and Value Level Agreement, ensuring the work stays connected to the why behind the technology
- Coordinate across Customer Success Engineering, Front-End Deployment Engineering, Product, Engineering, and the customer to keep decisions and workstreams moving
- Identify risks and blockers early, bring the right people together, and actively drive them toward resolution
- Drive urgency and momentum throughout activation, with a relentless focus on speed to meaningful value
- You don’t need to be an engineer, but you should be curious enough to understand what’s happening technically and confident enough to bring together the people who can solve it
- You’ll own the renewal of your book of business, with commercial conversations becoming a natural extension of the value delivered throughout the year
- Own renewal strategy, forecasting, risk management, and commercial conversations for your portfolio
- Use renewal moments to connect demonstrated value with what comes next — including opportunities to move customers onto technology better suited to their future goals
Our take
Building customer journeys is crucial for companies to improve revenue performance and build client bases. However, many of the tools available for journey mapping, designing and building are separate, meaning that the operations are siloed and work is too slow to build revenue and customer engagement momentum.
Totango is a leading customer growth and success solutions provider that merges many of the operations within the sector into one platform. Its tools provide businesses with customer data analysis, revenue growth, business scaling, and market strategy solutions through the adoption of AI and automation.
Totango’s merger with customer growth platform Catalyst in 2024 expanded the company’s remit, and it was bolstered even more by acquiring Parative AI later that year. These two partnerships add customer growth analysis and churn intelligence to the suite available at Totango, ultimately creating an all-in-one solution for customer success. With massive clients such as Github citing 130% net revenue retention increases and a market presence across 25 states and 6 countries, Totango has firmly secured its top position in the customer growth sector through recent expansion and savvy partnerships.
Steph
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 5 rounds)
Sep 2021
$100m
SERIES D
Feb 2018
$9m
LATE VC
Total funding: $136.7m
Company benefits
- Flexible PTO
- Employee equity
- Learning & development
- Remote first, hybrid friendly
- 401(k) with employer matching
- Team celebrations
- Generous parental leave
- Comprehensive health & wellness plans
Company values
- Curious - We’re ignited by the spark of curiosity that kickstarts innovation. We encourage a culture of ongoing learning and exploration so we can find new opportunities, learn from what we do, and move forward with fresh insights
- Collaborative - We’re all about “we,” not “me.” We tap into the unique strengths and perspectives of everyone. Working as “one team” is how we achieve more together
- Competitive - We’re fueled by a healthy competitive spirit that helps us exceed our own expectations. We drive innovation. We lead the industry. We achieve remarkable results
- Committed - We’re totally committed to our work and customers. We tackle challenges head-on because we’re set on reaching our goals and being excellent in everything we do
- Candid - We’re brave enough to speak openly, truthfully, and kindly, even when it’s tough. Honesty and transparency build trust and help things continuously improve
Articles
Leadership
Keith Frankel
(CEO)Keith was Totango's Chief Product Officer when he became CEO. His previous positions included: CEO of Parative (acquired), CPO at Firecracker (acquired), HubSpotter (IPO), & Techstars mentor.
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