Senior Customer Success Manager, SecurityScorecard
$160-200k
OTE
OTE is base plus bonus
2+ days a week in office
Cybersecurity ratings & risk management
Be an early applicant
Cybersecurity ratings & risk management
501-1000 employees
Be an early applicant
$160-200k
OTE
OTE is base plus bonus
2+ days a week in office
501-1000 employees
Company mission
To make the world a safer place by transforming the way organisations understand, mitigate, and communicate cybersecurity risk to their boards, employees and vendors.
Role
Who you are
- Bachelor's degree
- 5–7 years in account management, customer success, technical account management, or a similar customer-facing role — non-negotiable for the senior title
- Solid understanding of cybersecurity or third-party risk management practices; strong technical aptitude to translate platform capability into business value from the customer's perspective
- Demonstrated ownership of renewals, including quote-to-cash mechanics, with minimal Sales involvement
- Strong written and verbal communication skills combined with meticulous organizational skill
Desirable
- Proven success developing and expanding relationships with customer stakeholders, including executives
- Cyber insurance experience
- Experience leading strategic account planning, QBRs, and upsell/cross-sell initiatives
- Demonstrated ability to grow annual recurring revenue (ARR) through consultative account management
What the job involves
- The Senior Customer Success Manager will play a key role in helping our customers transform the way they manage cybersecurity risk
- You'll own and manage a portfolio of customer relationships across industries, ensuring satisfaction and long-term value through strategic engagement, and apply your understanding of cybersecurity practices, third-party risk, our platform, and proactive customer success methodologies to deepen relationships, expand usage, and grow revenue
- Drive strategy and tactical execution, aligning customer conversations to their cybersecurity and risk management objectives
- Act as a trusted advisor and subject matter expert on the SecurityScorecard platform and cybersecurity risk domains
- Drive retention and expansion within your account portfolio, including accurate forecasting and close collaboration with internal Sales teams
- Own renewals quote to cash for your book of business, largely without needing Sales engagement
- Identify opportunities to increase customer value through platform adoption, new use cases, and expanded engagement
- Build and nurture relationships across the entire client organization, from daily users to C-suite, facilitating executive-level connections to foster account growth
- Represent the voice of the customer in product feedback and service delivery discussions
- Travel to strategic accounts as needed (~35–40%), including in-person visits twice a year for each account over $100K ARR
Our take
Organisations understand the value of data, and the business partnerships that will help them leverage it. However, involving more companies increases the risk of vulnerabilities and, therefore, costly data breaches. SecurityScorecard is a cloud-based enterprise SaaS solution that helps organisations assess and manage cybersecurity risks, offering analyses of potential partner companies using A-F security ratings.
SecurityScorecard looms over its competitors as it covers millions of companies, offering near-instant cybersecurity analyses and an array of capabilities. It has a large, global, and big-name customer base, including 9 of the top 10 pharmaceutical companies and 9 of the top 10 banking institutions - and it is likely to go public in the next few years.
The company has consolidated an impressive lead in a sector that will certainly continue to grow. It continues to bolster its offering, for example with the release of its supply chain cyber risk management platform, MAX, as well as through the acquisition of internet scanning startup Driftnet.
Freddie
Company Specialist at Welcome to the Jungle
Insights
62% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2021
$180m
SERIES E
Jun 2019
$50m
SERIES D
Total funding: $292.2m
Company benefits
- Stock options
- 12 weeks of paid maternity leave / 4 weeks paid paternity leave
- Work from home opportunities
- Medical, dental, and vision coverage
- Unlimited PTO
- 401K
- $3k annual education stipend per employee
- Full access to our learning platform and company professional development events
- Up to $10K referral bonus
Company HQ
Midtown South, New York, NY
Leadership
Aleksandr Yampolskiy
(CEO & Co-Founder)Worked at Oracle and Goldman Sachs, before serving for 2 years as CISO of Gilt Group. Founded NYC Technology Startup, Meetup, in 2012 and then worked as CTO of Cinchcast.
Sam Kassoumeh
(COO & Co-Founder)Progressed from Technology Compliance Manager to Head of Security and Compliance at Gilt Groupe within 4 years, and worked as Cyber Security Advisor for Billy.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 15 more jobs at SecurityScorecard