Mid Market Customer Success Account Executive, Liquibase

• 2+ years in customer success, account management, or inside sales—with quota-carrying experience (renewals, expansion, or both)
• Demonstrated ability to manage a high volume of accounts with a structured, disciplined approach
• Experience driving product adoption and translating usage into renewal confidence and expansion conversations
• Comfort engaging engineering leaders (team leads through small-company VP) and adjusting your communication style to the audience
• Working knowledge of DevOps toolchains, CI/CD, database management, or application development workflows—or a strong willingness and aptitude to learn quickly
• Genuine curiosity about how technical teams work and a desire to understand customer workflows deeply enough to create value
• Bachelor’s degree or equivalent experience

Desirable

• We’re hiring a Mid-Market Customer Success Account Executive to own and grow a portfolio of 100+ accounts in the SMB to lower mid-market segment
• This is a high-cadence, managed-motion role—you’ll carry an annual quota weighted toward renewals (80%) and expansion (20%), ensuring customers fully consume their Liquibase licenses and realize measurable value
• You’re a CS-minded seller who drives adoption, protects revenue, and turns healthy customers into growing customers
• Your accounts range from $1K–$50K ARR with total addressable value between $10K and $150K
• Success means full license consumption, on-time renewals, multi-year conversions, and expansion revenue
• Own a portfolio of 100+ accounts and run a disciplined cadence of engagement across renewal timelines, adoption milestones, and expansion triggers
• Drive Liquibase adoption by ensuring complete consumption of licensed seats and capabilities—full consumption guarantees renewals and unlocks expansion
• Build trusted-advisor relationships with team leads, engineering managers, directors, and VPs of Engineering
• Manage the full renewal cycle: protect existing revenue, convert customers to multi-year agreements, and negotiate favorable terms
• Identify and close expansion opportunities through genuine understanding of customer challenges and where Liquibase can deliver additional valuea
• Leverage self-service onboarding materials and light-touch enablement to guide customers through adoption, engaging Technical Advisors when accounts need deeper technical assistance
• Conduct all customer engagement virtually via Zoom—minimal travel required
• Execute a high-cadence territory plan across your portfolio, prioritizing accounts by renewal date, adoption health, and expansion potential
• Manage pipeline and revenue forecasting with discipline and accuracy
• Maintain customer and deal information in HubSpot
• Align with VP of Customer Success on territory strategy and account priorities
• Partner with Technical Advisors to accelerate product adoption in accounts that need hands-on technical enablement