Customer Success Manager, FOSSA
$120-160k
OTE
+ Equity
Open source management platform
Be an early applicant
Open source management platform
21-100 employees
Be an early applicant
$120-160k
OTE
+ Equity
21-100 employees
Company mission
To remove the friction between speed and compliance in today's software-driven world.
Role
Who you are
- At least 5 years of Customer Success Management / Account Management experience
- Proven track record of managing 7-figure ARR customers, achieving 130%+ net dollar retention
- Proven track record of managing $5+ Million in ARR
- Prior experience with a highly technical product required, able to work closely with other CS technical resources to deliver customer value
- Clear and concise communication abilities, internally and externally
- High degree of communication confidence, able to speak with authority and lead customer engagements to mutually favorable outcomes
- High degree of proficiency in Salesforce CRM, Google Suite, Modern SaaS CS tools (ClientSuccess, Catalyst.io, Metadata, etc.)
- Previous SaaS experience
- Emotional intelligence, ability to pick up interpersonal, unspoken communication with an ability to leverage this to drive better outcomes
- Ability to travel up to 20% of the time to meet with customers as needed
- Tolerance for ambiguity, we are a startup, we are figuring it out as we do it
- Ready to bring your whole self to the job, be authentic and have a sense of humor
- “Get it done” / “I own this” mindset
What the job involves
- You are an experienced and highly engaging Customer Success Manager with big ambitions
- You love building long-term, lasting customer relationships and want to roll up your sleeves and work through difficult challenges
- You thrive on value creation and you want to help design and build a world-class customer success experience
- You have enough technical know-how to solve challenges, leaning on your team members to help get you through the more difficult and intricate technical opportunities
- First and foremost, you don’t ever give up, you embrace adversity and tackle difficulties head-on
- Ownership and accountability over FOSSA’s most valued and valuable clients
- Guide and support your customers through the FOSSA customer journey, from onboarding, through adoption, expansion, renewal and advocacy
- Establish, maintain, and grow relationships within your book of business
- Identify and call out account risks (churn) as well as expansion (upsell) opportunities
- Partner closely with Customer Success technical resources on the team to drive highly technical, often complex integrations and outcomes for our customers
- Continuously work to find and cultivate new champions within customers, maniacal focus on being viewed as trusted open-source advisors within our customers
- Think and act “customer-first”, collaborating closely with all key parts of FOSSA (Success Architects, Sales, Engineering, Product, Finance, etc.)
Our take
FOSSA (Free Open-Source Software Auditing) provides companies an open-source management platform for identifying open-source components in a company’s source code. This helps companies avoid potentially costly licensing infringements, and steer clear of vulnerabilities.
The developer cybersecurity market is a multi billion industry, and FOSSA has made strong headway into it since being founded in 2015. It has secured Uber, Verizon, and UiPath among its high-profile customer base. This is perhaps because FOSSA’s proposition truly seems win-win: developers receive guidance on the best open-source software, and companies shore themselves up against cyberthreats, non-compliance fines, and litigation.
FOSSA’s investment round success has begun modestly compared with more mature competitor Snyk, or the hefty seed funding of startup Apiiro. Nevertheless, its impressive client roster, combined with a new product release and the recent purchase of StackShare, suggests it is well on track to benefit from an anticipated boom in cybersecurity.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-16% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Oct 2020
$23.2m
SERIES B
Sep 2019
$8.5m
SERIES A
Total funding: $33.9m
Company benefits
- Generous time off
- Health benefits
- Remote-first workforce
- Parental leave
Company HQ
Financial District, San Francisco, CA
Leadership
Kevin Wang
(Founder & CEO)After graduating from UC Berkeley with a degree in Computer Science, Kevin was a Platform Engineer for Cloudera, which aimed to transform complex data into actionable insights. They were a Creator at TLDRLegal and Advisor at OSS Capital before founding FOSSA.
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