Chainguard

• As a Customer Success Manager at Chainguard, you will be the post-sales primary point of contact for our Commercial customers. • You will be responsible for taking lead on customer engagements across onboarding, implementation, and adoption. • Work closely with Solutions Architects, Technical Support, Product Management, Engineering and Sales to ensure the successful onboarding and support of your customers. • You are their day-to-day contact, building relationships with customers and driving outcomes, adoption, and delivering time-to-value.

Role Description As a Majors Customer Success Manager at Chainguard, you will serve as the strategic business partner for a select portfolio of our most important financial services customers. You will be the post-sales primary point of contact, responsible for driving outcomes, building executive relationships, and ensuring customers realize measurable value from Chainguard. In this role, you will work closely with Solutions Architects, Technical Support, Product Management, and Sales. This is a high-touch, consultative role. Your book of business will be intentionally smaller so you can invest deeply in each account, understand each customer's business priorities, and position Chainguard as a strategic partner rather than a vendor. What you'll do: - Strategic Account Management: - Build and maintain trusted relationships across customer organizations, from practitioner teams to CISOs and executive sponsors. - Understand each customer's business objectives, risk priorities, and regulatory environment to align Chainguard's value accordingly. - Customer Onboarding and Success Planning: - Lead the business-focused elements of onboarding, including success planning, stakeholder alignment, and value delivery milestones. - Partner with Solutions Architects who own technical implementation, ensuring business and technical workstreams stay coordinated. - Executive Engagement: - Lead and facilitate executive business reviews, strategic planning sessions, and escalation conversations. - Know when to bring in Chainguard's executive team and how to navigate complex stakeholder dynamics in large financial institutions. - Renewal and Expansion: - Work closely with your sales counterparts to identify expansion opportunities, mitigate renewal risk, and build multi-year account strategies grounded in demonstrated value. - Customer Advocacy: - Represent the voice of the customer internally, translating customer needs into product and roadmap feedback. - Influence cross-functional teams including Product, Engineering, and Sales on behalf of your accounts. - Issue Management: - Coordinate with Technical Support and Engineering on escalations, serving as the business-facing lead while the SA manages technical resolution. Qualifications - 5+ years in enterprise customer-facing roles, with a strong preference for experience in or adjacent to financial services. - Demonstrated ability to operate as a strategic business partner, not just a relationship manager. - Familiarity with financial services regulatory and compliance drivers (SOC 2, FedRAMP, PCI DSS, operational resilience frameworks). - Working knowledge of one or more of the following domains: software supply chain security, vulnerability management, DevSecOps, container security, or application security. - This is a high-autonomy role; expected to take full ownership of your portfolio. - Strong executive presence and communication skills, both written and verbal. - High emotional intelligence, strong prioritization instincts, and comfort navigating ambiguity. Requirements - Prior experience managing strategic accounts at a cybersecurity or infrastructure software company. - Experience supporting or selling into financial services customers such as banks, asset managers, insurers, or fintechs. - Familiarity with the security and compliance obligations that shape procurement and adoption cycles in regulated industries. - Previous early-stage startup experience. Benefits - Equity/stock options. - Unlimited PTO. - Remote work with flexible coworking and team meetup opportunities. - Home office and internet stipend. - 100% health/dental/vision insurance coverage for you and your family. - Paid parental leave to support you and your family.

• Lead, manage, and develop a team of US-based commercial legal professionals • Own the overall health, output, and velocity of the US commercial legal function, ensuring the team is well-resourced, well-coordinated, and operating at a high level • Serve as a hands-on commercial attorney, personally managing a portfolio of complex enterprise deals from negotiation through close • Draft, review, and negotiate the full range of commercial agreements — SaaS agreements, enterprise customer agreements, MSAs, order forms, DPAs, NDAs, and partner and channel agreements — including on complex customer paper • Partner with the global Director of Commercial Legal to align the US team's practices, playbooks, and priorities with the broader commercial legal strategy • Build and iterate on commercial playbooks, escalation frameworks, and template libraries tailored to the US market • Create and maintain self-serve resources that empower Sales, Customer Success, and other go-to-market teams to move faster with less legal friction • Negotiate directly with sophisticated customer counsel, including those at financial services, insurance, healthcare, defense, and pharmaceutical organizations • Ensure commercial agreements align with open source licensing requirements and industry best practices • Maintain familiarity with applicable US federal and state privacy laws (including CCPA/CPRA, state data breach notification requirements, and sector-specific frameworks) as they relate to commercial contracting • Partner closely with Product and Security, and other cross-functional teams to align legal guidance with business and technical objectives • Provide practical, risk-calibrated guidance to senior leadership and go-to-market stakeholders consistent with company policies and risk tolerance • Own US quarter-end and month-end closing cycles, ensuring the team has what it needs to get deals across the line on time.

Role Description We are seeking a Senior Counsel to serve as a key legal partner to our Go-To-Market organization. This is a highly visible, customer-facing role at the center of the business, enabling revenue growth while protecting the company. The ideal candidate is a strong commercial attorney with significant drafting experience who thrives in the energy and intensity of a high-growth company. You are proactive, business-minded, and comfortable operating in fast-moving environments. You enjoy partnering closely with Sales and cross-functional teams, negotiating directly with sophisticated customer counsel, and taking full ownership of transactions from start to finish. In addition to deep commercial expertise, this role requires experience navigating open source licensing considerations and negotiating with highly regulated customers. - Serve as a primary legal partner to the Go-To-Market team, supporting customer transactions from initial structuring through execution - Draft, review, and negotiate SaaS agreements, enterprise customer agreements, professional services agreements, NDAs, and partner/channel agreements - Draft and maintain standard form agreements and online terms (e.g., platform terms, universal license agreements, order forms) - Negotiate directly with sophisticated customer counsel, including those at financial services, insurance, healthcare, and pharmaceutical organizations - Ensure commercial agreements align with open source licensing requirements and industry best practices - Partner closely with Product, Product Legal, Security, and other cross-functional teams to align legal guidance with business and technical objectives - Provide practical, risk-calibrated advice consistent with company policies and risk tolerance - Support partnership initiatives as needed and contribute to scalable contracting processes as the company grows Qualifications - Juris Doctor (JD) from an accredited law school and active bar membership in good standing - 5+ years of commercial legal experience, ideally combining law firm and in-house technology company experience - Strong experience drafting and negotiating SaaS, subscription, and professional services agreements - Demonstrated ability to draft standard form agreements and online terms from the ground up — not solely negotiating third-party paper - Experience negotiating with highly regulated customers and familiarity with the regulatory considerations impacting those industries - Working knowledge of open source licensing and compliance considerations - Experience in cybersecurity, cloud infrastructure, or related technology sectors strongly preferred - Excellent communication skills with the ability to build strong working relationships across Sales, Product, Security, and executive stakeholders - Sound business judgment and the ability to balance legal risk with commercial objectives - Comfort managing multiple complex matters in a fast-paced, high-growth environment Benefits - Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs. - Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options. - 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. - ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset. - 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year.

• Lead technical enablement programs for partners, equipping their teams to successfully implement and drive adoption of Chainguard Containers and Libraries on behalf of their customers • Partner with the alliances and channel team (Partner Account Managers, AEs, SEs, and CSMs) to understand partner capabilities, pain points, and go-to-market motions in order to drive joint strategies, value realization, and mutual growth • Develop and maintain partner-facing technical content, including integration guides, reference architectures, and best practices, to enable partners to scale Chainguard implementations independently • Support partners in post-sales technical engagements, including co-delivery of implementations, architecture reviews, and escalation support for complex customer environments • Act as the primary technical liaison between the partner ecosystem and Chainguard's Product and Engineering teams, conveying partner-sourced requirements and feedback to influence roadmap prioritization • Build and maintain a deep understanding of partner technical competencies, identifying gaps and designing enablement programs to close them • Maintain partner-level architecture documentation and share best practices and lessons learned across the organization • Be a team player - collaborate, teach, and learn from both the Chainguard team and the broader partner community

• Lead technical implementations and drive adoption of Chainguard images, helping customers build securely with open source software across their organization • Partner with the account team (AEs, SEs, CSMs, and Support) to understand customer vision, pain points, and proposed solution in order to drive account level strategies, value realization, and retention/growth • Ensure Chainguard Images are of highest quality - acting as “customer zero” - testing, documenting, and ensuring a smooth customer onboarding experience • Partner with our Product and Engineering teams to convey customer requirements and determine the right prioritization for image build • Maintain appropriate account level architecture and share best practices and lessons learned across the organization • Be a team player - collaborate, teach, and learn from the Chainguard team

• Make engineers more productive every day. Continuously improve the systems, workflows, and tooling that support software development across Chainguard. • Create opinionated, self-service platform capabilities that allow engineering teams to focus on solving customer problems rather than managing infrastructure. • Own and evolve our software delivery systems, ensuring builds, testing, releases, and deployments are fast, reliable, secure, and scalable. • Drive operational excellence through SLOs, observability, automation, capacity planning, and continuous improvement. • Lead a highly experienced team of senior and principal engineers. Remove obstacles, create clarity, and foster an environment where engineers can do exceptional work. • Manage without micromanaging — set goals and create conditions for the team to execute. Ask once and trust the follow-through. • Advance Infrastructure as Code, GitOps, and platform automation initiatives that improve consistency and reduce operational burden. • Help define and execute the roadmap for the Internal Developer Platform while balancing short-term needs with long-term investments. • Partner closely with application teams, security teams, and engineering leadership to understand developer needs and prioritize platform investments.

• Partner with our Sales Team to help customers evaluate and prove the value of our solution • Focus on acquiring new customer “logos” in addition to growing existing customer base • Own all technical aspects of sales opportunities and assisting current customers understand the value of Chainguard • Day to day responsibilities include: • Listen to our customers and understand their challenges • Conduct product demonstrations and POVs/POCs • Actively participate in webinars, meetups, conferences and other marketing initiatives

• Manage ongoing launches of new capabilities, features, and integrations for Chainguard Repository, ensuring successful cross-functional rollout across GTM. • Develop and refine product positioning, messaging, presentations, and core content that articulate Chainguard Repository’s unique value. • Drive growth initiatives with content and cross-functional plans that leverage Chainguard's malware and greyware scanning and maintainer-behavior analysis capabilities. • Build consumable product and technical content across video, digital, and written formats. • Collaborate with product security teams on malware and greyware analysis, translating findings into credible, differentiated narratives. • Create enablement content and serve as a subject matter expert for sales and sales engineering teams, ensuring the field has the tools and knowledge to succeed; own competitive overviews and objection handling for your products. • Collaborate with demand generation and corporate marketing teams to develop campaigns, create necessary content, and present at events. • Collaborate with product management and engineering on product strategy, and contribute state-of-the-business and roadmap updates.

• Develop and execute integrated quarterly marketing plans aligned to Central European pipeline and revenue targets • Drive full-funnel demand generation across priority accounts and key market segments • Align marketing initiatives closely with regional sales priorities and account strategies • Deliver a mix of field marketing programs including executive roundtables, Chainguard hosted events, industry conferences, webinars, and partner activations • Localise and amplify global campaigns to resonate with regional audiences including security leaders, platform engineers, and DevOps teams • Leverage digital marketing and ABM strategies to increase engagement and pipeline impact • Partner with Sales teams to identify and activate Tier 1 and strategic accounts • Build targeted, multi-touch campaigns that support complex enterprise buying journeys • Create personalised engagement strategies that help accelerate opportunities through the funnel • Act as a trusted marketing partner to Regional Directors, Sales teams, and BDRs • Align on GTM priorities, territory planning, and campaign execution • Support Sales with messaging, programs, and tools that improve conversion and pipeline velocity • Collaborate with cloud, channel, and technology partners to co-create and execute joint campaigns • Work closely with Partner Sales to build scalable GTM partnership opportunities across the Central Europe region • Increase regional reach through strategic alliances and ecosystem engagement • Support pan-EMEA campaigns, events, and strategic initiatives • Share regional insights and market feedback to help refine messaging, positioning, and campaign effectiveness across EMEA • Track and analyse pipeline contribution, engagement, and ROI metrics • Use performance insights to continuously optimise programs and investment decisions • Build scalable processes and frameworks to support regional growth