• Ensure our customers increase the safety, efficiency, and sustainability of their operations with our IoT platform • Compose joint success plans with customers, outlining their objectives, metrics, and timelines • Orchestrate executive business reviews with customers’ decision-makers and our executive leadership • Conduct workshops with customers to understand their current operations and recommend workflow changes • Deeply understand the Samsara platform’s capabilities and explain them to businesses of all types • Serve as a mentor to the wider Customer Success and Support teams • Champion Samsara’s cultural principles as we scale globally

About Workato Workato delivers enterprise infrastructure for the agentic era, redefining iPaaS and helping enterprises unify data, applications, processes, and AI into a single, governed platform. A leader in Enterprise MCP and trusted by 50% of the Fortune 500, Workato’s cloud-native architecture connects every application, data source, and process to power real-time orchestration at scale. With enterprise-grade security and continuous innovation at its core, Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business. To learn more, visit www.workato.com Why join us? Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company. But, we also believe in balancing productivity with self-care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives. If this sounds right up your alley, please submit an application. We look forward to getting to know you! Also, feel free to check out why: - Business Insider named us an “enterprise startup to bet your career on” - Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world - Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America - Quartz ranked us the #1 best company for remote workers Responsibilities We are growing our Enterprise CS team and looking to add an exceptional Enterprise Customer Success Manager. In this role, you will work with our Enterprise customers and ensure their success via the rapid adoption of the Workato Agentic Orchestration Platform. As an Enterprise Customer Success Manager, you will play an integral role in our business as a trusted customer advisor and serve as the customer advocate liaison between customers and internal teams, including Sales, Solution Consulting, Professional Services, Product, and Marketing, among others. In this role, you will also be responsible to: - Own a portfolio of assigned accounts that may vary in market size, industry, and complexity, with a focus on ensuring value realization through the use of the Workato platform, increasing adoption across a variety of business and functional units, ensuring retention, supporting growth, and overall customer satisfaction - Develop a strong command of Workato’s unique value propositions, the business value our key capabilities drive, our approach to Enterprise Automation, our customer use cases/success stories, and our best practices. Leverage the aforementioned knowledge and your technical Workato product expertise to guide the customer on their Enterprise Agentic Orchestration journey. - Develop and maintain strategic business relationships with enterprise customers to drive adoption, assess and evangelize value received, and assist in revenue expansion. Establish regular touchpoints with the assigned customers per established practices to review progress against strategic business and technical product objectives - Develop and maintain engagement with senior customer executives to understand their strategic objectives and position Workato for their transformation initiatives, including delivering Customer Objectives reviews, Executive Business reviews, etc. - Develop a deep understanding of a customer's business, use cases, and desired outcomes to guide them to achieve these via Workato’s product and services. Develop and drive programs to increase usage of the product within the current (landed) group and expand usage to other business groups/functions - Create customer assets, including a Joint Success Plan, to be leveraged by our sponsors, outlining progress with Workato mapped to their business initiatives, value, deployment plans, etc. - Monitor customers' achievement of desired outcomes and value, consistently and effectively telling the story of these both to internal stakeholders and externally to key customer stakeholders - Be the expert in deployment models and governance structures and share best practices from a business and technical perspective - Serve as the primary point of escalation when customer issues arise and effectively prioritize/orchestrate resolution of customer requests or issues - Develop trusted and collaborative relationships with internal stakeholders and business partners; and champion customers internally to mitigate risk, improve customer experience, drive to value outcomes, and unlock growth - Professionally manage your book of business and provide periodic and accurate reporting, develop growth and risk mitigation plans, following our playbooks, best practices, and documentation requirement - Contribute to the development of Customer Success practice, develop playbooks, and drive process innovation and operational efficiency Requirements Qualifications / Experience / Technical Skills - BS or equivalent education - 7+ years of professional experience in consulting, customer success, client relationship, or technical account management roles with a demonstrated track record of increasing adoption, revenue retention, and customer satisfaction. Experience managing a portfolio of enterprise accounts, with account ARR ranging from ~$200k to multi-million ARR across the Forbes Global 2000 companies - Track record of successfully navigating ambiguity, building consensus, fostering accountability, and working with urgency to deliver customer outcomes - Strong written and oral presentation skills, with the ability to effectively engage both business and technical stakeholders (from Developer to C-level) - Confidence in serving multiple customer stakeholders and working to build communities of champions/advocates across large organizations - Experience in Integration and/or business automation. Awareness of processes and roles in these domains would be a plus: People (HR), Finance, Marketing, Sales, and Post Sales Customer Organizations - Preference will be given to candidates who: - Have prior experience as an Account Manager, Senior Member of SI/consulting firms, or CSM in hyper-growth horizontal SaaS/iPaaS companies preferred - Have prior experience in leading/driving/consulting in Digital Transformation initiatives - An estimated 25% travel is required. Soft Skills / Personal Characteristics - Ability to develop an understanding of large complex businesses with many stakeholders - Comfortable operating with revenue targets - Strong sense of customer empathy and customer-centricity - Grit and resilience to manage occasional tough & complex situations - Excellent interpersonal and communication skills - Strong problem-solving and analytical thinking - Project management and storytelling skills - Entrepreneurial drive and comfort working in ambiguous, quickly changing environments - A passion for and belief in the power of automation to drive business value - Project management and storytelling skills - Have a keen intellectual curiosity, a detailed orientation approach, and possess analytical abilities - Passion for technology, enjoy learning new solutions and capabilities, and translating these into solutions that drive business value for customers - Be a self-motivated team player who loves to drive Impact beyond their current role - Show an appreciation for nuance and a desire to build consensus in a diverse and multicultural environment (REQ ID: 2696)

About Workato Workato delivers enterprise infrastructure for the agentic era, redefining iPaaS and helping enterprises unify data, applications, processes, and AI into a single, governed platform. A leader in Enterprise MCP and trusted by 50% of the Fortune 500, Workato’s cloud-native architecture connects every application, data source, and process to power real-time orchestration at scale. With enterprise-grade security and continuous innovation at its core, Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business. To learn more, visit www.workato.com Why join us? Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company. But, we also believe in balancing productivity with self-care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives. If this sounds right up your alley, please submit an application. We look forward to getting to know you! Also, feel free to check out why: - Business Insider named us an “enterprise startup to bet your career on” - Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world - Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America - Quartz ranked us the #1 best company for remote workers Responsibilities We are growing our Enterprise CS team and looking to add an exceptional Enterprise Customer Success Manager. In this role, you will work with our Enterprise customers and ensure their success via the rapid adoption of the Workato Agentic Orchestration Platform. As an Enterprise Customer Success Manager, you will play an integral role in our business as a trusted customer advisor and serve as the customer advocate liaison between customers and internal teams, including Sales, Solution Consulting, Professional Services, Product, and Marketing, among others. In this role, you will also be responsible to: - Own a portfolio of assigned accounts that may vary in market size, industry, and complexity, with a focus on ensuring value realization through the use of the Workato platform, increasing adoption across a variety of business and functional units, ensuring retention, supporting growth, and overall customer satisfaction - Develop a strong command of Workato’s unique value propositions, the business value our key capabilities drive, our approach to Enterprise Automation, our customer use cases/success stories, and our best practices. Leverage the aforementioned knowledge and your technical Workato product expertise to guide the customer on their Enterprise Agentic Orchestration journey. - Develop and maintain strategic business relationships with enterprise customers to drive adoption, assess and evangelize value received, and assist in revenue expansion. Establish regular touchpoints with the assigned customers per established practices to review progress against strategic business and technical product objectives - Develop and maintain engagement with senior customer executives to understand their strategic objectives and position Workato for their transformation initiatives, including delivering Customer Objectives reviews, Executive Business reviews, etc. - Develop a deep understanding of a customer's business, use cases, and desired outcomes to guide them to achieve these via Workato’s product and services. Develop and drive programs to increase usage of the product within the current (landed) group and expand usage to other business groups/functions - Create customer assets, including a Joint Success Plan, to be leveraged by our sponsors, outlining progress with Workato mapped to their business initiatives, value, deployment plans, etc. - Monitor customers' achievement of desired outcomes and value, consistently and effectively telling the story of these both to internal stakeholders and externally to key customer stakeholders - Be the expert in deployment models and governance structures and share best practices from a business and technical perspective - Serve as the primary point of escalation when customer issues arise and effectively prioritize/orchestrate resolution of customer requests or issues - Develop trusted and collaborative relationships with internal stakeholders and business partners; and champion customers internally to mitigate risk, improve customer experience, drive to value outcomes, and unlock growth - Professionally manage your book of business and provide periodic and accurate reporting, develop growth and risk mitigation plans, following our playbooks, best practices, and documentation requirement - Contribute to the development of Customer Success practice, develop playbooks, and drive process innovation and operational efficiency Requirements Qualifications / Experience / Technical Skills - BS or equivalent education - 7+ years of professional experience in consulting, customer success, client relationship, or technical account management roles with a demonstrated track record of increasing adoption, revenue retention, and customer satisfaction. Experience managing a portfolio of enterprise accounts, with account ARR ranging from ~$200k to multi-million ARR across the Forbes Global 2000 companies - Track record of successfully navigating ambiguity, building consensus, fostering accountability, and working with urgency to deliver customer outcomes - Strong written and oral presentation skills, with the ability to effectively engage both business and technical stakeholders (from Developer to C-level) - Confidence in serving multiple customer stakeholders and working to build communities of champions/advocates across large organizations - Experience in Integration and/or business automation. Awareness of processes and roles in these domains would be a plus: People (HR), Finance, Marketing, Sales, and Post Sales Customer Organizations - Preference will be given to candidates who: - Have prior experience as an Account Manager, Senior Member of SI/consulting firms, or CSM in hyper-growth horizontal SaaS/iPaaS companies preferred - Have prior experience in leading/driving/consulting in Digital Transformation initiatives - An estimated 25% travel is required. Soft Skills / Personal Characteristics - Ability to develop an understanding of large complex businesses with many stakeholders - Comfortable operating with revenue targets - Strong sense of customer empathy and customer-centricity - Grit and resilience to manage occasional tough & complex situations - Excellent interpersonal and communication skills - Strong problem-solving and analytical thinking - Project management and storytelling skills - Entrepreneurial drive and comfort working in ambiguous, quickly changing environments - A passion for and belief in the power of automation to drive business value - Project management and storytelling skills - Have a keen intellectual curiosity, a detailed orientation approach, and possess analytical abilities - Passion for technology, enjoy learning new solutions and capabilities, and translating these into solutions that drive business value for customers - Be a self-motivated team player who loves to drive Impact beyond their current role - Show an appreciation for nuance and a desire to build consensus in a diverse and multicultural environment (REQ ID: 2695)

Role Description As a Customer Success Manager at AeroCloud, you'll be pivotal in ensuring our customers' success with our cutting-edge airport technology solutions. You'll act as the primary liaison between AeroCloud and our customers, providing expert guidance, support, and training to help them maximize the value of our products. Your responsibilities will include: - Supporting the onboarding of new clients - Understanding their unique needs - Monitoring their progress - Proactively addressing any issues to ensure their satisfaction and retention - Collaborating closely with our sales, product, and support teams to deliver a seamless and exceptional customer experience - Driving customer loyalty and long-term success Qualifications - 2 - 4 years experience working as Customer Success Manager, ideally at an early stage startup - Driven and proactive by nature, preferably with experience of managing enterprise and strategic level customers - A growth mindset and driven by solving complex customer problems - Experience of managing and constantly achieving commercial targets through expansion opportunities and renewals - Experience of working with complex, multi-geographical customers - Excellent communication and presentation skills, both verbally and written - Committed to constantly improving the customer experience and communicating areas for improvement at AeroCloud - A relationship builder with experience in building strong relationships with C-level executives and other key stakeholders - Experience working cross-functionally with internal teams (commercial, product, support, marketing) - A willingness to travel internationally when required to meet with customers face to face - The ability to speak a second language (French, Spanish, Portuguese or other European languages) would be desirable Company Description AeroCloud is the new-age operating system for airports aiming to grow. Our suite includes Airport Operating Systems (AOS), PPS, and Passenger Flow Management solutions, empowering airports to gain deep insights into the movement of passengers and aircraft around the world. We achieve this by becoming the airport’s first call for technology. Whether in times of need or growth, we stand alongside our clients, offering support through innovative software that drives their success. At AeroCloud, being the airport’s first call means exceeding expectations at every customer interaction. This is not just a goal; it’s our standard. We prioritize detail, diligence, and a proactive approach in everything we do.