Role Description As a Customer Success Manager at Chainguard, you will be the post-sales primary point of contact for our Enterprise customers. You will be responsible for taking lead on customer engagements across onboarding, implementation, and adoption. In this role, you will 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. What you’ll do: - Success Planning & Value: - Drive business success planning by partnering with customers, pre-sales, and post-sales teams to align on requirements, goals, and challenges. - Provide thought leadership on change management for large, scaled rollouts. - Support the full Business Value Realization cycle to ensure customers can demonstrate and prove value internally. - Customer Advocacy: - Act as the voice of the customer within the organization, advocating for customer needs and requirements to internal teams. - This means being a team player and having strong collaboration skills - this role must align with many different internal teams, influence them to act toward customer needs. - Issue Management: - Collaborate with Technical Support and Customer Engineering teams to ensure timely resolution to customer issues. - Product Expertise: - Develop hands-on technical knowledge of Chainguard and stay up-to-date with industry trends, new features, and best practices so you can help customers optimize their use of Chainguard. - Training & Education: - Collaborate with customers and our Edu team to ensure customers are educated on product features, best practices, and security principles. - Account Management: - Develop relationships with multiple levels of customer stakeholders from technicians to CISOs. - Work closely with sales teams to identify the best path to renew and expand customers while minimizing churn risks. Qualifications - 3+ years experience in enterprise, customer facing roles collaborating with both technical and business teams - Customer Success, Professional Services, Technical Account Management or a combination of those plus Sales, Solutions Engineering, or Technical Support. - Relevant domain knowledge of one or more of the following: Supply Chain Security, DevSecOps, AppSec, security infrastructure, containers, regulatory compliance requirements, vulnerability management, software development lifecycle. - This is a strategic and proactive role, our expectation is that this person will take full ownership of their customer portfolio and act with a high level of autonomy. - An entrepreneurial mindset - you will be often building entirely new processes or practices to ensure we best serve customers. - Demonstrates a strong commitment to continuous personal and professional development, actively seeking opportunities to enhance skills, expand knowledge, and advance within their career and field. - Driven, high emotional intelligence, and strong priority management skills. Strongly Preferred - Previous early-stage startup experience. - Passion for technology & cybersecurity. - Relevant hands-on technical experience, in one or more of the following domains: cloud computing environments (AWS, GCP, Azure), containers, Linux, Supply Chain Security, DevSecOps, AppSec, security, security infrastructure, regulatory compliance requirements, vulnerability management, software development lifecycle. Compensation - Up to $130,000 base salary + bonus. 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.

Role Description As a Customer Success Manager at PandaDoc, you'll play a key role in driving success and growth for a diverse range of clients by delivering high-impact service in a scalable, pooled support model. At the heart of your work will be the opportunity to engage with customers, thoughtfully guiding them through onboarding and workflow consultations, and empowering them to fully unlock the value of their investment in PandaDoc. - Provide responsive and strategic support to help customers onboard smoothly and adopt PandaDoc’s powerful tools including but not limited to an overall understanding of API’s and CRM integrations. - Be measured by your ability to deliver high-quality, scalable service while contributing to the overall health, retention, and growth of the accounts you touch. - Lead personalised onboarding sessions, including launch plan meetings, training, and integration setup, ensuring customers hit the ground running. - Proactively drive product adoption through tailored consultations, product updates, and hands-on training, empowering customers to leverage the full potential of our platform. - Act as a key player in customer education by promoting self-serve resources such as our help center, public training sessions, and webinars. - Lead strategic business conversations with customers to connect PandaDoc's capabilities to their core workflows and goals, clearly demonstrating measurable value and ROI. - Partner closely with Account Management, sharing critical insights that shape renewal strategies, uncover upsell opportunities, and inform customer expansion plans. - Leverage data from platforms like Planhat, Salesforce, and Gong to track customer engagement, identifying and taking action on accounts in need of additional support. Qualifications - 2-3 years of SaaS customer success experience, handling high volumes of customer interactions in a fast-paced environment. - Excel at managing multiple priorities, shifting workloads, and delivering high-quality service in a pooled resource model. - Open to feedback, adaptable to new challenges, and eager for personal and professional development. - Resourceful and can quickly adapt to changing environments while maintaining customer satisfaction and delivering results. - Strong communication and empathy, building trust and ensuring customer needs are met, fostering strong relationships. - Proactively leverage AI tools to synthesize customer data, automate routine tasks, and refine communication. - A natural problem solver, self-motivated to identify root causes and deliver effective solutions for complex issues. - Conduct deep-dive discovery during customer interactions to identify untapped business needs, translating those needs into value-based solutions and CSQLs that generate pipeline. - Work well with cross-functional teams, sharing insights to drive customer retention and growth. - Enjoy lifting others up, creating a positive, collaborative environment where your team and customers can thrive. - Excellent verbal and written communication skills, with a clear command of English. - Additional language proficiency is not required for this role; however, it is highly preferred given our global customer base. Benefits - Employees may be able to purchase company stock (or receive annual bonuses). - Employees (and their families) may enroll in the company's medical, dental, vision, short & long term disability, life insurance, FSA and 401k plans. - Employees will receive 13.34+ hours of paid time off per month, 6 self-care days, birthday PTO day, and 10 company paid holidays off per year. - The annual OTE is up to $95,000 OTE (base + bonus combined).

• Establish a reputation as a trusted advisor via regular business reviews presenting the status of the Prove partnership, reviewing active and future joint integrations, and demonstrating the value Prove delivers to the partner's portfolio. • Quickly become a subject matter expert on partners’ business models and downstream use cases while striking a healthy balance between partner satisfaction and delivering mutual business value. • Primarily responsible for achieving corporate objectives measured by a Partner Net Promoter Score (NPS) and overall health of the partner portfolio. • Responsible for forecasting live revenue flowing through partners, developing a deep understanding of partner-led pipelines, and tracking any seasonality tied to their specific industries. • Monitor partner contract renewals and work proactively to secure renewals on time. Work closely with Partner Account Managers to strategize on volume commitments, added AGV, and up-selling/cross-selling additional products into the partner's tech stack or marketplace. • Organize and host executive-level QBRs with partner leadership to align on mutual commercial goals, joint-marketing initiatives, and long-term ecosystem plans. • Present areas of optimization to partners via collaboration with Account Directors and Technical Account Managers to maximize the adoption and value of Prove solutions. • Responsible for the creation, tracking, and escalation of partner-specific internal ticketing needs across Support, SC, Product, Data Science, and Fraud teams. • Develop a deep understanding of our products and how they embed into third-party platforms. Stay updated on the latest features, and effectively communicate how these updates benefit both the partner and their end-users. • Roughly 20% travel for partner onsite visits and industry events.

• The ECS must deliver high impact demonstrations of Pearson courseware products. • Ensures successful customer onboarding, digital access setup, orientation of the user experience, and correct student usage of Pearson products. • Responsible for driving instructor success with the necessary skills, information, and on-going training and assistance. • Utilizes reports and data to analyze, grow market share, and prioritize and make decisions impacting accounts in their territory. • Thinks critically to adapt solutions to meet evolving customer strategy and specific territory requirements. • Collaborates with internal stake holders (Services, Marketing, and Account Management) to monitor sales growth and scale quality assurance.