Senior Director, Customer Success - RapidScale

Company

Cox Communications, Inc.

Job Family Group

Customer Care Group

Job Profile

Sr Director, Client Performance Management

Management Level

Sr Director

Flexible Work Option

Hybrid - Ability to work remotely part of the week

Travel %

Yes, 25% of the time

Work Shift

Day

Compensation

Compensation includes a base salary of $148,500.00 - $247,500.00. The base salary may vary within the anticipated base pay range based on factors such as the ultimate location of the position and the selected candidate’s knowledge, skills, and abilities. Position may be eligible for additional compensation that may include an incentive program.

Job Description

Company

At RapidScale, exceptional technology is powered by exceptional people. As a growing leader in secure, reliable managed cloud solutions, we help enterprises simplify IT and unleash innovation. With a broad portfolio spanning AWS, Azure and Google to a full set of Private Cloud and Cybersecurity solutions, RapidScale helps companies turn technology into their biggest competitive advantage. As part of the Cox family of companies, we offer best-in-class benefits, a commitment to work-life balance, and an award-winning workplace experience.

Overview

RapidScale is establishing Customer Success as a core revenue-adjacent capability designed to ensure delivery of contracted business outcomes and measurable business value, improve customer advocacy, drive gross revenue retention, and enable expansion.

The Senior Director, Customer Success is accountable for owning customer outcomes and value realization, while acting as the orchestrator / quarterback across the entire RapidScale ecosystem—Sales (AEs/AMs), Delivery, Operations, Consulting, Support, and administrative billing.

This role builds the system that ensures customers consistently experience RapidScale as one accountable partner, not a collection of teams. This role directly protects revenue durability, customer lifetime value, and enterprise credibility. By owning outcomes, building segment-specific playbooks, and acting as RapidScale’s internal quarterback, the Senior Director of Customer Success ensures customer success is repeatable, scalable, and growth-generating.

Strategic Objectives

• Ensure customers realize measurable business outcomes and value from RapidScale solutions
• Improve Gross Revenue Retention (GRR) from ~78% toward 80–85%+ near term and 85–90%+ over time
• Reduce churn and downsell through proactive lifecycle management and expectation alignment
• Institutionalize a single accountable customer advocate and internal orchestration model
• Scale Customer Success through repeatable programs and playbooks by customer segment
• Enable expansion by surfacing Customer Success Qualified Leads (CSQLs) to Sales

Core Responsibilities

Business Outcomes & Value Realization (Primary Accountability)

• Own accountability for ensuring RapidScale delivers the business outcomes and business value committed to customers
• Ensure every Gold+ customer has a clearly defined Outcome-Based Success Plan (OBSP) tied to customer objectives, KPIs, and value realization milestones
• Validate that delivery, consulting, and operational activities remain aligned to outcomes—not just scope completion
• Lead executive-level value realization discussions with customer stakeholders

Customer Success Strategy, Programs & Playbooks

• Design, develop, and continuously evolve Customer Success programs and playbooks by customer segment:
  • Diamond: Executive partnership, white-glove orchestration, strategic roadmap alignment
  • Platinum: Proactive value realization, adoption acceleration, expansion readiness
  • Gold: Structured onboarding, standardized engagement, outcome validation
• Define segment-specific engagement models, lifecycle touchpoints, success metrics, and escalation paths
• Ensure playbooks are operationalized through tooling, enablement, and governance—not left as static documents
• Standardize best practices while preserving flexibility for complex enterprise environments

Quarterback & Cross-Functional Orchestration

• Act as the orchestrator / quarterback across all RapidScale functions involved in the customer lifecycle, including:
  • Sales (AEs and AMs)
  • Delivery and Operations
  • Consulting and Professional Services
  • Support and Cloud Engineering
  • Administrative and billing functions
• Ensure seamless handoffs, clear accountability, and coordinated execution across teams
• Proactively resolve cross-functional friction impacting customer outcomes, timelines, or experience

Retention, Renewal & Expansion Enablement

• Own renewal readiness in close partnership with Sales and Account Management
• Ensure early renewal conversations grounded in delivered value and outcomes
• Enable expansion by identifying unmet needs, adoption signals, and Customer Success Qualified Leads (CSQLs)
• Maintain clear role boundaries between Customer Success and commercial ownership while remaining tightly aligned

Customer Experience & Executive Engagement

• Standardize proactive communication, progress updates, and transparency into risks or delays
• Elevate QBRs to focus on outcomes achieved, value delivered, and forward-looking roadmaps
• Ensure customers experience RapidScale as a coordinated, accountable enterprise partner

Team Leadership & Capability Building

• Build, lead, and develop the Customer Success leadership team and CSM organization
• Establish performance standards, coaching rigor, and clear career progression paths aligned to customer tiers
• Foster a culture of ownership, accountability, and continuous improvement

Metrics, Governance & Insights

• Own CS KPIs including:
  • Gross Revenue Retention (GRR)
  • Net Revenue Retention (NRR)
  • Customer Success Qualified Leads (CSQLs)
  • Customer health scores
  • Team-level CS NPS
• Implement governance, operating cadence, and executive reporting to the CRO and RSLT

Experience & Qualifications

• BA/BS degree with 12+ years of relevant experience including: Customer Success, Client Services, Enterprise Account Leadership, or Consulting within B2B technology or services OR equivalent combination of education and experience (MS + 10 years of experience or P.D. + 7 years of experience or 16 years of experience with no degree)
• 7+ years of experience in a leadership role
• Excellent communication and interpersonal skills, with the ability to build relationships and influence key stakeholders
• Proven experience designing scalable Customer Success programs and playbooks, not just managing accounts
• Strong background in managed services, cloud, SaaS, or complex enterprise delivery environments
• Demonstrated ability to orchestrate cross-functional execution in matrixed organizations
• Executive presence with customers and senior internal leaders
• Leadership Attributes:
  • Outcome-obsessed, enterprise-minded, and commercially astute
  • High EQ, low ego; trusted integrator across functions
  • Structured, decisive, and comfortable driving accountability at scale
  • Data-driven with a bias toward execution and value realization

Benefits

The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company’s needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.

About Us

Cox Communications is all about creating moments of real human connection; and for employees, that’s true both in the workplace and in the problems we solve for customers. From building advertising solutions to unleashing IoT technologies to creating an exceptional experience for customers in our retail locations and online, we’re creating a world that is smarter and more connected. Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, visit our benefits page. Cox is an Equal Employment Opportunity employer – All qualified applicants/employees will receive consideration for employment without regard to that individual’s age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law. Cox provides reasonable accommodations when requested by a qualified applicant or employee with disability, unless such accommodations would cause an undue hardship.

Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship. No OPT, CPT, STEM/OPT or visa sponsorship now or in future.