Senior Customer Success Manager

About SecurityScorecard:

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard's patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint.


Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace," by Crain's NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company's annual list of the World's Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing "forward-thinking employers for their unwavering commitment to employee engagement." SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody's, Sequoia Capital, GV and Riverwood Capital.

About the Role:

The Senior Customer Success Manager will play a key role in helping our customers transform the way they manage cybersecurity risk. You'll own and manage a portfolio of customer relationships across industries, ensuring satisfaction and long-term value through strategic engagement, and apply your understanding of cybersecurity practices, third-party risk, our platform, and proactive customer success methodologies to deepen relationships, expand usage, and grow revenue.

What You'll Do

• Drive strategy and tactical execution, aligning customer conversations to their cybersecurity and risk management objectives.
• Act as a trusted advisor and subject matter expert on the SecurityScorecard platform and cybersecurity risk domains.
• Drive retention and expansion within your account portfolio, including accurate forecasting and close collaboration with internal Sales teams.
• Own renewals quote to cash for your book of business, largely without needing Sales engagement.
• Identify opportunities to increase customer value through platform adoption, new use cases, and expanded engagement.
• Build and nurture relationships across the entire client organization, from daily users to C-suite, facilitating executive-level connections to foster account growth.
• Represent the voice of the customer in product feedback and service delivery discussions.
• Travel to strategic accounts as needed (~35-40%), including in-person visits twice a year for each account over $100K ARR.

Required Qualifications:

• Bachelor's degree.
• 5-7 years in account management, customer success, technical account management, or a similar customer-facing role - non-negotiable for the senior title.
• Solid understanding of cybersecurity or third-party risk management practices; strong technical aptitude to translate platform capability into business value from the customer's perspective.
• Demonstrated ownership of renewals, including quote-to-cash mechanics, with minimal Sales involvement.
• Strong written and verbal communication skills combined with meticulous organizational skill.

Preferred Qualifications:

• Proven success developing and expanding relationships with customer stakeholders, including executives.
• Cyber insurance experience.
• Experience leading strategic account planning, QBRs, and upsell/cross-sell initiatives.
• Demonstrated ability to grow annual recurring revenue (ARR) through consultative account management.

Benefits:

Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!

The estimated total compensation range for this position is $160,000 - $200,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits.


SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law.


We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact View email address on click.appcast.io.

Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company's privacy policy and applicable law.


SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LI-DNI