Enterprise Customer Success Manager
About this role
We are seeking an Enterprise Customer Success Manager to own and nurture relationships with our enterprise-sized customers. In this role, you will serve as a trusted advisor to C-suite executives and senior stakeholders, driving measurable business outcomes and ensuring long-term partnership success. You will manage a portfolio of enterprise accounts representing ~$2.5M in ARR.
Responsibilities
Account Ownership
- Own the end-to-end customer relationship for a portfolio of 50-70 enterprise accounts
- Develop and execute account success plans aligned with each customer's business objectives and hiring outcomes
- Build and maintain relationships across customer organizations, from day-to-day users to HR and TA leadership
- Serve as the primary point of accountability for customer health, adoption, retention, and expansion
Business Value & Outcomes
- Partner with customers to define success criteria and measurable outcomes tied to their use of Criteria's platform
- Conduct regular business reviews that articulate realized value, product utilization, and forward-looking priorities
- Translate usage data and product capabilities into clear business impact narratives
- Identify adoption gaps and coordinate resources to close them
Revenue Stewardship
- Own gross revenue retention (GRR) and influence net revenue retention (NRR) for your portfolio
- Partner with Client Account Executives to identify and surface expansion opportunities
- Lead renewal strategy and execution, engaging early to flag risk and support on-time renewals
- Support business cases for additional product investment when expansion opportunities are identified
Cross-Functional Orchestration
- Route support, implementation, and product inquiries to the right internal resource; keep the customer informed throughout
- Act as the voice of the customer internally, surfacing patterns that inform product and go-to-market decisions
- Collaborate with Account Management on account strategy for shared accounts
Risk Management
- Proactively identify adoption barriers, sentiment shifts, and churn risk through data and relationship signals
- Develop and execute risk mitigation plans with clear timelines and ownership
- Maintain accurate renewal forecasting and account health documentation in ChurnZero and Salesforce
Requirements
To be successful in this role the incumbent will demonstrate the following:
- 3+ years in Enterprise Customer Success, Account Management, Management Consulting, or Sales at a B2B SaaS or technology company
- Proven track record of 95%+ gross retention and net expansion in enterprise segments
- Experience navigating complex, matrixed organizations with extended sales and renewal cycles
- Financial fluency. Comfortable with P&L discussions, TCO, ROI, and building executive-level business cases
- Demonstrated ability to build trusted advisor relationships with C-suite and VP-level executives
- Exceptional communication and presentation skills with executive audiences
- Strong analytical capabilities. Able to synthesize usage data, health scores, and business metrics into actionable insights
- Experience developing and executing multi-year strategic account plans tied to measurable outcomes
- Proficiency with CS platforms (ChurnZero), CRM (Salesforce), and BI tools
- Familiarity with enterprise procurement, legal, and security review processes
Company at a glance
Criteria is a talent success company that helps organizations make more objective, evidence-based talent decisions that both reduce bias and drive outcomes.
Our world-leading tools include a comprehensive suite of rigorously validated assessments and decision-making tools that highlight the potential in every job candidate while providing an experience that candidates love.
We take a scientific approach to every product we build by rigorously validating for results, ensuring transparency, and designing a human-focused solution that drives best practice hiring.
Our enduring mission is to create a fairer, more robust and more efficient talent selection process. One that reduces the risk of bias and gives everyone an equal opportunity to prove their worth and value.
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