Senior Customer Success Manager

At Censys, we know the internet and cloud better than anyone else. Censys stands at the forefront of internet and cloud expertise, empowering customers through our Attack Surface Management solutions. We offer a unique attacker-centric perspective, providing a comprehensive view of external internet and cloud assets to prioritize and mitigate critical risk exposures effectively. Our daily IPv4 scans and the world’s largest SSL/TLS Certificate database ensure customers have continuously updated attack surface insights. Enterprises rely on Censys to stay ahead of cyber threats and proactively safeguard against attacks, driving tangible impact in the digital landscape.

Role Summary:

In this Senior Customer Success Manager role, you’ll be part of the Customer Success team. Your main objective will be to support, enable, and grow customers across our Federal customer base. As the primary post-sales contact, you’ll represent Censys to C-Levels, Threat Hunters, and Cybersecurity Practitioners for Government agencies worldwide. Every day, you’ll work cross functionally with your technical counterparts to improve the customer’s experience and ensure their success.

Why Censys Sticks Out:

• Humble Brilliance: We celebrate intelligence and foster a culture where tackling cybersecurity challenges is exciting and rewarding.
• A Mosaic of Minds: Our diverse team brings together various talents and backgrounds, fostering true innovation through diverse perspectives.
• Thinkers and Tinkerers: At Censys, we encourage questioning the status quo, experimenting, and pushing boundaries to drive breakthroughs.
• Coffee-Fueled Collaboration: Collaboration is at the heart of our success, fueled by a shared passion for disrupting the cybersecurity scene.
• Trailblazing Impact: Your innovations at Censys make waves in real-world cybersecurity, shaping the future and leaving a lasting legacy.
• Life Beyond the Firewall: We prioritize work-life balance and support your well-being inside and outside the office.
• Empowered Voices: Your voice matters at Censys; we champion an inclusive culture where diverse perspectives drive change.

What You’ll Do: 

• Manage customer life cycles through Adoption, Engagement, Expansion & Growth, Retention, and Advocacy.
• Adoption - Drive customer adoption by understanding customer use cases and values, articulating our value proposition and product offerings, and delivering Executive Business Reviews, Success plans, etc.
• Engagement- Educate customers on new features, platform workflows, Beta Programs, Design Partnerships, and User Testing.
• Expansion & Growth - Guide strategic discussions with customer stakeholders, identify CSQLs (expansion opportunities) with Sales, and facilitate customer references or case studies.
• Collaborate closely with internal Customer Solution Engineering, R&D, Sales, Marketing, and Executive teams to deliver on client goals and needs
• Maintain accurate and up-to-date records of activities and notes (Catalyst, Salesforce)
• Retention - Proactively monitor customer health, understand the customer’s renewal process, prepare quotes for customers or partners, and mitigate churn risks.
• Advocacy - Work with customers to be an advocate for Censys by means of customer spotlight interviews, and feedback sessions.

What You’ll Bring:

• You have at least 5+ years of experience in Customer Success or Account Management with federal and other government agencies
• You thrive in dynamic, ambiguous environments where the entire team is committed to one big goal
• You’re a big-picture thinker - effectively and enthusiastically communicating new ideas to your teammates and customers
• You’re a natural team player - you work comfortably with others and build strong relationships
• You have a growth mindset - you’re curious, seek out feedback, and want to build a company from the ground up
• Understanding of computer networking and “how the internet works”
• Basic understanding of security and cloud technologies

Bonus Points:

• An active US Government Security Clearance
• Basic understanding of Attack Surface Management and Security Technologies
• You have experience in account portfolio planning and prioritization, including a proven track record of successful renewals and expansions
• Understanding of Layers 3 (network), 4 (transport), and 7 (application) of the OSI Model.
• Previous start-up experience

Our on-target earnings range for this role is between $120,000 USD and $180,000 USD and equity.

In addition to our great compensation package, our benefits are effective on day one and include but are not limited to: 401k match, health, vision, dental, and more! Please see our careers page for more details.

Our roots are in Ann Arbor, Michigan with location hubs in Seattle, the Bay Area, and Washington D.C. Our innovation is fueled by the team’s global perspectives and diverse backgrounds. For this role, we are open to employees based in the DMV. This role could require 10-15% travel to support clients.

Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply for jobs unless they feel they meet every qualification. At Censys we are dedicated to building a diverse, inclusive, and authentic workplace - so if you're excited about this role but your past experience doesn't align perfectly with every listed requirement in the job description, we encourage you to apply anyway. You may be exactly who we need to fill this role or others! 

We value diversity and are committed to creating an inclusive environment for all employees. Censys is an equal-opportunity employer. 

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