Senior Customer Success Manager, Federal

Censys knows the internet and cloud better than anyone else. Attack Surface Management provides customers with an attacker-centric view of all externally facing internet and cloud to extend visibility, prioritize, and remediate the most critical risk exposures that will actually lead to a breach. Our daily IPv4 scans and the world’s largest SSL/TLS Certificate database enables customers with the most accurate and continuously updated attack surfaces. Enterprise security teams leverage Censys to keep pace with the speed of the business and gain an advantage on the rapidly evolving cyber-attack threats.

Role Summary:

In this 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.

What you’ll do: Manage customer life cycles through onboarding, adoption, enablement, renewal, and expansion

• Onboarding - Lead the post-sale engagements, including internal hand-offs, customer kick off, and Integration and Architecture Planning meetings with your Customer Success Engineer
• 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.
• Enablement - Educate customers on new features, platform workflows, Beta Programs, Design Partnerships, and User Testing
• Renewal - Proactively monitor customer health, understand the customer’s renewal process, prepare quotes for customers or partners, and mitigate churn risks
• Expansion - 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)

What you bring:

• You have at least 5+ years of experience in Customer Success or Account Management with federal and government agencies.
• You have experience in account portfolio planning and prioritization, including a proven track record of successful renewals and expansions.
• 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.

Skills that Set You Apart:

• A federal security clearance
• Understanding of computer networking and “how the internet works.”
• Basic understanding of Attack Surface Management and Security Industries
• Understanding of application, server, and network security a plus
• Fluency in Dutch, French, German, or a Nordic language
• Previous start-up experience is a plus

Our target salary range for this role is between $100,000.00 USD - $140,000.00 USD + bonus eligibility and equity.

Our roots are in Ann Arbor, Michigan with location hubs in Seattle, the Bay Area, Washington D.C., and Dublin, Ireland. Our innovation is fueled by the team’s global perspectives and diverse backgrounds. 

Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to 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 anyways. 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.