Job Description
Job Title: Senior Customer Success Manager
Department: Customer Success
Division: Customer Success
About Us: Headquartered in beautiful Santa Barbara, HG Insights is the global leader in technology
intelligence. HG Insights uses advanced data science methodologies to help the world’s largest
technology firms and the fastest-growing companies accelerate their sales, marketing, and strate
efforts. We offer a competitive salary, great benefits, and a casual yet professional environme
are passionate about our jobs with a get-it-done attitude, yet we don’t take ourselves too seriously.
What You’ll Do:
As a Senior Customer Success Manager, you will take ownership of high-value customer
relationships, serving as a strategic advisor and driving growth, renewals, and expansion
opportunities in your portfolio of accounts within our Growth Segments (Commercial, SMB, and
Mid-Market). Managing a portfolio of accounts, your primary focus will be driving customer
adoption, ensuring customer health, facilitating renewals, and executing expansion opportunities.
You will be the trusted advisor to your customers, ensuring they achieve their goals through the
effective use of HG’s solution
What You'll Be Responsible For:
● Drive customer health and adoption by proactively monitoring adoption metrics, addressing
risks, and providing personalized experiences to ensure customers realize the full value of HG’s
solutions.
● Manage renewals by owning the process from start to closure, ensuring timely processing with a
focus on early renewals and multi-year agreements.
● Strategically drive expansion opportunities by actively engaging with customers to uncover
deeper, long-term growth opportunities by identifying new use cases and aligning HG’s solutions
with evolving business strategies. Lead strategic discussions with key stakeholders to explore
complex, higher-growth opportunities, build business cases for expansions and drive these
initiatives from identification through to closure, independently negotiating and securing
large-scale expansions.
● Lead by example, mentoring junior team members in developing their renewal and expansion
strategies and sharing best practices across the Customer Success organization.
● Ensure accurate forecasting and reporting by providing precise forecasts for renewals and
expansions and adhering to operational processes for reporting and CRM hygiene.
How You’ll Get There:
● Develop Account Planning and Strategy by defining and executing portfolio-level strategies and
account plans aligned to HG and customer business objectives and delivering quarterly business
reviews to customers.
● Demonstrate Product Expertise by maintaining in-depth knowledge of HG’s solutions, providing
product demonstrations and training, and assisting customers in achieving revenue goals by
identifying new and enhanced solutions.
● Act as Customer Advocate by representing customers to internal teams, communicating
requirements and enhancement requests to the product team and providing clients with
visibility around vision, strategy, and product roadmap.
● Enhance Collaboration and Communication by working closely with internal teams to ensure a
cohesive customer experience and maintaining accurate records in CRM systems for
transparency and reporting.
What You’ll Need:
● 8+ years experience in Customer Success, Account Management, Sales, or related roles in a B2B
SaaS organization and a proven track record of meeting or exceeding customer retention and
growth goals.
● Demonstrated commitment to professional development through obtaining relevant
certifications (e.g., Certified Customer Success Manager, Gainsight NXT certification, etc.) or
other industry-recognized credentials that showcase a dedication to customer success excellence
and continuous learning.
● Proven ability to influence and collaborate with peers and cross-functional teams, such as
product, engineering, and marketing, to enhance customer outcomes and drive product
improvements.
● Proficient in using key tools such as Salesforce, Outreach, or other CRM platforms, along with a
solid understanding of the specific tech stack required for the role.
● Exhibit a customer-centric mindset by providing exceptional experiences through demonstrated
expertise and empathy, addressing customer needs, and effectively communicating with key
stakeholders at all levels.
● Demonstrate coachability and a growth mindset by proactively seeking feedback, embracing
learning opportunities, and continuously evolving in response to customer needs and business
environments.
● Be a strategic thinker and problem solver: Demonstrating skills to uncover, prioritize, and solve
customer challenges and develop and execute strategic account plans.
● Superb technical aptitude and organizational skills, with the ability to quickly learn and explain
technology concepts, multitask, and prioritize in a fast-paced environment while maintaining
attention to detail.
● Account expansion and negotiation skills, with experience in growing existing accounts,
presenting additional use cases, and expertly negotiating, upselling, and closing deals.
● Exemplify professional attributes as a highly motivated self-starter with initiative and drive to
achieve goals, ability to work independently and as part of a team, and willingness to travel to
customer sites as needed.
Top Skills
What We Do
Technology companies are under continuous pressure to maintain aggressive year-over-year growth in an increasingly competitive global landscape. To hit these aggressive growth targets requires more than the best product, distribution, and people. It requires the best data.
For companies selling technology, there is no greater competitive advantage than having detailed, accurate, up-to-date intel on the global technology landscape, from which technologies are companies using, to how much they are spending on those technologies, to which technologies they’re actively researching, and which GSIs are influencing their purchase decisions.
Having this data enables you to make better decisions on which markets to prioritize, which products to build, where to allocate resources, who to partner with, how to design territories, and which accounts to prioritize, all the way down to what message to use.
Why Work With Us
We believe our people are crucial to our success. We work in an inclusive environment where different backgrounds and perspectives are valued and encouraged, regardless of any individual differences. We welcome new ideas and we believe our employees are the catalysts that spark innovation every day and we celebrate our successes along the way!
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