Director, Client Success

Overview

The Director. Client Success is responsible for leading the Client Success and Technical Account Management (TAM) functions for the Managed Cloud business unit. This role develops and executes strategies that strengthen client retention, satisfaction, adoption, and expansion across the existing client base.

This is a hands-on leadership role. The Director will coach and develop the Client Success and TAM teams while remaining close to clients, particularly during complex renewals, escalations, executive business reviews, and other high-impact engagements.

The Director will establish the standards, processes, operating cadence, and tools that enable the team to deliver a consistent and scalable client experience.

The Director will partner closely with Sales, Product, Support, Marketing, and other cross-functional teams to identify opportunities to improve the client experience, address risks, and support retention and expansion. The role will have meaningful responsibility for driving commercial outcomes while recognizing that client retention and growth are shared outcomes influenced by multiple functions across the business.

The successful candidate is a builder and player-coach who is comfortable creating structure where it does not yet exist, establishing clear expectations, coaching through real client situations, and developing a team that can consistently execute without depending on the Director for every decision.

The compensation range for this position is between $160k-$175k base plus bonus.

Responsibilities

Leadership, Coaching & Team Development

• Lead, coach, and develop the Client Success and Technical Account Management teams through regular 1:1s, coaching sessions, call reviews, performance discussions, and professional development.
• Establish clear role expectations, performance standards, operating practices, and development plans for team members.
• Build team capability and accountability through consistent coaching, feedback, recognition, and performance management practices.
• Assess organizational capacity and recommend hiring, organizational, or resource changes as business needs evolve.
• Develop a leadership model that enables the team to operate effectively and independently while maintaining appropriate oversight of high-risk or high-value situations.

Client Retention & Success

• Lead the development and execution of the Client Success strategy for the Managed Cloud business unit.
• Establish a consistent approach to client health scoring, risk identification, account planning, renewal preparation, escalation management, and client engagement.
• Monitor client health and proactively identify accounts that may be at risk of churn or declining engagement.
• Participate in complex renewals, escalations, executive business reviews, and other strategic client conversations when appropriate.
• Coach CSMs and TAMs through challenging client situations and demonstrate effective client engagement practices.
• Partner cross-functionally to identify and address recurring issues affecting client satisfaction, adoption, retention, or time-to-value.
• Establish repeatable retention and client-success practices that can be consistently executed across the team.

Client Expansion & Commercial Partnership

• Partner closely with Sales and Account Executives to identify and support opportunities for expansion within the existing client base.
• Establish clear roles, responsibilities, and rules of engagement between Client Success, TAM, and Sales teams.
• Support account planning and client engagement strategies that identify appropriate upsell and cross-sell opportunities.
• Contribute to retention and expansion objectives through client insights, account strategy, adoption planning, and effective partnership with Sales.
• Participate in appropriate client and commercial discussions while ensuring that responsibilities and decision-making authority are clearly defined across functions.
• Help develop a predictable and scalable approach to install-base growth.

Technical Account Management

• Define and strengthen the Technical Account Management operating model.
• Establish expectations for how TAMs engage with clients, CSMs, Sales, Support, and Product.
• Clarify the respective responsibilities of CSMs and TAMs across onboarding, technical reviews, escalations, adoption, and ongoing account management.
• Ensure technical client needs and recurring themes are appropriately communicated to Product, Support, Engineering, and other relevant teams.

Metrics, Data & Business Operations

• Develop and maintain a Client Success metrics framework that provides leadership with meaningful visibility into client health and business performance.
• Establish consistent definitions and reporting practices for metrics such as Net Revenue Retention (NRR), Gross Revenue Retention (GRR), revenue churn, logo churn, expansion, adoption, time-to-value, and client coverage.
• Establish an effective operating cadence for renewal reviews, account planning, client health reviews, pipeline collaboration, and executive reporting.
• Improve data quality and system-of-record discipline within the Client Success technology stack.
• Use client and business data to identify trends, risks, opportunities, and areas for operational improvement.
• Provide regular reporting and insights to leadership regarding client health, retention, expansion opportunities, and team performance.

Cross-Functional Collaboration

• Partner with Sales, Product, Support, Engineering, Marketing, Finance, and other teams to improve the client lifecycle.
• Bring client feedback and trends to appropriate internal stakeholders to inform product, service, and operational improvements.
• Help establish clear escalation paths and cross-functional ownership for client-impacting issues.
• Represent the voice of the client while balancing client needs with company priorities and business objectives
• Perform other related duties as assigned based on organizational and business needs.

What Success Looks Like

Success in this role will be demonstrated through effective team leadership, strong client outcomes, scalable processes, and progress against agreed-upon business objectives.

First 90 Days

• Build a strong understanding of the client portfolio, team, business priorities, and current operating model.
• Assess team capabilities, processes, and resource needs and identify opportunities for improvement.
• Establish clear and consistent standards for client health, account management, renewals, and escalations.
• Identify key client risks and opportunities and establish appropriate action plans.

Within 12 Months

• Improve client retention and Net Revenue Retention against agreed-upon business objectives.
• Establish scalable Client Success and account management practices that support consistent execution.
• Improve visibility into client health, renewal risk, adoption, and expansion opportunities.
• Partner with Sales to support agreed-upon install-base growth objectives.
• Build a high-performing Client Success and TAM organization that operates effectively and consistently.

Required Qualifications

• 7+ years of experience in Client Success, Account Management, Technical Account Management, client Experience, or a related function within technology, cloud, infrastructure, managed services, or B2B SaaS.
• 3+ years of experience leading and developing Client Success, TAM, Account Management, or similar client-facing teams.
• Experience leading or partnering closely with both Client Success and Technical Account Management functions.
• Demonstrated experience developing or improving client retention, account management, client health, renewal, or expansion processes.