Role Summary
The Manager, Customer Success will lead Stratus’ Customer Success Manager (CSM) team, owning the post-go-live customer relationship across retention, expansion, and long-term value realization. This role builds and coaches a team of CSMs to drive adoption, manage renewals, and grow revenue across the book of business. The role will be partnering closely with Solutions Engineering on handoffs and escalations, and with Sales on expansion.
You'll build a scalable CS function that increases net revenue retention (NRR), maintains top class GRR, strengthens customer trust with MEP contractors, and gives Stratus a repeatable, data-driven way to manage the customer lifecycle from handoff through renewal and expansion.
*This is a remote role that may require ~25-30% travel
Key Responsibilities
Team Leadership
- Directly manage Customer Success Managers, including hiring, onboarding, coaching, 1:1s, career pathing, and performance management.
- Set clear individual and team KPIs — gross and net retention, adoption, health score, and expansion, and hold the team accountable to them.
- Build operating rhythms for QBRs, renewal forecasting, account reviews, and health-score tracking.
- Establish CSM playbooks, talk tracks, renewal frameworks, and onboarding-to-CS handoff standards.
Retention & Revenue Outcomes
- Own retention metrics (GRR/NRR), renewal execution, and expansion strategy across the customer base.
- Build and maintain a renewal forecast; review pipeline and risk weekly with the CSM team.
- Partner with Sales/AEs to coordinate expansion and upsell motions, with clear ownership between CSM and AE.
- Analyze customer health trends, identify churn risk early, and direct proactive save strategies.
Cross-Functional Leadership
- Partner with Solutions Engineering on post-go-live handoff, ensuring context and momentum carry through to the CSM team.
- Collaborate with Product and Engineering to represent customer needs, surface patterns, and influence roadmap priorities.
- Partner with RevOps to instrument the customer journey, build health-score models, and operationalize CSM workflows in the CRM/CS platform.
- Act as the escalation point for at-risk or strategic accounts, including executive-level conversations when needed.
Customer Advocacy & Experience
- Ensure every account has a data-driven success plan tied to measurable outcomes and ROI.
- Maintain high-touch relationships with strategic accounts and represent Stratus at key customer milestones (QBRs, renewals, escalations).
- Champion the voice of the customer across the organization, particularly around MEP workflow needs (field, VDC, PM, fabrication).
Required Skills & Experience
- 5–7+ years in customer success or account management, including 3+ years managing a CSM/CS team.
- Proven track record owning renewals, gross/net retention, and expansion revenue against quota.
- Experience building or scaling repeatable CS processes — health scoring, QBR cadence, renewal playbooks — in a fast-moving environment.
- Strong data fluency: comfortable using CRM and CS platforms (e.g., Salesforce, Confluence/JIRA, ChurnZero, HubSpot) to track health, forecast renewals, and report on team performance.
- Excellent coaching, interpersonal, negotiation, and executive communication skills.
- Comfortable building structure and process in a fast-moving, scaling startup with limited existing infrastructure.
Preferred
- Experience with construction technology, MEP, fabrication, or engineering-focused customers.
- Prior work in a Series A–C SaaS environment scaling a Customer Success function from the ground up.
- Familiarity with customer health-scoring methodologies and NRR/GRR-driven CS operating models.
E-VERIFY STATEMENT
Stratus participates in E-Verify. After you join the team, we'll verify your eligibility to work in the U.S. by submitting information from your Form I-9 to the Social Security Administration and, if needed, the Department of Homeland Security. This process happens post-hire only — we never use E-Verify to pre-screen applicants.
E-Verify Notice
Right to Work Notice
Stratus, deriving from the Latin term meaning 'layer', offers an advanced set of MEP-specific solutions that seamlessly layer across a contractor's entire workflow from design to fabrication to installation. Our team of seasoned industry experts, skilled technology leaders, innovators, and entrepreneurs understands that fabrication does not occur in isolation, and increasingly, it may not happen within your own fabrication shop. Through close relationships with our customers — who include some of the most innovative and largest MEP contractors — we have developed a suite of Stratus tools to digitize, automate, and optimize piping, plumbing, sheet metal, and electrical contracting. Stratus provides the software layer an MEP contractor needs to optimize profits with true "Data-Driven Contracting."
Requires 5–7+ years in customer success or account management, including 3+ years managing a CSM team, with renewal, retention, expansion, CRM, coaching, negotiation, and executive communication experience.
Key Responsibilities
- managing CSMs
- forecasting renewals
- driving expansion
Skills & Tools
Salesforce, Confluence, JIRA, ChurnZero, HubSpot
Job Details
- Category: Customer Service
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — United States
- Languages: English
About Stratus
A software company providing data-driven solutions for MEP contractors. — Industry: Information Technology