Commercial Account Manager jobs
ORCA Security Customer Success Manager United States
Share
- High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
- Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
- Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
- Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.
- Managing the entire Customer Journey for an assigned portfolio of Customers.
- Partner with Customer Success Engineers to identify and drive customer objectives, operationalization, outcomes and value. Ensuring that technical enablement ties to customer goals and helps them achieve their own business KPIs.
- Define and execute Customer Success plans that drive both adoption and value.
- Be a trusted advisor for customers, communicating upcoming product changes, enhancements, and serving as an internal voice of the customer.
- Work with customer stakeholders, executive sponsors, and partners to drive business value and expansion. Build strong relationships within all levels of the organization from the practitioner level all the way up to the C-suite. Proactively reach out to other BUs and executives to expand Orca’s footprint.
- Identify risks, manage escalations, and collaborate cross-functionally within Orca.
- Lead Executive Business Reviews (EBRS) & Quarterly Business Review (QBRs).
- Own Customer renewal opportunities and partner with Account Executives on Customer Expansion opportunities.
- Contribute to defining and bringing maturity Customer Success Playbooks, Journeys, and Best Practices.
- Become proficient in CS and Sales tools required to perform the role: e.g. Salesforce, Clari, ChurnZero, Google Workspace, Slack, etc.
- In your day to day with customers, you are the owner of the relationship, meaning that you understand your customer use cases, business outcomes, feature requests, escalation points, and key players at all times.
- Bachelor’s degree or equivalent work experience.
- 5+ years experience in customer success, account management, engagement management, or post-sales roles related to driving positive customer outcomes and adoption.
- 2+ years of experience working with Cloud Security, CyberSecurity, or SaaS products.
- Ability to communicate, operate and communicate in various organizational levels both internally and externally.
- Knowledge of modern Cloud Infrastructure providers such as AWS, Microsoft Azure, Google Cloud.
- Thrive in a fast pace, dynamic environment.
- Excellent written, verbal communication skills, & problem-solving skills.
- A passion for creating and maintaining relationships, while working in a tight-knit community culture.
- Ability to manage competing priorities.
- Passion for driving customer success that results in renewals, upside, and retention.
- Familiarity with cloud technology and environments, along with the benefits and security challenges of working in the cloud.
- Experience with tools like Salesforce, ChurnZero, Gainsight and Slack.
- Up to 30% required.
These jobs might be a good fit
Flywire Senior Exam Licensing Management Program Manager United States
Share
Passion, excitement & global collaboration are all core to what it means to be a FlyMate. At Flywire, we’re on a mission to deliver the world’s most important and complex payments. We use our Flywire Advantage - the combination of our next-gen payments platform, proprietary payment network and vertical specific software, to help our clients get paid, and help their customers pay with ease - no matter where they are in the world.
What more do we need to truly be unstoppable? Perhaps, that is you!
Who we are:
Today we support more than 4,800 clients across the global education, healthcare, travel & B2B industries, with diverse payment methods across 240 countries & territories and more than 140 currencies.
With over 1,200 global FlyMates, representing more than 40 nationalities, and in 12 offices world-wide, we’re looking for FlyMates to join the next stage of our journey as we continue to grow.
The Opportunity:
To support our continued growth worldwide, Flywire is seeking a dedicated and experienced Senior Manager, AML Compliance. This US based role, will report to the Chief Compliance Officer, Flywire Corporation. This will be a varied role leading our Compliance team, responsible for Flywire Global Corp., Flywire’s licensed U.S. entity. Experience in leading teams, quickly understanding new ideas and concepts, knowledge of US and global payments compliance, and a background in financial crimes compliance with strong global knowledge of Anti-Money Laundering (AML) and other compliance regulations is required.
Key Responsibilities
- Manage and administer Flywire Global Corp’s Anti-Financial Crimes Compliance Program including: Licensing and Exam Management, NMLS, Know Your Customer (KYC), Government Sanctions, Program Governance, AML Training, Regulatory Reporting, and Anti-Fraud.
- Work on various projects and miscellaneous issues, such as bank and partner due diligence questionnaires as needed.
- Liaise with business partners and compliance leadership on higher risk cases as needed
- Proactively enhance compliance processes allowing Flywire to be compliant while managing risk
- Create and/or edit Policies and Procedures for areas of responsibility
- Advise business and compliance colleagues on financial crimes compliance and licensing requirements as needed
What we are looking for:
- Bachelor’s Degree, or 10+ years of experience in financial services compliance, with a focus on Financial Crimes Compliance
- Mastery of USA AML/CTF Standards (i.e. BSA / Patriot Act)
- Strong understanding of U.S. and global licensing regulations
- Oversight and administration of the U.S. State Regulators NMLS database for Flywire Global Corp
- Proven experience handling Regulatory, Audit and Independent Review examination requests
- Knowledge of global payments regulatory frameworks and/or regulation
- Good analytical and problem-solving skills; global collaborator with strong communications skills
- Experience managing projects remotely and in other parts of the world
- The ability to work independently and lead by example and provide directional guidance to other employees
- A strong attention to detail with an ability to execute tasks within a small and flexible team
- The ability to organize workload to meet deadlines and manage competing and sometimes changing priorities
- A proven track record of execution and delivery of tasks through to completion
- Experience managing people remotely
What We Offer:
- Competitive compensation, including Restricted Stock Units
- Employee Stock Purchase Plan (ESPP)
- Flying Start - Our immersive Global Induction Program
- Work with brilliant people that will keep you on your toes, learn more about their journeys by checking out #InsideFlywire on social media
- Dynamic & Global Team (we have been collaborating virtually for years!)
- Wellbeing Programs (Mental Health, Wellness) with Global FlyMates
- Be a meaningful part in our success - every FlyMate makes an impact
- Competitive time off including FlyBetter Days to volunteer in a cause you believe in and Digital Disconnect Days!
- Great Talent & Development Programs
Submit today and get started!
We are excited to get to know you! Throughout our process you can expect to meet with different FlyMates including the Hiring Manager, Peers on the team, the VP of the department, and a skills assessment. Your Talent Acquisition Partner will walk you through the steps and be your “go-to” person for any questions.
Flywire is an equal opportunity employer. With over 30 nationalities across 12 different offices, and diversity and inclusion at the core of our people agenda, we believe our FlyMates are our greatest asset, and we’re excited to watch our unique culture evolve with each new hire.
Flywire is an equal opportunity employer.
#LI-Remote
These jobs might be a good fit
Flywire Senior Payment Manager Pricing Monetization United States, Massachusetts, Boston
Share
Passion, excitement & global collaboration are all core to what it means to be a FlyMate. At Flywire, we’re on a mission to deliver the world’s most important and complex payments. We use our Flywire Advantage - the combination of our next-gen payments platform, proprietary payment network and vertical specific software, to help our clients get paid, and help their customers pay with ease - no matter where they are in the world.
What more do we need to truly be unstoppable? Perhaps, that is you!
Who we are:
Today we support more than 4,800 clients across the global education, healthcare, travel & B2B industries, with diverse payment methods across 240 countries & territories and more than 140 currencies.
With over 1,200 global FlyMates, representing more than 40 nationalities, and in 12 offices world-wide, we’re looking for FlyMates to join the next stage of our journey as we continue to grow.
The Opportunity :
We, at Flywire, are seeking a Senior Payment Manager, Pricing and Monetization to develop, implement, and optimize pricing strategies across Flywire’s global payments solutions. This role will be responsible for analyzing market trends, assessing competitor pricing models, and collaborating with internal teams to maximize revenue and profitability while ensuring a seamless payment experience for clients.
Key Responsibilities:
- Design and execute strategic pricing models that align with Flywire’s business goals and market positioning
- Conduct market research and competitive benchmarking to evaluate pricing trends across industries and regions.
- Collaborate with Sales, Product, and Finance teams to develop pricing strategies that enhance revenue growth and client retention.
- Analyze transaction-level data and pricing performance metrics to identify opportunities for price optimization and margin improvements
- Monitor global regulatory and economic developments that may influence pricing decisions, ensuring compliance with regional and international requirements
- Develop and maintain pricing governance frameworks, including approval workflows and documentation standards
- Deliver clear, data-backed pricing recommendations to senior leadership to support strategic decision-making
Here’s What We’re Looking For:
- A strategic thinker with strong analytical capabilities and a deep understanding of pricing models and financial analysis.
- Bachelor’s degree in Business, Economics, Finance, Mathematics, or a related field; a Master’s degree is a plus.
- 7–9 years of experience in pricing strategy, financial analysis, or revenue management—ideally in fintech, payments, SaaS, or financial services.
- Proficiency in data analysis and modeling, with hands-on experience using Excel, SQL, Python, or BI platforms (e.g., Tableau, Power BI).
- Ability to distill complex data into actionable insights and communicate them effectively to various stakeholders.
- Solid grasp of market dynamics, competitive pricing frameworks, and revenue optimization techniques.
- Excellent communication and presentation skills, with a proven ability to influence senior leaders and cross-functional teams.
- Experience working in a global environment, with familiarity in multi-currency pricing structures and international payment regulations.
Technologies We Use:
- Excel, SQL, Python, or BI platforms (e.g., Tableau, Power BI)
What We Offer:
- Competitive compensation, including Restricted Stock Units
- Employee Stock Purchase Plan (ESPP)
- Flying Start - Our immersive Global Induction Program
- Work with brilliant people that will keep you on your toes, learn more about their journeys by checking out #InsideFlywire on social media
- Dynamic & Global Team (we have been collaborating virtually for years!)
- Wellbeing Programs (Mental Health, Wellness) with Global FlyMates
- Be a meaningful part in our success - every FlyMate makes an impact
- Competitive time off including FlyBetter Days to volunteer in a cause you believe in and Digital Disconnect Days!
- Great Talent & Development Programs
Submit today and get started!
We are excited to get to know you! Throughout our process you can expect to meet with different FlyMates including the Hiring Manager, Peers on the team, the VP of the department, and a skills assessment. Your Talent Acquisition Partner will walk you through the steps and be your “go-to” person for any questions. The US base salary range for this full-time position is $130,000-$163,000 plus restricted stock units and benefits. Our salary ranges are determined by role, position level, and location. The range displayed on this job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and several other factors, including job-related skills, experience, relevant education and training. Your Talent Acquisition Partner can share more about the specific salary range for your preferred location during the hiring process.
Flywire is an equal opportunity employer. With over 30 nationalities across 12 different offices, and diversity and inclusion at the core of our people agenda, we believe our FlyMates are our greatest asset, and we’re excited to watch our unique culture evolve with each new hire.
Flywire is an equal opportunity employer.
#LI-Hybrid
These jobs might be a good fit
ORCA Security Account Executive Pac N. West United States
Share
- High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
- Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
- Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
- Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.
- Close new Enterprise business opportunities in your region independently and cooperatively
- Negotiate and bring to closure to customer agreements to exceed booking and revenue quota targets
- Target key decision makers in prospect accounts and channel partners in the assigned territory
- Establish and maintain existing relationships with key decision makers (typically at CISO level) and partners in the security industry to drive sales strategy and goal attainment
- Cross functionally collaborate with Channel, Sales Engineering Marketing, Sales Operations, Product and Customer Success, to drive engagement at both the individual contributor and executive level
- Report accurate pipeline and sales stage using Salesforce.com
- 5+ years of Cybersecurity enterprise sales experience and understanding of the competitive landscape
- Executive level contacts in the region and prior sales experience hunting net new accounts
- Repeated top performer in your region with stable record with at least 2+ years in each organization or upward growth within the same
- Excellent communicator both written and verbal (yes… words matter….) to adeptly explain complicated concepts to a variety of audiences and skill level
- Demonstrated experience with target account selling, solution selling, and/or consultative sales techniques. MEDDIC experience a plus
These jobs might be a good fit
ORCA Security Product Marketing Manager United States
Share
- High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
- Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
- Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
- Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.
Does the idea of translating product capabilities into business benefits and compelling stories get you up in the morning? Reporting to our Director of Product Marketing, you will deliver highly visible content, both internally and externally, for our Orca Cloud Security Platform. As a Product Marketing Manager, you will collaborate cross-functionally, creating go-to-market strategies that demonstrate Orca’s differentiated leadership in cloud security. You’ll lead launches, write great blogs, and participate in webinars. you will be the champion of Orca’s latest and greatest product developments which positively influence and disrupt the cloud security industry. Pretty exciting, right?
What You’ll Do:
- Collaborate with product management and engineering teams to translate key features and capabilities into messages that drive awareness and adoption
- Work with our Orca Research Pod to message and drive awareness for their discoveries and research
- Develop content to educate DevOps, Security Ops, and CISOs about our solutions, as well as excite, motivate and inspire them to become customers
- Craft and develop materials to educate prospects and users; including web pages, blog posts, videos, case studies, press releases, and sales presentations
- Conduct market research to identify customer needs, market trends, and competitive intelligence
- Product Marketing: 2+ years of experience in content or product marketing roles
- Ability to work independently and as part of a team in a fast-paced environment
- Proven excellence in written and verbal communication skills and an ability to translate technical information into compelling content
- Fast learner, able to quickly develop a deep understanding of our cloud security platform and target markets
- Self-starter, detail and task-oriented; able to successfully manage multiple priorities with guidance from leadership
- Successful track record of working remotely with global technical teams
- Ability to operate and excel at both a strategic and tactical level
- Knowledge of B2B SaaS and the cybersecurity industry is preferred
- Bachelor’s degree in business, marketing, journalism, or related field
These jobs might be a good fit
Flywire Engineering Manager Payments Platform United States, Massachusetts, Boston
Share
Passion, excitement & global collaboration are all core to what it means to be a FlyMate. At Flywire, we’re on a mission to deliver the world’s most important and complex payments. We use our Flywire Advantage - the combination of our next-gen payments platform, proprietary payment network and vertical specific software, to help our clients get paid, and help their customers pay with ease - no matter where they are in the world.
What more do we need to truly be unstoppable? Perhaps, that is you!
Who we are:
Today we support more than 4,800 clients across the global education, healthcare, travel & B2B industries, with diverse payment methods across 240 countries & territories and more than 140 currencies.
With over 1,200 global FlyMates, representing more than 40 nationalities, and in 12 offices world-wide, we’re looking for FlyMates to join the next stage of our journey as we continue to grow.
The Opportunity:
We, at Flywire, are looking for an
Engineering Manager to join our Platform Engineering Team. Your primary responsibility will be to lead a team of developers and coordinate with other disciplines like QA, SRE, Product and Technical Writers.
The Platform team is responsible for Flywire’s inbound payments and the handling of funds. We work to ensure a secure, efficient, and transparent experience for both the sender and receiver of funds. The team is core for Flywire’s business, providing best in class payor experiences, and processing payments in the fastest, most secure and most cost-effective way, enabling vertical solution teams to be able to grow our business and provide an exceptional experience for our clients.
Engineering Managers in Flywire have a good technical background so they are able to keep the technical vision and development practices moving on the right path. They can directly contribute from their experience, remove blockers, and reduce risk to ensure successful team deliveries. They also lead development teams and support their developers to grow both personally and technically.
In This Work, You Will:
- Support a high-visibility team with significant impact on the company vision and its product.
- Work with a highly motivated independent team of developers, enabling them to produce high quality software and overcome product challenges along the way.
- Work closely with SRE, QA, and Product teams to improve and maintain the core payments Platform in Flywire.
- Manage the career progression for the developers of the team and follow their development on a weekly basis.
- Actively participate in the hiring activities for the Platform team.
- Work closely with other Engineering Managers to foster collaboration between different areas and teams, aligning product initiatives with the company's technical strategy.
- Collaborate actively with other working groups in the company to drive engineering-wide initiatives, while utilizing your years of technical experience.
We are looking for:
- Experience in people management, leading and growing a development team of high-performing individuals.
- Good project management skills and successful completion of projects.
- Strong software engineering skills.
- A commitment and drive for high quality, technical excellence and results in accordance with established policies.
- Knowledge about how to successfully work through difficult situations.
- Ability to work in cross-functional teams, and be able to think rigorously and make hard decisions and tradeoffs.
- Soft skills to manage the development of your team members.
- Ability to thrive on a high level of autonomy and responsibility.
- Ability to provide technical guidance to the team.
- Expertise detecting talent and fostering motivation and engagement amongst the team.
- Guided by established team’s operational goals and objectives.
- Have foresight and confidence to determine the best approach to manage daily operations.
- Capacity to lead a cross functional project.
Main Technologies We Use:
- Languages: Ruby & Java
- React, modern Javascript & Typescript
- AWS: EC2, ECS (Fargate), Lambda, Cloudwatch, SQS, Kinesis, S3
- MySQL, Redis, ElasticSearch, RabbitMQ, MongoDB
- Docker, Gitlab (CI/CD), Sentry, Sumologic, New Relic
Our Culture:
- We are a global company, our engineering team is distributed across 3 continents and 4 different countries. Going to the office is optional, we are totally open to remote work. We encourage people to do whatever is best for their life.
- Our engineering practice is shaped around some of the concepts of Agile, Lean, and Extreme Programming. Each team has a high level of autonomy to organize themselves in the way they consider most appropriate to execute their mission.
- We actively engage in knowledge sharing by hosting internal cross-discipline events.
- We encourage people to contribute to open source projects whenever possible.
- We contribute to our local communities by hosting different events, Meetups, etc.
What We Offer:
- Competitive compensation, including Restricted Stock Units
- Employee Stock Purchase Plan (ESPP)
- Flying Start - Our immersive Global Induction Program
- Work with brilliant people that will keep you on your toes, learn more about their journeys by checking out #InsideFlywire on social media
- Dynamic & Global Team (we have been collaborating virtually for years!)
- Wellbeing Programs (Mental Health, Wellness) with Global FlyMates
- Be a meaningful part in our success - every FlyMate makes an impact
- Competitive time off including FlyBetter Days to volunteer in a cause you believe in and Digital Disconnect Days!
- Great Talent & Development Programs
Submit today and get started!
We are excited to get to know you! Throughout our process you can expect to meet with different FlyMates including the Hiring Manager, Peers on the team, the VP of the department, and a skills assessment. Your Talent Acquisition Partner will walk you through the steps and be your “go-to” person for any questions.
Flywire is an equal opportunity employer. With over 30 nationalities across 12 different offices, and diversity and inclusion at the core of our people agenda, we believe our FlyMates are our greatest asset, and we’re excited to watch our unique culture evolve with each new hire.
Flywire is an equal opportunity employer.
These jobs might be a good fit
Flywire Relationship Manager Education United States, Illinois, Chicago
Share
Passion, excitement & global collaboration are all core to what it means to be a FlyMate. At Flywire, we’re on a mission to deliver the world’s most important and complex payments. We use our Flywire Advantage - the combination of our next-gen payments platform, proprietary payment network and vertical specific software, to help our clients get paid, and help their customers pay with ease - no matter where they are in the world.
What more do we need to truly be unstoppable? Perhaps, that is you!
Who we are:
Today we support more than 4,800 clients across the global education, healthcare, travel & B2B industries, with diverse payment methods across 240 countries & territories and more than 140 currencies.
With over 1,200 global FlyMates, representing more than 40 nationalities, and in 12 offices world-wide, we’re looking for FlyMates to join the next stage of our journey as we continue to grow.
The Opportunity:
Flywire is seeking a motivated and strategically minded
Relationship Manager (RM) to join our team and support our existing portfolio of education clients.
As a trusted partner, the Relationship Manager will work closely with client stakeholders to understand their goals, drive adoption of Flywire solutions, and deliver exceptional service. This role is critical in building long-term, value-driven relationships that increase utilization, uncover new opportunities, and ultimately drive retention and revenue growth.
Key Responsibilities
- Serve as the primary relationship owner for an assigned client portfolio, fostering strategic and operational partnerships across multiple campus offices.
- Partner with Sales, Implementation, Client Optimization and other teams to design and execute strategies that maximize adoption and expand Flywire’s wallet share.
- Develop strategic account plans that document client objectives, goals, and growth opportunities.
- Manage contract renewals, upsell new products, and lead negotiations with the support of internal teams.
- Oversee product implementation and rollout, ensuring a smooth client and payer experience.
- Collaborate with internal teams to identify process improvements, recommend solutions, and escalate as needed.
- Adopt a data driven approach, working alongside Client Analysts, to spot potential risks before they materialize.
- Deliver high-quality presentations and communications to client stakeholders, including senior executives.
Here's What We're Looking For:
- 3–5 years of experience in relationship management, account management, or consultative sales.
- Bachelor’s Degree in Business, Communications, Marketing, or a related field.
- Strong commercial drive and ability to identify, diagnose, and solve client business challenges.
- Excellent communication and presentation skills, with the ability to build credibility across all levels, including executives.
- Proven success in managing contract renewals and negotiations.
- Strong organizational skills with the ability to manage multiple priorities and initiatives simultaneously.
- Problem-solving and project management skills with a proactive, data-driven approach.
- Experience in higher education and/or fintech preferred.
- Salesforce or other CRM experience a plus.
- Willingness to travel ~25%.
What We Offer:
- Competitive compensation, including Restricted Stock Units
- Employee Stock Purchase Plan (ESPP)
- Flying Start - Our immersive Global Induction Program
- Work with brilliant people that will keep you on your toes, learn more about their journeys by checking out #InsideFlywire on social media
- Dynamic & Global Team (we have been collaborating virtually for years!)
- Wellbeing Programs (Mental Health, Wellness) with Global FlyMates
- Be a meaningful part in our success - every FlyMate makes an impact
- Competitive time off including FlyBetter Days to volunteer in a cause you believe in and Digital Disconnect Days!
- Great Talent & Development Programs
Submit today and get started!
We are excited to get to know you! Throughout our process you can expect to meet with different FlyMates including the Hiring Manager, Peers on the team, the VP of the department, and a skills assessment/presentation. Your Talent Acquisition Partner will walk you through the steps and be your “go-to” person for any questions.
Flywire is an equal opportunity employer. With over 30 nationalities across 12 different offices, and diversity and inclusion at the core of our people agenda, we believe our FlyMates are our greatest asset, and we’re excited to watch our unique culture evolve with each new hire.
Flywire is an equal opportunity employer.
#LI-Remote
These jobs might be a good fit
- High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
- Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
- Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
- Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.
- Managing the entire Customer Journey for an assigned portfolio of Customers.
- Partner with Customer Success Engineers to identify and drive customer objectives, operationalization, outcomes and value. Ensuring that technical enablement ties to customer goals and helps them achieve their own business KPIs.
- Define and execute Customer Success plans that drive both adoption and value.
- Be a trusted advisor for customers, communicating upcoming product changes, enhancements, and serving as an internal voice of the customer.
- Work with customer stakeholders, executive sponsors, and partners to drive business value and expansion. Build strong relationships within all levels of the organization from the practitioner level all the way up to the C-suite. Proactively reach out to other BUs and executives to expand Orca’s footprint.
- Identify risks, manage escalations, and collaborate cross-functionally within Orca.
- Lead Executive Business Reviews (EBRS) & Quarterly Business Review (QBRs).
- Own Customer renewal opportunities and partner with Account Executives on Customer Expansion opportunities.
- Contribute to defining and bringing maturity Customer Success Playbooks, Journeys, and Best Practices.
- Become proficient in CS and Sales tools required to perform the role: e.g. Salesforce, Clari, ChurnZero, Google Workspace, Slack, etc.
- In your day to day with customers, you are the owner of the relationship, meaning that you understand your customer use cases, business outcomes, feature requests, escalation points, and key players at all times.
- Bachelor’s degree or equivalent work experience.
- 5+ years experience in customer success, account management, engagement management, or post-sales roles related to driving positive customer outcomes and adoption.
- 2+ years of experience working with Cloud Security, CyberSecurity, or SaaS products.
- Ability to communicate, operate and communicate in various organizational levels both internally and externally.
- Knowledge of modern Cloud Infrastructure providers such as AWS, Microsoft Azure, Google Cloud.
- Thrive in a fast pace, dynamic environment.
- Excellent written, verbal communication skills, & problem-solving skills.
- A passion for creating and maintaining relationships, while working in a tight-knit community culture.
- Ability to manage competing priorities.
- Passion for driving customer success that results in renewals, upside, and retention.
- Familiarity with cloud technology and environments, along with the benefits and security challenges of working in the cloud.
- Experience with tools like Salesforce, ChurnZero, Gainsight and Slack.
- Up to 30% required.
These jobs might be a good fit
