Fireblocks Scale Customer Success Manager 

United States, New York, New York 

523702589

• Work with assigned customers and Sales to build Customer Success Plans, establishing critical goals, or other key performance indicators to enable customers to achieve their goals. Measure, monitor and report internally and externally to Customer Sponsors.
• Establish regular touchpoints to review progress against technical and strategic objectives including roadmap discussions
• Work closely with Sales to provide insights to customers about the applicability of new features in FireBlocks and identify additional business cases
• Develop, nurture, and maintain trusted advisor relationships with stakeholders at all levels and drive value and adoption.
• Translate customer product usage data into actionable advice for customers
• Provide Executive Business Reviews in a regular cadence with Business & Technical Stakeholders in collaboration with the Account Team including Sales, Business Leads, and Product partner
• Provide customer’s contract utilization pacing in regular account check-ins
• Provide customer upsell and expansion recommendations for platform products, partnerships, services, and cloud network partners across the full lifecycle in regular account check-ins
• Assist and provide expert deployment and operational best practices in all customer communication channels including in-person, email, web calls, slack, and mobile options
• Work cross-departmentally to find solutions to complex scenarios and integration issues
• Strong knowledge of Customer Success best practices, with experience defining processes to promote adoption
• Understand customer health scoring and predictive risk management to prevent and resolve risk. Program manage Customer escalations.
• Continuously drive communication and customer advocacy to ensure an orchestrated customer experience
• Work transparently to surface customer problems and allow others to participate in solving them.

• Bachelor’s degree with 6+ years of experience in Account Manager or Customer Success role or related SaaS vendor or systems integrator or in house practitioner
• Experience in managing significant technology and operational change programs and have credibility as a trusted advisor to customer executives for such programs
• Experience of directly assigned to customers with an aggregate of at least $2 - 4M ARR in total and delivering upsell expansions of over $400 - 800k annually
• Advanced project management experience & skills
• Ability to translate business requirements into business value, and work with sales and marketing teams to promote value-driven solutions to customers
• Ability to manage executive relationships and discussions
• Excellent moderation and communication skills
• Extensive experience within a technical or account management area

1. Gross renewal rate and Net ARR growth ((upsell & expansion opportunities with high win rate)
2. Platform adoption and usage
3. Churn and contraction rate
4. Customer Satisfaction

For employees hired to work remotely from New York, or from our NYC HQ, Fireblocks is required by law to include a reasonable estimate of the compensation range for this role. This range is specific to New York City and takes into consideration a wide range of factors that are reviewed when making a hiring decision, such as years of experience, skills, and other business needs.

It is not typical for a candidate to be hired at or near the top of the pay range and each compensation decision is dependent on each individual case. A reasonable base salary range estimate for this position is $101,000 - $133,000. The base salary is one component of the total compensation package, which for some roles may include a target bonus, a very competitive equity grant, and very generous benefits.