Senior Customer Success Manager

About Virtru: While the rest of the security industry obsesses over locking data down to prevent it from being lost or stolen, we're doing something fundamentally different at Virtru. We're setting data free so that you can intentionally share it with others, but without sacrificing security, privacy, or control. We've created both a suite of powerful data protection applications and an open platform that's sparking an ecosystem of innovation. Through the Trusted Data Format (TDF) open standard, we're not just protecting data; we're creating a new paradigm where security enables sharing rather than preventing it. Think of us as the Android of data protection: a robust platform with an open core that developers and partners can build upon, coupled with our own best-in-class applications that showcase what's possible when you reimagine security from the ground up. Backed by Iconiq Capital, Bessemer Venture Partners, Foundry Capital, and Tiger Global, we're helping Fortune 500 companies and government agencies discover that true data security means having the freedom to share, collaborate, and innovate — without compromise. Compensation: $120,000-130,000 base + Variable Compensation Team Position Details You will serve as a strategic partner to our Enterprise and Upper Mid-Market customers. Reporting to the VP of Customer Success, you'll manage a portfolio of approximately 50 accounts, driving customer adoption, expansion, and retention by ensuring customers achieve measurable value from Virtru's complete data protection platform. You'll work cross-functionally with Sales, Product, Engineering, and Support teams to deliver exceptional customer experiences and contribute to our continued growth. As a Senior Customer Success Manager, your responsibilities will include: Customer Relationship Management: Manage a diverse portfolio of ~50 Enterprise and Upper Mid-Market accounts across all industries and regions Develop trusted advisor relationships with key stakeholders, from IT administrators and security teams to C-level executives Conduct regular business reviews (QBRs/EBRs) that demonstrate ROI, showcase adoption progress, and align Virtru's solutions with customer business objectives Serve as the voice of the customer internally, advocating for their needs across Product, Engineering, and Support teams Orchestrate resources across the organization to ensure seamless customer experiences Travel to customer sites when necessary to strengthen relationships and drive strategic initiatives Adoption Value Realization: Design and execute comprehensive success plans tailored to each customer's unique security and compliance goals Drive adoption across Virtru's full product suite, helping customers maximize value from their investment Provide strategic guidance on data protection best practices Monitor customer health metrics, usage patterns, and engagement signals to proactively identify risks and opportunities Deliver training and enablement to customer teams, ensuring they're confident and capable with Virtru solutions Identify and document customer success stories, case studies, and references for Marketing collaboration Renewal Growth: Own renewal responsibility for your book of business, maintaining high gross and net retention rates Proactively address risks and develop mitigation strategies to ensure successful renewals Identify expansion opportunities across Virtru's product portfolio and collaborate with Sales to drive upsell and cross-sell Accurately forecast and report on account status, renewal probability, risks, and expansion opportunities Navigate complex contract negotiations and multi-stakeholder renewal discussions with your cross functional partners Strategic Contributions: Contribute to a wide range of Customer Success projects - predominantly centered on the evolution of Customer Success playbooks, processes, and best practices Partner with Product Management to influence roadmap based ... (truncated, view full listing at source)