Back to jobs

Manager of Strategic Customer Success

Indianapolis, Indiana, United States

Are you ready to make a difference?  At Greenlight Guru, our leading SaaS platform helps some of the world’s most innovative medical device companies bring higher quality, life-changing products to market faster. Our cloud-based technology serves 1000+ global customers with a platform that powers end-to-end product lifecycle excellence from idea to commercialization to postmarket surveillance.

Headquartered in Indianapolis, IN, we are a remote-first company on a mission to improve the quality of life.  Having raised over $120M from top-tier investors, we are rapidly scaling with a driven and relentless commitment to helping our customers succeed.  Since 2021, we have been part of JMI Equity, a growth equity firm focused on leading software companies.

The Manager of Strategic Accounts Team at Greenlight Guru provides leadership and oversight for an assigned group of Strategic Customer Success Managers, ensuring customer satisfaction, revenue growth, and long-term client partnerships. This role involves developing and nurturing executive-level relationships within strategic accounts to solidify Greenlight Guru’s position as a trusted advisor and drive both retention and expansion initiatives.

The Manager of Strategic Accounts is responsible for understanding clients’ business needs, driving growth strategies, and managing their team toward achieving defined revenue targets, including renewals and upsells. This leader will guide Customer Success Managers to create effective success plans, develop strategies for retention and growth, and deliver strategic value to customers.

Additionally, this role will focus on fostering the professional growth of the team through coaching, training, and certifications, ensuring the team is equipped to act as strategic advisors. The Manager will act as the primary escalation point for customers and work cross-functionally to align internal resources with client needs.

Key Responsibilities:

  • Leadership and Strategy:
    • Provides strategic leadership for the Strategic Customer Success team, including defining and executing the team's vision, strategy, and goals.
    • Serves as the senior point of contact for escalated customer needs, ensuring resolutions align with Greenlight Guru’s customer-centric values.
  • Revenue Growth and Retention:
    • Drives customer retention and growth through upsells, cross-sells, and renewals.
    • Supports the development of account strategies that align with customer needs and business objectives.
  • Customer Engagement:
    • Facilitates executive-level customer discussions to identify opportunities for value creation and ensures alignment with Greenlight Guru’s platform.
    • Acts as a trusted advisor to key accounts, helping clients achieve their desired outcomes with Greenlight Guru’s products and services.
  • Team Development:
    • Recruits, trains, and mentors a high-performing team of Customer Success Managers.
    • Fosters a culture of accountability and collaboration, with a focus on developing strategic advisory skills within the team.
  • Operational Excellence:
    • Develops and implements new processes and strategies to ensure an excellent value-based customer experience
    • Oversees the regular cadence of account reviews, account plans, and forecasting.
    • Works cross-functionally to align product, support, and implementation teams with account strategies.
    • Monitors and reports on key metrics related to account performance and team effectiveness.

Qualifications:

  • Experience:
    • 5+ years of experience in account management, client success, or related fields, with a proven ability to manage and grow strategic customer relationships.
    • Demonstrated experience in leading teams and achieving revenue targets.
  • Leadership Skills:
    • Proven ability to recruit, develop, and lead high-performing teams.
    • Exceptional interpersonal and communication skills, with the ability to influence and collaborate across teams and levels.
  • Customer Success Expertise:
    • Strong understanding of account management best practices, including relationship management, negotiation, and strategic advisory skills.
    • Ability to manage complex customer organizations and navigate cross-functional engagements.
  • Results-Oriented:
    • A track record of exceeding revenue and retention targets through effective leadership and customer-centric strategies.
  • Education:
    • Bachelor’s degree in business, management, or a related field.
  • Travel Requirements:
    • Willingness to travel up to 25% as needed for customer engagement and team support.

This role will be located within a commutable distance of Indianapolis, Atlanta, Chicago, New York OR Boston areas. On Target Earnings are up to $175,000. Compensation is determined by factors such as, but not limited to, experience, education, skills, and geographic location. You will also be eligible to earn commissions subject to commission plans and policies that may be in effect occasionally.

Greenlight Guru is an Equal Opportunity Employer. Individuals seeking employment at Greenlight Guru are considered regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. If you need assistance or accommodations to submit your application for this position, please email careers@greenlight.guru.



Create a Job Alert

Interested in building your career at Greenlight Guru? Get future opportunities sent straight to your email.

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Education

Select...
Select...
Select...
Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Greenlight Guru’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.