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Orca Security, a $1.8B cloud security unicorn backed by Capital G, ICONIQ, and GGV, is hiring a Customer Success Manager to join their India-based remote team. You will manage the entire customer journey for an assigned portfolio of enterprise customers, partnering with Customer Success Engineers and Account Executives to drive adoption, value realization, and expansion.
Key responsibilities include:
- Owning the complete customer relationship lifecycle, from onboarding through renewal and expansion
- Developing and executing Customer Success Plans that align with customer business objectives and security goals
- Partnering with technical teams to ensure product adoption ties directly to customer KPIs
- Leading Executive Business Reviews (EBRs) and Quarterly Business Reviews (QBRs) with C-suite stakeholders
- Identifying risks, managing escalations, and serving as the internal voice of the customer
- Driving renewal opportunities and collaborating with Account Executives on expansion deals
- Building strong relationships across all organizational levels, from practitioners to executives
- Contributing to the development of Customer Success playbooks and best practices
- Proficiency with CS and sales tools including Salesforce, Clari, ChurnZero, Google Workspace, and Slack
Orca is a high-growth, well-capitalized cloud security leader that invented agentless technology and continues to innovate in the space. The company values transparency, accessibility, and a collaborative culture where every employee shapes the industry's future.
Requirements:
- Bachelor's degree or equivalent work experience
- 5+ years in customer success, account management, engagement management, or pre-sales roles focused on driving customer outcomes and adoption
- 5+ years working with Cloud Security, Cybersecurity, or SaaS products
- Knowledge of modern cloud infrastructure providers (AWS, Microsoft Azure, Google Cloud)
- Experience in the cloud security industry
- Familiarity with cloud technology, environments, and associated security challenges
- Strong written and verbal communication skills with excellent problem-solving ability
- Ability to operate and communicate effectively across various organizational levels
- Ability to manage competing priorities in a fast-paced, dynamic environment
- Passion for creating and maintaining relationships within a community-focused culture
- AI proficiency
- Ability to travel 30%
