Director of Customer Success

About the Job

• Lead the Retailer Success organization for the enterprise software portfolio — owning commercial CS outcomes end to end, including NRR, GRR, expansion GTV, adoption velocity, CSAT, and renewal performance.
• Build and develop a senior consultative CS bench by hiring, sponsoring, and ramping L7 Principal Growth Strategists who engage retailer executives on ecommerce strategy, merchandising, and operations.
• Manage senior managers leading AGM (Account Growth Manager) pods, setting standards for QBR quality, growth planning, executive engagement, and renewal execution.
• Operate in a BD-led commercial environment as a true commercial peer to BD — preserving BD's ownership of the primary commercial relationship while owning post-sale accountability.
• Partner with the Director of Enterprise Architecture & Engineering on shared-account coordination — ensuring the cross-org account team functions as one team to the retailer.
• Define and enforce the L7 boundary: L7s as routers and strategists, not resolvers — ensuring AGMs and PSMs absorb operational and technical execution.
• Own the consultative transformation roadmap — talent strategy, comp structure, operating cadence, and tooling shifts required to evolve CS from a feature-enablement function into a strategic business advisory function.
• Partner with the Director of Retailer Delivery on the implementation-to-success motion as a managed lifecycle.
• Operationalize the tier model in CS — applying high-touch coverage for Tier A/B and scaled/digital-first models for Tier C/D.
• Build a structured retailer-signal feedback loop into Product — using CS engagements to surface durable patterns and instrument adoption of roadmap items.
• Apply AI augmentation to scale CS coverage and quality — including health monitoring, account-prep automation, QBR/insight generation, and signal triage.
• Represent the post-sale narrative for the portfolio to senior leadership — integrating retention, growth, churn risk, executive-account temperature, and pipeline outlook.

About You

Minimum Qualifications

• 8+ years of enterprise customer success, account management, or post-sale leadership at a B2B SaaS or enterprise technology company.
• Direct, accountable leadership of a customer success organization responsible for post-live growth, NRR, and expansion.
• Track record of managing managers (M2/Senior Manager layer), with demonstrated ability to set standards and develop senior leaders without micromanagement.
• Ownership of a CS book or post-sale P&L of meaningful scale (e.g., $50M+ ARR) with documented outcomes on NRR, GRR, or expansion.
• Proven success operating in a BD- or Sales-led commercial environment.
• Demonstrated executive presence with enterprise customer counterparts (VP / SVP / C-level).
• Experience designing and operating tiered CS coverage models.
• Hands-on experience hiring senior consultative talent.
• Strong working knowledge of the implementation-to-success seam.

Preferred Qualifications

• Experience transforming a CS function from reactive enablement into proactive business advisory.
• Track record of building or scaling Principal-level / strategist roles inside a CS org.
• Experience operating with a separate technical CS / PSM / TAM function on shared enterprise accounts.
• Background applying AI to CS workflows.