Enterprise Customer Success Manager

Role Overview

Account Ownership

• Own a named portfolio of Premier and Strategic accounts. Know them well enough that no renewal, no escalation, and no expansion conversation comes as a surprise.
• Build and maintain executive-level relationships. The relationship should not depend on the product working perfectly; it should be strong enough to hold when it does not.
• Produce and execute success plans tied to customer outcomes, not just product usage metrics. Plans should reflect what the customer is trying to achieve and how Sedna is contributing to it.
• Run QBRs with commercial framing. A QBR should advance the relationship and the commercial position, not just report on the quarter.
• Maintain deep product knowledge across Sedna Email, Prefix, and VMS. You are not delivering training, but your commercial conversations need to be grounded in a genuine understanding of how customers are using the product and where they are not.
• Retention and Renewal
• Monitor account health continuously and act on risk signals before they become churn conversations. If a customer is at risk, the Head of Customer Success should hear about it from you, not from the customer.
• Co-own the renewal conversation with the AE. Own the preparation, the relationship context, and the customers readiness to renew; Sales owns the close.
• Escalate renewal risk early, with a clear view of what is driving it and what the options are.
• Growth and Expansion
• Identify and progress expansion opportunities in collaboration with the AE. This means having enough commercial awareness to spot the signal and enough credibility with the customer to explore it.
• Bring the Head of Customer Success into complex or large deals at the right moment, not after the conversation has already been shaped.

Cross-functional Coordination

• Coordinate training delivery through Education. You are not responsible for delivering training; Education owns that. Your job is to ensure the right training reaches the right accounts at the right time.
• Work with the Programme Manager to ensure smooth onboarding for new accounts entering the portfolio.
• Provide context to Education Specialists before training sessions on Premier and Strategic accounts, so delivery is appropriately calibrated.
• Partner with Support and Product to close feedback loops and ensure customer insights are informing the right internal conversations.

About You

• Significant experience managing complex, high-value B2B accounts at a senior level, with a track record of holding executive relationships and co-owning commercial outcomes alongside Sales.
• Strong executive presence and the ability to hold a relationship through difficult conversations, not just good ones.
• A background in shipping, maritime operations, or global trade is strongly preferred. Sedna serves some of the worlds largest maritime businesses, and candidates who understand how those organisations operate will be better placed to build credible, lasting relationships with them.
• Commercially fluent: able to read a renewal situation, understand what is driving it, and act with appropriate urgency without waiting to be asked.
• Clear, structured communicator in writing and in person, comfortable presenting to senior stakeholders and leading commercial conversations.
• Familiarity with Salesforce or equivalent CRM.

Experience

What Success Looks Like

• A portfolio where no renewal, escalation, or expansion conversation comes as a surprise, because you have been managing the signals well in advance.
• Executive relationships on Premier accounts that are strong enough that customers would describe you as genuinely useful, not just present.
• Net Revenue Retention at or above target, with a clear understanding of what drove the result in both directions.
• Expansion pipeline contribution in partnership with Sales, with opportunities identified and progressed rather than waited for.
• Customer insights flowing consistently into QBRs, product feedback, and internal planning.

Directional KPIs

• Net Revenue Retention on portfolio
• Logo retention rate on portfolio
• Expansion ARR generated
• Renewal on-time rate
• QBR completion rate against plan
• Time to escalation on at-risk accounts (faster is better)
• Executive relationship health, qualitative, assessed quarterly by Head of Customer Success
• Training coordination rate: proportion of accounts receiving at least one Education touchpoint per quarter
• Our values:
• Finally, culture is important to us, so we also look for candidates who share our values:
• Stay ahead, stay agile
• We don’t just adapt-we anticipate change and act with confidence.
• Curiosity, data, and customer insights help us stay ahead of the curve.
• We embrace challenges as opportunities and remain resilient under pressure.
• By staying open to new ideas and ways of working, we lead the future.
• Execute with focus
• We turn strategy into action, delivering measurable results that matter.
• Every initiative counts-discipline and ownership drive business impact.
• We make smart decisions with speed, balancing pace and precision.
• Clear priorities keep us focused on what moves the needle.
• Work together, win together
• Collaboration is our superpower-we succeed as one team, internally and with customers.
• We co-create solutions, seek feedback, and build the future of the OS together.
• Strong relationships are built on trust, respect, and shared goals.
• By aligning across teams and with customers, we unlock greater impact.

Why Join Sedna?

• Be part of a dynamic team driving innovation in the maritime industry
• Join a culture of innovation and openness where your ideas can make a real impact
• Work with technology thats transforming the maritime industry
• Contribute to solutions that drive both profitability and sustainability in shipping
• Sedna is committed to maintaining a progressive, innovative workplace where every team member can thrive.
• We value diversity, sustainability, and continuous learning as we work together to shape the future of maritime technology.

Job Details

About The Company

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