About This Role
Directing and shaping the post-onboarding merchant experience is the core of this role, leading the Customer Success team and reporting to the VP of Revenue. This role suits a leader who can define strategy, build scalable processes, and develop a high-performing Customer Success organization to drive long-term merchant value and business growth.
Responsibilities
- Define and execute Route's Customer Success strategy, ensuring merchants realize long-term value from their partnership with Route
- Lead, coach, and develop a high-performing team of Customer Success Managers, fostering a culture of accountability, growth, and customer obsession
- Own key business metrics, including net revenue retention, renewals, expansion opportunities, and overall portfolio health
- Build and scale customer success programs, playbooks, and engagement models that support merchants across a range of segments and needs
- Partner with Revenue Operations to establish the processes, tools, and reporting needed to drive efficient execution and informed decision-making
- Serve as the voice of the customer, translating merchant feedback into actionable insights for Product, Marketing, and Operations
- Collaborate closely with Sales, Onboarding, Product, and Revenue leaders to create a seamless customer experience and identify growth opportunities
- Represent Customer Success in strategic planning and leadership discussions, helping shape Route's broader revenue and retention strategy
Requirements
- 7+ years of experience in Customer Success, Account Management, or a related post-sale function, including 3+ years leading and developing high-performing teams
- Experience building, scaling, or transforming Customer Success programs in a high-growth SaaS, fintech, e-commerce, or technology environment
- Demonstrated success driving customer retention, expansion, and long-term customer value across a complex portfolio
- Experience leading teams responsible for renewals, growth opportunities, or broader commercial outcomes
- Strong understanding of customer success metrics, including retention, net revenue retention, expansion, and customer health
- Proven ability to design and improve scalable processes, playbooks, and operational frameworks that drive consistency and results
- A track record of developing talent, coaching future leaders, and building high-performing teams
- Strong executive presence with the ability to influence stakeholders and build trusted relationships across all levels of an organization
- Highly collaborative, with experience partnering across Sales, Product, Operations, and other cross-functional teams to achieve shared goals
- Data-driven and analytical, with the ability to translate insights into action and make informed decisions that improve customer and business outcomes