Senior Customer Success Manager

Who we are:

For over 25 years, Global Relay has set the standard in enterprise information archiving with industry-leading cloud archiving, surveillance, eDiscovery, and analytics solutions. We securely capture and preserve the communications data of the world’s most highly regulated firms, giving them greater visibility and control over their information and ensuring compliance with stringent regulations.

Though we offer competitive compensation and benefits and all the other perks one would expect from an established company, we are not your typical technology company. Global Relay is a career-building company. A place for big ideas. New challenges. Groundbreaking innovation. It’s a place where you can genuinely make an impact – and be recognized for it.

We believe great businesses thrive on diversity, inclusion, and the contributions of all employees. To that end, we recruit candidates from different backgrounds and foster a work environment that encourages employees to collaborate and learn from each other, completely free of barriers.

Your role:

Global Relay is seeking a Senior Customer Success Manager to join our growing team in Chicago, Illinois. In this role you will own a portfolio of large, complex, and high-growth accounts across the financial services and regulated tech sectors — industries where Global Relay is deeply embedded. You will serve as a trusted strategic advisor, driving retention and expansion by aligning our platform capabilities to your customers' evolving compliance, communications, and data-management priorities.

This is a high-visibility, quota-carrying role with direct impact on net revenue retention. You will engage C-suite and senior stakeholders in Executive Business Reviews, orchestrate cross-functional delivery teams, and lead sophisticated renewal negotiations — all within one of the most demanding regulatory environments in enterprise SaaS.

Your responsibilities:

Account Strategy and Management

Build and own long-term account plans aligned to C-suite and senior leadership priorities across a defined book of large-cap and high-growth accounts

Develop trusted-advisor relationships with IT Directors, Compliance Managers, and business unit leaders — influencing strategic decisions and securing multi-year partnerships

Lead quarterly and annual Executive Business Reviews, using platform usage data, adoption metrics, and industry benchmarks to demonstrate and value

Orchestrate cross-functional customer engagements spanning Sales, Enterprise Services, Product, and Support to resolve complex issues and improve time-to-value

Revenue Retention & Growth

Own the full renewal lifecycle — from early risk identification through RFP management and procurement-level negotiation — with accountability for gross and net revenue retention targets

Proactively identify and qualify cross-sell and upsell opportunities in partnership with Sales, aligning expansion to documented customer goals and strategic roadmap

Partner with Global Relay's Client Services teams to drive platform adoption, increase product utilization depth, and surface expansion signals from usage data

Maintain accurate pipeline, health scores, and renewal forecasts in Salesforce; contribute to team NRR and expansion reporting

Team Enablement & Thought Leadership

Coach and mentor CSMs and CSRs on renewal negotiation, objection handling, EBR facilitation, and account planning best practices

Contribute to playbook development, sharing repeatable frameworks for account segmentation, risk management, and executive engagement

Represent the voice of the customer internally — advocating for product enhancements and influencing roadmap priorities based on portfolio-level patterns

About you:

6+ years of experience in a SaaS environment in Customer Success, enterprise account management, or strategic sales — with a consistent track record of meeting or exceeding NRR and expansion targets

Demonstrated experience managing complex, multi-stakeholder enterprise accounts ($500K+ ARR) in regulated industries such as financial services, legal, or healthcare tech is strongly preferred

Skilled negotiator with the ability to lead commercial conversations through procurement and legal review cycles without losing momentum or margin

Fluent communicator — able to tailor messaging from technical detail to executive narrative across written, verbal, and formal presentation formats

Experienced in leading cross-functional teams and influencing outcomes without formal authority

Proficiency in Salesforce or comparable CRM for pipeline management, health scoring, and forecasting; comfort with CS platforms (Gainsight, Totango, ChurnZero) is a plus

Familiarity with data archiving, compliance communications, or financial services regulatory frameworks (FINRA, SEC, MiFID II) is a meaningful differentiator — not a requirement

Bachelor's degree or equivalent experience required

Compensation:

Global Relay advertises the pay range for this role in compliance with applicable pay transparency laws. Individual pay rates are determined by evaluating factors such as expertise, skills, education, and professional background.

The range below reflects the expected annual base salary, which is only one element of our comprehensive total rewards package designed to reflect our company pay philosophy, culture and values. We aim to foster an inspiring work environment and support employees' work-life rhythms. We provide a comprehensive health benefits program, including extended health coverage and short-term / long-term disability insurance. Employees receive annual allotted vacation days, which increase based on tenure. Other benefits include paid sick days, maternity/parental leave enhanced program, commuter benefits, corporate bonuses, and a 401(k) retirement plan with company contribution matching.

Illinois - Base salary range

$100,000 - $120,000 USD

What you can expect:

At Global Relay, there’s no ceiling to what you can achieve. It’s the land of opportunity for the energetic, the intelligent, the driven. You’ll receive the mentoring, coaching, and support you need to reach your career goals. You’ll be part of a culture that breeds creativity and rewards perseverance and hard work. And you’ll be working alongside smart, talented individuals from diverse backgrounds, with complementary knowledge and skills.

Global Relay is an equal-opportunity employer committed to diversity, equity, and inclusion.

We seek to ensure reasonable adjustments, accommodations, and personal time are tailored to meet the unique needs of every individual.

To learn more about our business, culture, and community involvement, visit www.globalrelay.com.