Director, Customer Success Enablement

The Role: 

The Director of Customer Success Enablement will work cross-functionally to develop and drive programs, define metrics and use business insights and data to ensure the Customer Success (CS) & Customer Management (CM) teams can execute effectively and achieve success.  Carrot provides an amazing customer experience centered around partnership and our Enablement directly supports our customer-facing teams to deliver.   This role will build and lead a team dedicated to empowering our customer teams to deliver a seamless experience and increasingly valuable partnership and deliver on our customer retention & expansion goals. The Director will work closely with CS & CM leaders, while partnering with Product, Marketing & our Commercial Enablement teams on our strategy to develop programs that scale our customer success efforts.  You will execute on the aligned strategy surrounding pricing, packaging, and positioning of new services - to support customer renewals and off-cycle expansion

• Lead and develop a high-performing team of go-to-market enablement professionals.
• Develop and execute a comprehensive customer enablement strategy, enhancing customer experience across all touchpoints.
• Partner with CS & CM Leadership, Operations, Product, Marketing, and Commercial Enablement teams to design and deliver enablement programs aligned with the overall business strategy and can access the necessary cross-functional support; supporting practices to scale global customer success across multiple products, geographies, and segments.
• Work with appropriate resources to prepare for product roll out strategies that include utilization projections, identification of ideal customers for new opportunities and prepare teams to manage targeted upsell opportunities.
• Develop the framework, tools and support that facilitate a team-based selling approach.
• Maintain high customer retention through the identification, development and implementation of customer success strategies, tools, training and programs.
• Use performance data to identify knowledge or skill gaps across the customer-supporting teams and implement enablement tools to address those gaps.
• Leverage KPIs, partnering with Operations team resources on reporting and data needs, to measure the effectiveness of enablement programs, understand customer churn activity and assess upsell efforts. Provide regular reporting and insights on the impact of enablement initiatives to stakeholders.
• Own segment-specific playbooks (Customer Success methodology and lifecycle management plays) and other required content for the customer lifecycle process.
• Partner with the Director, Optimization and other Operations team colleagues on opportunities to improve tools, resources and processes that will deliver on efficiency targets, positively impact the customer experience, and improve job satisfaction for the Customer Success teams.
• Stay current with industry trends and best practices to continuously improve programs.

The Team: 

You will join a newly developed Customer Success Enablement team at Carrot with the opportunity to work with various teams across the organization with the expressed goal of ensuring our CS teams are set up for success, ensuring we meet retention and growth goals, while continuously expanding the partnership we have with each of our customers.

Minimum Qualifications: 

• 5+ years of experience leading Sales or Customer Success Enablement teams
• 7 years of work experience in Customer Success, Customer Success Coaching, or Customer Success Training
• Strong knowledge of the customer success process, methodologies, and best practices
• GTM experience across customer segments (Enterprise and SMB) and functions (Sales, Marketing, Onboarding, Customer Success)
• Highly proficient at building trust with Customer Success Managers, leadership and cross-departmentally
• Strategic thinker with the ability to execute
• Data-driven mindset with proven experience utilizing metrics for decision-making and measurement of customer & sales program success

Preferred Qualifications:

• Exceptional coaching skills and commitment to professional development
• Excellent interpersonal, analytical, written communication, and presentation skills
• Experience building a Customer Success Enablement function at a high-growth B2B organization
• Ability to work cross-functionally across the organization, to team up and deliver value
• Demonstrated ability to communicate and collaborate with all levels of employees, including executive leadership, senior management, technical staff, and customers

Compensation: 

Carrot offers a holistic Total Rewards package designed to support our employees in all aspects of their life inside and outside of work, including health and wellness benefits, retirement savings plans, short- and long-term incentives, parental leave, family-forming assistance, and a competitive compensation package. The starting base salary for this position will range from $165,000-$180,000. Actual compensation may vary from posted base salary depending on your confirmed job-related skills and experience.