Principal Customer Success Manager - Enterprise (West/Central)
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AI Summary
For over 20 years, Smartsheet has helped people and teams achieve–well, anything. From seamless work management to smart, scalable solutions, we’ve always worked with flow. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we’re creating space– space to think big, take action, and unlock the kind of work that truly matters. Because when challenge meets purpose, and passion turns into progress, that’s magic at work, and it’s what we show up for everyday.
Smartsheet is seeking a Principal Customer Success Manager who will focus on building high-value, strategic relationships with large, global customers. The role requires extensive experience in SaaS Customer Success, strong business acumen and exceptional communication skills.
The Principal Customer Success Manager is expected to provide thought leadership and mentorship, as well as lead and/or contribute to special programs and projects (minimum of 10% per working week). For the right candidate, this is a career-defining opportunity to join the market leader in Collaborative Work Management (CWM) and help influence the future of Customer Success as a vocation.
This role reports to a Sr. Manager of Sr. Customer Success and has flexibility to work remotely from the West or Central region.
You Will:
- Manage a diverse book of business at scale, with a focus and engagement, enablement and adoption.
- Understand your customer’s business model, go to market strategy and organizational structure.
- Create and execute internal territory engagement plans and/or external joint customer enablement plans that focus on tailored, customer-specific strategy, proactive risk mitigation, value realization and expansion.
- Use data to gain insights, provide guidance, increase customer adoption and identify opportunities for expansion.
- Lead or influence renewals, partnering with internal teams to form a cohesive approach to mitigate churn and support expansion.
- Positively impact revenue via early risk identification and mitigation strategies while also coaching customers to develop or enhance solutions that translate into expansion opportunities.
- Support and/or lead high-impact Quarterly Business Reviews (QBRs) and/or Executive Business Reviews (EBRs) to showcase value, review progress against goals, and align on future strategy.
- Serve as a Core Platform and Premium Application Subject Matter Expert (SME), mastering best practice and enablement strategies to drive customer product adoption.
- Serve as a thought leader, advising customers on industry best practices and how to solve complex business problems with the platform.
- Effectively partner with cross-functional teams (e.g. Sales, Training, Product, Professional Services, etc.) by developing strong relationships and coordinating efforts to present a unified, cohesive and elite customer experience.
- Provide customer insight to internal teams like Product Management, Marketing, and Sales to inform innovation and improvement.
- Meet or exceed all performance targets.
- Perform other duties as assigned.
You Have:
- 10+ years of Customer Success or Account Management experience, preferably with SaaS model.
- A Bachelor's degree in a relevant field or equivalent experience is preferred.
- The ability to operate with nearly full autonomy and very limited oversight.
- A proven track record of leading cross-departmental initiatives and delivering outcomes.
- A history of building successful relationships with VP and C-Level contacts.
- Experience maintaining outcome-based relationships with a diverse customer account base.
- Deep Customer Success and Smartsheet subject matter expertise.
- A proven track record of mentoring peers.
- Up-to-date Smartsheet Certifications (Core Product, System Administrator, Project Management, Control Center Lead, Control Center Blueprint Builder) or the ability to obtain within 6 months.
- Willingness to travel periodically based on customer and business need.
Current US Perks & Benefits:
- Employer subsidized medical/vision and dental coverage for full-time employees
- 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
- Monthly stipend to support your work and productivity
- Flexible Time Away Program, plus Sick Time Off
- US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
- US employees receive 12 paid holidays per year
- Up to 24 weeks of Parental Leave
- Personal paid Volunteer Day to support our community
- Opportunities for professional growth and development including access to Udemy online courses
- Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account
- Teleworking options from any registered location in the U.S. (role specific)
Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity.
Get to Know Us:
At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together.
Equal Opportunity Employer:
Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, and India. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.
If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.
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