Director of Customer Success

Job description

At LumiQ, we’re on a mission to make professional education enjoyable. As a modern, audio-first learning platform, we empower accounting and finance professionals to fulfill their continuing professional development requirements through engaging podcasts. Over the past five years, we’ve cultivated a devoted customer base of over 1,000 corporate and accounting firms across North America. LumiQ is proud to be a 2025 Deloitte Fast 50 and Fast 500 winner. We’re creating awesome proprietary content, nailing our go-to-market strategy, and being the first to shake up the industry. In 2024 we secured a strategic investment from Vertu Capital to fuel our expansion globally and continue executing on our exponential growth plans. LumiQ is also a certified Great Place to Work! We’re all about transparency, ownership, innovation, and empathy. If you’re ready to make a real impact and help us transform professional education, we’d love to hear from you! **About the Role:** LumiQ is seeking a growth-oriented, and highly talented Director of Customer Success to scale and lead our Customer Success function. As we enter our next major phase of expansion, you will hold ultimate accountability for retaining and expanding product adoption amongst our B2B customers. This Director role requires a rare blend of inspirational people leadership, commercial acumen, and deep operational discipline. You will be able to; 1) inspire and manage the Customer Success team; 2) be able to help with key accounts when needed; 3) make informed decisions through data driven insights and; 4) envision automated processes that allow the entire department to scale productively. ### What You’ll Be Responsible For: **1. Executive Leadership & CS Strategy** - **End-to-End Function Ownership:** Take full strategic and operational ownership of the Customer Success department, aligning CS objectives directly with company-wide growth and financial goals. - **Commercial Accountability:** Own various KPIs, including gross and net revenue & customer retention metrics (GRR/NRR) proactively identifying expansion opportunities and protecting the core customer base. - **Customer Success Plan:** Define and execute a multi-phase organizational roadmap focused on developing the team and systems to support them. **2. People Leadership & Team Development** - **Team Management & Mentorship:** Lead, coach, and inspire a high-performing team of CSMs, fostering a culture of accountability, data-driven execution, and teamwork. - **Capacity & Compensation Modeling:** Manage department budgeting, headcount forecasting, and incentive structures to ensure the team is staffed and incentivized to hit growth targets. - **Enablement:** Establish continuous training, career paths, and documentation to ensure consistent execution of LumiQ’s success methodology as the team expands. **3. Establish & Manage the Operating Rhythm** - **Success Cadence Execution:** Design, implement, and lead the Customer Success Operating Rhythm, ensuring clear, consistent frameworks for reviewing "at-risk" accounts, CSM activities, and performance tracking. - **Data-Driven Intervention:** Maintain a rigorous pulse on customer health, product usage, and engagement metrics to ensure the team’s daily efforts are directed at the highest-leverage priorities. - **Executive Reporting:** Facilitate high-level monthly, and quarterly business reviews, translating raw team activity and customer data into strategic, actionable updates for the executive suite. **4. Process Optimization & Operating Leverage** - **Efficiency & Capacity Building:** Systematically identify and eliminate administrative friction in the customer journey to increase CSM capacity and improve account-to-CSM ratios without sacrificing service quality. - **Standardized Playbook Engineering:** Convert manual, ad-hoc workflows into an organized library of automated "Success Plays" and standardized templates to guarantee high-velocity, consistent execution across all tiers. - **Proactive Risk Architectures:** Build and maintain an automated "Early Warning System" that monitors usage, seat utilization and relationship sentiment in real-time, instantly arming CSMs with retention playbooks before risks turn into churn. - **Automated Customer Insights:** Implement tools to automate data aggregation for Executive Business Reviews (EBRs) and monthly performance reports, shifting the CSM's role from "data gatherer" to "strategic business advisor." ### Who You Are: - 8+ years of progressive leadership experience in Customer Success, Account Management, or Revenue/CS Operations, with at least 3-5 years managing entire teams within a high-growth B2B SaaS environment. - Proven track record of hiring, coaching, and scaling high-performing client-facing teams while fostering an execution-oriented culture. - Exceptional analytical mindset; strong ability to manipulate complex data sets (usage, NRR, churn trends) and translate them into macro-level strategic recommendations and board-ready executive reporting. - Deep experience as a process architect; proven ability to build and scale repeatable operational frameworks, playbooks, and automated "Operating Rhythms." - Expert-level fluency with the modern revenue tech stack, specifically CRM systems (Salesforce) and enterprise CS Platforms (Gainsight/ChurnZero/Vitally).