Sr. Manager, Strategic Expansion and Customer Success

Job description

PREFECT https://www.prefect.io/ BUILDS AND OPERATES RESILIENT, PYTHONIC ORCHESTRATION AND MCP PLATFORMS -- PREFECT OSS https://github.com/PrefectHQ/prefect, PREFECT CLOUD https://www.prefect.io/prefect/cloud, FASTMCP OSS, https://gofastmcp.com/getting-started/welcome AND HORIZON https://www.prefect.io/horizon-- USED FOR MISSION-CRITICAL WORKLOADS. Our Vision: Prefect will define automation for the context era. Our Mission: Curate an intelligent context layer that delivers the right information at the right time. Our remote first company is singularly focused on this vision and mission, and every team member directly contributes to their advancement. We've carefully created a supportive, high-performance culture - the operating system of our company - that empowers our team to do the best work of their careers and achieve their personal and professional aspirations. Our company operates both open-source and commercial offerings, partnering with Fortune 500 companies, data innovators, and fast-growing digitally native startups. We are looking for folks who want to join a remote-first team #LI-Remote to continue building an equally amazing company, product, and developer community. ROLE SUMMARY: We are looking for a Senior Manager, Strategic Expansion and Customer Success to drive expansion within Prefect's most strategic customers and lead our Customer Success team. You'll close complex, multi-threaded expansion opportunities in our top accounts while building and refining the plays that make this motion repeatable and scalable. This role exists at a critical moment for the business: as we transition from seat-based to consumption-based pricing, strategic account management becomes a core growth lever — requiring deeper engagement, stronger commercial ownership, and proactive identification of expansion opportunities within existing customers. You'll be in the driver's seat for that transition. A key part of the role is elevating our CSM team. Currently renewal- and retention-coded, you'll coach them to operate with stronger commercial rigor and help them identify, position, and close expansion opportunities of their own. You'll be a player-coach: in the room on the highest-stakes expansion conversations, while building the system that makes the team great. You'll report to Kelsea, VP, Strategy & Operations WHAT YOU'LL DO: - Drive expansion in our top strategic accounts. Own the expansion strategy and commercial outcome for a focused book of high-value accounts. Multi-thread, build executive relationships, run joint account planning, and close complex expansion deals. - Lead and develop the CSM team. Manage the existing CSM team as direct reports. Set expectations, coach commercial behavior, run a consistent operating rhythm, and help individual team members grow into the next phase of their careers. - Build the strategic expansion playbook. Define and codify the motion: account planning templates, expansion qualification frameworks, joint account reviews, multi-threading patterns, executive engagement plays. Turn what works into something the team can run. - Partner across the business. Work tightly with Shane and the AE team on land-and-expand handoffs, with Adam and Product on customer-driven roadmap signals, and with PSL on the consumption pricing rollout. - Help adapt customer engagement strategies for a consumption-based business. Partner with leadership as Prefect evolves its pricing model, helping the team navigate new customer conversations, identify growth signals, and support adoption-focused expansion strategies. - Own the expansion forecast. Maintain accurate forecasting on expansion ARR. Run a clean operating cadence (weekly account reviews, quarterly planning) and deliver against quarterly expansion targets. - Feed insights upstream. Translate field signals from the customer base into actionable input for Product, Marketing, and exec leadership. YOUR QUALIFICATIONS: - 7+ years in strategic account management, expansion sales, or similar roles at developer tool, data infrastructure, or enterprise SaaS companies, with a track record of consistent quota attainment. - Proven success closing complex, multi-threaded expansion deals ($100K+ ACV) within existing enterprise accounts — including org mapping, executive engagement, and procurement navigation. - 2+ years people leadership experience with evidence of developing others. Formal direct-report management or high-context pod/team leadership where you've coached, set expectations, and built a developmental track record. - Comfort with consumption-based or usage-based pricing models — direct experience preferred; demonstrated ability to learn the motion required. - Track record of building structure where it didn't exist — playbooks, account planning templates, operating rhythms, qualification frameworks, internal enablement. - High EQ and strong collaboration skills: navigates technical and executive audiences, builds trust quickly, writes clearly. - Startup-ready: thrives in a "low-O₂" environment with light process, high ambiguity, and a builder's mindset. Excited by the idea of joining a post–Series B company that's still defining many of its plays. WHAT YOU'LL GET IN RETURN: BASE SALARY RANGES: - San Francisco Bay Area & NYC Metro: OTE $282,000-$396,000 - Washington D.C., Boston, LA Metro, Seattle: OTE $264,000-$362,000 - Denver, Chicago, Atlanta, & all other U.S. metros: OTE $256,000-$344,000 Actual base salary within each range depends on the candidate's location, experience, and qualifications. OTE (on-target earnings) includes base salary + target commissions/bonuses. Please keep in mind that equity and benefits are not included in the range provided above. Your recruiter can share more about the salary range for your preferred location during the hiring process. PERKS AND BENEFITS: We take care of our team — our benefits are top-notch so that employees can work comfortably from wherever in the world they call home. Check out some of our most exciting benefits offered below. - Remote-first team with flexible-first culture - Equity Stock Options - 401(k) with 5% company match (vests immediately!) - Unlimited PTO - Medical, Dental and Vision insurance - Generous Parental Leave - Life Insurance and Disability benefits - $800 remote work stipend for whatever you need to work (food, wellness, equipment etc.) And that is just the start, there's more! For more info check out our top-of-the-line benefits and perks on our careers page. BELONGINGNESS AT PREFECT: Belongingness at Prefect is our commitment to ensuring mutual power, access, and opportunity among all groups and individuals who make up our community. We operationalize belongingness through actions large and small on a daily basis, but always with the goal that all groups and individuals can contribute as their most authentic self to the evolution of our product, our team, and our community. Belongingness is also our commitment to bridge with individuals or groups not yet established in our community, acknowledge differences in a way that affirms distinct identities, and allows for a new, more expansive group identity to form. EQUAL OPPORTUNITY AT PREFECT: Prefect is an equal opportunity employer and encourages applications from people of all backgrounds. All applicants will be considered for employment without attention to race, religion, color, sex (including pregnancy, sexual orientation and gender identity/expression), national origin, disability or any other status protected under applicable federal, state, or local laws. Brad is a real live person (👋🏻) and is looking forward to learning more about you through your application.