Sr. Customer Success Manager - Fraud/AML Strategy
DataVisor · Cybersecurity
Remote (US) — U.S. or Canada, preferably Pacific Time Zone
CSMGrowth stage
Still open · posted 3 months ago
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Customer success
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At a glance
What you'd actually do: Own a book of enterprise security and identity customers after go-live, driving adoption, running business reviews, tracking renewal risk and spotting expansion for the AE.
Pay
Not listed
ATS shows $150k-$240k with equity and commission but doesn't label base or OTE
Where you work
Hybrid: San Francisco
Selling to
security and IT teams
How you'd sell
Mostly outbound (cold calls, emails)
Experience asked
7+ years
Your game plan for this job
0 of 5 doneMost people just hit Apply. Do these first and you show up with someone on the inside.
- 1Pick 2–3 people at Opal SecurityWe found 3 current reps: 1 AEs. SDRs reply the most; they were in your shoes recently. See them ↓
- 2Send a short, curious noteAsk about their experience, not for a referral. We write it for you, with the role and what Opal Security sells.
- 3Have a 15-minute chatGood questions for this role:
- What does a normal day look like for you?
- How did you land the job? What stood out in your interviews?
- The role is mostly outbound. How much is calling vs. email vs. LinkedIn?
- How is the team doing on quota? What separates the people who hit it?
- 4Apply, ideally with a referralIf the chat went well, ask if they'd refer you or point you to the hiring manager. Then apply and let them know so they can flag it.
- 5Prep for the role playSDR interviews almost always end in a mock cold call. Practice with the Opal Security cheat sheet and the role-play guide.
Talk to someone at Opal Security before you apply
A friendly message to a current rep is the best way to stand out. Ask about their experience, not for a referral.
Full job description
About Opal Security:
At Opal, we’re building modern identity governance for the AI era—intelligent access management that empowers enterprises to move fast while staying secure. Our mission is to bring clarity, control, and confidence to complex enterprise environments, helping teams govern access without slowing down innovation.
The Role:
Opal is at an inflection point, and we need someone to help us nail what comes after the customer says "yes."
We're hiring our first Strategic Customer Success Manager who can take our post-sales motion from good to exceptional. You'll make sure enterprise customers adopt Opal deeply, see real value, and grow with us, and you'll spot risk early enough to do something about it. These are not transactional relationships. They are trusted partnerships with security and identity leaders who are betting their access controls on us.
What You’ll Do:
You will own the enterprise relationship after go-live, across four jobs: adoption, relationships, risk and expansion.
Drive adoption and customer value.
Build a success plan with each strategic account, tied to the outcomes that customer cares about (for example faster access requests, access reviews that actually finish, audit readiness, what can AI agents see and access). Take them from go-live to broad, sustained use. Run business reviews that show results in the customer's terms, not ours.
Own the relationship, from practitioner to executive.
Build trust with the identity, IT and security engineers who use Opal daily and with the CISO or VP who sponsors it. Be the person they call first, and the person who tells them what they need to hear.
Find risk before it finds us.
Define and track the signals that matter: usage and deployment coverage, sponsor changes, support patterns, sentiment. Run risk reviews, lead save plans, and call renewal risk early enough to act on it.
Identify expansion.
Spot new teams, applications, resources and use cases that fit a customer's goals, qualify them with the customer, and hand them to the account executive with the context to close.
Build the foundation.
Contribute to writing the playbooks, templates, cadences and metric definitions the next CSMs will inherit.
Be the bridge to product and engineering.
Bring structured customer feedback to the people building Opal, join the technical deep dives, and push for what customers need. Know when to debug a problem yourself and when to bring in engineering.
Stay technical.
Solution live with customers, including infrastructure-as-code workflows such as Terraform, and know the product well enough that customers trust your answers.
You Might Be a Fit If You:
Have owned enterprise relationships. 7+ years in customer success, technical account management or strategic account management, including large enterprise customers and executive sponsors. You've seen what works and what doesn't, and you can turn it into frameworks others can follow. And you feel for your customers.