ArmorCode Inc.

Customer Success Manager

• Lead Retention & Growth Strategy: Drive the overall post-sales strategy, focused on maximizing NRR, securing timely renewals, and identifying significant upsell/cross-sell opportunities across the portfolio of accounts handled.
• Team Management: Directly manage and coach a team of Customer Success Managers (CSMs) and Customer Success Engineers (CSEs). Guide CSMs on effective renewal management, executive relationship building, and strategic Account Plan creation. Simultaneously, provide technical guidance to CSEs on platform configuration, workflow automation, and AppSec best practices.
• Manage Multi Level Relationship with Customers - Ensure multi level relationships are built with Customers, and level 1 grievances by senior stakeholders at Customers are addressed.
• Operational Excellence: Oversee all customer success activities, including deployment, adoption, defining success criteria, and executing a robust Quarterly Business Review (QBR) cadence.
• Risk Management & Health: Proactively monitor customer health scores, identify accounts at risk, and lead the development and execution of recovery plans to ensure sustained satisfaction and platform utilization.
• Customer Advocacy: Act as the voice of the customer, efficiently managing the feedback loop by prioritizing feature requests and escalating issues to Product and Engineering teams.
• Team Leadership & Development: Mentor team members, manage performance, and conduct weekly portfolio syncs focused on progress, alignment, and problem-solving to ensure a high-performing, self-sufficient unit.

Director, Customer Success

Security Engineer

• Act as a trusted advisor to customers and internal teams, providing valuable feedback to accelerate and prioritize delivery.
• Identify technical and business requirements, aligning solutions with customer needs to drive value and exceed expectations.
• Serve as the main point of contact throughout the customer journey, collaborating on a success plan with clear outcomes and ensuring effective communication across executives, business owners, and operational resources.
• Drive adoption of our product and solutions, leveraging data to provide 360-degree insights into the current status and progress.
• Network effectively within assigned customers to support and execute their strategy and solutions roadmap.
• Identify risks early on, build and execute "get well" plans, and outline critical success factors and metrics for success while addressing potential issues.
• Maintain up-to-date customer data in all platforms and regularly verify the hygiene of new and old data to ensure usability.
• Deliver an exceptional customer experience through proactive communication, utilizing internal resources effectively, and leveraging customer enablement resources to meet business goals.
• Liaise between product management, engineering, marketing, and the customer, focusing on communicating product and strategic roadmaps, generating insights to influence company and customer action.
• Drive training initiatives and maintain a training record, continuously updating knowledge.
• Participate in answering level one support questions and contribute to building and updating the knowledge base repository for internal and external use.
• Accelerate time to value (TTV) through short deployments, working closely with the Development team to find the best setup for customer integration needs.
• Oversee and support technical implementation tasks for new customers.

Senior Customer Success Engineer, Security Experience

Business Development Rep

• Analyse your assigned region to identify high-potential customers and uncover their security remediation challenges.
• Create and implement targeted, account-based outreach strategies using a multi-channel approach, including cold calls, emails, and social media.
• Proactively arrange high-quality meetings with key decision-makers and influencers within our Ideal Customer Profile (ICP) target accounts
• Collaborate with regional stakeholders to enhance brand awareness and drive business growth.
• Partner with the Marketing team to boost event attendance and diligently follow up on qualified leads.
• Accurately document, track, and manage all activities within our CRM system to ensure data integrity and effective follow-up.

Business Development Representative

Sales

• Develop and implement comprehensive sales campaigns, from initial prospecting to negotiating terms and conditions, that drive revenue growth and achieve sales targets within the assigned region.
• Build and maintain strong relationships with key prospects and customers, from C-level security executives to security practitioners, and leadership levels between, to understand their needs and position our platform as the solution of choice.
• Identify and pursue new business opportunities within the region, including enterprise accounts, mid-market companies, and strategic partnerships.
• Collaborate closely with sales leadership and other internal teams, including marketing, product management, and customer success, to ensure alignment and drive customer success.
• Utilize CRM tools and sales analytics to regularly track progress, forecast revenue, and provide regular reporting on sales performance and pipeline activity.
• Stay informed about industry trends, competitive landscape, and emerging technologies in cybersecurity, providing insights and recommendations to inform sales strategies.

Regional Sales Manager – Pacific North West

Product Manager

• Develop product positioning, messaging, and competitive differentiation for new features and capabilities
• Create technical content including solution briefs, technical whitepapers, and product demos
• Partner with Product Management to influence roadmap based on market intelligence and competitive analysis
• Build and maintain competitive intelligence frameworks and battle cards
• Conduct win/loss analysis to refine positioning and identify product gaps
• Collaborate with Product Marketing on go-to-market strategy, analyst relations, and industry positioning
• Monitor and analyze significant industry security events and vulnerabilities (e.g., npm supply chain attacks, major CVEs, emerging threats)
• Rapidly assess relevance to ArmorCode's platform and customer base
• Develop timely response content including blog posts, social commentary, technical analysis, and customer communications
• Coordinate cross-functional response including Sales, Marketing, and Customer Success
• Position ArmorCode's capabilities in context of emerging threats and industry trends
• Maintain relationships with security researchers and industry analysts
• Create high-value technical content including architecture guides, integration documentation, and best practice frameworks
• Develop webinar content, conference presentations, and technical workshops
• Leverage AI tools to scale content production while maintaining technical accuracy
• Contribute to the PurpleBook community with insights and technical perspectives
• Assist with development of customer case studies, working with Customer Success and VP of Ecosystem Marketing to capture technical outcomes and business value
• Develop technical sales collateral and demo environments
• Support enterprise deals with custom technical content and presentations
• Train sales teams on technical positioning and competitive differentiation
• Participate in strategic customer conversations requiring deep product expertise

Product Manager, Outbound

Technical Customer Success

• Drive Customer Outcomes: Understand and drive the end-to-end value realization journey (including onboarding as needed, adoption and usage) —ensuring each customer achieves their defined business objectives and time-to-value goals.
• Technical Ownership: Configure platform and integrations, automate workflows, and optimize the setup for performance, scalability, and security.
• Accelerate Adoption & ROI: Own technical part of success plans and measurable adoption milestones for your assigned customers. Track product utilization, health scores, and usage telemetry to proactively identify expansion opportunities.
• Data Accuracy & Insight: Maintain high-quality customer data across systems. Use dashboards and telemetry to derive insights, identify friction points, and present actionable recommendations.
• Customer Advocacy & Enablement: Partner with Customer Success Managers to deliver technical enablement sessions, share best practices, and empower customer admins and end users to self-serve effectively.
• Cross-Functional Collaboration: Act as the voice of the customer within Product, Engineering, and Support. Translate customer feedback into well-documented requirements, user stories, and enhancement requests that drive roadmap alignment.
• Issue Resolution & Continuous Improvement: Own escalations end-to-end, ensuring timely triage and root cause resolution. Build runbooks and automations to reduce repeat issues and improve scale.