Accountabilities

• Own the technical relationship for enterprise customers, serving as the primary post-sales technical point of contact throughout onboarding, integration, adoption, escalation, and renewal.
• Lead complex enterprise implementations from initial onboarding through production adoption, coordinating multiple stakeholders, security reviews, change-management processes, and integrations with systems outside your direct control.
• Work closely with customer technical teams to understand their environments, identify integration requirements, resolve blockers, and ensure successful deployment and ongoing usage.
• Provide hands-on technical guidance across cloud platforms, CI/CD pipelines, developer tooling, APIs, containers, Kubernetes, identity and access, logging, and issue diagnosis.
• Act as a trusted advisor to senior customer stakeholders, including security and technology leaders, and communicate technical concepts and business impact clearly at executive level.
• Run structured customer business reviews that demonstrate adoption, outcomes, risks, opportunities, and priorities, making the time valuable for customer executives.
• Manage technical escalations and coordinate with Engineering and other internal teams to diagnose issues, prioritize solutions, and maintain customer confidence.
• Drive adoption and expansion by identifying opportunities to increase platform usage, improve customer outcomes, and address gaps in the customer journey.
• Build scalable post-sales processes where none currently exist, including onboarding frameworks, technical playbooks, runbooks, review cadences, escalation procedures, and renewal workflows.
• Establish repeatable operating rhythms that enable the post-sales function to scale as the customer base grows.
• Continuously improve the customer experience by identifying recurring implementation or adoption challenges and turning lessons learned into durable processes and product feedback.
• Use AI tools extensively in daily work to improve research, technical analysis, documentation, problem-solving, and operational efficiency.
• Collaborate with Sales and Engineering to create a seamless transition from pre-sales through implementation, adoption, and long-term account management.
• Operate with high ownership and sound judgment in an ambiguous, rapidly evolving environment, taking initiative without waiting for established processes or complete information.
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Requirements

• 5+ years of experience in Technical Account Management, Customer Success Engineering, Solutions Architecture, Professional Services, Post-Sales Consulting, or a similar customer-facing technical role supporting large enterprise customers.
• Demonstrated ownership of complex technical implementations in enterprise environments, including lengthy onboarding processes, multiple stakeholders, security and change-management reviews, and integrations with systems you do not directly control.
• Strong hands-on technical knowledge of at least several core areas, including AWS, Azure or GCP; CI/CD and developer toolchains; APIs; containers and Kubernetes; identity and access fundamentals; and log or issue diagnosis.
• Proven ability to build structure and processes from scratch, including playbooks, runbooks, review cadences, escalation procedures, and other operational frameworks.
• Strong executive presence and credibility with senior technical and security stakeholders, including the ability to communicate effectively with CISO-level audiences.
• Demonstrated ability to lead customer business reviews and translate technical progress, risks, and opportunities into clear business outcomes.
• Comfortable working across technical and commercial functions and influencing stakeholders without relying on formal authority.
• Fluent and proactive user of AI tools, with the ability to incorporate new AI capabilities quickly into day-to-day technical and customer-facing workflows.
• High agency, strong ownership, and comfort operating with ambiguity in an early-stage, rapidly changing environment.
• Excellent communication, organization, prioritization, and problem-solving skills, with the ability to manage several complex customer initiatives simultaneously.
• Cybersecurity experience in areas such as Application Security, vulnerability management, cloud security, or adjacent disciplines is strongly preferred.
• Experience as a first or early post-sales hire at a startup, particularly before or shortly after Series A, is strongly preferred.
• Exposure to enterprise security reviews, procurement processes, SOC 2 or ISO evidence handling, and data-processing requirements is preferred.
• Ability to work effectively within a distributed international team spanning Europe, North America, and other regions.
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