Manager, Customer Success SML Market

 
NetDocuments is the world’s #1 trusted cloud-based content management and productivity platform that helps legal professionals do their best work. We strive to win together through passionate hard work, exploring new things and recognizing every interaction matters. 
NetDocuments provides rewarding career growth in an inclusive, diverse environment where employees are encouraged to openly contribute creative ideas and innovation, backed by supportive peers and leadership working together to achieve our goals as a unified team. 
At our core, we are dedicated to empowering our employees to drive successful business outcomes and better user experiences for our customers and partners. Our customer-centric approach and employee enablement has allowed us to enjoy many accolades, including being named among the 2022,  2023, & 2024 list of Inc. Magazine’s 5000 Fastest-Growing Private Companies in America. 
Other recent awards include: 
Five-time winner (2025, 2024, 2023, 2022, 2021) Top Workplace in the US by the Salt Lake Tribune
Four-time winner (2025, 2023, 2022, 2021) Best Companies to Work for by Utah Business magazine
Three-time winner (2025, 2023, 2022) Top Workplace Employee Appreciation and Employee Well-Being
Three-time winner (2024, 2023, 2022) Top Workplace Work-Life Flexibility
Three-time winner (2024, 2023, 2022) Top Workplace Compensation & Benefits
Two-time winner (2024, 2023) National Top Workplaces
Two-time winner (2024, 2023) Top Workplace Innovation
2025 Remote Work
2024 Technology Industry
NetDocuments is a hybrid, remote-friendly workplace. Come join our team and work inspired each day! 
 
What You’ll Do:
NetDocuments is seeking a strategic, data-driven Manager of Customer Success to lead our SMB/Mid-Market CS team—a high-performing group of 6 CSMs responsible for approximately 6,000 accounts. This role is a people management position responsible for leading and developing a team of Customer Success professionals, and requires prior experience managing direct reports rather than functioning as an individual contributor. This is not a traditional high-touch management role. The ideal candidate understands how to design and operationalize scalable, tech-touch and one-to-many engagement models that drive measurable outcomes across a large account base.
You will own the team’s Gross and Net Revenue Retention performance, build programmatic customer journeys, and leverage platforms including Gainsight, Salesforce, and AI-powered tools (including Claude) to automate, monitor, and optimize customer health at scale. This role reports directly to the VP of Customer Success.
You will: 
Team Leadership & Development
Lead, coach, and develop a team of 6 SMB/Mid-Market CSMs, fostering a high-accountability, high-support culture
Set clear performance expectations tied to GRR, NRR, health scores, and engagement activity
Conduct regular 1:1s, pipeline reviews, and skill development sessions
Build career pathing frameworks and succession plans within the CS org
Tech-Touch & Scalable Engagement Model
Design, build, and continuously optimize a tech-touch model that serves long-tail accounts with minimal manual effort
Create one-to-many programs including automated email journeys, in-app campaigns, digital success centers, webinar series, and knowledge base content
Play a key role in defining and revamping the NetDocuments customer portal and community—shaping the strategy, content structure, and engagement model that will serve as a primary self-service and peer-learning destination for thousands of customers
Define clear segmentation criteria that determine which accounts receive high-touch, low-touch, or tech-touch coverage
Leverage AI tools to assist CSMs in drafting communications, identifying risk signals, and accelerating customer research
Retention & Revenue Growth
Own team-level GRR and NRR targets; develop and execute strategies to hit and exceed them
Build renewal forecasting processes in coordination with the Renewals team
Identify and operationalize expansion signals (upsell, cross-sell) through Gainsight and Salesforce data
Serve as an escalation point for at-risk accounts; partner with Sales and Support to resolve churn risks
Playbook & Process Development
Develop and maintain customer journey playbooks from onboarding through adoption, renewal, and expansion
Build risk escalation playbooks with clear ownership, SLAs, and handoff protocols
Create standardized QBR/EBR templates and coaching guides for the CSM team
Continuously test, iterate, and document playbooks based on outcome data
Data, Health Scoring & Analytics
Own customer health score design and calibration in Gainsight across all account segments
Establish dashboards and reporting cadences for leadership visibility into team KPIs and account risk
Analyze behavioral and usage data to identify leading indicators of churn and expansion
Drive a culture of data-informed decision making within the team
Cross-Functional Collaboration
Partner with Sales to ensure seamless handoffs, expansion pipeline visibility, and joint account planning
Collaborate with Marketing to co-develop customer campaigns, case studies, and advocacy programs
Work with Product to surface customer feedback, influence roadmap prioritization, and close the loop on issues
Own participation in NPS and CSAT feedback programs—analyze results at the team and segment level, identify systemic themes, and drive cross-functional change initiatives that measurably improve the customer experience and sentiment scores over time
Align with the Renewals team on renewal forecasting, risk flags, and upsell opportunity creation
 
What You’ll Need to be Successful:
5+ years in Customer Success, Account Management, or a related customer-facing role within a B2B SaaS company
2+ years of direct people management experience leading a CS team
Demonstrated track record of improving GRR and NRR year-over-year in an SMB or mid-market segment
Hands-on experience building and running a tech-touch or digital CS model at scale (500+ accounts or more)
Proficiency with Gainsight—including playbook creation, health scoring, journey orchestration, and reporting
Proficiency with Salesforce—opportunity management, reporting, and integration with CS workflows
Experience designing and managing one-to-many CSM programs (webinars, campaigns, digital success centers)
Ability to analyze customer data, identify trends, and translate insights into actionable strategies
Bachelor’s degree in Business or a related discipline, or equivalent professional experience
 
What Will Make You Stand Out:
Experience in the legal technology or legal services industry
Experience using AI tools in a professional CS or operations context, including: large language models such as Claude (Anthropic) and ChatGPT (OpenAI) for drafting communications, summarizing account context, and accelerating research; Microsoft Copilot for productivity workflows within Office 365; and AI features embedded in Gainsight or Salesforce (e.g., predictive health scoring, generative email assist). Candidates should be able to speak to specific use cases where AI reduced manual effort or improved team output
Experience managing CSMs who each own 500–1,500 accounts in a pooled or segmented model
Gainsight certification or equivalent platform credential
Experience with digital adoption platforms (e.g., Pendo)
Familiarity with content management or document management solutions
Experience building VOC (Voice of Customer) programs and NPS/CSAT measurement loops
 
What You’ll Love About NetDocuments:
The People! 
90% healthcare premiums company covered 
HSA company contribution 
401K match at 4% with immediate vesting 
Flexible PTO (typically 3 to 4 weeks a year) 
10 paid holidays 
Monthly contributions for life activities & wellness 
Access to LinkedIn learning with monthly dedicated time to explore 
 
Compensation Transparency: 
The compensation range for this position is: $120,000 - $130,000 plus 20% variable bonus
The posted cash compensation for this position includes on target earnings, base salary and variable if applicable. Some roles may qualify for overtime pay. Individual compensation packages are determined based on various factors specific to each candidate, such as career level, skills, experience, geographic location, qualifications, and other job-related considerations  
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Equal Opportunity 
NetDocuments is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. All employment decisions are based on business needs, job requirements, individual qualifications, without regard to race, color, religion, sex, (including pregnancy), national origin, age, physical and mental disability, marital status, sexual orientation, gender identity and/or expression, military and veteran status, or any other status protected by laws or regulations in the locations where we operate. NetDocuments believes diversity and inclusion among our employees is critical to our success, and we are committed to providing a work environment free of discrimination and harassment.