Team Lead, Customer Success (FED Accounts)

Description

The Team Lead Customer Success Manager serves as the strategic bridge between account-level consultants and organizational leadership. This role aligns multiple customer programs or business units under a unified framework that translates corporate objectives into actionable account strategies. You’ll own overall portfolio performance, mentor Technical CSMs, Resident Architects and Resident Engineers ensuring consistent execution of customer strategies that drive adoption, retention, and expansion.

Key Responsibilities

- Own regional ARR planning and attainment. Align capacity, resources, and account plans to targets; run cadence reviews and intervene early to protect growth and retention.

- Standardize EBR narratives, proof-of-value metrics, and portfolio KSOs to demonstrate business impact.

- Establish and enforce portfolio-level risk playbooks. Chair recurring risk reviews, surface systemic patterns, and coordinate cross-functional mitigations.

- Run regional Voice of Customer cadences. Aggregate requests into prioritized product asks, coordinate betas or lighthouse initiatives, and close feedback loops with customers and Product teams.

- Reviews standards across accounts. Ensure reusable, secure performance patterns that accelerate time-to-value.

- Set the enablement agenda for the team. Establish proficiency baselines, curate deep-dives with Product, and guarantee expert coverage for strategic engagements.

- Operationalize security best practices and standardize network design reviews across the portfolio, driving adoption of scalable, resilient architectures.

- Scale vertical frameworks and tailor strategies to regulatory or industry needs (OT, Healthcare, Public Sector, etc.).

- Own onboarding standards, playbooks, and operating rhythms. Measure adoption of best practices and continuously iterate for scale.

- Model ethical decision-making and hold teams accountable to balanced customer and organizational outcomes.

- Cultivate a learning culture. Run retros and experiments, build skills roadmaps, and institutionalize knowledge sharing to improve outcomes quarter over quarte

Skills, Knowledge & Expertise

- 10+ years in Customer Success, Account Management, or Consulting within B2B SaaS, Consulting, Technical Pre- or Post-Sales Engineering, Development, Solution Development or Product Management.

- Proven track record managing multi-account portfolios and leading CS teams in a technical or cybersecurity environment.

- Strong understanding of customer lifecycle management, risk mitigation, and value realization methodologies.

- Demonstrated ability to translate business objectives into operational plans and measurable outcomes.

- Bachelor’s degree in IT, Computer Science, or related discipline (required); advanced degree or equivalent experience preferred.

- Strategic systems thinker who thrives on cross-functional alignment.

- Exceptional communication and executive presentation skills.

- Data-driven decision-maker with an eye for scalable process design.

- Empathetic leader committed to developing people and uplifting team capability.

You are measured by portfolio ARR growth, customer retention and adoption metrics, team engagement scores, and the maturity of operational frameworks you institutionalize within the Customer Success organization.

Job Benefits

The salary range listed does not include other forms of compensation or benefits (e.g. i.e. bonuses, commissions, stocks, health insurance benefits, etc.) offered to candidates. Visit our careers site for more information on benefits at Armis.

About Armis

Armis, the cyber exposure management & security company, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. In a rapidly evolving, perimeter-less world, Armis ensures that organizations continuously see, protect and manage all critical assets - from the ground to the cloud. Armis secures Fortune 100, 200 and 500 companies as well as national governments, state and local entities to help keep critical infrastructure, economies and society stay safe and secure 24/7.

Armis is a privately held company headquartered in California.