Customer Success Senior Manager
Ripple provides crypto and blockchain solutions for enterprises, enabling global financial entities to move, manage, and tokenize value. They focus on improving existing financial systems through partnerships and regulatory compliance, with products used in over 50 countries.
About Ripple
Ripple is an enterprise blockchain and crypto solutions company that aims to enable the world to move value as seamlessly as information moves today. Their mission is to build breakthrough crypto solutions for a world without economic borders. Using blockchain technology, Ripple facilitates global financial institutions, businesses, governments, and developers to move, manage, and tokenize value, thereby unlocking greater economic opportunity. The company works within existing financial systems to improve them, partnering with customers to streamline infrastructure and collaborating with regulators to ensure solutions are secure and compliant. Ripple's products are in commercial use by hundreds of customers across more than 50 countries, helping them expand into new markets, access liquidity solutions, and generate crypto-enabled revenue streams. They also support developers by providing tools for building on the XRP Ledger, a fast and sustainable public blockchain. Ripple’s payments, custody and stablecoin solutions empower financial institutions to integrate blockchain and digital assets into their business in a simple, secure, compliant way—all in one place. From instant payments to asset tokenization, blockchain and crypto are happening right now, across the world. It’s happening to suppliers, to retailers, to exchanges, to currencies, to sectors, to industries, to markets, and to global businesses. And it’s happening with Ripple.
Skills
About the Role
You will play a key role in driving revenue and product adoption across Ripple's customer base. You will focus on deepening customer relationships by scaling payments volume, implementing custody solutions and identifying cross selling opportunities for Ripple's other enterprise grade products. You will develop a deep understanding of each customer's technical solutions, organization, decision-making, aspirations and needs, and act as an advisor and Ripple advocate. You will conduct financial and value analysis, navigate upsell and cross sell opportunities through to deal execution, and lead key initiatives working with cross-functional partners across Engineering, Technical Services, Sales, BD, Finance, Product Marketing and Legal. You will also collect customer and marketplace feedback and champion internal process improvements.
Requirements
- Fluency in English, with Spanish a bonus
- 10+ years of experience in a customer facing role at financial institutions and/or a FinTech or crypto organization
- Demonstrable understanding of multi-stakeholder management in complex environments
- Experience in the development and launch of modern, complex business solutions involving innovative technology and B2B relationships
- Excellence in building and managing relationships in cross-functional, global teams
- Excellent interpersonal skills and experience in coaching others
- Highly self-motivated individual who operates proactively and is driven to create impact and succeed
Responsibilities
- Develop a deep understanding of each customer's current technical solutions, organization, internal decision-making, aspirations and needs
- Serve as an advisor and Ripple advocate with customers
- Conduct financial, business and value analysis of key financial targets such as cost reduction and revenue growth
- Navigate upsell and cross sell opportunities and drive them to deal execution
- Lead key initiatives working with cross-functional collaborators including Engineering, Technical Services, Sales, BD, Finance, Product Marketing and Legal
- Collect customer and marketplace feedback related to Ripple's value proposition and communicate it throughout Ripple
- Identify and champion internal Ripple process improvements
Benefits
- Professional development budget
- Flexible in-office collaboration schedule
- Bi-weekly all-company meetings
- Team offsites, team bonding activities, and happy hours
- Competitive bonuses and equity
- Health, retirement, family forming, and family support benefits
- Employee giving match
- Mobile phone stipend
- R&R days
- Wellness reimbursement and onsite & virtual programming
- Generous vacation policy
- Parental leave and family planning benefits
- Catered lunches and fully-stocked kitchens