Senior Customer Success Manager

• India
• Customer Success
• Experienced Professional
• Individual Contributor
• Yes
• 4460
• Full Time

About GitHub

As the global home for all developers, GitHub is the complete AI-powered developer platform to build, scale, and deliver secure software. Over 150+ million developers, including more than 90% of the Fortune 100 companies, use GitHub to collaborate and experiment across 420+ million repositories. With all the collaborative features of GitHub, it has never been easier for individuals and teams to write faster, better code.

Locations

In this role you can work from Remote, India

Overview

GitHub is seeking a Senior Customer Success Manager to proactively guide enterprise organisations through their digital and business transformation journeys. This role is focused on driving customer adoption, value realisation, and long-term success with the GitHub platform while engaging senior business and technical decision-makers.
The ideal candidate brings extensive experience in customer success management, change management, and enterprise adoption. You will align closely with internal teams and partners, lead customer success planning, and serve as a trusted advisor to executive stakeholders. As a senior member of the CSM organisation, you will also contribute to the evolution of GitHub's customer success practices, mentor peers, and represent GitHub in both internal and external communities.

Responsibilities

Understanding the Customer
Proactively align with internal teams on customers' business priorities.
Develop a deep understanding of customer business processes, outcomes, competition, key personas, and industry trends.
Engage senior customer stakeholders to map and maintain stakeholder relationships.
Ensure customer insights are captured and communicated across GitHub

Driving Business Value Realization
Use a data-driven approach to analyze customer adoption and optimize against KPIs, success measures, and expectations.
Develop and execute customer success plans that align with customers' business priorities and transformation objectives.
Drive customer-specific roadmaps in collaboration with Sales, Engineering, Partners, and Customer Success Architects.
Cultivate successful customer outcomes as references and case studies.

Driving Change Management
Partner with IT and business decision-makers to execute Customer Success Plans.
Guide customers through organizational change using established change management principles.
Influence leaders to implement, scale, and sustain change across their organization.
Take accountability for resolving adoption and consumption blockers by bringing together the right resources.

Guiding Customer Success Strategy
Engage executives by providing insights and feedback that shape their digital and business transformation strategy.
Leverage GitHub's success frameworks to create customer journeys and dynamic success plans.
Provide actionable feedback to GitHub on customer needs to influence product and program roadmaps.

Managing Complex Global Service Integrators (GSIs)
Lead strategic success planning and execution for large Global System Integrator (GSI) organizations where GitHub is the enterprise platform of choice.
Navigate highly matrixed customer environments with multiple lines of business, geographies, and executive stakeholders.
Drive alignment across GSI business and technical decision-makers, ensuring adoption and value realization at global scale through programs such as Center of Excellence (CoE)
Manage complex governance structures, reporting, and success metrics across multi-region deployments.
Influence long-term transformation strategies with GSIs, positioning GitHub as a critical enabler for their own customer delivery and innovation.

Cross-Team Collaboration
Lead cross-functional engagement to align account strategy, develop business outcomes, and enable execution.
Integrate stakeholders across solution areas to increase solution relevance and impact.
Identify and collaborate with Sales on Customer Success Qualifies Leads (CSQLs)

Operational & Execution Excellence
Manage customer health, pipeline, engagements, and blockers using Gainsight
Lead solution-specific rhythms of business (ROB), governance processes, and reporting across your portfolio.
Provide regular updates on customer transformation progress to account and regional stakeholders.

Customer Trust & Advocacy
Act as the voice of the customer by surfacing feedback, blockers, and escalations across GitHub.
Build customer advocates and capture success stories to inspire adoption across the community.
Establish trusted advisor status and secure executive sponsorship to sustain long-term success.

Community Involvement & Mentorship
Actively participate in internal and external communities, sharing best practices and insights.
Identify customer trends and connect them to relevant programs and communities.
Mentor peers and contribute to onboarding of new team members, sharing expertise and playbook improvements.

Technical & Strategic Development
Deepen competitive and strategic expertise through customer conversations and community engagement.
Leverage development opportunities and technical partnerships (CSAs, Engineering) to continuously enhance GitHub expertise.

Qualifications

Required Qualifications

• 7+ years experience in customer success management, software adoption management, account management, professional services consulting, service delivery management, or customer-facing program management, including executive stakeholder management
• OR Bachelor's Degree in Business, Engineering, Technology, or related field AND 5+ years experience
• OR Master's Degree in Business, Engineering, Technology, or related field AND 3+ years experience
• OR equivalent experience
• Experience managing $10m+ global portfolios and leading Global System Integrators (GSIs)
• Experience with executive stakeholder management and a strong executive presence with proven ability to engage C-level and senior business decision-makers
• Demonstrated ability to influence cross-functional global teams and partners toward shared outcomes
• Ability to travel up to 25%

Preferred Qualifications

• 9+ years experience in customer success management, software adoption management, account management, professional services consulting, service delivery management, or customer-facing program management, including executive stakeholder management
• 7+ years experience in enterprise SaaS, DevOps, DevSecOps, Developer AI, or SDLC domains3+ years experience working with GSIs on technology adoption at scale
• Deep experience with CRM and CSM tools (Salesforce, Totango, Gainsight, or similar)
• Track record of mentoring peers and shaping customer success best practices

GitHub values

• Customer-obsessed
• Ship to learn
• Growth mindset
• Own the outcome
• Better together
• Diverse and inclusive

Manager fundamentals

• Model
• Coach
• Care

Leadership principles

• Create clarity
• Generate energy
• Deliver success

Who We Are

GitHub is the world's leading AI-powered developer platform with 150 million developers and counting. We're also home to the biggest open-source community on earth (and 99% of the world's software has open-source code in its DNA). Many of the apps and programs you use every day are built on GitHub.
Our teams are dreamers, doers, and pioneers, leading the way in AI, driving humanitarian efforts around the globe, and even sending open source to Mars (and beyond). At GitHub, our goal is to create the space you need to do your best work. We're remote-first and offer competitive pay, generous learning and growth opportunities, and excellent benefits to support you, wherever you are—because we know that people flourish when they can work on their own terms.
Join us, and let's change the world, together.

Equal Employment Opportunity

GitHub is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people of all walks of life. We don't discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, citizenship, disability, pregnancy status, veteran status, or any other differences. Also, if you have a disability, please let us know if there's any way we can make the interview process better for you; we're happy to accommodate