Director, Customer Success

Summary

Join Instructure as the Director of Customer Success for Parchment and lead a team of four business units, overseeing strategic direction, operational excellence, and the health of Parchment's member base. You will ensure an exceptional member experience, drive member retention and expansion, and contribute to Parchment's and Instructure's growth. Foster deep relationships with member institutions, guide your team in providing proactive support, and maximize value realization from Parchment's technology. This role requires strategic leadership, operational excellence, and the ability to navigate complex priorities. You will act as the primary operational and process leader, continuously improving the Customer Success practice. The position demands a highly motivated and professional leader who excels in a rapidly evolving environment.

Requirements

• Bachelor's Degree in Business, Education, Technology, or a related field
• Minimum of 10+ years of progressive experience in Customer Success, Account Management, or Sales leadership roles within a SaaS environment, preferably in EdTech or a related industry
• Proven experience managing a book of business and driving significant revenue, with direct responsibility for renewals, upsells, and expansions in a large-scale enterprise or strategic account setting (e.g., managing a portfolio generating $5M+ annually)
• Demonstrated success in leading and managing teams, including at least 2+ years of experience managing direct reports
• Passion for the education industry and a deep understanding of the challenges and opportunities within the credentialing landscape
• Excellent written and verbal communication skills, including advanced presentation and public speaking ability to executive audiences
• Advanced computer proficiency with CRM systems (e.g., Salesforce.com ), Customer Success platforms (e.g., Gainsight), project management tools (e.g., JIRA), business intelligence tools (e.g., Tableau), and MS Office Suite
• Ability to prioritize, multitask, and perform effectively under pressure in a high-growth environment
• Ability to travel 25-40% annually for strategic engagements, conferences, and team meetings, with seasons of more intense travel

Responsibilities

• Develop, implement, and continually optimize the overarching Customer Success strategy for Parchment, aligning with company-wide goals for retention, expansion, and customer lifetime value
• Own the strategic oversight and performance of Parchment's entire customer success portfolio, ensuring consistent high quality in member experience and service delivery across all segments
• Drive and achieve quantitative revenue goals related to renewals and expansions across the entire Parchment member base, including accurate forecasting, pipeline management, and negotiation of key contracts
• Ensure the successful attainment of critical Customer Success Key Performance Indicators (KPIs) such as Net Revenue Retention (NRR), Pipeline Generation, Bookings Attainment, and CSAT scores
• Identify and leverage market trends to inform strategies for driving account growth and increasing customer adoption across the entire member base
• Direct the establishment and refinement of sales methodologies within the CS team to enhance cross-sell and upsell motions and drive pipeline generation
• Represent the voice of the customer within Parchment and Instructure, influencing product roadmap, service offerings, and go-to-market strategies based on member needs and insights
• Lead, mentor, and develop a high-performing team, empowering them to effectively manage and coach their respective Customer Success teams/functions
• Foster a culture of continuous improvement, professionalism, data-driven decision-making, and exceptional member-centricity within the Customer Success organization
• Set clear performance objectives, provide regular feedback, and strategically support the professional growth and career development of your direct reports and the broader CS team
• Promote an inclusive team environment, demonstrating genuine concern for the success and well-being of all team members
• Oversee the strategic allocation of resources and workload balancing across the Customer Success teams to ensure high quality outcomes and sustainable performance
• Define, oversee, and ensure the consistent cultivation of exceptional member experiences across the entire Parchment member base by guiding strategic engagement, proactive support, and effective issue resolution at scale
• Drive strong member adoption and utilization of Parchment products and services, showcasing their capabilities and how they solve complex member business challenges
• Direct the development and execution of strategic member engagement plans that build deep, meaningful relationships at all levels within member organizations
• Ensure timely renewals of existing members and strategically identify and capitalize on opportunities to expand the value of existing relationships through price increases, cross-sells, and lead generation
• Strategically manage and resolve escalated customer needs and issues, ensuring comprehensive and satisfactory outcomes
• Serve as a senior customer advocate, providing critical feedback and insights from the field to the Product and Engineering teams to improve the platform and better solve customer challenges
• Serve as a key strategic partner to senior leaders across Product, Engineering, Sales, Marketing, Regulatory, Legal, and other Instructure departments to ensure seamless alignment and execution of initiatives
• Champion Parchment products and services accurately and compellingly to internal and external stakeholders, including conducting dynamic and well-informed presentations of key results and strategic insights to executive audiences
• Leverage strong business relationships across Parchment's functions and within the broader Instructure organization, and actively connect and collaborate with leaders across the global Customer Success & Renewals teams, staying up-to-date with global initiatives
• Drive continuous process improvement initiatives for the Customer Success team, ensuring efficient and effective operations that scale with rapid growth

Preferred Qualifications

• MBA or a Master's degree in a relevant field
• Previous experience at a Director level in a Customer Success or related function
• Experience working within a larger corporate structure or a company acquired by a larger entity (e.g., Instructure)
• Demonstrated experience in project management, change management, or strategic consulting
• Deep expertise in the credentialing, admissions, or student information system (SIS)/ERP ecosystem

Benefits

• Competitive compensation and participation in Instructure’s equity program
• Flexible schedules and a remote-friendly culture, with hybrid or onsite work available in some regions for specific jobs
• Generous paid time off, including global holidays and our annual “Dim the Lights” company-wide shutdown from December 26 to December 31
• Comprehensive wellness programs and mental health support
• Annual learning and development stipends to support your growth
• The technology and tools you need to do your best work—typically a Mac, with PC options available in some locations
• Motivosity employee recognition program
• A culture rooted in inclusivity, support, and meaningful connection