Customer Success Manager

Sapio Sciences provides a unified and highly configurable lab informatics platform and industry-specific solutions for scientific drug discovery and clinical and diagnostics workflows. The Customer Success Manager will build trusted customer relationships, drive adoption and value realization, support onboarding and issue resolution, and collaborate with internal teams to expand customer success and retention.

Responsibilities:

• Ability to assist customers and understand the scientific language of ELN/LIMS and AI
• Provide customer consultation on best practice related to data management, laboratory execution and AI exploration and adoption
• Drive usage, time to value, and user adoption while developing and tracking KPIs to measure Customer Health and report accurately to the management team
• Cultivate and maintain strong, trusting relationships with customers through regular, personalized communication and support including QBRs
• Develop and identify new opportunities for Sapio to deliver value to clients aligned with existing and emerging solutions
• Work in partnership with Commercial team to develop Account Plans, action plans and messaging in order to align activities across the customer life cycle that align with client strategic goals and business initiatives
• Actively listen to customer needs and concerns, displaying empathy and a solution-oriented approach in every interaction
• Serve as the customer’s advocate internally, collaborating with other departments to ensure their voice is heard and their needs are met
• Track and report on customer success metrics and KPIs to inform strategic improvements
• Guide new customers through a welcoming onboarding process, focusing on clear, friendly, and supportive communications to ensure they feel confident with our products/services
• Support new customer onboarding by ensuring pre-partnership expectation and goals are effectively transferred to the post-sale team and reflected in Sapio deployment plans
• Develop and implement onboarding materials for the Sapio partnership
• Proactively monitor customer accounts to identify any challenges they may be experiencing and offer empathetic, proactive solutions
• Develop and execute customer success plans to drive adoption, satisfaction, and retention
• Maintain close customer communication, gathering feedback at key milestones and sharing insights with internal teams
• Conduct milestone surveys to track satisfaction, guiding customers through each stage from implementation to post-go live
• Monitor customer health metrics to proactively identify and address potential risks
• Resolve customer issues promptly with a calming, solution-driven approach that minimizes customer stress and frustration
• Anticipate needs and provide tailored support, ensuring each customer feels respected and valued
• Coordinate with internal teams, customer workshops, webinars, and check-ins, aimed at educating customers on product features, best practices, and tips that can maximize their success
• Actively pursue contact expansion increasing our network inside the account with a focus on altitude elevation and horizontal expansion with the goal of finding new opportunities to solve the client’s most important problems
• Be a customer advocate internally, highlighting areas where customer experience can be improved and advocating for changes with a focus on empathy and understanding
• Strive for 100% referenceable customer base
• Design and implement customer touchpoints with a hospitality mindset, ensuring every interaction feels personable, attentive, and helpful
• Take a concierge-style approach to customer needs, going above and beyond in helping them access the resources, training, or support they need to thrive

Requirements:

• • Bachelor's degree in Bioinformatics/ Laboratory informatics, Information technology with scientific applications, Life Sciences, Scientific computing or Data Management, Hospitality, Communications or Public Relations or a related field
• • Experience in Customer Success in Life Sciences: Prior experience (10+ yrs) in customer success or account management-related roles in scientific software industries
• • Empathetic Communication Skills: Strong interpersonal skills with a focus on empathy, patience, and understanding
• • Problem-Solving Skills: Ability to anticipate challenges and provide creative, customer-centered solutions
• • Organizational Skills: Strong organization and multitasking abilities to manage multiple customers' needs and schedules effectively
• • Team-Oriented Mindset: Collaborative spirit, with a genuine desire to work closely with team members to enhance customer satisfaction
• • Proficiency with CRM and customer success tools, with experience in survey data analysis as a plus
• • Global travel to client sites