One-to-Many Customer Success | Digital Programs | Portfolio Segmentation | Builder
About Petal
Petal is a Canadian healthcare technology company transforming how healthcare organizations and physicians manage their work. Our solutions support critical healthcare workflows, and Customer Success plays an important role in ensuring our customers adopt our solutions, realize meaningful value, and continue to grow with Petal.
As our Customer Success organization evolves, we are building a new way of serving a broad portfolio of customers—one designed around scale, digital engagement, customer signals, and targeted human intervention.
We are looking for someone who has done this before.
About the Role
We are looking for a Digital / Scaled Customer Success Manager to build and own our one-to-many Customer Success motion for a pooled portfolio of customers.
This is not a traditional 1:1 CSM role.
You will not manage a small book of enterprise customers through recurring meetings, QBRs, and individually tailored success plans. Instead, you will be responsible for driving Customer Success outcomes—adoption, engagement, retention, value realization, and expansion—across a broad portfolio of customers through scalable programs and digital engagement.
The scaled motion is not already built.
You will help create it.
You will assess the portfolio, define meaningful customer segments, identify the signals that indicate customer health, risk, opportunity, or the need for human intervention, and build the programs and journeys that allow us to engage customers at the right time and in the right way.
You will also help define when a customer should remain within the pooled model and when its complexity, risk, growth potential, or strategic importance warrants transitioning to an assigned CSM.
We are specifically looking for someone who has previously built, implemented, or materially evolved a digital, pooled, or one-to-many Customer Success motion.
Prior experience doing this work is a requirement for the role.
What This Role Is — and What It Is Not
This role IS:
Building a one-to-many / digital Customer Success motion.
Managing customer outcomes across a broad pooled portfolio.
Segmenting customers based on meaningful business and customer signals.
Designing lifecycle journeys and engagement programs.
Building digital and 1 programs that drive adoption, retention, value, and growth.
Determining when customers need direct human intervention.
Creating triggers and plays based on usage, health, lifecycle, risk, engagement, and opportunity.
Using data, technology, automation, and AI to increase the reach and impact of Customer Success.
Testing programs, measuring results, learning, and iterating.
Building processes and infrastructure where they do not yet exist.
This role IS NOT:
A traditional named-account CSM position.
A role centered around managing a small portfolio of enterprise customers.
A calendar filled primarily with recurring 1:1 customer meetings and QBRs.
A role where every customer receives the same CSM cadence.
A Customer Support queue.
A fully established Digital CS program that you will simply inherit and execute.
A position for someone waiting for the playbooks, journeys, segmentation, programs, and processes to already exist.
If your Customer Success experience has primarily been managing a named portfolio through 1:1 relationships, this role will be meaningfully different.
If you have built Customer Success programs that allow one CSM to influence the outcomes of many customers simultaneously, we want to hear from you.
What You'll Build
Portfolio Segmentation & Coverage Model
You will help determine how our pooled portfolio should be managed.
This includes:
Assessing the existing customer portfolio and identifying meaningful segments.
Defining differentiated engagement strategies by customer segment, lifecycle stage, behavior, need, and opportunity.
Establishing which customers should receive digital, 1, triggered, or direct CSM engagement.
Identifying signals that indicate when a customer requires intervention.
Helping define criteria for when a pooled customer should transition to assigned Customer Success coverage.
Continuously refining segmentation and coverage based on customer behavior and results.
The objective is not simply to categorize customers. It is to determine what Customer Success experience each customer needs and how we can deliver it efficiently.
Digital & One-to-Many Customer Success Programs
Design, launch, and continuously improve scalable programs that help customers achieve value without relying primarily on individual CSM meetings.
Programs may include:
Lifecycle communications
Digital onboarding and enablement
Adoption campaigns
Webinars
Office hours
Customer education
Self-service resources
Product adoption programs
Renewal readiness programs
Risk mitigation campaigns
Customer advocacy and reference programs
Expansion and growth campaigns
Trigger-based customer outreach
You will determine which programs are needed based on customer data, behavior, feedback, and business priorities—not simply create programs for the sake of activity.
Customer Signals, Health & Intervention
Help build the intelligence behind our scaled Customer Success motion.
You will:
Identify the customer signals that matter.
Monitor product adoption, engagement, support activity, lifecycle stage, customer sentiment, renewal timing, growth signals, and other relevant indicators.
Help develop customer health and risk frameworks.
Define triggers for automated engagement.
Define triggers for direct CSM intervention.
Identify customers whose risk, complexity, strategic value, or growth potential warrants reassessment of their coverage model.
Build repeatable plays for common customer situations.
The goal is to move from “Who should I contact today?” to a system that helps Customer Success understand who needs attention, why, and what should happen next.
Customer Success Outcomes
Although the engagement model is different, this is still fundamentally a Customer Success role.
You will be accountable for helping drive:
Customer adoption
Engagement
Value realization
Retention and renewal readiness
Risk identification and mitigation
Customer satisfaction
Advocacy and references
Expansion identification and customer growth
Scaled Customer Success does not mean less Customer Success. It means finding smarter and more repeatable ways to achieve those outcomes across a larger customer population.
Technology, Automation & AI
Technology will be an important part of how we build this motion.
You will help identify opportunities to use technology, automation, and AI to:
Detect customer signals and patterns.
Prioritize accounts requiring attention.
Trigger customer journeys and engagement.
Personalize communication at scale.
Reduce repetitive manual CSM work.
Create and maintain customer education and self-service experiences.
Surface risk and expansion opportunities.
Measure program effectiveness.
You do not need to be a software engineer.
You do need to be technically curious, systems-oriented, and comfortable building or prototyping workflows using modern Customer Success, CRM, automation, and AI tools.
We are looking for someone who asks, “How could we build this?” rather than immediately assuming another team needs to build it for them.
The Customer Experience Representative is responsible for providing exceptional support, onboarding clients, managing accounts, and enhancing the overall customer experience through proactive outreach.
As an Enterprise Customer Success Manager, you will partner with top customers to enhance their operations using our IoT platform, ensuring their success and satisfaction.
As the first AI Deployment Manager, you'll drive adoption and deliver business value by partnering with enterprise customers and shaping AI's impact on engineering teams.
As a Customer Success Manager, you will maximize digital implementation and retention of Wiley's solutions while providing exceptional support to customers and faculty.
The Manager of Digital Customer Success will lead a team of Digital Customer Success Managers, focusing on delivering exceptional customer experiences and driving organizational growth.
