CastleCustomer Lead (Sales + CS)
We’re a 20-person, highly profitable, fast-growing startup in the cybersecurity space, with a relentless focus on building the best product and customer experience in the industry.
How we think differently about your role
As the only truly product-led company in this vertical, rather than copying the commercial process from our sales-led competitors, we've decided to rethink this role from the ground up.
Our customer interactions should never feel like “selling”, which is why we don't have Account Executives.
Instead, the Solutions Engineer uses the product to prove out value, regardless of whether it's a new prospect or an existing customer and then Customer Success supports by deeply understanding each account, building commercial strategy around actual usage, and handling execution: pricing, procurement, contracts, renewals, expansions.
You’re someone our customers love working with
You're analytical and curious. You naturally ask questions to understand how customers actually use the product, what their constraints are, and where they're headed. You read between the lines and pick up on org dynamics, decision-making patterns, risk signals, and opportunities to expand or new things we might want to build.
You're organized and proactive, meaning you maintain account context, prep calls, capture decisions, chase action items, and follow through without being told.
You're comfortable with engineers and can talk about integrations and use cases, even if you're not an engineer yourself.
You see procurement and legal review as relationships to build and problems to solve, and you know how to move deals forward without being pushy.
Experience
3-5 years in customer success, account management, sales ops, or commercial roles
Worked with technical products and engineering buyers
Track record of understanding customer needs and driving renewals/expansions
Multi-month sales cycles, technical integrations
Strong communication across email, Slack, calls, in-person
Nice to have: Pre-sales or solutions engineering background. Security, fraud, or infrastructure experience.