Sr. Manager, Strategic Expansion and Customer Success - Prefect

Prefect

Prefect builds and operates resilient, Pythonic orchestration and MCP platforms -- Prefect OSS, Prefect Cloud, FastMCP OSS, and Horizon -- used for mission-critical workloads. Our Vision: Prefect will define automation for the context era.

Our Mission: Curate an intelligent context layer that delivers the right information at the right time.

Role Summary:

We are looking for a Senior Manager, Strategic Expansion and Customer Success to drive expansion within Prefect's most strategic customers and lead our Customer Success team. You'll close complex, multi-threaded expansion opportunities in our top accounts while building and refining the plays that make this motion repeatable and scalable.

This role exists at a critical moment for the business: as we transition from seat-based to consumption-based pricing, strategic account management becomes a core growth lever — requiring deeper engagement, stronger commercial ownership, and proactive identification of expansion opportunities within existing customers. You'll be in the driver's seat for that transition.

A key part of the role is elevating our CSM team. Currently renewal- and retention-coded, you'll coach them to operate with stronger commercial rigor and help them identify, position, and close expansion opportunities of their own. You'll be a player-coach: in the room on the highest-stakes expansion conversations, while building the system that makes the team great.

What You'll Do:

• Drive expansion in our top strategic accounts. Work alongside ICs to shape strategy and approach for a focused set of high-value accounts, helping them multi-thread, build executive relationships, conduct joint account planning, and navigate complex expansion opportunities.
• Lead and develop the CSM team. Manage the existing CSM team as direct reports. Set expectations, coach commercial behavior, run a consistent operating rhythm, and help individual team members grow into the next phase of their careers.
• Build the strategic expansion playbook. Define and codify the motion: account planning templates, expansion qualification frameworks, joint account reviews, multi-threading patterns, executive engagement plays. Turn what works into something the team can run.
• Partner across the business. Work tightly with the AE team on land-and-expand handoffs, with Product on customer-driven roadmap signals, and with PSL on the consumption pricing rollout.
• Help adapt customer engagement strategies for a consumption-based business. Partner with leadership as Prefect evolves its pricing model, helping the team navigate new customer conversations, identify growth signals, and support adoption-focused expansion strategies.
• Own the expansion forecast. Maintain accurate forecasting on expansion ARR. Run a clean operating cadence (weekly account reviews, quarterly planning) and deliver against quarterly expansion targets.
• Feed insights upstream. Translate field signals from the customer base into actionable input for Product, Marketing, and exec leadership.

Your Qualifications:

• 7+ years in strategic account management, expansion sales, or similar roles at developer tool, data infrastructure, or enterprise SaaS companies, with a track record of consistent quota attainment.
• Proven success closing complex, multi-threaded expansion deals ($100K+ ACV) within existing enterprise accounts — including org mapping, executive engagement, and procurement navigation.
• 2+ years people leadership experience with evidence of developing others. Formal direct-report management or high-context pod/team leadership where you've coached, set expectations, and built a developmental track record.
• Comfort with consumption-based or usage-based pricing models — direct experience preferred; demonstrated ability to learn the motion required.
• Track record of building structure where it didn't exist — playbooks, account planning templates, operating rhythms, qualification frameworks, internal enablement.
• High EQ and strong collaboration skills: navigates technical and executive audiences, builds trust quickly, writes clearly.
• Startup-ready: thrives in a "low-O₂" environment with light process, high ambiguity, and a builder's mindset. Excited by the idea of joining a post–Series B company that's still defining many of its plays.

Perks and Benefits:

• Remote-first team with flexible-first culture
• Equity Stock Options
• 401(k) with 5% company match
• Unlimited PTO
• Medical, Dental and Vision insurance
• Generous Parental Leave
• Life Insurance and Disability benefits
• $800 remote work stipend