Senior Client Success Manager in Edinburgh

The Senior Client Success Manager is a commercially-minded, strategically-driven role at the heart of Appointedd's enterprise growth engine. This is not a reactive support function — it is a proactive revenue role. The Senior CSM owns a portfolio of high-value enterprise accounts and is directly accountable for net revenue retention, expansion pipeline, and the long-term commercial success of each relationship. You will operate as a trusted strategic advisor to senior client stakeholders, identifying and closing growth opportunities, orchestrating internal resources, and positioning Appointedd as an indispensable part of each client's commercial infrastructure.

COMMERCIAL ACCOUNTABILITY

• Net Revenue Retention: Own NRR across your portfolio — target >115%. Drive upsell and cross-sell into existing accounts and associated business units. Identify and close expansion opportunities without reliance on the sales team.
• Expansion Pipeline: Maintain a live, qualified pipeline of expansion opportunities within your account portfolio. Partner with Client Partners to progress commercial conversations and co-own deal strategy. Proactively identify whitespace within client networks and group structures.
• Renewal & Churn Risk: Own all renewals within your portfolio — no surprises, no reactive firefighting. Maintain early warning indicators and execute mitigation plans at the first sign of risk. Deliver compelling ROI narratives that make renewal a non-negotiation.
• Advocacy & Referrals: Convert satisfied clients into active advocates — case studies, references, and warm introductions. Drive referral pipeline from within client networks and industry contacts. Collaborate with Marketing on client-led content and social proof.

CORE RESPONSIBILITIES

• Strategic Account Leadership: Build and own a multi-year strategic account plan for each enterprise client, aligned to their commercial objectives. Operate as the senior point of contact for C-suite and VP-level stakeholders. Lead executive business reviews that demonstrate measurable ROI and unlock strategic investment. Position Appointedd as a mission-critical platform — not a nice-to-have.
• Growth & Expansion: Proactively identify and qualify expansion opportunities across product lines, user groups, and geographic markets. Own the commercial narrative in upsell conversations — confidently presenting business cases and handling objections. Work closely with Client Partners to co-design proposals and structure commercial terms. Track and report on expansion activity, pipeline value, and close rates.
• Onboarding & Implementation: Lead the onboarding of complex, multi-stakeholder enterprise implementations end-to-end. Set and manage expectations on scope, timeline, and outcomes from day one. Deliver structured training and user acceptance testing to ensure rapid time-to-value. Liaise with the offshore Support team and internal Product team to resolve configuration needs at pace.
• Retention & Risk Management: Monitor product adoption, usage data, and engagement signals to pre-empt churn risk. Own and execute account health plans — intervening early and decisively. Escalate complex support issues from the 24/7 offshore Support Team to engineering with clear commercial context. Manage renewal timelines, commercial negotiations, and contract extensions.
• Product Expertise & Feedback: Develop expert-level knowledge of the Appointedd platform — configuration, integrations, and edge cases. Act as the voice of the customer internally — translating client feedback into structured product insight. Maintain a closed feedback loop with the Product team and communicate roadmap progress back to clients. Champion product releases and drive adoption of new features within your accounts.

WHAT WE'RE LOOKING FOR

• Commercial Drive: You think like a revenue owner — you understand that client success and business growth are the same thing. You are energised by identifying and closing expansion opportunities, not just managing satisfaction. You are comfortable leading commercial conversations with senior stakeholders and negotiating contract terms.
• Strategic Mindset: You see the full picture — understanding each client's business model, competitive context, and strategic priorities. You build relationships that span multiple levels of a client organisation, from operational contacts to the C-suite. You plan ahead — anticipating risk, spotting opportunity, and thinking in quarters, not just tickets.
• Experience: 5+ years in a Client Success, Account Management, or commercial role within a B2B SaaS environment. Demonstrable track record of owning NRR targets and delivering expansion revenue. Experience managing complex, multi-stakeholder enterprise accounts.
• Communication & Presence: Exceptional presentation and facilitation skills — you can lead a boardroom QBR as comfortably as a product demo. You communicate with clarity, confidence, and commercial awareness at every level. You are a natural relationship builder — clients trust you, colleagues rely on you.
• Execution: You are obsessively organised and hold yourself accountable to outcomes, not just activity. You thrive in a fast-paced environment where priorities shift and you need to make smart decisions quickly. You get things done — and you bring others with you.