Mid-Market Customer Success Account Executive (Remote, US-based)
Overview
Liquibase is the leader in Database DevOps. Downloaded more than 100 million times, our software enables DevOps teams around the globe to accelerate software delivery by automating database updates, security, and governance.
We’re hiring a Mid-Market Customer Success Account Executive to own and grow a portfolio of 100+ accounts in the SMB to lower mid-market segment. This is a high-cadence, managed-motion role—you’ll carry an annual quota weighted toward renewals (80%) and expansion (20%), ensuring customers fully consume their Liquibase licenses and realize measurable value.
You’re a CS-minded seller who drives adoption, protects revenue, and turns healthy customers into growing customers. Your accounts range from $1K–$50K ARR with total addressable value between $10K and $150K. Success means full license consumption, on-time renewals, multi-year conversions, and expansion revenue.
What You’ll Be Doing
With Customers
Own a portfolio of 100+ accounts and run a disciplined cadence of engagement across renewal timelines, adoption milestones, and expansion triggers
Drive Liquibase adoption by ensuring complete consumption of licensed seats and capabilities—full consumption guarantees renewals and unlocks expansion
Build trusted-advisor relationships with team leads, engineering managers, directors, and VPs of Engineering
Manage the full renewal cycle: protect existing revenue, convert customers to multi-year agreements, and negotiate favorable terms
Identify and close expansion opportunities through genuine understanding of customer challenges and where Liquibase can deliver additional valuea
Leverage self-service onboarding materials and light-touch enablement to guide customers through adoption, engaging Technical Advisors when accounts need deeper technical assistance
Conduct all customer engagement virtually via Zoom—minimal travel required
At Liquibase
Execute a high-cadence territory plan across your portfolio, prioritizing accounts by renewal date, adoption health, and expansion potential
Manage pipeline and revenue forecasting with discipline and accuracy
Maintain customer and deal information in HubSpot
Align with VP of Customer Success on territory strategy and account priorities
Partner with Technical Advisors to accelerate product adoption in accounts that need hands-on technical enablement
Must Haves
2+ years in customer success, account management, or inside sales—with quota-carrying experience (renewals, expansion, or both)
Demonstrated ability to manage a high volume of accounts with a structured, disciplined approach
Experience driving product adoption and translating usage into renewal confidence and expansion conversations
Comfort engaging engineering leaders (team leads through small-company VP) and adjusting your communication style to the audience
Working knowledge of DevOps toolchains, CI/CD, database management, or application development workflows—or a strong willingness and aptitude to learn quickly
Genuine curiosity about how technical teams work and a desire to understand customer workflows deeply enough to create value
Bachelor’s degree or equivalent experience
Nice to Haves
Experience in a CS or sales role at a developer tools, DevOps, or infrastructure software company
Experience converting customers from monthly/annual to multi-year agreements
Exposure to HubSpot or similar CRM for pipeline and deal management
Perks of Life at Liquibase
Remote First culture with potential for company-wide in-person gatherings
Home office allowance
Meaningful equity
Comprehensive health, vision, and dental benefits (country dependent)
Generous paid time off and paid holidays
401k match program (US only)
No punks, no jerks culture
Growth opportunities within the company
Company Overview
A career at Liquibase means joining a fast-growing company on the front lines of DevOps. Our vision is to be the easiest, safest, and most powerful community-led database change management solution. We foster a culture rooted in open-source values: freedom, choice, transparency, and meritocracy.
Want to help the software world move faster? You’ve found the right place.
Eligible candidates may be subject to criminal history checks, conducted in accordance with applicable local, state, and federal law.
Apply Now
Liquibase is the leader in Database DevOps. Downloaded more than 100 million times, our software enables DevOps teams around the globe to accelerate software delivery by automating database updates, security, and governance.
We’re hiring a Mid-Market Customer Success Account Executive to own and grow a portfolio of 100+ accounts in the SMB to lower mid-market segment. This is a high-cadence, managed-motion role—you’ll carry an annual quota weighted toward renewals (80%) and expansion (20%), ensuring customers fully consume their Liquibase licenses and realize measurable value.
You’re a CS-minded seller who drives adoption, protects revenue, and turns healthy customers into growing customers. Your accounts range from $1K–$50K ARR with total addressable value between $10K and $150K. Success means full license consumption, on-time renewals, multi-year conversions, and expansion revenue.
What You’ll Be Doing
With Customers
Own a portfolio of 100+ accounts and run a disciplined cadence of engagement across renewal timelines, adoption milestones, and expansion triggers
Drive Liquibase adoption by ensuring complete consumption of licensed seats and capabilities—full consumption guarantees renewals and unlocks expansion
Build trusted-advisor relationships with team leads, engineering managers, directors, and VPs of Engineering
Manage the full renewal cycle: protect existing revenue, convert customers to multi-year agreements, and negotiate favorable terms
Identify and close expansion opportunities through genuine understanding of customer challenges and where Liquibase can deliver additional valuea
Leverage self-service onboarding materials and light-touch enablement to guide customers through adoption, engaging Technical Advisors when accounts need deeper technical assistance
Conduct all customer engagement virtually via Zoom—minimal travel required
At Liquibase
Execute a high-cadence territory plan across your portfolio, prioritizing accounts by renewal date, adoption health, and expansion potential
Manage pipeline and revenue forecasting with discipline and accuracy
Maintain customer and deal information in HubSpot
Align with VP of Customer Success on territory strategy and account priorities
Partner with Technical Advisors to accelerate product adoption in accounts that need hands-on technical enablement
Must Haves
2+ years in customer success, account management, or inside sales—with quota-carrying experience (renewals, expansion, or both)
Demonstrated ability to manage a high volume of accounts with a structured, disciplined approach
Experience driving product adoption and translating usage into renewal confidence and expansion conversations
Comfort engaging engineering leaders (team leads through small-company VP) and adjusting your communication style to the audience
Working knowledge of DevOps toolchains, CI/CD, database management, or application development workflows—or a strong willingness and aptitude to learn quickly
Genuine curiosity about how technical teams work and a desire to understand customer workflows deeply enough to create value
Bachelor’s degree or equivalent experience
Nice to Haves
Experience in a CS or sales role at a developer tools, DevOps, or infrastructure software company
Experience converting customers from monthly/annual to multi-year agreements
Exposure to HubSpot or similar CRM for pipeline and deal management
Perks of Life at Liquibase
Remote First culture with potential for company-wide in-person gatherings
Home office allowance
Meaningful equity
Comprehensive health, vision, and dental benefits (country dependent)
Generous paid time off and paid holidays
401k match program (US only)
No punks, no jerks culture
Growth opportunities within the company
Company Overview
A career at Liquibase means joining a fast-growing company on the front lines of DevOps. Our vision is to be the easiest, safest, and most powerful community-led database change management solution. We foster a culture rooted in open-source values: freedom, choice, transparency, and meritocracy.
Want to help the software world move faster? You’ve found the right place.
Eligible candidates may be subject to criminal history checks, conducted in accordance with applicable local, state, and federal law.
Apply Now