Strategic Customer Growth Lead (Enterprise SaaS)

Strategic Customer Growth Lead (Enterprise SaaS) Own and grow enterprise SaaS accounts, driving retention, expansion, and ROI. Act as the commercial lead in a pod model, turning customer value into revenue in a fast‑growing AI‑powered QA scale‑up. A bit about us Virtuoso's mission is to enable and lead the world's quality‑first revolution. The field of QA has not kept pace with the software industry's transition to CI/CD. We are fixing that. Virtuoso has reimagined how software is tested by developing a game‑changing platform that is already being used by the biggest names in software. We passionately believe that anyone should be able to create and maintain tests regardless of their technical skill, and that quality is a key driver for change and growth. The latest advances in AI and Machine Learning have been leveraged to produce test automation software that thinks like a human, empowers everyone to test, and for the first time delivers on the promise of codeless test automation. Achieving remarkable success has become a business‑as‑usual activity for us and we need to rapidly expand our team for that to continue to increase. Want to join the quality‑first revolution? Then read on. Our company is borderless with employees that make an impact worldwide, with offices and a remote team spread across the globe. The nature of our product is reflected in our thorough and agile culture. We do the right things fast and our application process is no different. We want exceptional people and we will act to get them. About the Role We are looking for a commercially driven Strategic Customer Growth Lead to own and grow a portfolio of high‑value Enterprise customers and Strategic Partners. This is not a traditional Customer Success role. You will operate as the commercial owner of your portfolio, with full accountability for retention, expansion, and value realisation. Your focus is to translate product adoption into measurable business outcomes – and ultimately, secure revenue growth. Working within a cross‑functional Account Pod, you will define the “Why” (business outcomes, success goals, ROI, commercial strategy), while partnering with a Delivery Consultant who executes the “How” (technical delivery and automation). Together, you ensure customers achieve meaningful, scalable impact from the Virtuoso platform. This role is central to our shift toward a commercially‑led Customer Experience model, where customer value directly drives long‑term revenue. What You’ll Own Commercial Ownership and Growth Own a portfolio of Enterprise customers and strategic partners, with full accountability for: Gross Revenue Retention (GRR) Renewals and commercial outcomes Expansion pipeline (upsell & cross‑sell) Translate customer success into contracted revenue and long‑term growth Customer Value and Success Strategy Define and drive customer‑specific success plans aligned to business objectives Lead the 30‑60‑90 day value journey, ensuring onboarding delivers early, measurable ROI Convert product usage into “Verified Value” that supports renewal and expansion decisions Executive Engagement and Multi‑Threading Build and maintain relationships across C‑level stakeholders, influencers, and end users Act as a trusted advisor, aligning Virtuoso’s capabilities to strategic business priorities Mitigate stakeholder risk through proactive multi‑threading Expansion and Opportunity Development Lead structured discovery to identify new use cases and growth opportunities Turn behavioural and usage data into commercial insight Partner with Sales on expansion strategy and deal execution Pod collaboration (Commercial and Technical) Operate as the commercial lead within an Account Pod Partner closely with your Delivery Consultant (Solution Architect) to: Align technical execution with business outcomes Remove blockers and accelerate value delivery Ensure adoption translates into commercial success Risk and Management Retention Proactively identify risks through Weekly Health Sprints Own mitigation strategies and coordinate cross‑functional responses Lead renewal strategy and execution for your portfolio What Success Looks Like in your first 12 months Portfolio consistently achieves or exceeds GRR targets (≥90%) Customers demonstrate clear, measurable ROI tied to business KPIs Expansion opportunities are systematically identified and converted Strong executive relationships established across key accounts Success plans and playbooks contribute to scalable team excellence What we would like to see in you 6+ years in Customer Success, Account Management, or Post‑Sales roles within SaaS Demonstrated experience owning commercial outcomes (retention, renewal, expansion) 3+ years in Quality Assurance, Test Automation, or related technical domain Experience working with Enterprise platforms (e.g., Salesforce, Dynamics 365, SAP) Proven success in enterprise and/or regulated environments What's in it for You... Be part of a company redefining Customer Success as a commercial growth engine Work in a high‑impact, high‑visibility role with direct influence on revenue outcomes Collaborate in a unique Account Pod model that combines commercial and technical excellence Shape how we scale customer value, retention, and expansion globally Join a fast‑growing SaaS business at the forefront of QA and test automation innovation Also; Competitive Package, including generous and achievable bonus and commission Employee Share Options – Share in the success of Virtuoso A defined, transparent career path to more senior roles Remote/flexible working Private health insurance Training/personal development budget of a minimum of £500 per year Take your birthday as a holiday every year! Holiday allowance increases by one day per year of service up to 5 years Employee Referral Scheme – we put money in your pocket for referring awesome people! Located in: United Kingdom, Portugal – Fully Remote #J-18808-Ljbffr