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.