Description We are 48% of breaches now come through vendors. Yet most companies still manage vendor risk through certifications and questionnaires, essentially trusting what vendors say about their security. Lema changes that. We analyze every vendor like a vulnerability researcher would: how could an attacker use this vendor to get in, and what could they reach? We’re turning vendor risk from a paperwork exercise into a true security discipline. Backed by Team8, Salesforce Ventures, and F2, and already trusted by leading enterprises, Lema is entering hypergrowth and tripling our team to build a category-defining platform. We move fast, with radical ownership, transparency, and high impact. More about Lema: • Lema.ai website • Business Insider - Cybersecurity startup Lema has come out of stealth to raise $24 million • Team8 - Why We Invested In Lema About the Role You will own the customer journey, from onboarding and adoption through renewal and expansion, serving as the primary point of contact for customer success and value realization. In this role, you’ll proactively drive platform adoption, support technical enablement and integrations, and partner closely with Account Executives to ensure long-term customer success. You’ll act as a key bridge between customers and Product/Engineering, lead strategic business reviews, and help build the foundational processes and playbooks as an early member of the team. What You’ll Do • Manage the Customer Lifecycle: Own a portfolio of customers from onboarding through adoption and renewal. You are the primary point of contact for customer health and value realization. • Drive Value & Adoption: Proactively guide customers to fully utilize the platform, ensuring they achieve their risk management goals. • Partner on Renewals & Expansion: Work closely with Account Executives to identify upsell opportunities and secure renewals. You ensure the customer is successful; the AE leads the commercial negotiations. • Technical Enablement: Assist customers with platform configuration, integrations (SSO, Jira, Slack), and workflow customization. • Feedback Loop: Act as the bridge between US customers and our Product/Engineering teams, translating user feedback into clear product requirements. • Strategic Reviews: Conduct regular business reviews (QBRs) with stakeholders to demonstrate value and align on future goals. • Build the Playbook: As a founding hire, help define our implementation processes, health scoring methodology, and support workflows. Requirements What You Bring • Location: Based in Texas, Colorado or Illinois - A Must! • Experience: 4+ years in a customer-facing post-sales role (TAM, CSM, or Implementation) at a B2B SaaS company. • Technical Aptitude: Comfortable discussing APIs, integrations, and configuring software workflows. You can troubleshoot technical issues before escalating to engineering. • Collaboration: Proven ability to partner effectively with Sales/Account Executives on account planning and retention. • Communication: Strong written and verbal skills. You can explain complex concepts to both technical users and business stakeholders. • Startup Mindset: You are self-motivated, organized, and comfortable working in a fast-paced environment where processes are still being defined. • Domain Knowledge: Strong experience in GRC (Governance, Risk, and Compliance) or TPRM is required. You must understand the workflows associated with vendor risk, compliance frameworks, and due diligence - An advantage. Why Join Lema AI • Impact: Build a category-defining platform that safeguards how modern businesses operate. • Ownership: Join a culture that gives you full context, autonomy, and trust to drive outcomes. • Velocity: Work with exceptional peers in a high-energy, low-bureaucracy environment. • Growth: Shape a company that’s scaling rapidly, backed by Tier 1 investors and visionary customers. Compensation & Benefits: • Salary range: $170,000–$200,000 (based on experience) • Employee Stock options grant • Unlimited PTO • 401k • Health Benefits