Strategic Customer Growth Lead (Enterprise SaaS)
Virtuoso QA · United Kingdom
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- Hybrid
- Contract
- $120,000 / year
- United Kingdom
Job highlights
- Own and grow enterprise customer portfolios.
- Drive retention, expansion, and value realization.
- Translate product adoption into business outcomes.
- Collaborate in a unique commercial/technical pod.
- Influence revenue outcomes in a growth-stage SaaS company.
About the role
About Virtuoso QA
Virtuoso's mission is to enable and lead the world's quality-first revolution. We are revolutionizing the field of QA by developing a game-changing platform that leverages the latest advances in AI and Machine Learning for test automation. Our codeless test automation software empowers everyone to test, driving quality as a key factor for change and growth. We are a company without borders, with a remote team spread across the globe, fostering a thorough and agile culture. We move fast and want exceptional people to join our quality-first revolution.
About The Role
We are seeking a commercially driven Strategic Customer Growth Lead to manage and expand a portfolio of high-value Enterprise customers and Strategic Partners. This is a unique role that goes beyond traditional Customer Success, focusing on commercial ownership, retention, expansion, and value realization. You will translate product adoption into measurable business outcomes, driving revenue growth.
Operating within a cross-functional Account Pod, you will define the business objectives and commercial strategy, partnering with a Delivery Consultant who handles the technical execution. Together, you ensure customers achieve meaningful, scalable impact from the Virtuoso platform. This role is central to our commercially-led Customer Experience model.
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, commercial outcomes, and 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” to support 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 behavioral 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, accelerate value delivery, and 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 - refer awesome people and get rewarded!
Key skills/competency
Strategic Customer Growth Lead, Enterprise SaaS, Customer Success, Account Management, Post-Sales, Quality Assurance, Test Automation, Commercial Ownership, Revenue Growth, Executive Engagement.
Skills & topics
- Strategic Customer Growth Lead
- Enterprise SaaS
- Customer Success
- Account Management
- Post-Sales
- SaaS
- Revenue Growth
- Commercial Acumen
- Test Automation
- Quality Assurance
How to get hired
- Tailor your resume: Highlight 6+ years in SaaS Customer Success or Account Management, emphasizing commercial outcomes like retention and expansion. Showcase your QA/Test Automation experience.
- Craft a compelling cover letter: Directly address how your commercial acumen and strategic thinking align with Virtuoso's mission and the 'Strategic Customer Growth Lead' role.
- Prepare for pod collaboration: Be ready to discuss how you partner with technical teams to drive customer value and measurable ROI.
- Demonstrate executive engagement skills: Prepare examples of building relationships with C-level stakeholders and aligning solutions to strategic business priorities.
- Research Virtuoso's innovation: Understand their AI-driven, codeless test automation platform and its impact on the QA industry.
Technical preparation
Understand SaaS customer success metrics.,Familiarize yourself with enterprise platforms.,Study QA and test automation principles.,Review AI/ML applications in software testing.
Behavioral questions
Describe a time you drove revenue growth.,How do you build executive relationships?,How do you translate adoption into value?,How do you manage commercial and technical pods?
Frequently asked questions
- What is the primary focus of the Strategic Customer Growth Lead role at Virtuoso QA?
- The primary focus of the Strategic Customer Growth Lead at Virtuoso QA is commercial ownership of a portfolio of enterprise customers and strategic partners. This involves driving retention, expansion, and ensuring customers achieve measurable business outcomes and ROI from the Virtuoso platform, directly contributing to revenue growth.
- How does the Strategic Customer Growth Lead role differ from a traditional Customer Success role at Virtuoso QA?
- This role is distinct from traditional Customer Success as it places a strong emphasis on commercial accountability, owning retention, renewals, and expansion revenue. While customer value is key, the direct translation of that value into contracted revenue and strategic growth is the core differentiator.
- What is the 'Account Pod' model at Virtuoso QA and what is the Strategic Customer Growth Lead's role within it?
- The Account Pod model is a cross-functional team structure combining commercial and technical expertise. The Strategic Customer Growth Lead acts as the commercial lead within this pod, defining business objectives and partnering closely with a Delivery Consultant (Solution Architect) to ensure technical execution aligns with customer business outcomes.
- What kind of customer outcomes are expected from the Virtuoso platform, and how does the Strategic Customer Growth Lead measure them?
- The role is expected to translate product adoption and usage into 'Verified Value' and measurable ROI tied to customer business KPIs. Success is measured by achieving retention targets (GRR ≥90%) and systematically identifying and converting expansion opportunities.
- What technical background is beneficial for a Strategic Customer Growth Lead at Virtuoso QA?
- While not a purely technical role, having 3+ years in Quality Assurance, Test Automation, or a related technical domain is highly beneficial. This understanding allows for more effective collaboration with the Delivery Consultant and a deeper grasp of customer use cases and value realization.
- What are the key performance indicators (KPIs) for a Strategic Customer Growth Lead at Virtuoso QA in the first year?
- Key performance indicators in the first 12 months include consistently achieving or exceeding GRR targets (≥90%), demonstrating clear customer ROI tied to business KPIs, systematically identifying and converting expansion opportunities, and establishing strong executive relationships within key accounts.