---
title: 'Strategic Customer Success Manager at Opal Security'
canonical: 'https://feeny.ai/job/strategic-customer-success-manager-opal-security-san-francisco-85v79esre0ve'
type: 'job'
last_seen: '2026-10-18'
---

# Strategic Customer Success Manager at Opal Security

- **Company:** Opal Security
- **Location:** San Francisco, CA
- **Compensation:** $150k–$220k
- **Employment:** full-time
- **Work type:** hybrid
- **Posted:** 2025-10-10
- **Last confirmed live:** 2026-10-18
- **Apply:** https://jobs.ashbyhq.com/opal/1f3bac51-105a-4f98-ab5a-4e35160c33e2

## Job description

About Opal Security: At Opal, we’re building modern identity governance for the AI era—intelligent access management that empowers enterprises to move fast while staying secure. Our mission is to bring clarity, control, and confidence to complex enterprise environments, helping teams govern access without slowing down innovation.

The Role: Opal is at an inflection point, and we need someone to help us nail what comes after the customer says "yes." We're hiring our first Strategic Customer Success Manager who can take our post-sales motion from good to exceptional. You'll make sure enterprise customers adopt Opal deeply, see real value, and grow with us, and you'll spot risk early enough to do something about it. These are not transactional relationships. They are trusted partnerships with security and identity leaders who are betting their access controls on us.

What You’ll Do: You will own the enterprise relationship after go-live, across four jobs: adoption, relationships, risk and expansion.

- Drive adoption and customer value. Build a success plan with each strategic account, tied to the outcomes that customer cares about (for example faster access requests, access reviews that actually finish, audit readiness, what can AI agents see and access). Take them from go-live to broad, sustained use. Run business reviews that show results in the customer's terms, not ours.
- Own the relationship, from practitioner to executive. Build trust with the identity, IT and security engineers who use Opal daily and with the CISO or VP who sponsors it. Be the person they call first, and the person who tells them what they need to hear.
- Find risk before it finds us. Define and track the signals that matter: usage and deployment coverage, sponsor changes, support patterns, sentiment. Run risk reviews, lead save plans, and call renewal risk early enough to act on it.
- Identify expansion. Spot new teams, applications, resources and use cases that fit a customer's goals, qualify them with the customer, and hand them to the account executive with the context to close.
- Build the foundation. Contribute to writing the playbooks, templates, cadences and metric definitions the next CSMs will inherit.
- Be the bridge to product and engineering. Bring structured customer feedback to the people building Opal, join the technical deep dives, and push for what customers need. Know when to debug a problem yourself and when to bring in engineering.
- Stay technical. Solution live with customers, including infrastructure-as-code workflows such as Terraform, and know the product well enough that customers trust your answers.

You Might Be a Fit If You:

- Have owned enterprise relationships. 7+ years in customer success, technical account management or strategic account management, including large enterprise customers and executive sponsors. You've seen what works and what doesn't, and you can turn it into frameworks others can follow. And you feel for your customers.
- Thrive on being early. You've worked at a Series A-C company and built process while everything around you moved. You create clarity instead of waiting for it.
- Its OKAY if you haven’t worked early stage but you gotta want it!
- Speak tech fluently. You can solution live with customers, work with infrastructure-as-code tools like Terraform, and talk through cloud environments (AWS, Azure, GCP), SSO and SCIM, and APIs. Customers trust you because you understand how things actually work.
- Know identity and security. You have worked in or next to identity, access management or security, and you understand what drives customers there: audits, compliance, and the cost of getting access wrong.
- This is ideal but not required.

## About Opal Security

## Core Business
- **Primary industry**: Cybersecurity – Identity Security / Access Governance
- **Target customers**: B2B Enterprise (e.g., Databricks, Notion, Cloudflare, Scale AI, CoreWeave, SpaceXAI, Superhuman)
- **Mission or purpose**: “To secure every identity and access path” [opal.dev/about](https://www.opal.dev/about)

## Products & Services
- **Paladin**: AI agent that evaluates every access request, approves safe requests automatically, escalates only what needs a human, and revokes access when no longer needed.
- **OpalScript**: Version-controlled, code-based approval workflows that scale across teams and environments; AI can generate the logic from natural language.
- **OpalQuery**: Query the entire stack in plain English to surface risk, over-provisioned access, separation-of-duties conflicts, and hidden privilege escalation paths.
- **Just-In-Time Access**: Grant privileged access only when needed, auto-revoke when work is done.
- **AI-Guided Access Reviews**: Explainable recommendations that surface the riskiest access, replacing rubber-stamp reviews.
- **Access Intelligence**: Ask who has access to what, and why, in plain English.
- **Security for AI Agents**: Define what AI agents can see, access, and execute before they touch your systems.
- **Programmable Governance**: Build access logic into workflows and approvals as version-controlled, testable code.
- **Platform integrations**: Connects to 250+ systems across cloud, identity, SaaS, databases, and AI platforms (e.g., Okta, AWS, GCP, Snowflake, GitHub, OpenAI, Anthropic, Databricks, ServiceNow, Salesforce).

## Market Standing
- **Valuation/Market Cap**: Not disclosed
- **Key Metric**: Total funding of $59M (latest $23M round announced June 2026); annual revenue not publicly available
- **Notable Investors/Partners**: Greylock Partners, Battery Ventures, Box Group, SVCI, Cambium Capital. Advisors include former CTO of JPMorgan Chase, former CSO of Robinhood, CISO of Datadog, CEO of Abnormal Security, CTO of 1Password, CSO of Coinbase, and founder of LDAP.
- **Growth Signals**:
  - Named to Notable Capital’s “Rising in Cyber 2026” list (30 most promising private cybersecurity startups).
  - More than 60% of the team has joined since the start of 2026, with hiring accelerating across engineering, product, and go-to-market.
  - Major customers: Databricks runs 86,000 just-in-time access requests through Opal; Mercari governs over 5,000 Okta entitlements via automated reviews.
  - Launched the industry’s first platform to see, encode, and enforce access governance for AI agents (Paladin) in March 2026.

## Competitive Advantages
- **AI-native architecture** that understands CISO context with security engineer precision.
- **Policy-as-code** (OpalScript) enables version-controlled, testable, and scalable access logic.
- **Unified governance** across humans, non-human identities (service accounts, CI/CD pipelines), and AI agents—all in one access graph.
- **Just-in-time by default** reduces standing access and attack surface.
- **Self-hosted or on-prem deployment** option for tightly controlled environments.
- **SOC 2 Type 2 certified**, independent penetration testing annually, TLS 1.2+ in transit, AWS KMS at rest, daily encrypted backups.
- **250+ integrations** with major cloud, identity, SaaS, database, and AI platforms.

## Strategic Focus
- Unify identity governance across all identity types, with a strong emphasis on securing AI agents as they proliferate in enterprise environments.
- Scale the engineering and go-to-market teams (60%+ team growth in 2026).
- Expand leadership: new Chief Product Officer (Sameer Mehta, ex-Veza), Chief Technology Officer (Alex Pien, ex-Meta), VP of Field Engineering (ex-Cisco), VP of Marketing (ex-Clumio), Head of Product & Solutions Marketing (ex-Salesforce).
- Continue to build a self-improving system that ensures resilience and enables faster movement without increasing risk.

## Why Work Here
- **Hybrid work model**: Offices in San Francisco (HQ) and New York; employees engage in a combination of remote and on-site work.
- **Fast-growing startup** backed by top-tier VCs (Greylock, Battery Ventures) with significant momentum and market recognition.
- **Mission-driven security work**: Opportunity to solve hard problems in identity security, especially at the intersection of AI and access control.
- **Cutting-edge technology**: Work on AI-native policy engines, large-scale access graphs, and integrations with hundreds of platforms.
- **Strong engineering culture** with leadership from experienced executives (ex-Meta, ex-Veza, ex-Cisco, ex-Palo Alto Networks).
- **Open roles** (as of mid-2026): Software Engineer, Engineering Manager, Product Manager, Forward Deployed Engineer, Solutions Engineer, Enterprise Account Executive, Technical Customer Success Manager, Application Security Engineer, and more.

## Sources
1. [opal.dev](https://www.opal.dev/)
2. [opal.dev/about](https://www.opal.dev/about)
3. [builtin.com/company/opal-security](https://builtin.com/company/opal-security)
4. [linkedin.com/company/opalsecurity](https://www.linkedin.com/company/opalsecurity)
5. [opal.dev/media-press/opal-security-raises-23m-new-leadership](https://www.opal.dev/media-press/opal-security-raises-23m-new-leadership)

## Other roles at Opal Security

- [Senior Customer Success Engineer](https://feeny.ai/job/senior-customer-success-engineer-opal-security-remote-vyjh1pgyp90t)
- [Growth Engineer](https://feeny.ai/job/growth-engineer-opal-security-san-francisco-39ywrh6eh725) — San Francisco, CA
- [Business Development Representative](https://feeny.ai/job/business-development-representative-opal-security-san-francisco-9ps3v5c9j6c2) — San Francisco, CA
- [Senior Field Marketing Manager](https://feeny.ai/job/senior-field-marketing-manager-opal-security-san-francisco-v228sq12atz3) — San Francisco, CA
- [Enterprise Account Executive - Southeast](https://feeny.ai/job/enterprise-account-executive-southeast-opal-security-atlanta-fhzns023gzw1) — Atlanta, GA
- [Enterprise Account Executive - Southern California](https://feeny.ai/job/enterprise-account-executive-southern-california-opal-security-los-angeles-8rke94henpjv) — Los Angeles, CA
- [Enterprise Account Executive - Mid West](https://feeny.ai/job/enterprise-account-executive-mid-west-opal-security-austin-vycxprpkp42d) — Austin, TX
- [Security & Compliance Lead](https://feeny.ai/job/security-compliance-lead-opal-security-san-francisco-b414fmaeemcp) — San Francisco, CA
- [Product Marketing & Content Associate](https://feeny.ai/job/product-marketing-content-associate-opal-security-san-francisco-4vbht8k73qg1) — San Francisco, CA
- [Application Security Engineer](https://feeny.ai/job/application-security-engineer-opal-security-san-francisco-rcy76s1xh1ff) — San Francisco, CA