Customer Solutions Architect, Manager

About the role

The position is a Manager responsible for leading and expanding the Customer Solutions Architect function within the Field Engineering team at Fivetran + dbt Labs in EMEA. The role focuses on driving expansion and retention for the Commercial and Enterprise books through strategic technical ownership. The hire will manage a team of Senior and Lead Customer Solutions Architects across NEMEA, DACH, and France/Benelux regions. They will ensure customers realize expanding value from the combined Fivetran and dbt Labs platform through structured workload-based engagement. The role requires fostering a culture of proactive, data-driven customer ownership across the Revenue Organization. This position involves partnering with Sales and Solutions Engineering leadership to align the CSA motion with regional GTM priorities. The Manager will oversee portfolio planning and enable team development to build a scalable CSA function for the Enterprise segment.

Key facts

What you'll do

Lead a team of Senior and Lead Customer Solutions Architects across NEMEA, DACH, and France/Benelux, ensuring high-quality post-sales technical ownership across Fivetran + dbt Lab's most important customers.

Own accountability for the expansion and retention outcomes across the assigned book, measured on Incremental ARR (iARR), Net Revenue Retention (NRR) and Gross Revenue Retention (GRR), ensuring book coverage, engagement depth, and measurable outcomes across regions and verticals.

Develop and mature the CSA function, formalising methodology, reinforcing operational discipline, and evolving the ways the team operates to scale across the Enterprise segment.

Partner with Sales and Solutions Engineering leadership (RVPs, SE Managers, and their teams) to align the CSA motion with regional GTM priorities, ensuring the Pod (AE / SA / CSA) operates as a single account team rather than three parallel functions.

Oversee half-yearly portfolio planning, including CSA to AE pairings, tier assignments, vertical ownership, and coverage across regional and specialist territories.

Enable team development and growth, providing 1x1 coaching, managing career development plans (CDPs) against the CSA competency framework, and creating an environment where senior, tenured technical ICs continue to grow.

Cultivate the operational rhythm and playbooks that drive proactive customer engagement, ensuring consistent execution of workload expansion initiatives across the lifecycle.

Represent the CSA function in cross-organizational initiatives that mature the practice, standards, and tools used to drive customer success at scale.

Leverage data and insights to identify expansion opportunities, risks, and gaps in coverage, and translate these into actionable plans for the CSA team.

Collaborate with Product and Engineering stakeholders to surface customer feedback and use cases that inform roadmap decisions and feature adoption.

Champion the adoption of Fivetran + dbt Lab's platform capabilities, ensuring customers extract maximum value from the integrated solution set.

Act as a subject matter expert on the CSA role, developing frameworks, playbooks, and training materials to elevate the standard of practice within the region.

Requirements

8+ years of experience in customer success, solutions architecture, or a related technical customer-facing role, with a proven track record of managing enterprise accounts.

Demonstrated experience managing and developing a team of senior-level professionals, including coaching, performance management, and career development.

Strong understanding of data integration concepts, cloud data warehouses, and the modern data stack, including familiarity with tools like Fivetran and dbt.

Proven ability to drive expansion and retention outcomes in a SaaS or subscription-based environment, with experience managing multi-million dollar book of business.

Exceptional communication and influencing skills, with the ability to translate technical concepts for both technical and executive stakeholders.

Experience aligning customer outcomes with commercial priorities, including iARR, NRR, and GRR management.

History of working cross-functionally with Sales, Product, and Engineering to execute strategic initiatives and resolve complex customer issues.

Strong operational discipline, including the ability to manage multiple priorities, maintain detailed documentation, and use data to inform decision-making.

Practical notes

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