Sr. Customer Solutions Architect

Sr. Customer Solutions Architect
Company: Fivetran
Location: Denver, Colorado, United States, AMER; USA - Austin (dbt); USA - New York (dbt)
Department: Customer Solutions Group Department
From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.
Senior Customer Solutions Architect
About the role
The Senior Customer Solutions Architect (Sr. CSA) owns the technical relationship for our most complex and strategic customers, helping them get the most value from the combined Fivetran and dbt platform. Working alongside Account Executives (AEs) and Solutions Engineers (SEs), the Sr. CSA makes sure these customers not only deploy successfully, but keep scaling and expanding their usage over time.
This role operates as a technical account manager and strategic advisor to some of our largest customers. The Sr. CSA owns the technical narrative after go-live: leading architecture strategy, running executive-level technical conversations, uncovering new data challenges, and guiding customers through architecture evolution, adoption, and expansion.
The Sr. CSA is accountable for both retention and growth, and is measured on incremental ARR, Net Revenue Retention (NRR), and Gross Revenue Retention (GRR) across a book of larger, more strategic accounts. Beyond their own accounts, the Sr. CSA sets the standard for the CSA team by mentoring teammates, building repeatable playbooks, and shaping how the team works. This is a senior individual contributor role with no direct reports.
Location: Austin, TX / Denver, CO / New York City, NY (hybrid). This is a full-time position, and candidates must be located in Austin, Denver or NYC and able to work in the office two days a week (Tuesday and Thursday).
What you'll do
Customer Adoption and Value Realization
Own the post-sales technical relationship for a portfolio of our most complex, strategic Enterprise accounts, including multi-business-unit and multi-region customers
Set the adoption strategy for each account, and drive optimization and sustained usage of the platform at scale
Introduce new products and features to customer leaders and architects, and shape how they fit into the customer's roadmap
Design enablement programs and workshops for large, distributed customer teams, and turn the best ones into reusable programs for the CSA team
Anticipate churn or contraction risks well before they surface, and lead recovery plans for at-risk strategic accounts, including implementation reviews and healthcheck sessions
Expansion and Growth
Co-lead multi-quarter expansion strategy with the AE across business units, regions, and use cases, including opportunities to bring both Fivetran and dbt into an account
Shape the account plan and own the technical side of the expansion pipeline, translating executive-level customer initiatives into scalable data workloads and solutions
Lead technical validation of the most complex new workloads, including workshops and, where necessary, proofs of concept (POCs)
Turn successful use cases into repeatable expansion plays that other CSAs can run in their own accounts
Advise on the customer lifecycle, renewals, and commercial structure of large accounts
Technical Strategy and Architecture
Act as the chief technical stakeholder for your accounts after go-live, and the escalation point for the hardest technical questions
Set architecture direction across your accounts, and design cross-product Fivetran and dbt reference architectures that other CSAs reuse
Advise customers' senior architects and data leaders on pipelines, transformation, automation, governance, security, and platform adoption at scale
Maintain technical artifacts such as architecture documentation, design patterns, and knowledge bases, and raise the quality bar for the team's shared assets
Stakeholder Engagement and Account Planning
Serve as the company's technical voice with senior executives (VP and C-level), while building multi-threaded relationships across technical, operational, and executive stakeholders
Run regular technical cadence calls, executive business reviews, and roadmap sessions
Own Mutual Success Plans and shape Mutual Account Plans with the AE, mapping whitespace across business units, subsidiaries, and use cases
Align customer technical strategy with business objectives and commercial plans, and represent the technical view in account strategy discussions
Internal and Partner Collaboration
Act as the technical orchestrator across Sales, Professional Services, Product, and Engineering, resolving cross-team issues on strategic accounts with minimal direction
Advocate for customer needs internally, and influence the product roadmap and priorities with well-supported customer evidence
Collaborate with technology partners and system integrators (e.g., Snowflake, Databricks, AWS, GCP) to drive joint value on strategic accounts
Partner with CSA leadership to improve team processes, refine assets, and strengthen the knowledge-sharing loop
Technical Leadership Without Direct Reports
Mentor and coach CSAs on technical depth, account strategy, and customer conversations
Take on the most ambiguous and high-stakes customer situations, and bring structure that others can follow
Serve as a go-to expert and sounding board for complex accounts, architecture reviews, and executive-level presentations
Help onboard new CSAs and contribute to hiring by interviewing candidates
Build and share playbooks, reference architectures, and demo assets that raise the performance of the whole team
Thought Leadership
Create and deliver external-facing content through live events, speaking engagements, blog posts, recorded tutorials, or other educational resources
Represent the company as a technical speaker at customer, partner, and industry events
Work closely with Regional and Product Marketing to support field and industry events, and align field and industry requirements with the product roadmap
What you bring
5+ years of experience in a post-sales, customer-facing technical role, such as Solution Architect, Technical Account Manager, or Customer Success Engineer, with a track record on large Enterprise accounts
Proven record of owning customer outcomes after the sale, including adoption, renewal, and expansion, with results you can quantify (such as NRR, GRR, or incremental ARR)
Deep technical background, with experience designing scalable data architectures, a strong understanding of modern data warehousing and the analytics stack, and advanced SQL proficiency
Ability to translate business objectives into technical solutions and measurable outcomes for complex, multi-team organizations
Strong stakeholder management skills across technical and non-technical audiences, and credibility presenting to senior executives
Experience mentoring or coaching peers, and influencing teams and processes without formal authority
A proactive, self-sufficient, and highly organized approach to managing multiple strategic accounts
Comfort operating strategically while also engaging in deep technical discussions
Ability to operate in an ambiguous, fast-paced environment, think on your feet in customer conversations, and bring structure to unclear situations
A team-player mindset, both within the CSA team as we evolve our ways of working and in daily collaboration with AEs and SEs
Openness to travel: we value in-person relationship building, both internally and externally, and expect willingness to travel to customers and events as needed
What Will Make Yo