Copy of Activation Partner at Totango in Remote

About the role.

As Totango continues to evolve its post-sales operating model, we are bringing Activation fully in-house to ensure customers reach value faster, more clearly, and with greater confidence.

The Activation Partner plays a critical role in guiding customers from contract signature to their first measurable moment of impact. This role sits at the intersection of strategy, execution, and enablement — owning the activation journey end-to-end while partnering closely with Sales, Value Partners, Care, and Technical teams.

This is not a technical implementation role and not a support role. Activation Partners are outcome-driven operators who orchestrate activation, maintain momentum, and ensure customers experience value early in the lifecycle.

What you'll own.

Customer Activation & Early Value

• Own the end-to-end activation journey for new and expanding customers, from contract to first value
  
  
• Serve as the customer’s primary post-sale guide through onboarding, sequencing, and early value realization
  
  
• Design activation plans that deliberately follow the minimum viable path to first value, avoiding unnecessary complexity or over-configuration
  
  
• Maintain full ownership of activation execution with a clear focus on achieving a first measurable moment of impact within the first 60 days

Value Alignment & Planning

• Partner with assigned Value Partners to co-create the customer Value Plan
  
  
• Translate value agreements, objectives, and SMART goals into a focused, tactical activation plan
  
  
• Establish clear activation milestones, success criteria, and sequencing tied directly to customer outcomes

Enablement & Change Management

• Lead training and enablement sessions that teach customers how to use Totango independently
  
  
• Prepare customers for launch with workflow readiness, adoption guidance, and change-management best practices
  
  
• Support customer-led end-user training and launches with templates, decks, and structured guidance

Cross-Functional Orchestration

• Coordinate with Customer Care Partners, Customer Success Engineers (CSEs), Solutions Engineers, and Product as needed — with clear ownership boundaries
  
  
• Participate in late-stage sales conversations (in partnership with Sales and Value Partners) to set expectations for activation, timelines, and early success
  
  
• Contribute to internal handoffs and kickoff preparation by reviewing deal context, objectives, and commitments

Who You are.

You’re a high-ownership partner who thrives in ambiguity and cares deeply about outcomes.

You likely bring:

• 2+ years of experience in a customer-facing role such as Customer Success, Onboarding, Implementation, Activation, Consulting, or a similar post-sales function
  
  
• Experience working with CRMs and/or Customer Success Platforms (CSPs) (e.g., Salesforce, HubSpot, Gainsight, Totango, or similar) — this is a strong asset
  
  
• Hands-on experience with Totango is a significant advantage and will help you ramp faster in this role
  
  
• Strong program and project management skills, with the ability to keep multiple workstreams moving forward
  
  
• Comfort leading customer-facing conversations, including with senior stakeholders
  
  
• A deep appreciation for value frameworks and outcome-based delivery
  
  
• The ability to translate strategy into clear, executable plans
  
  
• A bias toward action, momentum, and accountability
  
  

You don’t need to be the most technical person in the room — but you do need to know how to orchestrate the right expertise at the right time.

What's in it for you.

This role isn’t just about activation — it’s about building something new and meaningful.

As an Activation Partner at Totango, you’ll get:

• Unlimited PTO, with a culture that genuinely supports taking time off and recharging
  
  
• Flexible scheduling, built around trust and outcomes — not hours logged
  
  
• Company-provided medical, dental, and disability benefits
  
  
• A fully remote position
  
  
• The opportunity to be part of something genuinely innovative, helping redefine what post-sales and customer success can look like
  
  
• A chance to pioneer a new frontier — shaping activation as a strategic, outcome-driven function rather than a traditional implementation or support role
  
  
• Real ownership and influence in how this model evolves — your ideas will matter here
  
  
• A supportive, collaborative culture where teammates want each other to win and leadership is invested in your growth
  
  

You’ll join a team that values clarity, accountability, and momentum — but also empathy, trust, and balance.

Your base pay is one part of your total compensation package and is determined within a range. The base salary for this role is from ( for US Positions: $70K - $90K, with a target midpoint of $80K/yr. / for Canadian Positions: $75K CAD - $93K CAD, with a target midpoint of $85K CAD) per year.

We take into account numerous factors in deciding on compensation, such as experience, job-related skills, relevant education or training, and other business and organizational requirements. The salary range provided corresponds to the level at which this position has been defined.

Totango is an equal opportunity employer, meaning that we do not discriminate based on race, religion, national origin, gender identity, age, sexual orientation, or any other protected class. Diversity is more than just good intentions; we are committed to creating an inclusive environment for all employees