Account Executive

📋 Description

• Assist in creating the expansion playbook from the ground up — this role is new, and you will establish the pathway for Warp's growth within its most important accounts.

• Manage a portfolio of current commercial and enterprise clients — responsible for expansion revenue, net retention, and renewal processes.

• Proactively engage with engineering and product leadership to enhance adoption, promote Warp's evolving platform — including Warp Drive, multi-agent workflows, and AI-native terminal features, transforming initial engagements into long-term partnerships.

• Track credit consumption and usage commitments — proactively contact customers before they deplete their pre-committed resources to optimize the next phase of their commercial arrangements.

• Oversee the renewal process from start to finish, handling everything from email-driven renewals to intricate negotiations involving sales engineers, product teams, and leadership.

• Work closely with Engineering, Growth, and Leadership to gather insights from the field — identifying what strategies are successful, what are not, and outlining the next phase of expansion.

⛳️ Requirements

• Over 5 years of experience in expansion and renewal sales, including managing a portfolio — preferably in a dynamic startup setting.

• Ability to thrive in uncertain and changing environments — you naturally seek solutions rather than waiting for instructions.

• Practical experience with tools such as HubSpot, sales engagement platforms (Apollo, Outreach, or similar), and business intelligence/usage dashboards.

• Demonstrated history of exceeding performance expectations — top-quartile results, recognition in President's Club, or clear evidence of being a standout performer on your team.

• Experience selling technical products — including development tools, infrastructure, data/AI platforms, or similarly intricate multi-stakeholder solutions.

• Background in selling to engineering teams or products aimed at developers — you know how to build trust with technical buyers.

• Familiarity with PLG-to-enterprise expansion strategies and usage-based pricing models.

• Ability to navigate usage-based and credit-model pricing — you can articulate the reasons behind 'why things are changing' in a manner that reinforces customer confidence.

• Knowledge of the AI/LLM landscape and its impact on buyer conversations.

🏝️ Benefits

• Competitive base salary.

• Meaningful equity.