Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Contribute to the development of the expansion playbook from the ground up — this role is new, and you will shape how Warp expands within its key accounts.

• Manage a portfolio of current commercial and enterprise clients — responsible for driving expansion revenue, ensuring net retention, and overseeing renewals.

• Actively engage with engineering and product leadership to enhance adoption, showcase 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 reach their pre-committed limits to appropriately adjust the next phase of their commercial structure.

• Execute renewal processes from start to finish, ranging from transactional email reminders to intricate multi-stakeholder negotiations involving Solutions Engineers, product teams, and leadership.

• Work collaboratively with Engineering, Growth, and Leadership teams to gather field insights — determining what strategies are effective, what are not, and identifying the next opportunities for expansion.

⛳️ Requirements

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

• Ability to thrive in ambiguous and changing environments — you take initiative to solve problems rather than waiting for direction.

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

• Demonstrated history of exceeding performance expectations — achieving top-quartile results, recognition in President's Club, or clear indications of being an outlier within your team.

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

• Background in selling to engineering teams or developer-focused products — you understand how to build trust with technical buyers.

• Experience with product-led growth (PLG) to enterprise expansion strategies and usage-based pricing models.

• Proficiency in navigating usage-based and credit-model pricing — you can articulate 'why changes are occurring' in a manner that instills customer confidence.

• Familiarity with the AI/LLM landscape and its influence on buyer discussions.

🏝️ Benefits

• Competitive base salary.

• Meaningful equity.