Commercial Account Manager

About the role

You will own the end-to-end commercial lifecycle for a strategic portfolio of LangChain customers, acting as the primary trusted advisor from post-sale through expansion. You will drive adoption, retention, and growth by proactively managing health, forecasting, and renewals while identifying and executing expansion opportunities. You will serve as the critical voice of the customer, synthesizing feedback to inform product direction and ensuring alignment with product and engineering teams. Your role involves leading complex commercial negotiations, structuring contracts, and managing procurement to secure favorable terms for both the customer and LangChain. You will build and nurture deep relationships with key stakeholders, including technical users and economic buyers, to ensure they realize full value from the platform. Success in this position is defined by your ability to exceed net revenue retention and quota targets through disciplined relationship management and data-driven decision-making. You will partner closely with Sales, GTM Engineering, and RevOps teams to deliver a seamless post-sale experience that reinforces trust and long-term partnership.

Key facts

What you'll do

• Manage the entire customer lifecycle post signature for a portfolio of commercial customers, from adoption to contract execution, ensuring high retention rates.
• Develop and maintain a rolling forecast of your portfolio and consistently meet or exceed quarterly and annual renewal and net retention targets.
• Proactively identify and mitigate churn risk by understanding customer health, monitoring product usage, and addressing commercial obstacles before they escalate.
• Uncover and execute on expansion opportunities by understanding customer needs, aligning them with new features and products, and articulating the incremental value to stakeholders.
• Build and nurture lasting relationships with key stakeholders, from technical users to economic buyers, ensuring clear communication and alignment on objectives.
• Act as the voice of the customer, synthesizing feedback on value, product gaps, and business outcomes to inform the product roadmap and collaborate with Product and Engineering teams.
• Partner closely with Sales, GTM Engineering, and RevOps teams to present a unified post-sale experience and ensure a seamless customer journey across touchpoints.
• Lead commercial negotiations, structure renewal contracts, and manage quoting and procurement processes to ensure favorable terms for both the customer and LangChain.
• Leverage CRM software, such as Salesforce, for pipeline management, forecasting, and accurate reporting to support data-driven decisions.
• Operate independently with a high degree of autonomy in a fast-paced, ambiguous environment, making timely decisions to protect customer relationships.
• Maintain deep expertise in LangChain platforms, including LangSmith, LangGraph, and Deep Agents, to effectively communicate value and troubleshoot with customers.
• Track and analyze product usage metrics to identify trends, risks, and opportunities, translating insights into actionable account plans.
• Collaborate with Customer Success and Implementation teams to ensure smooth onboarding, adoption, and ongoing support for assigned accounts.
• Represent LangChain at industry events and customer meetings, reinforcing the brand and strengthening long-term partnerships.
• Support go-to-market initiatives by providing market feedback and customer insights that influence messaging, positioning, and product development.
• Ensure compliance with contractual terms, legal requirements, and internal policies across all customer interactions and agreements.
• Drive adoption of new features and platform updates, helping customers understand the tangible benefits and ROI of each enhancement.
• Own quarterly business reviews and executive check-ins, presenting clear value summaries and forward-looking plans for portfolio growth.

Requirements

• 5+ years of experience in a quota-carrying, customer-facing role such as Account Management, Customer Success, or Renewals Manager, preferably within B2B SaaS.
• A proven track record of success in meeting and exceeding retention and expansion quotas, such as Gross Renewal Rate and Net Revenue Retention.
• Strong commercial acumen and negotiation skills, with demonstrated ability to manage complex, multi-stakeholder renewal cycles.
• Strong technical aptitude and the ability to understand and articulate the value of complex technical products, with familiarity with the modern AI/LLM stack being a significant plus.
• Exceptional communication and presentation skills, capable of building rapport and conveying value to diverse audiences, from technical users to executive decision-makers.
• A deep empathy for the customer's business objectives and a passion for helping them achieve their goals through the LangChain platform.
• Proficiency with CRM software, such as Salesforce, for pipeline management, forecasting, and accurate reporting.
• Ability to operate independently with a high degree of autonomy in a fast-paced, ambiguous environment while maintaining attention to detail.
• Experience managing enterprise-level accounts and navigating procurement and legal processes in a B2B software context.
• Comfort working with data, metrics, and forecasting models to drive decisions and demonstrate impact.

Nice to have

• Direct experience at a high-growth, developer-first, or AI/ML infrastructure company.
• Experience managing renewals in a consumption or usage-based pricing model.

Practical notes

Location: US West Coast

Compensation includes medical, dental, and vision coverage, flexible work arrangements, and other benefits as outlined in the compensation philosophy.