Expansion Account Manager

About the role

Warp is on the lookout for its inaugural Expansion Account Manager, a pivotal position aimed at driving growth within our existing commercial and enterprise accounts. This role is centered on enhancing renewals, boosting credit-based usage, and fostering broader adoption across various teams for our most rapidly growing clientele. You will play a crucial role in shaping Warp's expansion strategy within these key accounts, influencing how we engage and grow with our most strategic partners.

Key facts

What you'll do

• Formulate and implement a comprehensive expansion strategy and playbook tailored for Warp's most significant accounts, laying the groundwork for future growth.
• Oversee a diverse portfolio of commercial and enterprise clients, taking charge of expansion revenue, net retention rates, and the renewal process.
• Collaborate closely with engineering and product teams to enhance product adoption and introduce innovative platform features, such as Warp Drive and multi-agent workflows.
• Track customer credit usage and consumption patterns, proactively modifying commercial agreements to align with their evolving needs.
• Manage the renewal process comprehensively, from straightforward email renewals to intricate negotiations involving multiple stakeholders.
• Work in tandem with engineering, growth, and leadership teams to relay customer insights and feedback, influencing future expansion strategies.
• Identify opportunities for upselling and cross-selling within existing accounts, ensuring that clients maximize the value they receive from Warp's offerings.
• Develop strong relationships with key stakeholders in client organizations, acting as a trusted advisor to ensure their success with Warp's products.
• Conduct regular business reviews with clients to assess their satisfaction and identify areas for further engagement and growth.
• Analyze market trends and competitor activities to inform strategic decisions and maintain Warp's competitive edge.
• Lead training sessions for clients to ensure they are fully equipped to utilize Warp's products effectively, enhancing their overall experience.

Requirements

• A minimum of 5 years of experience in expansion and renewal sales, with a proven track record of managing a portfolio of clients, ideally in a dynamic startup environment.
• Strong ability to navigate ambiguous and rapidly changing situations, demonstrating initiative in problem-solving.
• Hands-on experience with CRM tools (preferably HubSpot), sales engagement platforms (such as Apollo or Outreach), and business intelligence/usage dashboards.
• A history of achieving exceptional sales results or being recognized as a high-performing individual contributor in previous roles.
• Experience in selling technical products, such as developer tools, infrastructure solutions, or AI platforms, requiring engagement with multiple stakeholders.
• Excellent communication skills, with the ability to articulate complex concepts clearly and effectively to diverse audiences.

Nice to have

• Background in selling to engineering teams or products specifically designed for developers, showcasing an ability to build rapport with technical buyers.
• Familiarity with product-led growth (PLG) strategies and their application to enterprise expansion and usage-based pricing models.
• Comfort in explaining usage-based and credit-model pricing structures to clients in a way that builds confidence and trust.
• Insight into the AI and large language model (LLM) landscape, understanding how it impacts buyer conversations and decision-making processes.

Skills & tools

• Proficiency in HubSpot
• Experience with Apollo
• Familiarity with Outreach

Practical notes

The total compensation package for this role includes a competitive base salary, a comprehensive benefits package, and substantial equity options. The salary range for the Expansion Account Manager position is between $230,000 and $250,000, structured as a 60/40 split between base salary and variable compensation. The specific compensation will be determined based on the candidate's skills and experience. Equity is offered in the form of stock options, which vest over four years with a one-year cliff. Benefits encompass full medical, dental, and vision coverage for employees (with 80% coverage for dependents), a flexible remote-first work culture with optional office access in New York City and San Francisco, pre-tax flexible spending accounts (FSA) and commuter benefits, 12 company holidays, 20 days of paid time off (PTO), unlimited sick leave, 16 weeks of paid parental leave, bi-annual company retreats, monthly stipends for gym and internet expenses, a 401(k) plan through Vestwell, and a complimentary OneMedical membership.