Technical Account Manager

Requisitos e responsabilidades

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Help us to increase the number of successful products in the world!

🌍 Location: We are full-remote and globally distributed! Our current team is distributed between GMT and GMT+2 so we currently only hire in these timezones.
🎤 Interview process: Read more about our interview process.
🖥️ Team: Product-led Sales
💼 Manager: Simon Fisher
💰 Compensation: Please check our compensation calculator.
🦔 Read more about how we hire and how we think about Diversity & Inclusion.

About PostHog

A built-in data warehouse, so users can query product and customer data together using custom SQL insights.
A customer data platform, so they can send their data wherever they need with ease.
PostHog AI, an AI-powered analyst that answers product questions, helps users find useful session recordings, and writes custom SQL queries.

Things we care about

Transparency: Everyone can read about our roadmap, how we pay (or even let go of) people, our strategy, and how we work, in our public company handbook. Internally, we share revenue, notes and slides from board meetings, and fundraising plans, so everyone has the context they need to make good decisions.
Autonomy: We don’t tell anyone what to do. Everyone chooses what to work on next based on what's going to have the biggest impact on our customers, and what they find interesting and motivating to work on. Engineers lead product teams and make product decisions. Teams are flexible and easy to change when needed.
Shipping fast: Why not now? We want to build a lot of products; we can't do that shipping at a normal pace. We've built the company around small teams – autonomous, highly-efficient groups of cracked engineers who can outship much larger companies because they own their products end-to-end.
Time for building: Nothing gets shipped in a meeting. We're a natively remote company. We default to async communication – PRs > Issues > Slack. Tuesdays and Thursdays are meeting-free days, and we prioritize heads down building time over perfect coordination. This will be the most productive job you've ever had.
Ambition: We want to solve big problems. We strongly believe that aiming for the best possible upside, and sometimes missing, is better than never trying. We're optimistic about what's possible and our ability to get there.
Being weird: Weird means redesigning an already world-class website for the 5th time. It means shipping literally every product that relates to customer data. It means building an objectively unnecessary developer toy with dubious shareholder value. Doing weird stuff is a competitive advantage. And it's fun.

Who we’re looking for

A natural relationship builder. You get energy from meeting new people in a customer org, finding out what they care about, and connecting dots between teams. You're the person who ends up knowing the head of platform, the VP of engineering, and the CTO's chief of staff – not just the one engineer who signed up.
Comfortable selling to senior leaders. You can hold your own in a conversation with a VP or C-level exec, talk about their business priorities in their language, and make the case for PostHog as a strategic platform decision rather than a point tool.
Technical enough to be credible. You don't need to be a developer, but you need to confidently demo every PostHog product, speak to how they fit together, and know when to pull in somebody else on the team for deeper technical work. No going away and "getting back to you" on basic product questions.
Great at reading the signs of which customers to focus on. You'll be laser-focused on accounts that match our ICP and have real expansion potential, and not spend time where you can't have an impact.
Good at maintaining long-term relationships past the initial sale. You own the relationship and sell new products as fast as we build them.

What you’ll be doing

Multi-threading. Most of our customers start with one champion in one team. Your job is to turn that into relationships across product, engineering, data, platform, and leadership – so PostHog becomes the default choice whenever a new team has a question, our products can answer.
Selling up. Expansion and cross-sell often require a senior sponsor. You'll build relationships with directors, VPs, and execs, understand their goals, and position PostHog against those. When a customer is evaluating a platform decision, you want to be in the room.
Driving multi-product adoption. We're finding customers organically using two, three, or even four PostHog tools at a time. Your challenge is to accelerate that without forcing people into tools they don't need.
Owning customer feedback and getting it to the wider PostHog team. You'll work directly with product teams – we don't believe in bureaucracy here.
Being hyper responsive. You need to feel like an extension of a customer's existing team. We try to do as much customer comms in Slack as possible.
Partnering closely with a CSM. You'll jointly own the account strategy, trade off who leads which conversations, and make sure the customer experiences a single, coordinated team.

Requirements

Strong relationship-building skills across seniority levels. You can move fluidly from a conversation with an IC engineer to a 30-minute slot with a VP, and leave both feeling like you understood what they care about. You enjoy meeting new people inside an account and finding reasons to stay in touch.
Commercially-minded. You're excited about growing and retaining revenue. If we've never spoken to a particular customer, you'll get creative to engage them. You think in terms of account strategy over 12-24 months, not just the next deal.
Able to go broad on PostHog's products. You should be able to demo any of our products confidently and articulate the value of each, including the more technical ones like Feature Flags and Data Warehouse. You don't need to be a developer – your CSM partner handles the deep technical work – but you need enough fluency to be credible with a technical audience and know when to bring your CSM in.
Good at handling relationships strategically. Helping a customer achieve their goals over time, expanding their usage and buying more products from us as they do so, while saying no to customers we're not right for.

Nice to haves

Experience selling or managing accounts with senior technical buyers (VP Engineering, CTO, Head of Platform, Head of Data).
Experience working with similar technologies, i.e. developer tools more broadly, or specifically product analytics, session replay, feature flags, A/B testing, data warehouses, or data pipelines.
You've been the owner of several customers in the $20k-100k+ ARR range previously, with evidence of growing them through expansion and cross-sell rather than just renewal.

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