Technical Account Manager - EMEA

Навыки

• A/B-тесты
• DWH
• Feature flags
• GMV / MRR
• HTML
• Лидерство
• Room / Realm / CoreData

О компании и продукте

• Product development used to mean manually writing code, running analysis, diagnosing bugs, and rolling out changes using dozens of tools.
• PostHog is the only platform that acts like a co-pilot for you (and your AI agents) to do it all – autonomously.
• We started with open-source product analytics, launched out of Y Combinator's W20 cohort https://posthog.com/handbook/story. We've since shipped more than a dozen products https://posthog.com/products, including:
• PostHog Code https://posthog.com/code, the only AI devtool that understands your product, not just your codebase.

Задачи

• We've proven that our customers do best when a small number of people own the relationship end-to-end
• The TAM+CSM pair work together on all of our current customers with expansion potential – you bring the commercial and relationship depth, your CSM brings the technical depth, and together you're an extension of the customer's team
• Technical Account Managers have an existing book of business
• These are engaged, high-paying ($20k+/yr) customers who we think have huge expansion potential
• Some of these people have never talked to us before!
• Your focus
• 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
• This role has a base salary component plus commission for hitting/exceeding sales targets - the salary in our compensation calculator is your expected total pay for on-target earnings
• WHAT YOU WON’T BE DOING
• Taking someone with you to every customer meeting
• It’ll normally be you and the customer
• Very occasionally, you might bring a product engineer with you, e.g. if they are one of our first customers paying for a new product

Требования

• We’re looking for someone who is
• 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
• We’re building every tool a product engineer needs to build better products, and our strategy is working – we’re finding customers organically using two, three, or even four PostHog tools at a time
• Your challenge is to drive multi-product adoption without forcing people into using tools they don’t need
• We have over 1,000 organizations signing up to use PostHog every week
• We have product-market fit and loads of customers happily self-serving to large contract values, but staying focused on the biggest opportunities is increasingly challenging as a result
• 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

Будет плюсом

• 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
• If you have a disability, please let us know if there's any way we can make the interview process better for you - we're happy to accommodate!

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