Growth Technical Account Manager

What you’ll be doing

• Work a pool of already-paying accounts using a signal-driven prioritization engine, with no named book. The signal engine surfaces accounts to you who meet certain criteria per week for proactive outreach based on billing signals, usage growth, product adoption gaps, and retention risk. You'll also be able to scan and hunt for priority accounts yourself, which will help improve the engine.
• Work the onboarding graduation pipeline as a primary signal source. Accounts that complete the ~8 week onboarding program and land in band are the warmest entry point: fresh context, documented engagement history, and an existing relationship with PostHog to build on. Onboarding is a flow accounts pass through, not ongoing ownership, so the primary commercial window opens right as onboarding's window closes and many of these accounts are not ready or scaled enough to meet the criteria for our high-touch TAMs, meaning the conversation ends with the onboarding graduation.
• Drive credit conversions across accounts on monthly billing using the 10% discount tier. This is a primary revenue motion: the vast majority of accounts in this band have never been offered a prepaid commitment by a human, and locked-in credit is committed revenue.
• Run use-case-led cross-sell based on gaps in their product adoption
• Proactively intervene on declining accounts to understand usage drops and re-engage before churn
• Transfer accounts that cross the right threshold into the TAM qualification flow with a warm handoff
• Give feedback to refine the signal engine that surfaces the right accounts at the right time.
• Write handbook content (email sequences, outreach templates, use case one-pagers) that scales beyond the this role and team
• Feed product intelligence back to product teams: which products are most requested, where the UX fails, what competitors are winning on in this segment.

What you won’t be doing❌ Accounts above $1,667 MRR (existing TAMs/CSMs)

❌ Accounts below $500 MRR (self-serve + automation)

❌ Inbound leads from new business (new biz team handles all inbound)

❌ Pure cold outbound to companies not in our CRM

❌ Enterprise deal cycles or multi-threaded org chart selling. Debugging SDK implementations or troubleshooting ingestion, except where it's a blocker to unlocking more revenue

❌ Accounts currently in the onboarding pipeline (first ~8 weeks post-signup, owned by Onboarding Specialists) The Growth TAM picks up in-band accounts post-graduation, with onboarding notes and engagement history as handoff context.

Requirements

• 2+ years in a closing or expansion role at a product-led or usage-based SaaS company (AE, AM, TAM, or hybrid). Not pure CSM without revenue ownership.
• Experience in a scaled or pooled coverage model. You've covered 100+ accounts using signals, data, and prioritization rather than deep 1:1 relationships. If your last role was 10 enterprise accounts with quarterly business reviews, this probably isn't the right fit.
• Familiarity with product-qualified leads and usage-based expansion. You've worked at a company where product usage data drove your outreach decisions, not just firmographic targeting. You understand what it means when a customer's usage is approaching a billing threshold or a new product's free tier.
• Technical fluency to talk to engineers and product teams about analytics, feature flags, session replay, or experimentation without needing an SE on every call.
• Ability to read product usage data, billing signals, and customer context to prioritize where to spend time. You don't get to work all accounts equally. You need to find the 15 that matter this week.
• Self-directed. This is a new motion with no existing playbook. You'll be expected to figure out what works, test it, and tell us what you learned.
• High tolerance for ambiguity. The first 90 days are about proving whether this role should exist, not executing a defined playbook. You need to be comfortable with that, and motivated by it.…