Technical Account Executive

What you’ll be doing

We’ve proven that to be successful with our customers, we don’t need to stack multiple people all doing different roles for a customer.

With the right person working with them, who has the right balance of commercial and technical skills, we can get them excited enough to switch to PostHog and stick with us for a long time.

Technical Account Executives own the initial relationship with customers who get in touch via the website and want to speak with a human before signing up to PostHog. It’s early days, so you’ll cover the full spectrum of customers from high-velocity startups looking to move quickly, to more complex strategic engagements with Mid-Market/Enterprise customers.

They’ll also do warm outbound to users from large companies who sign up for PostHog themselves. Their focus is guiding the customer on their initial evaluation of PostHog as well as right-sizing their contract according to their needs.

This means

• Winning new business. You'll find your way to the right people at prospective customers — engineers, PMs, founders — and show them why PostHog beats whatever they're using now. You own the whole deal, first call to close and beyond, and you’re comfortable in your ability to meet and exceed a quarterly target.
• Owning customer feedback and making sure it gets to the wider PostHog team. You’ll work directly with product teams, we don’t believe in bureaucracy here.
• Being hyper responsive is a must. 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.
• You’ll need to be an expert on all PostHog products, so that you can help customers see the value and adopt them.
• Comfortable with outbound. You'll earn meetings through relevance and creativity – not through volume and pressure. We do weird outbound.
• Switching contexts comfortably. Prospect and triage leads in the morning, enterprise evaluation in the afternoon, async Loom response to a customer question in between. You adjust tone, depth, and approach for each without losing quality.
• Turning both inbound and outbound lead flow into a real pipeline that converts. Lots of people get in touch with us. Not all of them are deals. You should be able to tell the difference quickly, prioritize who PostHog will be a good fit for and close them efficiently.

This is a great role for someone who has been an AE before and has owned longer term customer relationships, but equally good if you have been a technical sales engineer who is confident in their ability to carry a quota

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.
• ❌ Automating everything. A big part of this role will be ‘inefficiently’ building a lot of white glove, 1-1 customer relationships, so you can’t just rely on email sequences.

Requirements

• You’re able to go deep on understanding PostHog’s products, including more technical ones like feature flags and data warehouse. You don’t need to be a developer, but the ability to get into the details will give you confidence and really help you bring more value to customer conversations. For example, you should be able to advise on configuration best practices to companies with multiple products and applications, advising on the pros and cons of different SDKs, and how to implement PostHog into their existing stack.
• Commercially-minded. You’re excited about not only helping customers go from 0 to 1 with PostHog - but also growing and retaining revenue. If we’ve never spoken to a particular customer, you’ll get creative to get them to engage.
• Strong customer focus. You need to help our users and remove any blockers to them using Posthog effectively.
• Good at handling relationships strategically. Helping a customer achieve their goals over time, expanding their usage and buying more and more products from us as they do so, while saying no to customers who we’re not right for.
• You write well. We're remote-first and async-default. You'll write follow-up emails, Slack summaries, evaluation plans, and Loom scripts. Unclear writing slows your customers and your team down.
• You’ve managed a book of business and/or are comfortable leading multi-threaded deal cycles across various technical organizations, legal and procurement.

Nice to have

• 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 built outbound campaigns before – not just executed someone else's sequences.
• You've shipped something (a tool, a workflow, an automation) that made your team more effective. We want to hear about it.…