Manager, Commercial Account Management

Job description

ABOUT US At LangChain, our mission is to make intelligent agents ubiquitous. We build the foundation for agent engineering in the real world, helping developers move from prototypes to production-ready AI agents that teams can rely on. We began as widely adopted open-source tools and have grown to also offer a platform for building, evaluating, deploying, and operating agents at scale. With $125M raised at Series B from IVP, Sequoia, Benchmark, CapitalG, and Sapphire Ventures, we’re at a stage where we’re continuing to develop new products, growth is accelerating, and all team members have meaningful impact on what we build and how we work together. LangChain is a place where your contributions can shape how this technology shows up in the real world. Today, our platform includes LangSmith (Observability, Evaluation, Deployment, Fleet, and Sandboxes), our open source frameworks (LangChain, LangGraph, and Deep Agents), and the newly launched LangSmith Engine for autonomous agent improvement. We have 100M+ monthly open source downloads, 6,000+ active LangSmith customers, and 5 of the Fortune 10 use LangSmith in production (+ 35% of the Fortune 500 overall), including teams at Klarna, Clay, Coinbase, Workday, Lyft, Cloudflare, Harvey, Rippling, Vanta, LinkedIn, Monday.com, Nvidia, and Bridgewater. About the Team Our post-sale team owns the full customer relationship for commercial customers driving adoption, retention, and expansion. Account managers on this team act as trusted commercial advisors, helping customers realize the full value of LangChain while protecting and growing revenue through renewals and expansion. The team works closely with Product, Engineering, and RevOps to deliver a seamless customer journey. About the Role We're hiring a Manager to lead and scale our Commercial Account Management team. You'll be responsible for the performance of the team as a whole, coaching individual account managers, setting the strategy and cadence for how the team manages renewals and expansion, and owning the portfolio-level retention and net revenue retention numbers that result. This is a player-coach role early on: you'll need to be able to step into a deal or a customer relationship directly when it matters, while building the systems and talent that let the team scale. What You'll Do - Hire, coach, and develop a team of commercial account managers, setting clear goals and providing regular feedback on pipeline management, negotiation, and customer relationship skills - Own the team's rolling forecast and consistently meet or exceed quarterly and annual retention and expansion targets across the portfolio - Build and refine the playbooks, processes, and tools the team uses to manage the customer lifecycle, from onboarding through renewal and expansion - Review portfolio health regularly with your team, helping them identify churn risk early and prioritize the right accounts and interventions - Get directly involved in complex or high-stakes renewals and expansion conversations, including commercial negotiation and deal structuring, when your experience can move a deal forward - Build scaled account management practices to provide the team leverage and focus their energy on building a stronger customer relationship - Partner with Deployed Engineers, RevOps, and Product to align on a unified post-sale strategy and to represent the voice of the customer in product evolution - Set and track the metrics that matter for the team: retention, NRR, forecast accuracy, pipeline coverage, and report on team performance to leadership - Support your team through quoting, procurement, and contract processes, and help resolve escalations that require additional commercial or organizational leverage What You'll Bring - 6+ years of experience in a quota-carrying, customer-facing role such as Account Management, Customer Success, or Renewals Management, preferably within B2B SaaS - 2+ years of experience directly managing or leading a team of account managers, customer success managers, or similar quota-carrying reps - A proven track record of hitting team-level retention and expansion targets (e.g., Gross Renewal Rate, Net Revenue Retention), not just individual quota - Strong coaching instincts, you can diagnose what's holding a rep back in a negotiation or renewal cycle and help them improve - Strong commercial acumen, with experience overseeing complex, multi-stakeholder renewal and expansion cycles - Strong technical aptitude and the ability to understand and articulate the value of complex technical products; familiarity with the modern AI/LLM stack is a significant plus - Exceptional communication skills, with the ability to represent the team's priorities to cross-functional leadership and to build rapport with customer executives directly when needed - Proficiency with CRM software (e.g., Salesforce) for forecasting and pipeline oversight - Comfort operating with a high degree of autonomy and ambiguity in a fast-paced, high-growth environment Nice to Have's - Direct experience at a high-growth, developer-first, or AI/ML infrastructure company - Experience managing a team through a consumption or usage-based pricing model - Experience building an account management function from an early or immature stage, writing the first version of the playbook, not just inheriting one Compensation $275k OTE Compensation Philosophy: We offer competitive compensation that includes base salary, variable compensation for relevant roles, meaningful equity, benefits, and perks. Actual compensation and offerings will vary based on role, level, and location. Team members in the EU, UK, and APAC receive locally competitive benefits aligned with regional norms and regulations. BENEFITS Benefits include medical, dental, and vision coverage, flexible vacation, a 401(k) plan, meals on in-office days in the US and more.