Technical Account Executive (SF/U.S. West Coast)

Job description

ABOUT POSTHOG 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. - A built-in data warehouse https://posthog.com/docs/data-warehouse, so users can query product and customer data together using custom SQL insights. - PostHog AI https://posthog.com/ai, an AI-powered analyst that answers product questions, helps users find useful session recordings, and writes custom SQL queries. We are: 1. Product-led. More than 450,000 organizations have installed PostHog, mostly driven by word-of-mouth. We have intensely strong product-market fit. 2. Default alive https://paulgraham.com/aord.html. Revenue is growing incredibly quickly, and we're very efficient. We raise money to push ambition and grow faster, not to keep the lights on. 3. Well-funded. We've raised more than $180m from some of the world's top investors. We're set up for a long, ambitious journey. We're focused on building an awesome product for end users, hiring exceptional teammates, shipping fast, and being as weird as possible https://posthog.com/deskhog. 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 https://posthog.com/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 https://posthog.com/handbook/wide-company and make product decisions https://posthog.com/handbook/which-products. Teams are flexible and easy to change when needed. - Shipping fast: Why not now? https://posthog.com/handbook/values#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 https://posthog.com/founders/cracked-manifesto 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 https://posthog.com/handbook/company/culture#were-on-the-makers-schedule, 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 https://posthog.com/deskhog with dubious shareholder value. Doing weird stuff is a competitive advantage. And it's fun. WHERE IS THIS ROLE LOCATED PostHog is a remote-first company, but this particular role needs to be based in the San Francisco Bay Area or elsewhere on the U.S. West Coast so you can work closely with the local tech market. If you’re based outside the Bay Area, you should be willing and able to travel regularly to San Francisco. 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. 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! #LI-DNI