Technical Account Executive

• 🌍 Location: We are full-remote and globally distributed! Our current team is distributed between GMT and GMT+2 so we currently only hire in these timezones.

• 🎤 Interview process: Read more about our interview process.

• 🖥️ Team: Sales & Customer Success

• 💼 Manager:  Simon Fisher

• 💰 Compensation: Please check our compensation calculator.

• 🦔 Read more about how we hire and how we think about Diversity & Inclusion.

We’re equipping every developer to build successful products by giving them a suite of products to analyze, test, observe, and deploy new features. We currently offer product and web analytics, session replay, feature flags, experiments, a CDP, SQL access, a data warehouse, and LLM observability… and there’s plenty more to come.

PostHog was created as an open-source project during Y Combinator's W20 cohort. We had the most successful B2B software launch on HackerNews since 2012 with a product that was just 4 weeks old. Since then, more than 100,000 companies have installed the platform. We've had huge success with our paid upgrades, raised bags of money from some of the world's top investors, and have extremely strong product-led growth – 97% driven by word of mouth. 

We're growing quickly, but sustainably. We're also default alive, averaging 10% monthly revenue growth and with more than $20m ARR. We're staying focused on building an awesome product for end users, hiring a handful of exceptional team members, and seeing fantastic growth as a result.

• We are open source - building a huge community around a free-for-life product is key to PostHog's strategy.

• We aim to become the most transparent company, ever. In order to enable teams to make great decisions, we share as much information as we can. In our public handbook everyone can read about our roadmap, how we pay (or even let go of) people, what our strategy is, and who we have raised money from. We also have regular team-wide feedback sessions, where we share honest feedback with each other.

• Working autonomously and maximizing impact - we don’t tell anyone what to do. Everyone chooses what to work on next based on what is going to have the biggest impact on our customers.

• Solve big problems - we haven't built our defining feature yet. We are all about acting fast, innovating, and iterating.

This is not your typical AE role. If you’re looking for a classic ‘AE who pairs with a sales eng then passes the customer to CS to take care of’ role, you should stop reading now. 

We’re looking for someone who is:

• Technical enough to help our customers - you need to be incredibly helpful and solve real problems without asking a sales engineer for help. No going away and asking an expert by default - you will be the expert. 

• Great at reading the signs of which inbound customers to focus on - you will be laser focused on helping customers who match our ICP, and not spending time where you can’t have an impact. 

• Good at maintaining long term relationships past the initial sale - you will own the relationship and sell new products in as fast as we build them, not just hand off to an account manager. 

We’re building every tool a product engineer needs to build better products, and our strategy is working - we’re finding customers organically using 2, 3, or even 4 PostHog tools at a time. Your challenge is to drive multi-product adoption without forcing people into using tools they don’t need. 

Our sales are 100% inbound right now - 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.

Right now, we have 2 people in this role at PostHog, so you have an opportunity to get in exceptionally early at a time when our revenue is rocketing. 

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.

Within the Sales team, we have two roles which take care of customers at different points in their journey with us:

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. 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.

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!Whilst there is a split in focus there is a lot of overlap between the two roles:

• 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 obviously 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.

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 sales eng/product specialist and are tired of letting the sales team get all the credit!

Both roles comprises 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. The compensation for both roles works in exactly the same way.

❌  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. 

• 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 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. 

Nice to have

• Experience working with similar technologies, ie. 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 several $20k-100k+ ARR range previously.

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

• 💰 Generous, transparent compensation and employee-friendly equity in PostHog

• 🌴 Unlimited time off with a 25-day minimum (in 2021 the team on average took 32 days off)

• 🏥 Private medical insurance, including dental and vision (US and UK only)

• 👵 👴 Pension/401k contributions (4% matching)

• 🍼 Generous parental, bereavement and child loss leave

• 📕 Training budget and free books

• ☕ $200/month budget towards co-working or café working and $300/month for team socials

• 🤝 $100/month budget to provide support to open-source projects

• 💸 We'll be your first investor

• 🛫 Regular team off-sites (we went to Iceland in March) with carbon offsetting for work travel with Project Wren