Technical Account Manager

About PostHog

We are shipping every product that companies need to run their business from their first day, to the day they IPO, and beyond. The operating system for folks who build software. We started with open-source product analytics, launched out of Y Combinator's W20 cohort. We've since shipped more than a dozen products, including:

• A built-in data warehouse, so users can query product and customer data together using custom SQL insights.
• A customer data platform, so they can send their data wherever they need with ease.
• PostHog AI, an AI-powered analyst that answers product questions, helps users find useful session recordings, and writes custom SQL queries.

Next on the roadmap are CRM, messaging, revenue analytics, and support products. When we say every product that companies need to run their business, we really mean it!

We are:

• Product-led. More than 100,000 companies have installed PostHog, mostly driven by word-of-mouth. We have intensely strong product-market fit.
• Default alive. Revenue is growing 10% MoM on average, and we’re very efficient. We raise money to push ambition and grow faster, not to keep the lights on.
• Well-funded. We’ve raised more than $100m 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.

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. 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 and make product decisions. Teams are flexible and easy to change when needed.
• Shipping fast: 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 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, and we prioritise 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 with dubious shareholder value. Doing weird stuff is a competitive advantage. And it’s fun.

Who we’re looking for:

This is not your typical Sales role. If you’re looking for a classic "AE who pairs with a sales engineer 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 a customer success 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 two, three, or even four 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.

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 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! 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 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, i.e. 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!