Expansion Account Executive

Warp

1d

About The Position

Warp is seeking an Expansion Account Executive to join their team. This role is a unique opportunity to be the first in this function and drive the expansion of existing commercial and enterprise accounts. The Expansion AE will be responsible for renewals, credit-based upsells, and multi-team adoption within Warp's fastest-growing customer base. This position involves building the expansion playbook from scratch, owning a portfolio of customers, and collaborating with various teams to deepen adoption and drive revenue growth. The ideal candidate will have a proven track record in expansion and renewal sales, experience with technical products, and a comfort with ambiguity in a fast-paced startup environment.

Requirements

• 5+ years experience with expansion and renewal sales, including owning a book of business — ideally in a fast-paced startup environment.
• Comfortable with ambiguity and change — you default to figuring it out, not waiting to be told.
• Hands-on experience with tools like HubSpot, sales engagement platforms (Apollo, Outreach, or similar), and BI/usage dashboards
• Proven track record of outperformance — top-quartile results, President's Club, or clear evidence you've been an outlier on your team
• Experience selling technical products — dev tools, infrastructure, data/AI platforms, or similarly complex multi-stakeholder solutions

Nice To Haves

• Experience selling to engineering teams or developer-facing products — you know how to earn trust with technical buyers
• Experience with PLG-to-enterprise expansion motions and usage-based pricing models
• Comfort navigating usage-based and credit-model pricing — you can explain 'why things are changing' in a way that builds customer confidence
• Familiarity with the AI/LLM landscape and how it shapes buyer conversations

Responsibilities

• Help build the expansion playbook from scratch — this function doesn't exist yet, and you'll define how Warp grows within its most strategic accounts
• Own a portfolio of existing commercial/enterprise customers — accountable for expansion revenue, net retention, and renewals
• Proactively multi-thread into engineering and product leadership to deepen adoption, position Warp's evolving platform — Warp Drive, multi-agent workflows, and AI-native terminal features, and turn initial lands into multi-year relationships
• Monitor credit consumption and usage commitments — reach out before customers exhaust pre-commits to right-size the next phase of their commercial structure
• Run renewal motions end-to-end, from transactional email-led renewals to complex multi-stakeholder negotiations involving SEs, product, and leadership
• Collaborate closely with Engineering, Growth, and Leadership to surface field signal — what's landing, what's not, and what the next wave of expansion looks like

Benefits

• competitive base salary
• meaningful equity
• meaningful stock option grant with a four-year vesting period and one-year cliff

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed