Expansion Account Executive at Warp

Warp: We're Building the Platform for Agentic Development Warp began with the vision of reimagining one of the fundamental dev tools — the terminal — to make it more usable and powerful for all developers. As AI has advanced, Warp has evolved beyond its terminal roots into a full agentic development environment: a workbench for dispatching agents to code, deploy, and debug production software. Today, we have two products: Warp, the agentic development environment born out of the terminal, and Oz, our orchestration platform for running hundreds of cloud agents in parallel. With both products, we’re creating the scaffolding for developers to build their own workflows for working with agents. In Warp, seamlessly switch between running commands, launching agents, and iterating on code with agents— eliminating the need to jump between a terminal and an IDE. It all works with our built-in SOTA agent or top agents like Claude Code, Codex, Gemini CLI, and OpenCode. In Oz, build custom agents that are triggered programmatically, tracked centrally, and are shared across full teams to run agents across organizations without compromising security or reliability. Continue cloud agent runs that were triggered by Oz locally in Warp or on the web with one click. With nearly 1,000,000 active developers at companies including Docker, Ramp, Peloton, and over half of the Fortune 500 and revenue that grew over 44x last year, Warp is one of the fastest-growing startups in the AI development space. Our mission has remained the same even as AI has advanced: to empower developers to ship better software more quickly, freeing them to focus on the creative and rewarding aspects of their work. If you want to help define what development looks like in the agentic era at a company where your work reaches hundreds of thousands of engineers every day, we'd love to have you. The Role This is a rare opportunity to join Warp at a pivotal moment in our growth, and become the driving force of our expansion function. As our first Expansion AE, you'll own a book of existing commercial and enterprise accounts — driving renewals, credit-based upsells, and multi-team adoption across Warp's fastest-growing customers. 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 Must Have • 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 Have • 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 Salary Transparency Total compensation at Warp consists of two parts: 1) a competitive base salary, and 2) meaningful equity. When we find the right person, we try to put our best foot forward with an offer that excites you. The budgeted compensation range for this role is targeted at $230,000 to $250,000, with a 60/40 split. Final total compensation depends on experience and expertise. In addition to salary, all employees receive further compensation in the form of equity in the company. This is a meaningful stock option grant with a four-year vesting period and one-year cliff. Your equity is where most of the significant upside potential is. Comparing startup equity is always a bit tricky, so we’re happy to walk you through different valuation scenarios at the offer stage in order to help paint a clearer picture of the upside. Final total compensation is determined by multiple factors including your experience and expertise and may vary from the amounts listed above. About Warp We are a company run by product-first builders, building a core product for all developers. We are committed to understanding our users deeply. We will ultimately build the best product and business if that team includes developers and designers from a wide range of backgrounds. The early team comes from Google, Dropbox, Gem, LinkedIn, and Facebook. We are looking for passionate individuals to join us and help bring Warp to the world. We value honesty, humility, and pragmatism, and our core product principle is focusing on the user. If you’re interested in learning more about our company values and the culture of our engineering team, please take a look at our internal 'How We Work' guide. We’re very fortunate to be backed by a great group of venture capital firms. In August 2023, we announced a $50M Series B funding round ($73M total raised), led by Sequoia Capital. Our other investors include Google Ventures, Neo, and Box Group. We are also backed by a network of passionate angels, including Dylan Field (Co-Founder and CEO, Figma), Elad Gil (early investor in Airbnb, Pinterest, Stripe, and Square), Jeff Weiner (Executive Chairman and Ex-CEO, LinkedIn), Marc Benioff (Founder and CEO, Salesforce), and Sam Altman (Co-Founder & CEO, OpenAI). The Product Here's our latest demo showing some of our current features…