The RoleThis 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 TransparencyTotal 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.
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