About PostHog
Product development used to mean manually writing code, running analysis, diagnosing bugs, and rolling out changes using dozens of tools.
PostHog is the only platform that acts like a co-pilot for you (and your AI agents) to do it all – autonomously.
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:
- PostHog Code, the only AI devtool that understands your product, not just your codebase.
- A built-in data warehouse, so users can query product and customer data together using custom SQL insights.
- PostHog AI, an AI-powered analyst that answers product questions, helps users find useful session recordings, and writes custom SQL queries.
We are:
- Product-led. More than 450,000 organizations have installed PostHog, mostly driven by word-of-mouth. We have intensely strong product-market fit.
- Default alive. Revenue is growing incredibly quickly, 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 $180m 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 prioritize 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.
Why we're hiring
PostHog has thousand+ companies paying for PostHog that signed up, started paying, and are growing their usage with zero human help, but are still below the typical high-touch threshold.
You'd be the first person to systematically work this segment to find opportunities for revenue growth.
This is a founding role on a new product-led growth team. You won't own a named book of accounts. Instead, you'll work from a signal engine that surfaces the right accounts at the right time: billing limits approaching, usage growing across product lines, monthly accounts ready for credit conversion, declining accounts that need intervention. You'll cover a pool of ~1,000+ accounts, prioritizing based on signals rather than territory and driven by a quota.
The motion is part expansion selling, part retention, part building-the-machine-that-tells-you-where-to-focus. You won't be cold-calling strangers. You'll be reaching out to real customers who are already paying, at the moment when a conversation can change their trajectory.
It's exciting because:
- You're building the playbook, not inheriting one. PostHog has never systematically worked this segment with a human.
- The data is rich. You'll have product usage signals, billing data, and customer context to know who to reach out to and when. The signal engine is part of the job, not just a tool you use, though you won't be entirely responsible for creating the engine itself, but rather informing through feedback to improve the engine.
- PostHog's usage-based model means expansion is natural. You're accelerating what's already happening, not forcing a square peg.
- If this works, you're building a team.
What you’ll be doing
- Work a pool of already-paying accounts using a signal-driven prioritization engine, with no named book. The signal engine surfaces accounts to you who meet certain criteria per week for proactive outreach based on billing signals, usage growth, product adoption gaps, and retention risk. You'll also be able to scan and hunt for priority accounts yourself, which will help improve the engine.
- Work the onboarding graduation pipeline as a primary signal source. Accounts that complete the ~8 week onboarding program and land in band are the warmest entry point: fresh context, documented engagement history, and an existing relationship with PostHog to build on. Onboarding is a flow accounts pass through, not ongoing ownership, so the primary commercial window opens right as onboarding's window closes and many of these accounts are not ready or scaled enough to meet the criteria for our high-touch TAMs, meaning the conversation ends with the onboarding graduation.
- Drive credit conversions across accounts on monthly billing using the 10% discount tier. This is a primary revenue motion: the vast majority of accounts in this band have never been offered a prepaid commitment by a human, and locked-in credit is committed revenue.
- Run use-case-led cross-sell based on gaps in their product adoption
- Proactively intervene on declining accounts to understand usage drops and re-engage before churn
- Transfer accounts that cross the right threshold into the TAM qualification flow with a warm handoff
- Give feedback to refine the signal engine that surfaces the right accounts at the right time.
- Write handbook content (email sequences, outreach templates, use case one-pagers) that scales beyond the this role and team
- Feed product intelligence back to product teams: which products are most requested, where the UX fails, what competitors are winning on in this segment.
What you won’t be doing
❌ Accounts above $1,667 MRR (existing TAMs/CSMs)
❌ Accounts below $500 MRR (self-serve + automation)
❌ Inbound leads from new business (new biz team handles all inbound)
❌ Pure cold outbound to companies not in our CRM
❌ Enterprise deal cycles or multi-threaded org chart selling. Debugging SDK implementations or troubleshooting ingestion, except where it's a blocker to unlocking more revenue
❌ Accounts currently in the onboarding pipeline (first ~8 weeks post-signup, owned by Onboarding Specialists) The Growth TAM picks up in-band accounts post-graduation, with onboarding notes and engagement history as handoff context.
Requirements
- 2+ years in a closing or expansion role at a product-led or usage-based SaaS company (AE, AM, TAM, or hybrid). Not pure CSM without revenue ownership.
- Experience in a scaled or pooled coverage model. You've covered 100+ accounts using signals, data, and prioritization rather than deep 1:1 relationships. If your last role was 10 enterprise accounts with quarterly business reviews, this probably isn't the right fit.
- Familiarity with product-qualified leads and usage-based expansion. You've worked at a company where product usage data drove your outreach decisions, not just firmographic targeting. You understand what it means when a customer's usage is approaching a billing threshold or a new product's free tier.
- Technical fluency to talk to engineers and product teams about analytics, feature flags, session replay, or experimentation without needing an SE on every call.
- Ability to read product usage data, billing signals, and customer context to prioritize where to spend time. You don't get to work all accounts equally. You need to find the 15 that matter this week.
- Self-directed. This is a new motion with no existing playbook. You'll be expected to figure out what works, test it, and tell us what you learned.
High tolerance for ambiguity. The first 90 days are about proving whether this role should exist, not executing a defined playbook. You need to be comfortable with that, and motivated by it.
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!
