CA and US onlyThe cloud-backed terminal for individuals and teams
Warp is modernizing the command line experience to make it more intuitive and collaborative for modern developers and teams, turning the terminal into a real platform to enable engineering workflows. Our mission is to elevate developer productivity, and the team is excited to have this opportunity to radically improve a tool that every developer uses and fundamentally change how software development and devops are done.
We’re hiring our first seller to help execute Warp’s go-to-market motion and help technical buyers buy Warp at scale. This job is not the typical “account executive” role. You will be expected to break the snow and write playbooks. All of your leads will be from the product. You will be empowered to expand accounts and land and expand. You will also work closely with Product and Engineering to shape the enterprise offering.
This is a great time for a first seller to join Warp. Warp has built a much-loved product with a huge top of funnel of hundreds of thousands of active free users. There is already early organic demand for enterprise, leading to a decent pipeline. You will get to take existing deals across the finishing line and convert the huge user base into more deals. You will work directly with the founder on founder-led sales and build the foundation of sales at Warp.
As our first Account Executive, you will…
- Build relationships with key stakeholders within accounts and close deals
- Work across the full sales cycle, from sourcing to qualification to product demo to POC to procurement to implementation kickoff
- Help inbound leads procure Warp for their teams and organizations
- Generate a strong pipeline especially from our existing users
- Cultivate existing accounts for engagement, renewal, and expansion, i.e. you will also be responsible for account management and customer success
- Help shape GTM strategy and define sales processes and systems to support selling motions
- Learn from prospects and customers and bring those learnings back into our roadmap
- Help establish early partnerships with customers to validate enterprise product priorities
- Work with Growth on driving on an enterprise marketing and sales enablement strategy
You may be a good fit if...
- You have 5+ years experience in a quota-carrying sales role.
- You have sold a technical SaaS product in the past.
- You have experience working in an early-stage startup with a dynamic GTM motion.
- You understand the product-led sales motion.
- You have a preference for sales experimentation.
- You are excited to create and operationalize sales processes.
- You are product-minded and love generating customer insights through your conversations.
- You are organized: you can manage many sales conversations at once and are proactive about follow ups. You understand the importance of making sure no prospect falls through the cracks.
- You have demonstrated customer empathy and are focused on helping the customer solve their problems.
- You have passion for learning more about the terminal and engineering workflows—while you will have technical support, you are unafraid to support deep technical discussions with the customer.
- You have strong writing skills and are able to create your own sales collateral to get started.
- Bonus:
- You have sold to engineering leaders before.
- You were a Sales Engineer.
- You have used the terminal.
At Warp, we are dedicated to building a diverse, inclusive, and authentic workplace. So if you’re excited about this role, but your past experience doesn’t align perfectly with every qualification in this job description – we encourage you to apply anyways! We are a community of curious learners, and most of us are learning some skills for the first time (like our engineers learning to program Warp in Rust). You might be just the right candidate for this or other roles.
Salary Transparency
Total compensation at Warp consists of two parts: 1) a competitive base salary, and most importantly, 2) meaningful equity.
When we find the right person, we try to put our best foot forward with an offer that excites you. We consider what you’d like to be paid, the skills and level of experience you bring, what similar jobs pay, and make sure there’s equal pay for equal work among those you’ll be working with. The budgeted compensation amount for this role is targeted at $180-230K OTE.
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.
What We Offer
- Competitive Salary Meaningful Equity – we will stretch to get the right talent on board
- Full Medical, Dental and Vision Benefits
- Flexible remote-first culture, with optional WeWork in SF and an office space in NYC for folks who want to work together IRL
- 20-days of Paid Time Off
- 12 US Holidays
- 16 weeks of paid Parental Leave for both birthing and non-birthing parents
- Twice-a-year company retreats
- Monthly gym stipend
- 401(k)
- Pre-Tax FSA Health Savings Plan
- Complimentary OneMedical membership
Individuals seeking employment at Warp are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation.
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 believe 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 what our engineering team culture is like, 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 October 2021, we closed a $17M Series A ($23M total raised), led by Dylan Field (Co-Founder and CEO, Figma). Other investors include Google Ventures, Neo, and Box Group, as well as a network of passionate angels, including Elad Gil (early investor in Airbnb, Pinterest, Stripe, and Square), Jeff Weiner (Executive Chairman and Ex-CEO, LinkedIn), and Marc Benioff (Founder and CEO, Salesforce).
The Product
Here's a quick demo showing some of our current features…
This is just the start, as our plan is to build out a set of experiences in the terminal that don’t exist today like collaboration, environment sharing, rich data types and more.
The Opportunity
The terminal is one of very few tools used by every developer every day, which makes it an ideal gateway to improving all sorts of developer activities. We believe there is an opportunity to build a unicorn-sized business improving the command-line. Our strategy is bottom-up developer adoption, followed by driving revenue through enterprise sales and distribution partnerships.
To start, our goal is to become the everyday terminal of choice with individual users – immediately usable as a backwards-compatible terminal replacement with the developer’s shell of choice. We have built a closed-source server, which will implement all of the cloud-enabled features. These features will invite users to share their work with others, driving growth and encouraging collaboration. We’ll also focus on building a community and an ecosystem of terminal plugins and apps, creating network effects.
At higher levels of team penetration, we will offer an enterprise plan with features around privacy, security and environment management (e.g. secure distribution and management of API keys). These larger enterprise plans will be the ultimate driver of revenue, along with potential distribution deals for companies that see CLI integrations as a way to reach new customers.
A couple college students, totally unprompted, wrote a piece on why new students should work at Warp as part of their new newsletter they are launching called "Why You Should Join." It's an incredibly well researched and thoughtful article about the market and competitive landscape, and accurately reflects our thesis. Read it here.
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