Strategic Account Executive, RevenueCat

• If you thrive on consultative selling, enjoy diving into product details without losing sight of commercial impact, and find genuine satisfaction in helping developers win, you’ll feel right at home here
• 5+ years of B2B and/or B2D (developer-focused) sales experience, with a track record of selling SaaS products to technical customers. At least a couple of years should involve managing strategic or enterprise accounts or closing larger, complex deals
• Proven success in a hybrid “hunter & farmer” sales role. You can prospect and open doors with new clients, but you’re equally skilled at growing existing relationships and driving renewals/up-sells. You know how to identify opportunity within an account and orchestrate resources to capitalize on it
• Domain knowledge in mobile apps or subscription revenue is a big plus. If you’ve sold products in the developer tools, fintech/payments, or mobile SaaS space, you’ll ramp up faster. At minimum, you have a strong interest in the app economy and are eager to become an expert in subscription monetization (our Customer Success and Product teams will help you learn!)
• Outstanding communication and interpersonal skills. You’re comfortable engaging both highly technical developers and high-level business stakeholders. You can adjust your approach from a gritty API integration discussion to a strategic ROI conversation with a CFO. Clear writing and presentation abilities are essential, as much of our communication is remote/async
• Consultative, value-driven approach. You excel at active listening and asking the right questions to truly understand a customer’s needs. Rather than a hard-sell, you guide customers to solutions and can articulate how RevenueCat will solve their pain points or unlock new revenue. You prioritize long-term success over short-term wins
• Self-directed and accountable. You own your results and don’t wait for direction to improve an outcome. In a remote environment, you can manage your time effectively, stay organized (through tools like CRM, etc.), and keep opportunities moving. You enjoy the autonomy of a startup-like setting and proactively seek ways to contribute
• Collaborative team player. You recognize that in a PLG company, Sales works in tandem with Product, Marketing, and Success. You’re eager to share knowledge, help teammates, and do what’s best for the customer and the company - even if that means sometimes rolling up your sleeves to support tasks outside your immediate job description
• Detail Oriented. You sweat the small stuff because you know it adds up. You’re meticulous with data, contracts, and account notes, ensuring nothing slips through the cracks. You take pride in being buttoned-up so your customers, teammates, and cross-functional partners can rely on you to catch the details that keep deals moving smoothly and customers happy

Desirable

• Between that inbound and the targeted outreach you’ll drive with a shortlist of high-potential apps not yet using RevenueCat, you’ll have a steady flow of opportunities ranging from greenfield builds to contract-driven expansions
• In a product-led, usage-based model, your job is not to push a rigid package, but to uncover the bigger game a customer could be playing
• One morning, you might guide a streaming service through the business case for replacing its internal tooling; that afternoon, you could be mapping an AI startup’s expansion strategy across a second app with new pricing tiers
• You’ll partner with Sales Engineering when the conversation gets deeply technical, and collaborate with Customer Success to keep existing strategic accounts growing
• Some days you farm, some days you hunt, but every day, you translate product releases into clear, revenue-driving outcomes for the people who rely on us
• Strategic Account Management: Manage and nurture a portfolio of key customer accounts (initially transitioning from our Strategic Accounts Lead). Build trusted relationships with developer and product teams at these companies, understand their goals, and ensure they derive maximum value from RevenueCat. You will own the renewal process for these accounts, partnering closely with our Customer Success team who are focused on helping customers grow their businesses (and their usage of RevenueCat) over time
• New Enterprise Sales: Identify and drive net-new business with high-potential app publishers. Handle the full sales cycle for select inbound leads and targeted outbound prospects, from initial discovery and value proposition through negotiation and close. You’ll focus on opportunities where a contract or customized plan makes sense (e.g. larger organizations that need committed terms or extra services) and will pair closely with a Sales Engineer to ensure we provide the deep technical expertise these publishers require. RevenueCat is predominantly a Sales Engineering led motion. We only bring in Account Executives for larger organizations where a high level of multi-touch and strategy is required
• Light Outbound & Pipeline Building: In a primarily inbound/PLG motion, you’ll still engage in targeted outbound prospecting. You’ll work with Marketing to pinpoint the most promising apps not yet using RevenueCat, and collaborate on designing and deploying sophisticated account based marketing campaigns. Craft personalized outreach (emails, LinkedIn, attending industry events, etc.) to spark conversations with these prospects, educating rather than hard-selling. Note that at this time, RevenueCat doesn’t (nor plans to have) SDRs
• Consultative Selling in a PLG Model: Serve as a domain expert and advisor. Guide prospects and customers on best practices in subscription monetization, leveraging RevenueCat’s data and insights. Rather than pushing a predefined package, you’ll tailor solutions to each customer’s needs, for example, helping a fast-growing startup navigate when to move from self-serve billing to a contract for enterprise procurement, always prioritising the customers needs
• Cross-Functional Collaboration: Partner closely with Customer Success (who ensure successful product implementation and adoption) to present a unified face to the customer. Coordinate with Product and Engineering to advocate for enterprise customer requirements and stay current on our product roadmap. Work with Marketing on account-based campaigns or case studies featuring your customers. You’ll be the internal voice of some of our most important users
• Within the first month, you’ll:
• Ramp Up on RevenueCat: Deeply learn our platform, pricing model, and the mobile monetization ecosystem. Shadow Amanda and other team members on sales calls and customer meetings to understand our current account base and sales motion. Run mock calls with cross functional colleagues to refine your talk track and RevenueCat pitch
• Begin Account Transitions: Start taking over day-to-day management of a portion of Amanda’s accounts. Join introductory calls with these customers as their new point of contact, building rapport and trust
• Pipeline Planning: Review our existing pipeline and identify 5–10 high-potential prospects (from inbound inquiries or your own research) to begin engaging. Coordinate with Marketing to obtain relevant collateral and success stories to support early outreach
• PLG Mindset Immersion: Embrace our product-led growth approach – spend time using our dashboard, exploring the docs, and even integrating our SDK in a sample app to empathize with the developer experience. You might even vibe-code and ship your own RevenueCat powered app. We heavily encourage everyone in the company to have a live app in the stores
• Within the first 3 months, you’ll:
• Own Customer Relationships: Fully assume ownership of your portfolio of strategic accounts, handling all commercial conversations and quarterbacking strategic conversations and actions. Collaborate with Success on regular check-ins and business reviews with these customers to track outcomes and identify new ways RevenueCat can support their growth
• Close Initial Deals: Land your first new customers or expansions – for example, converting a high-potential free user into a paid enterprise plan, or upselling an existing customer to higher-volume usage or additional features. You’ll navigate any procurement or security reviews and get agreements signed
• Build Outbound Rhythm: Establish a light but steady outbound cadence. By now you’ll have a small roster of active prospects in discovery or demo stages. You’ll be actively sending outreach, delivering tailored demos (with Sales Engineering support if needed), and honing our messaging to resonate with technical stakeholders
• Team Sync & Feedback: Meet regularly with Customer Success and Technical Account Management teams to discuss your accounts’ health and proactively address any risks. Provide feedback to Product on recurring themes or feature requests coming from your customers and prospects. Your insights will help shape our roadmap and the evolving sales playbook
• Within the first 6 months, you’ll:
• Drive Revenue Growth: Be a major contributor to the team’s mid-year ARR goals. By month 6, you should have consistently hit your monthly/quarterly quota targets through a mix of new deals and account expansions. You’ll have several enterprise contracts under your belt (even if most customers remain on self-serve, usage-driven plans, which - for your portfolio of accounts - we’ll count towards you quota)
• Refine the Enterprise Playbook: Leverage your experience to improve our sales process in a PLG context. For example, you might formalize guidelines on when an account should get sales assistance, collaborate on ROI calculators or proposal templates geared towards developer tools, and share best practices on navigating enterprise procurement despite a usage-based pricing model
• Strategic Account Planning: Develop detailed account plans for your top accounts, mapping out their org structure, usage trends, expansion opportunities, and risk factors. Together with the customer’s CSM, present at least one proactive growth plan to a major customer, for instance, identifying a new division or app where they could implement RevenueCat, and working with them to make it happen
• Mentorship & Teamwork: As we continue to hire, help onboard any new Account Executives. Share your product knowledge and sales techniques. You’ll also collaborate with Marketing on one-to-many efforts (webinars, case studies, etc.), perhaps even co-authoring a blog post or appearing on appearing on stage at one of our many events to share insights on subscription growth
• After 12 months, you’ll:
• Exceed Annual Targets: Have met or surpassed your annual quota, directly adding to RevenueCat’s growth. You’ll have meaningfully grown several key accounts’ revenue and brought in multiple new high-value customers
• Be a Trusted Advisor: Become the go-to subscription expert for your customers. CEOs, product managers, and developers alike will reach out to you for advice on their monetization strategy. Your accounts view you not just as a vendor, but as a long-term partner in their success, resulting in excellent retention and enthusiastic case studies or referrals
• Shape Strategy: Play a key role in our go-to-market strategy for the enterprise segment. You’ll provide input on everything from pricing and packaging, to hiring needs, to which markets or verticals we should prioritize. Internally, you’ll be recognized as a leader in the sales team, possibly taking on additional mentorship responsibilities or a path toward a Sales Leadership role as we scale
• Champion Customer Feedback: Thanks to your deep involvement with top customers, you’ll have a pulse on what the market needs. You will have funneled critical feedback and ideas to our Product and Leadership teams, influencing new features or improvements that make the platform even better for all developers