Description
The Account Manager owns the commercial and relationship aspects of the post-sales journey across a portfolio of Digital Native and select Enterprise customers. You will drive renewals, identify and close upsell and cross-sell opportunities, and ensure customers achieve measurable adoption outcomes with Weights & Biases (W&B).
You will partner closely with Field Engineering (FE),who leads technical success,while you lead the commercial motions including renewal execution, usage-to-value alignment, growth pipeline creation, and multi-threaded stakeholder engagement.
This role requires comfort engaging highly technical personas (ML engineers, researchers, PhDs) and operating with autonomy in a rapidly evolving AI ecosystem; it is not a playbook-driven role.
Key responsibilities include:
- Owning renewals, upsells, and cross-sells across your assigned accounts.
- Building and maintaining detailed account plans including account maps, whitespace, usage trends, risks, and growth opportunities.
- Generating growth pipeline by identifying new use cases, teams, and product opportunities within existing accounts.
To be successful in this role, you will need to have a strong, genuine interest in AI/ML and the evolving machine learning ecosystem. You should also have high technical and product curiosity, be comfortable speaking with developers, ML engineers, and researchers, and have proven ability to drive growth motions (upsells, cross-sells) and manage retention in technical accounts.
Preferred qualifications include experience working with ML, MLOps, DevOps, or data infrastructure teams, familiarity with Git, Jupyter, Python, PyTorch, or cloud platforms (AWS, GCP, Azure), and exposure to AI-native companies, model builders, or generative AI workflows.