Install Base Manager, Startups

We are seeking an experienced, hands-on leader to build, coach, and scale a team of Startup Account Executives focused on growing and scaling our largest and fastest-growing startup customers.

The Install Base Manager, Startups will be responsible for building and leading a high-performing team, driving adoption of new products, and executing commercial strategies to move customers from self-serve to enterprise-grade partnerships.

Key responsibilities include:

• Building and leading a team of Install Base Startup AEs
• Coaching and mentoring team members to develop trusted partnerships with founders, CTOs, and other stakeholders
• Collaborating with cross-functional teams, including Solutions Architects, Product, Marketing, and RevOps
• Driving pipeline generation, new product adoption, and commercial execution
• Developing and refining consumption-based sales motions and playbooks

Requirements:

• 5+ years of SaaS sales experience, ideally in mid-market or high-growth segments
• 2+ years of experience managing Account Executives
• Proven track record of hiring, coaching, and developing high-performing sales teams
• Experience with usage-based or consumption pricing models
• Strong cross-functional instincts and ability to operate in a fast-paced environment

Nice to have:

• Experience selling developer tools, infrastructure, AI/ML products, or other technical platforms to startups
• Experience driving multi-product adoption within existing accounts
• Strong understanding of AI-native development and infrastructure

Compensation and benefits include:

• Competitive compensation package, including equity
• Inclusive Healthcare Package
• Flexible Time Off
• WFH budget for outfitting your space as needed
• The San Francisco, CA base pay range for this role is $290,000 - $330,000