Account Manager

About the role:

WorkOS is growing rapidly, and our largest customers are growing with us. We're looking for an Account Manager to own the expansion of our most complex accounts — deepening product adoption, uncovering new use cases, and turning strong technical relationships into meaningful revenue growth.

This is a commercial role with a technical center of gravity. You'll build trusted relationships with engineering and product leaders, understand their roadmaps well enough to see where WorkOS should show up next, and drive the renewals, upsells, and multi-product expansion that follow. You'll also be a critical feedback loop into product — the expansion opportunities you can't close today become the roadmap that unlocks them tomorrow.

Responsibilities

- Own a book of strategic accounts end to end: retention, renewal, and expansion targets

- Build and execute account growth plans — map the org, identify unadopted products and untapped teams, and drive a clear path to increased usage and spend

- Proactively surface expansion opportunities by understanding each customer's product roadmap, technical architecture, and growth plans

- Lead commercial conversations independently, from initial opportunity through pricing, negotiation, and close

- Drive adoption of the full WorkOS platform — SSO, Directory Sync, AuthKit, Audit Logs, and beyond — across new teams, new products, and new geographies

- Partner with Sales, Support, and Engineering to remove technical blockers standing between a customer and their next stage of growth

- Run executive business reviews that connect WorkOS usage to customer outcomes and set up the next expansion conversation

- Forecast accurately and maintain pipeline hygiene across your accounts

- Feed structured expansion signal back to Product — what customers are asking for, what's blocking adoption, and what would unlock the next tier of spend

- Help build the playbooks, content, and processes that make this motion repeatable as the team scales

Qualifications

- 5+ years in account management, customer success, or sales at an enterprise level, with a track record of growing existing accounts

- Demonstrated ownership of expansion, upsell, or net revenue retention targets

- Strong product sense and genuine energy for solving hard technical customer problems

- Ability to lead complex integration and architecture conversations in a consultative, proactive way

- Familiarity with APIs and the ability to explain API concepts to our largest and most technical customers

- Familiarity with SQL — comfortable writing basic queries and modifying more complex ones to find adoption and usage signal on your own

- Comfort navigating multi-threaded relationships, from individual developers to VPs and executive buyers

- Strong written and verbal communication skills

- Commercial instincts: you can spot an opportunity, build the business case, and ask for the deal

- Operations-savvy mindset — you remove process friction and build things that scale

- Strong organizational skills and a self-starting mindset