Strategic Account Executive

RevenueCat removes the headaches of building and scaling in‑app subscriptions. Since graduating from YC's S18 batch we've grown into the default monetization platform for mobile: we're in >40% of newly shipped subscription apps, we process $10B+ in annual purchase volume, and we help everyone from a solo dev in Brazil to the OpenAI mobile team understand and grow their revenue.We're a remote‑first crew of 100+, guided by values we actually practice: Customer Obsession, Always Be Shipping, Own It, and Balance. If you want your work to touch hundreds of millions of end‑users (and help the developers behind them get paid), you'll fit right in.The RoleRevenueCat helps apps of every size and business model make more money on mobile, web, and platforms like Roku, Amazon Fire TV, and Vision Pro. Because we power everything from entitlement logic to LTV analytics, we attract a remarkably wide cast of characters: solo indie developers managing every aspect of their app; mobile engineers maintaining legacy monetization infrastructure; product managers releasing new features to drive virality; lifecycle marketers fine-tuning churn; data analysts combing through event streams; and executives relying on IAP data to run the business. Each persona arrives with a different idea of how we should help them "make more money." Our product team meets that demand by shipping features, charts, and integrations at a pace most companies only aspire to. The result is a multi-threaded conversation and a very active inbox.Much of that inbound breaks down into familiar stories. There's the funded startup building something new, ready to invest in a solid monetization foundation that enables them to go live quickly and supports them as they grow. There's the large publisher evaluating whether to rip out their internally built, limited monetization stack and replace it with a platform designed to scale and support cross-platform complexity. 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.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.What You'll Be Responsible ForStrategic 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 timeNew 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 requiredLight 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) SDRsConsultative 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 needsCross-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 usersWhat Success Looks LikeWithin 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 pitchBegin 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 trustPipeline 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 outreachPLG 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 storesWithin 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 growthClose 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 signedBuild 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 stakeholdersTeam 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 playbookWithin 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 modelStrategic 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 happenMentorship & 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 growthAfter 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 customersBe 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 referralsShape 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 scaleChampion 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 developersWhat You'll Need to Be Successful: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 dealsProven 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 itDomain knowledge in mobile apps or subscription revenue is a big plus. e.g. you know what terms like "in-app purchase", "App Store/Play Store", or "Apple StoreKit" mean, and you grasp the challenges developers face with subscription infrastructure. If you've sold products in the developer tools, fintech/payments, or mobile SaaS space, you'll ramp up fasterExisting connections or insight in the mobile app industry (subscriptions, gaming, streaming, etc.) that could open doors to new partnerships or clientsOutstanding 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/asyncConsultative, 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 winsSelf-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 contributeCollaborative 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 descriptionDetail 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 happyIdeally, you:Have experience at a high-growth startup or in an environment where you helped shape a sales motion from the ground up. You're comfortable with ambiguity and can create structure and process where neededHave sold developer-centric products or have a personal background in software development. Perhaps you've been a solutions engineer or just love to tinker with tech - you understand how to win trust with a developer audienceAre excited to be a foundational member of the RevenueCat sales team. You look forward to shaping culture, processes, and helping hire/mentor future team members as we growWhat we offer:Competitive equity in a fast-growing, Series C startup backed by top-tier investors, including Y Combinator10-year window to exercise vested equity optionsFully remote and flexible work environment4-5 weeks of suggested time off annually for mental, physical, and emotional recharge$2,000 USD for workspace setup and $1,000 USD annual stipend for continuous learningCurious about the interview process? Discover more in our blog post about how we hire and learn tips to help you succeed.