Sr. Account Manager - Renewals/Expansion at Doppler

Job description

WHY NOW 2026 has been a breakout year for Doppler. We’ve helped over 78,000 startups and enterprises manage their secrets at scale, and landed our first million-dollar customer. We've shipped some of our most exciting features yet, expanded our customer base, and sharpened our focus like never before. With a strong foundation in community, we're scaling and monetizing with ambitious goals across product, growth, sales, and hiring. The rise of AI tooling has fundamentally expanded who and what has access to your secrets. The stakes have never been higher, and getting it wrong has real consequences. Doppler is the solution to fix this. Simple to adopt, easy to scale, and built for developers, by developers. The momentum is real, and we’re just getting started. About Doppler Doppler's mission is to make it easy and secure for software developers of every experience level and teams of any size to manage their app configuration and secrets. But hasn't this been done? Developers tend to be either struggling with the manual management of .env files doppler.com, or wrestling with an overly complex secrets manager doppler.com that's not built for software development. Our team is entrepreneurial, with a bias for action. We never back down from a spirited debate and believe we are all responsible for exploring the hard questions. We value self-awareness and meaningful impact. We are open to unconventional approaches and have learned not to judge a book by its cover. Your time is your most valuable resource, so you set your hours. We use Slack to communicate and default to zero meetings. WHO WE ARE Doppler is a developer-first secrets management platform that enables engineers and security teams to securely store their secrets across any cloud infrastructure or deployment environment at scale. THE ROLE We’re looking for a Sr. Account Manager to own renewals and expansion across our existing managed sales customers. This is a sales role. You’ll retain and grow the accounts we’ve already won through multi-threaded selling, executive relationships, and a long-term plan for each customer. You’ll work alongside our new-business AEs, who land the accounts, and our Customer Success Manager, who handles the day-to-day relationship and adoption. Your job is the commercial side: the renewal, the expansion, and the number. You’ll wear a few hats. You’ll work inside Doppler to improve our product and process, and outside with customers to understand what’s getting in their way and show them clearly what Doppler is worth to them. Along the way, you’ll help write the playbook for the people who join the team after you. Most of your time will be spent talking to engineers, DevOps leads, platform teams, and the engineering leaders above them. Understanding what they do and why it matters is how you earn their trust and move deals forward. If you like a fast-moving startup, enjoy selling, and want a role where your work has an outsized effect, this is it. ABOUT THE TEAM Managed sales at Doppler is a small department that runs with process discipline. MEDDPICC is formally trained and used in deal reviews, CRM hygiene is expected, and performance is tracked closely. The team is small enough that everyone’s contribution is visible and matters. We work with low ego and are always improving how we sell and how we partner with customers. What you’ll do: - Own the number. You’re responsible for renewal and expansion revenue across your portfolio of existing customers, with quarterly and annual targets you’ll hit and beat. Most of the expansion will come from expanding across teams or subsidiaries and moving customers onto multi-year platform agreements. - Build the plan for every account. Develop multi-year account plans that map who has influence, find the white space, and quantify expansion potential across business units, geographies, and product areas. Then run those plans. - Make renewals predictable. Reinforce value, outcomes, and ROI well before contract milestones so renewals land on time. Watch account health and usage data to spot churn or contraction risk early, and own the fix, pulling in Customer Success, Support, and Product and escalating when you need to. - Build real relationships at the top. Become a trusted advisor to CTOs, VPs of Engineering, Heads of DevOps, and the like across your accounts, including across business units. Stay close through onsite and virtual check-ins, QBRs, and executive business reviews. - Back up the account internally. Coordinate cross-functionally within Doppler so each customer gets a continuous, high-touch, multi-year growth strategy. Partner with Engineering on technical conversations and with Product and Marketing on go-to-market work and customer feedback. - Run a clean process. Apply MEDDPICC across your pipeline; it’s used in deal reviews and built into Salesforce. Keep Salesforce accurate, with clear next steps and honest forecasting, so leadership can see the pipeline and make decisions from real data. Use AI and sales tools to get smarter about accounts and faster at the work. What you’ll bring to the table: - 3+ years in account management or software sales at a B2B software company, ideally carrying a renewal or expansion quota, with a track record of meeting or beating targets. - You’ve sold to technical buyers before. You don’t need to be an engineer, but you can sell to one, and you know your way around developer tools, DevOps, infrastructure, or security products. - Strong discovery skills. You ask questions that find real pain instead of running through a checklist, and you understand an engineering environment before you position a solution. - You’re good at the long game: mapping stakeholders, managing relationships, communicating at the executive level, and growing an account over a multi-year cycle. - You can give us an example of a customer who was hesitant about a product and how you turned that into a win. - Working knowledge of MEDDPICC and the discipline to apply it consistently. - Attention to detail. You track account health, renewal timelines, and follow-ups carefully, and you have a reliable system for staying organized while juggling a lot at once. - Ownership. You take responsibility for the full cycle, find blockers before they find you, and push deals forward without being asked. - Comfortable in a mid-market ACV motion where velocity and deal size both matter, and able to build expansion pipeline through outbound. - Comfortable with CRMs, email automation, and prospecting tools. - Willingness to travel for strategic customer visits. - Competitive, resilient, and positive when things don’t go your way. You bounce back from a lost deal and stay focused on the number. - Coachable, curious, and always looking to get a level better. Startup or high-growth experience helps. Preferred experience: - Familiarity with tools like Apollo, Salesforce, Sales Navigator, or similar - Formal MEDDPICC training - Experience selling devtools, security, or cloud infrastructure - Experience working remotely Salary: $140K–$175K OTE (60/40 split) BENEFITS - Premium health insurance (medical, dental, vision) - Guilt-free Unlimited PTO - 3-week minimum strongly encouraged! - Upward Mobility - Learning and Development Stipend - Wealth Advisor - 401k - Pregnancy & Family Leave - Fertility & Adoption Benefits - Equal Compensation (regardless of gender or race) For a full list of our benefits check our Perks Notion Page dopplerteam.notion.site. CLOSING We've built a great product our customers love. Our churn is low, and active usage continues to rise. We just need to amplify our reach to educate the market that secrets management can be fast, secure, and affordable for teams and organizations of any size. And most importantly, we need to continue encouraging Developers to stop adhering to archaic insecure standards such as manually managing .env file formats. Are you passionate about developer-focused products and ready to join an amazing team? Then we want to hear from you! A final note - we highly encourage you to apply for this role, even if you don't feel entirely qualified, or entirely sure. You never know!

Requirements

Must-haves

If you like a fast-moving startup, enjoy selling, and want a role where your work has an outsized effect, this is it.
3+ years in account management or software sales at a B2B software company, ideally carrying a renewal or expansion quota, with a track record of meeting or beating targets.
You’ve sold to technical buyers before. You don’t need to be an engineer, but you can sell to one, and you know your way around developer tools, DevOps, infrastructure, or security products.
Strong discovery skills. You ask questions that find real pain instead of running through a checklist, and you understand an engineering environment before you position a solution.
You’re good at the long game: mapping stakeholders, managing relationships, communicating at the executive level, and growing an account over a multi-year cycle.
You can give us an example of a customer who was hesitant about a product and how you turned that into a win.
Working knowledge of MEDDPICC and the discipline to apply it consistently.
Attention to detail. You track account health, renewal timelines, and follow-ups carefully, and you have a reliable system for staying organized while juggling a lot at once.
Ownership. You take responsibility for the full cycle, find blockers before they find you, and push deals forward without being asked.
Comfortable in a mid-market ACV motion where velocity and deal size both matter, and able to build expansion pipeline through outbound.
Comfortable with CRMs, email automation, and prospecting tools.
Willingness to travel for strategic customer visits.
Competitive, resilient, and positive when things don’t go your way. You bounce back from a lost deal and stay focused on the number.
Coachable, curious, and always looking to get a level better. Startup or high-growth experience helps.
Are you passionate about developer-focused products and ready to join an amazing team? Then we want to hear from you!
A final note - we highly encourage you to apply for this role, even if you don't feel entirely qualified, or entirely sure. You never know!

Nice-to-haves

Familiarity with tools like Apollo, Salesforce, Sales Navigator, or similar
Formal MEDDPICC training
Experience selling devtools, security, or cloud infrastructure
Experience working remotely

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: ashby
Effort: quick

Benefits

Benefits detected in the listing.

Health Insurance

Dental

Vision

401k

Pto