Director of Account Management

About the Role

Warp is looking for a Director of Account Management to personally own and grow a portfolio of enterprise customers. This is an individual contributor role. You won't manage an account management team. You'll be the person your customers call when they need something done. You'll learn how each account operates, solve problems across the business, coordinate internally, and find every opportunity to expand the relationship.

This isn't a passive customer success role. You'll be expected to protect the account, grow revenue, increase Warp's share of the customer's freight spend, and do whatever it takes to make the customer successful. If a customer spends $500,000 with Warp today, your job is to understand what needs to happen operationally and commercially for that relationship to become $5 million.

What You'll Do

• Personally own a portfolio of Warp's largest enterprise customers
• Serve as the primary point of contact for everything the customer needs
• Build deep relationships across logistics, operations, procurement, finance, technology, and executive leadership
• Understand each customer's supply chain in detail, including its facilities, lanes, service requirements, costs, and operational pain points
• Identify opportunities to expand into new lanes, locations, business units, transportation modes, and services
• Grow customers across LTL, FTL, local freight, warehousing, fulfillment, and other Warp offerings
• Coordinate with Operations, Product, Engineering, Finance, and Sales to solve customer problems quickly
• Lead implementations, expansion projects, business reviews, pricing conversations, and operational escalations
• Use shipment data and customer feedback to uncover growth opportunities
• Build detailed account plans and accurately forecast expansion revenue
• Take ownership of issues until they're fully resolved, even when the solution requires work across multiple teams

What We're Looking For

• 7+ years in enterprise account management, strategic accounts, customer growth, logistics, supply chain, or enterprise technology
• A proven record of growing large existing accounts
• Experience owning complex enterprise relationships as an individual contributor
• Strong commercial instincts and the ability to find revenue opportunities inside operational problems
• The ability to move comfortably between executive conversations and detailed operational work
• Exceptional communication, organization, and follow through
• Strong judgment under pressure and a high sense of personal ownership
• Willingness to do whatever the account requires rather than passing problems to another department
• Experience in freight, logistics, transportation, or supply chain is strongly preferred

How Success Will Be Measured

• Revenue growth across your account portfolio
• Net revenue retention
• Expansion into new lanes, facilities, services, and business units
• Growth in Warp's share of each customer's total freight spend
• Customer retention and long term account health
• Speed and quality of issue resolution
• Forecast accuracy

Why Warp

Warp has doubled its business every year for the past three years. We're not building another freight broker. We're building an open source freight network where the technology is free, the network is flexible, and every new shipment makes the system more valuable. This role has direct ownership of some of Warp's most important customer relationships and the opportunity to turn them into significantly larger partnerships.