Technical Account Manager

Rabbit; California (MO); On-site; USD 120,000 - 180,000; Full time

Job summary

Rabbit is seeking a Technical Account Manager to own customer relationships from PoC kickoff through renewal and expansion across North American accounts.

You will lead the PoC, ensure value realization, and drive conversion to paying customers. You sit with product teams to advocate for customer needs, influencing prioritization and product roadmap.

Qualifications

• 5+ years in Technical Account Management, Enterprise Customer Success, or post-sales solutions, owning enterprise accounts end to end.
• Hands-on Google Cloud and BigQuery experience; able to explain cost drivers without an engineer.
• Proven ability to run a PoC to a decision and support expansion negotiations.
• Exceptional written and verbal English for diverse stakeholders.

Responsibilities

• Own execution and follow-through; translate requirements into concrete product asks and drive with Engineering and Product.
• Own the PoC from kickoff; drive it to the agreed success criteria and prove value.
• Own the conversion from PoC to contract; support business case, procurement, and security reviews.
• Own the relationship for a dedicated portfolio of US accounts; conduct regular check-ins and business reviews.
• Drive expansion with upsell/cross-sell opportunities across teams and workloads.
• Triage and escalate with Support Engineering; stay accountable through resolution.
• Renewals forecasting and building post-sales playbooks for TAM.

Skills

Technical Account Management

Google Cloud

BigQuery

Commercial ownership

English fluency

Job description

Rabbit is looking for a Technical Account Manager to own the customer relationship from the moment a PoC begins through conversion, renewal, and expansion — across our North American accounts.

You will meet your customers on the PoC kickoff call and stay with them for years. You own the journey: proving value during the PoC, converting them to a paying customer, and then being the person they call about anything.

What makes this role different from a Technical Account Manager job at a larger company: you sit with the product team. When your customer needs something built, you are not filing a ticket into a queue and hoping. You are in the room where prioritisation happens, arguing their case directly to the engineers who will build it.

This is a quota-carrying role. You will be measured on how many PoCs convert and how much your accounts grow.

Key Responsibilities

• Own execution and follow-through. When a customer needs something from Rabbit, you own getting it done. Translate their requirements into concrete product asks, prioritise them directly with Engineering and Product, and hold the internal thread until it ships. Report back to the customer either way.
• Own the PoC. Take handoff from the Solutions Engineer at kickoff. Drive the PoC against the agreed success criteria, keep momentum, and make the value undeniable before the evaluation window closes.
• Own the conversion. Run the commercial process from PoC to signed contract: business case, stakeholder alignment, procurement and security review, negotiation support.
• Own the relationship, long-term. Be the named contact for a dedicated portfolio of US accounts. Run regular check-ins and business reviews. Know their org, their goals, and their politics.
• Drive expansion. Find and close upsell and cross-sell opportunities: new teams, new workloads, new products.
• Triage and escalations. Assess urgency, route to Support Engineering with real context, and stay accountable to the customer through resolution.
• Renew and forecast renewals accurately.
• Build the post-sales playbook. You are our first dedicated TAM. You are writing the motion, not inheriting it.

Required Qualifications

• 5+ years in Technical Account Management, Enterprise Customer Success, or Post-Sales Solutions, owning enterprise accounts end to end
• Proven commercial ownership. You have carried a number — conversion, expansion, retention, or all three — and you have hit it. This is not a support or a pure-CS role.
• Hands-on Google Cloud and BigQuery experience. You can navigate a customer's billing data, interpret their cost drivers, and explain what Rabbit found without an engineer on the call.
• Demonstrated ability to run a technical evaluation to a decision. You know how to keep a PoC from quietly dying.
• Exceptional written and verbal English. You will be talking to data engineers one hour and their VP the next.
• Comfort operating without layers: you will make calls, own outcomes, and chase things internally yourself.

Preferred Qualifications

• FinOps or cloud cost management background
• SQL proficiency and experience working directly in customer data environments
• Experience as an early post-sales hire, defining the motion rather than following one
• Proficiency with AI agents for customer analysis, reporting, and research