Sr. Account Manager, Strategic Accounts
About The Position
Backblaze is seeking a Sr. Account Manager, Strategic Accounts to serve as the primary point of contact for their most strategic, multi-million dollar accounts. This role combines relationship management, customer success, and account executive responsibilities. The individual will ensure the operational health of accounts, facilitate communication between Backblaze and the customer, and identify opportunities for account expansion. The role requires a strong understanding of cloud infrastructure, particularly object storage and related technologies, as customers are in technical fields like infrastructure, DevOps, and storage engineering. The ideal candidate will be able to build trust and credibility with technical buyers and work collaboratively with Backblaze executives.
Requirements
- 7+ years in a hybrid Account Management, CSM, or Strategic Sales role, specifically in cloud infrastructure, storage, networking, or adjacent technical infrastructure segments.
- Demonstrated track record managing and growing multi-million dollar accounts with measurable NRR and expansion results.
- Comfortable being the day-to-day face of the account without needing to be the most senior person in the room.
- A natural farmer who finds expansion by staying deeply curious about the customer's business.
- Operationally sharp, tracking open issues and following through on commitments.
- Deep, genuine fluency in infrastructure: object storage, block and file storage architectures, S3-compatible APIs, egress cost modeling, data pipeline design, multi-cloud and hybrid cloud environments.
- Ability to hold technical conversations without a Solutions Engineer present, knowing when to loop in experts.
- Understanding of how AI/ML training workloads, media pipelines, large-scale backup architectures, and developer platforms consume storage and their economic implications.
- Comfortable building working relationships with technical buyers across multiple levels of a customer organization.
- Proven ability to carry quota at the Sr. level with clear ramp milestones and expansion targets.
- Strong CRM discipline with current and useful pipeline and account notes.
Nice To Haves
- Experience selling to or within Neocloud, hyperscaler, or AI/ML infrastructure environments.
- Familiarity with data egress cost structures, S3 pricing models, and total cost of ownership conversations in cloud storage.
- Background at a specialized cloud or infrastructure vendor (not just a generalist hyperscaler).
Responsibilities
- Manage day-to-day operational health across a portfolio of strategic accounts with multi-million dollar ARR.
- Own the commercial relationship between executive touchpoints, acting as the day-to-day voice of Backblaze for the account.
- Drive expansion pipeline through relationship depth and understanding customer needs.
- Negotiate renewal terms and expansion pricing in partnership with executives.
- Achieve defined ramp targets in the first 90/180/270 days, establishing trust and building expansion pipeline.
- Ensure accounts run smoothly by coordinating across Support, Engineering, and Product to resolve issues and track commitments.
- Actively and systematically farm accounts by listening for new workloads, infrastructure challenges, or organizational changes that signal expansion opportunities.
- Build and maintain working relationships across multiple stakeholder layers (Infrastructure, DevOps, Storage Engineering, FinOps, Procurement).
- Partner with Solutions Engineers on technical discovery, architecture reviews, and POC engagements for expansion opportunities.
- Translate deep technical product capabilities into solutions that map to customer problems.
- Prepare executives for high-stakes customer meetings with account context and relationship intelligence.
- Maintain accurate pipeline, account health, and forecast data in CRM.
Benefits
- Healthcare for family, including dental and vision
- Competitive compensation and 401K
- RSU grants for full-time employees
- ESPP program
- Flexible vacation policy
- Maternity & paternity leave
- MacBook Pro to use for work plus a generous stipend to personalize your workstation
- Childcare bonus
- Fertility treatment and support
- Learning & development program
- Commuter benefits
- Culture that supports a healthy work-life balance
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
