Senior Account Manager, Strategic Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee daily operational health across a portfolio of strategic accounts generating multi-million dollar ARR — you are the go-to person for customers when issues arise.

• Beyond daily operational management, you will manage the commercial relationship with executive stakeholders — you serve as the account's primary voice within Backblaze.

• Cultivate expansion opportunities through deepening relationships rather than relying solely on product knowledge — you discover new prospects because clients share information with you.

• Collaborate with executives to negotiate renewal terms and expansion pricing, leveraging account context and relationship capital.

• Achieve established ramp targets during your first 90/180/270 days, positioning yourself as a trusted presence within each account and rapidly developing the expansion pipeline.

• Ensure smooth account operations — coordinate with Support, Engineering, and Product teams to address issues, monitor open items, and guarantee commitments are fulfilled.

• Actively and systematically cultivate accounts — continuously listen for new workloads, infrastructure challenges, or organizational shifts that indicate expansion opportunities.

• Develop and sustain working relationships with various stakeholder levels — including Infrastructure, DevOps, Storage Engineering, FinOps, and Procurement — while Backblaze executives maintain the C-suite connections.

• Collaborate with Solutions Engineers on technical discovery, architecture reviews, and POC engagements whenever expansion opportunities arise.

• Convert in-depth technical product capabilities — such as B2 Cloud Storage, S3-compatible APIs, multi-cloud egress optimization, and data durability architectures — into solutions that address real customer challenges.

• Equip executives for high-stakes customer meetings by providing account context, relationship insights, and concise briefings.

• Keep accurate records of pipeline, account health, and forecast data in CRM — your accounts should always be transparent to the team.

⛳️ Requirements

• 7+ years of experience in a hybrid Account Management, CSM, or Strategic Sales role — particularly within cloud infrastructure, storage, networking, or similar technical sectors.

• Proven history of managing and growing multi-million dollar accounts with measurable NRR and expansion outcomes.

• Comfortable being the primary face of the account without needing to be the most senior person present — you know how to set executives up for success and collaborate with them effectively.

• A natural at account farming — you uncover expansion opportunities through genuine curiosity about the customer's business rather than by executing a quarterly upsell strategy.

• Operationally proficient — you monitor open issues, follow through on commitments, and prevent accounts from deteriorating unnoticed.

• Strong, genuine expertise in infrastructure: including object storage, block and file storage architectures, S3-compatible APIs, egress cost modeling, data pipeline design, as well as multi-cloud and hybrid cloud environments.

• You take ownership of relationship challenges just as you do with quotas or targets — accountability is not something you delegate.

• Technically capable when a Solutions Engineer is not available — able to whiteboard cloud workflows, data pipelines, and integration architectures with customers conceptually, knowing when to dive deeper and when to involve the appropriate expert.

• Understand how AI/ML training workloads, media pipelines, large-scale backup architectures, and developer platforms utilize storage — and recognize the economic implications for buyers.

• Comfortable establishing working relationships with technical buyers — including VPs of Infrastructure, Storage Architects, and DevOps leads — across various levels of a customer organization.

• Proven capability to meet quota at the Senior level with clearly defined ramp milestones and expansion objectives.

• Strong discipline in CRM usage — your pipeline and account notes are always up-to-date and beneficial to the wider team.

🏝️ Benefits

• Comprehensive healthcare coverage for families, including dental and vision.

• Competitive salary and 401K plan.

• RSU grants available for full-time employees.

• Employee Stock Purchase Plan (ESPP).

• Flexible vacation policy.

• Maternity and paternity leave.

• MacBook Pro for work, along with a generous stipend to customize your workstation.

• Childcare bonus (for human children only).

• Support and coverage for fertility treatments.

• Opportunities for learning and development.

• Commuter benefits.

• A culture that promotes a healthy work-life balance.