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about 15 hours ago
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About BackblazeBackblaze is the object storage leader in the open cloud movement, fueling customer success with cloud storage built purposefully to unlock budgets, unburden administrators, and unleash innovators. Together with our partners, we’re helping customers break free from the restrictive, overpriced legacy solutions that hold them back, and blaze forward with the full power of the open cloud in their hands.Founded in 2007, we scaled the business with less than $3 million in outside funding until 2021, when we did a traditional IPO on the Nasdaq stock exchange. Today, Backblaze generates over $100m in revenue and is the leading specialized storage cloud - managing over three billion gigabytes of data storage for 500K+ customers in 175+ countries, including businesses, developers, IT professionals, and individuals.But while there is a lot to celebrate in our past, there is almost as much opportunity ahead of us. We are seeking a Sr. Account Manager, Strategic Accounts!About the RoleWe're looking for a Sr. Account Manager, Strategic Accounts to be the connective tissue inside our most strategic, multi-million dollar accounts. This is a three-part role: part relationship manager, part CSM, part AE — and you need to be genuinely good at all three.Our executives will be in the room for the big moments. Your job is everything in between. You'll make sure the account works operationally — integrations are humming, issues get resolved before they escalate, the right people are talking to each other. And while you're doing that, you'll be listening closely for the next problem to solve, the next workload to win, the next expansion hiding inside the account.The catch: our customers are infrastructure people. They think in terms of object storage, S3-compatible APIs, egress architectures, GPU-dense compute environments, and petabyte-scale data pipelines. They will know immediately if you're winging it — and they'll respect you immediately if you're not. You don't need a PhD. But you kind of need to think like someone who considered one.What You'll DoManage day-to-day operational health across a portfolio of strategic accounts with multi-million dollar ARR — you're the person the customer calls when something needs to get doneIn addition to the day to day operational health, you will own the commercial relationship between executive touchpoints — you are the account's day-to-day voice of BackblazeDrive expansion pipeline through relationship depth, not just product knowledge — you find the next opportunity because people tell you thingsNegotiate renewal terms and expansion pricing in partnership with executives, bringing account context and relationship capital to the tableHit defined ramp targets in your first 90/180/270 days, establishing yourself as a trusted presence in each account and building expansion pipeline quicklyKeep accounts running smoothly — coordinating across Support, Engineering, and Product to resolve issues, track open items, and ensure commitments are metFarm accounts actively and systematically — always listening for new workloads, infrastructure challenges, or organizational changes that signal expansion opportunityBuild and maintain working relationships across multiple stakeholder layers — Infrastructure, DevOps, Storage Engineering, FinOps, and Procurement — while Backblaze executives own the C-suite relationshipPartner with Solutions Engineers on technical discovery, architecture reviews, and POC engagements when expansion opportunities surfaceTranslate deep technical product capabilities — B2 Cloud Storage, S3-compatible APIs, multi-cloud egress optimization, data durability architectures — into solutions that map to real customer problemsPrepare executives for high-stakes customer meetings with account context, relationship intelligence, and clear briefingsMaintain accurate pipeline, account health, and forecast data in CRM — your accounts should never be a black box to the teamThe Right Fit7+ years in a hybrid Account Management, CSM, or Strategic Sales role — specifically in cloud infrastructure, storage, networking, or adjacent technical infrastructure segmentsDemonstrated track record managing and growing multi-million dollar accounts with measurable NRR and expansion resultsYou're comfortable being the day-to-day face of the account without needing to be the most senior person in the room — you know how to set executives up for success and how to work alongside them, not in front of themA natural farmer — you find expansion by staying deeply curious about the customer's business, not by running a quarterly upsell motionOperationally sharp — you track open issues, follow through on commitments, and keep accounts from going sideways before anyone noticesDeep, 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 environmentsYou own relationship problems the same way you own a quota or a target— accountability isn't something you delegateYou can hold your own technically when a Solutions Engineer isn't in the room — comfortable whiteboarding cloud workflows, data pipelines, and integration architectures with customers at a conceptual level, knowing when to go deep and when to loop in the right expertYou understand how AI/ML training workloads, media pipelines, large-scale backup architectures, and developer platforms consume storage — and why the economics matter to the buyerComfortable building working relationships with technical buyers — VPs of Infrastructure, Storage Architects, DevOps leads — across multiple levels of a customer orgProven ability to carry quota at the Sr. level with clear ramp milestones and expansion targetsStrong CRM discipline — your pipeline and account notes are always current and useful to the broader teamBonus PointsExperience selling to or within Neocloud, hyperscaler, or AI/ML infrastructure environmentsFamiliarity with data egress cost structures, S3 pricing models, and total cost of ownership conversations in cloud storageBackground at a specialized cloud or infrastructure vendor (not just a generalist hyperscaler)Backblaze Perks: Healthcare for family, including dental and visionCompetitive 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 (human children only) Fertility treatment and support Learning & development program Commuter benefits Culture that supports a healthy work-life balance To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors, including candidate location, skills, depth of work experience, and relevant licenses/credentials, and may vary from the amounts listed below.The base pay range for this position is $150,150 - $192,500At Backblaze, we value being fair and good to our customers, partners, and employees. That’s why diversity, equity, and inclusion are at the core of our values. We are committed to fostering a workforce where all employees feel a sense of belonging regardless of race, ethnicity, nationality, gender, sexual orientation, age, religion, socio-economic status, ability, veteran status, and education. We believe that our dedication to cultivating a diverse workspace not only allows us to better serve our customers in over 175 countries, but further reinforces our commitment to doing the right thing. We are proud to be an Equal Opportunity Employer.