Backblaze External Website - Director, Neo Cloud Sales
Requirements
• Infrastructure fluency. You know or can get fluent in the NeoCloud infrastructure stack: GPU compute, networking, storage, and orchestration. You can spar with our Field CTO on architecture without needing drive-level detail. Storage experience is a plus. • Infrastructure fluency. • Executive presence. You have built SVP, CTO, and CXO relationships and can run those meetings alone. You have landed and expanded multi-year committed contracts. • Executive presence. • Product depth. You can work with senior product and development teams at a NeoCloud and hold a strategic conversation, not only a commercial one. • Product depth. • OEM and ISV deal experience. You have negotiated service integration, SLAs, IP, revenue share, and infrastructure-as-a-service structures. You have done these deals, not watched them. • Seller of record. You have carried a quota and closed deals with your name on them. • Seller of record. • Leadership. You have led a small, senior, quota-carrying team and still carry a number yourself. A Specialist team in a large organization, esp in early days a plus. • Leadership. • Executive sponsorship. You win sponsors on both sides of the table. • Executive sponsorship. • A Plus (though not essential) • Experience selling to NeoClouds, GPU clouds, hyperscalers, cloud providers, or AI infrastructure companies • Experience building a new segment or coverage model from scratch • Familiarity with S3-compatible object storage, data egress economics, and AI/ML data pipelines
Responsibilities
• Logos. Land and grow five of the Top 25 NeoClouds as meaningful customers, and land 25 more from the rest of the list. • Logos. • TCV. Deliver $20M in total contract value across the base. We measure on TCV because these customers sign multi-year commitments. • Expansion. Grow the existing NeoCloud base outside committed contracts such as CoreWeave. • Expansion. • Pipeline and forecast. Own both for the whole segment, and carry a named-account number yourself. • Pipeline and forecast. • Your team. Hire, onboard, and coach a growing team of BD Pursuit Specialists / AEs. Set the KPIs and ARR-conversion targets they are paid against. • Your team. • Build • You build this with the Field CTO, Strategic Partnerships, an SE and Cloud Operations beside you, and with your AEs as they join. • Route to market. Own the Sell-To motion for the segment, with its own plays for each type of NeoCloud. No two NeoClouds behave alike, so you choose the play for each account. Write the pursuit plan for the Top 25 NeoClouds: the order we go after them, the buying group in each, and the play for each. • Route to market. • Sell-With. This is Strategic Partnerships' motion, and you work it in tandem with them, not underneath them, on OEM and ISV flywheels with partners such as NVIDIA, Super Micro, Weka, VAST, and AMD. When a NeoCloud wants help selling Backblaze storage to its own customers, you and Strategic Partnerships decide together how to staff it. • Sell-With. • Deal structure. Negotiate SLAs, IP, revenue share, and infrastructure-as-a-service terms when Backblaze runs behind a NeoCloud's service. • Deal structure. • Internal selling. Bring our Executives (including the CEO), Cloud Operations and Engineering into each integration, and keep them engaged after signature. This is as much internal selling as external. • Internal selling. • Executive sponsorship. Secure a Backblaze executive sponsor and a customer executive sponsor for every priority account, then run CXO conversations without senior leadership in the room. • Executive sponsorship. • Transition. Take over open NeoCloud opportunities and existing coverage from the current BD owners by the end of Q1. Exceptions are handled case by case. • Transition.
Benefits
• How We Got Here • We started by building storage servers from scratch in a Palo Alto apartment to save 90% on hardware. Turns out hard constraints make for pretty good engineering. That discipline forged a platform that performs as well or better than competitors, scales to multi-exabyte workloads, and costs a fraction of what AWS or Google charge. AI infrastructure runs on data. Storage gets hard at scale. We've been breaking, rebuilding, and improving that storage layer for 20 years. • Today, the world's leading AI infrastructure providers, neoclouds, and data-intensive businesses run on Backblaze. Our platform includes: • B2 Overdrive - high-throughput object storage engineered for AI infrastructure, GPU workloads, and massive-scale data pipelines • B2 Overdrive • B2 Neo - white-label enterprise cloud storage powering neocloud platforms for AI, HPC, and media • B2 Neo • B2 Cloud Storage - S3-compatible object storage with predictable pricing, free egress, and no lock-in • B2 Cloud Storage • Computer Backup - automatic, continuous endpoint backup for Macs and PCs • Computer Backup • 500,000+ customers. 175 countries. Nasdaq: BLZE. backblaze.com • Competitive compensation and equity package • Full benefits including medical, dental, vision, and 401(k) with matching • RSU grants for full-time employees • Flexible vacation policy • Maternity & paternity leave • MacBook 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 • A collaborative and transparent culture that supports a healthy work-life balance • Pay Transparency and Equal Opportunity • To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. Final offer amounts are determined by multiple factors including candidate location, skills, depth of work experience, and relevant licenses/credentials.Compensation for this role will be $195,000 - $240,000 plus variable pay and RSUs. Target OTE $325,000 - $400,000 60:40 base to variable.
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