Backblaze External Website - Sr. Account Manager, Strategic Accounts

• Manage 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 done • In 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 Backblaze • Drive expansion pipeline through relationship depth, not just product knowledge — you find the next opportunity because people tell you things • Negotiate renewal terms and expansion pricing in partnership with executives, bringing account context and relationship capital to the table • Hit defined ramp targets in your first 90/180/270 days, establishing yourself as a trusted presence in each account and building expansion pipeline quickly • Keep accounts running smoothly — coordinating across Support, Engineering, and Product to resolve issues, track open items, and ensure commitments are met • Farm accounts actively and systematically — always listening for new workloads, infrastructure challenges, or organizational changes that signal expansion opportunity • Build and maintain working relationships across multiple stakeholder layers — Infrastructure, DevOps, Storage Engineering, FinOps, and Procurement — while Backblaze executives own the C-suite relationship • Partner with Solutions Engineers on technical discovery, architecture reviews, and POC engagements when expansion opportunities surface • Translate deep technical product capabilities — B2 Cloud Storage, S3-compatible APIs, multi-cloud egress optimization, data durability architectures — into solutions that map to real customer problems • Prepare executives for high-stakes customer meetings with account context, relationship intelligence, and clear briefings • Maintain accurate pipeline, account health, and forecast data in CRM — your accounts should never be a black box to the team • The Right Fit • The Right Fit • 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 • You'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 them • A natural farmer — you find expansion by staying deeply curious about the customer's business, not by running a quarterly upsell motion • Operationally sharp — you track open issues, follow through on commitments, and keep accounts from going sideways before anyone notices • 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 • You own relationship problems the same way you own a quota or a target— accountability isn't something you delegate • You 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 expert • You understand how AI/ML training workloads, media pipelines, large-scale backup architectures, and developer platforms consume storage — and why the economics matter to the buyer • Comfortable building working relationships with technical buyers — VPs of Infrastructure, Storage Architects, DevOps leads — across multiple levels of a customer org • Proven ability to carry quota at the Sr. level with clear ramp milestones and expansion targets • Strong CRM discipline — your pipeline and account notes are always current and useful to the broader team