[Remote] Director, Neo Cloud Sales

Note: The job is a remote job and is open to candidates in USA. Backblaze is hiring a Director to build and lead its NeoCloud sales segment. The role owns segment strategy, quota and pipeline, major customer deals, team development, and cross-functional execution of integrations and partnerships.

Responsibilities

• Land and grow five of the Top 25 NeoClouds as meaningful customers, and land 25 more from the rest of the list
• Deliver $20M in total contract value across the base. We measure on TCV because these customers sign multi-year commitments
• Grow the existing NeoCloud base outside committed contracts such as CoreWeave
• Own both for the whole segment, and carry a named-account number yourself
• Hire, onboard, and coach a growing team of BD Pursuit Specialists / AEs. Set the KPIs and ARR-conversion targets they are paid against
• 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
• 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
• Negotiate SLAs, IP, revenue share, and infrastructure-as-a-service terms when Backblaze runs behind a NeoCloud's service
• 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
• Secure a Backblaze executive sponsor and a customer executive sponsor for every priority account, then run CXO conversations without senior leadership in the room
• Take over open NeoCloud opportunities and existing coverage from the current BD owners by the end of Q1. Exceptions are handled case by case

Skills

• 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
• You have built SVP, CTO, and CXO relationships and can run those meetings alone
• You have landed and expanded multi-year committed contracts
• You can work with senior product and development teams at a NeoCloud and hold a strategic conversation, not only a commercial one
• You have negotiated service integration, SLAs, IP, revenue share, and infrastructure-as-a-service structures
• You have done these deals, not watched them
• You have carried a quota and closed deals with your name on them
• You have led a small, senior, quota-carrying team and still carry a number yourself
• You win sponsors on both sides of the table
• Storage experience is a plus
• A Specialist team in a large organization, esp in early days a plus
• 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

Benefits

• Variable pay
• Equity package
• Full benefits including medical, dental, vision, and 401(k) with matching
• RSU grants for full-time employees
• ESPP program
• Flexible vacation policy
• Maternity & paternity leave
• MacBook to use for work
• 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
• Remote, US-based

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