Responsibilities

NeoClouds are GPU-rich, AI-native infrastructure providers, and they need fast, affordable, S3-compatible storage at scale. Backblaze is the high-performance capacity storage layer for AI. We have mapped the top 80 NeoClouds and Frontier Labs worldwide, about 70% in the US and 30% in EMEA, and we already have traction in the US, UK, and France.
This is not a territory to inherit. If your instinct is to wait for a playbook, or to hand the CXO calls to someone more senior, this isn't the right fit. If your instinct is to pick the first five accounts, write the pursuit plan, and take the call yourself, keep reading.
What You Will Own & Build
Logos. Land and grow five of the Top 25 NeoClouds as meaningful customers, and land 25 more from the rest of the list.
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.
Pipeline and forecast. Own both for the whole segment, and carry a named-account number yourself.
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.
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.
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.
Deal structure. Negotiate SLAs, IP, revenue share, and infrastructure-as-a-service terms when Backblaze runs behind a NeoCloud's service.

Director, Neo Cloud Sales at Backblaze · LumiJobs

Director, Neo Cloud Sales

Responsibilities

Benefits

Company

Backblaze

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