171K–192K USD / year
NeoCloud BD Pursuit Specialist / Account Executive
SalesWorkplace — US
Published on 2026-10-19
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About this role
Own new-logo pursuits across a named portfolio of leading NeoCloud accounts, from first outreach through signed contract. Sell Backblaze storage solutions for AI infrastructure, partnering with technical, executive, and internal teams to develop and close complex deals.
About the company
Backblaze provides cloud object storage and backup services for individuals and businesses. It serves teams that need affordable, durable storage and simple data protection.
The team
NeoCloud Sales, reporting to the Head of NeoCloud Sales.
Stack
B2 OverdriveB2 NeoB2 Cloud StorageS3-compatible object storage
What you'll do
- Create pursuit plans and map buying groups across named accounts.
- Lead discovery with infrastructure teams and coordinate technical validation and proof-of-concept work.
- Determine when to involve Strategic Partnerships in partner-supported sales motions.
- Negotiate multi-year commitments, SLAs, and revenue-share terms with manager and legal.
- Coordinate early with Cloud Operations and Engineering on integrations.
- Secure executive sponsors at Backblaze and customer organizations.
- Coordinate customer handoff to Customer Success and continue supporting account growth.
- Maintain accurate pipeline, next steps, and close dates in CRM.
What we're looking for
- Demonstrated success closing complex, multi-year infrastructure deals in storage, cloud, compute, networking, or data centers.
- Able to lead technical discussions with infrastructure engineers about GPU clusters, networking, and storage.
- Experience building VP, SVP, and CTO relationships and leading executive meetings.
- Proven hunter who can open new accounts and sustain long sales pursuits.
- Quota-carrying seller with a record of closing deals.
- Negotiated SLA, IP, and revenue-share terms on closed deals.
- Collaborative approach with sales engineering, partnerships, and operations teams.
Nice to have
- Existing relationships with NeoCloud technical or executive leaders.
- Experience with OEM, ISV, or co-sell motions.
- Familiarity with S3-compatible object storage, data egress economics, and AI/ML data pipelines.
Benefits
- RSU grants and an employee stock purchase program.
- Medical, dental, vision, and 401(k) with matching.
- Flexible vacation policy and parental leave.
- Childcare bonus and fertility treatment and support.
- MacBook and workstation stipend.
- Commuter benefits and learning and development program.
Hiring process
- Walk through a pursuit from first meeting to signed contract, including a stalled long-term deal.
- Discuss how you earn infrastructure engineers’ trust and your approach to the role.
- Cross-functional conversations with the Sales Engineer and Field CTO.
- Panel interview.