[Hiring] Director, Neo Cloud Sales @Backblaze External Website

Role Description

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.

You will build and run this segment as its own business inside the CRO organization:

• Your own quota
• Your own team
• Mandate to decide how Backblaze wins each account

These deals look more like telecom or federal sales than SaaS:

• Cycles are long
• Buyers sit at the CXO level
• Contracts run three to five years

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

Own:

• 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.
• 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.

Build:

• Route to market: Own the Sell-To motion for the segment.
• Sell-With: Work in tandem with Strategic Partnerships on OEM and ISV flywheels.
• Deal structure: Negotiate SLAs, IP, revenue share, and infrastructure-as-a-service terms.
• Internal selling: Bring our Executives into each integration and keep them engaged after signature.
• Executive sponsorship: Secure a Backblaze executive sponsor and a customer executive sponsor for every priority account.
• Transition: Take over open NeoCloud opportunities and existing coverage from the current BD owners by the end of Q1.

Qualifications

• Infrastructure fluency: Knowledge of the NeoCloud infrastructure stack.
• Executive presence: Experience building SVP, CTO, and CXO relationships.
• Product depth: Ability to hold strategic conversations with senior product and development teams.
• OEM and ISV deal experience: Negotiated service integration, SLAs, IP, revenue share, and infrastructure-as-a-service structures.
• Seller of record: Carried a quota and closed deals with your name on them.
• Leadership: Led a small, senior, quota-carrying team while still carrying a number yourself.
• Executive sponsorship: Ability to win sponsors on both sides of the table.

Requirements

• 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

• Competitive compensation and 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, 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.