Director, Neo Cloud Sales

Backblaze (Nasdaq: BLZE) | Reports to the Chief Revenue Officer | Remote, US-based

Salary range: $195,000 - $240,000 plus variable pay and RSUs. Target OTE $325,000 - $:40 base to variable.

We started by building storage servers from scratch in a Palo Alto apartment to save 90% on hardware. Turns out hard constraints make for pretty good engineering. That discipline forged a platform that performs as well or better than competitors, scales to multi-exabyte workloads, and costs a fraction of what AWS or Google charge. AI infrastructure runs on data. Storage gets hard 've been breaking, rebuilding, and improving that storage layer for 20 years.

Today, the world's leading AI infrastructure providers, neoclouds, and data-intensive businesses run on Backblaze. Our platform includes:

• B2 Overdrive - high-throughput object storage engineered for AI infrastructure, GPU workloads, and massive-scale data pipelines
• B2 Neo - white-label enterprise cloud storage powering neocloud platforms for AI, HPC, and media
• B2 Cloud Storage - S3-compatible object storage with predictable pricing, free egress, and no lock-in
• Computer Backup - automatic, continuous endpoint backup for Macs and PCs

Neo Clouds are GPU-rich, AI-native infrastructure providers, and they need fast, affordable, S3-compatible storage kblaze is the high-performance capacity storage layer for AI. We have mapped the top 80 Neo Clouds 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, and the 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, and contracts run three to five years. Often Backblaze sits behind the Neo Cloud's own storage service, so the work continues after signature, in SLAs, support, and integration.

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.

Own

• Logos. Land and grow five of the Top 25 Neo Clouds 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 Neo Cloud base outside committed contracts such as Core Weave.
• 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.

Build

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 Neo Cloud. No two Neo Clouds behave alike, so you choose the play for each account. Write the pursuit plan for the Top 25 Neo Clouds: 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 Neo Cloud 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 Neo Cloud's service.
• Internal selling. 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.
• Executive sponsorship. Secure a Backblaze executive sponsor and a customer executive sponsor for every priority account, then run CXO conversations without senior leadership in the room.
• Transition. Take over open Neo Cloud opportunities and existing coverage from the current BD owners by the end of Q1. Exceptions are handled case by case.

• Infrastructure fluency. You know or can get fluent in the Neo Cloud infrastructure stack: GPU compute, networking, storage, and…