AE Neo Cloud - US

About Backblaze

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 at scale. We'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

500,000+ customers. 175 countries. Nasdaq: BLZE.

The Role

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. You will win these accounts.

This is a new-logo role. You will own a named set of NeoClouds from the top 80 worldwide and pursue them from first meeting to signed contract.

This is not an inbound role. If you want a defined territory and a queue of warm leads, it isn't the right fit. If your instinct is to pick an account, find the engineer who feels the storage cost first, and work up to the CXO, keep reading.

What You Will Do

• Pursue named accounts: Build a pursuit plan for each account. Map the buying group from infrastructure engineers to the CXO, and build relationships across it.
• Run discovery: Learn how each NeoCloud runs its stack, where storage costs and performance limit it, and how Backblaze fits. Work with the Sales Engineer and Field CTO on technical validation and proof-of-concept testing.
• Choose the route: Your motion is Sell-To. Decide with your manager when an account also calls for Sell-With, which Strategic Partnerships runs with the Head of NeoCloud Sales. When a partner such as NVIDIA, Super Micro, Weka, VAST, or AMD helps win the account, bring in Strategic Partnerships.
• Shape the deal: Work with your manager and legal on multi-year commitments, SLAs, and revenue share when Backblaze runs behind a NeoCloud's storage service.
• Sell inside Backblaze: Pull Cloud Operations and Engineering into the integration early. Their time is as scarce as your buyer's, and you will earn it.
• Line up executive sponsors: Secure a Backblaze executive sponsor and a customer executive sponsor on every priority account.
• Hand off and expand: Bring in the strategic account manager in Customer Success as customers go live, and stay in the account as it grows.
• Keep the forecast honest: Maintain accurate pipeline, next steps, and close dates in the CRM.

What We Are Looking For

• Infrastructure sales expertise, with a record of closing complex, multi-year deals in storage, cloud, compute, networking, or data center infrastructure
• Technical fluency to run most technical conversations with infrastructure engineers and architects about GPU clusters, networking, and storage independently
• Executive presence with proven success building VP, SVP, and CTO relationships and leading strategic meetings
• Hunter drive with the ability to open doors in greenfield accounts and navigate long pursuit cycles
• Track record as a seller of record carrying a quota and closing complex enterprise deals
• Deal structure experience negotiating SLA, IP, and revenue-share terms directly
• Strong cross-functional collaboration skills working with sales engineering, partner teams, and operations

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

What We Offer

• Competitive compensation and equity package (RSU grants and ESPP program)
• Full benefits including medical, dental, vision, and 401(k) with matching
• Flexible vacation policy
• Maternity & paternity leave
• MacBook for work plus a generous workstation stipend
• Childcare bonus (human children only)
• Fertility treatment and support
• Learning & development program
• Commuter benefits
• Collaborative and transparent culture supporting work-life balance