Director, Neo Cloud Sales - Backblaze

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. 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, 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 NeoCloud'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 pick the first five accounts, write the pursuit plan, and take the call yourself, this is the right role for you.

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. 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.

Build

• Route to market: Own the Sell-To motion for the segment, with its own plays for each type of NeoCloud. 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: Work in tandem with Strategic Partnerships on OEM and ISV flywheels with partners such as NVIDIA, Super Micro, Weka, VAST, and AMD.
• Deal structure: Negotiate SLAs, IP, revenue share, and infrastructure-as-a-service terms when Backblaze runs behind a NeoCloud's service.
• Internal selling: Bring Executives (including the CEO), Cloud Operations, and Engineering into each integration, and keep them engaged post-signature.
• Executive sponsorship: Secure a Backblaze executive sponsor and a customer executive sponsor for every priority account, running CXO conversations autonomously.
• Transition: Take over open NeoCloud opportunities and existing coverage from the current BD owners by the end of Q1.

What We Are Looking For

• Infrastructure fluency: Knowledge of or ability to quickly become fluent in the NeoCloud infrastructure stack: GPU compute, networking, storage, and orchestration. Ability to spar with our Field CTO on architecture.
• Executive presence: Proven track record building SVP, CTO, and CXO relationships and leading those meetings independently. Experience closing multi-year committed contracts.
• Product depth: Ability to work with senior product and development teams at a NeoCloud to hold strategic and architectural discussions.
• OEM and ISV deal experience: Direct experience negotiating service integrations, SLAs, IP, revenue share, and IaaS structures.
• Seller of record: Proven history carrying a quota and closing enterprise deals directly.
• Leadership: Experience leading a small, senior, quota-carrying team while continuing to carry an individual number.

Nice to Have

• Experience selling to NeoClouds, GPU clouds, hyperscalers, cloud providers, or AI infrastructure companies
• Experience building a new sales segment or coverage model from scratch
• Familiarity with S3-compatible object storage, data egress economics, and AI/ML data pipelines

What We Offer

• Competitive compensation and equity package (RSUs + ESPP)
• Full health benefits including medical, dental, and vision
• 401(k) with company match
• Flexible vacation policy and generous maternity & paternity leave
• MacBook provided, plus a generous workstation stipend
• Childcare bonus and fertility treatment support
• Learning & development program
• Commuter benefits
• Collaborative, transparent culture supporting healthy work-life balance