Global Account Manager

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Upbound

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2017

💼 Consulting

📦 Logistics

📣 Marketing

Consulting • Logistics • Marketing

Upbound is a company that specializes in cloud native infrastructure management aimed at developers and platform teams. By leveraging Crossplane, a cloud native control plane framework, Upbound provides tools and services that simplify the management of cloud infrastructure resources through APIs. These solutions empower organizations to adopt self-service deployment strategies, enhance developer productivity, and ensure secure and compliant cloud operations. Upbound manages Crossplane operations, allowing platform teams to focus on building cloud native platforms rather than managing infrastructure life cycles.

📋 Description

• Own a portfolio of global enterprise accounts with full accountability for net revenue retention (NRR) and expansion targets. • Serve as the primary executive relationship owner post-sale, building deep, multi-threaded relationships across IT, platform engineering, and the C-suite. • Develop and execute account plans mapping customer business objectives to Upbound's platform capabilities and identifying expansion opportunities. • Lead commercial negotiations for renewals and upsells, partnering with Legal, Finance, and Customer Success. • Drive platform adoption and measurable customer value with Solutions Engineering, Solutions Architecture, and Customer Success. • Act as the customer's internal advocate by surfacing product feedback, escalating issues, and influencing roadmap prioritization. • Identify and proactively manage risk, forecasting, and health scoring for the account portfolio. • Represent Upbound at QBRs, EBRs, industry conferences, and on-site customer visits as needed. • Collaborate with Account Executives on handoffs and coordinated go-to-market execution within named accounts.

🎯 Requirements

• Minimum 8 years of relevant work experience. • Proven track record owning and growing global enterprise accounts and achieving or exceeding growth, NRR, and expansion targets. • Experience managing complex, multi-stakeholder relationships at Fortune 500 or G2K companies, including VP and C-level engagement. • Background in cloud, infrastructure, platform, or developer tooling, with ability to speak credibly with engineers and architects. • Ability to build account plans connecting customer outcomes to product value and commercial growth. • Strong commercial acumen and experience leading renewal and expansion negotiations through complex enterprise procurement cycles. • Experience with value-based selling frameworks and MEDDPICC qualification in post-sale account management and expansion. • Excellent written, verbal, and executive presentation communication skills. • Strong program management and organization skills. • Customer-first mindset balanced with sound business judgment. • Comfort working in a fast-moving, early-stage environment. • Familiarity with Kubernetes, Crossplane, Terraform, or cloud-native infrastructure concepts is a plus. • Experience with usage-based or consumption pricing models is a plus. • Prior experience at a Series A/B infrastructure or developer tools company is a plus. • Established platform engineering or cloud architecture community relationships are a plus.

🏖️ Benefits

• Opportunity to shape systems and strategies driving predictable, scalable growth • Work with cutting-edge cloud technologies • Direct impact on how revenue is generated and scaled • Global customer and team exposure