Global Account Manager

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Upbound

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2017

☁️ SaaS

🏢 Enterprise

Cloud Computing • SaaS • Enterprise

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 that map customer business objectives to Upbound's platform capabilities, identifying expansion opportunities across teams, business units, workloads, and geographies. • Lead commercial negotiations for renewals and upsells, partnering with Legal, Finance, and Customer Success as needed. • Drive platform adoption and usage by partnering with Solutions Engineering, Solutions Architecture, and Customer Success to ensure customers are realizing measurable value. • Act as the customer's advocate internally, surfacing product feedback, escalating issues, and influencing roadmap prioritization on behalf of your accounts. • Identify and manage risk proactively, maintaining accurate forecasting and health scoring for your portfolio. • Represent Upbound at customer Quarterly Business Reviews (QBRs), Executive Business Reviews (EBRs), industry conferences, and on-site visits as needed. • Collaborate with the Account Executive team to ensure seamless handoffs and a coordinated go-to-market approach within named accounts.

🎯 Requirements

• A minimum of 8 years of relevant work experience with a proven track record of owning and growing global enterprise accounts, consistently 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. • A background in cloud, infrastructure, platform, or developer tooling: you understand the technical landscape and can speak credibly with engineers and architects. • Demonstrated ability to build account plans that tie customer outcomes to product value and commercial growth. • Strong commercial acumen: you're comfortable leading renewal and expansion negotiations and navigating complex enterprise procurement cycles. • Experience with value-based selling frameworks and MEDDPICC qualification, applied to post-sale account management and expansion. • Excellent communication skills: written, verbal, and in executive presentation settings. • Strong program management and organization skills, driving recurring cadences and touch-points with the customer. • A customer-first mindset balanced with healthy business instincts; you know when to advocate for the customer and when to hold firm commercially. • Comfort operating in a fast-moving, early-stage environment where the playbook is still being written.

🏖️ Benefits

• Health insurance • Retirement plans • Paid time off • Flexible work arrangements • Professional development