Overview
As an Account Manager on the Commercial Sales team, you will drive revenue growth by retaining, renewing, and expanding HYCU's existing customer accounts. You will use your understanding of data protection, enterprise application resilience, and HYCU's offerings to help customers get measurable value from their investment and grow their footprint over time.
This role calls for a strategic, consultative seller who builds long-term trust, spots expansion opportunities early, and negotiates renewals and upsells with confidence. You will be the primary commercial point of contact for a portfolio of customers in the Commercial & Enterprise segment.
Location:
- Chicago, IL (Hybrid; 3 days onsite/2 days remote) *Preferred
- Boston, MA (Hybrid; 3 days onsite/2 days remote)
What You'll Do:
- Own a portfolio of existing Commercial & Enterprise customers and meet or exceed quota for renewals, upsell, and cross-sell revenue
- Build and execute account plans that map each customer's business priorities, stakeholders, and whitespace for growth
- Manage the full renewal cycle, from early risk identification through negotiation and close, to protect and grow recurring revenue
- Identify and pursue expansion opportunities across new workloads, cloud environments, business units, and use cases
- Maintain accurate forecasting and pipeline for your book of business, including renewal dates, expansion opportunities, and churn risk
- Lead regular business reviews with customers to demonstrate value delivered and align on next-phase outcomes
- Cultivate relationships with key stakeholders, including C-level executives, IT leaders, and day-to-day technical users
- Present HYCU's solutions, products, and services in ways that address each customer's evolving needs
- Partner with Customer Success, Technical Support, Product Management, Marketing, and Engineering to ensure seamless delivery and an excellent customer experience
- Work alongside Value-Added Resellers and Strategic Alliance partners on renewals and expansion, using both direct and indirect sales motions
- Act as the voice of the customer internally, sharing feedback that shapes product and service improvements
What We're Looking For:
- 5+ years of sales or account management experience in SaaS or technology, ideally in data protection, security, or a related field
- 3+ years managing and growing an existing book of business in the commercial or enterprise segment
- A consistent track record of meeting or exceeding quota for renewals and expansion, with measurable results such as gross or net revenue retention, upsell growth, and average deal size
- Experience managing renewal and expansion cycles, from short transactional renewals to multi-stakeholder expansion deals
- Working knowledge of channel and partner ecosystems, including distributors, resellers, and value-added resellers (VARs)
- Familiarity with leading hyperscaler cloud providers such as AWS, Google Cloud, and Microsoft Azure
- Ability to build trusted, long-term relationships with key decision-makers and executive sponsors
- Experience with value-based selling and MEDDPICC/MEDDIC or a similar sales
methodology
- Disciplined CRM practices, including timely Salesforce and Clari updates on close dates, renewal risk, competitive information, and follow-ups within agreed SLAs
- Clear communication, presentation, and negotiation skills
- A degree in Business, Marketing, Information Technology, or a related field, or equivalent practical experience
It's Great if You Have
- B2B SaaS subscription renewal and expansion experience
- MEDDPICC/MEDDIC or similar sales
methodology certification
- Experience selling with and through strategic partners such as Dell, Nutanix, Google, AWS, Microsoft, Atlassian, and Okta
- Experience in data protection, cloud-native, security, or data storage
- Experience transacting through cloud marketplaces
What We Offer:
Come work for one of CRN's "Cloud 100 Companies for 2026". At HYCU you'll have the opportunity to build your career with a "Visionary" B2B SaaS company from Gartner's Magic Quadrant for BackUp and Data Protection Platforms. HYCU provides an excellent benefits package including Medical, Dental, Vision, Life Insurance, 401K match, generous time off, and more. We offer career development programs and an inclusive global culture. All our employees participate in our equity program.
Pay Transparency
The anticipated cash compensation range for this position is $125,000 - $175,000 annually. The cash compensation package includes base salary, on-target commission for employees in eligible roles, and annual bonus targets under HYCU's bonus plan for eligible roles. In addition to cash compensation, all roles are eligible to participate in HYCU's equity plan and benefits program. Individual compensation packages are determined by a combination of factors unique to each candidate, including location, level, relevant experience, and skills. The range displayed on each job posting reflects the minimum and maximum target for the position across all US locations.
Actual compensation may deviate from this range based on experience, skills and qualifications.
