About the Account Manager role:Qumulo is growing Account Management team, and we're looking to add an Account Manager focused on growth and expansion across a portfolio of commercial and mid-market customers in the Western USA territory. This quota-carrying, post-sales role will have you growing revenue through add-on capacity, cross-sell, upsell, new workloads, and expansion-tied term extensions.
As the primary commercial point of contact for assigned accounts, you'll own whitespace strategy, qualify expansion opportunities, lead proposals and negotiations to close, and own the expansion forecasts. You'll work closely with Customer Success and Renewal Managers, and help define Qumulo's install-base growth motion.
We're looking for a commercially disciplined closer, with cloud experience, who can farm whitespace, maintain forecast rigor, and work smoothly across CS, Renewals, Sales Engineering, and Support.
Responsibilities:- Manage a portfolio of around 100 existing commercial and lower mid-market customers, owning account plans and whitespace strategy based on current footprint, utilization, growth signals, and vertical fit
- Prioritize and act on CSQLs and proactive expansion signals, converting account insight into qualified commercial pursuits
- Identify, qualify, and close expansion opportunities: add-on capacity, cross-sell, upsell, new workloads, and expansion-tied term extensions
- Build direct relationships with technical, business, and economic stakeholders without over-relying on partner-led access
- Own proposals, quotes, negotiation, and commercial close within approved pricing and discount guardrails
- Maintain accurate pipeline, forecast, commit, and CRM hygiene across your assigned book
- Partner with CSMs to translate adoption and risk context into expansion plans, and coordinate with Renewals Management on timing, term, and commercial packaging
- Work with Sales Engineering, Support, and specialist overlays to progress opportunities and deliver customer outcomes
Qualifications:- Must have experience with Data Management, Data Protection, or Enterprise Data Storage products in Cloud and Hybrid Cloud environments
- 4+ years of quota-carrying B2B sales or account management experience (SaaS / Cloud / Storage preferred)
- 2+ years in expansion, upsell, cross-sell, install-base selling, or renewals-plus-growth motions
- Track record of identifying, qualifying, negotiating, and closing expansion opportunities within an installed customer base
- Experience owning forecast and commit reporting
- Strong time management, prioritization, and organizational skills
This role can be fully remote or hybrid from our Seattle HQ, but candidates must reside within Pacific or Mountain time zones. The annual On-Target Earnings (OTE) for this role is USD $180,000 - $200,000 with uncapped commissions, strong accelerators, and benefits including pre-IPO equity. Individual pay depends on various factors, such as role level, relevant experience and skills.
Benefits & Perks:- Pre-IPO stock options
- Flexible time-off policy
- HSA and PPO health insurance options
- Dental and Vision insurance
- 401(k) plan
