About The Role

The Lifecycle Account Manager (LAM) is a strategic, revenue-aligned post-sales role sitting within the Lifecycle Revenue Organization. Partnering closely with Account Executives (AEs) and Sales Engineers (SEs), the LAM owns telemetry-driven account oversight, business value realization, and capacity activation across a dedicated portfolio of customer accounts.

This is a commercially accountable role: success is measured not by satisfaction scores alone, but by hard consumption and revenue outcomes - utilization, retention, and expansion.
Core Objectives

• Drive Capacity & Adoption - Eliminate idle or "dark" capacity by driving use-case adoption and workload expansion.
• Protect Retention (GRR) - Deliver measurable Business Value Outcomes (BVOs) that secure renewals and protect Gross Revenue Retention.
• Expand Revenue (NRR) - Accelerate Net Revenue Retention by transitioning customers onto continuous platform subscription models (e.g., Evergreen//One, EDC, Portworx).

Key Responsibilities

• Proactive Oversight - Analyze Pure1 telemetry to identify accounts with stagnant capacity utilization.
• Early Risk Triage - Lead intervention for target account cohorts from T-180 through T-12 to preemptively mitigate churn and down-sell risk.
• Account Intelligence - Synthesize input across CS, PS, AE, and SE teams to assess stakeholder sentiment, account history, and overall engagement health.
• Value Mapping - Facilitate post-sale Business Value Outcome (BVO) workshops to align client goals with unallocated capacity.
• Impact Tracking - Establish baseline metrics (B8) and run regular check-ins to demonstrate performance, efficiency, and ROI against original sales promises.
• Strategic Roadmapping - Partner with account teams to deliver EDC Blueprint workshops and actionable adoption roadmaps.
• Activation Playbooks - Execute structured Capacity Activation playbooks to guide clients in migrating secondary workloads into idle headroom.
• Professional Services Alignment - Collaborate with Advanced Services to scope and position projects that ensure seamless migration.
• Pipeline Generation - Leverage hardware utilization insights to surface expansion opportunities and deliver qualified leads to AEs.
• Subscription Migration - Partner with AEs to convert CapEx hardware refresh cycles into predictable subscription ARR.
• Strategic Collaboration - Work in lockstep with AEs (commercial lead) and SEs (technical lead), while maintaining clear operational boundaries with CS (satisfaction) and Product teams.

Required Experience & Qualifications

• Professional Experience: 5-8+ years in Customer Success Management, Value Engineering, Technical Account Management, or Commercial Account Management within enterprise SaaS, IT infrastructure, or cloud environments.
• Scale: Track record leading demanding accounts with $10M+ revenue, building relationships from C-level executives down to directors, managers, and practitioners.
• Domain Knowledge: Strong grasp of cloud-consumption economics (ARR, NRR, GRR, CapEx-to-OpEx transitions), with familiarity in enterprise storage, data management, or infrastructure technologies.
• Commercial & Strategic Acumen: Proven ability to identify expansion opportunities, defend renewals, and drive value-realization motions.
• Data-Driven & Analytical: Comfortable using product telemetry, analytics tools, and CRM systems to spot risk and uncover expansion signals.
• Communication & Facilitation: Executive presence, with demonstrated ability to lead customer workshops, present value reports to C-level stakeholders, and manage cross-functional sales/SE teams.

Core Capabilities & Competencies

• Value Realization Expertise - Translates complex technical metrics into quantifiable business value outcomes for customer executives.
• Proactive Risk Triage - Reads telemetry signals, anticipates renewal friction, and intervenes early.
• Cross-Functional Orchestration - Drives alignment across AE, SE, Professional Services, and Customer Success stakeholders.
• Adoption Playbook Execution - Designs, refines, and executes structured playbooks to accelerate workload adoption and capacity burn-down.

This role is in-person in our Santa Clara, CA office.

Salary ranges are determined based on role, level and location. For positions open to candidates in multiple geographical locations, the base salary range is reflective of the labor market across the applicable locations.

This role may be eligible for incentive pay and/or equity.

There is no application deadline and we accept applications on an ongoing basis until the job is filled.

The annual base salary range is:

$182,000-$273,000 USD

WHAT YOU CAN EXPECT FROM US:

• Innovation: We celebrate those who think critically, like a challenge, and aspire to be trailblazers.
• Growth: We give you the space and support to grow along with us and to contribute to something meaningful. We have been named Fortune's Best Workplaces in Technology17, Fortune's Best Workplaces in the Bay Area17, and certified as a Great Place to Work14!
• Team: We build each other up and set aside ego for the greater good.

And because we understand the value of bringing your full and best self to work, we offer a variety of perks to manage a healthy balance, including flexible time off, wellness resources, and company-sponsored team events. Check out purebenefits.com for more information.