Note: The job is a remote job and is open to candidates in USA. Upbound is redefining modern infrastructure for the Agentic AI Era and is seeking a Global Account Manager to oversee and grow global enterprise customer relationships. The role involves driving adoption, managing executive relationships, and collaborating cross-functionally to ensure customer success and expansion opportunities.
Responsibilities
- 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
Skills
- 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
- Familiarity with Kubernetes, Crossplane, Terraform, or cloud-native infrastructure concepts
- Experience with usage-based or consumption pricing models
- Prior experience at a Series A/B infrastructure or developer tools company
- Established relationships within the platform engineering or cloud architecture community
Company Overview
Upbound is an AI-native infrastructure platform that runs, scales, and optimizes services across clouds. It was founded in 2017, and is headquartered in Seattle, Washington, USA, with a workforce of 51-200 employees. Its website is https://upbound.io/.