Overview
About this role
Qumulo is splitting new-logo selling from growing the customers it already has — and hiring someone to build the second motion from scratch.
Qumulo is hiring a Director of Account Management to lead its commercial growth team. In this player/coach role, you’ll lead a small team exclusively focused on expanding commercial and mid-market customers, while directly carrying your own book of accounts. The company is investing in expansion as a dedicated motion, with the field sales team focused on new logos and this team owning growth for existing customers. Leading this team means getting to shape how it works: the segmentation, the coverage model, the playbook your team runs. Responsibilities include building the expansion playbooks, strategy, and execution plan across the team’s book — add-on capacity, cross-sell, upsell, new workloads, and expansion-tied term extensions — owning team pipeline, forecast, and commit, partnering with Customer Success Managers, and coaching the team on expansion strategy, negotiation, and territory planning.
The ideal candidate has 5+ years of quota-carrying B2B account management experience; recent personal carry across a book of existing customers, ideally with experience selling a consumption or usage-based cloud model; a track record of growing accounts across a high-volume book of business (100+ accounts); has previously built sales or expansion process where little existed; has experience working alongside Customer Success, Renewals, and Sales Engineering and owning forecast and commit; and has the ability to work 2-3 days per week from the company’s Downtown Seattle HQ. Bonus points for a background in cloud infrastructure, data management, or unstructured data storage.
The annual pay range for the role is USD $180,000 – $240,000 OTE.
About Qumulo
Qumulo’s cloud data platform manages exabytes of the world’s most demanding data, unifying files, objects, and every workload across edge, core, and cloud.
Recent GeekWire coverage: Qumulo →
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