Customer Success Manager at Backblaze

About Backblaze Backblaze is the object storage leader in the open cloud movement, fueling customer success with cloud storage built purposefully to unlock budgets, unburden administrators, and unleash innovators. Together with our partners, we’re helping customers break free from the restrictive, overpriced legacy solutions that hold them back, and blaze forward with the full power of the open cloud in their hands. Founded in 2007, we scaled the business with less than $3 million in outside funding until 2021, when we did a traditional IPO on the Nasdaq stock exchange. Today, Backblaze generates over $100m in revenue and is the leading specialized storage cloud - managing over three billion gigabytes of data storage for 500K+ customers in 175+ countries, including businesses, developers, IT professionals, and individuals. But while there is a lot to celebrate in our past, there is almost as much opportunity ahead of us. We are seeking a Customer Success Manager! About the Role As a Customer Success Manager, Enterprise Accounts, you will be a key individual contributor within our post-sales organization, directly responsible for the success, retention, and growth of your assigned portfolio of enterprise customers. You will proactively engage with these customers, drive adoption of our solutions, identify opportunities for expansion, and ensure they realize maximum value from Backblaze, while maintaining a strong partnership with the Sales organization. What You’ll Do: • Strategic Enterprise Account Leadership & Growth Collaboration: Own and drive the success and growth of a portfolio of Backblaze's enterprise customers, developing and executing tailored account plans in close collaboration with assigned Account Executives to maximize overall account potential. • Drive Significant Commercial Outcomes & Partner with Sales: Be responsible for achieving key commercial metrics within your accounts, including renewals, significant upsells, cross-sells, and overall revenue growth, working in tight partnership with Account Executives to identify, qualify, and strategically position expansion opportunities for closure. • Executive-Level Relationship Building & Sales Alignment: Cultivate and maintain strong, trusted relationships with key stakeholders within your enterprise accounts, ensuring alignment with Account Executive strategies to facilitate both retention and growth. • Strategic Business Reviews & Opportunity Identification: Lead Business Reviews and technical calls to align Backblaze's solutions with complex enterprise business objectives, quantify value, and proactively identify strategic growth opportunities to hand off to Account Executives for pursuit and closure. • Identify & Qualify High-Value Growth Opportunities for Sales: Proactively identify and qualify substantial upsell and cross-sell opportunities within your accounts, developing a strong understanding of customer needs and effectively handing off qualified leads to Account Executives for closure. • Proactive Risk Management & Sales Communication: Identify and proactively mitigate potential risks to retention and growth within your enterprise accounts, maintaining clear and consistent communication with Account Executives regarding account health and potential expansion blockers. • Serve as the Voice of Enterprise Customers & Sales Advocate: Advocate for the unique needs and requirements of your enterprise customers internally, providing critical feedback to Product, Engineering, and other teams, while also understanding and supporting sales strategies for account growth. • Track & Report on Enterprise Success & Sales Collaboration: Monitor, analyze, and report on key customer success metrics for your portfolio, providing insights and recommendations for continuous improvement and highlighting opportunities for joint success with the Sales team. The Right Fit: • Well-organized, detail-oriented, and proactive with a strong level of emotional intelligence (EQ). • 3+ years of progressive experience in Customer Success or Account Management within a cloud or SaaS environment, with a demonstrable track record of success with enterprise clients. • Proven experience in a dedicated Enterprise CSM role, consistently achieving commercial targets and fostering long-term strategic partnerships. • Excellent communication, presentation, and negotiation skills, with the ability to articulate value to stakeholders and effectively collaborate with colleagues. • Strong understanding of complex enterprise IT environments, procurement processes, and organizational structures. • Experience with Salesforce and other relevant CRM and customer success tools. Familiarity with sales enablement platforms like Gong is a plus. • Strong understanding of workflow/storage challenges and the ability to articulate Backblaze's value proposition within complex enterprise use cases. • Ability to be a strategic thinker, problem-solver, and influencer, capable of navigating complex challenges and driving positive outcomes for both the customer and Backblaze. • Highly motivated by the success of enterprise customers and the opportunity to contribute to the growth of our enterprise customer success program as a collaborative team. At this point, we hope you're feeling excited about the job description you're reading. Even if you don't meet every requirement, we still encourage you to apply. Learning, developing, and growing are key parts of our culture. We're eager to meet people who believe in our mission and can contribute to our team in various ways. We want people to feel comfortable expressing their true selves and to come, stay, and do their best work here. Backblaze Perks: • Healthcare for family, including dental and vision • Competitive compensation and 401K • RSU grants for full-time employees • ESPP program • Flexible vacation policy • Maternity & paternity leave • MacBook Pro to use for work, plus a generous stipend to personalize your workstation • Childcare bonus (human children only) • Fertility treatment and support • Learning & development program • Commuter benefits • Culture that supports a healthy work-life balance To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors, including candidate location, skills, depth of work experience, and relevant licenses/credentials, and may vary from the amounts listed below. The base pay range for this position is $90,000 - $120,600. At Backblaze, we value being fair and good to our customers, partners, and employees. That’s why diversity, equity, and inclusion are at the core of our values. We are committed to fostering a workforce where all employees feel a sense of belonging regardless of race, ethnicity, nationality, gender, sexual orientation, age, religion, socio-economic status, ability, veteran status, and education. We believe that our dedication to cultivating a diverse workspace not only allows us to better serve our customers in over 175 countries but further reinforces our commitment to doing the right thing. We are proud to be an Equal Opportunity Employer. To understand more about the data we collect and process as part of your application, please view our Backblaze Employee Privacy Notice.