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About the Role

The Global Account Manager drives the health, growth, and long-term success of Upbound's global enterprise customer relationships. This role focuses on post-sale activities, including adoption, customer success, expansion, and becoming a trusted partner to platform and infrastructure leaders. It involves proactively building executive relationships, developing account growth plans, and leading commercial conversations for renewals and upsells, collaborating cross-functionally.

Responsibilities

Own a portfolio of global enterprise accounts, accountable for net revenue retention (NRR) and expansion targets.
Serve as the primary executive relationship owner post-sale, building multi-threaded relationships across IT, platform engineering, and the C-suite.
Develop and execute account plans mapping customer business objectives to Upbound's platform capabilities, identifying expansion opportunities.
Lead commercial negotiations for renewals and upsells, partnering with Legal, Finance, and Customer Success.
Drive platform adoption and usage by partnering with Solutions Engineering, Solutions Architecture, and Customer Success to ensure measurable value.
Act as the customer's internal advocate, surfacing product feedback, escalating issues, and influencing roadmap prioritization.
Identify and manage risk proactively, maintaining accurate forecasting and health scoring for the portfolio.
Represent Upbound at customer Quarterly Business Reviews (QBRs), Executive Business Reviews (EBRs), industry conferences, and on-site visits.
Collaborate with the Account Executive team for seamless handoffs and a coordinated go-to-market approach within named accounts.

Requirements

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.
Background in cloud, infrastructure, platform, or developer tooling, with the ability to 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, 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 customers.
Customer-first mindset balanced with healthy business instincts.
Comfort operating in a fast-moving, early-stage environment.

Skills

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.

Location

Remote

Experience Level

Minimum of 8 years of relevant work experience

About the Company

Upbound is redefining modern infrastructure for the Agentic AI Era.
Creators and primary maintainers of Crossplane.
Building the Intelligent Control Plane, a platform layer for programmable, autonomous, and composable infrastructure.
Mission: Power the AI-native enterprise with a foundational platform layer for provisioning, operating, and adapting infrastructure at scale.
Partners with leading cloud providers, ISVs, and open-source communities.
Supports Fortune 500 companies and platform engineers across 100+ countries.
Crossplane has surpassed 100M+ downloads and is used by 1,000+ teams worldwide.
A Series B company backed by GV (formerly Google Ventures), Altimeter Capital, and Intel Capital.
Raised $69M to date.