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About the Role

Responsible for the health, growth, and long-term success of Upbound's global enterprise customer relationships. This role drives adoption and customer success, uncovers expansion opportunities, and builds trusted partnerships with platform and infrastructure leaders at large global accounts. It involves proactively building executive relationships, developing account growth plans with the Customer Experience team, and leading commercial conversations for renewals and upsells. The role requires cross-functional collaboration with solutions engineering, product, marketing, and customer success.

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.

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 the customer.
Customer-first mindset balanced with healthy business instincts.
Comfort operating in a fast-moving, early-stage environment.
Prior experience at a Series A/B infrastructure or developer tools company.
Established relationships within the platform engineering or cloud architecture community.

Skills

Familiarity with Kubernetes
Familiarity with Crossplane
Familiarity with Terraform
Familiarity with cloud-native infrastructure concepts
Experience with usage-based pricing models
Experience with consumption pricing models

Location

Remote

Experience Level

Minimum of 8 years of relevant work experience

About the Company

Upbound is redefining how modern infrastructure is built for the Agentic AI Era.
Creators and primary maintainers of Crossplane.
Building the Intelligent Control Plane, a new platform layer that makes infrastructure programmable, autonomous, and composable.
Mission: to power the AI-native enterprise with a foundational platform layer for provisioning, operating, and adapting infrastructure at scale for humans and AI agents.
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.
Pioneering infrastructure platforms for the Agentic AI Era.
Empowers infrastructure and platform teams with Intelligent Control Planes based on Kubernetes and Crossplane.