Director of Account Management - Hybrid Cloud

📋 Job Overview

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. Qumulo is hiring a Director of Account Management to lead our 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.

🏢 About Qumulo

Built for the most demanding enterprise workloads, from AI and HPC simulations to Splunk Observability, genomics and PACS medical imaging, geospatial datasets, media editing and rendering, and video surveillance, Qumulo unlocks the full power of an organization’s information. Our platform unifies file and object storage across data centers, edge, and public clouds, enabling efficient, accelerated computing and extending the reach of data unbound by protocol or transport limitations. With more than 1,100 customers and exabytes of data under management, Qumulo powers mission-critical workloads anywhere real-time access to massive file datasets is non-negotiable. Qumulo delivers radical simplicity, hardware freedom, exceptional customer support, and a true hybrid-cloud architecture.

🎯 The Role

Qumulo is hiring a Director of Account Management to lead our 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. We’re investing in expansion as a dedicated motion, with our 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.

✅ Key Responsibilities

• Lead, coach, and develop a small team of Account Managers while directly managing your own portfolio of commercial and mid-market customers
• Build 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
• Establish direct relationships with technical, business, and economic stakeholders, reducing reliance on partner-led access to customers
• Own team pipeline, forecast, and commit, with the CRM hygiene and inspection readiness to back it up
• Partner with Customer Success Managers to convert adoption and risk context into qualified commercial pursuits, and share renewal accountability for your accounts with Renewals Management
• Qualify opportunities and bring in Sales Engineering and specialist resources at the right moment to progress and close deals
• Coach your team on expansion strategy, negotiation, and territory planning while modeling the motion in your own accounts

📌 Required Qualifications

• 4+ years of quota-carrying B2B account management experience in a complex technical environment, ideally with a strong expansion focus and recent work with consumption or usage-based pricing models
• Experience as a people-manager (or a senior IC who has led sellers) and a desire to be in a player-coach role
• A track record of growing accounts across a high-volume book of business (100+ accounts)
• Previously built sales or expansion process where little existed: segmentation, cadences, or playbooks you created and drove
• Experience working alongside Customer Success, Renewals, and Sales Engineering
• Experience owning forecast and commit
• Ability to work 2-3 days per week from our Downtown Seattle HQ

⭐ Desirable Experience

• Background in cloud infrastructure, data management, or unstructured data storage, or other technical complex HW/SW environments

🎁 Benefits

• Pre-IPO stock options
• Flexible time-off policy
• HSA and PPO health insurance options
• Dental and Vision insurance
• 401(k) plan
• Public Transport or parking subsidy

🛂 Visa & Eligibility

Qumulo is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, disability, military status, national origin, or any other characteristic protected under federal, state, or applicable local law.