Director of Account Management (Expansion) - Hybrid Cloud

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.

About 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. This is the perfect opportunity for a first-time Director who wants to build a growth motion rather than run someone else's.

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

Requirements

• 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

Qualifications

Bonus points for: background in cloud infrastructure, data management, or unstructured data storage, or other technical complex HW/SW environments

Pay

The annual pay range for the role is USD $180,000 - $240,000 OTE. Individual pay depends on various factors, such as role level, relevant experience and skills. Pay ranges are reviewed and typically updated each year. Offers are made within the pay range applicable at the time.

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