Manager, Customer Growth

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 Manager, Customer Growth

About the Role

The Manager, Customer Growth leads a team of Customer Growth Specialists focused on driving expansion pipeline from Backblaze's long-tail customer base. This role is responsible for building a high-performing, outbound, post-sales growth motion — balancing activity, quality, and results.

You will own team performance against pipeline targets, coach outbound execution, partner cross-functionally with Customer Success, Sales, and Operations, and continuously improve how we identify and pursue customer growth opportunities at scale.

This is a player-coach leadership role requiring strong commercial instincts, operational rigor, and hands-on team development.

What You'll Do:

• Hire, onboard, and manage a team of Customer Growth Specialists
• Own team-level expansion pipeline targets and performance reporting
• Coach reps on outbound strategy, discovery, qualification, and objection handling
• Partner with CS Ops and Analytics to refine targeting, segmentation, and expansion signals
• Ensure clean opportunity creation, routing, and handoffs to CS and Sales
• Monitor activity, conversion rates, and pipeline quality to identify coaching opportunities
• Provide regular performance feedback, 1:1 coaching, and career development support
• Partner with CS and Sales leaders to align on expansion strategy and execution

How Success Is Measured

• Team expansion pipeline attainment
• Opportunity quality and downstream conversion
• Rep productivity and ramp time
• Forecast accuracy and CRM hygiene
• Cross-functional alignment and execution quality

The Right Fit:

• 8+ years of experience in Sales, Customer Growth, or Revenue roles
• 3-5+ years of experience managing quota-carrying, outbound teams
• Proven ability to coach and develop early-career and mid-career reps
• Strong understanding of pipeline management, forecasting, and performance metrics
• Experience working closely with Customer Success and Sales teams
• Comfort operating in a data-driven, metrics-focused environment
• Strong communication, organization, and leadership skills

Bonus Points For:

• Experience leading offshore or distributed teams
• Familiarity with SaaS, cloud infrastructure, or usage-based business models
• Experience building post-sales or expansion motions from scratch

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.

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.

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