Global Account Manager [REMOTE]

Upbound is redefining how modern infrastructure is built for the Agentic AI Era. We’re the creators and primary maintainers of Crossplane , and we’re building the Intelligent Control Plane —a new platform layer that makes infrastructure programmable, autonomous, and composable . Our mission is to power the AI-native enterprise with a foundational platform layer that helps teams provision, operate, and adapt infrastructure at scale—so platforms are ready for both humans and AI agents . We partner with leading cloud providers, ISVs, and open-source communities to help organizations move faster with greater confidence. Today, Upbound supports Fortune 500 companies and platform engineers across 100+ countries . Crossplane has surpassed 100M+ downloads and is used by 1,000+ teams worldwide . We’re a Series B company backed by GV (formerly Google Ventures), Altimeter Capital, and Intel Capital , and we’ve raised $69M to date. Learn more at upbound.io Global Account Manager (GAM) is responsible for the health, growth, and long-term success of Upbound's global enterprise customer relationships. While our Account Executives open doors, the GAM owns what happens after — driving adoption and customer success, uncovering expansion opportunities, and becoming a trusted partner to platform and infrastructure leaders at our largest, global accounts. This is not a reactive support role. The GAM proactively builds executive relationships, develops account growth plans in collaboration with the Customer Experience team, and leads commercial conversations around renewals and upsells. You'll work cross-functionally with solutions engineering, product, marketing, and customer success to ensure customers are continuously In this role, you will: 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. You are a good fit if you have: A 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. A background in cloud, infrastructure, platform, or developer tooling: you understand the technical landscape and can 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: you're 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