Why Join HYCU?
HYCU, Inc. is the #1 AI Resilience Company that protects, uncovers, and recovers the data that runs your business. With one platform for backup and recovery for more than 100 workloads across SaaS applications, AI systems, cloud environments, and on‑premises infrastructure. HYCU reduces cost for customers by eliminating complex, out‑of‑phase data protection operations. With HYCU R‑Cloud, customers protect any workload, recover data to a location of their choice, and connect and correlate that data to streamline compliance and governance processes. When disruption occurs, customers safely and securely resume operations quickly and efficiently. Based in Boston, HYCU is trusted by thousands of enterprises and government agencies worldwide.
Overview
As an Account Manager on the Commercial Sales team, you will drive revenue growth by retaining, renewing, and expanding HYCU's existing customer accounts. You will use your understanding of data protection, enterprise application resilience, and HYCU's offerings to help customers get measurable value from their investment and grow their footprint over time.
This role calls for a strategic, consultative seller who builds long-term trust, spots expansion opportunities early, and negotiates renewals and upsells with confidence. You will be the primary commercial point of contact for a portfolio of customers in the Commercial & Enterprise segment.
Location:
- Chicago, IL (Hybrid; 3 days onsite/2 days remote) *Preferred
- Boston, MA (Hybrid; 3 days onsite/2 days remote)
What You’ll Do:
- Own a portfolio of existing Commercial & Enterprise customers and meet or exceed quota for renewals, upsell, and cross-sell revenue
- Build and execute account plans that map each customer's business priorities, stakeholders, and whitespace for growth
- Manage the full renewal cycle, from early risk identification through negotiation and close, to protect and grow recurring revenue
- Identify and pursue expansion opportunities across new workloads, cloud environments, business units, and use cases
- Maintain accurate forecasting and pipeline for your book of business, including renewal dates, expansion opportunities, and churn risk
- Lead regular business reviews with customers to demonstrate value delivered and align on next-phase outcomes
- Cultivate relationships with key stakeholders, including C-level executives, IT leaders, and day-to-day technical users
- Present HYCU's solutions, products, and services in ways that address each customer's evolving needs
- Partner with Customer Success, Technical Support, Product Management, Marketing, and Engineering to ensure seamless delivery and an excellent customer experience
- Work alongside Value-Added Resellers and Strategic Alliance partners on renewals and expansion, using both direct and indirect sales motions
- Act as the voice of the customer internally, sharing feedback that shapes product and service improvements
What We’re Looking For:
- 5+ years of sales or account management experience in SaaS or technology, ideally in data protection, security, or a related field
- 3+ years managing and growing an existing book of business in the commercial or enterprise segment
- A consistent track record of meeting or exceeding quota for renewals and expansion, with measurable results such as gross or net revenue retention, upsell growth, and average deal size
- Experience managing renewal and expansion cycles, from short transactional renewals to multi-stakeholder expansion deals
- Working knowledge of channel and partner ecosystems, including distributors, resellers, and value-added resellers (VARs)
- Familiarity with leading hyperscaler cloud providers such as AWS, Google Cloud, and Microsoft Azure
- Ability to build trusted, long-term relationships with key decision-makers and executive sponsors
- Experience with value-based selling and MEDDPICC/MEDDIC or a similar sales
methodology
- Disciplined CRM practices, including timely Salesforce and Clari updates on close dates, renewal risk, competitive information, and follow-ups within agreed SLAs
- Clear communication, presentation, and negotiation skills
- A degree in Business, Marketing, Information Technology, or a related field, or equivalent practical experience
It’s Great if You Have
- B2B SaaS subscription renewal and expansion experience
- MEDDPICC/MEDDIC or similar sales
methodology certification
- Experience selling with and through strategic partners such as Dell, Nutanix, Google, AWS, Microsoft, Atlassian, and Okta
- Experience in data protection, cloud-native, security, or data storage
- Experience transacting through cloud marketplaces
Who We Are:
Our Core Values: Authenticity, Grit and Empathy are at the heart of everything we do at HYCU. All of us at HYCU take ownership in shaping and contributing to our culture. We pride ourselves in developing an inclusive and diverse company that supports our employees and customers to do extraordinary things.
The following is how we approach each Core Value:
- Authenticity – To be authentic means to be who we are and do it well. Focus your energy on being who YOU are. Be true to yourself. Authenticity also extends to our products. Understanding where we are truly the best fit for our customers and when we are not. And finally, authenticity in relationships: ensuring that we are honest and do what we say we’re going to do.
- Grit – To win we need to want it. Every team member needs to be able to jump in and help at every turn. Whether it’s staying late to help a colleague or customer or finding a better process and making sure it’s