Account Manager - Strategic Accounts

Fly.io; United States; Remote; USD 180,000 - 220,000; Full time

Benefits offered by this job

Health coverage

Standard benefits

Job summary

Fly.io seeks an experienced Account Manager to own our largest and fastest-growing accounts in the United States. You’ll drive revenue, resolve issues, and ensure customers derive value from our platform.

You’ll monitor usage, coordinate with engineering on containers and regions, and push for renewals and expansions. You’ll operate at the intersection of sales, customer success, and product, handling pricing conversations, and communicating customer needs to product and pricing teams.

Qualifications

• 3–6 years in account management, customer success, sales engineering, or technical support at an infrastructure or developer tools company.
• Technical enough to read a usage chart, discuss containers and regions with engineers, and ask questions engineers take seriously.
• Able to handle money conversations: pricing, terms, discounts, and telling a customer they’re wrong when they are.
• Fluent in AI and can use it to automate routine parts of the job, including call prep and usage summaries.

Responsibilities

• Grow and keep revenue in your accounts.
• Handle inquiries from accounts on track to join our top customer list and build relationships proactively.
• Keep a simple plan for each account: what they run, who decides, where it’s headed.
• Review usage and architecture with customers on a regular schedule.
• Watch usage signals and start conversations when data indicates changes.
• Be the named contact when something breaks, and chase the fix internally until it’s done.
• Help customers move workloads onto Sprites.
• Tell product and pricing teams what customers need.

Skills

Account management

Customer success

Sales engineering

Technical support

Pricing conversations

Tools

Usage charts

Containers

Regions

Pricing systems

Job description

Fly.io builds computers for agents. It’s the thing we’re excited about right now and the future we’re building toward: agents that need a real computer, fast to start, isolated, disposable, reachable from anywhere, spun up thousands at a time and gone again. That unlocks a category of work that doesn’t happen on a shared sandbox, and demand for it is a big part of why our fleet is growing the way it is.

The Role

You’ll own some of our largest and fastest-growing accounts. You’re the person responsible for those relationships: their growth, their problems, and their revenue.

Here’s why the role matters. Our best customers are growing fast, and they grow faster when someone is paying attention: helping them launch the next workload, sizing what’s coming, clearing obstacles before they slow anything down.

The other half is holding on to what we have. Usage can drift away: an account that was doubling every few months is suddenly half its size, with no phone call and no warning. Your job is to know your accounts well enough that none of that happens silently. If it’s a problem we can fix, you catch it early.

Day to day, you will:

• Grow and keep the revenue in your accounts
• Handle inquiries from accounts on track to join our top customer list, and turn them into relationships before they need one
• Keep a simple plan for each account: what they run, who decides, where it’s headed
• Review usage and architecture with customers on a regular schedule
• Watch usage signals, and start conversations when the data says something changed
• Be the named contact when something breaks, and chase the fix internally until it’s done
• Help customers move workloads onto Sprites
• Tell our product and pricing teams what your customers need

What Good Looks Like

• Revenue kept and grown in your accounts
• Shrinking accounts caught while a conversation could still change the outcome, with the reason understood and written down
• Every account touched on schedule. No big customer goes a month without contact.

Who You Are

Requirements

You have at least 3 to 6 years in account management, customer success, sales engineering, or technical support at an infrastructure or developer tools company.

You’re technical enough to keep up. You don’t write production code, but you can read a usage chart and form a theory, follow a conversation about containers and regions, and ask engineers questions they take seriously. Our customers are engineers. Canned answers won’t work on them. You can handle money conversations alone: pricing, terms, discounts, and telling a customer they’re wrong when they are.

You’re fluent in AI. You use it constantly to automate the routine parts of the job: account research, call prep, first drafts, usage summaries. And you can hold a real conversation with customers whose products are built on it, because most of yours will be.

And you’re honest. Our culture isn’t salesy, almost to a fault. The way to keep big customers for years is to tell them the truth, including when a smaller bill is the right answer for them.

Nice to have

• You’ve worked at a usage-based company and know why a renewal date means little and a usage graph means everything
• You started in support or solutions engineering and learned the commercial side later
• You write well. We work mostly in writing, and so will you.
• You’ve run real workloads on Fly.io, Vercel, Modal, Railway, or a similar platform, and have opinions about it

$180,000 - $220,000 a year

$180,000 to $220,000 on-target earnings, about 70% salary and 30% bonus, plus equity. The bonus pays on the growth and saves you caused, measured with real data, not on revenue that would have shown up anyway.

Health coverage and standard benefits