Qohash is building the zero copy data security control layer, enterprises need to adopt AI safely.

Our platform, Qostodian, helps large organizations discover, classify, govern, and remediate sensitive unstructured data across their most critical data sources without moving or copying the data. This zero copy architecture reduces exposure, preserves data sovereignty, and allows enterprises to secure data directly where it lives.

This matters because AI adoption is increasing the risk, complexity, and urgency of enterprise data security. Before organizations can safely deploy AI agents, copilots, retrieval systems, or automated workflows, they need to know where sensitive data lives, who and what can access it, and how to enforce controls at scale.

Company culture is at our core

Our 5 core values are more than just words; they are a way of life for us. We know that companies with a strong culture and a higher purpose perform better in the long run.

Do our values speak to you?

• Pursuit of excellence - Data security companies that aren't constantly improving every aspect of what they mean by 'excellent' shouldn't exist.
• Resilience - Security is a marathon without a finish line. Our customers and employees must have the support they need.
• Mission focus - We are here to protect the world's most sensitive data and create a safer digital future for all.
• Accountability - Trust is earned through actions, not blame or wishful thinking. Fulfill promises and take responsibility for mistakes.
• Embracing conflict - To reach consensus and problem-solve quickly, it's important to communicate honestly and courageously.

Who you are

You are a Senior Product Marketing Manager who translates complex data security technology into sharp, buyer-relevant positioning. You have spent 5+ years in B2B tech, data security or cybersecurity product marketing and know how enterprise security buyers, such as CISOs, CIOs, CDO, evaluate vendors and make decisions. You think in narratives, operate with urgency, and hold yourself accountable to pipeline impact, not just content output.

You are equally at home building a competitive battle card and coaching an AE through a tough objection. You partner closely with Sales and Demand Gen, and you understand that great product marketing shows up in win rates, not just slide decks.

What you will do

Positioning and messaging

• Develop and articulate a refreshed positioning and core messaging framework.
• Build vertical narratives for FSI, Public Sector, Telecom, Healthcare, and High-tech/Manufacturing, each with proof points and reference customers
• Own and maintain a single source of truth for current product positioning, updated frequently following any roadmap or scope change
• Own outbound customer communication via monthly product updates emails, webinars, podcasts etc.
• Work with product management on release positioning  and outbound communication. 

Competitive intelligence

• Develop and maintain battle cards for the top competitors in the data security, DLP, and DSPM space, with adoption tracked across 100% of competitive deals
• Keep competitive materials current as the market and Qohash’s product evolve

Sales enablement

• Ship a full launch kit for every major product release: updated positioning, value props, demo script, FAQ, objection handling, battle card delta, and AE talk track
• Deliver event-specific messaging kits and executive briefing assets.
• Build AE-facing account briefs for top named accounts covering buyer maps, tech stack signals, and known pain
• Run quarterly enablement sessions on positioning, objection handling, and the competitive landscape

Content and thought leadership

• Build a structured field intelligence interview program with founders, sales, and Customer success teams to capture objections, winning positioning, competitive moves, and translate into a core messaging framework
• Produce anchor assets targeting ICP pain points: AI governance for unstructured data, DLP modernization, and audit/compliance for regulated industries
• Develop named enterprise case studies featuring the operating metrics that enterprise buyers care about
• Create, maintain, and update a library of collaterals and AI skills, embedding automation wherever possible to ensure consistency, speed, and rigor in how the company communicates

What your resume shows

Must Haves

• Full professional bilingualism in English and French, written and spoken 
• A strong alignment with our core values and high-velocity company experience
• 7+ years of experience in product marketing in cybersecurity or data security, with B2B enterprise SaaS go-to-market experience. Familiarity with AI-driven products is a strong asset. 
• Proven ability to develop messaging that resonates with technical and executive buyers
• Experience building and maintaining competitive intelligence programs, including battle cards
• Experience collaborating cross-functionally with Sales, Demand Gen, and Product
• Demonstrated success in creating sales enablement materials

Nice to Haves

• Experience in the DSPM, DLP, or broader data security space
• Familiarity with ABM motions and account-level personalization
• Experience in leveraging AI tools to enhance productivity and streamline workflows 
• Experience working with or alongside a Demand Gen function to drive pipeline
• Experience working in a startup environment
• Preference for candidates resident in Quebec or Ontario

What's in it for you?

• Competitive salary range.
• Enjoy up to six weeks of paid time off annually, because we value your work-life balance.
• Comprehensive health benefits, including:
• Life insurance
• Short- and long-term disability
• Paramedical and telemedicine services
• Health Spending Account (HSA)

Qohash is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, colour, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by applicable law. A working proficiency in English is required for this position based on the company's operational requirements. Only those candidates selected for interview will be contacted.

You will act as their strategic partner, hunting into a defined list of Named Accounts (aligning to AEs) that spans the entire insurance ecosystem—from large Insurance Carriers to specialized MGAs and Program Administrators. We are looking for a self-starter who doesn't wait for permission to execute. You will be responsible for generating the pipeline that fuels our growth.

What you'll be doing:

• Hunt with Tenacity: You will own the top of the funnel for your AE’s Named Accounts. You are expected to be relentless in your pursuit, using phone, email, and social channels to break into these specific, high-value organizations.
• Prioritize signal-driven, high-intent outreach over volume, using ABM insights, intent data, and account context to guide execution
• Navigate Complex Ecosystems: You won't just be calling one type of prospect. You will learn to navigate the complexities of massive Carriers as well as the fast-moving world of MGAs. You will adapt your hustle to fit the target.
• Maintain a consistent operating cadence with your aligned AE, including weekly account reviews, deal feedback, and territory planning
• Partner on Strategy: You will strategize with your AE and ABM partners to map out these accounts, identify the power players, and coordinate "ground cover" to ensure we are penetrating the right buying centers.
• Learn the Business: We don't just want you to sell; we want you to understand what you are selling. You will be expected to dive deep into the world of insurance underwriting, learning the difference between a full policy AI native platform and legacy Old Core workflows so you can speak the language of a VP of Underwriting fluently.
• You will receive structured onboarding, enablement resources, and ongoing coaching to ramp quickly into the insurance and underwriting domain

Who we hope you are: 

• 1-2 years of B2B SaaS Sales experience: You have carried a quota, you know how to use a CRM, and you understand the mechanics of a cold call.

OR

• Insurance Industry Experience: You have worked as an Underwriter, Broker, or Claims Adjuster and are looking to pivot into tech. You understand the pain of legacy systems because you’ve lived it.

• Prospecting Proficiency: You are comfortable using tools like Salesforce, Gong, LeadIQ and LinkedIn Sales Navigator. You know how to build a list, finding mobile numbers, and map an organization.
• Writing Chops: You can write a cold email that doesn't sound like a robot. You understand brevity, personalization, and the importance of a clear Call to Action
• Phone Presence: You don’t hide behind email. You are comfortable calling a VP of Underwriting, navigating a gatekeeper, and handling objections like "We're happy with what we have" without flinching.

• Self-Starter: We are a remote-first, high-growth company. We don't micromanage. We need someone who can wake up, set their own agenda, and execute without needing their hand held.
• Tenacity & Grit: You are relentless. You are hungry to succeed. You understand that sales is a game of persistence. You don't let a bad call ruin your day; you pick up the phone and dial again. You thrive on the hustle.
• Intellectual Curiosity: You genuinely want to learn the business. You are the type of person who reads industry news, checks the MGAA member list, listens to insurance podcasts, and asks "why" until you understand the root of a customer's problem.
• Coachability: You have an ego when it comes to winning, but no ego when it comes to learning. You actively seek feedback from your AEs to sharpen your skills.
• Career Growth & Advancement: This role is designed for individuals who want to grow their careers in go-to-market roles such as: Account Executive or adjacent GTM functions as Federato scales. 

What Success Looks Like in the First 6 Months 

• Build deep coverage across named accounts, consistently engaging multiple buyer personas 
• Consistently generate qualified meetings that convert into real pipeline 
• Demonstrate strong AE partnership through joint account planning, feedback loops and support. 
• Become fluent in Federato’s core value proposition and underwriting use cases to confidently engage senior insurance leaders.
  
  Our cash compensation amount for this role is targeted to Base $65,000-70,000 OTE $100,000-$110,000
  Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above. Total compensation package does include stock options, benefits and additional perks. 

Qohash is building the zero copy data security control layer, enterprises need to adopt AI safely.

Our platform, Qostodian, helps large organizations discover, classify, govern, and remediate sensitive unstructured data across their most critical data sources without moving or copying the data. This zero copy architecture reduces exposure, preserves data sovereignty, and allows enterprises to secure data directly where it lives.

This matters because AI adoption is increasing the risk, complexity, and urgency of enterprise data security. Before organizations can safely deploy AI agents, copilots, retrieval systems, or automated workflows, they need to know where sensitive data lives, who and what can access it, and how to enforce controls at scale.

Company culture is at our core

Our 5 core values are more than just words; they are a way of life for us. We know that companies with a strong culture and a higher purpose perform better in the long run.

Do our values speak to you?

• Pursuit of excellence - Data security companies that aren't constantly improving every aspect of what they mean by 'excellent' shouldn't exist.

• Resilience - Security is a marathon without a finish line. Our customers and employees must have the support they need.

• Mission focus - We are here to protect the world's most sensitive data and create a safer digital future for all.

• Accountability - Trust is earned through actions, not blame or wishful thinking. Fulfill promises and take responsibility for mistakes.

• Embracing conflict - To reach consensus and problem-solve quickly, it's important to communicate honestly and courageously.

Who you are

You are a metrics-obsessed demand generation leader who has built pipeline engines from the ground up at B2B SaaS companies for large Enterprise buyers. You understand the intricacies of generating demand with executive buyers at large regulated organizations. You think in full-funnel terms, from brand and awareness down to MQL, SQL, pipeline, and revenue, and you hold yourself accountable to the numbers that matter. 

You have an AI-first working mindset and you default to AI tools to move faster, make better decisions, and raise the bar on everything you produce.

You combine strategic instinct with hands-on execution, and you thrive when given a blank canvas and a growth mandate. You’re as comfortable setting ABM strategy as you are optimizing a paid LinkedIn campaign or auditing SEO coverage. You’ve worked closely with Sales and you know how to earn that partnership.

What you will do

• Build and maintain a named-account event engine that produces an ICP-qualified pipeline in collaboration with the Marketing Manager.
• Design and execute a demand engine beyond events, including an ABM strategy that targets and converts priority accounts across the full buying committee.
• Own demand capture on Qohash’s owned channels: website conversion optimization, SEO strategy, and visibility in AI-powered search experiences.
• Build and manage a multi-channel paid acquisition strategy across LinkedIn and other relevant platforms, using AI-powered tools to improve targeting, personalization, spend efficiency, and optimize pipeline quality and CAC.
• Operate as a metrics-first function from day one: build and maintain a live performance dashboard tracking MQLs, SQLs, opportunities, pipeline, win rate, CAC, and pipeline-to-spend ratio. 
• Leverage AI tools to automate reporting, surface insights, and continuously optimize campaign performance.
• Partner tightly with Sales to align on ICP, pipeline coverage targets, and feedback loops that continuously sharpen targeting and messaging across multiple regions (North America, Europe, and MENA).
• Provide clear, data-backed visibility into marketing’s contribution to revenue.
  
  

What your resume shows

Must Haves

• 8+ years of demand generation experience in a B2B SaaS environment, with a track record of directly building pipeline
• Proven experience building ABM programs and multi-channel paid acquisition strategies using AI systems, including LinkedIn Ads, targeting enterprise or mid-market accounts
• Fluency in marketing analytics: pipeline attribution, CAC, MQL/SQL/opportunity conversion, pipeline-to-spend
• Hands-on experience with HubSpot or a comparable CRM/MAP platform
• Experience owning website and SEO as demand capture channels, including AI search visibility considerations
• A strong alignment with our core values and high-velocity company experience
• Bachelor's or Master's degree in Marketing, Communications, or equivalent professional experience

Nice to Haves

• Experience in cybersecurity or adjacent enterprise security markets
• Experience in leveraging AI tools to enhance productivity and streamline workflows 
• Experience working in a startup environment
• Experience marketing to security, IT, or data governance personas
• Full professional bilingualism in English and French, written and spoken 
• Preference for candidates resident in Quebec or Ontario

What's in it for you?

• Competitive salary range.
• Enjoy up to six weeks of paid time off annually, because we value your work-life balance.
• Comprehensive health benefits, including:
• Life insurance
• Short- and long-term disability
• Paramedical and telemedicine services
• Health Spending Account (HSA)

Qohash is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, colour, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by applicable law. A working proficiency in English is required for this position based on the company's operational requirements. Only those candidates selected for interview will be contacted.

We are hiring an Enterprise Sales Director to lead and scale our Enterprise segment, focused on complex, high value multi-million dollar deals within Fortune 500 and global organizations. 

This role is ideal for a hands-on sales leader who has a proven track record of owning a true enterprise motion - navigating long sales cycles and complex multi-threaded deals - and has consistently leveraged MEDDPICC and value selling methodologies to drive deal quality, forecasting accuracy, and disciplined pipeline management.

You’ll be responsible for building a repeatable, data-driven sales engine across your globally dispersed team while executing long-term account strategies that drive revenue growth and deepen customer relationships. 

What You’ll Do

• Drive team revenue and performance, own team quota attainment by driving pipeline generation, meeting volume, and deal execution. 
• Support the globally distributed team’s pipeline generation efforts, including regular team PG days, managing outbound cadences, supporting marketing-driven ABM programs.
• Own and manage a strategic book of business, focusing on high-value Enterprise accounts. 
• Drive rigorous account planning and deal inspection, leading regular deal reviews to drive engagement and advance pipeline.
• Manage quarterly forecasts and hold the team accountable to forecast accuracy and pipeline coverage ratios.
• Lead complex deal negotiations involving multiple technical stakeholders, procurement, and legal teams.
• Use MEDDPICC to de-risk deals, improve win rates, and drive accurate forecasting.
• Build strong executive relationships, acting as a trusted advisor to enterprise clients.
• Collaborate cross-functionally with Product, Customer Success, and Marketing to drive adoption and retention.
• Use detailed data and reporting to continuously review the health of business including pipeline metrics, opportunity aging reports, and deal qualification criteria.
• Present business cases and ROI models to justify investment in our solutions.
• Develop deep industry expertise to anticipate market trends and customer needs.
• Drive thought leadership by participating in key industry events and conferences.

What We’re Looking For

• 10-15+ years of experience in B2B SaaS, including 8+ years leading Enterprise sales teams in complex, multi-stakeholder sales environments.
• Proven track record of driving team quota attainment and accurately forecasting revenue in long, complex sales cycles.
• Deep MEDDPICC expertise with a hands-on approach to inspecting deals, managing risk, and improving win rates.
• Demonstrated ability to lead Enterprise sales motions - navigating large buying groups and driving deal progression.
• Strong command of pipeline and performance metrics, using data to manage the business, identify gaps and opportunities, and maintain forecast accuracy.
• Proven track record of hiring A-level talent, with the ability to rapidly ramp new hires to achieve pipeline generation metrics and revenue targets. 
• Experience managing global accounts and large buying groups.
• Exceptional strategic thinking, problem-solving, and negotiation skills.
• Comfortable working with cross-functional teams to drive enterprise adoption.
• Background in cybersecurity, identity, analytics, or infrastructure SaaS is highly preferred.
• Role requires proficiency with macOS and comfort working fully remotely using tools such as Slack, Google Workspace, and Zoom. 

Compensation & Transparency

The base salary range for this role is $175,000 - $210,000 + Variable. We set standard ranges for all US roles based on function, level, and geographic location, benchmarked against similar stage growth companies. To comply with local legislation and provide greater transparency to candidates, we share salary ranges on all job postings regardless of desired hiring location. However, these ranges are specific to the hiring location and may differ within or outside the US. Final offer amounts are determined by multiple factors, including geographic location as well as candidate experience and expertise, and may vary from the amounts listed above.

The Mission: Eliminate Fear

Health insurance is complicated, expensive, and intimidating. At SimplyInsured, we are on a mission to eliminate that fear. We empower small business owners—the backbone of the economy—by making the enormous task of providing health insurance transparent, accessible, and dead-simple.

Born in Y-Combinator and backed by top-tier investors like Polaris Partners and Bessemer Venture Partners, we are disrupting a convoluted industry through massive partnerships with NetSuite, Toast, and Square.

The Role: The Growth Engine

As our Senior Strategic Partnerships Manager, you will report directly to the CEO and serve as the face of SimplyInsured to our most valuable allies. You aren't just "managing accounts"; you are an architect of revenue. You will be responsible for nurturing our existing ecosystem—including major platforms like Toast and Square—while identifying and unlocking new revenue streams through creative co-marketing and deep-funnel integrations.

This is a high-visibility role for a proactive relationship-builder who thrives on hitting growth targets and building long-term value.

How You’ll Make an Impact

• Drive Revenue & Growth: Own the commercial success of our key partnerships. You’ll develop and execute strategic account plans designed to increase user acquisition and maximize the value of every partnership.
• Be the Primary Envoy: Act as the main point of contact for executive stakeholders at our partner companies, ensuring SimplyInsured is their "top-of-mind" health insurance solution.
• Full Lifecycle Ownership: Manage the journey from initial onboarding and technical integration to post-launch optimization and long-term scaling.
• Strategic Co-Marketing: Partner with marketing teams to design and launch high-impact campaigns (webinars, email journeys, landing pages) that resonate with small business owners.
• Data-Driven Strategy: Track KPIs, conduct quarterly business reviews (QBRs), and synthesize partner feedback into actionable insights for our Product and CEO.
• Spot Opportunities: Identify "white space" within existing accounts to expand our footprint within their ecosystem.

What You’ll Bring

• The Track Record: 5+ years of experience in Strategic Partnerships with a proven history of hitting revenue targets in an early-stage startup or high-growth SaaS environment.
• The "Hustle" Factor: You are a self-starter who doesn't wait for a playbook—you write it.
• The Communicator: Exceptional presentation skills. You can take the "convoluted world of insurance" and make it sound simple and exciting to a partner.
• Analytical Rigor: You are comfortable with data and can use it to tell a story that justifies a new experiment or resource allocation.
• Insurtech/Fintech Knowledge: (Preferred) Experience navigating the complexities of regulated industries.

What We Offer

• Equity Stake: Generous stock option packages—you should benefit from the growth you drive.
• Competitive Pay: Strong base salary plus an annual performance bonus up to 25% of your annual base salary based on partner retention and revenue growth. 
• Comprehensive Benefits: 100% Company-paid Medical, Dental, and Vision for you and your family members.
• Freedom & Trust: "Take what you need" time off and a remote-first culture that values results over "clocking in."
• Direct Impact: A reporting line to the CEO and a culture that values "the obligation to dissent."

Compensation

Starting Base Salary Range: $110,000 - $150,000  ($130-$190,000 OTE) 

A Note on Our Inclusive Culture

SimplyInsured is driven by the diversity of our backgrounds. Statistics in the tech industry show that underrepresented groups—including women and people of color—often hesitate to apply unless they meet 100% of the qualifications.

If you are passionate about our mission and have the "startup grit" we're looking for, please apply. We value unique perspectives and are looking for someone to amplify our team, not just fit into it.

#LI-Remote  #LI-HS1

In the time it takes you to read this job description, RapidSOS will have handled ~1,380 emergencies.

At RapidSOS, we are committed to using technology to build a safer, stronger future and working together to save lives. We’re in an exciting phase of growth, welcoming new members from across the globe to our mission-driven, ambitious, and inclusive team. Our work is founded on our values of elevating purpose, inventing tomorrow, delivering with urgency, serving with integrity, and winning together, all of which support a company culture where people can innovate, collaborate, grow, and, above all, make an impact. 

RapidSOS is ​​the leading public safety AI company that unlocks mission-critical intelligence for first responders and security teams – enabling faster, smarter and more accurate emergency response. Real-time data from the world’s largest safety network of 700M+ devices, 200+ global enterprises, and 23,000+ federal, state and local agencies fuels the RapidSOS HARMONY AI engine that delivers this intelligence to those who need it most. Learn more at www.RapidSOS.com.

What this role is about:
As a Senior Technical Account Manager (Sr. TAM) at RapidSOS, you will serve as the lead technical partner for our most complex and high-value enterprise customers. In this senior capacity, you will not only ensure the reliability and performance of critical systems but also act as a strategic consultant, mentoring junior team members and driving the technical evolution of our largest partnerships.

You will operate at the highest level of technical customer operations, telephony, and engineering, serving as a subject matter expert who guides enterprise organizations through ongoing operations with our technical teams.  Additionally for new accounts you’ll have to navigate architectural changes and large-scale platform migrations. If you are a seasoned technical professional who excels in high-stakes environments and possesses a deep-seated drive to improve the technology supporting emergency response, this role offers the opportunity to make a massive impact on global safety.

What you’ll do: 

• Lead the technical strategy for a growing premier portfolio of monitoring company customers, acting as their most senior trusted advisor and executive escalation point.
• Architect and oversee the design of enterprise-grade call flows, including advanced telephony routing, complex failover strategies, and custom integration patterns.
• Proactively audit system performance across the enterprise, identifying systemic risks and driving large-scale improvements to reliability, latency, and call success rates.
• Direct high-severity incident response coordination, conducting deep-dive root cause analysis and ensuring long-term remediation strategies are implemented across the customer base.
• Synthesize complex customer requirements into high-level strategic feedback for product and engineering leadership to help define the long-term platform roadmap.
• Orchestrate complex platform migrations and global feature rollouts, ensuring zero-downtime transitions for mission-critical services.
• Collaborate cross-functionally with leadership in engineering, product, and operations to refine the customer experience and internal support workflows.
• Establish and evangelize best practices regarding redundancy, monitoring, and massive-scale handling for real-world emergency spikes.
• Mentor junior Technical Account Managers, providing guidance on technical troubleshooting and relationship management.
• Analyze macro-level metrics and trends to drive continuous service improvement and business reviews with customer stakeholders

What we’re looking for in our ideal candidate: 

• 8+ years in a Technical Account Manager, Solutions Engineer, or similar senior technical role supporting large-scale enterprise customers. 
• Expert-level experience working with APIs, complex distributed systems, and cloud-based platforms. 
• A proven track record in environments where high uptime, low latency, and extreme reliability are non-negotiable. 
• Mastery in incident management, maintaining total composure under extreme pressure to drive rapid resolution during live emergencies. 
• Exceptional architectural vision, with the ability to map end-to-end workflows across vast networks of vendors and failure points. 
• Superior communication skills, capable of translating deep technical complexities into strategic insights for C-suite stakeholders. 
• High degree of autonomy and ownership, with the ability to prioritize high-impact tasks in a fast-moving, mission-critical environment. 
• Data-driven mindset, leveraging advanced analytics to guide technical decisions and recommendations. 
• Willingness to travel up to 10%

Nice-to-have experience (but not required!):

• Industry Expertise: Prior experience in the Personal Emergency Response Systems (PERS) space or the broader HealthTech/Remote Patient Monitoring industry. 
  Expertise in telephony concepts such as SIP, global call routing, and VoIP concurrency. 
• Extensive experience with Public Safety technology, medical alert systems, or high-volume contact centers. 
• Advanced knowledge of SRE (Site Reliability Engineering) practices, SLOs, and error budget management. 
• Experience managing complex, multi-party integrations in production-grade environments.

What we offer: 

• The chance to work with a passionate team on solving one of the largest challenges globally 
• Competitive salary and benefits and equity participation 
• A dynamic, flexible and fun start-up work environment with a highly talented team

If you're curious to learn more about RapidSOS, you can check out https://rapidsos.com/blog/ 

Starting pay for a successful applicant will depend on a variety of job-related factors, which may include experience, relevant skills, training, education, location, business needs, or market demands. The salary range for this role is $150,000 - $180,000. This role will also be eligible to receive equity options. #LI-Remote

RapidSOS is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, or Veteran status. 

San Francisco, CA | Field + Hybrid
OTE: $150K ($75K base / $75K variable) | Commission uncapped

About Wonderschool

Wonderschool builds the operating system for child care. We give providers, from in-home operators to large center chains, the tools to run better businesses: enrollment software, staff recruiting, family management, payments, and subsidy processing, all in one place.

We have product-market fit, a large and growing customer base, and a deeply differentiated product in a market that has been massively underserved by technology. You will be joining at a moment of real momentum, with strong inbound demand, a substantial outbound lead list, and a product that genuinely stands out from the competition.

About the Role

This is a full-cycle field sales role. You will be selling Wonderschool's platform and fintech solutions to child care operators across the full spectrum, from solo in-home providers to multi-site center chains. Your job is straightforward: help them understand how Wonderschool makes their operation more efficient, their revenue more predictable, and their growth more achievable.

You will have a large inbound lead list to work alongside your outbound. The product sells itself once operators see it. Your job is to get in front of them and run a clean process.

The commission is uncapped. Hit your number and keep going.

What You Will Do

• Own the full sales cycle: outreach, discovery, demo, close, handoff
• Sell Wonderschool's child care management platform and fintech solutions to operators of all sizes
• Help providers understand how Wonderschool improves enrollment, teacher recruiting, and family retention
• Introduce fintech solutions: tuition collection, subsidy processing, and financial tools built for child care
• Build and manage a healthy pipeline through inbound follow-up, outbound calling, and field activity
• Maintain disciplined CRM hygiene and accurate forecasting

Who This Is For

• 2+ to 6+ years of B2B or SMB sales, ideally selling to small business owners or operators
• You know your quota numbers and attainment without having to look them up
• Strong phone presence: you build rapport fast and move deals forward
• Comfortable selling across a wide range of customer sizes, from a single in-home operator to a 10-location chain
• Disciplined with follow-up, pipeline hygiene, and CRM
• Prior experience in SaaS, fintech, or selling into service businesses is a plus

Compensation

• $75,000 base salary
• $75,000 variable at quota, uncapped above quota
• OTE: $150,000, with top performers earning significantly more
• Equity
• Full health, dental, and vision

Backed by:

• Goldman Sachs (Lead Series B)
• Andreessen Horowitz (Led Series A: Jeff Jordan, Partner, former CEO of OpenTable, board member at Airbnb and Instacart)
• First Round Capital (Led seed round: Josh Kopelman, founding partner)
• Long Journey Ventures (Lee Jacobs, founding partner; Cyan Bannister, early investor in Uber and SpaceX; Arielle Zuckerberg, active angel investor)
• FundersClub (Alex Mittal and Boris Silver, co-founders; early investors in Coinbase, Instacart, and Webflow)
• a16z Cultural Leadership Fund (led by Chris Lyons)
• Uncork Capital (Jeff Clavier, founding partner)
• Lerer Hippeau (Ben Lerer, founding partner)
• MaC Venture Capital (Marlon Nichols, founding managing partner)
• Imaginable Futures (education-focused fund backed by Pierre Omidyar, founder of eBay)
• Rethink Education
• Abstract Ventures (Ramtin Naimi, founder and general partner)
• Gary Community Ventures (impact investor focused on children and families)
• Stanford University

We're looking for a Director of Solutions Engineering to lead a global team of 18 solutions professionals in delivering technical expertise that drives enterprise revenue growth. You'll be responsible for scaling a high-performing team consisting of 1 Solutions Engineering Manager, 3 Solutions Architects, and 14 Solutions Engineers across multiple regions. This role requires a strong commercial mindset, the ability to drive performance through clear accountability, and deep experience working with enterprise-level customers.

You'll work closely with Sales, Product, and Customer Success to ensure our solutions engineering function delivers measurable impact on revenue outcomes. This includes developing team capabilities, refining processes, and ensuring technical solutions align with customer needs and business objectives. We're seeking someone who can balance strategic leadership with hands-on involvement in complex deals, build a culture of excellence and accountability, and scale the team to support continued growth in the enterprise segment.

 ESSENTIAL JOB FUNCTIONS

• Lead and develop a global team of 18 solutions professionals, including hiring, coaching, and performance management
• Drive revenue outcomes by ensuring the solutions engineering team effectively supports enterprise sales cycles
• Build and maintain a culture of accountability, performance excellence, and continuous improvement
• Collaborate with Sales (Account Executive Leaders) leadership to align solutions engineering priorities with revenue goals and pipeline growth
• Establish metrics and processes to measure team performance, customer outcomes, and business impact
• Partner with Product and Engineering to communicate customer needs and influence product roadmap
• Oversee complex enterprise engagements, providing strategic guidance and technical leadership when needed
• Develop team capabilities through training, mentorship, and career development planning
• Scale processes and systems to support team growth and operational efficiency
• Represent the solutions engineering function in cross-functional leadership discussions

EDUCATION AND EXPERIENCE

• 10+ years of experience in solutions engineering, pre-sales, or technical consulting roles with progression into leadership
• 5+ years of people management experience, including managing managers and leading distributed teams
• Demonstrated success driving revenue outcomes and supporting enterprise sales cycles
• Track record of building and scaling high-performing technical teams
• Strong commercial acumen and ability to connect technical solutions to business value
• Experience working with enterprise-level customers and navigating complex organizational structures
• Excellent communication skills and ability to influence cross-functional stakeholders
• Proven ability to drive accountability and performance in a results-oriented environment
• Experience establishing metrics, processes, and systems to scale team operations
• Passion for developing talent and building team capabilities over time
• Demonstrates AI literacy, with the ability to leverage AI tools to enhance productivity, decision-making, and quality of work while applying sound judgment and critical thinking

U.S. Base Salary Range: $155,000 -$250,000

At Storyblok, we are committed to equitable compensation and pay transparency. We consider many factors when it comes to compensation, such as the scope of the role, job-related skills, experience, and relevant education or training. Our base salary ranges are determined by job and job level and are benchmarked to relevant location and industry data. The range displayed represents the target US base compensation range within which we are hiring for this role. For some roles Storyblok also offers a competitive commission structure.

Why this role exists:

This role exists to turn customers into long-term champions — through a clear lifecycle framework, strong governance, and a team that knows how to win relationships at scale. You’ll own how we onboard, grow, retain, and re-activate accounts — and how we show measurable customer value across the journey.

What you’ll work on:

You’ll lead the Account Management function and build a consistent customer lifecycle engine: onboarding → adoption → success tracking → expansion → retention → win-back. Your focus: structure + execution + client trust.

What you’ll drive:

Customer lifecycle system

• Build and run a customer lifecycle management framework: onboarding, satisfaction measurement, upsell/expansion, retention, win-back.
• Document and continuously improve customer journeys, key touchpoints, and success moments.
• Introduce account segmentation and resource allocation logic (where we invest time and why).

Programs, policies, and performance

• Build onboarding and account development programs that scale across geos and brands.
• Define Customer Success/Account Management policies, playbooks, and operating cadence.
• Implement satisfaction tools and loyalty initiatives (and make the data actually actionable).

Governance & escalation

• Run business reviews and enforce internal SLAs with clear escalation mechanisms.
• Be the internal “Voice of Customer” — and translate client reality into product/process priorities.

Revenue & leadership

• Define sales targets with leadership; contribute to revenue planning and forecasting.
• Drive training, internal collaboration, and executive engagement on key accounts.
• Contribute to cross-functional initiatives as part of the broader leadership team.

What makes you a GR8 fit:

Must-have

• 3+ years of leadership/management experience in Account Management / Customer Success / Commercial operations.
• Strong track record in B2B (iGaming/gambling, IT, telco, finance, business services are relevant).
• Proven ability to build lifecycle frameworks and processes — and make teams follow them.
• Excellent communication + high EQ: you can handle exec rooms and messy escalations.
• Advanced English + Russian.
• Calm under pressure, strong execution, and serious attention to detail.

Who You Are

You bring hands-on experience from within a Retail Media Network (RMN), with a clear understanding of how retailers commercialize media offerings and sell to brands. You also have exposure to in-store / physical retail environments and understand how retail media connects to merchandising, store execution, and shopper behavior. You are confident operating in retail media environments and can translate that experience into structured, client-facing strategy work.

This is a client-facing, execution-focused strategy role responsible for owning key workstreams and contributing to integrated retail transformation initiatives across RMN, brand, GTM, and operating models.

What You Will Do

Retail & RMN Strategic Support

• Support discovery sessions, stakeholder interviews, and synthesis.
• Translate client inputs into structured analyses and opportunity frameworks.
• Develop clear articulation of how RMNs must serve brand objectives (sales lift, share growth, ROI, measurement transparency).
• Ground recommendations in commercial and financial logic, informed by real-world RMN operations.

Integrated Retail Workstream Ownership

• Own defined workstreams across:
• Retail Media strategy
• Brand-to-retail alignment
• Retail GTM modernization
• In-housing and operating model assessments
• Build supporting analyses, financial models, and executive-ready materials.
• Contribute to roadmap development and value modeling.

Retail Media & Commercial Expertise

• Demonstrate understanding of:
• How retail media networks are structured, priced, and sold to advertisers
• Retailer revenue models and margin considerations tied to media
• Measurement expectations (incrementality, attribution, closed-loop reporting)
• Investment decision frameworks used by brand and shopper teams
• Ensure RMN strategies reflect real-world retailer and advertiser expectations.

Client & Commercial Support

• Support workshop preparation and executive presentations.
• Contribute to proposal development and research for new business.
• Assist in codifying frameworks and reusable retail media assets.

Retail IP & Thought Leadership

• Contribute to POVs and webinar content.
• Support in the elevation of firm positioning in retail marketing strategy.

What You Bring

• 6–10 years in retail media, strategy consulting, commercial strategy, or related roles.

Required:

• Experience working within a Retail Media Network (retailer-side), with exposure to how media offerings are commercialized and sold to brands.
• Experience on the sell-side of retail media (e.g., RMN sales, account management, partnerships, or commercial strategy).
• Hands-on experience in retail media execution and/or strategy, not limited to activation.
• Strong understanding of grocery and/or mass retail media networks.
• Exposure to in-store retail dynamics (e.g., merchandising, store operations, shopper marketing execution) alongside retail media.

Preferred:

• Experience with major RMNs such as Walmart Connect, Target Roundel, Kroger Precision
• Marketing, or similar grocery and mass retail networks.
• Experience working with multiple RMNs or across retailer ecosystems.
• CPG or agency experience as complementary background.

Additional Capabilities:

• Strong analytical and data and insights synthesizing skills; comfortable building structured analyses and light financial models.
• Understanding of brand + performance marketing intersection.
• Ability to communicate clearly in executive-ready materials.
• Collaborative and comfortable operating in ambiguity with guidance.

#usremote

Wavelo is a SaaS business on a mission to make telecoms a breeze.

We provide flexible software that modernizes how communication service providers (CSPs) do business, helping them drive more value, focus on customer experience, and scale their operations faster.

As part of Tucows (NASDAQ:TCX, TSX:TC)—one of the world’s largest Internet services companies—Wavelo is backed by outstanding resources and talent. We embrace a people-first philosophy that is rooted in respect, trust, and flexibility. We believe that whatever works for our employees is what works best for us. It’s also why the majority of our roles are remote-first, meaning you can work from anywhere you can connect to the Internet!

The work we do genuinely changes lives. If this sounds exciting, we’d love to hear from you!

About the opportunity

As Sales Director for Wavelo, you will partner with our VP Sales to grow new logo business and help achieve our revenue targets. Reporting directly to the VP Sales, you'll work within a new, fast-moving, and thoughtful team and play a vital role in Wavelo's growth. You will be responsible for prospecting and closing new business across NOAM. You will identify, nurture and close new opportunities, manage forecasts and track customer data. We're strong proponents of a consultative sales approach - learn about the customer's needs before discussing products. Your expertise will be critical in helping articulate the way in which Wavelo will solve the customers' problem(s). You will work with the customer during the sales cycle and include our Customer Success, Marketing and Engineering teams as necessary. Ideally, you come from a technical background and have sold innovative solutions to Tier-1 CSPs.

Job Duties

• Collaborate with the rest of the GTM team on the consistent development and deployment of our Go To Market Strategy
• Source a large portion of your deals through strategic outbound prospecting, networking, and referral generation (this is primarily a hunter role!)
• Work the sales cycle on a select number of opportunities that come in through inbound
• Lead all aspects of the sales process, including prospecting and initial contact, sales meetings, product demos, proofs of concept, proposals and quote creation, negotiations, order processing, account management, and upsell/cross-sell
• Define and regularly iterate messaging that will scale our outbound prospecting engine
• Bring an in-depth knowledge of the OSS/BSS space and the emerging competitive landscape
• Help build our sales organization and mentor teammates

Knowledge, Skills and Abilities

• Entrepreneurial in thinking and approach with an ownership mentality
• Problem solver, versus simply being a problem identifier
• Self-starter - we're a small, remote team, and nobody will be looking over your shoulder or micro-managing
• Strong executive presence
• Professional, personable and proactive interpersonal skills - you will need to be an excellent communicator in all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually
• Highly organized and can prioritize tasks/projects
• Highly coachable, eager to learn and grow
• Enjoy working within a small team and having your work play a major role in the outcomes for the company
• Agile, adaptable, resilient, and able to swiftly embrace change

Qualifications Required

• 7+ years of Enterprise Sales experience consisting of complex, multistakeholder, multimillion-dollar outbound sales deals and full-cycle management to the close.
• Demonstrable record of consistently meeting and exceeding quota in a fast-paced sales environment (top 10% performer)
• Advanced knowledge of sales coaching, best practices, and sales methodology
• Experience working with SaaS
• Experience working for a software provider in the telecom industry where the ICPs were technical leaders, including CTO and CIO of Tier-1 CSP
• Experience using Command of the Message and MEDD(P)ICC is ideal #LI-NA1

The expected On Target Earnings range for this position is $250,900 - $278,800 USD for US residents OR $229,700 - $255,200 CAD for Canadian residents. Other countries will differ. The commission portion for this role will be 50% of the On Target Earnings. Range may vary on a number of factors including, but not limited to: location, experience and qualifications. Tucows believes in a total rewards offering that includes fair compensation and generous benefits. Learn more about Tucows Benefits.

Want to know more about what we stand for? At Wavelo and Tucows we care about protecting the open Internet, narrowing the digital divide, and supporting fairness and equality.

We also know that diversity drives innovation. We are committed to inclusion across race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status or disability status. We celebrate multiple approaches and diverse points of view.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request an accommodation.

We use AI-enabled tools throughout our recruitment process to help us work more efficiently and consistently. These tools support our hiring teams by organizing and reviewing information, while final hiring decisions are always made by people.

Tucows and its subsidiaries participate in the E-verify program for all US employees.

Learn more about Tucows, our businesses, culture and employee benefits on our site here.

WordPress VIP is the world’s leading enterprise content management platform. We help the world's largest companies (including Meta, Salesforce, and Disney) create innovative digital experiences with WordPress.

We’re looking for a Solutions Engineer to provide technical leadership to our Enterprise sales team, where you'll play a key part in building and maintaining the structure to support our sales programs. You’ll define and implement scalable processes and systems that deliver technical expertise, with a focus on consultative solution-based selling.

Responsibilities:

Partnering proactively with Sales and Customer Success to qualify new business opportunities in terms of technical requirements, competitive landscape, and business drivers.

• Identifying and solving customer problems proactively and creatively through effective project management and consultation on technical setup.
• Building proofs of concept and leading the demo process—including building, running, and training the team based on our buyer personas, verticals, and business priorities.
• Contributing to the RFP/RFI process as the primary point person on technical responses that Account Executives need assistance with.
• Recommending the integration strategies, enterprise architectures, platforms, and application infrastructure required to successfully implement a complete solution using best practices on our Cloud.

Requirements: 

• 5+ years experience in a Solutions Engineer or related position with customer-facing experience translating customer technical requirements into value discussions.
• Understanding of enterprise business models, content distribution, audience engagement and enterprise focused technical solutions.
• Experience with WordPress, PHP, or consulting experience.
• Demonstrated experience building Proofs of Concept and leading demo presentations.
• Worked closely with Account Executive teams developing solutions on complex sales opportunities.
• Outstanding communication; you should be great at holding people’s attention whether presenting, talking on the phone, or writing a quick blog post.

We are currently prioritizing candidates in the United States and Canada.

Salary range: $150,000-$200,000 USD plus variable compensation - Please note that salary ranges are global, regardless of location, and we pay in local currency.

We are searching for high-caliber candidates with the skills and qualities to have a net positive for Automattic. Pay will reflect the potential contribution and the impact you can bring, which may, in some cases, go beyond the range stated for the right candidate.

This isn’t your typical work-from-home job—we are a fully-remote company with an open vacation policy. Read more about our compensation philosophy. To see a full list of benefits by country, consult our Benefits Page. And check out these links to learn more about How We Hire and What We Expect from Ourselves. #LI-DNI

At WordPress VIP (part of Automattic), we power the most influential properties on the web, from the White House to Meta and Salesforce. We are looking for a Forward Deployed Engineer (FDE) to join our mission in redefining how the world’s largest enterprises scale.

This isn't your typical engineering role; it’s an advanced, consultative position where you operate as a hands-on architect and a growth catalyst. As an FDE, you are the front line of trust, embedded with our most strategic customers to solve high-stakes technical challenges in real-time. By combining engineering excellence with deep customer proximity, you won’t just solve problems for customers, you’ll solve them with them, driving business expansion across the world’s most scaled environments. If you thrive in high-impact, ambiguous environments and want to help define the future of open-source technology at the enterprise level, we want to talk to you.

About the Team

The Customer Engineering and Architecture (CEA) team at WordPress VIP works directly with our most important customers to ensure they achieve their core technical outcomes and expand their investment in WordPress, VIP, and Automattic.

The team’s mission is to drive measurable technical success and long-term growth for VIP’s largest customers through a hands-on, scalable Forward Deployed Engineering practice that combines deep technical partnership with rapid, high-impact solutioning.

Role Overview

As a Forward Deployed Engineer (FDE), you will serve as an embedded technical partner to one or more complex WordPress VIP customers in Media, Enterprise, and Government.

You’ll work at the intersection of engineering, consulting, and customer success—diving deep into customer architectures, identifying and resolving complex technical challenges, and shaping scalable solutions that drive long-term adoption and expansion.

This is not a pure support or implementation role. It’s an advanced, consultative engineering position where you’ll operate as a hands-on architect, a trusted advisor, and a growth catalyst, helping customers succeed with WordPress VIP and related open-source technologies.

What You’ll Do

Deliver Customer Technical Outcomes

• Engage directly with large VIP customers (often embedded in their teams) to ensure successful adoption, integration, and scaling of WordPress VIP solutions.
• Directly identify and solve complex architectural and technical problems.
• Partner with customers as they leverage VIP’s support capabilities, ensuring they fully utilize VIP's high-availability support.
• Conduct technical discovery and design sessions, producing architecture recommendations, migration plans, and implementation guidance.
• Maximize the customer’s value from VIP’s platform, integrations, and partner ecosystem.

Drive Expansion Through Services-Led Growth

• Identify and shape professional services opportunities through ongoing technical engagement. Document and refer engagements to other VIP PS teams.
• Define scopes of work (SOWs) for technical expansion projects, collaborating closely with Services, Account Management, and Commercial teams.
• Participate in presales and renewal discussions as the technical voice of confidence and credibility.

Hold and Share Deep Customer Context

• Maintain a living technical knowledge base of customer architectures, deployments, and patterns.
• Act as the internal authority on assigned customer environments, proactively identifying risks and opportunities.
• Contribute to team-wide tooling and process improvements, including delivery platforms, AI workflows, and documentation systems (e.g., Rocketlane, Notion, or similar).

Contribute to the Forward Deployed Engineering Practice

• Using data, help refine the operating model for FDE engagements, balancing presence, value, and scalability.
• Experiment with and adopt AI-assisted workflows to improve delivery efficiency and insight generation.
• Collaborate with the leadership to expand the practice into a repeatable, revenue-driving function.

Qualifications

Required

• 5+ years of hands-on experience in web or application engineering, minimally in PHP and/or JavaScript.
• Strong familiarity with WordPress at scale, including common architectures, REST APIs, caching/CDNs, performance optimization, integration methods and security hardening.
• Experience working directly with large customers in technical consulting, architecture, or professional services.
• Proven ability to diagnose and resolve complex technical issues in distributed or high-traffic environments.
• Excellent communication and stakeholder management skills: equally comfortable in a debugging session and an executive briefing.
• Commercial mindset: ability to spot opportunities for value expansion and articulate ROI to non-technical stakeholders.

Ideal

• Experience with WordPress VIP, enterprise hosting, or similar SaaS/PaaS platforms.
• Prior experience as a solutions architect, senior developer, or forward deployed engineer in a consulting or SaaS/PaaS context.
• Familiarity with AI-assisted development, observability tools, and modern DevOps practices (CI/CD, GitHub Actions, etc.).
• Domain experience in Government, Media, or Enterprise.

Key Competencies

• Technical Depth & Breadth: Rapidly understand diverse architectures and technologies.
• Customer Empathy: Translate customer needs into actionable technical and business outcomes.
• Problem Ownership: Take responsibility for technical success, even beyond formal scope.
• Commercial Awareness: Balance engineering rigor with business objectives.
• Learning Agility: Continuously adapt to new tools, patterns, and customer contexts.
• Collaboration: Work fluidly with Services, Support, Product, and Commercial teams to deliver holistic outcomes.

Salary range: $180,000-$230,000 USD.  Please note that salary ranges are global, regardless of location, and we pay in local currency.

We are searching for high-caliber candidates with the skills and qualities to have a net positive for Automattic. Pay will reflect the potential contribution and the impact you can bring, which may, in some cases, go beyond the range stated.

This isn’t your typical work-from-home job—we are a fully-remote company with an open vacation policy. Read more about our compensation philosophy. To see a full list of benefits by country, consult our Benefits Page. And check out these links to learn more about How We Hire and What We Expect from Ourselves. #LI-DNI

WordPress VIP is the world’s leading enterprise content management platform. We help the world’s largest companies (including Meta, Salesforce, and Disney) create innovative digital experiences with WordPress.

About the role:

As one of the fastest growing areas of Automattic, VIP presents a unique opportunity for experienced Account Executives to help take us to the next level. We're looking for AEs who are passionate about what WordPress can do for our existing customers.

Your style is to listen and learn from prospects, positioning VIP as the best Content Management System for the Global 2000. You don’t sit and wait for leads to come to you. Instead, you research the market, identify opportunities within specific verticals, and design a sales strategy that is both high-touch and creative, thereby helping to create the best possible positioning to develop new business for WordPress and VIP.

You’ll be closely working with SDRs as well as have full leverage of our Marketing teams to create compelling outreach and content, but you’ll be generating your own leads alongside that.

You view enterprise customers and their messages as important parts of the web, and you can see how WordPress VIP and Automattic can help them along their journeys. You pride yourself in establishing long-term relationships and doing what’s best for the customer. You enjoy telling stories, doing demos, and giving “the pitch,” and are comfortable talking to CMO’s and CTO’s.

Responsibilities: 

• Drive significant revenue growth by securing new enterprise clients and expanding existing accounts.
• Establish and nurture strategic C-level relationships that position VIP as a critical business partner.
• Successfully manage both transactional deals and large multimillion-dollar opportunities.
• Maintain accurate sales forecasts and pipeline information, and drive strategic improvement of forecasting processes.
• Develop and execute innovative, vertical-specific sales strategies that accelerate market penetration.
• Actively engage in pipeline generation activities, including regular outbound prospecting.
• Enhance the product offering by providing valuable customer insights to inform the VIP roadmap.
• Elevate WordPress VIP's brand and reputation in the enterprise CMS space through high-impact engagements.
• Contribute to a high-performing sales culture by sharing best practices and mentoring team members.

Requirements: 

• 7+ years of enterprise software sales experience, preferably in SaaS or CMS-related technologies.
• Demonstrated ability to consistently meet or exceed sales quotas.
• Strong understanding of enterprise software, IT landscapes, and content management systems.
• Excellent communication, presentation, and negotiation skills.
• Proven experience in solutions-based selling and closing enterprise-level deals.
• Ability to establish and maintain long-term customer relationships.
• Experience in managing and growing business within named accounts and verticals.
• Comfortable working with executive-level prospects, negotiating terms, and reviewing contracts.
• Self-motivated with a drive to achieve revenue and growth targets, both individually and as part of the company.

This role requires you to have a deep understanding of the technology and platforms that we run, and be able to communicate effectively with different stakeholders such as engineers and content creators. Moderate travel is required as well.

Location: Remote (East Coast of United States/Canada)

Salary range: $95,000-$160,000 USD, plus variable compensation - Please note that salary ranges are global, regardless of location, and we pay in local currency.

We are searching for high-caliber candidates with the skills and qualities to have a net positive for Automattic. Pay will reflect the potential contribution and the impact you can bring, which may, in some cases, go beyond the range stated for the right candidate.

This isn’t your typical work-from-home job—we are a fully-remote company with an open vacation policy. Read more about our compensation philosophy. To see a full list of benefits by country, consult our Benefits Page. And check out these links to learn more about How We Hire and What We Expect from Ourselves. #LI-DNI

Sales Development Representative

Location: NYC hybrid or Remote

Compensation: $90k OTE with $65k base

Hiring Manager: Danielle D’Ettorre (SDR Manager)

About Passage Health

Passage Health is a fast-growing start-up, on a mission to improve the quality and accessibility of autism care through dynamic software solutions.  The diagnosis rate for autism has skyrocketed in the last 10 years to 1 in 31 children.  Those children will have to wait up to 1 year to receive therapy as service providers, hampered by antiquated technology, are struggling to meet surging demand. We are building a modern electronic medical record (EMR) that will revolutionize the $460B autism care market. 

About the role

As a Sales Development Representative, you will be an early sales hire and have a critical role in growing an early-stage startup.  You will work alongside our Account Executives and be responsible for expanding our customer base, driving revenue growth, and establishing trusted relationships with our customers. This role will have the opportunity for fast promotion to Account Executive within 6-12 months.

What you will be doing

• Own top-of-funnel outreach by making a high volume of cold calls and sending personalized emails daily to prospective customers
• Research and identify potential customers through internet searches, industry databases, and social media platforms
• Generate new qualified opportunities by proactively reaching out to clinics, providers, and decision-makers
• Represent Passage Health at industry conferences and events, which may include occasional travel
• Collaborate closely with Account Executives to build a strong pipeline and refine outreach strategies
• Log all activities and insights in our CRM to track engagement, optimize performance, and inform forecasting

What you will bring

• ~2 years of prior SDR experience with a proven track record of success, in B2B software.
• Concise, persuasive, and authentic communicator both verbally and in written communication
• Excellent listener and demonstrated ability to problem solve different stakeholders
• Embraces ownership mindset with ability to take initiative in a fast-paced start-up setting
• Strong organizational skills with excellent attention to detail
• Superb judgment and integrity
• Familiarity with CRM software and sales tools
• Personal connection to autism or autism care is a plus

Why this role might be a great fit for you?

• Excited about potential promotion to Account Executive
• Chance to use your skills to help children with autism
• Preference for working in a fast-paced environment with exciting challenges
• Competitive salary
• Uncapped commission
• Healthcare, dental, and vision benefits

Passage Health is an equal opportunity employer and encourages all applicants from every background and life experience without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

About Wonderschool

Wonderschool is harnessing the power of technology to support child care providers operating from their homes as well as in government and nonprofit sectors. Our products enable providers to build high-quality programs, operate sustainable businesses, and connect families to accessible child care solutions. We partner directly with state and local governments to modernize child care infrastructure, improve access, and deliver measurable outcomes for families and communities nationwide.

About the Role

We are building our government sales team and are interested in connecting with experienced Government Account Executives across a range of levels. This is not an urgent or time-sensitive search. We are interviewing on a rolling basis and will move at a thoughtful pace, so please expect that we may be a bit slower to respond as we find the right fit.

This is an individual contributor role. You will report to a senior sales executive who oversees multiple territories. If you are more senior, there is room to take on additional territories and work directly with the CEO. We are open to hearing from candidates at different experience levels.

What You Will Do

• Own full-cycle government sales within your territory
• Navigate complex, multi-stakeholder, 12+ month sales cycles
• Build relationships with legislators, agency leaders, and executive administration stakeholders
• Develop territory strategies aligned to legislative, budget, and election cycles
• Lead RFP responses and procurement processes
• Travel approximately 40% of the time, as relationships are the core of this work and being in the room matters

What We Are Looking For

• Experience selling to state governments and an understanding of how state agencies buy, budget, and make decisions
• A demonstrated track record of closing deals in complex B2G or enterprise environments
• The ability to operate independently and own your pipeline from first contact through close
• Deep understanding of procurement processes, RFP cycles, and legislative dynamics
• Strong strategic thinking with the ability to align value propositions to political and programmatic priorities
• CRM discipline and forecasting rigor

Compensation

• Base salary: $100,000 to $200,000, varies by level and scope
• Performance-based commission
• Stock options

Benefits

• Health coverage (up to 100% for employee premiums, up to 80% for dependents)
• WiFi and wellness stipends
• Flexible PTO, paid holidays, and mental wellness days
• Parental leave (eligible after 6 months)

The Assistant Vice President (AVP), Finance Operations will play a key role in directing and coordinating enterprise-wide financial processes to promote consistency, efficiency, and operational excellence across all regions. This includes execution of the financial audit plan, including managing coordination with external auditors, and aligning agendas for the audit committee and internal management. The AVP will ensure a comprehensive view of our enterprise financial processes. The AVP will also serve as content developer and be responsible for planning and executing on key finance-wide engagements, including leadership team staff meetings, quarterly Town Hall meetings, and periodic team off sites. The role will also require strong collaboration with the Data & Analytics team and other Finance functions to ensure well-integrated, effective, and data-driven financial operations. This position reports to the Head of Finance Operations.

What You Will Do:

• Finance Process Strategic Ownership:

  • Work closely with the Head of Finance Operations to develop and execute strategic initiatives to accelerate financial deliverables, ensuring timely and accurate reporting.

  • Manage the finance strategic management system to ensure alignment with organizational goals and objectives.

• Program Management of Finance Activities:

  • Assist in managing the end-to-end program oversight of all finance activities, including maintaining a comprehensive finance calendar and regularly communicating progress against key milestones.

  • Communicate upcoming deliverables proactively, address and resolve issues, and ensure all finance processes are well-documented.

  • Manage projects across Finance, developing execution plans and driving to completion.

  • Support planning of quarterly offsite meetings with the leadership team to recalibrate the strategic plan as needed.

  • Collaborate with business leaders to develop weekly staff meeting agenda based on organizational priorities, document follow up items, track and drive items to closure.

• Communication and Collaboration:

  • Work closely with the Data & Analytics and other Finance teams to identify opportunities for process improvements and automation opportunities.

  • Develop high-quality executive communications & presentations, helping to communicate the value and vision of the Finance enterprise, for internal and external purposes (i.e., company/executive level, investor, board, and audit committee presentations, etc.).

  • Support the preparation of monthly reports for audit and board meetings.

  • Maintain and regularly update content across internal and intranet platforms for the Finance team to ensure accuracy and relevance.

  • Engage and coordinate with key finance and business stakeholders to raise issues and ensure consistent messaging across the organization.

• Audit Coordination:

  • Support development and coordination of a comprehensive audit plan and coordinate materials for the audit committee and internal management.

  • Work closely with the Head of Finance Operations to act as primary liaisons with PwC, ensuring effective collaboration and alignment on audit activities.

What You Will Have:

• Bachelor’s degree in Finance, Business, or Accounting preferred; Operations or Project Management a plus.

• Six (6)+ years of professional experience in insurance or financial services industry.

• Strong knowledge of (re)insurance or other financial markets.

• Knowledge of audit processes and regulatory compliance.

• Exceptional written and verbal communication skills as someone who interacts with team members across all levels of the organization.

• Strong analytical and problem-solving skills, including an ability to find and implement solutions to improve the organization.

• Highly organized, detailed oriented with outstanding organizational and planning abilities.

• Strong project management skills with an ability to juggle multiple priorities with competing deadlines in a fast-paced environment.

• Experience in a fast-paced, high-growth organization preferred.

• Strong collaborator with a proven ability to build relationships and trust amongst team members.

• Skilled in PowerPoint, Word, Excel, and other office applications.

#LI-Remote

About Enformion

Enformion is a leading provider of real-time consumer identity intelligence, helping organizations verify identities and transactions with speed and precision. Our data and insights enable companies to market more effectively by improving audience targeting, enrichment, and conversion outcomes. We are a trusted partner to many of the world’s leading organizations across risk, fraud, and marketing, delivering high-performance data solutions at scale.

Salary - $85k - $95k 

The Role

We are seeking a high-performing Enterprise Sales Executive to own the full sales lifecycle — from strategic account identification through close.

This is a quota-carrying, hunter role focused on building pipeline, engaging senior stakeholders, and closing complex, high-value deals. You will leverage a value-based sales approach to help enterprise organizations understand how Enformion’s data and identity solutions drive measurable business outcomes.

What You’ll Do

• Build and execute a strategic territory and account plan targeting enterprise organizations
• Generate pipeline through outbound prospecting, referrals, and industry engagement
• Lead discovery conversations to uncover business challenges tied to consumer identity, fraud, and marketing performance
• Position Enformion’s data assets and solutions using a consultative, value-driven sales approach
• Own and manage the full sales cycle from initial outreach through negotiation and close
• Close 6- and 7-figure deals with enterprise clients
• Run tailored product demos and solution presentations for executive audiences
• Partner cross-functionally with BDRs, marketing, product, and leadership to accelerate deal cycles
• Develop executive-level relationships and navigate complex buying committees
• Expand revenue within existing accounts through upsell and cross-sell opportunities
•  

What We’re Looking For

• Proven track record of consistently meeting or exceeding quota in enterprise B2B sales
• Experience selling data, SaaS, DaaS, consumer identity, fraud, or marketing solutions into large organizations
• Demonstrated success closing complex, multi-stakeholder deals ($100K+ ACV)
• Strong discovery and consultative selling skills with the ability to translate business challenges into solutions
• Ability to engage and influence senior executives (VP, SVP, C-level)
• Excellent communication, presentation, and negotiation skills
• Highly self-motivated with strong pipeline management and forecasting discipline
• Comfortable operating in a fast-paced, high-growth environment

Why Enformion

• High-impact role with direct influence on company growth
• Differentiated data assets with strong market demand
• Opportunity to sell into risk, fraud, identity, and marketing leaders across industries
• Competitive compensation with uncapped earning potential
• Collaborative, entrepreneurial culture

Ideal Candidate Profile

You’re not just a seller — you’re a strategic advisor. You know how to open doors, create urgency, and tie data solutions directly to revenue, risk reduction, and customer acquisition outcomes. You thrive in complex sales environments and know how to turn insight into closed business.

Mark43’s mission is to empower communities and their governments with new technologies that improve the safety and quality of life for all. We build powerful, scalable, and elegant software that sets a new standard for the tools upon which our first responders rely. Our users are diverse, and we are therefore committed to embracing diversity of thought and experience within our team.   

We are looking for a Customer Experience Manager to join our growing team. The Mark43 Customer Experience team is passionate about serving as the client’s voice and demonstrating the value of our product offerings. The main goals of the team are to foster product adoption and user satisfaction, assist with change management, capture and contextualize product feedback for our engineering and product teams, track issue resolution, explain new feature enhancements, drive renewals/expansions, and mitigate/prioritize any pain points before they become critical issues.   

This is a client-facing role, and you will be working with your clients regularly both in person and virtually. You will be involved in the full spectrum of post-implementation processes and client care. Much of your day to day will be spent learning about our customers’ unique needs and we expect you to absorb information and eventually demonstrate mastery of a client’s workflows and our product offerings. You will be the trusted advisor for the client and the company will lean on you to advocate for the customer's needs to ensure they are getting what they need to be successful.  

What you can expect to work on:  

• Advocate for the client to ensure their needs are being met.  

• Participating in pre-implementation activities to establish relationships and domain expertise early in the deployment process.  

• Performing post-implementation tasks, on-site with our clients, while working on a dynamic Customer Experience team.  

• Collaborating with the Customer Support, Account Management and Implementation teams to ensure a smooth post-implementation experience for our clients.  

• Working with our clients to learn and understand their current workflows.  

• Keep diligent records of all client meetings, tasks, and deliverables. 

• Seeking out and nurturing relationships with power-users and influencers within client sites. 

• Tracking user feedback to help influence the product roadmap and maintain communication with clients to resolve product issues. 

• Distributing and ensuring completion of client surveys and ultimately responsible for your clients NPS score. 

• Collaborate internally to solve complex problems and work on a diversity of tasks in a fast-paced environment. 

• Collaborating with first responders, which is a uniquely satisfying experience. 

• Helping to innovate and test new processes to improve efficiency as well as internal and external customer satisfaction.  

What we expect from you:  

• 5-10 years of account management, customer success, consulting, project management, and/or customer success experience. 

• Four-year university/college degree preferred. 

• Proven experience participating in a complex project from start to finish. 

• Knowing when to problem solve, either independently or by asking smart questions of your teammates. 

• Outstanding written and oral communication skills - you’ll often be writing materials that will go directly to our clients and will need to adjust internal jargon for external. 

• Detail oriented and the ability to document and track tasks. 

• Excitement about working with cross-functional teams in a matrix organization. 

• Ability to multitask and work on multiple projects concurrently. 

• Ability to travel up to 50-80% and comfort working directly from client sites. 

• Willingness to operate outside of assigned projects and pitch in wherever necessary. 

• Interest in working with a public sector client, such as law enforcement (LE), at the local, state, or federal level. 

• Comfortable working remotely. 

• Experience providing (while comfortable also receiving) feedback across levels of leadership and peers. 

• A change champion able to adapt to changing processes and needs while comfortable asking questions and creating dialog. 

What you can expect from us:   

• Mentorship from experienced Customer Experience team members.  

• Constant collaboration with numerous Mark43 teams, including Customer Support, Implementation, Product, Engineering, and Executive leadership.  

• Building mission critical and socially responsible software to enable first responders to better serve their communities.  

• A team that respects and embraces your ideas and expertise.  

• Coworkers that are motivated by pursuing excellence, rather than the prospect of personal gain. 

• A workplace dedicated to supporting and bettering public safety and government agencies. 

• An effort to balance autonomy and guidance. 

• The chance to participate in development opportunities, including through services like Udemy, from day one. 

An overview of this role

As an Account Executive, you’ll be the primary connection between GitLab and customers, working with organizations of up to 4,000 team members to help them adopt and expand the world’s most comprehensive AI-powered DevSecOps platform. You’ll own a broad book of business across a wide range of opportunity sizes, guiding small, fast-growing teams as well as more complex projects as they modernize their software delivery with GitLab. Reporting to a Regional Sales Director and partnering closely with business development, marketing, and technical teams, you’ll run the full sales process: shaping the customer’s journey, documenting buying criteria and processes, ensuring accurate pipeline based on evidence, and sharing root-cause insights on wins and losses. In your first year, you’ll focus on building trusted relationships, delivering meaningful business outcomes for customers, and being the voice of the customer internally by contributing ideas to our public issue tracker and improving our sales handbook.

What you’ll do

• Report to a Regional Sales Director and own a broad book of business, from new prospects to growing existing accounts.
• Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close.
• Support GitLab for prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes.
• Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams.
• Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline.
• Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement.
• Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success.
• Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.

What you’ll bring

• Proven success in software sales, ideally in a Commercial market context, managing a varied book of business.
• Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.
• Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management.
• Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.
• Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes.
• Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.
• Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.
• Alignment with GitLab’s values and an interest in contributing from diverse or transferable sales backgrounds, with willingness to travel in line with company policy.
• Fluent Italian language skills (required).

About the team

The Mid-market Sales team focuses on helping growing organizations adopt and expand GitLab’s AI-powered DevSecOps platform across their software delivery lifecycle. You’ll join a distributed group of Account Executives, sales managers, and business development team members who collaborate asynchronously across regions to manage a broad book of business in the mid-market segment. We partner closely with marketing, sales development, and technical teams to run an efficient, transparent sales process, document what works in our sales handbook, and represent the voice of the customer back into GitLab. We focus on opportunities like supporting customers through toolchain consolidation, driving platform adoption, and sharing learnings from wins and losses to continuously improve how we sell and support GitLab.

An overview of this role

As the Director of Regional Sales for the Alps region, you’ll own the strategy and execution to grow GitLab’s presence across Switzerland and Austria. You’ll build and lead a high-performing Account Executive team, establish disciplined, data-informed sales processes, and stay close to the field by engaging directly with key accounts. Reporting to the VP of Sales, you’ll work across account management, customer success, marketing, product, engineering, and operations to deliver a consistent, high-quality experience for GitLab customers and expand our footprint. In this role, you’ll help shape GitLab’s go-to-market motion in the Alps region, drive new logo acquisition and expansion, and influence how we bring our open source and DevSecOps story to a broad range of customers while executing against ambitious bookings and ARR growth targets.

What you’ll do

• Lead the growth of GitLab’s business in the Alps region by building the regional sales plan, enforcing pipeline discipline, and driving day-to-day execution to meet quarterly bookings and ARR targets.
• Manage, coach, and develop a team of Account Executives, joining customer meetings and modeling consistent, high-activity, field-focused sales behavior.
• Drive new logo acquisition across a broad base of medium-sized businesses in the Alps region while shaping and executing a long-term strategy for larger, more complex accounts.
• Build GitLab’s reputation the Alps market by partnering with marketing, business development, and local networks to generate qualified pipeline and deepen market awareness.
• Establish clear operating rhythms, sales processes, and methodologies (such as MEDDPICC or similar) that create structure, accountability, and repeatability without sacrificing agility.
• Collaborate with regional sales leaders and cross-functional partners in account management, customer success, marketing, product, engineering, and operations to align coverage, share best practices, and ensure consistent execution.
• Develop and maintain executive-level relationships with key accounts, positioning GitLab as a strategic partner and uncovering expansion and renewal opportunities.
• Analyze pipeline, forecast, and performance data to identify gaps and opportunities, adjust regional plans to focus on the highest-impact activities, and represent the Alps business internally with clear insights on market trends and customer needs.

What you’ll bring

• Experience building and leading high-performing sales teams in a regional or multi-country context, with a focus on coaching, field engagement, and talent development.
• Ability to design and execute a regional go-to-market plan, including pipeline generation discipline, territory coverage, and structured deal execution.
• Familiarity with B2B software or technology sales and concepts related to open source and DevSecOps, with interest in deepening knowledge of GitLab’s platform.
• Skills in creating structure and clarity, setting expectations, and driving organized, data-informed sales processes, including the use of MEDDPICC or similar methodologies.
• Demonstrated strength in developing trusted relationships with senior customer stakeholders, including executive-level contacts, to support new business and expansion.
• Comfort operating in a dynamic, growth-focused, all-remote environment, acting as a self-directed “manager of one” and using Salesforce.com or similar CRM and marketing tools.
• Openness to collaborating across account management, customer success, marketing, product, engineering, and operations, with the ability to work effectively with distributed teams.
• Willingness to apply transferable leadership and sales skills from related markets or industries, even if direct Alps market experience differs, in alignment with GitLab’s inclusive hiring approach.

About the team

You’ll join a regional sales organization focused on growing GitLab’s presence across the Alps region, working closely with Account Executives and cross-functional partners in account management, customer success, marketing, product, engineering, and operations. The team is all-remote and collaborates asynchronously across time zones to build pipeline, manage complex sales cycles, and deliver consistent customer experiences. You’ll help shape how we organize coverage, implement disciplined sales processes, and bring structure to a high-growth region while staying aligned with global sales strategy and GitLab’s values of transparency, collaboration, and results.

#LI-BC2

Senior Professional Services, Engagement Manager - - EMEA

An overview of this role

As a Senior Professional Services Engagement Manager focused on EMEA, you will play a critical role in driving GitLab’s growth in the region by structuring services engagements that create true partnership and shared success with our customers. You will lead efforts to design, position, and close outcome-oriented professional services engagements that translate complex DevSecOps and digital transformation initiatives into clear, measurable mission-critical outcomes. 

Reporting to the Senior Manager of Engagement Management, EMEA, you will work at the intersection of technical solutioning and customer requirements, aligning each engagement to their unique needs and objectives.  In your first year, you will build trusted advisor relationships with technical leaders and partners to help integrate professional services into account strategies from early discovery through successful delivery. This is a unique opportunity to shape large-scale implementations that improve how customers plan, build, secure, and operate software using GitLab.

Some examples of our projects

• Designing and structuring outcome-based professional services engagements that align GitLab capabilities to customers needs
• Partnering with account executives, solutions architects, and delivery leaders to turn complex DevSecOps transformations into clear, actionable implementation roadmaps and statements of work

What you'll do

• Build trusted advisor relationships with division chiefs, program managers, and technical leaders 
• Conduct discovery sessions with with prospects and Systems Integrators to understand current-state capabilities, requirements and desired business outcomes
• Design outcome-oriented services proposals that align GitLab capabilities with customer success metrics and objectives
• Structure engagements and commercial proposals to clear outcomes maintaining flexibility for staff augmentation and packaged offerings when needed
• Develop custom-scoped SOWs and staffing plans for complex implementations, engaging with technical architects and delivery leadership to ensure deliverability
• Articulate GitLab's services value proposition, catalog offerings, and implementation methodologies in the context of customer requirements 
• Gain agreement on scope and price while guiding customers through commercial terms, procurement processes, and contracting structures
• Manage project- and account-level escalations, ensuring rapid resolution and maintaining customer confidence
• Position consulting, training, success tiers, and additional solutions proactively to ensure successful outcomes and long-term customer retention
• Facilitate solutioning sessions including implementation roadmapping, enterprise strategy discussions, and executive-level requirements gathering
• Drive measurable outcomes by structuring services that support customer success metrics, accurately forecasting services bookings, and tracking key performance indicators related to bookings, margin, and attachment to strategic opportunities.
• Own the engagement lifecycle from initial discovery and pre-sales solutioning through scoping, SOW development, staffing alignment, and transition to delivery, ensuring engagements are deliverable, clearly defined, and outcome-oriented.
• Influence cross-functional teams by articulating GitLab’s professional services value proposition in the context of federal requirements and compliance frameworks, and by feeding customer insights back into sales, delivery, and practice management.
• Partner with regional sales and engagement leadership to prioritize and manage services opportunities that support critical deals and strategic initiatives, providing clear recommendations on risk management, negotiation strategies, and commercial structures.
• Foster a culture of enablement and continuous improvement by training field teams on how to position and sell professional services by sharing trends, feedback, and suggestions that improve go-to-market content and operational processes.

What you'll bring

• Demonstrated progressive experience structuring, scoping, and selling professional services engagements in the region
• Proven success operating in a pre-sales context, conducting discovery, designing outcome-oriented proposals, and developing custom statements of work (SOWs) and staffing plans for large, complex implementation projects.
• Solid understanding of software development lifecycle (SDLC), DevOps practices, and cloud transformation initiatives, with the ability to connect technical solutions to mission objectives and measurable business outcomes.
• Effective communication and interpersonal skills with executive presence, able to build trusted advisor relationships with division chiefs, program managers, contracting stakeholders, and senior technical leaders.
• Highly developed facilitation, negotiation, and problem-solving skills, including the ability to guide customers through acquisition processes, commercial structures, and risk mitigation strategies.
• Comfort working cross-functionally with sales, solutions architecture, delivery, and operations teams to align on deal strategy, staffing, and successful execution in a fast-paced environment.
• Capacity to work autonomously and asynchronously in a fully remote setting, managing multiple complex opportunities while maintaining accurate forecasting and consistent alignment with GitLab values and goals.

The Professional Services Engagement Management team at GitLab is dedicated to designing and structuring services engagements that set our customers up for successful, long-term adoption of our DevSecOps platform. We build and manage strategic relationships with customers to understand their goals, surface their services needs, and translate complex transformation initiatives into clear, outcome-oriented engagement plans. Composed of experienced services, consulting, and delivery professionals distributed across multiple regions, we operate asynchronously to support field teams, shape implementation strategies, and guide customers through their services journey. We focus on creating scalable engagement models, fostering open communication with internal stakeholders, and adapting our services offerings to the evolving needs of a rapidly maturing organization and its customers. For more on how our team works, see the Professional Services Engagement Management handbook page.

Senior Professional Services, Engagement Manager - - MEA, Dubai

An overview of this role

As a Senior Professional Services Engagement Manager focused on the Middle East and Africa, you will play a critical role in driving GitLab’s growth in the region by structuring services engagements that create true partnership and shared success with our customers. You will lead efforts to design, position, and close outcome-oriented professional services engagements that translate complex DevSecOps and digital transformation initiatives into clear, measurable mission-critical outcomes. 

Reporting to the Senior Manager of Engagement Management, EMEA, you will work at the intersection of technical solutioning and customer requirements, aligning each engagement to their unique needs and objectives.  In your first year, you will build trusted advisor relationships with technical leaders and partners to help integrate professional services into account strategies from early discovery through successful delivery. This is a unique opportunity to shape large-scale implementations that improve how customers plan, build, secure, and operate software using GitLab.

Some examples of our projects

• Designing and structuring outcome-based professional services engagements that align GitLab capabilities to customers needs
• Partnering with account executives, solutions architects, and delivery leaders to turn complex DevSecOps transformations into clear, actionable implementation roadmaps and statements of work

What you'll do

• Build trusted advisor relationships with division chiefs, program managers, and technical leaders 
• Conduct discovery sessions with with prospects and Systems Integrators to understand current-state capabilities, requirements and desired business outcomes
• Design outcome-oriented services proposals that align GitLab capabilities with customer success metrics and objectives
• Structure engagements and commercial proposals to clear outcomes maintaining flexibility for staff augmentation and packaged offerings when needed
• Develop custom-scoped SOWs and staffing plans for complex implementations, engaging with technical architects and delivery leadership to ensure deliverability
• Articulate GitLab's services value proposition, catalog offerings, and implementation methodologies in the context of customer requirements 
• Gain agreement on scope and price while guiding customers through commercial terms, procurement processes, and contracting structures
• Manage project- and account-level escalations, ensuring rapid resolution and maintaining customer confidence
• Position consulting, training, success tiers, and additional solutions proactively to ensure successful outcomes and long-term customer retention
• Facilitate solutioning sessions including implementation roadmapping, enterprise strategy discussions, and executive-level requirements gathering
• Drive measurable outcomes by structuring services that support customer success metrics, accurately forecasting services bookings, and tracking key performance indicators related to bookings, margin, and attachment to strategic opportunities.
• Own the engagement lifecycle from initial discovery and pre-sales solutioning through scoping, SOW development, staffing alignment, and transition to delivery, ensuring engagements are deliverable, clearly defined, and outcome-oriented.
• Influence cross-functional teams by articulating GitLab’s professional services value proposition in the context of federal requirements and compliance frameworks, and by feeding customer insights back into sales, delivery, and practice management.
• Partner with regional sales and engagement leadership to prioritize and manage services opportunities that support critical deals and strategic initiatives, providing clear recommendations on risk management, negotiation strategies, and commercial structures.
• Foster a culture of enablement and continuous improvement by training field teams on how to position and sell professional services by sharing trends, feedback, and suggestions that improve go-to-market content and operational processes.

What you'll bring

• Demonstrated progressive experience structuring, scoping, and selling professional services engagements in the region
• Proven success operating in a pre-sales context, conducting discovery, designing outcome-oriented proposals, and developing custom statements of work (SOWs) and staffing plans for large, complex implementation projects.
• Solid understanding of software development lifecycle (SDLC), DevOps practices, and cloud transformation initiatives, with the ability to connect technical solutions to mission objectives and measurable business outcomes.
• Effective communication and interpersonal skills with executive presence, able to build trusted advisor relationships with division chiefs, program managers, contracting stakeholders, and senior technical leaders.
• Highly developed facilitation, negotiation, and problem-solving skills, including the ability to guide customers through acquisition processes, commercial structures, and risk mitigation strategies.
• Comfort working cross-functionally with sales, solutions architecture, delivery, and operations teams to align on deal strategy, staffing, and successful execution in a fast-paced environment.
• Capacity to work autonomously and asynchronously in a fully remote setting, managing multiple complex opportunities while maintaining accurate forecasting and consistent alignment with GitLab values and goals.

The Professional Services Engagement Management team at GitLab is dedicated to designing and structuring services engagements that set our customers up for successful, long-term adoption of our DevSecOps platform. We build and manage strategic relationships with customers to understand their goals, surface their services needs, and translate complex transformation initiatives into clear, outcome-oriented engagement plans. Composed of experienced services, consulting, and delivery professionals distributed across multiple regions, we operate asynchronously to support field teams, shape implementation strategies, and guide customers through their services journey. We focus on creating scalable engagement models, fostering open communication with internal stakeholders, and adapting our services offerings to the evolving needs of a rapidly maturing organization and its customers. For more on how our team works, see the Professional Services Engagement Management handbook page.

This is a future opportunity that may not be immediately available, but we're proactively building our pipeline of exceptional talent. At GitLab, we believe in connecting with outstanding professionals before we have an urgent need, allowing us to move quickly when the right moment arises. If you are excited about co-creating the future as we're building the most comprehensive AI-powered DevSecOps platform, we want to hear from you. We'll keep your information on file and reach out when a position becomes available that matches your skills and interests.

#LI-DNI

About Otter.ai 

Wavelo is a SaaS business on a mission to make telecoms a breeze.

We provide flexible software that modernizes how communication service providers (CSPs) do business, helping them drive more value, focus on customer experience, and scale their operations faster.

As part of Tucows (NASDAQ:TCX, TSX:TC)—one of the world’s largest Internet services companies—Wavelo is backed by outstanding resources and talent. We embrace a people-first philosophy that is rooted in respect, trust, and flexibility. We believe that whatever works for our employees is what works best for us. It’s also why the majority of our roles are remote-first, meaning you can work from anywhere you can connect to the Internet!

The work we do genuinely changes lives. If this sounds exciting, we’d love to hear from you!

About the opportunity

As Sales Director for Wavelo, you will partner with our VP Sales to grow new logo business and help achieve our revenue targets. Reporting directly to the VP Sales, you'll work within a new, fast-moving, and thoughtful team and play a vital role in Wavelo's growth. You will be responsible for prospecting and closing new business across NOAM. You will identify, nurture and close new opportunities, manage forecasts and track customer data. We're strong proponents of a consultative sales approach - learn about the customer's needs before discussing products. Your expertise will be critical in helping articulate the way in which Wavelo will solve the customers' problem(s). You will work with the customer during the sales cycle and include our Customer Success, Marketing and Engineering teams as necessary. Ideally, you come from a technical background and have sold innovative solutions to Tier-1 CSPs.

Job Duties

• Collaborate with the rest of the GTM team on the consistent development and deployment of our Go To Market Strategy
• Source a large portion of your deals through strategic outbound prospecting, networking, and referral generation (this is primarily a hunter role!)
• Work the sales cycle on a select number of opportunities that come in through inbound
• Lead all aspects of the sales process, including prospecting and initial contact, sales meetings, product demos, proofs of concept, proposals and quote creation, negotiations, order processing, account management, and upsell/cross-sell
• Define and regularly iterate messaging that will scale our outbound prospecting engine
• Bring an in-depth knowledge of the OSS/BSS space and the emerging competitive landscape
• Help build our sales organization and mentor teammates

Knowledge, Skills and Abilities

• Entrepreneurial in thinking and approach with an ownership mentality
• Problem solver, versus simply being a problem identifier
• Self-starter - we're a small, remote team, and nobody will be looking over your shoulder or micro-managing
• Strong executive presence
• Professional, personable and proactive interpersonal skills - you will need to be an excellent communicator in all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually
• Highly organized and can prioritize tasks/projects
• Highly coachable, eager to learn and grow
• Enjoy working within a small team and having your work play a major role in the outcomes for the company
• Agile, adaptable, resilient, and able to swiftly embrace change

Qualifications Required

• 7+ years of Enterprise Sales experience consisting of complex, multistakeholder, multimillion-dollar outbound sales deals and full-cycle management to the close.
• Demonstrable record of consistently meeting and exceeding quota in a fast-paced sales environment (top 10% performer)
• Advanced knowledge of sales coaching, best practices, and sales methodology
• Experience working with SaaS
• Experience working for a software provider in the telecom industry where the ICPs were technical leaders, including CTO and CIO of Tier-1 CSP
• Experience using Command of the Message and MEDD(P)ICC is ideal#LINA

The expected On Target Earnings range for this position is $250,900 - $278,800 USD for US residents OR $229,700 - $255,200 CAD for Canadian residents. Other countries will differ. The commission portion for this role will be 50% of the On Target Earnings. Range may vary on a number of factors including, but not limited to: location, experience and qualifications. Tucows believes in a total rewards offering that includes fair compensation and generous benefits. Learn more about Tucows Benefits.

Want to know more about what we stand for? At Wavelo and Tucows we care about protecting the open Internet, narrowing the digital divide, and supporting fairness and equality.

We also know that diversity drives innovation. We are committed to inclusion across race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status or disability status. We celebrate multiple approaches and diverse points of view.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request an accommodation.

We use AI-enabled tools throughout our recruitment process to help us work more efficiently and consistently. These tools support our hiring teams by organizing and reviewing information, while final hiring decisions are always made by people.

Tucows and its subsidiaries participate in the E-verify program for all US employees.

Learn more about Tucows, our businesses, culture and employee benefits on our site here.

About Brightfield

Brightfield is an AI company with a team of data-driven innovators, problem solvers, and trusted advisors in human capital and workforce analytics. Since 2006, we have empowered the Global 2000 with analytic insights to reduce costs, decrease risk and increase their competitive advantage through our AI-powered SaaS platform, TDX (Talent Data Exchange). TDX is fueled by +$573B in aggregated workforce spend data from 139 countries.

As a company, we are thought leaders in AI and industry experts in contingent workforce analytics. We foster a collaborative, fully remote work environment that values flexibility, continuous learning, and personal growth. This position will report to the Chief Customer Officer.

About the Role

We are looking for a Senior Customer Success Manager (Sr. CSM) to own and grow relationships with Brightfield’s most strategic customers. This role is responsible for ensuring successful onboarding, driving platform adoption, and maximizing customer value and retention across the customer lifecycle.

The ideal candidate is a strategic and proactive relationship builder with a proven track record in enterprise account management, preferably in a SaaS and product-led environment. They are a trusted advisor who can lead executive conversations, guide adoption practices, and identify opportunities for expansion. The Sr. CSM will work cross-functionally with Sales, Product, Data & Analytics, and Marketing to advocate for customer needs and ensure ongoing success with Brightfield’s TDX platform.

What You’ll Do

• Own a portfolio of enterprise accounts, driving successful onboarding, adoption, value realization, and renewal.
• Serve as a trusted advisor to customer stakeholders and executives by delivering insights, recommendations, and tailored guidance aligned to their goals.
• Partner closely with Sales to identify and support expansion and upsell opportunities, as well as to ensure seamless renewals.
• Conduct and deliver high-impact touchpoints including Quarterly Business Reviews, product roadmap sessions, and usage reporting.
• Collaborate cross-functionally to escalate and resolve account risks, ensuring alignment on customer goals and challenges.
• Track and report on customer health, usage trends, and business outcomes to inform proactive account strategies.
• Champion customers internally, influencing product direction and service improvements based on customer feedback and needs.
• Develop and refine customer success best practices, tools, and playbooks to continuously improve the customer experience.
• Actively contribute to executive engagement programs and customer advocacy initiatives.

Who You Are

• Experienced in managing enterprise customer relationships with a focus on delivering measurable value and driving retention and growth.
• Skilled in communicating with both business and technical stakeholders, including C-level executives.
• Confident in navigating complex organizations and identifying use cases that drive broader adoption.
• Strategic thinker with a collaborative mindset, able to align internal resources around customer goals.
• Comfortable operating in a fast-paced, data-driven, and high-growth SaaS or AI environment.
• Organized and accountable, with strong project management skills and attention to detail.

What You’ve Done

• 8+ years of B2B experience in Customer Success, Account Management, Consulting, or related roles within high-growth, global SaaS companies.
• Demonstrated success in a product-led or consumption-based model with a focus on enterprise customers.
• Proven track record of building and maintaining executive-level relationships internally and externally.
• Strong written and verbal communication skills with experience delivering customer-facing presentations.
• Familiarity with Salesforce and customer engagement tools; experience with project management platforms is a plus.
• Experience in Contingent Workforce and / or Services Procurement is a plus.

Job Description

This is a senior, customer-facing role requiring strong domain expertise in industrial automation and a proven ability to guide both technical implementation and strategic solution expansion.

We’re looking for someone who not only enables the initial deployment but also identifies additional opportunities to expand value across the customer’s organization - be it new use cases, integrations, or system-wide architecture improvements.

You’ll be a key technical advisor and trusted partner to both prospective and existing customers.

Pre-Sales Support:

• Partner with Account Executives during discovery to understand customer goals and technical environments.
• Deliver tailored demos, solution architecture walkthroughs, and lead technical proof-of-concepts (PoCs).
• Help prospects align FlowFuse to their broader industrial and digital transformation goals.
• Collaborate on pricing proposals and technical responses to RFPs and security reviews.

Post-Sales Engagement:

• Lead technical onboarding and early solution implementation.
• Partner with customers to assess results, resolve blockers, and optimize solution design.
• Actively explore and surface additional use cases within the customer organization.
• Facilitate roadmap alignment and strategic planning discussions with technical champions.
• Deliver ongoing best practices, architecture reviews, and training to ensure long-term success.

Skills

What We’re Looking For:

• 5+ years in a Solutions Engineering, Sales Engineering, or Customer Success Engineering role.
• Deep industry expertise in industrial automation, IIoT, smart manufacturing, or related fields.
• Track record of identifying additional solution opportunities within enterprise accounts.
• Experience with technologies such as Node-RED, MQTT, OPC-UA, SCADA systems, PLCs, or edge computing.
• Strong communication skills - comfortable engaging engineers, architects, and executive stakeholders.
• High degree of initiative and ability to manage customer relationships across the lifecycle.
• Willingness to travel occasionally for key customer engagements.

Nice to Haves:

• Hands-on experience deploying Node-RED at scale.
• Familiarity with Unified Namespace or other modern industrial data architectures.
• Experience with containerization, cloud (AWS/Azure), or Linux-based edge devices.
• Multilingual skills (e.g., German, French, Spanish).

90-Day Plan

• Week 1-4:
  • Familiarize yourself with the FlowFuse product, platform capabilities, and target customer profiles.
  • Understand existing sales processes, customer success methodologies, and relevant internal tools.
  • Meet with key internal stakeholders across Sales, Product, and Engineering teams.
  • Begin shadowing customer calls, demos, and technical engagements to learn our approach.
  • Review and provide feedback on existing solution architecture documentation and sales enablement materials.
  • Start leading portions of customer demos and technical discussions with guidance.
• Week 5-8:
  • Develop a deep technical understanding of FlowFuse and its integration points within industrial environments.
  • Engage in your first set of technical PoCs, contributing to design and execution
  • Take ownership of specific pre-sales and post-sales customer engagements, leading technical discussions and solution design.
  • Proactively identify and propose opportunities for expanding FlowFuse's value within customer accounts.
• Week 9-13:
  • Contribute to internal knowledge sharing, developing best practices or technical guides based on customer interactions.
  • Start building relationships with customer technical champions to facilitate long-term success and strategic alignment.

Hiring Plan

• Initial Screening: Review resumes and cover letters to assess candidate qualifications, experience, and domain expertise.
• First Interview (Technical & Role Fit): Conduct a phone or video interview to evaluate technical knowledge relevant to industrial automation, IIoT, and solutions engineering, as well as communication skills. Conducted by the hiring manager.
• Second Interview (Deep Dive & Customer Experience): In-depth interview with the hiring manager and other team members to discuss specific experience in customer-facing technical roles, complex problem-solving, and managing customer lifecycles. Conducted by the Head of Professional Services.
• Technical Presentation / Case Study: Candidate will prepare and deliver a presentation on a technical solution or a case study of a past customer engagement demonstrating their problem-solving and communication skills.
• STAR Interview (Behavioral Alignment): A behavioral interview to understand past experiences and assess alignment with FlowFuse's values, initiative, and collaboration style. Conducted by the CEO.
• Final Interview: A final interview with key stakeholders, potentially including a sales leader or executive, to assess strategic alignment and executive presence.
• Offer: Extend an offer to the selected candidate.

The Regional Account Executive (ENT) (LATAM) position is responsible for acquiring new logos and upselling our existing Enterprise-sized customer accounts with the goal of maximizing all revenue opportunities to exceed their monthly sales quota. This can be achieved by creating opportunities through various prospecting methods, following up on inbound leads, reigniting open, outstanding customer opportunities, and motivating our existing customers to purchase additional products, increase subscription levels and/or add on additional seats due to account growth.

Responsibilities:

• Acquire Enterprise-sized accounts within assigned territory to meet and exceed monthly new logo sales quota.
• Promote and sell KnowBe4’s range of products to existing customers to meet and exceed Enterprise monthly cross sale and expansion sales quota. 
• Build and maintain a pipeline of Enterprise opportunities by various prospecting methods, following lead cadence best practices and conducting demos of our suite of products.
• Follow up on new and existing customer SDR, marketing and channel leads to generate revenue opportunities and pipeline.
• Articulate the value proposition of KnowBe4’s full suite of products and educate the customer how each product will improve their business’s human firewall.
• Understand an organization’s buying needs, key decision makers, potential roadblocks and next steps to shorten sales cycles and acquire a high volume of new logo and upselling existing customer accounts.
• Act strategically in offering subscription levels, multi-year deals and/or negotiating discounted pricing to increase ARR
• Maintain accurate and thorough records of daily sales statistics via Salesforce.
• Collaborate with the assigned Channel sales representative to seamlessly close new logos through our Partner business channels.
• Collaborate with the assigned Customer Success Managers and Renewal Specialists to understand the account’s organizational structure, gaps in cybersecurity and ultimately increase their commitment and use of the KnowBe4 Product Suite.   
• Support in the renewal process where there is an opportunity to grow the account.

Qualifications:

• 3+ years experience selling to Enterprise-sized businesses, required
• Bachelor Degree or higher education equivalent, desirable
• Familiarity with standard concepts, practices and procedures within the IT, Security or Cybersecurity industry, desirable
• Experience with Salesforce, a plus
• Experience with Gmail and Google Docs
• Experience with MS Office (Word and Excel)
• Experience with web browsers (Chrome, Internet Explorer, etc.)
• Excellent verbal and written communications
• Fluent in Spanish
• Stats driven business professional
• Motivated, energetic self-starter
• Strong collaborative and teamwork skills
• Must be able to work with minimum supervision

As a Partner Account Manager, your focus is on developing the partnership with key reseller partners to develop, enable, and grow these accounts. You are responsible for building the relationships with these partners that will result in increased deal registrations and Net New customers. You'll understand the ins and outs of your partners, what motivates and drives them, what their focus is and more. You'll enable them to be more successful in selling KnowBe4 products. You'll work with partner leadership to gain executive buy-in and leverage KnowBe4 leadership to continue to build it. You'll collaborate with your partner to build joint business plans with agreed upon metrics and drive customer acquisition through demand gen. 

Responsibilities:

• Build and maintain strong relationships with key partners reselling KnowBe4 products
• Conduct deep discovery to understand the partners’ organizational structure, goals and objectives as well as motivators for partner reps
• Develop a comprehensive understanding of your partners business and operations
• Conduct initial onboarding with assigned partners
• Collaborate with partners to develop mutually beneficial, strategic business plans to achieve sales targets
• Enable partners to equip them with positioning, product knowledge, selling best practices and demand generation tools
• Communicate the value of reselling KnowBe4 to increase partner investment 
• Engage partner leadership and KnowBe4 leadership to gain executive buy-in and commitment
• Maintain clear and consistent communication with various teams at partner organizations
• Drive partners to the portal to utilize marketing campaigns and demand generation tools and assist them in implementing marketing campaigns
• Coordinate and collaborate on joint marketing efforts and tie it into business goals to deliver ROI
• Collaborate with and support direct sales and customer success teams where needed to manage the overall partner relationship 
• Monitor partner performance and track key performance indicators (KPIs) 
• Meet assigned targets for monthly sales volume requirements and objectives in assigned partner accounts and maintain a healthy pipeline/accurate forecasting
• Maintain accurate and thorough records in Salesforce.com
• Ensure partner compliance with partner agreements
• Drive adoption of company programs among assigned partners
• Set clear expectations with partners so that they understand rules of engagement, best practices and overall expectations of the partnership

Requirements:

• High school diploma or GED required 
• Bachelor’s Degree in a relevant field a plus
• Familiarity with standard concepts, practices and procedures within the IT Security Field
• Minimum 3 years of sales experience (exceeding quota on a consistent basis), Channel Sales required
• Experience with Salesforce preferred
• Must be able to demonstrate sales aptitude while being assertive, persistent, consultative, and comfortable working in a highly results oriented company
• Strong understanding of partner ecosystems and channel sales
• Excellent verbal and written communications
• Excellent time management and organization skills
• Strong collaborative and teamwork skills
• Strong analytical, strategic mindset, and negotiation skills
• Persuasive communication skills accompanied with the ability to gain a quick understanding of the needs and pain points of channel partners
• Passionate about business and willing to go the extra mile

The compensation for this position ranges from $140,000 - $160,000 including base, bonuses and commissions.

Application deadline: 2/30/2026.  This is our good-faith estimate of the date the application window is anticipated to close. KnowBe4 reviews applications on a rolling basis and reserves the right to close the application window early if a qualified candidate for the position is identified.

Who We Are (Mode Mobile)

Mode Mobile is the creator of EarnOS, a transformational software that turns ordinary smartphones into "EarnPhones". This innovation empowers users globally to monetize everyday mobile activities such as streaming, gaming, shopping, etc. We enable users to profit from their data and attention, rather than letting only tech giants benefit. What sets us apart is our inclusive approach - converting users into earners, facilitating over $150M in earnings and savings, while going a step further and turning earners into owners by awarding stock ownership in Mobile Mobile based on their usage. We have attracted over 40 million users across 170 countries. 

​​Mode Mobile is proud to stand as the #1 Fastest Growing North American Software Company recognized in Deloitte's 2023 Technology Fast 500, and ranked #2 across all sectors.

For additional insights check out the information about our reward-based super app, Mode Earn App, that also powers the reward engine behind our proprietary smartphone, Mode Earn Phone.

Our Team and Culture Drive Our Success

Our team is the heart of our culture.  We value innovation, collaboration, and curiosity, with a passion for getting things done.  We strive to hire and cultivate the best team members and foster a culture of open communication and transparency.  We are driven and hard-working but also committed to having fun along the way.  We allow OKRs to guide us, assume positive intent, sometimes agree to disagree and commit, honor our commitments, seek to accomplish more with less, and encourage everyone to speak up as our team owns our company’s success.

You can read more about our team and how we work here.

The Role

We are looking for an Account Executive - Newsletter Sales, to help grow advertising revenue across our newsletter portfolio. This role focuses on outbound sales, top-of-funnel generation, sponsorship prospecting, closing, and building a repeatable pipeline of advertisers and partners.

This role is for someone who is not just good at sales but who works in an AI-native way every day.

We want someone who actively uses Claude and AI tools daily and is highly comfortable using AI to automate, accelerate, and improve core sales workflows. That includes prospect research, account prioritization, contact discovery, outbound support, personalization, follow-up drafting, sales process organization, and overall top-of-funnel execution.

This is not a traditional sales role built around fully manual work. We are specifically looking for someone who naturally thinks, “How can I use AI to do this faster, better, and at a greater scale?” The right candidate will combine strong sales instincts with AI fluency and a constant drive to improve efficiency through systems, prompts, and workflow automation.

What You’ll Do

• Own outbound sponsorship sales efforts across Mode Mobile Media’s newsletter brands
• Build a pipeline by identifying relevant advertisers, agencies, and sponsorship partners
• Generate top-of-funnel activity through research, prospecting, and outbound execution
• Use Claude daily to improve and accelerate sales workflows
• Use AI to support list building, prospect research, targeting, outreach preparation, personalization, follow-up drafting, and sales process management
• Create repeatable AI-assisted workflows that help scale outbound volume without sacrificing quality
• Identify better ways to automate sales development work and reduce manual effort
• Work with leadership to refine prospect lists, outreach angles, packaging, and prioritization
• Stay close to our brands, audiences, and sponsorship offerings so outreach is relevant and well-positioned
• Maintain strong organization across outreach, pipeline, and prospect activity
• Help build a more scalable, AI-enabled outbound engine for newsletter sponsorship revenue

Who You Are

• Experience in sales, business development, media sales, advertising sales, sponsorships, partnerships, or newsletter monetization
• Strong outbound prospecting ability and comfort building a pipeline from scratch
• A genuinely AI-native working style, not just surface-level familiarity with AI tools
• Daily Claude users strongly preferred.  You will also be provided access to AI tools.
• Experience using Claude or similar tools to support real sales work, not just general writing
• Clear ability to use AI to improve research, workflow speed, personalization, top-of-funnel output, and sales execution
• Strong written English and the ability to create effective, concise outbound messaging
• Highly organized, resourceful, and able to operate independently
• Comfortable testing new prompts, workflows, and systems to improve results over time
• Able to work in a fast-paced, entrepreneurial environment with a strong bias toward action
• Alignment with our core values:
  
  • ​​Accountable: You take ownership of your responsibilities, demonstrating trustworthiness and self-discipline. You are consistent in your work, transparent in your actions, and communicate effectively. You follow through on commitments and strive for continuous improvement.
  • Action-driven: Identify what is most important, agree on scope, execute in a timely manner, and drive the greatest impact.  You take initiative, roll up your sleeves, and get things done.
  • Caring: You genuinely care about yourself and others, our business and craft, our mission and vision, and are passionate in heart and mind. You understand the importance of our team and strive to create a positive, supportive work environment.
  • Curious: You focus on the ‘why,’ learn and expand your knowledge, explore new ideas, and generally make things better.  You're a lifelong learner with a thirst for knowledge and a constant desire to improve.
  • Thorough: Your work is thoughtful, impactful, timely, accurate, and complete.  You pay attention to detail, are meticulous, and ensure quality work and compliance.

Ideal Candidate

The ideal candidate is a strong salesperson who already works with AI as part of their daily operating rhythm. They do not see Claude as a novelty or occasional assistant. They use it regularly to help them move faster, stay organized, increase output, and improve the quality of their work.

They understand that modern outbound sales can be significantly improved by AI when used well, and they are excited to help build that capability into the sales motion from the ground up.

They are proactive, experimental, and always looking for ways to make prospecting and top-of-funnel generation more scalable and more effective.

Why Join Us

You’ll help grow sponsorship revenue across a portfolio of media brands in attractive categories, including finance, consumer savings, crypto, and AI. You’ll also have the opportunity to help shape how AI is used inside the sales process, making this a strong fit for someone who wants to combine revenue generation with modern, AI-enabled execution.

We Believe In The Following Workplace Norms

• Allow OKRs to Guide Us
• Assume Positive Intent
• Agree to Disagree & Commit
• Set New Precedents
• Accomplish More with Less
• Hold Yourself & Others to High Standards
• Speak Up
• Be Resourceful
• Follow the 80/20 Rule

What We Are Offering

• We are a 100% remote-first, global company.
• A competitive compensation package.
• We offer generous perks & benefits to team members. 
• Participation in the Company's equity and token plan (for full-time team members).
• We provide individual bonuses in accordance with our Company Bonus Program.
• Work with energetic, passionate, and results-driven people.
• Celebrate team members' personal & work milestones.
• Remote social activities, including virtual coffee buddies. 
• Bonus.ly - we use Bonusly as a way to recognize and reward team members for their hard work and commitment.
• Weekly Wednesday Get Stuff Done Days (No Meetings).
• Open PTO and generous Company Holidays (for full-time team members).
• 10 annual Wellness Fridays.

If we just described you and your perfect role, we'd love to talk with you.  We have a lot to accomplish this year and look forward to making headway and creating success together!

Mode Mobile does not accept/pay fees for unsolicited resumes from third-party agencies/vendors.

Our company is an Equal Employment Opportunity (EEO) employer. We are committed to providing a work environment free of discrimination and harassment. All employment decisions are made without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected by law. We celebrate diversity and strive to create an inclusive environment for all team members.

Position Summary:

The Senior Manager, Quality Assurance, Drug Product focus, will report to the Director, Quality Assurance. The Senior Manager is responsible for collaborating with cross-functional teams and external partners to ensure both clinical and commercial Drug Products and Devices meet regulatory requirements and internal Vera standards.

Responsibilities:

• Responsible for quality oversight of biologics sterile drug product (DP) manufacturing and combination products, including design control and Design History File (DHF) requirements.
• Responsible for implementing strategies and tactics to promote and maintain GxP compliance.
• Lead quality aspects of and provide quality support on DP tech transfers.
• Liaise with CMO Quality partners to communicate QA policy and procedures.
• Collaborate with contract manufacturers and internal stakeholders to address deviations/ investigations and compliance issues.
• Responsible for material disposition of commercial and clinical DP/ combination products.
• Review executed batch records and associated documentation for material disposition.
• Review and approve GMP documentation such as master batch records, deviations, change controls, specifications, and various other protocol and reports to support GMP production.
• Review and approve validation protocols and reports such as process validation, shipping validation, cleaning validation, etc.
• Provides assistance during both internal and regulatory agency audits as required
  Perform Person-in-Plant duties, as required.
• Participate in Material Review Board as required.
• Helps define and implement appropriate quality standards/specification, methods, systems, and metrics for clinical and commercial quality operations.
• Act as the Quality representative on assigned product teams to advocate compliance and quality assurance.
• Lead for Quality Agreement with external partners.
• Support product lifecycle and continued process verification.
• Availability for 10-20% travel, both domestically and internationally.

Qualifications:

• Bachelor’s degree in biomedical engineering, chemical engineering, pharmaceutical sciences, or a related field. Advanced degree preferred.
• Minimum 10+ years of experience in a GMP Quality, Compliance, and/or Regulatory setting.
• Minimum 6+ years in a GMP QA role, with a preference for direct experience in biologics sterile DP manufacturing/aseptic processing including vials and prefilled syringes/autoinjectors.
• Excellent written and verbal communication skills, including a demonstrated ability to effectively communicate in a project team environment, within department, among functional groups and among external collaborators.
• Innovative skills with problem solving and peer influence.
• In-depth knowledge of FDA, ISO, EMA, GMP and ICH quality systems and regulatory requirements.
• Experience of working with external partners.
• Strong attention to detail is a must.
• Excellent interpersonal, written and oral communication skills.
• Outstanding organizational skills.
• Ability to operate in a fast-paced, multi-disciplinary industrial environment.
• Capable and comfortable with normally receiving no instructions on routine work and general instructions on new assignments.
• Familiar with global medical device/combination products standards such as 21 CFR Parts 803, 806, and 820, ISO 13485, and EU MDR is a plus.

Position Summary:

The Associate Director, Clinical Quality Assurance, will report to the Executive Director, Quality Assurance. The Associate Director, Clinical Quality Assurance serves as a key quality partner to clinical study teams and provides quality oversight of clinical development activities. This role contributes to strengthening a maturing Quality Management System (QMS) by identifying quality risks, supporting risk-based decision making, and ensuring quality practices are effectively implemented across clinical programs.

The Clinical Quality Assurance organization partners with Clinical Development and cross-functional stakeholders to promote and maintain high-quality clinical research practices across the drug development lifecycle. The function provides quality oversight to ensure clinical trials are conducted in compliance with global regulatory requirements and that the organization maintains continuous inspection readiness.

This role provides proactive Clinical Quality Assurance oversight for clinical studies and development functions. The individual partners closely with Clinical Operations, Pharmacovigilance, Data Management, Regulatory Affairs, and other development function and  serves as a key member of study teams, helping identify quality issues and risks,  and reviews quality events, investigations, and CAPAs; analyzing quality signals across studies and vendors that support risk-based decision making, and ensuring quality management practices are appropriately implemented throughout the clinical trial lifecycle.

The role operates with a high degree of independence in evaluating quality risks and compliance considerations while collaborating closely with cross-functional teams to support effective implementation of quality practices across clinical development programs.

The position contributes to strengthening the organization’s maturing Quality Management System (QMS) by supporting procedural governance, audit program oversight, and quality process improvement initiatives.

Responsibilities:

• Serve as the Clinical Quality Assurance representative on assigned clinical study teams, providing proactive guidance to ensure clinical trial conduct aligns with GCP and regulatory expectations.
• Provide oversight of clinical quality events, investigations, and CAPAs, ensuring appropriate root cause analysis, corrective actions, and identification of systemic quality trends.
• Analyze quality signals across studies, vendors, and operational processes to identify emerging risks and recommend mitigation strategies.
• Contribute to governance of the clinical audit program, including risk-based selection of audits and oversight of Audit CAPA follow-up. Execution of audits is performed by the audit function.
• Serve as a quality interface with CROs and vendor quality representatives to ensure appropriate management and resolution of quality issues.
• Support inspection readiness activities and provide first-line Clinical QA support during sponsor regulatory inspections, including preparation and follow-up actions.
• Review and provide input on new or revised SOPs and controlled documents to ensure alignment with regulatory requirements and consistency across organizational procedures.
• Provide input on training assignments and training matrices to ensure procedures are appropriately implemented across functional roles.
• Participate in process improvement initiatives that support the development and strengthening of the Quality Management System, including the evaluation, assessment, and implementation of quality governance, processes, and systems.

Qualifications:

• Bachelor’s degree in life sciences, pharmacy, or related scientific discipline required. Advanced degree preferred.
• Approximately 8+ years of industry experience, including leadership in clinical quality oversight or quality governance.
• Strong applied knowledge of global GxP regulations applicable to clinical development, including:
  • Good Clinical Practice (GCP)
  • Good Pharmacovigilance Practice (GVP)
  • Good Laboratory Practice (GLP)
  • GMP experience is not required for this role
• Experience with the following is desired:
  • Quality management and oversight of clinical trials
  • Quality event and CAPA management
  • Regulatory inspection readiness and inspection support
  • Risk-based quality management approaches
  • Planning of clinical audits (including sites, internal audits)
  • Developing metrics and reviewing issues for quality signals and trends
  • SOP governance through controlled document reviews
  • Training matrix or training governance activities
• Relevant certifications such as RQAP, CQA, CCRC, or RAC are considered a plus.

Position Summary:

The Associate Director, Market Access Marketing will play a key role in supporting the launch of atacicept in a dynamic environment. This role will be responsible for executing market access marketing initiatives, including leading coverage assessments, advancing payer and market research, developing high-quality payer-facing materials, and supporting field team readiness. The Associate Director will work collaboratively with National and Regional Account Directors, Trade & Distribution, Patient Hub, Marketing, Commercial Operations, HEOR, Medical Affairs, and external partners to ensure access strategies are aligned, compliant, and effectively executed in support of launch objectives. The ideal candidate is a strategic, execution-oriented marketer who is highly organized, adaptable, and motivated to contribute to deliver strong launch execution and support the organization as it evolves beyond launch.

Responsibilities:

• Lead hands-on execution of market access marketing initiatives in support of the launch of atacicept.
• Translate access strategy into high-quality, payer-facing marketing materials, including payer value stories, access tools, and resources to support engagement with national and regional payers.
• Lead coverage assessments and competitive access analyses to inform payer trends, access strategies, and evolving market dynamics.
• Deliver training of field-based Market Access teams and ensure readiness with access materials.
• Partner cross-functionally with National & Regional Account Directors, Trade & Distribution, Patient Hub, Marketing, Commercial Operations, HEOR, and Medical Affairs to ensure alignment, consistency, and timely delivery of access-related initiatives.
• Drive launch readiness by managing access marketing deliverables, timelines, and review processes, ensuring materials are accurate, compliant, and available to support launch milestones.
• Manage agencies and external vendors, providing clear direction and oversight to ensure high-quality, on-time execution of access marketing initiatives.
• Operate effectively in a dynamic, pre-commercial environment, adapting priorities and approaches as launch plans and organizational needs evolve.
• Contribute insights from launch execution to inform future indication expansion and lifecycle access strategies, in partnership with cross-functional stakeholders.

Qualifications:

• Bachelor’s degree required; advanced degree (MBA, MPH, PharmD, or related field) strongly preferred.
• 7+ years of relevant experience in pharmaceutical/biotech market access, payer marketing, or related commercial function.
• 4+ years of experience in Market Access Marketing, Patient Support Services, and/or Payer Account Management
• Demonstrated success developing and executing payer-focused marketing tools, preferably in support of a product launch.
• Strong knowledge of the S. payer landscape, reimbursement pathways, and key access drivers across payer segment.
• Thorough understanding of Medical, Legal, and Regulatory (MLR) review processes and experience managing materials through approval.
• Highly organized and detail-oriented, with the ability to manage multiple access marketing workstreams, timelines, and stakeholders simultaneously.
• Proven project management, prioritization, and agility skills in fast-paced, evolving environments.
• Experience managing external vendors and agencies of record, with accountability for quality, timelines, and outcomes.
• Strong collaboration and communication skills, with the ability to influence across functions and levels in a matrixed organization.

Position Summary:

Reporting to the Executive Director, Statistical Programming, the Associate Director, Statistical Programming will be responsible for supporting Clinical Development programs by performing Statistical Programming tasks as well as building and computing the analytical programming environment.

Responsibilities:

• Oversee and work directly with CROs to provide guidance, effectively monitor and QC their deliveries for quality, time and budget adherence.
• Follow CDISC SDTM and ADaM standards and guidelines; validate SDTM, ADaM datasets and TFLs generated by the CRO.
• Work with the internal teams and CRO to prepare submission-readiness datasets (e.g. SDTMs, ADaMs) and metadata to support the BLA filing.
• Hands-on statistical programming to support CSR, publications, presentations, DSUR, IB update, safety data review, RTQ, and ad hoc analyses.
• Attend SMT and collaborate with the study statistician and other study team members in project planning and timeline discussions.
• Review key study documents including but not limited to study protocol, SAP, and CDM documents like CRF and DTA and provide inputs to represent statistical programming function.
• Work collaboratively with stakeholders and other developmental functions to standardize, maintain, and implement the data transformation and statistical analysis requirements.
• Ensure that all programming and data are conducted in compliance with GCP, relevant SOPs, and regulatory requirements; review and file study documentation in the trial master file (TMF) system acceptable for audit.
• Familiar with SAS server working environment and adherent to server and programming SOP.
• Proficiency in R for statistical analysis, data analysis, modeling, and data visualization

Qualifications:

• BS (10+ years) or MS (8+ years) in Statistics, Life Sciences, Computer Science or related fields and statistical programming experience in the pharmaceutical industry.
• Experience with immunological diseases is preferred.
• Excellent project and vendor management skills, directly managing CROs/vendors is preferred.
• Experience with BLA or NDA/sNDA with FDA (EMA is a plus).
• Strong SAS programming and Statistical background along with experience with SAS Base, SAS/Macros, SAS/Graph and SAS/Stat; hands on experience with R and JMP is a plus.
• Extensive experience managing CROs for clinical and statistical programming activities
• Broad knowledge of medical/biological terminology in relevant therapeutic areas, good knowledge of drug development regulations for statistical analysis.
• Thorough understanding of clinical trial design and reporting process, as well as regulatory reporting requirements including electronic data submissions and CDISC implementation.
• Great communication skills, with the ability to effectively develop and deliver strategically, while aligning and gaining the collaboration of cross-functional groups.
• Able to effectively lead functional and cross-functional projects of varying scope and complexity while prioritizing resource needs
• Strong hands-on programming skills to deliver results in a quick turnaround environment.

Position Summary:

The Senior Director, Risk Management, Drug Safety & Pharmacovigilance (DSPV) will report to the Vice President, Drug Safety & Pharmacovigilance and will be responsible for our Risk Management strategy and Benefit Risk Office at Vera which strives for excellence and the creation of a best practice framework. As a Risk Management Lead, you will be empowered to work cross-functionally with colleagues to establish and manage the processes for Risk Management, benefit risk, RMPs, additional Risk Minimization Measures and REMS programs and other Benefit Risk deliverables. The overall goal of the Risk Management Lead is to optimize the proactive impact made by the PV department at Vera while maximizing patient safety and minimizing/preventing patient risk.

Responsibilities:

• Serves as Project manager of the PV Risk Management System to oversee, evaluate, characterize, strategize, implement, assess and track vera’s PV Risk Management obligations, commitments and proposed minimization measures to ensure patient safety is at the forefront of DSPV.
• Provide recommendations and guidance through subject matter expertise on risk management and risk minimization strategy to an assigned therapeutic area to ensure that product risk management strategies are consistent worldwide.
• Provide recommendations and guidance through subject matter expertise on the structured benefit risk assessment framework and the development of the benefit risk assessment documentation.
• Work closely with cross-functional teams (e.g. Clinical Development, Clinical Operations, Medical Affairs, Regulatory Affairs, and Biostats) to ensure alignment of Vera’s global position for the PV risk management processes.
• Provide strategic expertise to cross-functional product team members in developing pharmacovigilance risk strategies including benchmarking and scenario planning.
• Support the development of risk management plans (RMPs) in modular format, review RMPs) and ensure alignment with Good Pharmacovigilance Practices and other applicable regulations.
• Remain up to date and well informed on all Regulatory intelligence as it relates to risk management and relay this to the Project team and the PV medical safety science team.
• Aide in the development and review risk minimization documents such as Developmental RMPs, RMPs, risk minimization measures and Risk Evaluation and Mitigation Strategy (REMS).
• Provide subject matter expertise and thoughtful contributions to qualitative and quantitative structured benefit risk assessments.
• Provide guidance on incorporation of the patient’s perspective into benefit-risk activities (e.g. Real-World Evidence studies with Medical Affairs).
• Collaborate with PV Physician Leads, Clinical Leads, PV scientists and Clinical Research Scientists, and others cross-functional teams on benefit risk assessment strategy.
• Develop and provide recommendations for appropriate risk management interventions such as direct healthcare professional communications, educational materials, controlled access program.
• Provide guidance and drive the creation of tracking risk management commitments including utilization of a tracking spread sheet or platform and improvement assessments
• Monitor and report risk management metrics to ensure compliance.
• Provide centralized support, training, and leadership for safety and cross-functional members who work on risk management plans and risk minimization activities.
• Support inspections and audit activities internally and externally with regards to risk management processes.
• Perform other duties as defined in standard operation procedures or requested by supervisor.
• Work with PV Physician and PV Scientists to aide in the proper characterization and classification of Risk from initial signal to evaluation, validation, implementation in study documents, protocols, IBs, ICFs, and RMPs.
• Work with VP of DSPV, PV Physicians and PV Scientists on any Regulatory Submission/filing for BLA, SBLA, MAA, etc. to be sure that risks are reflected properly and carried through to support filing activities.
• Oversee risk components of Aggregate reports like DSUR, PBRER etc.
• Work with PV Physicians and PV Scientist in risk presentations at safety Governance meetings (MSRB & MSRC) to ensure proper communication of risk is achieved and proper course of action is followed.
• Manage and oversee any outsourced RMP related activities to external vendors.

Qualifications:

• PhD/Pharmacist/ PharmD/DO/MD with 12+ years of experience.
• Minimum 5-10 years in PV/safety OR clinical development preferred.
• Minimum 5-10 years of pharmaceutical industry/drug development experience.
• Pharmaceutical industry experience, with exposure to PV risk management, additional risk minimization measures, and/or REMS programs preferred.
• Strong track record of scientific and analytical thinking.
• Experience presenting at meetings is desirable.
• Work with integrity and work proactively in a fast-moving environment.
• Good Critical thinking skills. Ability to use good analytical/judgment skills to understand, analyze, and communicate.
• Project Management Skills with ability to manage both time and priority constraints and to manage multiple priorities simultaneously.
• Attention to detail, computer literacy, knowledge of safety databases.
• Good working knowledge of all the functions within PV from PV operations onto medical safety science and all processes in between.

The TMF Manager will report to the Executive Director, Clinical Quality Assurance and will support the quality and integrity of the Trial Master File (TMF) and electronic Trial Master File (eTMF) across clinical programs. This role helps ensure clinical trial documentation is complete, accurate, and maintained in accordance with regulatory requirements and industry standards throughout the clinical trial lifecycle.

The Clinical Quality Assurance organization partners with Clinical Development and cross-functional stakeholders to promote and maintain high-quality clinical research practices across the drug development lifecycle. The function provides independent oversight to ensure clinical trials are conducted in compliance with global regulatory requirements and that the organization maintains continuous inspection readiness.

This role provides oversight of Trial Master File management to ensure clinical trial documentation is organized, complete, and maintained in a state of continuous inspection readiness for our Vera studies. The individual partners with study teams, functional document owners, and system users to monitor TMF health, identify documentation gaps, and support effective TMF management throughout the lifecycle of clinical studies.

The position also serves as the eTMF system administrator and collaborates with Clinical Quality Assurance leadership to support system governance, implement improvements through appropriate change control processes, and provide training and guidance to study teams and functional stakeholders.

The role operates with a high degree of independence in monitoring TMF quality and completeness while working closely with cross-functional teams to ensure documentation practices align with regulatory expectations and organizational procedures.

Responsibilities:

• Provide oversight of Trial Master File management across clinical development programs and functions. The position partners closely with Clinical Operations, Clinical Supply Chain, Data Management, Pharmacovigilance, Regulatory Affairs, and other development functions to ensure essential clinical documentation is appropriately maintained within the TMF. Partner with study teams, functional document owners, and system users to facilitate periodic TMF health discussions and ensure alignment on TMF quality and completeness expectations.
• Interface with CROs and external vendors responsible for TMF activities and contributes to maintaining TMF inspection readiness across the organization. In addition, the position supports TMF lifecycle activities including study start-up planning, ongoing TMF maintenance, study closeout, and TMF archival in accordance with regulatory and company retention requirements.
• Contribute to establishing and maintaining consistent TMF management practices across studies and programs to support alignment with regulatory expectations and industry best practices.
• Conduct routine TMF health reviews and collaborate with study teams and document content owners to identify documentation gaps and ensure appropriate remediation.
• Oversee quality, completeness, and timeliness of Trial Master File (TMF/eTMF) documentation across clinical studies, ensuring appropriate governance of TMF practices across study teams and functional document owners.
• Develop and track eTMF metrics for studies and communicate trends or issues identified to study teams and management
• Serve as the eTMF system administrator, supporting user access management, system configuration support, troubleshooting, and ongoing optimization of system functionality to support TMF quality and inspection readiness.
• Support regulatory inspections and internal audits involving TMF records and management, including providing eTMF navigation and demonstration of TMF document structure and audit trail traceability.
• Collaborate with the Head of Clinical Quality Assurance and system users to identify opportunities to improve TMF processes, system functionality, and inspection readiness practices.
• Work with the eTMF system owner and IT or system support teams to implement system improvements in accordance with required change control and validation procedures.

 Qualifications:

• Bachelor’s degree plus 8 Years experience in life sciences, pharmacy, or related scientific discipline or commensurate work experience managing TMFs.
• Pharmaceutical, biotechnology, or CRO experience with direct involvement in Trial Master File management desired.
• Strong knowledge of regulatory requirements and industry expectations related to clinical trial documentation and Trial Master File management.
• Trial Master File (TMF) oversight and electronic TMF systems.
• Clinical trial documentation requirements and the TMF Reference Model.
• TMF health review and document completeness monitoring.
• Regulatory inspection readiness and inspection support.
• Cross-functional collaboration with clinical development functions.
• Working knowledge of global Good Clinical Practice (GCP) requirements and regulatory expectations for clinical trial documentation.
• Experience contributing to:
  • TMF process improvement initiatives
  • eTMF system administration or system governance
  • TMF metrics development and monitoring
  • TMF closeout and archival processes
• Experience working with CROs or vendors responsible for TMF activities.

We are looking for an experienced, process driven and ambitious Account Executive for our London UK office.

What will you do?

• Work closely with the BDR team;
• Run the sales process from discovery to close;
• Visit (New) Enterprise clients;
• Close enterprise deals;
• Help Example Corp expand in EMEA
  
  

What do we look for?

• A true blue entrepreneurial goal getter with experience in enterprise sales;
• A process driven leader with a knack for software, tech, and innovation;
• Experience selling into HR and/or recruitment departments;
• An open personality, an agile learner, and self-starting capabilities;
• Willingness to travel a couple days a month within Europe.

Requirements

• 10+ years of experience closing Software / SaaS enterprise deals;
• Industry Experience | or valid experience in a start-up/scale-up company;
• Self-starter / independent worker;
• A true value seller;
• Native English;
• Strong communicative skills;
• Leadership profile;
• Startup mentality;

But what do we offer?
We offer you a full-time position in the heart of Central London. You’ll get to work in an internationally operating organization with colleagues and clients from all over the world. 

Furthermore, you will get:

• Latest MacBook;
• Participation in our stock appreciation rights program;
• Amazing commission;
• Annual personal development budget;
• Commuting allowance;
• 21 paid vacation/sick days;
• Healthcare.

We are looking for an EMEA based Sales Development Representative to join Fingerprint’s fully remote Business Development team. 

This is a prospecting-first role, you will own outbound pipeline generation across a defined segment of our EMEA  total addressable market, working warmed ABM accounts, inbound hand-raisers, product-qualified leads, and event prospects.

You will operate within a segmented, campaign-aligned motion, executing tightly against ABM priorities set by the BDR Manager and Demand Generation team. This means account-aware, persona-specific outreach. You will be coached to go deep on a focused set of accounts, qualify using PACTA, and hand off well-built opportunities to Commercial, Enterprise and Strategic AEs.

What You'll Do:

• Execute high-volume, high-quality AI-assisted outreach across email, phone, video and LinkedIn. Targeting fraud, identity, payments, and risk personas at Enterprise and Strategic accounts
• Multi-thread into every account you work, building relationships across technical, operational, and executive stakeholders
• Qualify opportunities using the PACTA framework (Pain, Authority, Consequence, Timing, API Calls) to ensure every meeting you book has a realistic path to deal creation
• Manage ABM account coverage, working all Marketing warmed accounts in alignment with our SDR workflow
• Follow up within agreed upon SLAson all inbound leads and persistently reach out to drive opportunity creation
• Enroll accounts into HubSpot sequences and track LinkedIn engagement via Dux-Soup in alignment with team targets
• Hit >300 cold call dials per week using Koncert parallel dialer, with a focus on quality connect conversations
• Execute event prospecting cycles pre-event outreach, and post-event follow-up sequences to drive opportunity creation
• Monitor account alerts and web visit signals to prioritise warm outreach to high-intent accounts
• Maintain clean CRM data in HubSpot and Salesforce to ensure accurate contact records, sequence enrollment status, and opportunity stage management
• Create and manage opportunities with clear next-step notes; work with your manager to reject stale opps with documented reasoning and a follow-up plan
• Participate in weekly 1:1s and team reviews with an ownership mindset: bring data, flag blockers, and propose solutions

How You'll Be Measured:

You will be evaluated across five performance categories:

• Cold Calls: 300 dials per week
• Enrollments: 260 per week 
• Meetings: Set 10 per month
• Inbound Conversion Rate

What We're Looking For:

• 1+ years of outbound sales development experience. You have logged real cold call volume and can point to sequences you have written and tested
• Comfortable with a high-activity model: dials, enrollments, and pipeline creation are your daily operating rhythm
• Genuine curiosity about fraud, identity, and security
• Strong written communication, your emails and LinkedIn messages are direct, specific, and do not sound like templates
• Proficiency with HubSpot or a comparable CRM and sales engagement platform
• Experience with or willingness to ramp on leading MarOps Tools, including Koncert, Dux-Soup
• Aptitude to generate prospecting lists with AI tools and enrichment platforms (Claude, Apollo)
• Comfortable operating in a fully remote, async-first environment
• A process-oriented mindset: you track what works, adjust what does not, and document your learnings in collaboration with BDR manager
• Ability to multi-thread across buying committees 
• Role requires proficiency with macOS and comfort working fully remotely using tools such as Slack, Google Workspace, and Zoom

Tools You'll Use

• HubSpot: sequences, contact management, task workflows
• Koncert: parallel dialer for cold call volume
• Dux-Soup: LinkedIn automation and engagement tracking
• Salesforce: CRM and opportunity management
• LinkedIn Sales Navigator: prospecting and account research
• Apollo: contact data and prospecting lists
• Vector: intent signal monitoring
• Notion: team documentation and workflows

Remote | Full-time

Born in the Basque Country and built for the world, ZenRows is one of the fastest-growing data infrastructure startups in Europe. We work 100% remotely and hire the best people regardless of where they are.

Founded in 2021, we started as a scraping API for developers. In 2026, we are evolving into something bigger: the data collection infrastructure layer for the AI era. Thousands of companies across e-commerce, finance, real estate, and AI rely on ZenRows to power their data pipelines. Now, we're building for the next generation of users: workflow builders, AI engineers, and business teams who don't write code but need data to flow reliably through their systems.

We're looking for a Head of Content to own how ZenRows is discovered, understood, and trusted across LLMs, developer communities, integration ecosystems, and the open web.

The Role

This is not a content volume role. It's a content positioning role.

The way developers and technical teams discover tools has fundamentally changed. Google search is no longer the only, or even the primary surface. Developers ask ChatGPT. Business users ask Gemini. AI engineers search Perplexity. Workflows are built inside Clay, n8n, and Make, where discovery happens through directories, templates, and community recommendations.

Your job is to make ZenRows the trusted, cited, recommended answer across all of these surfaces, not just in Google's top 10.

You'll work closely with Product, Sales, and the GTM Engineer to ensure content is a genuine growth engine, not a support function.

What You'll Own

🔍 AEO, GEO & Discoverability Strategy

This is the core of the role.

• Own ZenRows' Answer Engine Optimization (AEO) and Generative Engine Optimization (GEO) strategy: ensuring we are the cited, recommended answer when developers and AI engineers ask about web scraping, data collection, workflow automation, and data pipelines
• Understand how LLMs (ChatGPT, Gemini, Claude, Perplexity) surface and prioritize content, and build a strategy around it
• Develop structured, citation-friendly content formats: comparison pages, definitional guides, integration explainers, and technical FAQs that earn LLM citations
• Own competitive intelligence: track how competitors are being cited, recommended, and positioned in AI search

📊 SEO Strategy & Content Operations

• Own ZenRows' organic search strategy end-to-end: keyword research, topic prioritization, content gap analysis, and competitive benchmarking, with a clear view of where SEO still drives meaningful pipeline and where it doesn't
• Lead content operations: manage the editorial calendar, maintain publishing velocity, and ensure quality standards across in-house writers, freelancers, and external agencies
• Manage, and develop a team of technical writers and editors, setting clear briefs, review processes, and feedback loops that raise the floor on content quality without creating bottlenecks
• Own the relationship with external content agencies: briefing, quality control, performance review, and deciding what stays in-house versus what gets outsourced
• Develop and maintain off-page SEO strategy: link acquisition, guest publishing, and building the kind of third-party authority signals that reinforce ZenRows' position in both traditional search and LLM training corpora
• Work closely with Engineering on technical SEO: site architecture, crawlability, Core Web Vitals, structured data markup, and indexing health, you won't do this alone, but you'll own the roadmap and hold the team accountable
• Maintain a content performance framework: define and track the metrics that matter (organic traffic, keyword rankings, assisted conversions, LLM citation frequency) and use them to make prioritization decisions, not just report on them
• Continuously audit the existing content library for decay, cannibalization, and coverage gaps, and make the hard calls about what gets updated, consolidated, or cut

🧑‍💻 Developer Education & Docs-as-Marketing

• Turn ZenRows' documentation into a top-of-funnel acquisition channel. Think Stripe's docs: content that ranks, educates, and converts, not marketing fluff disguised as technical writing
• Build actionable, developer-focused resources: integration tutorials, use-case walkthroughs, SDK examples, and migration guides
• Create content specifically for the AI/LLM data pipeline audience: tutorials on using ZenRows for RAG pipelines, AI agents, training data collection, MCP server integrations, and agentic workflows
• Collaborate with Engineering and Product to ensure documentation is accurate and genuinely useful
• Partner with DevRel to amplify technical content across developer communities

🔗 Ecosystem & Integration Content

This is new territory for ZenRows, and one of the highest-leverage content surfaces in 2026.

• Build and maintain a library of integration content: how ZenRows works inside Clay, n8n, Make, Zapier, LangChain, LlamaIndex, and other workflow and AI platforms
• Create content that earns ZenRows a presence in integration marketplaces and community directories, not just Google
• Partner with the Partnerships Manager on co-marketing content: joint guides, partner-specific tutorials, template libraries
• Develop content that serves workflow builders and automation teams: non-developer technical users building workflows and automation without writing code

📈 PLG Content & Activation

• Build a content-led activation flywheel: blog post attracts developer → documentation helps them succeed → integration guide shows them what's possible → usage converts to paid
• Partner with Product and Growth on in-app content, onboarding flows, and activation-focused tutorials
• Own the content layer of the trial-to-paid conversion journey

🤝 Sales Enablement & Enterprise Content

• Support Sales with high-impact materials: competitive battle cards, use-case one-pagers, ROI narratives, and case studies
• Develop positioning content for workflow builders and automation teams, as well as business users who interact with data through AI tools and LLM interfaces
• Build and maintain a lean, current library of sales enablement assets, prioritize quality and relevance over volume

👥 Team Leadership

• Lead, mentor, and develop the existing content team
• Define and maintain editorial standards and brand voice across all content types
• Build a culture of experimentation and outcome orientation, not content volume
• Scale through leverage: AI-assisted workflows, freelance network, and smart prioritization

The Person

We're looking for someone who thinks in distribution systems, not publishing calendars.

Required

• 5+ years in content, growth, or developer marketing, ideally at a B2B SaaS, API, or developer infrastructure company
• Deep understanding of AEO and GEO: you know how LLMs source and surface answers, and you've thought about what it means for content strategy
• Technical fluency in developer tools, APIs, or adjacent infrastructure. You don't need to be an engineer, but you need to be able to write or edit a Python snippet, understand what a headless browser does, and explain a web scraping use case to a non-technical audience
• Proven experience building content for both self-serve/PLG and integration-led or enterprise motions
• Strong editorial judgment, you can tell the difference between content that educates and content that fills a calendar
• Experience building and maintaining integration or ecosystem content: tutorials, partner guides, marketplace presence
• Comfortable operating in a fast-moving, autonomous environment without heavy process
• Fluent in English (we are an English-first organization)

Strong Advantage

• Experience with workflow automation platforms (Clay, n8n, Make, Zapier) from a content or product perspective
• Familiarity with the LLM/AI agent ecosystem: LangChain, LlamaIndex, CrewAI, RAG architectures
• Experience evolving or rebuilding a content function through a GTM pivot, not just building from scratch
• Track record of content that drove ecosystem or community-led growth, not only organic search traffic
• Experience using AI-assisted tools to automate content operations at scale (n8n, Claude Code, or similar)

This Role Is Not For Everyone

• We are a small, efficient team of ~20 competing against companies 10x our size. Ownership is real, there is nowhere to hide
• We are fully remote, which means documentation and async communication are essential
• Feedback is constant and candid. Strong opinions are welcomed and debated
• We are scaling fast. Processes evolve. Priorities shift. If you need rigid structure, you may struggle
• We just made a significant strategic pivot. Some things that worked before won't work the same way. You'll need to be comfortable with that ambiguity

Why You'll Love Working Here

• You will own the entire content function at a critical inflection point, the work you do in 2026 will shape the company's market position for years
• Genuine autonomy. You will be trusted, not micromanaged
• Direct access to leadership, our CEO is accessible and values world-class talent
• 100% remote, forever
• A horizontal culture where contributing beyond your job description is expected and celebrated
• You'll be working at the intersection of developer tools, workflow automation, and the AI agent ecosystem, one of the most interesting spaces in tech right now

What Rewards and Benefits Would I Get?

• 100% remote work: true location freedom
• The salary you are worth: we focus on value, not previous compensation
• The equipment you want: choose the tools you need
• Generous Learning & Development budget: courses, materials, growth support
• BitWarden Account for secure password management
• Annual Kick-Off: yearly team event in a new location
• Barcelona Meetups throughout the year
• Deel Benefits: discounts on services, subscriptions, travel, and more
• Access to world-class colleagues reinventing an industry

Our Values

Ownership, Dedication, Impact, Transparency, and Agility run through everything we do. We're a sociable company and don't let a remote model stop us from feeling connected. The atmosphere is friendly, supportive, and driven by a constant desire to improve.

Diversity, Equity & Inclusion

At ZenRows, we are committed to diversity, equity, and inclusion and recognize we can always do more. Every job description is reviewed through a gender bias decoder to ensure inclusivity. We aim to nurture a welcoming and safe environment for everyone.

Privacy and Your Data

At ZenRows, we prioritize the privacy and security of data entrusted to us. We comply with all applicable data protection regulations and industry best practices. Any job offer will be subject to successfully passing background checks.

What is the Digital Health Executive role?

We are seeking a results-driven Digital Health Executive (DHE) to lead sales efforts with hospital systems and health systems nationwide. This enterprise role requires a strategic, consultative seller who can engage health system leaders, navigate complex buying processes, and deliver solutions that align with clinical, operational, and financial priorities. Ideal candidates will have a strong understanding of hospital economics and digital health innovation.

What you’ll be doing:

• Build and execute territory plans targeting IDNs, AMCs, and large hospital systems.
• Position Biofourmis' solutions—hospital-at-home, RPM, post-acute transition programs—as drivers of efficiency, quality, and revenue optimization.
• Source new opportunities via outreach, referrals, conferences, and market mapping.
• Partner with SDRs and marketing to develop high-quality pipelines of qualified leads.
• Lead discovery sessions with stakeholders including CMOs, CMIOs, CFOs, COOs, and VP-level operational leaders.
• Uncover critical needs in capacity management, readmission reduction, or VBC performance—and tailor solutions accordingly.
• Coordinate and deliver impactful presentations and live product demonstrations with solution engineering support.
• Articulate clear clinical and financial ROI to executive and clinician stakeholders.
• Own end-to-end deal execution—negotiations, redlines, pricing, and final approval.
• Secure multi-year, enterprise-level contracts across key hospital initiatives.
• Coordinate handoff to implementation and client success teams.
• Stay involved post go-live to support account expansion and long-term success.
• Work closely with marketing, product, and operations to optimize go-to-market strategy.
• Provide regular market feedback to guide product roadmap and strategic priorities.
• Maintain accurate opportunity tracking and forecasting in Salesforce.
• Provide updates on funnel activity, expected close dates, and risk factors to leadership.

What you’ll bring

• Bachelor’s degree in business, healthcare, or related field required; advanced degree a plus.
• 5+ years of enterprise healthcare sales experience, with a successful track record selling to hospital systems or health systems.
• Experience with digital health, virtual care, RPM, care coordination, or similar enterprise SaaS or services.
• Demonstrated success in securing multi-million-dollar contracts within hospital systems, adeptly managing extended sales cycles involving diverse stakeholders across clinical, IT, legal, and executive departments.
• Deep understanding of hospital decision-making structures, budgeting, and strategic priorities.
• Skilled in executive-level conversations with clinicians, administrators, and finance stakeholders.
• Proficiency in CRM tools (e.g., Salesforce) and digital sales platforms.
• Experience selling hospital-at-home, remote monitoring, transitional care, or capacity management solutions.
• Existing relationships across large IDNs, academic medical centers, or regional health systems.

Join the Airwave team and be part of an exciting journey to transform the way people connect. We’re not just a tech company; we’re a movement, pioneering the future of wireless communication to support field professionals worldwide. With our platform as your ultimate side-kick, you'll empower individuals to access crucial information right when they need it, enabling them to focus more on their work and less on the search. Check out our website and try out our product to learn more.

We’re looking for a proactive, customer-focused Customer Success professional who thrives in fast-paced environments and enjoys building strong relationships while driving measurable outcomes. In this role, you will own customer success across onboarding, adoption, retention, and growth, helping customers maximize value from our platform and become long-term advocates.

This is an exciting opportunity to join a growing team where you will have direct impact on customer experience, product direction, and internal processes. We’re especially looking for someone who understands field service, mechanical, or technician-driven businesses and can bring modern, AI-powered ways of working to help both our customers and our team operate more efficiently.

What You’ll Do:

• Serve as the primary point of contact for key customers throughout the customer lifecycle, including onboarding, adoption, advocacy, renewal, and expansion
• Guide customers to become product experts by training users and teams to confidently use the platform independently
• Monitor customer health metrics and lead regular business reviews to celebrate wins, uncover risks, and identify growth opportunities
• Proactively identify churn or downgrade risks and build action plans to improve retention and customer outcomes
• Build strong executive and user-level relationships, acting as a trusted advisor to stakeholders across the organization
• Partner cross-functionally with Product, Sales, Marketing, and Support to improve the customer experience and drive long-term success
• Represent the voice of the customer internally by sharing feedback, trends, and recommendations that influence product roadmap and strategy
• Support product launches and validate new releases to ensure enhancements are customer-ready
• Create scalable customer education resources such as training materials, demo videos, help documentation, and best practices guides
• Help improve and scale the Customer Success function by identifying process improvements, new engagement strategies, and operational efficiencies
• Establish and measure weekly, monthly, and quarterly goals tied to customer adoption, retention, and satisfaction
• Introduce and champion AI tools and workflows, including helping the team adopt tools like Claude and AI coworkers to work smarter and faster

What You’ll Need:

• 3+ years of experience in Customer Success, Account Management, or a customer-facing SaaS role
• Experience working with field service, mechanical, technician-based, or operations-heavy businesses strongly preferred
• Strong business acumen with the ability to understand customer workflows and translate product value into business outcomes
• Proven ability to build trust and drive results with a broad range of stakeholders, from executives to frontline users
• Demonstrated success resolving complex customer issues, strengthening relationships, and turning detractors into advocates
• Comfortable learning new technologies quickly and speaking confidently about software solutions
• Experience using CRM and Customer Success platforms preferred
• Well versed in AI tools and excited to bring new ideas, train others, and help integrate AI into day-to-day work
• Strong written communication skills with experience creating documentation, training resources, and process maps
• Highly organized, goal-oriented, and adaptable with a growth mindset
• Ability to thrive in a fast-moving environment where you can build processes while delivering results

Compensation:

$83k-100k annual salary based on experience

Our Values:

DREAMING BIG

We constantly challenge ourselves to push boundaries, defy conventional wisdom, and take smart risks by pursuing big opportunities hiding in plain sight.

MOVING FAST

We push ourselves and portfolio companies to build processes and systems that compress time, speed, and decision-making to produce results faster.

EXPECTING MORE

We demand the best from ourselves, our team, and our partners. We create the context for success by providing the appropriate resources, infrastructure, training, and mentorship required to win.

Airwave is an equal opportunity employer, and we value diversity at our company. We don’t discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Are you an experienced business consultant, project strategist and data technologist all wrapped-up into one?  If so, then you are exactly who we are looking for!

As a Senior Delivery Lead at Mammoth Growth, you will be responsible for overseeing multiple client engagements, ensuring project success from inception to completion. You will lead multidisciplinary teams implementing agentic AI-driven analytics and data engineering solutions while maintaining client satisfaction and project profitability.

What You’ll Do:

• Manage multiple concurrent client projects, ensuring they remain on schedule and within budget
• Serve as the primary client liaison, communicating effectively with both executive and technical stakeholders
• Lead implementation teams comprised of data engineers, analytics engineers, and AI specialists
• Lead sprint (or Kanban) planning and execution, driving agile practices that foster alignment, transparency, and accountability across the team
• Develop and manage project plans and roadmaps, ensuring clear timelines for upcoming initiatives while proactively identifying risks and mitigation strategies to keep delivery schedules on track
• Facilitate client workshops and discovery sessions to identify business requirements
• Ensure architecture decisions and data implementations meet business objectives 
• Present project progress and deliverables to client stakeholders with visual storytelling excellence
• Communicate project health to executive and account management teams, highlighting business value delivered, renewal risks, and opportunities for expansion or extension.
• Coach and mentor team members to enhance delivery capabilities

What You’ll Bring:

• 5+ years of experience in consulting or professional services, preferably in data analytics or AI implementation
• Proven track record of successful project delivery in data-driven environments
• Previous exposure to Snowflake, DBT, or similar modern data stack technologies preferred
• Strong understanding of analytics engineering and data engineering principles
• Excellent communication skills, with the ability to translate technical concepts to business stakeholders
• Experience building and presenting strategic roadmaps for data initiatives
• Background in managing multidisciplinary teams in an agile environment
• Bachelor's degree in a relevant field or equivalent work experience

What Sets You Apart:

• Demonstrated experience leveraging AI tools, particularly in marketing or analytics contexts
• Understanding of data privacy regulations and best practices
• Prior consulting experience in mid-market or enterprise environments
• Demonstrated ability to maintain client relationships while driving business outcomes
• History of successful on-time, on-budget project delivery

About the role

Our Strategic Account Executives have a passion for pitching novel technology in big markets. You’ll target large enterprises in all verticals with a focus on their GRC programs. We are disrupting the GRC software industry as a recent Forrester Wave Leader by providing a solution end users can self-manage, saving enterprises huge amounts of time and money and you’ll focus on identifying target accounts and bringing them through the full sales process. This is an opportunity to play a key role in building a business, have a huge and direct impact on top line revenue growth, and be part of a collaborative, high-performing sales team.

How you’ll spend your time:  

• Strategically developing a territory plan for a targeted list of accounts in Salesforce leveraging best in class sales technology including marketing automation, buyer intent signals, pipeline analytics, and more!
• Generating new business pipeline primarily by cold prospecting through partner collaborations, social communication, email and phone calls.
• Form strategic sales plan to target use cases within industry verticals.
• Taking a customer through the full lifecycle of an opportunity including qualification/ discovery, demo (in partnership with a Solutions Engineer), building relationships within an organization, proposal, negotiation, and close.
• Being an advocate for our customers. Actively listening to understand their goals and share these potential opportunities with our product team.
• Leveraging sales enablement tools to effectively measure activities and develop best practices. Continuously refining and improving on sales activities.
• Consulting and advising our customers on best practices for their use case on the LogicGate platform.
• Deliver world class customer service in every customer interaction

We get excited about you if you have: 

• Proven sales experience. You will ideally have 10+ years of total Sales experience, specifically 5+ years of large enterprise sales experience selling B2B SaaS technology.
• Curiosity and the desire to understand our customer’s problems – and effectively communicate how LogicGate can add value.
• Great listening skills, as well as humility. We won’t be the right solution all the time for every organization, so we believe in understanding customer needs first before we make our pitch.
• A tech savvy seller – can quickly pick up new technology and understands our platform front and back. Previous experience in BPM or GRC software is a huge plus.
• Great people skills. Ability to quickly understand your audience and tailor the right message to them, typically via web conference.
• Excitement to build lasting relationships. Someone who is in it for the long term and understands the value in building trust with customers.
• Proficiency in using Salesforce.com and sales automation software.
• Willingness to be creative, test solutions, measure results and iterate on a process for continual improvement.

The anticipated on-target earnings range for the role is $290,000 - $350,000 per year + equity + benefits. Actual salaries may vary and will be based on factors, such as the candidate's qualifications, skills, competencies, and proficiency for the role. Internal candidates who have current pay within or above the hiring range are still encouraged to apply if interested.

 Hybrid Workplace

Our hybrid workplace allows for flexibility aligned to role responsibilities and exceptional customer delivery. Location requirements for this role can be found above. 

Total Rewards 

We are proud to offer a variety of competitive, inclusive, and comprehensive total rewards that are designed to support the unique needs of our employees both inside and outside of the workplace.

In addition to offering competitive salary and variable compensation plans, equity options, and flexible health and wellness benefits, we are proud to offer generous PTO, Annual Company Holidays, Health Days, and Summer Fridays.

Employees' growth and development are supported throughout their career journey through informal and formal programs and activities, including access to LinkedIn Learning, regular People Leader training, and our internal Mentorship Program. 

Our Culture

At LogicGate, our culture and employee experience are grounded in our core values of Be as One, Do the Right Thing, Embrace Curiosity, Own It, Empower Customers, and Raise the Bar, which guide how we show up - for each other, our customers, and all we interact with.

We believe that the strongest teams are made up of individuals who bring their different identities, experiences, and perspectives to the table. We are committed to fostering an inclusive work environment where all employees’ differences are celebrated and everyone is encouraged to bring their authentic selves to work.

We encourage everyone to join one of our Employee Resource Groups (AAPI @ LogicGate, Pride at LogicGate, and Women in LogicGate) to participate in and contribute to conversations that foster an inclusive culture.

LogicGate also believes strongly in giving back to the communities in which we live and work. To enable our teams to give back, we offer paid volunteer hours and company-wide charitable activities supporting a variety of organizations and causes.

We are proud to have been recognized as a top workplace by Built In, Crain’s Chicago Business, the Chicago Tribune, and more. Visit our website to learn about our latest recognition.

Learn more about our culture here. 

Excited about LogicGate but not familiar with GRC? 

• GRC stands for Governance, Risk, and Compliance
• GRC professionals help their companies manage uncertainty, act with integrity, and stay on the right side of the law. 
• The GRC market is rapidly expanding with continuous growth opportunities. The current market size was valued at $50.5 billion in 2024 and is projected to reach $104.5 billion by 2031.

About the Role

Actabl is building the next evolution of its go-to-market motion, Account-Based Engagement, where aligned pods of Account Executives, Account Managers, and Customer Success Managers work the full Actabl platform together. The Sales Development Representative is the front edge of that motion.

This is an outbound-first role. You will prospect into hospitality operators, run signal-driven plays in coordination with RevOps, and qualify inbound demand, making sure the right opportunities reach the right pod with the context needed to close. You sit inside the Technical Sales function, directly supporting AE and AM pods across all four Actabl products: Hotel Effectiveness, ProfitSword, Alice, and Transcendent. This is not a waiting-for-leads role. The expectation is that you are creating pipeline.

What You'll Do

Outbound Prospecting & Pipeline Generation (Primary)

• Build and execute outbound sequences targeting hotel operators, ownership groups, and management companies across Actabl's four product lines
• Run signal-driven outbound plays in coordination with RevOps and Marketing, including deactivated user tracking, job change monitoring, and Clay workflow execution
• Identify re-engagement opportunities from closed-lost and dormant accounts; surface to the appropriate AE or AM pod with a documented rationale
• Prospect into ABE whitespace within defined pod territories, prioritizing accounts with multi-product expansion potential
• Maintain a disciplined outreach cadence across phone, email, and LinkedIn -- volume with intent, not spray-and-pray

Inbound Qualification & Routing

• Qualify inbound demo requests routed through the sales intake model and produce a clean handoff summary for the receiving AE or AM
• Triage and manage the sales inbox, ensuring no qualified lead goes unrouted or dark
• Route opportunities accurately to the correct pod within defined SLA windows

Documentation & Process

• Document workflows as you build them
• Flag routing gaps, intake failures, and process breakdowns to manager within 24 hours of identification
• Maintain accurate CRM records in Salesforce -- every prospect interaction logged, every handoff clean

What We're Looking For

Required Experience

• 1-3 years in a customer-facing role: inside sales, SDR, hospitality operations, SaaS support, or similar
• Track record of running outbound sequences and owning a pipeline number
• Comfortable running qualifying conversations on the phone -- a consultative opener, not a script reader
• Strong written communication; can produce a clean handoff summary and a process doc without hand-holding
• Organized and self-directed under a multi-queue workload, both outbound and inbound
• Proficiency with CRM tools (Salesforce and/or HubSpot); baseline literacy required, depth developed on the job

Strongly Preferred

• Hospitality industry experience: property operations, front office, F&B management, revenue management, or ops coordinator background all count
• Familiarity with sales engagement tools (Gong, Apollo, Outreach, or similar)
• Experience executing signal-based outbound
• Exposure to multi-product SaaS environments or a land-and-expand sales motion

Communication & Presentation Skills

• Exceptional ability to present complex technical concepts clearly to both technical and executive audiences
• Clear and confident verbal communicator -- able to open a cold conversation, run an intro call, and hold the room with a stakeholder present
• Proven consultative discovery skills: asking great questions, uncovering hidden needs, and connecting solutions to business outcomes
• Confident handling objections and competitive situations

Key Competencies

Outbound Instinct: Builds a prospecting hypothesis, finds the right contact, opens a conversation that earns the next one. Does not confuse activity with progress.

Qualification Discipline: Asks the right questions quickly, identifies fit or no-fit without wasting AE time, and produces handoffs that move deals forward rather than stall them.

Routing Accuracy: Understands the pod structure and ABE model. Gets the right opportunity to the right person with the right context, every time.

Hospitality Fluency: Can hold a credible first conversation with a hotel GM, ops director, or ownership group contact. Knows which Actabl product maps to which operational pain point.

Process Ownership: Follows the intake model, documents gaps, and flags breakdowns early. Leaves every workflow more legible than they found it.

Coachability: Implements feedback in the next interaction. Asks clarifying questions. Receives direction without defensiveness and shows the adjustment.

Additional Information:

• Compensation: Base salary of $60k + $20k annual bonus target
• Location: Preferred location for this position is our Denver office. Candidates located outside of the Denver Metro Area will be reviewed and considered if necessary.
• Work Environment: We are a hybrid friendly company with office hubs in Denver, Atlanta, and Tampa. Preferred location for this position is Denver. However, candidates located outside of our office hubs will be reviewed and considered if necessary. No matter where you live and work, you’re a part of the Actabl team. 

Occasional travel may be required for team meetings, conferences, or training sessions, including both in-state and out-of-state travel.

About ThinkLP

ThinkLP is a leading SaaS platform helping retailers and multi-unit enterprises reduce risk, drive operational excellence, and unlock actionable insights across their business. We are growing rapidly and seeking a hands-on Vice President of Sales to lead front-line execution and scale revenue performance.

ThinkLP is hiring a hands-on Vice President of Sales to drive revenue growth, forecasting accuracy, strategic vision for growth, and front-line sales excellence.

This is not a sit-back leadership role. We are looking for a revenue leader who actively participates in key deals, coaches teams in real time, and ensures every opportunity aligns with a disciplined, value-based sales process.

What You’ll Own

• Team revenue targets and forecast accuracy
• Pipeline health and deal progression
• Executive alignment on strategic accounts
• Sales process consistency and coaching excellence
• Development of high-performing AEs and Strategic Account Directors

What You’ll Do

• Participate in discovery calls, demos, and executive summary meetings
• Inspect and strengthen pipeline weekly
• Coach through call reviews and structured deal strategy sessions
• Build account plans for enterprise expansion
• Ensure disciplined use of Salesforce and sales tools
• Partner with CRO and executive leadership on revenue strategy

What We’re Looking For

• 10+ years of enterprise B2B SaaS sales leadership
• Proven record of exceeding targets
• Strong forecasting discipline
• Executive presence and closing capability
• Passion for developing elite sales teams

If you thrive in fast-moving SaaS environments and want to lead from the front while scaling revenue performance, we’d love to connect.

Base Salary Range: The target salary range for this position is ($150,000 – $175,000), and is part of a competitive total rewards package including an annual bonus, employer-paid benefits, L&D stipend and incentive pay for eligible roles. Individual pay may vary from the target range and is determined by a number of factors including experience, location, internal pay equity, and other relevant business considerations. We review all employee pay and compensation programs annually at minimum to ensure competitive and fair pay.

Location: This role is remote.

Secure Candidate Experience: All official emails and messages regarding your application will come from @alpinesg.com email address. We will never ask for sensitive personal information such as Social Security numbers, banking information, or payment details during the hiring process.

This Role:

We are looking for an Account Executive to join our growing Sales team who will be responsible for acquiring new SMB and Mid-Market customers. This is a unique opportunity for a hard-working and entrepreneurial salesperson to have a significant impact on Avochato’s business and its customers. Over the next few years, millions of businesses will upgrade their communication systems to incorporate AI-powered messaging. We are looking for someone who has that vision and can drive new adoption across the SMB and Mid-Market segments.

• You will be responsible for acquiring new customers at companies between 25 and 250 employees, and successfully onboard them as long term clients
• You will work inbound leads from paid and direct channels but will be expected to drive at least 50% of your pipeline from outbound sales
• You will run the full sales process, from building a list of leads and accounts that fit Avochato’s Ideal Customer Profile, to driving SMS, phone, email, and social outreach to drive qualified opportunities, to closing new business and on-boarding new accounts
• You will partner with Customer Success and successfully transition new accounts after 3 months

What Makes You A Good Fit:

• 3+ years of successful outbound sales experience into the SMB or Mid-Market Segments at a SaaS company
• Top 25% in performance with respect to your peers both in sales and customer growth/retention
• Fully ramped up on using Salesforce as a CRM and experience with sales tools like Outreach/SalesLoft/Apollo/Zoominfo and Linkedin Sales Navigator
• Ability to quickly develop a strong understanding of a technical product during an initial ramp period
• A passion for helping SMB and Mid-Market businesses leverage technology to better communicate with their customers
• Clear and honest communicator both internally and externally
• Comfortable working in a fast-paced (sales cycles average 10 days), team-oriented environment of a sub 50 person startup 
• Self motivated and driven fast learner