About the Position
At 6sense, the Post-Sales Solutions Architect is a critical partner to our Strategic and Enterprise Customer Success Management teams, focused exclusively on supporting existing customers throughout their journey with us. This role blends deep technical acumen with strong customer engagement skills to lead architecture design, optimize platform adoption, and ensure our customers realize the full value of their investment.

You'll work directly with our largest and most complex accounts, helping them integrate and scale their use of 6sense by designing innovative solutions, advising on best practices, and serving as a trusted technical advisor post-sale. This is a high-impact, customer-facing role designed to drive retention, value delivery, and long-term growth.

Key Responsibilities

• Partner with Strategic and Enterprise CSMs to lead post-sale technical activities, including product enablement, demos, proof-of-value workshops, and advanced use case development.
• Facilitate architecture design sessions and platform integration planning, aligning customer objectives to 6sense solutions.
• Document business and technical requirements, and clearly communicate the business value of 6sense capabilities to technical and executive stakeholders.
• Serve as a technical liaison between Customer Success, Product, and Delivery teams to ensure a seamless customer experience.
• Lead solution design for multi-product implementations, systems integrations, and data architecture within existing customer environments.
• Proactively identify technical optimization opportunities to improve customer outcomes and platform ROI.
• Contribute feedback to product management and engineering teams, and help evolve internal tooling and processes for customer delivery.
• Build reports and dashboards that help customers track progress, optimize performance, and make data-driven decisions.

Requirements

• 5+ years of experience in a customer-facing technical role, such as Solutions Architect, Technical Account Manager, or Pre/Post-Sales Engineer.
• Deep technical expertise in solution architecture, data integration, and enterprise software.
• Strong interpersonal and communication skills; able to build trust and articulate complex solutions to both technical and business audiences.
• Experience with CRM systems such as Salesforce, Microsoft Dynamics, or SAP.
• Familiarity with marketing automation tools (Marketo, Eloqua, Pardot, Hubspot) and Customer Data Platforms (Adobe Experience Platform, Segment, etc.).
• Experience with ETL/ELT tools (Informatica, DataStage, Netezza) and data visualization tools (Tableau, Looker, Power BI).
• Working knowledge of cloud infrastructure (AWS, Azure, GCP), REST/SOAP APIs, and integration platforms (MuleSoft, Zapier, Dell Boomi).
• Proficiency in programming/scripting languages such as Python, Java, or C++.

Nice to Haves

• Strong problem-solving skills with a customer-first mindset.
• A track record of influencing customer outcomes through consultative engagement.
• Experience supporting SaaS adoption, expansion, or renewal in large-scale enterprise accounts.
• Ability to prioritize and execute across multiple customer projects while managing stakeholder expectations.

Base Salary Range: $139,035.00 - $180,918.00. The base salary range represents the anticipated low and high end of the base salary range for this position. Actual salaries may vary and may be above or below the range based on various factors, including but not limited to work location and experience. The base salary is one component of 6sense’s total compensation package for this position. Other compensation may include a bonus program or commission plan, and stock options if approved by 6sense’s board. In addition, 6sense provides a variety of benefits, including generous health insurance coverage, life, and disability insurance, a 401K employer matching program, paid holidays, self-care days, and paid time off (PTO). #Li-remote

Notice of Collection and Use of Personal Information for California Residents: California Recruitment Privacy Notice and Policy

THE ROLE

Everpure is looking for a Territory Account Executive. In this role, you will be selling into a territory in Everpure's Western region with a focus on mid-market accounts in Los Angeles.

WHAT YOU'LL DO

• Directly sell through an inside, direct marketing environment to deliver sales targets and consistently achieve quota
• Drive account strategies and coordinate team selling efforts with partners to close business on a quarterly and annual basis
• Develop channel relationships that will bring the sales and technical resources to each opportunity and lead to closed deals
• Prospect into and penetrate new accounts, reaching decision-makers and closing business
• Develop and present proposals to prospective customers with information that demonstrates the ability of the Everpure solution to meet customers’ business objectives and justify the sale
• Manage pipeline with a keen focus on conversion success and delivering an accurate forecast 
• We are primarily an in-office environment and therefore, you will be expected to work from the Chicago office in compliance with Everpure’s policies, unless you are on PTO, or work travel, or other approved leave.

WHAT YOU BRING

• Consistent track record of exceeding quota and driving referenceable business in a B2B technology sales environment 
• Experience working in or understanding sales channel selling models
• A desire to work the bookends of the sale, from prospecting to closing, with a demonstrated achievement in winning net new logos 
• Recognized achievement in building business relationships, solving complex problems for customers, and building a book of business 
• Completion of business value selling (BVS) training or other relevant B2B sales training systems
• A desire to drive change and evangelize new technologies

CSQ426R15

PLEASE NOTE:
Due to federal contract requirements and client site access obligations, U.S. citizenship and eligibility for a U.S. government secret clearance are required to access classified information. Candidates with an active Secret or higher clearance are strongly encouraged to apply.

At Databricks, we are on a mission to empower our customers to solve the world's toughest data problems by utilizing the Databricks Data Intelligence Platform. As a Delivery Solutions Architect (DSA), you will play an important role during this journey. You will collaborate with our sales and field engineering teams to accelerate the adoption and growth of the Databricks Platform in your customers. You will also help ensure customer success by increasing focus and technical accountability to our most complex customers who need guidance to accelerate usage on Databricks workloads that they have already selected, helping them maximise the value they get from our platform and the return on investment.

This is a hybrid technical and commercial role. It is commercial in the sense that you will drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestrating other focused/specialized teams within Databricks, and creating and driving plans and strategies for Databricks colleagues to build upon. This is in parallel to being technical, with expectations being that you become the post-sale technical lead across all Databricks products. This requires you to utilize your skills and technical credibility to engage and communicate effectively with all levels of an organization. You will report directly to a DSA Manager within the Field Engineering organization. 

The impact you will have:

• Engage with Solutions Architects to understand the full use case demand plan for prioritised customers
• Lead the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Be the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders, creating certainty from uncertainty and driving onboarding, enablement, success, go-live and healthy consumption of the workloads where the customer has made the decision to consume Databricks
• Be the first contact for any technical issues or questions related to the production/go-live status of agreed-upon use cases within an account, oftentimes services multiple use cases within the largest and most complex organizations
• Leverage both Shared Services, User Education, Onboarding/Technical Services, and Support resources, along with escalating to expert-level technical experts, to build the right tasks that are beyond your scope of activities or expertise
• Create, own, and execute a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigate Databricks Product and Engineering teams for new product Innovations, private previews, and upgrade needs
• Develop an execution plan that covers all activities of all customer-facing technical roles and teams to cover the below work streams:
• Main use cases moving from ‘win’ to production
• Enablement/user growth plan
• Product adoption (strategy and activities to increase adoption of Databricks’ Lakehouse vision)
• Organic needs for current investment (e.g. cloud cost control, tuning & optimization)
• Executive and operational governance
• Provide internal and external updates - KPI reporting on the status of usage and customer health, covering investment status, important risks, product adoption and use case progression - to your Technical GM

What we look for:

• U.S. citizenship 
• 7+ years of experience where you have been accountable for technical project/program delivery within the domain of Data and AI and where you can contribute to technical debate and design choices with customers 
• Programming experience in Python, SQL or Scala 
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role 
• Understanding of solution architecture related to distributed data systems
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program, or project management, including account, stakeholder and resource management accountability
• Experience in resolving complex and important escalations with senior customer executives
• Experience conducting open-ended discovery workshops,  creating strategic roadmaps, conducting business analysis and managing delivery of complex programmes/projects
• Track record of overachievement against quota, Goals or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience
• Can travel up to 30% when needed

CSQ426R15

PLEASE NOTE:
Due to federal contract requirements and client site access obligations, U.S. citizenship and eligibility for a U.S. government secret clearance are required to access classified information. The position is based in the Washington, D.C., Maryland, or Virginia metropolitan area and includes periodic on‑site work and client collaboration. Candidates with an active Secret or higher clearance are strongly encouraged to apply.

At Databricks, we are on a mission to empower our customers to solve the world's toughest data problems by utilizing the Databricks Data Intelligence Platform. As a Delivery Solutions Architect (DSA), you will play an important role during this journey. You will collaborate with our sales and field engineering teams to accelerate the adoption and growth of the Databricks Platform in your customers. You will also help ensure customer success by increasing focus and technical accountability to our most complex customers who need guidance to accelerate usage on Databricks workloads that they have already selected, helping them maximise the value they get from our platform and the return on investment.

This is a hybrid technical and commercial role. It is commercial in the sense that you will drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestrating other focused/specialized teams within Databricks, and creating and driving plans and strategies for Databricks colleagues to build upon. This is in parallel to being technical, with expectations being that you become the post-sale technical lead across all Databricks products. This requires you to utilize your skills and technical credibility to engage and communicate effectively with all levels of an organization. You will report directly to a DSA Manager within the Field Engineering organization. 

The impact you will have:

• Engage with Solutions Architects to understand the full use case demand plan for prioritised customers
• Lead the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Be the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders, creating certainty from uncertainty and driving onboarding, enablement, success, go-live and healthy consumption of the workloads where the customer has made the decision to consume Databricks
• Be the first contact for any technical issues or questions related to the production/go-live status of agreed-upon use cases within an account, oftentimes services multiple use cases within the largest and most complex organizations
• Leverage both Shared Services, User Education, Onboarding/Technical Services, and Support resources, along with escalating to expert-level technical experts, to build the right tasks that are beyond your scope of activities or expertise
• Create, own, and execute a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigate Databricks Product and Engineering teams for new product Innovations, private previews, and upgrade needs
• Develop an execution plan that covers all activities of all customer-facing technical roles and teams to cover the below work streams:
• Main use cases moving from ‘win’ to production
• Enablement/user growth plan
• Product adoption (strategy and activities to increase adoption of Databricks’ Lakehouse vision)
• Organic needs for current investment (e.g. cloud cost control, tuning & optimization)
• Executive and operational governance
• Provide internal and external updates - KPI reporting on the status of usage and customer health, covering investment status, important risks, product adoption and use case progression - to your Technical GM

What we look for:

• U.S. citizenship 
• 7+ years of experience where you have been accountable for technical project/program delivery within the domain of Data and AI and where you can contribute to technical debate and design choices with customers 
• Programming experience in Python, SQL or Scala 
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role 
• Understanding of solution architecture related to distributed data systems
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program, or project management, including account, stakeholder and resource management accountability
• Experience in resolving complex and important escalations with senior customer executives
• Experience conducting open-ended discovery workshops,  creating strategic roadmaps, conducting business analysis and managing delivery of complex programmes/projects
• Track record of overachievement against quota, Goals or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience
• Can travel up to 30% when needed

CSQ426R15

PLEASE NOTE:
Due to federal contract requirements and client site access obligations, U.S. citizenship and eligibility for a U.S. government secret clearance are required to access classified information. The position is based in the Washington, D.C., Maryland, or Virginia metropolitan area and includes periodic on‑site work and client collaboration. Candidates with an active Secret or higher clearance are strongly encouraged to apply.

At Databricks, we are on a mission to empower our customers to solve the world's toughest data problems by utilizing the Databricks Data Intelligence Platform. As a Delivery Solutions Architect (DSA), you will play an important role during this journey. You will collaborate with our sales and field engineering teams to accelerate the adoption and growth of the Databricks Platform in your customers. You will also help ensure customer success by increasing focus and technical accountability to our most complex customers who need guidance to accelerate usage on Databricks workloads that they have already selected, helping them maximise the value they get from our platform and the return on investment.

This is a hybrid technical and commercial role. It is commercial in the sense that you will drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestrating other focused/specialized teams within Databricks, and creating and driving plans and strategies for Databricks colleagues to build upon. This is in parallel to being technical, with expectations being that you become the post-sale technical lead across all Databricks products. This requires you to utilize your skills and technical credibility to engage and communicate effectively with all levels of an organization. You will report directly to a DSA Manager within the Field Engineering organization. 

The impact you will have:

• Engage with Solutions Architects to understand the full use case demand plan for prioritised customers
• Lead the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Be the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders, creating certainty from uncertainty and driving onboarding, enablement, success, go-live and healthy consumption of the workloads where the customer has made the decision to consume Databricks
• Be the first contact for any technical issues or questions related to the production/go-live status of agreed-upon use cases within an account, oftentimes services multiple use cases within the largest and most complex organizations
• Leverage both Shared Services, User Education, Onboarding/Technical Services, and Support resources, along with escalating to expert-level technical experts, to build the right tasks that are beyond your scope of activities or expertise
• Create, own, and execute a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigate Databricks Product and Engineering teams for new product Innovations, private previews, and upgrade needs
• Develop an execution plan that covers all activities of all customer-facing technical roles and teams to cover the below work streams:
• Main use cases moving from ‘win’ to production
• Enablement/user growth plan
• Product adoption (strategy and activities to increase adoption of Databricks’ Lakehouse vision)
• Organic needs for current investment (e.g. cloud cost control, tuning & optimization)
• Executive and operational governance
• Provide internal and external updates - KPI reporting on the status of usage and customer health, covering investment status, important risks, product adoption and use case progression - to your Technical GM

What we look for:

• U.S. citizenship 
• 7+ years of experience where you have been accountable for technical project/program delivery within the domain of Data and AI and where you can contribute to technical debate and design choices with customers 
• Programming experience in Python, SQL or Scala 
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role 
• Understanding of solution architecture related to distributed data systems
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program, or project management, including account, stakeholder and resource management accountability
• Experience in resolving complex and important escalations with senior customer executives
• Experience conducting open-ended discovery workshops,  creating strategic roadmaps, conducting business analysis and managing delivery of complex programmes/projects
• Track record of overachievement against quota, Goals or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience
• Can travel up to 30% when needed

CSQ426R15

PLEASE NOTE:
Due to federal contract requirements and client site access obligations, U.S. citizenship and eligibility for a U.S. government secret clearance are required to access classified information. The position is based in the Washington, D.C., Maryland, or Virginia metropolitan area and includes periodic on‑site work and client collaboration. Candidates with an active Secret or higher clearance are strongly encouraged to apply.

At Databricks, we are on a mission to empower our customers to solve the world's toughest data problems by utilizing the Databricks Data Intelligence Platform. As a Delivery Solutions Architect (DSA), you will play an important role during this journey. You will collaborate with our sales and field engineering teams to accelerate the adoption and growth of the Databricks Platform in your customers. You will also help ensure customer success by increasing focus and technical accountability to our most complex customers who need guidance to accelerate usage on Databricks workloads that they have already selected, helping them maximise the value they get from our platform and the return on investment.

This is a hybrid technical and commercial role. It is commercial in the sense that you will drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestrating other focused/specialized teams within Databricks, and creating and driving plans and strategies for Databricks colleagues to build upon. This is in parallel to being technical, with expectations being that you become the post-sale technical lead across all Databricks products. This requires you to utilize your skills and technical credibility to engage and communicate effectively with all levels of an organization. You will report directly to a DSA Manager within the Field Engineering organization. 

The impact you will have:

• Engage with Solutions Architects to understand the full use case demand plan for prioritised customers
• Lead the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Be the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders, creating certainty from uncertainty and driving onboarding, enablement, success, go-live and healthy consumption of the workloads where the customer has made the decision to consume Databricks
• Be the first contact for any technical issues or questions related to the production/go-live status of agreed-upon use cases within an account, oftentimes services multiple use cases within the largest and most complex organizations
• Leverage both Shared Services, User Education, Onboarding/Technical Services, and Support resources, along with escalating to expert-level technical experts, to build the right tasks that are beyond your scope of activities or expertise
• Create, own, and execute a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigate Databricks Product and Engineering teams for new product Innovations, private previews, and upgrade needs
• Develop an execution plan that covers all activities of all customer-facing technical roles and teams to cover the below work streams:
• Main use cases moving from ‘win’ to production
• Enablement/user growth plan
• Product adoption (strategy and activities to increase adoption of Databricks’ Lakehouse vision)
• Organic needs for current investment (e.g. cloud cost control, tuning & optimization)
• Executive and operational governance
• Provide internal and external updates - KPI reporting on the status of usage and customer health, covering investment status, important risks, product adoption and use case progression - to your Technical GM

What we look for:

• U.S. citizenship 
• 7+ years of experience where you have been accountable for technical project/program delivery within the domain of Data and AI and where you can contribute to technical debate and design choices with customers 
• Programming experience in Python, SQL or Scala 
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role 
• Understanding of solution architecture related to distributed data systems
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program, or project management, including account, stakeholder and resource management accountability
• Experience in resolving complex and important escalations with senior customer executives
• Experience conducting open-ended discovery workshops,  creating strategic roadmaps, conducting business analysis and managing delivery of complex programmes/projects
• Track record of overachievement against quota, Goals or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience
• Can travel up to 30% when needed

CSQ426R15

PLEASE NOTE:
Due to federal contract requirements and client site access obligations, U.S. citizenship and eligibility for a U.S. government secret clearance are required to access classified information. Candidates with an active Secret or higher clearance are strongly encouraged to apply.

At Databricks, we are on a mission to empower our customers to solve the world's toughest data problems by utilizing the Databricks Data Intelligence Platform. As a Delivery Solutions Architect (DSA), you will play an important role during this journey. You will collaborate with our sales and field engineering teams to accelerate the adoption and growth of the Databricks Platform in your customers. You will also help ensure customer success by increasing focus and technical accountability to our most complex customers who need guidance to accelerate usage on Databricks workloads that they have already selected, helping them maximise the value they get from our platform and the return on investment.

This is a hybrid technical and commercial role. It is commercial in the sense that you will drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestrating other focused/specialized teams within Databricks, and creating and driving plans and strategies for Databricks colleagues to build upon. This is in parallel to being technical, with expectations being that you become the post-sale technical lead across all Databricks products. This requires you to utilize your skills and technical credibility to engage and communicate effectively with all levels of an organization. You will report directly to a DSA Manager within the Field Engineering organization. 

The impact you will have:

• Engage with Solutions Architects to understand the full use case demand plan for prioritised customers
• Lead the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Be the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders, creating certainty from uncertainty and driving onboarding, enablement, success, go-live and healthy consumption of the workloads where the customer has made the decision to consume Databricks
• Be the first contact for any technical issues or questions related to the production/go-live status of agreed-upon use cases within an account, oftentimes services multiple use cases within the largest and most complex organizations
• Leverage both Shared Services, User Education, Onboarding/Technical Services, and Support resources, along with escalating to expert-level technical experts, to build the right tasks that are beyond your scope of activities or expertise
• Create, own, and execute a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigate Databricks Product and Engineering teams for new product Innovations, private previews, and upgrade needs
• Develop an execution plan that covers all activities of all customer-facing technical roles and teams to cover the below work streams:
• Main use cases moving from ‘win’ to production
• Enablement/user growth plan
• Product adoption (strategy and activities to increase adoption of Databricks’ Lakehouse vision)
• Organic needs for current investment (e.g. cloud cost control, tuning & optimization)
• Executive and operational governance
• Provide internal and external updates - KPI reporting on the status of usage and customer health, covering investment status, important risks, product adoption and use case progression - to your Technical GM

What we look for:

• U.S. citizenship 
• 7+ years of experience where you have been accountable for technical project/program delivery within the domain of Data and AI and where you can contribute to technical debate and design choices with customers 
• Programming experience in Python, SQL or Scala 
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role 
• Understanding of solution architecture related to distributed data systems
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program, or project management, including account, stakeholder and resource management accountability
• Experience in resolving complex and important escalations with senior customer executives
• Experience conducting open-ended discovery workshops,  creating strategic roadmaps, conducting business analysis and managing delivery of complex programmes/projects
• Track record of overachievement against quota, Goals or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience
• Can travel up to 30% when needed

CSQ426R15

PLEASE NOTE:
Due to federal contract requirements and client site access obligations, U.S. citizenship and eligibility for a U.S. government secret clearance are required to access classified information. Candidates with an active Secret or higher clearance are strongly encouraged to apply.

At Databricks, we are on a mission to empower our customers to solve the world's toughest data problems by utilizing the Databricks Data Intelligence Platform. As a Delivery Solutions Architect (DSA), you will play an important role during this journey. You will collaborate with our sales and field engineering teams to accelerate the adoption and growth of the Databricks Platform in your customers. You will also help ensure customer success by increasing focus and technical accountability to our most complex customers who need guidance to accelerate usage on Databricks workloads that they have already selected, helping them maximise the value they get from our platform and the return on investment.

This is a hybrid technical and commercial role. It is commercial in the sense that you will drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestrating other focused/specialized teams within Databricks, and creating and driving plans and strategies for Databricks colleagues to build upon. This is in parallel to being technical, with expectations being that you become the post-sale technical lead across all Databricks products. This requires you to utilize your skills and technical credibility to engage and communicate effectively with all levels of an organization. You will report directly to a DSA Manager within the Field Engineering organization. 

The impact you will have:

• Engage with Solutions Architects to understand the full use case demand plan for prioritised customers
• Lead the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Be the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders, creating certainty from uncertainty and driving onboarding, enablement, success, go-live and healthy consumption of the workloads where the customer has made the decision to consume Databricks
• Be the first contact for any technical issues or questions related to the production/go-live status of agreed-upon use cases within an account, oftentimes services multiple use cases within the largest and most complex organizations
• Leverage both Shared Services, User Education, Onboarding/Technical Services, and Support resources, along with escalating to expert-level technical experts, to build the right tasks that are beyond your scope of activities or expertise
• Create, own, and execute a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigate Databricks Product and Engineering teams for new product Innovations, private previews, and upgrade needs
• Develop an execution plan that covers all activities of all customer-facing technical roles and teams to cover the below work streams:
• Main use cases moving from ‘win’ to production
• Enablement/user growth plan
• Product adoption (strategy and activities to increase adoption of Databricks’ Lakehouse vision)
• Organic needs for current investment (e.g. cloud cost control, tuning & optimization)
• Executive and operational governance
• Provide internal and external updates - KPI reporting on the status of usage and customer health, covering investment status, important risks, product adoption and use case progression - to your Technical GM

What we look for:

• U.S. citizenship 
• 7+ years of experience where you have been accountable for technical project/program delivery within the domain of Data and AI and where you can contribute to technical debate and design choices with customers 
• Programming experience in Python, SQL or Scala 
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role 
• Understanding of solution architecture related to distributed data systems
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program, or project management, including account, stakeholder and resource management accountability
• Experience in resolving complex and important escalations with senior customer executives
• Experience conducting open-ended discovery workshops,  creating strategic roadmaps, conducting business analysis and managing delivery of complex programmes/projects
• Track record of overachievement against quota, Goals or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience
• Can travel up to 30% when needed

ABOUT THE JOB

Air Defense is a high-octane, rapidly scaling business line that develops, integrates, and fields an expanding mix of mature and novel capabilities to detect and defeat UAS threats. As our business line continues to scale, our newest emerging initiatives require focused direction and ownership to rapidly mature in support of Air Defense’s operational, technical, and financial objectives.

In this role, you will:

Orchestrate the Deployment of Anduril Products.
Lead the planning and deployment of Anduril’s flagship hardware and software products in support of customer missions. Through collaboration with our engineering, logistics, and technical operations teams, Mission Operators are in charge of deploying our products to the field, training end users, and ensuring the high performance of our products. We are obsessed about engagement and keeping our finger on the pulse of how customers interact with our products. This helps us improve the user experience and evolve their operational tactics and techniques. And if something isn’t quite right, we work with product teams to quickly address the issue on behalf of our customer.

Drive Internal and External Relationship Management
Build trust with customers, industry partners, users, and Anduril teammates through effective communication, positive attitude, and follow-through. With careful listening and observation, you internalize your counterpart’s priorities and requirements. With empathy and responsiveness, you quickly build rapport, trust, and confidence in our capability. You develop relationships across the organization and communicate honestly and directly. You are committed to giving and receiving feedback well. Your partners always know what you expect from them, and know exactly what to expect from you.

Shape our Products to Meet Mission Needs.
Work side-by-side with our customers to understand their specific mission challenges and represent the customer as you work with Anduril engineers to shape products that solve critical national and international security challenges. Anduril engineers rely on Mission Operators to understand the lay of the land and bring a perspective that informs the product development process.

Collaborate across nearly every Anduril team.
Successfully deploying our complex hardware and software products requires collaborating with nearly every internal Anduril team - business development, engineering, product, logistics, finance, legal, contracting, technical operations, and many more. You’ll be responsible for ensuring each party is engaged and informed, and will therefore become well-versed in what it takes to really bring the best of Anduril to our customers.

We move fast at Anduril and give tremendous freedom and autonomy to our new hires to assume responsibility and exercise prudent interdisciplinary judgement; when you join our team, you’re signing up to immediately make an impact in our organization.

WHAT WE’RE LOOKING FOR

Mission First Mindset.
We put the needs of the mission and our customers first and understand that the US and its allies have no preordained right to victory in any future conflict. We actively seek out opportunities to better understand our customers’ mission needs, with a goal to build the best possible products for the warfighter and radically evolve our national and international defense capabilities. We push ourselves and the limits of our capabilities in the pursuit of this goal.

Ownership Mentality.
We’re looking for owners; those who have a natural bias to assume responsibility, a healthy dose of skepticism, and contribute to a culture of performance. We empower our Mission Operators to quickly assume high levels of responsibility and entrust them to actively own their account and shape its success. Our Mission Operators are just as comfortable helping to shape a proposal or pitch a new customer as they are working with engineers on new features or deploying products in the field.

Technical Aptitude and Intellectual Curiosity.
We are first and foremost a technology company, working at the leading edge of capabilities like machine learning, autonomy, distributed networking, and multi-modal sensor fusion. Do you have a natural desire to see beyond simple cause and effect relationships to really understand how complex systems operate? Do you actively seek out opportunities to educate yourself? These capabilities form the foundation of our product offerings, so we are looking for those who are comfortable communicating technical concepts and can articulate them in the context of the customer’s mission.

Structured Thinker and Problem Solver.
Leading technical deployments requires clear communication and well thought-out plans. We are looking for assertive communicators who bring a thoughtful perspective and honest dialogue. A solution-driven approach, the ability to distill complexity into its essential, digestible components, and the ability to supervise execution are critical to ensure mission success.

High Value Team Member.
Do you enjoy working as part of a team? At Anduril, the path to success weaves through the organization - account teams, engineering, logistics, technical operations, and more. It requires humility, an eagerness to learn, and empathy toward your fellow team member. We assume best intentions and empathize with customers just as we do with our colleagues. Can you develop rapport at both the user and executive levels? Do you enjoy sharing successes? We are a low ego group that promotes teamwork and collaboration to bring about success.

REQUIRED QUALIFICATIONS

• Advanced degree or 3-5+ years experience in a technical field, preferably in the defense, national security, or aerospace domain
• Highly organized creative problem-solver with proven project management skills
• Proven experience leading tech-enabled teams of peers while building a culture of influence through relationships
• Experience translating and decomposing highly technical concepts into operational requirements and performance specifications
• Must be able to obtain a Secret Clearance.
• Must be able to travel up to 50% of the time

PREFERRED QUALIFICATIONS

• Experience with C2 Hardware and Software, Networking, CUAS, and/or Air and Missile Defense
• Familiarity with doctrinal, functional, and technical command and control concepts, processes, and principles
• Prior military or government acquisition and/or government contracting experience
• Able to obtain and hold a U.S. security clearance to TS/SCI

ABOUT THE TEAM 

Anduril's Space team is dedicated to expanding our AI-powered capabilities into the final frontier, enhancing Space Domain Awareness, Space Control, and Command and Control for U.S. military and allied partners. We're developing fully integrated hardware and software systems, including Lattice for Space Missions and modular payloads, to address growing threats in space and ensure our Guardians maintain a decisive advantage in this contested warfighting domain.

ABOUT THE JOB

We are hiring a Senior Technical Program Manager for our Space business line.The Senior Technical Program Manager will lead day-to-day execution of program initiatives and tasks – working with Business Operations to manage the budget and schedule, as well as with the customer, and the Growth team to satisfy the technical objectives while meeting all of the contractual requirements.

This role is directly tied to an ongoing, funded program within Anduril’s Space Business Line. The program requires building and fielding a resilient, software-defined, distributed mesh networking layer and C2 capabilities for critical Space Domain Awareness data. We work with mission partners and operators to deploy reliable and robust capabilities on operationally-relevant fielding timelines to meet complex challenges across the DOD and IC.

WHAT YOU’LL DO

• Ownership: TPMs are owners; we’re looking for those who have a natural bias to assume responsibility, a healthy dose of skepticism, and contribute to a culture of performance. Lead the project from start to finish with the customer and the engineering team. Develop the technical path for success, identify engineering needs, and validate the projected product outcome with the customer. TPMs are empowered to quickly assume high levels of responsibility and entrust them to actively own their account and shape its success.
• Embed/Engage: Work side-by-side with our customers to understand their specific mission challenges and represent the customer as you work with Anduril engineers to shape products that solve critical national and international security challenges. Anduril engineers rely on TPMs to understand the lay of the land and bring a perspective that informs the product development process.
• Build/Orchestrate: Work with Anduril engineers to build the solution and/or pivot development as needed to meet client needs. Successfully developing our complex hardware and software products requires collaborating with nearly every internal Anduril team - engineering, product, logistics, finance, legal, contracting, technical operations, and many more. You’ll be responsible for ensuring each party is engaged and informed, and will therefore become well-versed in what it takes to really bring the best of Anduril to our customers.
• Plan: Develop, coordinate and communicate the path to success with both internal and external partners. Work with clients and engineers to build sprint plans, execution plans, milestones.
• Grow our business through customer success: In addition to the operational and executive relationships you own, you will be responsible for meeting commercial targets that drive top line growth. This requires establishing committed and trust-based partnerships with our customers to not only help them solve their immediate problems, but also to foresee future opportunities where Anduril’s technology can make them more effective. Understanding Anduril’s value proposition and articulating how we can have an impact on a customer’s problem set, from the executive level to the end user, is critical to positioning Anduril for the future.

REQUIRED QUALIFICATIONS

• Experience designing, developing, or leading complex software development programs in support of advanced C2 capabilities in any domain
• Demonstrated experience managing software products through direct end user engagement over a prolonged, iterative development cycle
• B.S. (minimum) in Electrical, Computer, Aerospace, Mechanical Engineering, or equivalent
• 8+ years relevant industry experience
• Experience with the deployment and integration of sophisticated hardware and software systems
• Experience with building and leading cross-functional teams
• Adaptive and introspective; willing to learn, teach, lead and follow
• Comfortable with setting and achieving goals in an amorphous environment
• Comfortable with working in limited resource environments
• Prior systems engineering or software integration experience is a plus
• Currently possesses and is able to maintain an active U.S. Top Secret security clearance

PREFERRED QUALIFICATIONS

• Understanding of existing systems architectures that support ground and orbital systems contributing to Space Domain Awareness and Space Control
• Operational experience and understanding of the Joint Targeting Cycle with regard to Space Warfighting capabilities and concepts of operations
• Broad understanding of current and emerging capabilities deployed within the Space domain
• Proven experience leading multi-disciplinary engineering teams to successful completion of projects
• Able to perform in fast paced environment
• Collaborative problem solving to achieve work goals
• Excellent written and verbal communications skills
• Experience with Microsoft Project or equivalent project management software
• Ability to organize, prioritize and simplify complex problems
• Ability to work in a fast-paced, collaborative team environment
• Lead team to develop solutions to complex, time sensitive problems
• Maintain customer relationship with timely, accurate, and meaningful communications
• Creation of project proposals, program plans, reports, and process documentation

ABOUT THE TEAM 

Anduril's Space team is dedicated to expanding our AI-powered capabilities into the final frontier, enhancing Space Domain Awareness, Space Control, and Command and Control for U.S. military and allied partners. We're developing fully integrated hardware and software systems, including Lattice for Space Missions and modular payloads, to address growing threats in space and ensure our Guardians maintain a decisive advantage in this contested warfighting domain.

ABOUT THE JOB

We are hiring a Technical Program Manager for our Space business line. The Technical Program Manager will lead day-to-day execution of program initiatives and tasks – working with Business Operations to manage the budget and schedule, as well as with the customer, and the Growth team to satisfy the technical objectives while meeting all of the contractual requirements.

This role is directly tied to an ongoing, funded program within Anduril’s Space Business Line. The program requires building and fielding a resilient, software-defined, distributed mesh networking layer and C2 capabilities for critical Space Domain Awareness data. We work with mission partners and operators to deploy reliable and robust capabilities on operationally-relevant fielding timelines to meet complex challenges across the DOD and IC.

WHAT YOU’LL DO

• Ownership: TPMs are owners; we’re looking for those who have a natural bias to assume responsibility, a healthy dose of skepticism, and contribute to a culture of performance. Lead the project from start to finish with the customer and the engineering team. Develop the technical path for success, identify engineering needs, and validate the projected product outcome with the customer. TPMs are empowered to quickly assume high levels of responsibility and entrust them to actively own their account and shape its success.
• Embed/Engage: Work side-by-side with our customers to understand their specific mission challenges and represent the customer as you work with Anduril engineers to shape products that solve critical national and international security challenges. Anduril engineers rely on TPMs to understand the lay of the land and bring a perspective that informs the product development process.
• Build/Orchestrate: Work with Anduril engineers to build the solution and/or pivot development as needed to meet client needs. Successfully developing our complex hardware and software products requires collaborating with nearly every internal Anduril team - engineering, product, logistics, finance, legal, contracting, technical operations, and many more. You’ll be responsible for ensuring each party is engaged and informed, and will therefore become well-versed in what it takes to really bring the best of Anduril to our customers.
• Plan: Develop, coordinate and communicate the path to success with both internal and external partners. Work with clients and engineers to build sprint plans, execution plans, milestones.
• Grow our business through customer success: In addition to the operational and executive relationships you own, you will be responsible for meeting commercial targets that drive top line growth. This requires establishing committed and trust-based partnerships with our customers to not only help them solve their immediate problems, but also to foresee future opportunities where Anduril’s technology can make them more effective. Understanding Anduril’s value proposition and articulating how we can have an impact on a customer’s problem set, from the executive level to the end user, is critical to positioning Anduril for the future.

REQUIRED QUALIFICATIONS

• Experience designing, developing, or leading complex software development programs in support of advanced C2 capabilities in any domain
• Demonstrated experience managing software products through direct end user engagement over a prolonged, iterative development cycle
• B.S. (minimum) in Electrical, Computer, Aerospace, Mechanical Engineering, or equivalent
• 4+ years relevant industry experience
• Experience with the deployment and integration of sophisticated hardware and software systems
• Experience with building and leading cross-functional teams
• Adaptive and introspective; willing to learn, teach, lead and follow
• Comfortable with setting and achieving goals in an amorphous environment
• Comfortable with working in limited resource environments
• Prior systems engineering or software integration experience is a plus
• Currently possesses and is able to maintain an active U.S. Top Secret security clearance

PREFERRED QUALIFICATIONS

• Understanding of existing systems architectures that support ground and orbital systems contributing to Space Domain Awareness and Space Control
• Operational experience and understanding of the Joint Targeting Cycle with regard to Space Warfighting capabilities and concepts of operations
• Broad understanding of current and emerging capabilities deployed within the Space domain
• Proven experience leading multi-disciplinary engineering teams to successful completion of projects
• Able to perform in fast paced environment
• Collaborative problem solving to achieve work goals
• Excellent written and verbal communications skills
• Experience with Microsoft Project or equivalent project management software
• Ability to organize, prioritize and simplify complex problems
• Ability to work in a fast-paced, collaborative team environment
• Lead team to develop solutions to complex, time sensitive problems
• Maintain customer relationship with timely, accurate, and meaningful communications
• Creation of project proposals, program plans, reports, and process documentation

ABOUT THE TEAM

Anduril's Space team is dedicated to expanding our AI-powered capabilities into the final frontier, enhancing Space Domain Awareness, Space Control, and Command and Control for U.S. military and allied partners. We're developing fully integrated hardware and software systems, including Lattice for Space Missions and modular payloads, to address growing threats in space and ensure our Guardians maintain a decisive advantage in this contested warfighting domain.

ABOUT THE JOB 

We are hiring a Senior Technical Program Manager for our Space business line. The Technical Program Manager will lead day-to-day execution of program initiatives and tasks – working with Business Operations to manage the budget and schedule, as well as with the customer, and the Growth team to satisfy the technical objectives while meeting all of the contractual requirements.

This role is directly tied to a series of on-going orbital programs and active pursuits across Anduril’s Space Business Line. These programs require executing on multiple space system development and delivery contracts along with capture efforts across multiple dynamic space operations missions.

WHAT YOU’LL DO

• Ownership: TPMs are owners; we’re looking for those who have a natural bias to assume responsibility, a healthy dose of skepticism, and contribute to a culture of performance. Lead the project from start to finish with the customer and the engineering team. Develop the technical path for success, identify engineering needs, and validate the projected product outcome with the customer. TPMs are empowered to quickly assume high levels of responsibility and entrust them to actively own their account and shape its success.
• Embed/Engage: Work side-by-side with our customers to understand their specific mission challenges and represent the customer as you work with Anduril engineers to shape products that solve critical national and international security challenges. Anduril engineers rely on TPMs to understand the lay of the land and bring a perspective that informs the product development process.
• Build/Orchestrate: Work with Anduril engineers to build the solution and/or pivot development as needed to meet client needs. Successfully developing our complex hardware and software products requires collaborating with nearly every internal Anduril team - engineering, product, logistics, finance, legal, contracting, technical operations, and many more. You’ll be responsible for ensuring each party is engaged and informed, and will therefore become well-versed in what it takes to really bring the best of Anduril to our customers.
• Plan: Develop, coordinate and communicate the path to success with both internal and external partners. Work with clients and engineers to build sprint plans, execution plans, milestones.
• Grow our business through customer success: In addition to the operational and executive relationships you own, you will be responsible for meeting commercial targets that drive top line growth. This requires establishing committed and trust-based partnerships with our customers to not only help them solve their immediate problems, but also to foresee future opportunities where Anduril’s technology can make them more effective. Understanding Anduril’s value proposition and articulating how we can have an impact on a customer’s problem set, from the executive level to the end user, is critical to positioning Anduril for the future.

REQUIRED QUALIFICATIONS

• Demonstrated experience executing engineering or program management responsibilities for Space hardware, payloads, subsystems, or satellites
• Strong understanding of space systems engineering, environmental considerations, and requirements verification and validation
• Experience with the deployment and integration of sophisticated hardware and software systems - particularly for national security space systems
• B.S. (minimum) in Electrical, Computer, Aerospace, Mechanical Engineering, or equivalent
• 8+ years relevant industry experience
• CAPM or PMP certification a plus
• Experience with building and leading cross-functional teams
• Adaptive and introspective; willing to learn, teach, lead and follow.
• Comfortable with setting and achieving goals in an amorphous environment.
• Comfortable with working in limited resource environments.
• Prior engineering work on space systems is a plus
• Currently possesses and is able to maintain an active U.S. Top Secret security clearance

PREFERRED QUALIFICATIONS

• Proven experience leading multi-disciplinary engineering teams to successful completion of projects
• Able to perform in fast paced environment
• Collaborative problem solving to achieve work goals
• Excellent written and verbal communications skills
• Experience with Microsoft Project or equivalent project management software
• Ability to organize, prioritize and simplify complex problems
• Ability to work in a fast-paced, collaborative team environment
• Lead team to develop solutions to complex, time sensitive problems
• Maintain customer relationship with timely, accurate, and meaningful communications
• Creation of project proposals, program plans, reports, and process documentation

As an Account Director at Recorded Future, you will play a critical role in driving revenue growth by managing a portfolio of strategic enterprise accounts and generating new business. You’ll own the full sales cycle, from prospecting to close, while building trusted relationships with senior stakeholders in cybersecurity, IT, and procurement. This is a high-impact, quota-carrying role ideal for a strategic, driven, and customer-obsessed sales leader.

What You'll Do:

New Business Acquisition

• Identify and pursue net-new logo opportunities through outbound prospecting, referrals, and channel networks
• Conduct strategic discovery to align cybersecurity needs with Recorded Future’s intelligence solutions
• Engage channel partners in joint go-to-market motions, leveraging their reach and relationships

Account Management

• Own and grow key enterprise accounts across multiple verticals
• Drive upsell, cross-sell, and renewal opportunities by identifying unmet needs and usage patterns
• Build strong, multi-threaded relationships across technical and executive audiences (CISO, CIO, VP of Security)
• Act as a trusted advisor, delivering insights and value beyond the initial sale
• Partner with Customer Success and other internal stakeholders to ensure seamless onboarding, support, and long-term customer value

Sales Execution & Forecasting

• Navigate complex, multi-stakeholder sales cycles lasting 6–12 months
• Apply MEDDPICC and value-based selling frameworks to qualify and advance deals
• Develop and present compelling proposals, with a strong grasp of both technical value and business ROI
• Use Salesforce, Clari, and Gong to manage pipeline health, track activity, and maintain forecast accuracy
• Handle objections and pricing conversations with clarity, confidence, and professionalism
• Consistently meet or exceed quarterly and annual revenue targets

Market Intelligence & Strategy

• Maintain a deep understanding of cybersecurity trends, competitive dynamics, and enterprise buying behavior
• Provide market feedback to internal teams to inform product, positioning, and roadmap priorities
• Operate with urgency, professionalism, and high standards of customer care

What You'll Bring:

Experience

• 8+ years in enterprise SaaS or cybersecurity sales roles, with a focus on complex, multi-stakeholder deals
• Track record of consistently exceeding quota and driving territory growth
• Experience managing long sales cycles and closing 7-figure, multi-year contracts with Fortune 1000 clients
• Strong experience with direct sales and partner-driven go-to-market models

Skills & Abilities

• Proficient in discovery, objection handling, and closing
• Deep knowledge of MEDDPICC and value-based consultative sales approaches
• Skilled in managing sales processes including approvals, legal reviews, and quoting workflows
• Comfortable engaging with C-level executives and adapting communication to a range of stakeholders
• Highly organized and operationally disciplined; fluent in tools like Salesforce, Clari, Gong

Traits

• The grit, curiosity, and resilience to thrive in a high-growth, fast-paced environment
• An entrepreneurial mindset with a proactive, self-starter attitude
• A customer-obsessed approach, with a desire to solve meaningful problems and deliver long-term value
• A collaborative and team-oriented; able to work cross-functionally and build internal champions
• Thoughtfulness, self-awareness, and composed under pressure

The base salary range for this full-time position is $123,000 - $184,000. Our salary ranges are determined by role, level, and location. The salary displayed reflects the range for new hire salaries for the position across all US locations. Within the range, individual pay is determined by state, work location and additional factors, including job-related skills, experience, and relevant education or training. This position may be eligible for incentive compensation, equity, and medical, dental, vision, life insurance and 401K. Your recruiter can share more about the specific details of the compensation and benefit package during the hiring process.

#LI-Remote

• Develop and drive a proactive, multi-state strategy across priority states, aligned with enterprise priorities, portfolio objectives, and commercial planning
• Identify, assess, and influence state legislation, regulations, and executive actions impacting pricing, reimbursement, Medicaid, PBM reform, 340B, newborn screening, rare disease access, and innovation policy
• Anticipate state political, legislative, and regulatory trends, translating complex developments into clear business risks, opportunities, and recommended actions for executive leadership 
• Lead coordinated advocacy campaigns in priority states, integrating direct lobbying, state trade association engagement, and coalition strategy to shape outcomes before they materially affect the business 
• Maintain disciplined oversight of all state lobbying and political compliance processes, ensuring all activity meets reporting requirements and that advocacy activities adhere to applicable state ethics and disclosure laws 

• Leverage established relationships and strategically build BridgeBio’s engagement with governors’ offices, state legislators and regulators, Medicaid and insurance leaders, and key staff to advance the company’s state policy priorities 
• Represent BridgeBio in state coalitions, and industry forums, serving as a credible and persuasive voice for the company’s positions 
• Lead engagement within state trade associations and coalitions, consultants, driving aligned action on priority issues while protecting BridgeBio’s independent strategy 

• This role is responsible for executing and advancing BridgeBio’s enterprise policy positions at the state level, in close coordination with the Head of Public Policy and Federal Government Affairs.
• Partner with key internal stakeholders including Commercial, Market Access and Patient Advocacy to integrate state policy strategy into coverage, reimbursement, and patient access planning, ensuring advocacy efforts directly support portfolio objectives and patient access across priority states 
• Advise executive leadership and cross-functional teams on state-level legislative and regulatory developments, translating state political dynamics into clear implications for pricing, reimbursement, Medicaid coverage, and patient access strategy 

• 10+ years of relevant experience in state government affairs, public policy, legislative advocacy, or state government 
• Strong knowledge of state health policy, reimbursement frameworks, Medicaid programs, and regulatory environments impacting the biopharmaceutical ecosystem 
• Established relationships with state legislators, governors’ offices, regulatory agencies, and other key state decision-makers 
• Demonstrated ability to interpret complex state legislative and regulatory proposals, assess commercial implications, and translate them into actionable recommendations for executive leadership 
• Proven ability to manage multiple priorities across diverse political environments while remaining highly organized, self-directed, and disciplined in execution 
• Demonstrated excellent written and verbal communication skills, with the ability to represent the company credibly with policymakers and clearly communicate complex policy issues to internal stakeholders 
• Ability and willingness to operate across multiple states, with regional travel as required 

Rewarding Those Who Make the Mission Possible

We have high expectations for our team members. We make sure those working hard for patients are rewarded and cared for in return. 

Financial Benefits:

• Market leading compensation 
• 401K with 100% employer match on first 3% & 50% on the next 2%
• Employee stock purchase program
• Pre-tax commuter benefits
• Referral program with $2,500 award for hired referrals

Health & Wellbeing:

• Comprehensive health care with 100% premiums covered - no cost to you and dependents
• Mental health support via Spring Health (6 therapy sessions & 6 coaching sessions)
• Hybrid work model - employees have the autonomy in where and how they do their work 
• Unlimited flexible paid time off - take the time that you need
• Paid parental leave - 4 months for birthing parents & 2 months for non-birthing parents
• Flex spending accounts & company-provided group term life & disability 
• Subsidized lunch via Forkable on days worked from our office

Skill Development & Career Paths:

• People are part of our growth and success story - from discovery to active drug trials and FDA pipelines, there are endless opportunities for skill development and internal mobility
• We provide career pathing through regular feedback, continuous education and professional development programs via LinkedIn Learning, LifeLabs, Spring Health & BetterUp Coaching
• We celebrate strong performance with financial rewards, peer-to-peer recognition, and growth opportunities

The Opportunity

We are looking for a Key Account Director to lead growth within a set of Postman’s most important enterprise accounts. This role is part of a new strategic go-to-market motion designed to deepen our engagement with large enterprises, expand our footprint, and deliver the full value of the Postman platform.

You will be paired with a pod that includes a Principal Solutions Engineer and a Field CTO, forming a high-caliber account team focused on building long-term, value-based relationships. Together, you’ll engage senior technology leaders, uncover complex challenges, and drive adoption of Postman’s enterprise and platform solutions at scale.

This is not a traditional “low-hanging fruit” sales role—this is about strategic account expansion, multi-threaded enterprise engagement, and solution selling.

Location: This is a fully remote position. We are looking for someone based in Southern California who is able to travel to customers in their territory. 

What You’ll Do

• Own and grow a portfolio of strategic enterprise accounts (e.g., Fortune 500, cloud-first companies, large-scale developer organizations).
• Deeply engage with senior buyers—CIOs, CTOs, VPs of Engineering, Platform, Security, and Collaboration—to position Postman as a critical platform solution.
• Drive multi-threaded sales campaigns that expand existing usage and convert massive developer adoption (tens of thousands of users) into enterprise-wide value.
• Lead complex solution sales cycles across collaboration, security, API governance, and emerging AI-enabled workflows.
• Identify customer pain points and design tailored value propositions that demonstrate ROI and impact at scale.
• Orchestrate cross-functional engagement with Customer Success, Product, and Marketing to maximize customer outcomes.
• Track, forecast, and report on account progress, pipeline health, and business results.
• Be a thought partner to your accounts, staying ahead of industry trends like agentic AI, workflow automation, and cloud-native development.
• Partner with relevant stakeholders to drive account strategy and expansion.

About You

• 10–15 years of enterprise sales experience, with a proven track record in strategic account management and expansion.
• Experience selling technical and platform products (developer tools, SaaS platforms, cloud infrastructure, or security solutions).
• Demonstrated success in solution selling—engaging with senior technology leaders and driving multi-million dollar expansion deals.
• History of working long cycles and successfully growing accounts over time.
• Ability to navigate large, complex organizations with thousands of users and multiple stakeholders.
• Collaborative mindset with experience working closely with technical teams (solutions engineers, architects, CTOs).
• Deep understanding of enterprise buyer personas (security, collaboration, platform, developer productivity).
• Curiosity and fluency in emerging technologies, particularly AI/agentic AI, and how they can automate workflows and deliver customer value.
• Strong executive presence, relationship-building skills, and the ability to influence at the C-suite level.

Why Join Us

• Be part of an innovative sales model at one of the fastest-growing developer platforms in the world.
• Partner with world-class colleagues in a pod structure designed to maximize customer impact.
• Work with some of the largest and most innovative technology companies on the planet.
• Play a key role in shaping how Postman goes deeper into enterprise accounts and accelerates platform adoption.

The reasonably estimated OTE for this role is $320,000- $420,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

The Opportunity

We are looking for a Key Account Director to lead growth within a set of Postman’s most important enterprise accounts. This role is part of a new strategic go-to-market motion designed to deepen our engagement with large enterprises, expand our footprint, and deliver the full value of the Postman platform.

You will be paired with a pod that includes a Principal Solutions Engineer and a Field CTO, forming a high-caliber account team focused on building long-term, value-based relationships. Together, you’ll engage senior technology leaders, uncover complex challenges, and drive adoption of Postman’s enterprise and platform solutions at scale.

This is not a traditional “low-hanging fruit” sales role—this is about strategic account expansion, multi-threaded enterprise engagement, and solution selling.

Location: This is a fully remote position. We are looking for someone based in the Seattle area who is able to visit customers in their territory.

What You’ll Do

• Own and grow a portfolio of strategic enterprise accounts (e.g., Fortune 500, cloud-first companies, large-scale developer organizations).
• Deeply engage with senior buyers—CIOs, CTOs, VPs of Engineering, Platform, Security, and Collaboration—to position Postman as a critical platform solution.
• Drive multi-threaded sales campaigns that expand existing usage and convert massive developer adoption (tens of thousands of users) into enterprise-wide value.
• Lead complex solution sales cycles across collaboration, security, API governance, and emerging AI-enabled workflows.
• Identify customer pain points and design tailored value propositions that demonstrate ROI and impact at scale.
• Orchestrate cross-functional engagement with Customer Success, Product, and Marketing to maximize customer outcomes.
• Track, forecast, and report on account progress, pipeline health, and business results.
• Be a thought partner to your accounts, staying ahead of industry trends like agentic AI, workflow automation, and cloud-native development.
• Partner with relevant stakeholders to drive account strategy and expansion.

About You

• 10–15 years of enterprise sales experience, with a proven track record in strategic account management and expansion.
• Experience selling technical and platform products (developer tools, SaaS platforms, cloud infrastructure, or security solutions).
• Demonstrated success in solution selling—engaging with senior technology leaders and driving multi-million dollar expansion deals.
• History of working long cycles and successfully growing accounts over time.
• Ability to navigate large, complex organizations with thousands of users and multiple stakeholders.
• Collaborative mindset with experience working closely with technical teams (solutions engineers, architects, CTOs).
• Deep understanding of enterprise buyer personas (security, collaboration, platform, developer productivity).
• Curiosity and fluency in emerging technologies, particularly AI/agentic AI, and how they can automate workflows and deliver customer value.
• Strong executive presence, relationship-building skills, and the ability to influence at the C-suite level.

Why Join Us

• Be part of an innovative sales model at one of the fastest-growing developer platforms in the world.
• Partner with world-class colleagues in a pod structure designed to maximize customer impact.
• Work with some of the largest and most innovative technology companies on the planet.
• Play a key role in shaping how Postman goes deeper into enterprise accounts and accelerates platform adoption.

The reasonably estimated OTE for this role is $320,000- $420,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

The Opportunity

We're looking for a Director of Growth Marketing to own and scale the engine that drives Flexport's pipeline and revenue growth. You'll lead a team of marketers responsible for the full spectrum of growth marketing — from top-of-funnel acquisition to lead nurturing to conversion. This role sits at the intersection of strategy, execution, and analytics, and is ideal for someone who is equally comfortable building apps, creating campaigns, optimizing paid media, and generating pipeline through unconventional methods.

You'll work closely with Product, Engineering, and Sales to ensure growth campaigns are tightly aligned with Flexport's platform releases, go-to-market motions, and business goals.

What You'll Do

Campaign Strategy & Execution

• Design and execute integrated growth campaigns around Flexport's technology offerings,  turning product innovation into pipeline.
• Build and optimize multi-channel campaign playbooks that span paid, owned, and earned channels.

AI & Marketing Innovation

• Leverage AI tools and workflows to accelerate campaign execution, content production, audience targeting, and performance analysis — we want someone who is already using AI daily to move faster and think bigger.
• Use AI tools to launch landing pages, microsites, online tools, internal dashboards, lead scoring models, and campaign automations without waiting on engineering resources.
• Stay on the cutting edge of how AI is reshaping B2B marketing and bring that thinking into everything the team builds.

Product-Led Growth

• Partner with Product and Engineering to identify and activate product-led growth levers — trial flows, in-platform conversion moments, self-serve onboarding, and expansion signals.
• Develop experimentation frameworks to test and scale PLG motions across Flexport's platform.

Lead Generation & Nurture

• Own the lead lifecycle from acquisition through sales handoff, designing scoring models, nurture sequences, and segmentation strategies that improve conversion rates at every stage.
• Continuously refine targeting and messaging to increase marketing-sourced and marketing-influenced pipeline.

Performance Marketing

• Manage and scale paid acquisition across Google Ads, LinkedIn, X, and other relevant channels with a sharp focus on cost efficiency and pipeline ROI.
• Own budget allocation, bidding strategy, creative testing, and audience development.

• Develop and execute targeted direct mail programs for high-value account engagement, event follow-up, and ABM campaigns.

Website

• Own Flexport's marketing website as a growth channel — driving SEO, conversion rate optimization, landing page strategy, and content performance.
• Collaborate with design and engineering to ship high-impact web experiences that convert visitors into qualified leads.

Reporting & Analytics

• Build and maintain growth marketing dashboards that track pipeline contribution, channel performance, campaign ROI, and funnel velocity.
• Use data to inform investment decisions and communicate marketing's impact to executive leadership.

Team Leadership

• Manage, mentor, and develop a team of 2–3 growth, product, and performance marketers, fostering a culture of experimentation, accountability, and continuous improvement.
• Work directly with our Founder and CEO and key revenue leaders to execute campaign ideas. 

What We're Looking For

• Experience in B2B growth marketing, demand generation, or performance marketing, with experience managing a growth marketing team.
• Strong preference for former tech founders with experience owning the full end-to-end go to market for a high growth B2B startup.
• Proven track record of driving high-quality enterprise leads and building pipeline for high-growth B2B companies. You understand long sales cycles, buying committees, and what it takes to generate leads that Sales actually wants to work. Experience in logistics, supply chain, or enterprise SaaS is a strong plus.
• A power user of AI in your marketing workflow — you actively use tools like Claude Code, Codex, OpenClaw or similar to accelerate content creation, analysis, and campaign execution. Bonus if you've used vibe coding or low-code AI tools to build marketing pages, automations, or internal tools yourself.
• Deep expertise in paid media (Google, LinkedIn, Meta), marketing automation, and CRM systems (Salesforce).
• Strong analytical instincts — you're fluent in funnel metrics, attribution modeling, and can translate data into action.
• Experience partnering with Product teams on product-led growth initiatives.
• Excellent project management skills with the ability to run multiple campaigns simultaneously without dropping quality.
• Clear, confident communicator who can present strategy and results to senior leadership.
• A bias toward action and experimentation — you ship fast, learn fast, and iterate.

The opportunity: 

We are building a new engineering team in San Francisco to own our client facing rates platform and the self-serve freight booking experience. These are two of the highest leverage surfaces in our Client App: how clients see pricing and how they book without manual intervention.

Rates sit at the center of every freight decision. You will lead the Autonomous Freight Systems team, owning the systems that power rate visibility, quoting, and pricing intelligence across ocean, air, and trucking. You will extend that work into a fully self-serve booking flow for smaller shippers: clients who commit freight on technology alone, with no account executive and no operations touch.

This is a ground-floor opportunity to build the platform that moves Flexport from an assisted-sales model to a tech-run one. You will lead an AI-first engineering team tasked with automating the complex logic of quoting and booking. This means not just building software, but building autonomous systems and AI-powered workflows that eliminate the need for manual intervention in the shipping lifecycle.

You will:

• Recruit, build, and lead a new engineering team with a heavy focus on AI-driven automation and intelligent system design.
• Partner with leadership to define how LLMs and agentic workflows can be applied to logistics pricing and customer interactions.
• Participate in critical technical discussions regarding AI model integration, data repair agents, and automated quality safeguards.
• Represent your team with leaders across different parts of the organization.
• Participate in critical technical design and product discussions.
• Invest in the development and coaching required for each team member’s success.
• Manage, measure, and communicate the team’s progress toward goals.
• Partner closely with cross-functional stakeholders to define the team’s roadmap.

You should have:

• AI/Automation Vision: Demonstrated ability to lead teams building intelligent systems, ideally involving LLMs, automated decision engines, or AI agents in production.
• Strategic Roadmap: Experience moving a business from human-led processes to autonomous, software-driven ones.
• Bachelor’s degree in Computer Science or equivalent practical experience.
• 5+ years of engineering experience with a strong technical background.
• 2+ years of experience managing engineering teams directly.
• Product Engineering Expertise: A proven track record of building complex, data-heavy applications where high-quality user interaction is the priority.
• Platform Thinking: Experience building unified interfaces that aggregate data from various backend systems into a cohesive user experience.
• Growth Leadership: Experience building and scaling teams from an early stage, including a demonstrated ability to hire, develop, and retain high-performing engineers.
• Clear Communication: The ability to translate between technical constraints and business goals for stakeholders.

It’s a plus if you have

• Experience in logistics, supply chain, or freight technology.
• Experience with elements of our tech stack: Java, Spring Boot, Ruby on Rails, React, AWS.
• Experience managing distributed or hybrid teams.

#LI-onsite

Build and grow with us! Join Flexport as an Account Executive!

The Opportunity:

We are seeking an Account Executive with experience in freight, end to end supply chain solutions and fulfillment to build and maintain a healthy book of business. You'll be part of a high-performing team where you’ll focus on building up Flexport’s brand while solving customer problems with tech-enabled supply chain and fulfillment solutions. A normal day might include leading a discovery call with a prospect to uncover more about their supply chain processes, project managing the complexities of a global supply chain, reviewing a customer’s growth strategy with their Flexport Operations Team, jumping on a plane and travel with a prospective client to tour a Flexport warehouse, or sharing your best practices with the broader sales team in a peer learning session. This role features a 50/50 compensation model (Base + Uncapped bonus), designed for high-performers to effectively maximize their earnings through a heavily incentivized sales program.

You will

• Build your book of business by closing net-new customers and/or cross-selling and upselling existing customers that contribute to Flexport's overall revenue goals
• Uncover and connect with ideal clients through a combination of self-prospecting and collaboration with our SDR team
• Consult with new clients to understand their supply chain needs
• Create a value-add solution, demonstrating Flexport’s capabilities through remote and in-person meetings
• Lead Monthly and Quarterly Business Meetings with existing clients, helping them to effectively plan for upcoming business
• Navigate, bundle, and sell Flexport's suite of products across the supply chain/shipment lifecycle
• Work closely with the all internal teams (Operations, Ocean, Air, Trucking, Customs, etc) to drive a best in class customer experience 
• Lead the customer onboarding process by leveraging internal resources and teams

You should have

• 5+ years of experience in freight forwarding, logistics, or supply chain industries
• At least 2 years’ experience in a full cycle (prospecting to closing), quota carrying sales role
• An obsession with client happiness. You succeed when they succeed
• Competitive and creative drive to win over customers and think outside the box to get a deal done
• Demonstrated ability to run a structured sales process
• Proven success building and maintaining long term commercial relationships
• A naturally curious and inquisitive approach to client discovery
• Excellent communication, interpersonal, and organizational skills, with the ability to connect in both virtual and face-to-face environments
• Ability to learn fast, strong work ethic, and a burning desire to grow into a top 5% sales executive in the country

The opportunity 

The Autonomous Freight Systems team is a brand new, AI-first engineering team in San Francisco. This team will own Flexport’s client-facing rates platform and the self-serve freight booking experience—two of the highest-leverage surfaces in our Client App that dictate how clients see pricing and book freight without manual intervention.

As a Staff Engineer, you will be the technical anchor for our next-generation AI-powered rates platform. We aren't just building a UI; we are building AI agents that handle real logistics work: parsing complex rate sheets, managing pricing intelligence across ocean, air, and trucking, and making "Self-Serve" a reality for thousands of shippers. You will build the intelligence layer that allows clients to commit freight on technology alone, with no account executive and no operations touch.

This is a ground-floor opportunity to shape technical direction, set up a new codebase, and build the platform that moves Flexport from an assisted-sales model to a tech-run one for the long tail of our client base. You will partner with Pricing, Sales, Ops, and Design on hard domain problems and ship to the most-used client surfaces at the company.

You will

• Design and ship end-to-end AI agents that handle pricing intelligence and booking compliance without human oversight.
• Create the tooling and secure AI infrastructure required to expose internal logistics data to LLMs safely.
• Navigate the rapidly evolving landscape of agent patterns, RAG, and prompt engineering to solve problems that don’t have "Stack Overflow" answers yet.
• Build and launch products rapidly and incrementally: we ship to production dozens of times per day.
• Mentor and uplevel engineers across the team, fostering a culture of technical excellence.
• Partner with the Engineering Manager to define the team’s technical roadmap and hiring bar.

You should have

• LLM Fluency: Experience with agent patterns, RAG, and prompt engineering. You know what works in production versus what only looks good in a demo.
• Agentic Orchestration: Experience with workflow orchestration (e.g., Temporal) and building reliable systems around non-deterministic AI.
• Entrepreneurial Drive: You don't wait for a spec; you find the highest-leverage automation problems and design the AI-driven solution.
• Product Instincts: You can identify what is worth building, not just execute on a spec. You have a proven track record of building data-heavy applications where high-quality user interaction is the priority.
• Architecture Leadership: Demonstrated experience leading technical initiatives across multiple teams or systems, specifically in building unified interfaces that aggregate data from various backend systems.
• Technical Rigor: A love of simple, well-tested code that is easy to extend and hard to break, combined with experience building large-scale distributed systems.
• Technical Communication: The ability to convey technical ideas in common terms to business partners, product managers, and engineers alike.

It's a plus if you have

• Experience with elements of our tech stack: Java, Spring Boot, Ruby on Rails, React, AWS.
• Experience in logistics, supply chain, or freight technology.
• Experience building internal tools or operator-facing applications.
• A bias for action: When you see a problem, you solve it.

#LI-onsite

Secure Every Identity, from AI to Human

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

Okta is looking for an experienced Director of Partner Programs to strategically architect,  implement, and manage a global partner program driving the company’s success while supporting multiple partner types. This person should have extensive experience leading program strategy, building and managing teams in a high growth SaaS environment.  This individual will use a data driven approach while incorporating partner feedback and internal feedback to continuously optimize the Okta Partner.  

Job Responsibilities & Duties:

• Design, implement, and manage a robust and competitive Partner Program structure that effectively supports and incentivizes multiple partner types (e.g., Distributors, GSIs, Resellers, Service Delivery Partners, System Integrators and Technology Partners) and supports Cloud Marketplaces.
• Lead the design and execution of partner programs across AMER, EMEA, and APJ regions.
• Serve as the strategic leader and primary point of contact for the global Partner team, driving initiatives for the continued evolution and success of the Okta Partner Program.
• Develop and drive the long-term partner program strategy, requirements, and policy across the entire partner lifecycle, from recruitment to performance management.
• Direct and mentor the Partner Program team, focusing on organizational design to support growth, scale, and effective prioritization aligned with long-term program goals.
• Define and govern the framework for partner tiering, benefits, incentives, and requirements to ensure program value and growth.
• Collaborate with Partner Experience and Ops team to integrate AI and automation to create a self-service environment for partners, reducing time-to-value (Operational Excellence).
• Lead cross-functional engagements with internal stakeholders (Sales, Marketing, Legal, Finance, Product, Operations, and Systems ) to resolve complex business issues, define long-term program strategy, identify optimization opportunities and set policy for partner engagement. This role will serve as the central link between the partner organization and these teams, and requires the ability to effectively influence and build consensus with cross-functional leadership.
• Provide clear, concise, and compelling communication to executive leadership on program strategy, performance, and risks, ensuring transparency and timely decision-making.
• Monitor and report on global Partner Program performance, ensuring accountability for annual performance reviews and program effectiveness. This includes building global dashboards to act as a "Single Source of Truth" for partner performance (Data Leadership).
• Oversee and provide requirements for the successful integration of program features into partner tools (PRM, CMS, etc.) in collaboration with Partner Operations.

Required Skills & Qualifications:

• Minimum 10+ years of progressive work experience in a high-growth SaaS company (Cybersecurity preferred), with at least 3 years in a leadership role focused on Partner Program Strategy and Management across multiple geographies.
• A proven track record of scaling partner programs during massive growth phases.
• Strong experience in designing, launching, and managing successful global partner programs that support diverse partner ecosystems (e.g., Distributors, GSIs, Resellers, MSPs, Service Delivery Partners, System Integrators, and Technology Partners.
• Proven expertise in leveraging major Cloud Marketplaces (e.g., AWS, Azure, GCP) as a scalable route-to-market and growth engine.
• Highly organized, detailed oriented and capable of managing and prioritizing multiple complex, simultaneous projects.
• Expertise in partner legal frameworks and executing adoption-focused strategies within the partner ecosystem.
• Outstanding verbal and written communication skills with proven project management proficiency. 
• Highly motivated self-starter and excellent problem solver via collaboration.
• Demonstrated experience working cross-functionally across organizations.
• Exceptional integrity, business acumen and sound judgement.
• Highly collaborative and committed to incorporating diverse perspectives and feedback into strategy and execution.
• Comfortable with travel up to 10%.
• BA/BS degree required; MBA or relevant Masters degree strongly preferred.

The Challenge

At OneTrust, great events start with strong planning and even stronger execution. The Global Events team delivers 80+ events annually — ranging from community user groups and executive roadshows to Tier 1 tradeshows and our flagship global conferences, TrustWeek and Sales Kickoff.

As an Events Marketing Specialist, you’ll play a critical support role across this portfolio. This is an excellent opportunity for someone earlier in their events or marketing career who is eager to learn, highly organized, and excited to help deliver exceptional experiences through strong operational support, coordination, and documentation.

Your Mission

You have a passion for exceptional event experiences—from immersive tradeshows to complex multi-day conferences and smaller customer connection events—and thrive in a fast-paced environment where cross-functional collaboration and innovation are key.  You are eager to learn to identify and report on event goals, objectives, and KPIs and strive to create compelling experiences and marketing plans that drive attendees to register and participate in OneTrust events.

As an Events Marketing Specialist, you will support the strategy and execution of OneTrust’s event portfolio, including:

Event Execution Support

• Support planning and execution for flagship conferences such as TrustWeek and OneTrust one‑day events, including vendor coordination, speaker and breakout logistics, sponsor support, off‑site events, and attendee experience elements.
• Assist with OneTrust’s presence at third‑party tradeshows, supporting project plans, internal enablement, onsite logistics, and post‑event reporting.
• Support community and customer events including User Groups, thought leadership events, and OneTrust global roadshows.

Event Operations & Coordination

• Maintain detailed project documentation, budgets, timelines, and event folders to ensure consistency and accuracy across events.
• Support procurement processes and contract tracking for venues, vendors, and services.
• Assist with registration websites, surveys, lead capture, and ROI reporting.

Cross‑Functional Collaboration

• Partner with internal teams (Field Marketing, Sales, Customer Success, and Marketing) to support successful event participation.
• Help ensure teams are informed, enabled, and aligned on event goals, logistics, and outcomes.

Event Technology & Tools

• Work within event and marketing systems including project management tools, budget trackers, CRM, and registration platforms.
• Support reporting and analysis to help measure event performance and impact.

You Are

• Looking to further your career in event management as an in-house\client-side planner
• Have knowledge and interest in marketing and event’s role in driving business goals
• Highly organized and detail-oriented, with the ability to manage multiple complex projects simultaneously.
• Eager to learn about vendor negotiation, budget management, and logistics coordination.
• Comfortable working in a fast-paced, lean environment with tight deadlines.
• High degree of technical competence for registration systems and websites, event reporting and analytics through use of SFDC and PowerBI dashboards, project management and resourcing platforms.
• Keen interest in developing unique experiences that drive brand engagement across live and virtual events
• Willing to travel (domestic & international) and work nonstandard hours as needed.

Your Experience Includes

• 2+ years of experience supporting marketing events or tradeshows (B2B SaaS experience is a plus).
• Degree, preferably in marketing, communication, public relations or related field   
• Experience working in a cross-functional capacity within a dynamic, rapidly changing environment   
• Experience with Microsoft tools
• Additional bonus to have had experience with CVENT event website building, registration management and content (breakout) management

We’re seeking Inside Sales Account Executives to join our sales team in Westlake
Village, CA. This position focuses on engaging small- and mid-sized business owners
who inquire about our point-of-sale (POS) and payment processing solutions. The role
combines inbound lead management with proactive outbound follow-up and is a
performance-based sales position with a highly competitive compensation structure.

Responsibilities:
● Respond promptly and professionally to inbound leads from business owners and
operators, specializing in restaurant environments.
● Conduct discovery calls to identify needs, pain points, and business goals.
● Deliver persuasive phone or video demos highlighting Shift4 POS capabilities.

● Perform high-volume outbound follow-up with existing database of leads to re-
engage opportunities.

● Recommend tailored solutions including POS hardware, software, and integrated
payments.
● Prepare and deliver customized proposals and pricing packages.
● Maintain accurate pipeline and activity tracking within Salesforce.
● Collaborate with deployment and support teams to ensure seamless onboarding for
new clients.
● Meet and exceed monthly sales quotas for revenue, approved and activated deals.
● Maintain strong working knowledge of Shift4 products, updates, and competitive
offerings.
● Work in a fast-paced, collaborative office environment.

Qualifications:
● 1–3 years of inside sales, SaaS, or merchant services experience preferred.
● Proven ability to meet or exceed sales quotas.
● Comfortable making a high volume of outbound follow-up calls to existing leads.
● Experience selling to restaurants or the hospitality industry a plus.
● Excellent verbal communication and consultative selling skills.
● Organized, detail-oriented, and skilled at managing multiple opportunities
simultaneously.
● Proficient in CRM systems (Salesforce preferred).
● Motivated, coachable, and results-driven with a strong work ethic.
● 4 Days in office required
● No weekends required

We’re seeking Inside Sales Account Executives to join our sales team in Westlake
Village, CA area. This position focuses on engaging small- and mid-sized business owners
who inquire about our point-of-sale (POS) and payment processing solutions. The role
combines inbound lead management with proactive outbound follow-up and is a
performance-based sales position with a highly competitive compensation structure.

Responsibilities:
● Respond promptly and professionally to inbound leads from business owners and
operators, specializing in restaurant environments.
● Conduct discovery calls to identify needs, pain points, and business goals.
● Deliver persuasive phone or video demos highlighting Shift4 POS capabilities.

● Perform high-volume outbound follow-up with existing database of leads to re-
engage opportunities.

● Recommend tailored solutions including POS hardware, software, and integrated
payments.
● Prepare and deliver customized proposals and pricing packages.
● Maintain accurate pipeline and activity tracking within Salesforce.
● Collaborate with deployment and support teams to ensure seamless onboarding for
new clients.
● Meet and exceed monthly sales quotas for revenue, approved and activated deals.
● Maintain strong working knowledge of Shift4 products, updates, and competitive
offerings.
● Work in a fast-paced, collaborative office environment.

Qualifications:
● 1–3 years of inside sales, SaaS, or merchant services experience preferred.
● Proven ability to meet or exceed sales quotas.
● Comfortable making a high volume of outbound follow-up calls to existing leads.
● Experience selling to restaurants or the hospitality industry a plus.
● Excellent verbal communication and consultative selling skills.
● Organized, detail-oriented, and skilled at managing multiple opportunities
simultaneously.
● Proficient in CRM systems (Salesforce preferred).
● Motivated, coachable, and results-driven with a strong work ethic.
● No weekends required

About the Role

As a National Channel Sales Manager you'll be pivotal in scaling Verkada's reach and impact by developing and managing a network of high-performing LVARs (large value-added resellers). You'll be responsible for driving net new business through the channel—building pipeline and executing strategic plans that result in measurable growth.

This individual contributor role requires strategic thinking and hands-on execution as you collaborate across sales, marketing, and partner teams to grow Verkada’s presence nationally. 

What You’ll Do

In this role, you’ll be at the heart of Verkada’s mission, working hand-in-hand with our sales teams to drive growth and success with channel partners. You’ll be responsible for building pipeline and generating net new business through reseller partners while executing a best-in-class channel strategy. Here’s what you’ll own:

• Drive Net New Pipeline: Proactively identify and generate pipeline with named strategic Large VARs. Collaborate closely with field sales teams to co-sell and close high-value opportunities.
• Execute National Channel Strategy: Develop and manage a focused partner business plan for your territory that aligns with Verkada’s overall GTM objectives and quarterly sales targets.
• Empower Our Partners: Train and enable partner executives, sales teams, and technical stakeholders on Verkada’s full product portfolio, programs, and campaigns to ensure deep engagement and capability across all levels.
• Collaborate Cross-Functionally: Work closely with Verkada’s internal sales, marketing, and pre-sales teams to drive joint activities, including partner events, demand generation campaigns, and customer-facing initiatives.
• Lead with Insight: Conduct regular QBRs and ad-hoc business reviews with partners to align on priorities, track performance, celebrate wins, and identify opportunities for improvement.
• Strengthen the Channel Ecosystem: Influence partner sales teams to prioritize Verkada in key deals and business planning efforts. Leverage insights from the field to recommend improvements to Verkada’s channel tools, incentives, and partner program offerings.
• Drive Awareness and Demand: Lead and participate in regional in-person and virtual events to grow Verkada’s brand awareness, build community, and strengthen relationships with key partner contacts and stakeholders.
• Operate Strategically and Tactically: Own the full lifecycle of partner engagement in your region—from onboarding and enablement to pipeline development and revenue realization.
• This role requires regular travel, estimated to be more than 50% of the time. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration. 

What You Bring

• Experience & Success: 5+ years of channel sales or partner management experience with a strong track record of building new business via Security Integrators or IT LVAR partners. Experience managing and growing partners: Sentinel, NTT, World Wide Technologies, AHEAD, or Marco Technologies is highly preferred.
• Recognition, such as President’s Club, is a plus.
• Strategic & Creative Thinking: A process-driven approach, complemented by innovative thinking to create scalable, partner-focused initiatives.
• Relationship-Builder: Ability to influence and engage across all levels—from partner sales reps to executive leadership.
• Technical Fluency: Comfortable navigating product discussions and sales operations. Proficiency in Salesforce, Excel, and business intelligence tools.
• Clear Communicator: Strong verbal and written communication skills with sharp attention to detail and a professional presence.
• This is a remote position but candidate must be open to at least 50% travel across the country.

US Employee Benefits

Verkada is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:

• Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans
• Nationwide medical, vision and dental coverage
• Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options
• Expanded mental health support
• Paid parental leave policy & fertility benefits
• Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
• Professional development stipend
• Fertility Stipend 
• Wellness/fitness benefits
• Healthy lunches provided daily
• Commuter benefits

Additional Information

• You must be independently authorized to work in the U.S. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time.

About the Role

As a Regional Sales Manager (People Leader), you’ll play a critical role in scaling Verkada’s regional channel business by leading and developing a high-performing team of Regional Channel Sales Managers (CSMs). You’ll be responsible for driving consistent, above-quota performance through strategic partner engagement, pipeline discipline, and strong executive relationships across Verkada’s Regional Partner ecosystem across the West.

This is a first-line manager leadership role that blends strategy with hands-on execution. You’ll work closely with senior sales leadership, cross-functional teams, and key partners to accelerate growth in a fast-paced, high-impact environment.

What You’ll Do

You’ll lead from the front, empowering your team to build pipeline, close complex deals, and deepen strategic partner relationships. Here’s what you’ll own:

• Lead & Develop a High-Performing Team:
  Lead, mentor, and coach a team of around 6–8 Regional Channel Sales Managers to achieve individual and team quotas. Recruit, hire, onboard, and develop top channel talent while supporting underperformers through to success across the West region.
• Drive Pipeline & Forecast Excellence:
  Support and coach CSMs in building pipeline daily, maintaining strong pipeline hygiene, and delivering accurate forecasts. Conduct weekly forecast calls and pipeline reviews to ensure consistent execution and visibility.
• Execute National Channel Strategy:
  Partner with the Head of National Channel Sales to execute Verkada’s national channel strategy, ensuring alignment between partner initiatives, regional execution, and company-wide GTM priorities.
• Support Complex, High-Value Deals:
  Assist CSMs in closing highly complex transactions by developing executive-level relationships with key national and regional partners. Provide deal strategy, escalation support, and executive alignment when needed.
• Operational Rigor & Reporting:
  Monitor sales activity, pipelines, forecasts, and closed deals across the team. Report on performance, trends, and risks to senior leadership with clear insights and recommendations.
• Enable Continuous Improvement:
  Coordinate and lead weekly and monthly one-on-one meetings, team trainings, and pipeline reviews to drive skill development, best-practice sharing, and ongoing performance improvement.
• Collaborate Cross-Functionally:
  Work closely with Sales, Marketing, Enablement, and Operations to support partner initiatives, drive demand generation, and ensure your team has the tools and support needed to win.
• Lead in a Fast-Paced Environment:
  Deliver results in a high-growth, high-expectation sales culture while modeling accountability, resilience, and customer-first leadership.
• This role requires regular travel, estimated to be more than 50% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration. 

What You Bring

• Proven Sales Leadership (5yrs+):
  Demonstrated success leading high-performing sales teams, with channel sales leadership experience strongly preferred.
• Consistent Sales Success:
  Strong personal and team track record of sales achievement; President’s Club or similar recognition is a plus.
• Operational & Forecasting Strength:
  Proven ability to manage high-volume transaction environments and accurately forecast results.
• Executive Presence:
  Excellent presentation, listening, and communication skills with the ability to influence executive-level stakeholders internally and externally.
• Strategic Mindset:
  Ability to develop and execute top-down and bottom-up strategies with national partner leadership that drive measurable business outcomes.
• Talent Builder:
  Proven success hiring, training, and developing sales talent while coaching teams through change and growth.
• Channel Expertise is a huge plus:
  Existing relationships and/or prior leadership experience within SaaS, physical security, or partner-led sales organizations is a plus.
• Location & Travel:
  Based in or near a major city in Tempe, AZ. Expected to work in-office with flexibility and travel approximately 50% across the West region.

US Employee Benefits

Verkada is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:

• Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans
• Nationwide medical, vision and dental coverage
• Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options
• Expanded mental health support
• Paid parental leave policy & fertility benefits
• Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
• Professional development stipend
• Fertility Stipend 
• Wellness/fitness benefits
• Healthy lunches provided daily
• Commuter benefits

Additional Information

• You must be independently authorized to work in the U.S. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time.

About the Role

As a Regional Sales Manager (People Leader), you’ll play a critical role in scaling Verkada’s regional channel business by leading and developing a high-performing team of Regional Channel Sales Managers (CSMs). You’ll be responsible for driving consistent, above-quota performance through strategic partner engagement, pipeline discipline, and strong executive relationships across Verkada’s Regional Partner ecosystem across the West.

This is a first-line manager leadership role that blends strategy with hands-on execution. You’ll work closely with senior sales leadership, cross-functional teams, and key partners to accelerate growth in a fast-paced, high-impact environment.

What You’ll Do

You’ll lead from the front, empowering your team to build pipeline, close complex deals, and deepen strategic partner relationships. Here’s what you’ll own:

• Lead & Develop a High-Performing Team:
  Lead, mentor, and coach a team of around 6–8 Regional Channel Sales Managers to achieve individual and team quotas. Recruit, hire, onboard, and develop top channel talent while supporting underperformers through to success across the West region.
• Drive Pipeline & Forecast Excellence:
  Support and coach CSMs in building pipeline daily, maintaining strong pipeline hygiene, and delivering accurate forecasts. Conduct weekly forecast calls and pipeline reviews to ensure consistent execution and visibility.
• Execute National Channel Strategy:
  Partner with the Head of National Channel Sales to execute Verkada’s national channel strategy, ensuring alignment between partner initiatives, regional execution, and company-wide GTM priorities.
• Support Complex, High-Value Deals:
  Assist CSMs in closing highly complex transactions by developing executive-level relationships with key national and regional partners. Provide deal strategy, escalation support, and executive alignment when needed.
• Operational Rigor & Reporting:
  Monitor sales activity, pipelines, forecasts, and closed deals across the team. Report on performance, trends, and risks to senior leadership with clear insights and recommendations.
• Enable Continuous Improvement:
  Coordinate and lead weekly and monthly one-on-one meetings, team trainings, and pipeline reviews to drive skill development, best-practice sharing, and ongoing performance improvement.
• Collaborate Cross-Functionally:
  Work closely with Sales, Marketing, Enablement, and Operations to support partner initiatives, drive demand generation, and ensure your team has the tools and support needed to win.
• Lead in a Fast-Paced Environment:
  Deliver results in a high-growth, high-expectation sales culture while modeling accountability, resilience, and customer-first leadership.
• This role requires regular travel, estimated to be more than 50% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration. 

What You Bring

• Proven Sales Leadership (5yrs+):
  Demonstrated success leading high-performing sales teams, with channel sales leadership experience strongly preferred.
• Consistent Sales Success:
  Strong personal and team track record of sales achievement; President’s Club or similar recognition is a plus.
• Operational & Forecasting Strength:
  Proven ability to manage high-volume transaction environments and accurately forecast results.
• Executive Presence:
  Excellent presentation, listening, and communication skills with the ability to influence executive-level stakeholders internally and externally.
• Strategic Mindset:
  Ability to develop and execute top-down and bottom-up strategies with national partner leadership that drive measurable business outcomes.
• Talent Builder:
  Proven success hiring, training, and developing sales talent while coaching teams through change and growth.
• Channel Expertise is a huge plus:
  Existing relationships and/or prior leadership experience within SaaS, physical security, or partner-led sales organizations is a plus.
• Location & Travel:
  Based in or near a major city in the Bay Area. Expected to work in-office with flexibility and travel approximately 50% across the West region.

US Employee Benefits

Verkada is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:

• Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans
• Nationwide medical, vision and dental coverage
• Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options
• Expanded mental health support
• Paid parental leave policy & fertility benefits
• Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
• Professional development stipend
• Fertility Stipend 
• Wellness/fitness benefits
• Healthy lunches provided daily
• Commuter benefits

Additional Information

• You must be independently authorized to work in the U.S. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time.

About the Role

As a Regional Sales Manager (People Leader), you’ll play a critical role in scaling Verkada’s regional channel business by leading and developing a high-performing team of Regional Channel Sales Managers (CSMs). You’ll be responsible for driving consistent, above-quota performance through strategic partner engagement, pipeline discipline, and strong executive relationships across Verkada’s Regional Partner ecosystem across the West.

This is a first-line manager leadership role that blends strategy with hands-on execution. You’ll work closely with senior sales leadership, cross-functional teams, and key partners to accelerate growth in a fast-paced, high-impact environment.

What You’ll Do

You’ll lead from the front, empowering your team to build pipeline, close complex deals, and deepen strategic partner relationships. Here’s what you’ll own:

• Lead & Develop a High-Performing Team:
  Lead, mentor, and coach a team of around 6–8 Regional Channel Sales Managers to achieve individual and team quotas. Recruit, hire, onboard, and develop top channel talent while supporting underperformers through to success across the West region.
• Drive Pipeline & Forecast Excellence:
  Support and coach CSMs in building pipeline daily, maintaining strong pipeline hygiene, and delivering accurate forecasts. Conduct weekly forecast calls and pipeline reviews to ensure consistent execution and visibility.
• Execute National Channel Strategy:
  Partner with the Head of National Channel Sales to execute Verkada’s national channel strategy, ensuring alignment between partner initiatives, regional execution, and company-wide GTM priorities.
• Support Complex, High-Value Deals:
  Assist CSMs in closing highly complex transactions by developing executive-level relationships with key national and regional partners. Provide deal strategy, escalation support, and executive alignment when needed.
• Operational Rigor & Reporting:
  Monitor sales activity, pipelines, forecasts, and closed deals across the team. Report on performance, trends, and risks to senior leadership with clear insights and recommendations.
• Enable Continuous Improvement:
  Coordinate and lead weekly and monthly one-on-one meetings, team trainings, and pipeline reviews to drive skill development, best-practice sharing, and ongoing performance improvement.
• Collaborate Cross-Functionally:
  Work closely with Sales, Marketing, Enablement, and Operations to support partner initiatives, drive demand generation, and ensure your team has the tools and support needed to win.
• Lead in a Fast-Paced Environment:
  Deliver results in a high-growth, high-expectation sales culture while modeling accountability, resilience, and customer-first leadership.
• This role requires regular travel, estimated to be more than 50% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration. 

What You Bring

• Proven Sales Leadership (5yrs+):
  Demonstrated success leading high-performing sales teams, with channel sales leadership experience strongly preferred.
• Consistent Sales Success:
  Strong personal and team track record of sales achievement; President’s Club or similar recognition is a plus.
• Operational & Forecasting Strength:
  Proven ability to manage high-volume transaction environments and accurately forecast results.
• Executive Presence:
  Excellent presentation, listening, and communication skills with the ability to influence executive-level stakeholders internally and externally.
• Strategic Mindset:
  Ability to develop and execute top-down and bottom-up strategies with national partner leadership that drive measurable business outcomes.
• Talent Builder:
  Proven success hiring, training, and developing sales talent while coaching teams through change and growth.
• Channel Expertise is a huge plus:
  Existing relationships and/or prior leadership experience within SaaS, physical security, or partner-led sales organizations is a plus.
• Location & Travel:
  Based in or near a major city in the Salt Lake City, Utah. Expected to work in-office with flexibility and travel approximately 50% across the West region.

US Employee Benefits

Verkada is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:

• Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans
• Nationwide medical, vision and dental coverage
• Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options
• Expanded mental health support
• Paid parental leave policy & fertility benefits
• Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
• Professional development stipend
• Fertility Stipend 
• Wellness/fitness benefits
• Healthy lunches provided daily
• Commuter benefits

Additional Information

• You must be independently authorized to work in the U.S. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time.

About the Role

Verkada prides itself on maintaining a high hiring bar while bringing in diverse and unconventional backgrounds of driven individuals obsessed with their craft. As a Business Value Manager, you will have a direct impact on Verkada’s Enterprise sales motion, bridging the gap between complex technologies and tangible financial and operational outcomes.

Reporting to the Chief of Staff to the CRO, you will partner with Enterprise Sales Leaders to architect a value selling framework to scale to the Enterprise Sales organization, building the infrastructure to reference key customer outcomes and win stories, as well as partnering with Product Marketing and Enablement to develop assets and enablement programs. In addition to pioneering the Business Value Selling program at Verkada, you will serve as the Strategic Deal Architect behind our most complex, multi-million-dollar deals, transforming technical capabilities into compelling financial and operational narratives. In this high-visibility role, you will move beyond feature-selling, working at the intersection of finance, product, and sales to quantify the operational and financial impact of our platform, directly influencing the investment decisions of C-suite executives at the world’s leading enterprises.

What You'll Do

• Program Development: Partner with Product Marketing to create and refine standardized value frameworks, templates, and "talk tracks" to scale business value services across the global enterprise sales organization.
• Value Realization Tracking and Database: Monitor and analyze data from current customers post-implementation to validate that the promised value was delivered, partnering with Product Marketing to maintain a database of relevant data, and creating "real-world" success stories for future sales.
• Sales Enablement: Coach sales teams on value-selling methodologies, including referencing of relevant customer data,  and provide the tooling/content for self-service business justifications.
• Value Discovery: Partner with account executives to lead discovery sessions with CxOs to identify pain points and desired outcomes.
• Financial Modeling: Develop ROI (Return on Investment) and TCO (Total Cost of Ownership) value models to quantify the business impact of solutions.
• Business Case Development: Draft data-backed business cases for strategic opportunities, ensuring every claim is anchored in measurable customer impact.
• Executive Storytelling: Craft and deliver executive-level business cases that align technical solutions with broad corporate objectives.
• Commercial Objection Handling: partnering with Sales to dismantle financial objections in real-time.

What You Bring

• Strategic Consulting: 5–9+ years of experience in management consulting, business transformation, or enterprise software sales.
• Financial Intelligence: Proficiency in building complex financial models and the ability to navigate financial documents like 10-Ks and earnings transcripts.
• Analytical Power: Proficiency in data visualization and manipulation tools such as Looker and advanced Google Sheets.
• Executive Presence: Exceptional presentation and communication skills, with a proven ability to influence C-suite decision-makers.
• Technical & Market Acumen: Deep understanding of SaaS sales motions, industry trends (e.g., AI/ML acceleration), and how IT functions like operations and security drive value.

Analytical Rigor: Ability to derive meaningful insights from large, complex data sets to build compelling business cases.

US Employee Benefits

Verkada is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:

• Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans
• Nationwide medical, vision and dental coverage
• Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options
• Expanded mental health support
• Paid parental leave policy & fertility benefits
• Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
• Professional development stipend
• Wellness/fitness benefits
• Healthy lunches provided daily
• Commuter benefits

About the Role

Verkada is investing in channel as a core growth motion, and this role is ground zero for that bet. As Director, Partner Solutions Engineering, you will build Verkada's Channel Solutions Engineering (CSE) function from scratch. This is a rare opportunity to define the strategy, hire the team, establish the playbook, and own the outcomes for how Verkada's partner ecosystem wins technically.

You will report directly to the Worldwide VP of Solutions Engineering and serve as the senior-most technical voice for Verkada's channel organization. You'll work closely with internal stakeholders across Marketing, Product, Sales, Solutions Engineering, Strategy, and Operations. But make no mistake, this is a builder role. If you've stood up a channel SE motion before and are looking for the latitude to do it right, this is your seat.

What You'll Do

• Build the Function: Design and stand up the Channel Solutions Engineering organization from scratch, including headcount model, team structure, coverage strategy, and operating cadence. Recruit, develop, and lead a high-performing team of Channel SEs and managers built for scale.
• Establish the CSE Playbook: Define how Verkada engages partners technically, from partner tiering and engagement models to demo standards, technical validation frameworks, and enablement curricula.
• Drive Partner Technical Excellence: Support technical enablement program covering certifications, training, labs, and sandbox environments that turns partners into genuine Verkada experts. Own the partner technical lifecycle from recruitment through activation and ongoing development.
• Shape Go-to-Market Strategy: Build a channel SE motion that complements and extends the direct SE motion. Develop differentiated technical support models across partner types. Champion Verkada's technical positioning in partner-led sales cycles.
• Align Cross-Functionally: Partner closely with Channel Sales, Direct SE, Product, and Marketing to align enablement initiatives to product roadmap and business priorities. Define and track KPIs for the CSE function, including partner-influenced pipeline, technical win rates, enablement completion, and certification attainment.
• Serve as the Executive Technical Sponsor: Act as the escalation point and senior technical presence for Verkada's most strategic partner relationships. Represent the partner voice internally, surfacing gaps and driving product feedback loops.

What You Bring

• Industry Experience: 10+ years in pre-sales or solutions engineering, with meaningful time owning complex technical solution design at scale.
• Leadership Experience: 5+ years leading technical pre-sales organizations at the Director level, including management of managers.
• Channel Expertise: Demonstrated experience building or substantially scaling a channel or partner SE motion, ideally from an early or undefined stage. Deep familiarity with reseller ecosystems.
• Technical Depth: Strong fluency across Cloud, Networking, Physical Security, Storage, and Software. Able to credibly engage with both C-suite stakeholders and hands-on architects. Industry certifications a plus.
• Program Rigor: Track record of defining and executing partner enablement programs at scale. Data-driven approach to measuring team performance and reporting to executive leadership.
• Travel: This role requires significant travel, estimated at 50%+, domestic and international, to support partner engagements, team collaboration, and executive meetings.
• Bonus: Physical security industry experience.
• Startup or high-growth company experience.

US Employee Benefits

Verkada is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:

• Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans
• Nationwide medical, vision and dental coverage
• Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options
• Expanded mental health support
• Paid parental leave policy & fertility benefits
• Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
• Professional development stipend
• Wellness/fitness benefits
• Healthy lunches provided daily
• Commuter benefits

Additional Information

• You must be independently authorized to work in the U.S. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time

About the Role

What You'll Do

• Develop and implement a comprehensive territory plan
• Manage the entire sales process to ensure delivery against key performance metrics and quota, with a strong emphasis on generating net new business sales. This includes prospecting and outreach, providing product demos and trials, and engaging in strategic negotiations with customers and channel partners
• Meet or exceed individual targets and contribute to the overall team and the company. This includes proactively penetrating greenfield accounts and achieving a quarterly quota of at least 2-3 qualified net new logos
• Initiate and manage expansion discussions to drive customer retention. This includes identifying customers’ goals and requirements, including budgetary constraints and key decision makers
• Devise a comprehensive customer acquisition strategy and partner with Verkada’s channel partner sales organization to establish channel partner initiatives that result in a minimum of 5 deal registrations each quarter
• Drive business growth and enhance market presence, and help enterprise organizations modernize their physical security solutions through a combination of customer engagements, marketing campaigns, executive briefings, industry conferences, events, and physical security market knowledge/intelligence
• Gain an in-depth and detailed understanding of Verkada’s business and products, as well as the physical security market, and sell to C-level executives within Enterprise organizations
• Create effective presentations and proposals; create urgency to drive deal closure, negotiate pricing, and contractual agreements
• Provide account analysis, conduct quarterly business reviews, and generate accurate revenue forecasts
• This role requires regular travel, estimated to be more than 50% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements, and team collaboration. 

What You Bring

• 5-10+ years quota carrying B2B software/hardware technology sales with a focus on building a greenfield territory and landing new business within an Enterprise organization; 3+ years of Enterprise sales is highly preferred
• Proven track record of success in a sales-driven organization selling a highly complex technical solution (with the awards and references to prove it)
• Possess a hunter sales mentality with a strong desire to be successful, and have a proven track record of prospecting, closing new logos, and landing major accounts against incumbents
• Willingness to have a strong field presence multiple days per week; Must live in the territory & be willing to travel up to 50%
• A demonstrable track record of success managing longer, complex sales cycles and engaging with all levels from end users to business champions to C-level executives (Experience selling to CIO/CTO/CISO/CFO leaders at Fortune 1000 companies is highly preferred)
• Experience collaborating with internal and external channel partner teams to sell through and with channel partners is a plus
• Proven experience running a process-driven sales cycle 
• Relevant software or hardware industry experience in any of the following domains: security software, physical security, or hardware, computer networking, and “how the internet works”, subscription, SaaS, or Cloud software is a plus
• Strong knowledge and execution of MEDDIC is highly preferred
• Self-motivated, tenacious, confident, with a willingness to engage in prospecting to maintain individual funnels as expected
• Intellectually curious, High IQ, EQ, and self-awareness
• Excellent communication skills (verbal and written) with peers, customers, and partners
• Thrive working in a fast-paced dynamic environment with a strong sense of urgency
• BS/BA degree is strongly preferred
• Must live in San Francisco or the Salt Lake City area

Employee Benefits

Verkada is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:

• Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans
• Nationwide medical, vision and dental coverage
• Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options
• Expanded mental health support
• Paid parental leave policy & fertility benefits
• Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
• Professional development stipend
• Wellness/fitness benefits
• Healthy lunches provided daily
• Commuter benefits

Additional Information

• You must be independently authorized to work in the U.S. We are unable to sponsor or take over sponsorship of an employment visa for this role at this time.

About the Role

We are seeking an accomplished Global Client Partner, VP to own and grow a flagship technology account headquartered in Cupertino. You will serve as the executive relationship and organic business development lead, accountable for strategy, revenue growth, margin expansion, and overall client satisfaction. This is a high-visibility, P&L-owning role that requires exceptional consultative skills, technology-sector knowledge, Martech Solutions, and a proven track record of driving large-scale transformation and innovation.

Key Responsibilities

• Account Leadership & Strategy
  
  
• Serve as the senior executive and trusted advisor for all aspects of the client relationship.
  
  
• Develop and execute a multi-year account growth strategy aligned to the client’s technology roadmap and business objectives.
  
  
• Own full P&L responsibility, including revenue, margin, forecasting, and budget management.
  
  
• Growth & Business Development
  
  
• Identify, shape, and close new opportunities across consulting, digital engineering, AI/ML, cloud, Marcom, and managed services.
  
  
• Lead complex deal negotiations and commercial structures to achieve profitable growth.
  
  
• Partner with internal sales, delivery, and marketing teams to create account-specific campaigns and thought leadership.
  
  
• Delivery Excellence
  
  
• Oversee large-scale, multi-tower technology programs ensuring on-time, on-budget, high-quality delivery.
  
  
• Collaborate with delivery leaders to meet or exceed SLA, CSAT, and NPS targets.
  
  
• Proactively manage risk, escalation, and compliance across all engagements.
  
  
• Executive Stakeholder Management
  
  
• Cultivate senior-level relationships (C-suite, SVP/VP, key decision makers) to influence strategic direction and drive growth opportunities. 
  
  
• Facilitate quarterly business reviews and executive steering committees.
  
  
• Leadership & Team Development
  
  
• Build and mentor a high-performing account team, including on-site and global resources.
  
  
• Champion diversity, equity, inclusion, and a culture of innovation.
  
  

Qualifications & Experience

• 15+ years of progressive client-facing leadership in technology services, consulting, or digital transformation.
  
  
• Proven success managing a $50M+ annual account P&L, with consistent double-digit growth.
  
  
• Deep understanding of technology ecosystems—cloud, AI/ML, SaaS, product engineering, and platform services.
  
  
• Exceptional executive presence, communication, and negotiation skills.
  
  
• Strong financial acumen and ability to translate client objectives into profitable business solutions.
  
  
• Ability to thrive in a fast-paced, on-site client environment in Cupertino.
  
  

Preferred Attributes

• Experience with major Silicon Valley technology companies.
  
  
• Background in both consulting and large-scale delivery organizations.
  
  
• Track record of building long-term client partnerships and leading multi-year transformation programs.
  
  

Why Join Us

• Opportunity to lead one of our most strategic technology accounts with global impact.
  
  
• Executive visibility and autonomy to shape growth strategy and innovation.
  
  
• Competitive executive compensation package including base salary, performance bonus, and equity.

What We Offer

.Monks has provided a compensation range that represents its good faith estimate of what Media.Monks may pay for the position at the time of posting .Monks may ultimately pay more or less than the posted compensation range. The salary offered to the selected candidate will be determined based on job-related factors, but not based on a candidate’s sex or any other protected status. We believe in fostering an environment where a diversity of perspectives can thrive. We proactively work to design hiring processes that promote equity and inclusion while mitigating bias. We celebrate diversity and are committed to building a team that reflects the communities we serve. We welcome and encourage qualified applicants, from all backgrounds, who are excited to contribute to our mission.

Salary range

$230,000.00 — $260,000.00 USD

#LI-AO1

#LI-Hybrid

You will co-lead our most ambitious, high-stakes initiatives, navigating extreme ambiguity to deliver scalable solutions. You are a strategic partner to engineering leadership, capable of deep-diving into technical trade-offs with architects while simultaneously aligning multi-year roadmaps with executive stakeholders.

This role is based in Sunnyvale, CA.

You will…

• Strategic Execution: Drive the end-to-end delivery of Carbon’s most complex programs, ensuring tight integration between hardware engineering, software engineering, operations and product.
• Systemic Problem Solving: Coordinate cross-functional alignment to identify and resolve structural bottlenecks in the development process. You don't just fix the project; you fix the system that slowed the project down.
• Risk & Dependency Management: Proactively identify high-order risks across the development project. Map and manage complex dependencies between hardware lead times and software sprint cycles.
• Stakeholder Leadership: Serve as the primary point of contact for executive leadership regarding program health. Translate deep technical complexities into clear, strategic, and actionable business insights.
• Organizational Multiplier: Scale Carbon’s "Ways of Working" by implementing lean, high-impact frameworks and mentoring TPMs and engineers to improve overall execution velocity.

You have…

• 10+ years of experience in technical program management, with a proven track record of delivering complex, large-scale products.
• Experience leading cross-functional teams across hardware and software environments.
• Significant experience implementing best-in-class methodologies to accelerate technical development and delivery.
• Bachelor’s degree in Mechanical Engineering (preferred), Computer Science, or a related technical field, or equivalent practical experience.

Bonus Qualifications

• 6+ years of experience in a Senior or Staff-level TPM role within a high-growth tech or advanced manufacturing environment.
• Deep expertise in the full product development life cycle for integrated hardware/software systems.
• Demonstrated ability to influence organizational culture, engineering processes, and strategic decision-making without formal authority.
• While not required, prior experience in additive manufacturing, robotics, or complex hardware/software integration is a significant plus. We value candidates who can hit the ground running with an understanding of our unique technical constraints.

You do not need to match every listed expectation to apply for this position. Here at Carbon, we know that diverse perspectives foster the innovation we need to be successful, and we are committed to building a team that encompasses a variety of backgrounds, experiences, and skills.

By clicking the “APPLY FOR THIS JOB” button and submitting your job application, you agree you have reviewed the complete Privacy Notice for Employees, Independent Contractors and Job Applicants, which explains the categories of personal information we collect about you, the purposes for which the categories of personal information shall be used and your rights with respect to our use of such personal Information. 

At Carbon, we look at the person holistically and carefully consider a wide range of factors when determining salary. We are open to hiring at two different levels for this role; which will affect both the title and compensation. The Bay Area, CA compensation bracket for this position is $182,400 - $314,400. (per year). In order to maintain equitable internal pay practices, we aim to hire new employees near the midpoint of $228,000 to $262,000 taking into account your experience, work location, certifications, and the unique skills you bring to the role. If you are not based in our Sunnyvale office, the range above will be adjusted for the geographical differential associated with your actual work location.

For more information on how we modify your pay based on your location, please refer to our geographic differentials chart. 

Carbon also offers to our eligible employees a comprehensive total rewards package that includes equity, benefits, and time off programs. For details on our total rewards package, visit https://www.carbon3d.com/about/life-at-carbon.

#LI-Onsite  #LI-MRWC

The Finance & Accounting team at Carbon acts as the strategic engine of the company, driving sustainable growth through data-backed insights, rigorous financial planning, and operational excellence. We are a highly collaborative, forward-thinking group dedicated to equipping leadership with the visibility needed to scale the business efficiently.  We are critical to processes at the company related to Go-To-Market, Operations, and R&D.

We are seeking a highly analytical, strategic, and systems-oriented Head of FP&A to lead our financial planning, forecasting, and reporting functions. In this high-visibility role, you will partner directly with the CFO and cross-functional business leaders to drive top-line revenue planning, manage Board-level reporting, and modernize our financial systems. The ideal candidate is a hands-on leader who can seamlessly pivot from building complex scenario models to mentoring team members and presenting strategic insights to the executive team.

This role will report to the SVP, Finance. 

Note: This role is based in Sunnyvale starting Q2, and you will be expected to be in-office 3 days per week. 

Key Responsibilities:

• Strategic Planning & Board Reporting: Lead the annual budgeting, quarterly re-forecasting, and long-range planning cycles. Prepare comprehensive financial packages, narratives, and forecast updates for the Board of Directors (BOD) and executive leadership.
• Revenue & Cash Flow Modeling: Own and refine complex revenue models, pipeline conversion assumptions, and scenario planning. Partner with business unit leaders to align top-line targets with operational capacity.
• Systems & Process Optimization: Spearhead the ongoing implementation, administration, and optimization of our financial planning software (Drivetrain) to automate workflows, streamline data inputs, and enhance reporting capabilities.
• Business Performance & Analytics: Oversee the delivery of quarterly metrics reporting and routine Business Review packages. Ensure data integrity during month-end/quarter-end close processes in partnership with the Accounting team.
• Team Leadership: Manage, mentor, and develop the FP&A team (currently one direct report), conducting regular personnel reviews, guiding professional development, and fostering a culture of high performance and continuous improvement.
• Cross-Functional Partnership: Act as a trusted financial advisor to department heads, helping them understand their budgets, track variances, and make ROI-driven decisions.

Minimum Requirements:

• Bachelor’s degree in Finance, Accounting, Economics, or other quantitative field.
• 8+ years of progressive experience in corporate finance, FP&A, or investment banking, with at least 2+ years in a management or leadership capacity.
• Demonstrated experience preparing and presenting Board-level financial materials and executive dashboards.
• Advanced financial modeling skills with a deep understanding of full three-statement financial modeling, revenue forecasting, and unit economics.
• Hands-on experience administering and building models within modern Corporate Performance Management (CPM) tools (e.g., Anaplan, Pigment, Drivetrain, or similar).
• Exceptional communication and translation skills; ability to distill complex financial data into clear, actionable narratives for non-financial stakeholders.

Preferred Qualifications:

• MBA degree from an accredited institution
• CPA designation
• Proven track record of successfully leading a financial software implementation or transition from end to end.
• Experience operating in a fast-paced, high-growth environment with a strong ability to manage through ambiguity and shifting priorities.
• Deep expertise in data query logic, dashboard creation, and BI tools.

You do not need to match every listed expectation to apply for this position. Here at Carbon, we know that diverse perspectives foster the innovation we need to be successful, and we are committed to building a team that encompasses a variety of backgrounds, experiences, and skills.

At Carbon, we look at the person holistically and carefully consider a wide range of factors when determining compensation. The compensation bracket for this position is $240,800 - $361,200 per year. In order to maintain equitable internal pay practices, we aim to hire new employees near the midpoint of $301,000, taking into account your experience, work location, certifications, and the unique skills you bring to the role. 

Your actual salary will be based on your experience, work location, certifications and the unique skills you bring to the role. If you are not based in our Sunnyvale office, the range above will be adjusted for the geographical differential associated with your actual work location.

Carbon also offers to our eligible employees a comprehensive total rewards package that includes equity, benefits, and time off programs.

For more information on how we modify your pay based on your location, please refer to our geographic differentials chart.  For details on our total rewards package, visit https://www.carbon3d.com/about/life-at-carbon.

#LI-MRWC  #LI-Hybrid

Sales at Brex

Sales is the growth engine at Brex. We bring in new customers, expand existing relationships, and drive the company’s bottom line. With unlimited territories and uncapped opportunity, your ambition sets the ceiling. We win together, celebrate often, and reward performance. If you want to sell a category-defining product with real ownership, this is your team.

What you’ll do

As a Senior Client Sales Executive, you’ll own a portfolio of high-value accounts within Brex’s Enterprise segment. Your role will be pivotal in fostering business expansion and ensuring sustained client success through disciplined execution, strategic influence, and consultative engagement.

Where you'll work

This role will be based in our San Francisco office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of two coordinated days in the office per week, Wednesday and Thursday. Starting February 2, 2026, we will require three days per week in office - Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!

Responsibilities

• Drive revenue growth across your book by strategically increasing card adoption and expanding client use of Brex’s Spend Management suite (Expense Management, Bill Pay, Travel, and global payments)
• Drive long-term retention by understanding client health and business needs, proactively developing and executing strategies to mitigate churn risk and solidify partnerships
• Proactively identify and prioritize expansion opportunities by analyzing account performance, usage headroom, and competitive signals
• Lead renewal and expansion cycles end-to-end, from early account strategy through negotiation and close, ensuring strong commercial outcomes
• Build executive-level relationships and multi-thread across stakeholders (finance, procurement, and operations) to strengthen account resilience, act as a trusted advisor, and uncover new areas for adoption and growth
• Operate with ownership, anticipating client needs, addressing risks early, and taking accountability for revenue and retention outcomes
• Partner cross-functionally with Customer Success, Solutions Consultants, Underwriting, RevOps, and Product to deliver unified client outcomes
• Maintain rigorous sales discipline with consistent pipeline hygiene, accurate forecasting, and comprehensive account planning.
• Surface insights and advocate for clients internally, influencing product roadmap and operational improvements
• Solve complex problems with judgment and creativity, converting competitive threats or risks into opportunities for retention and expansion

Requirements

• 5+ years of B2B closing experience in SaaS, payments, or financial technology
• Proven success managing enterprise-level accounts with complex deal cycles, executive engagement, and multi-threaded relationships
• Consistent record of exceeding quota and delivering top performance in competitive sales environments
• Demonstrated mastery of renewal and expansion cycles, including high-value negotiations and competitive displacements
• Track record of driving net revenue growth through upsell, cross-sell, and adoption of multi-product solutions
• Proficiency with sales tools and systems such as Salesforce, Outreach, and Gong, with strong pipeline and forecast discipline

Preferred qualifications

• Deep knowledge of corporate cards, underwriting, rewards, or credit risk management
• Experience selling financial operations platforms (expense, travel, AP, or global payments)
• Recognition as a top performer (President’s Club, top stack rank, etc.) in prior roles
• Exposure to enterprise procurement processes and competitive SaaS/fintech sales cycles

Compensation

The expected OTE range for this role is $207,000 - $258,000. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance.  Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.

What We're Looking For

We are looking for an Account Executive with experience selling highly technical, developer-focused products to CTOs, VPs of Engineering, software engineers, researchers, and/or data scientists. You thrive in a fast-paced, start-up environment focusing on every step of the sales process, from prospecting, qualifying, and nurturing leads to running demos, negotiating contracts, and closing deals. We want someone who thinks about how to uncover and address our customers’ problems to drive customer acquisition while feeding their requirements back to inform the product roadmap.

This role is based out of our New York City office, with an in-office requirement of at least 3 days per week and occasional team and company offsites.

What You’ll Do

• Build an understanding of our target markets, value proposition, and pricing models to not only meet but exceed quarterly revenue targets.
• Focus on high-quality, consistent outbound prospecting across key market segments to build the sales pipeline and optimize the customer funnel.
• Qualify and develop both inbound and outbound sales leads.
• Collaborate with the product, engineering, and marketing teams to continuously improve and iterate on the sales process.
• Analyze industry trends and customer segmentation to identify and capitalize on new sources of qualified leads.
• Work alongside the marketing team to increase the number and quality of inbound leads.
• Champion data integrity and accuracy using HubSpot to track activity and manage sales opportunities through the funnel.

What You’ll need

• 5+ years of experience as an Account Executive or in a similar sales role, selling technical or developer-focused products to technical audiences.
• Familiarity with the machine learning, AI, or software development ecosystem, and an ability to grasp complex technical concepts.
• Proven track record of meeting or exceeding revenue targets in a fast-paced startup environment.
• Experience with outbound prospecting, qualifying leads, running demos, and closing deals is essential.
• Ability to uncover customer pain points, articulate value propositions, and effectively address objections to drive solutions.
• Strong interpersonal skills to work cross-functionally with leadership, product, engineering, and marketing teams.
• Proficiency with HubSpot or a similar CRM to track activity, manage the sales pipeline, and ensure data integrity.
• Solid understanding and application of a sales methodology (e.g., MEDDIC, Challenger, or Sandler) with the ability to tailor approaches to different customer needs and scenarios.

Compensation

This role offers $300K OTE, with a 50/50 base/variable split, in addition to meaningful equity. 

About the role

We are looking for a software engineer with expertise in calibration systems for autonomous vehicles or mobile robots. Your contributions will focus on designing and building a calibration pipeline for a growing fleet of vehicles. You will contribute towards a critical foundational piece of our AV program by ensuring that every vehicle is able to leverage a multi-sensor, multi-modal representation of the world to navigate through it. In this role you will exercise engineering excellence to unlock both developer and production workflows at scale.

In addition to your engineering contributions, by working in our dynamic and customer-focused team culture, you will contribute to and learn from best practices in the nascent autonomy industry. We move fast and we focus on excellence, for our products and for our business. If you are hands-on and looking for a place to have a multiplying effect on making autonomous systems a reality, Applied is the place for you! 

At Applied Intuition, you will:

• Implement a software pipeline which enables calibration of sensor intrinsic and extrinsic parameters for a variety of vehicles of different sensor configurations
• Design processes to manage the lifecycle and deployment of calibrations besides operations around data collection, processing and evaluation 
• Work across teams, interface closely with and contribute to the core calibration algorithm team at Applied 
• Have an opportunity to build state-of-the-art algorithms for both offline calibration in the factory / lab and online calibration to account for sensor variation due to temperature or other on-road and off-road conditions
• Enable sensor fusion and work with a variety of sensors including Camera, Lidar, Radar, IMU, GNSS, and more
• Drive an excellent product experience by designing a user-friendly Calibration procedure, as well as exposure of online Calibration status through HMI integration

We're looking for someone who has:

• 2+ years of experience building software components or (sub) systems that address practical engineering challenges
• Hands-on experience with one or more domain relevant algorithm, software framework or tools, such as calibration, middleware, benchmarking suites, data sets and related pipelines, or algorithmic libraries
• C++ and/or Python programming expertise
• Willingness to learn and be a self starter, and can quickly become comfortable with new technical tools
• Passion for turning their software development expertise into solving real-world applications of autonomous system

Nice to have:

• MSc in calibration, state-estimation, optimization, or closely related field
• Understanding of the core calibration concepts, world representations and transforms, optimization, the intersection of perception and state-estimation, and noise characteristics of various sensors
• Experience doing hands-on work in relevant state-of-the-art offline and online calibration algorithms, and experience with both early and late stage sensor fusion for state estimation. 
• Understanding of inertial and perception sensors, state of the art industry solutions, and common approaches for production systems
• Experience building and shipping software frameworks or tools that are used by others than the authors of the framework

Compensation at Applied Intuition for eligible roles includes base salary, equity, and benefits. Base salary is a single component of the total compensation package, which may also include equity in the form of options and/or restricted stock units, comprehensive health, dental, vision, life and disability insurance coverage, 401k retirement benefits with employer match, learning and wellness stipends, and paid time off. Note that benefits are subject to change and may vary based on jurisdiction of employment.

Applied Intuition pay ranges reflect the minimum and maximum intended target base salary for new hire salaries for the position. The actual base salary offered to a successful candidate will additionally be influenced by a variety of factors including experience, credentials & certifications, educational attainment, skill level requirements, interview performance, and the level and scope of the position.

Please reference the job posting’s subtitle for where this position will be located. For pay transparency purposes, the base salary range for this full-time position in the location listed is: $180,000 - $250,000 USD annually. 

Partner Marketing Manager, Technology Partnerships

About the Role

As a Partner Marketing Manager for Technology Partnerships, you will be the demand generation architect behind Okta’s most strategic ISV partnerships. You are not just a marketer; you are a business leader responsible for defining how Okta and our leading technology partners win together in the market.

Reporting to the Senior Director of Global Partner Marketing, you will operate with a high degree of autonomy, leading the end-to-end GTM strategy for a portfolio of Tier-1 technology partners. You are responsible for bringing joint innovation to market—including the development and launch of AI integrations with large platform partners—and ensuring these efforts translate into measurable pipeline and revenue impact. You will bridge product and sales, connecting technical integrations to clear customer value and scalable go-to-market execution.

Key Responsibilities

Strategic GTM & Field Activation

• Own the Strategy: Develop and execute the joint marketing strategy for Okta and with key ISV partners including Zscaler, Crowdstrike, Google and more, to drive new leads, increase consumption, and amplify our message in the market.
• GTM Narrative Activation: Partner with Product Marketing to "field-proof" joint messaging. You are responsible for taking high-level technical value propositions and transforming them into actionable, high-conversion marketing assets (e.g., co-branded pitch decks, solution briefs, and sales plays) that resonate with Okta’s global sales force.
• Integrated Campaign Architecture: Lead the design and global rollout of complex multi-partner and multi-channel "Always-On" marketing programs to create unified messaging, value propositions, and joint campaign architecture that captures new market opportunities. You own the strategy for how the joint solution is positioned across webinars, digital demand gen, and major third-party events (e.g., RSAC, Zenith Live, Fal.Con).
• AI Integration Launches: Support the GTM strategy and execution for joint AI integrations with large platform partners, from launch planning through field activation. Ensure these innovations are clearly positioned, enabled for sales, and translated into scalable demand generation and pipeline impact.
• Market Positioning: Act as the subject matter expert (SME) on the competitive landscape of your partner category, ensuring Okta remains the "integration of choice" for the ecosystem.
• Ecosystem Campaign Intelligence: Monitor the performance of joint marketing plays and provide a "feedback loop" to PMM and Product. You identify which narratives are actually driving pipeline in the field and which need to be pivoted based on real-world buyer behavior.

Ecosystem Scale & Influence

• Executive Alignment: Build and maintain high-level relationships with marketing and product leaders at partner organizations to secure premium sponsorship, co-marketing budget, and roadmap alignment.
• Influence and Align Cross-Functionally: Embed our ISV partnerships within Okta’s highly cross-functional working teams, collaborating across alliances, product marketing, field marketing, demand gen, content, PR, and social.
• Global Playbook Development: Design "Scale" packages—repeatable marketing assets and frameworks—that allow regional marketing teams in EMEA and APJ to execute partner motions with speed and consistency.

Revenue & Performance Management

• Pipeline Accountability: Own the "Partner-Influenced Pipeline" and “Marketing Attached” targets. You will be responsible for the health of the funnel generated through co-marketing activities.
• Data-Driven Optimization: Utilize SFDC, Tableau, and Crossbeam to track ecosystem overlap, measure campaign attribution, and provide regular "State of the Union" reports to leadership. 

Qualifications

• Strategic Experience & Domain Expertise: 6+ years of experience in B2B tech marketing or alliances, ideally within high-growth SaaS environments. You possess a deep understanding of the Identity, Security, or Cloud Infrastructure landscape and can comfortably navigate technical concepts and translate them into business value.
• GTM Orchestration & "Big Picture" Thinking: Proven ability to move beyond one-off tactics to build global "marketing engines." You think in systems and playbooks, with a demonstrated knack for re-imagining how Okta and our partner ecosystem deliver compounding value to customers.
• The "Own It" Mentality: A proactive, high-autonomy leader with a bias for action. You exhibit the rare ability to think strategically about full-funnel pipeline development while remaining "hands-on" to troubleshoot tactics and ensure initiatives deliver tangible ROI.
• Exceptional Influence & Communication: A natural storyteller and persuasive communicator. You are skilled at distilling complex technical integrations into punchy, benefit-driven messaging and are equally effective at presenting to C-suite stakeholders as you are to technical audiences.
• Cross-Functional Leadership Excellence: Mastery of the matrixed environment. You have a proven track record of leading "v-teams" (virtual teams) across PMM, Enablement, and Alliances without direct authority, driving alignment and execution across diverse internal and external stakeholders.
• Educational Foundation: Bachelor’s degree in Marketing, Business, or a related field; or equivalent practical experience in the technology sector.

#LI-Hybrid

(P12589_3413813)

Sales at Brex

The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers. Our winning culture recognizes big team wins and celebrates individual accomplishments. We ensure that top performers are recognized and have built a competitive environment to motivate and unify the team.

What you’ll do

As an Enterprise Account Executive, you will be a part of a critical sales team at Brex focused on expanding our reach into the Enterprise segment. This team is tasked with hunting large, strategic, global new clients for Brex and communicating the value of our industry leading Financial Operating System (Corporate Credit Card, Expense Management, Procurement, Travel, etc.) If you enjoy working in a creative, competitive environment while helping customers accelerate their growth, this role is for you!

Where you'll work

This role will be based in our SF office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!

Responsibilities

• Deal Cycle Management: Leverage your personal network alongside strategic, creative prospecting methods in order to identify decision makers and break into Enterprise customers. Own full sales cycle including everything from prospecting, discovery, demo, deal administration, and closing
• Pipeline Management: Act with urgency to build and manage a robust Enterprise sales pipeline, ensuring a steady flow of qualified leads and opportunities. Proactively organize and autonomously prioritize opportunities at different stages of the funnel
• Value Selling: Expertly articulate the unique value proposition of Brex’s products and services, utilizing strategic thinking to align solutions with customer needs and solve complex business challenges. Leverage case studies, competitive intel, and independent research to position Brex as a premier product 
• Problem Solving: Act as a trusted advisor to customers, addressing their pain points and delivering innovative solutions that drive business growth/value. Adapt and thrive in ambiguity regardless of customer size or industry
• Cross-Functional Collaboration: Collaborate effectively with cross-functional teams including Sales Development, Product, Legal, Deal Desk, Underwriting, and Pre-Sales to ensure a seamless customer experience. Quickly create impactful change to our product by communicating customer needs and pain points and drive alignment internally

Requirements

• 6+ years of B2B SAAS closing experience in a net-new logo acquisition environment
• Experience closing deals with F1000 customers and Large Enterprise Organizations with a minimum 1,000 global employee base
• Familiarity selling SAAS products/solutions and effectively communicating the value/ROI
• Consistent quota attainment and track record of being a top 10% performer
• Ability to independently conduct a product demo 
• Bachelor’s degree 

Bonus points

• Familiarity selling financial software (Expense Management, ERP, AP Automation, T&E, Accounting Software, etc.)

Compensation

The expected OTE range for this role in SF, NYC, SEA, is $294,000 - $325,000. The expected OTE range for this role in SLC is $200,000 - $240,000. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance.  Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.

The role:

As the Senior Regional Marketing Manager – Americas, you will play a pivotal role in driving Armis’ growth by building and executing high-impact regional marketing programs that align field sales, strategic partners, and corporate campaigns.

This role focuses on accelerating pipeline, increasing account penetration, and strengthening territory performance across enterprise and strategic accounts. You will partner closely with regional sales leaders, partner teams, and corporate marketing to design and execute programs that elevate Armis’ market presence in cyber exposure management and asset intelligence.

Reporting to the Senior Director, Global Partner & Americas Regional Marketing, this is a highly visible role with direct influence on revenue generation and regional performance.

What you'll do:

Pipeline Growth & Territory Acceleration

• Develop and execute comprehensive regional marketing strategies that drive pipeline creation, expand existing accounts, and improve territory health.
• Align regional programs with corporate campaigns, product priorities, and sales objectives.
• Identify market trends and competitive dynamics within cybersecurity to continuously evolve and optimize field programs.

Multi-Channel & Account-Based Marketing

• Execute integrated campaigns leveraging email, digital, LinkedIn, and ABX tactics.
• Partner with content and digital teams to tailor messaging and assets for regional and partner-led engagement.
• Drive 1:1 and 1:few Account-Based Experience (ABX) initiatives to deepen buying group engagement within strategic accounts.

Executive & Field Event Strategy

• Lead Armis-branded executive events, regional programs, partner co-marketing initiatives, and third-party industry conferences.
• Deliver high-touch experiences (including executive roundtables and CISO-focused engagements) that strengthen relationships and generate demand.
• Own end-to-end execution, ensuring seamless logistics, clear messaging, and measurable pipeline impact.

Sales & Partner Alignment

• Partner with regional sales leaders to identify priority accounts and design account-based and territory-based marketing programs.
• Collaborate with partner and alliance teams to develop joint initiatives that expand reach and accelerate co-sell opportunities with our partner ecosystem.
• Build scalable, repeatable regional programs that support Armis’ cyber exposure management positioning across IT, OT, IoT, healthcare, and cloud environments.

Performance & ROI Optimization

• Establish clear KPIs tied to pipeline creation, influence, and acceleration.
• Track campaign and event performance, using data-driven insights to refine strategies and maximize ROI.
• Manage regional marketing budgets responsibly, ensuring investment is aligned to pipeline impact.
• Serve as the primary marketing liaison to the Americas Sales team, aligning on pipeline targets and regional priorities.

What we expect:

• 5+ years of experience in field marketing, regional marketing, or demand generation within B2B technology (cybersecurity preferred).
• Proven ability to drive measurable pipeline impact through regional and partner marketing programs.
• Strong understanding of enterprise sales cycles, ABM/ABX strategies, and executive engagement.
• Experience working closely with sales leadership and cross-functional stakeholders.
• Proficiency with marketing automation platforms (Marketo), Reporting (DOMO), CRM (Salesforce), and ABM tools (e.g., 6sense, LinkedIn Campaign Manager).
• Strong analytical mindset with experience measuring pipeline influence and marketing ROI.
• Exceptional project management and organizational skills.
• Clear, confident communicator with a collaborative, solutions-oriented approach.

This role is ideal for a strategic yet hands-on marketer who thrives in a fast-paced cybersecurity environment, enjoys partnering closely with sales and partners, and is passionate about building scalable regional programs that strengthen Armis’ leadership in cyber exposure management.

Salary range guidance for this position is: $130,000-$170,000 per year.

The salary range listed does not include other forms of compensation or benefits (e.g. i.e. bonuses, commissions, stocks, health insurance benefits, etc.) offered to candidates. Visit our careers site for more information on benefits at Armis.

About Team & About Role:

Rubrik’s sales organization is a united group of elite cross-functional sales professionals that help companies & government entities achieve resilience against cyberattacks, malicious insiders, and operational disruptions. We offer continuous professional development through our world class sales enablement program and our One Rubrik selling approach provides all the resources you need to exceed your goals, maximize your earnings potential and take your career to the next level. All this while doing something that truly matters, protecting the world's data.

As a Strategic Account Executive, you will have ownership of all elements of bookings growth in new and existing accounts across the northwest region. We are seeking a relentless self-starter who is hyper-focused on acquiring new logos by discovering and developing new opportunities, managing pipeline and executing account strategies, while also encouraging existing customer expansion. The AE must drive pipeline generation daily while working with Sales Engineers, Sales Development, Channel Development and Rubrik Channel Partners to exceed sales quotas.  

What You’ll Do:

• Define and execute sales plans for the assigned territory to meet and exceed quota through prospecting, qualifying, managing and closing sales opportunities
• Develop and manage sales pipeline to move a large number of strategic transactions through the sales process
• Identify and close new opportunities for growth working with a mix of mid-enterprise accounts
• Present Rubrik, Inc. solutions within complex data center design environments
• Co-sell and strategize with partners, distributors and VAR’s to enable rapid growth
• Provide Rubrik, Inc. management with feedback about the local market opportunity and identification of new business opportunities and channel partnerships

Experience You’ll Need:

• 5 years Tech sales experience (selling either IT Infrastructure or SaaS Security)
• Consistent track record landing “net new logos". WE NEED HUNTERS.
• Strong track record of performance selling to many accounts across various verticals.
• Understanding and experience working with channel
• Consistent overachievement
• Highly driven, goal oriented "get it done" attitude
• Experience selling a complex solutions

#LI-CG1

About Team & About Role:

Rubrik’s sales organization is a united group of elite cross-functional sales professionals that help companies & government entities achieve resilience against cyberattacks, malicious insiders, and operational disruptions. We offer continuous professional development through our world class sales enablement program and our One Rubrik selling approach provides all the resources you need to exceed your goals, maximize your earnings potential and take your career to the next level. All this while doing something that truly matters, protecting the world's data.

As Product Line Specialist Cloud Account Executive, you will have ownership of all elements of bookings growth in new and existing accounts across an assigned region. We are seeking a relentless self-starter who is hyper-focused on acquiring new logos by discovering and developing new opportunities, managing pipeline and executing account strategies, while also encouraging existing customer expansion. The AE must drive pipeline generation daily while working with Core Account Executives, Sales Engineers, Sales Development, Channel Development and Rubrik Channel Partners to exceed sales quotas. 

The PLS AE is a technical sales professional characterized by intimate understanding of their specific product, the pain it resolves, the competitors, market, qualification, objections, and value proposition. Through a quantity of focused interactions they become exceedingly specialized and competent in their discipline making great impressions on prospects and core sales team alike. They own the product number, are hungry to overachieve it. Their success is ensured by their expertise, their champion building, and their high level of effective activity. They champion and evangelize their product in the field, internally and externally, and with our resellers. They are the point of contact for PnP, PM, PMM as a consolidated voice of field and customer.  

What You’ll Do: 

• Define and execute sales plans for the assigned territory to meet and exceed quota through prospecting, qualifying, managing and closing sales opportunities
• Develop and manage sales pipeline to move a large number of strategic transactions through the sales process
• Identify and close opportunities for growth working with a mix of mid-enterprise accounts
• Present Rubrik, Inc. solutions within complex data center design environments
• Co-sell and strategize with direct field team, partners, distributors and VAR’s to enable rapid growth
• Provide Rubrik, Inc. management with feedback about the local market opportunity and identification of new business opportunities and channel partnerships

Preferred Qualifications:

• 3+ years field tech sales experience (selling IT Cloud Infrastructure, SaaS Security or NAS Cloud related products)
• Consistent track record landing “net new logos". WE NEED HUNTERS.
• Strong track record of performance selling to many accounts across various verticals.
• Understanding and experience working with channel
• Consistent overachievement
• Highly driven, goal oriented "get it done" attitude
• Experience selling a complex solutions

#LI-DNI 

What You’ll Do

The Sr. Manager, Foundry Strategic Design Alliances & Ecosystem Sales will report to the Head of Foundry Strategic Design Alliances & Ecosystem Sales, and will focus on building a customer pipeline to scale the revenue associated with (i) Samsung Foundry’s Design Solution Partners (DSPs) and (ii) other strategic design houses, to further expand Samsung Foundry’s North America business. 

This position is based in San Jose, CA, USA but will require extensive collaboration across the organization, including with sales/account managers, business development, design ecosystem and counter-parts in Headquarters as well as external Design Solution Partners (DSPs). 

The candidate will be the primary link between Samsung Foundry and the US design community. Your mission is two-fold: (i) Scale the revenue and technical capability of our existing Design Solution Partners (DSPs) and (ii) identify strong non-DSP Strategic Design Houses to pull into high-value projects. You will own the commercial and operational success of multiple design projects from the initial pitch (Pre-D/A) to the final silicon delivery (Post-D/A).

The successful candidate should have the key skills required for the job, including strong business strategy formulation with customers and external partners, with solid understanding of the semiconductor foundry, ASIC and OSAT landscape.  Additionally, the candidate must be comfortable solving problems even when data is incomplete, as well as working in a fast-paced and dynamic environment. 

Location: Onsite at our San Jose headquarters 5 days a week with an average of 10 % travel per month

Reports to: Sr Dr, Foundry Business Strategy 

• Drive incremental revenue specifically through DSP/Strategic Partner engagements
• Lead the 3-way communications/negotiations between Samsung Foundry, design partner, and the end-customer to secure design awards.
• Lead monthly meetings and yearly business review meetings with DSP leadership to align on project status, sales targets and resource allocation for Samsung-bound projects
• Own the technical and commercial proposal, ensuring PPA targets and NRE costs are competitive and realistic
• Act as the executive account manager through the design flow, after securing the design-award
• Ensure the design house stays on track for tape-out and manage the hand-off to the fab. If a project hits a snag in physical design or sign-off, you are the first responder
• Drive strategy alignment with Headquarters counterparts plus execute and track overall progress
• Understand overall ASIC and Design House competitive landscape especially for advanced technology node (14nm and below)
• Qualify new business opportunities with the DSPs and formulate joint opportunity attack plan
• Support creation of CEO/EVP and board-level analysis for strategy meetings.
• Complete other responsibilities as assigned.

What You Bring

• Bachelors in Electrical Engineering, Physics, or related Physical Science with 10+ years of experience or Masters in Electrical Engineering, Physics or related Physical Science with 8+ years of Industry Experience in Electrical Engineering, Physics, or related Physical Science with 7+ years of Industry Experience Preferred.  Master in Business Discipline with Engineering-related degree is a PLUS!
• Semiconductor industry experience, with exposure to system designs, semiconductor foundry, design services, ASIC and EDA or IP business.
• Knowledge of Processors and ASICs used in hyperscale data centers, AI ASICs, Automotive and other emerging end markets
• Excellent communicator with good personality
• Solid PowerPoint and presentation skills
• An avid learner, you approach challenges with curiosity and resilience, seeking data to help build understanding
• You’re excited about leading complex, multi-party negotiations and you know how to align incentives so that everyone (SF, DSP, customer) feels like they won
• You’re collaborative, building relationships, humbly offering support and openly welcoming approaches
• Innovative and creative, you proactively explore new ideas and adapt quickly to change

#LI-KS1

We are seeking a Technical Marketing Senior Manager to join our System LSI - Custom SoC Sales and Business Development Team in San Jose, CA.  In this role, you will be responsible for identifying new opportunities for custom SoC (ASIC) business, conducting pre-shaping activities including technical requirements review and commercial discussions with potential customers, and building relationships with customers across the US market. This customer-facing role is highly cross-functional, where you will also manage day-to-day account management activities on both the technical and business sides with internal and external teams. We are seeking a high- energy professional with strong communication skills towards internal stakeholders and customers, as well as the ability to lead and develop new processes and ideas.  The successful candidate will thrive in a fast-paced, dynamic environment and be able to develop strategic relationships with customer teams. 

Location:  Daily onsite presence at our San Jose headquarters in alignment with our Flexible Work Policy

Job ID: 42912

What You’ll Do

• Support the design-in activities and business operations by working with cross-functional teams across Engineering, Sales and Marketing teams to secure customer engagements.
• Act as local support interface for US customers for existing accounts and ongoing programs.
• Engage in engineering & commercial discussions with customers.
• Market survey and developing new customers and applications.
• Act as local POC for engineering/commercial VOC collecting and leading issue resolving by circling back internally with right internal POC.
• On-going and future projects reporting to both US and Korea Executives.
• Build relationships with internal stakeholder teams such as Marketing, Sales, Product Planning and development teams to know and understand S.LSI’s differentiated offerings and strategies.
• Work with customer teams to map their requirements to S.LSI offerings, identify potential gaps, and champion their cause by driving internal development teams to address their needs and deliver technical solutions.
• Develop and build relationships with customers’ teams to understand their technology needs, application requirements and jointly define the best silicon/platform solutions to enable customer’s products.

What You Bring

• Highly Technical Background with deep business acumen and the ability to synthesize technical and business information into clear, compelling executive-level presentations that influence internal and external stakeholders.
• Bachelor’s Degree in Engineering, Business, or related discipline and 10+ years of experience, or Master’s and 8+ years of experience. 
• Technical sales and/or Marketing experience, management experience, technical/customer program management, or field applications engineering experience.
• Both Pre and Post Sales Customer Support.
• Good understanding of Semiconductor Industry, especially in SoC (System on Chip).
• Understanding or past experience with ASIC design and manufacturing flow, including advanced packaging is a Plus.
• Ability to analyze customer’s problem and needs from the component to system and application level based on customer’s requirements and purpose the solution that maps out to Samsung LSI’s offering.
• Frequent work and meetings are required with Korea.
• Korean language proficiency is a plus but not required.
• You’re inclusive, adapting your style to the situation and diverse global norms of our people.
• An avid learner, you approach challenges with curiosity and resilience, seeking data to help build understanding.
• You’re collaborative, building relationships, humbly offering support and openly welcoming approaches.
• Innovative and creative, you proactively explore new ideas and adapt quickly to change.

#LI-MD1

Sales at Brex
Sales is the growth engine at Brex. We bring in new customers, expand existing relationships, and drive the company’s bottom line. With unlimited territories and uncapped opportunity, your ambition sets the ceiling. We win together, celebrate often, and reward performance. If you want to sell a category-defining product with real ownership, this is your team.

What you’ll do
As a Banking Relationship Manager on our newly formed Banking Team, you will have the opportunity to partner directly with Founders, Co-Founders, C-Suite Executives, VPs of Finance, and Controllers to continue generating net-new revenue by optimizing their adoption of our business account suite of products. As a foundational member of the team, you will work closely with our customers to upsell our checking, treasury, and sweep products to ultimately increase total AUM for Brex, a pivotal opportunity for Brex's overall growth.

You will have the opportunity to work with all sizes of companies, ranging from small startups that are just starting to scale, all the way up to large mid-market and enterprise customers. 

Where you'll work
This role will be based in our San Francisco or New York City office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of two coordinated days in the office per week, Wednesday and Thursday. Starting February 2, 2026, we will require three days per week in office - Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!

Responsibilities

• Work with existing card only customers to upsell our business account suite of products (checking/treasury/sweep)
• Assist in creating Security Account Control Agreements (SACA) or Cash Covenants to provide higher credit limits to our customers
• Become trusted account advisors by managing accounts and being strategic in both inbound and outbound sales
• Engage with businesses at all points of the sales cycle - including prospecting, product demonstrations, onboarding, and closing
• Develop strategic plans with cross-functional team members to drive adoption of our products, more AUM, and higher revenue for the company
• Focus on self-development with daily training and enablement
• Work closely with Account Executives, Relationship Managers, Customer Success, and Client Sales to bring in referrals

Requirements

• 3+ years of outbound sales experience in financial services, fintech, or with early stage companies
• Excellent communication skills to drive conversations with Executive C-Suite decision makers
• Experience carrying quota and a proven track record of hitting and exceeding quotas
• B.A or B.S degree from a 4-year university

Bonus points

• Series 7 & 63 license (active or able to be re-activated)
• Familiarity with sales tools such as Gong, Salesforce, Outreach, etc. 

Compensation
The expected OTE range for this role is USD $132,888 - $166,110. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.

We’re looking for an Account Executive, Enterprise Sales to help us develop and close new business with Hootsuite customers within our landmark industries. You will work in a fast paced sales environment selling Hootsuite solutions to prospective customers. This role is a full sales cycle role from opportunity creation to close.  You will be responsible for owning your own pipeline and generating outbound opportunities with companies that could benefit from Hootsuite as their social media management partner. This is a remote-first role and is open to applicants located within Canada or the United States where we comply with our legal hiring entities. In this role, you will report to the Manager, Enterprise Sales. 

WHAT YOU’LL DO:

• Successfully acquire new enterprise sized business customers within our landmark industries in order to achieve individual quota targets. You will be required to also prospect and generate your own outbound leads.
• Navigate sales cycles from value creation to negotiation and closing, and present the value of our solutions to prospective senior level customers. Build trust with C-suite and senior executives, leading strategic, high-impact conversations that uncover business priorities, align solutions to executive objectives, and drive long-term partnerships.
• Take ownership of your quarterly target by crafting and executing a strategy in order to identify, generate and develop net new sales pipeline and achieve/exceed quota targets. Accurately forecast sales activity and revenue attainment.  
• Proactively seek out insightful market and industry information in order to effectively develop rapport with enterprise customers. Recommend relevant solutions by offering a unique product mix from the range of Hootsuite products to solve clients business challenges.  Recommend appropriate third party partner solutions to meet customer needs and build a differentiated pitch for our customers.
• Deliver product presentations and demos to potential customers, showcasing a range of solutions that provide maximum benefit to the customer. Complete RFI/ RFP and other supplier technical requirement documents.
• Partner with our pre & post sales teams to navigate roadblocks and objections, ensuring customer success and long term value for the customer.
• Based on regional needs, craft and generate expansion strategies for existing customers; present the value of our solutions to all levels of prospective customers; look for opportunities to adopt additional products and introduce sales team members to additional internal buyers for cross-sell opportunities.
• Partner with Sales Development Representatives to plan approaches to your accounts and work together to build outbound pipelines.
• Manage, track and report sales activities and results through Salesforce, Sales Navigator and 6Sense
• Travel to see prospects and deliver presentations to stakeholders, ability to coordinate these presentations and workshops with leadership support.
• Facilitate a warm handoff to the implementation and customer teams following the close of the initial customer sale to ensure a smooth customer transition and onboarding.
• Perform other related duties as required.

WHAT YOU’LL NEED:

• Considerable relevant B2B sales experience (experience in software considered an asset); proven ability to achieve or exceed assigned quotas. Social listening experience an asset.
• Ability to focus on client business value, return on investment, and customer solutions (not features-focused selling).
• Demonstrated outbound sales experience, including ability to generate pipeline through proactive prospecting, cold outreach, and strategic outbound campaigns.
• Skilled in crafting and executing sales plans for assigned territories or verticals, including building account strategies, identifying new opportunities, and consistently driving top-of-funnel activity to meet and exceed revenue targets.
• Open Communication: clearly conveys thoughts, both written and verbally, listening attentively and asking questions for clarification and understanding
• Commitment to Results: Consistently achieving results, demonstrating high performance and challenging self and others to deliver results.
• Customer Focus: Demonstrates a desire to proactively help and serve internal/external customers meet their needs.
• Negotiation: Successfully obtains commitment to a solution or idea, while maintaining integrity and relationships.
• Perseverance: Pursues everything with energy, drive, and a need to finish—doesn’t give up.

WHO YOU ARE:

• Solution seeker. You’re focused on tackling new challenges, solving problems, and moving the business forward—and you don’t wait to be asked.
• Lifelong learner. You have a growth mindset – you’re here to learn, experiment, seek, apply, and provide feedback, share what works with your team, and move on from what doesn’t.
• Resilient adapter. In the face of change and challenges, you bring a thoughtful, calm approach, and a focus on finding the new opportunity.
• Intentional collaborator. You build positive working relationships across the business, bringing people together to foster new opportunities and to facilitate the efficient flow of information.
• Critical challenger. You have the trust in your team to ask difficult questions in order to get to the best end result.
• Active communicator. You listen actively and communicate ideas and information clearly, inclusively, and proactively.
• Integrated thinker. You look beyond your role and responsibilities to understand how your team’s work drives broader organizational goals.
• Accountable owner. You take pride in the work you’re responsible for with a mindset of ultimate accountability and reliability for the outcomes.
• Bar-raiser. You step up to help your team grow and succeed, even when that means going beyond what might be expected.

In all we do, our six guiding principles light the way:

Step Up: Dare to go beyond the expected to achieve greatness. #StepUp

One Team: Make Hootsuite a place we soar together by respecting each other's individuality, building trust, and showing up for the team. #OneTeam #FreeToBeMe

Customer Obsessed: Focus relentlessly on helping our customers succeed. #CustomerObsessed

Go Fast, Be Agile: Widen our competitive advantage by committing to speed and simplicity over perfection and complexity. #GoFastBeAgile

Play to Win: Commit to building an incredible, profitable company for our customers, our employees, and our stakeholders. #PlayToWin #NoExcuses

Neighbours & Allies: Give back to our communities and be an ally. #SocialForGood #Allies

Accommodations will be provided as requested by candidates taking part in all aspects of the selection process.

This posting is for a current vacancy for which we are actively hiring.

#LI-NS1, #LI-Remote

We’re looking for a Senior Account Executive, Enterprise Sales to help us develop and close new business with larger enterprise customers within our landmark industries. You will work in a fast paced sales environment selling Hootsuite solutions to prospective customers. This role is a full sales cycle role from opportunity creation to close.  You will be responsible for owning your own pipeline and generating outbound opportunities with companies that could benefit from Hootsuite as their social media management partner. This is a remote-first role and is open to applicants located within Canada or the United States where we comply with our legal hiring entities. In this role, you will report to the Manager, Enterprise Sales.

WHAT YOU’LL DO:

• Successfully acquire new enterprise customers within our landmark industries in order to achieve and exceed individual quota targets.  Develop and execute an industry-specific account growth strategy in order to identify, generate and develop a net new sales pipeline.
• Take ownership of your quarterly target by crafting and executing a strategy in order to identify, generate and develop net new sales pipeline and achieve/exceed quota targets. Accurately forecast sales activity and revenue attainment.
• Lead longer end to end sales cycles from value creation to negotiation and closing, and present the value of our solutions to senior and C-suite prospective customers. Lead strategic, high-impact conversations that uncover business priorities, align solutions to executive objectives, and drive long-term partnerships. Manage complex, global evaluations and manage stakeholders in different regions and departments.
• Proactively and strategically seek out market information and understand the product-market fit in order to effectively develop rapport with customers.
• As a subject matter expert in Social Media Management and in our customers unique industry, advise and recommend relevant solutions by offering a unique product mix from the range of Hootsuite products to solve clients business challenges.
• Evaluate and complete RFI's/ RFP/s , Security and Privacy agreements and manage the proposal and credit review process.
• Educate and inform our customers on the impact social media has on their corporate strategy. Deliver strategic product presentations, demos and supported trials of our solutions to potential customers and prospects, and identify and build consensus among multiple, cross-functional decision makers and influencers.
• Partner with our pre & post sales teams as well as senior and executive internal stakeholders to remove roadblocks, create opportunity and ensure customer success and long term value for the customer.
• Manage, track and report sales activities through Salesforce, Sales Navigator and 6Sense.
• Based on regional needs, craft and generate expansion strategies for existing customers; present the value of our solutions to all levels of prospective customers; look for opportunities to adopt additional products and introduce sales team members to additional internal buyers for cross-sell opportunities.
• Proactively transition the customer to the customer team following the close of the initial customer sale to ensure a smooth customer transition and onboarding.
• Travel to see prospects and deliver presentations to stakeholders, ability to coordinate these presentations and workshops with leadership support
• Lead by example to your peers and share learnings and insights with team members on deal challenges, objections, and account strategy.
• Perform other related duties as required.

WHAT YOU’LL NEED:

• Senior level B2B sales experience, including 2+ years selling to enterprise customers (experience in software considered an asset); proven ability to achieve or exceed assigned quotas. Social listening experience an asset.
• Ability to focus on client business value, return on investment, and customer solutions (not features-focused selling). Demonstrated strategic mindset towards deals and the ability to convey a big picture vision to the customer.
• Experience crafting sales plans for your vertical/territory and building/executing on your account/territory plans. Outbound experience and track record of success sourcing your own pipeline  is a requirement.
• Proven outbound sales expertise, including ability to generate pipeline through proactive prospecting, cold outreach, and strategic outbound campaigns. Skilled in crafting and executing sales plans for assigned territories or verticals, including building account strategies, identifying new opportunities, and consistently driving top-of-funnel activity to meet and exceed revenue targets.
• Open Communication: clearly conveys thoughts, both written and verbally, listening attentively and asking questions for clarification and understanding
• Commitment to Results: Consistently achieving results, demonstrating high performance and challenging self and others to deliver results.
• Customer Focus: Demonstrates a desire to proactively help and serve internal/external customers meet their needs.
• Negotiation: Successfully obtains commitment to a solution or idea, while maintaining integrity and relationships.
• Influence: Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to take action
• Perseverance: Pursues everything with energy, drive, and a need to finish—doesn’t give up.

WHO YOU ARE:

• Solution seeker. You’re focused on tackling new challenges, solving problems, and moving the business forward—and you don’t wait to be asked.
• Lifelong learner. You have a growth mindset – you’re here to learn, experiment, seek, apply, and provide feedback, share what works with your team, and move on from what doesn’t.
• Resilient adapter. In the face of change and challenges, you bring a thoughtful, calm approach, and a focus on finding the new opportunity.
• Intentional collaborator. You build positive working relationships across the business, bringing people together to foster new opportunities and to facilitate the efficient flow of information.
• Critical challenger. You have the trust in your team to ask difficult questions in order to get to the best end result.
• Active communicator. You listen actively and communicate ideas and information clearly, inclusively, and proactively.
• Integrated thinker. You look beyond your role and responsibilities to understand how your team’s work drives broader organizational goals.
• Accountable owner. You take pride in the work you’re responsible for with a mindset of ultimate accountability and reliability for the outcomes.
• Bar-raiser. You step up to help your team grow and succeed, even when that means going beyond what might be expected.

In all we do, our six guiding principles light the way:

Step Up: Dare to go beyond the expected to achieve greatness. #StepUp

One Team: Make Hootsuite a place we soar together by respecting each other's individuality, building trust, and showing up for the team. #OneTeam #FreeToBeMe

Customer Obsessed: Focus relentlessly on helping our customers succeed. #CustomerObsessed

Go Fast, Be Agile: Widen our competitive advantage by committing to speed and simplicity over perfection and complexity. #GoFastBeAgile

Play to Win: Commit to building an incredible, profitable company for our customers, our employees, and our stakeholders. #PlayToWin #NoExcuses

Neighbours & Allies: Give back to our communities and be an ally. #SocialForGood #Allies

Accommodations will be provided as requested by candidates taking part in all aspects of the selection process.

This posting is for a current vacancy for which we are actively hiring.

#LI-NS1, #LI-Remote

We’re seeking a transformational Vice President, Professional Services to serve as a core member of Hootsuite’s Global Customer Leadership Team. This role is not a traditional services delivery role - it is a business-building mandate. Reporting to the Chief Customer Officer, you’ll be accountable for defining the vision, owning the strategy, and scaling Professional Services as a high impact, revenue-generating growth engine.

The VP, Professional Services will own the end-to-end services P&L, architect the long-range vision for how services accelerate IQRR and GRR. As a key member of the Customer Office, this role will serve as a strategic partner in shaping Hootsuite’s go-to-market strategy, influencing product investment priorities, and strengthening Hootsuite’s overall retention model. You will be expected to influence at the board level, represent Hootsuite externally as an industry thought leader, and build the next generation of Professional Services talent and capability.

WHAT YOU’LL DO:

• Define the multi-year services portfolio strategy: modernize  existing offerings, identify whitespace, and build new service lines that expand Hootsuite’s commercial footprint and deepen customer reliance on the Hootsuite platform.
• Establish Professional Services as a measurable revenue growth driver, directly tied to business outcomes, by creating commercial linkages between services investment and ARR expansion, renewal uplift, and NRR improvement.
• Lead initiatives that structurally improve PS margins through automation, AI-assisted delivery, scaled onboarding programs, and partner leverage, while protecting the premium customer experience.
• Drive a metrics-first operating culture: define leading indicators of delivery success and customer health, build dashboards that create real-time visibility, and hold the organization accountable to outcomes.
• Partner with RevOps and Finance to build robust, reliable PS forecasting models and ensure PS performance metrics are aligned with company-level revenue targets, investor reporting, and board narratives.
• As the executive leader accountable for Professional Services strategy, drive the first-year retention, designing services engagement models that accelerate time-to-value while structurally eliminating early churn risk.
• Build predictive churn models and retention frameworks informed by implementation health, adoption signals, and services consumption analytics - and leverage these insights to proactively influence the company-wide retention strategy.
• Establish services attach benchmarks, consumption thresholds, and outcome-based delivery standards that create replicable retention outcomes across segments and geographies.
• Translate services performance data into actionable insights for the ELT, influencing product roadmap decisions, CS motion design, and growth strategy.
• Serve as a strategic partner and peer to Sales, Customer Success, Support, and Product leaders - not merely a cross-functional collaborator, but a co-owner of the post-sale revenue motion.
• Drive services-to-sales alignment by designing pre-sales PS engagement models, enhancing solution design capabilities, and developing commercial packaging that accelerates deal velocity and improves deal quality.
• Champion services innovation, including partner-led models, standardized  service offerings, and AI-enabled execution - to scale PS capacity without proportional headcount growth.
• Represent Hootsuite externally as a professional services thought leader; at industry events, with strategic customers, and with analyst and investor audiences,  elevating Hootsuite’s brand in the services market.
• Define the long term Professional Services talent model, including the skills, structure, and leadership capabilities required to deliver at scale across global markets and customer segments.
• Hire, develop, and retain exceptional PS leaders, cultivating a culture of customer obsession, commercial accountability, continuous learning, and inclusive excellence.
• Drive organizational design decisions that optimize for delivery quality, margin, and scalability, including span of control, specialization models, and geo-based resource allocation.

WHAT YOU’LL NEED:

• 15+ years of progressive leadership experience in technology services, including 10+ years in SaaS with deep expertise in professional services delivery, customer onboarding, and retention strategy.
• Demonstrated success driving IQRR, GRR, and customer health metrics through strategic services design and execution.
• Proven experience leading a services organization, with accountability for revenue, margin, utilization, and investment decisions.
• Expertise in building global service delivery teams at scale, with focus on margin optimization, utilization management, and service innovation.
• Deep experience partnering with Sales and Customer Success teams to align service delivery with commercial outcomes and account strategy.
• Strong operational acumen, with experience owning and optimizing complex project portfolios across multiple geographies and segments. Ability to translate operational data into strategic narrative - for internal ELT audiences, board presentations, and external customer and partner stakeholders.
• Executive presence and influence: proven ability to drive cross-functional alignment, manage senior stakeholders, and act as a key voice in revenue planning.
• High EQ, inclusive leadership mindset, and a track record of building and scaling high-performing, diverse teams.
• Passion for customer value and continuous improvement, balanced with strong business acumen and commercial rigor.
• Commitment to Results: consistently achieves results, demonstrating high performance, and challenging self and others to deliver results
• Customer Focus: demonstrates a desire to proactively help and serve internal/external customers to meet their needs
• Resilience & Adaptability: can effectively cope with change, finding ways to advance work and projects
• Inclusive Leadership: Builds inclusive, cohesive teams which apply diversity to achieve common goals
• Play to Win: Capably delivers results through others, is good at establishing clear direction, helping others achieve their best work
• Long Range Planning: Identifies key issues and relationships relevant to achieving a long-range goal or vision; Builds an integrated plan for course of action to accomplish this vision
• Enablement: Challenges and supports others to create results but also develop new capabilities. Successfully develops the capacity and capability of team and individuals on the team

WHO YOU ARE:

• Solution seeker: You’re focused on tackling new challenges, solving problems, and moving the business forward—and you don’t wait to be asked.
• Lifelong learner: You have a growth mindset – you’re here to learn, experiment, seek, apply, and provide feedback, share what works with your team, and move on from what doesn’t.
• Resilient adapter: In the face of change and challenges, you bring a thoughtful, calm approach, and a focus on finding the new opportunity.
• Intentional collaborator. You build positive working relationships across the business, bringing people together to foster new opportunities and to facilitate the efficient flow of information.
• Critical challenger: You have the trust in your team to ask difficult questions in order to get to the best end result.
• Active communicator: You listen actively and communicate ideas and information clearly, inclusively, and proactively.
• Integrated thinker: You look beyond your role and responsibilities to understand how your team’s work drives broader organizational goals.
• Accountable owner: You take pride in the work you’re responsible for with a mindset of ultimate accountability and reliability for the outcomes.
• Bar-raiser: You step up to help your team grow and succeed, even when that means going beyond what might be expected.

In all we do, our six guiding principles light the way:

Step Up: Dare to go beyond the expected to achieve greatness. #StepUp

One Team: Make Hootsuite a place we soar together by respecting each other's individuality, building trust, and showing up for the team. #OneTeam #FreeToBeMe

Customer Obsessed: Focus relentlessly on helping our customers succeed. #CustomerObsessed

Go Fast, Be Agile: Widen our competitive advantage by committing to speed and simplicity over perfection and complexity. #GoFastBeAgile

Play to Win: Commit to building an incredible, profitable company for our customers, our employees, and our stakeholders. #PlayToWin #NoExcuses

Neighbours & Allies: Give back to our communities and be an ally. #SocialForGood #Allies

Accommodations will be provided as requested by candidates taking part in all aspects of the selection process.

#LI-IA #LI-Hybrid

As a Commercial Account Executive, you will own the full mid-market sales cycle from prospecting and discovery to demonstrations and final negotiations to consistently exceed revenue quotas. You will strategically partner with resellers and channel managers to execute GTM strategies and accelerate new logo acquisition. By developing deep platform expertise and building C-level relationships, you will act as a trusted advisor, prioritizing customer needs to drive long-term success.

What Will You Do?

• Drive revenue growth across your assigned territory through a mix of inbound leads, outbound prospecting, and partner-driven opportunities
• Own the full sales cycle — from discovery to demo to negotiation to close
• Build and expand strong relationships with customers, prospects, and partners
• Collaborate closely with our channel managers and field sales team to create and execute joint go-to-market strategies
• Partner with our world-class reseller ecosystem to accelerate new logo acquisition and grow recurring revenue
• Become a product expert in SentinelOne's cybersecurity platform and stay up to date on the broader market landscape
• Maintain accurate pipeline hygiene and provide reliable forecasts to leadership
• Represent SentinelOne with professionalism, empathy, and insight — always putting the customer first

What skills and experience should you bring?

• 4+ years of success in a high-tech cybersecurity sales role
• A track record of consistently hitting or exceeding quota
• Experience selling to mid-market or commercial accounts
• Ability to navigate complex sales cycles and build trust with C-level decision makers
• Strong collaboration skills and a desire to work cross-functionally with internal teams and partners
• Excellent communication skills — written, verbal, and presentation
• Highly motivated self-starter who thrives in a dynamic, fast-paced environment
• A commitment to doing what’s right for the customer — and your teammates
• Experience working with channel partners or resellers
• Bachelor’s degree or equivalent experience

Why us?

You will be joining a cutting-edge company, where you will tackle extraordinary challenges and work with the very best in the industry.

• Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA
• Unlimited PTO
• Industry-leading gender-neutral parental leave
• Paid Company Holidays
• Paid Sick Time
• Employee stock purchase program
• Disability and life insurance
• Employee assistance program
• Gym membership reimbursement
• Cell phone reimbursement
• Numerous company-sponsored events, including regular happy hours and team-building events

The Team:
We’re seeking a dynamic Account Executive to join our North America Enterprise Sales Team. This role focuses on driving expansion within enterprise accounts in the Life Sciences industry. Reporting to the Sales Director of Life Sciences, you’ll have the opportunity to work with world-class products, proven sales strategies, and a collaborative network of value engineers and business development representatives.

The Role:
The primary goal is to expand current logos and contribute significantly to our strategic objective of capitalizing on market potential and expanding market share across enterprise Life Sciences accounts in North America.

The work you’ll do:

• Drive New Business: Identify and develop new opportunities within a defined territory, targeting enterprise accounts to secure new logos.
• Own the Sales Cycle: Manage the entire sales process—from prospecting and qualification to closing six-figure deals.
• Engage Strategic Stakeholders: Build relationships across multiple lines of business, engaging with C-level executives, operational leaders, and key decision-makers.
• Deliver Tailored Solutions: Develop a deep understanding of customer needs and demonstrate how Celonis’ solutions can solve their strategic and operational challenges.
• Showcase Value: Present use-case-specific pitches and demos, independently or in collaboration with Value Engineers, to highlight the measurable impact of Celonis solutions.
• Collaborate with Partners: Work closely with Big 4 consulting firms, SaaS providers, and industry partners to enhance the value proposition for your prospects.
• Leverage Team Support: Partner with your virtual team, including business development representatives, pre-sales, customer success, marketing managers, and partner managers, to drive success.

• The qualifications you need:
  
  
• Proven SaaS Sales Experience: A strong track record of success in enterprise SaaS sales, with a focus on securing new business and consistently achieving revenue targets.
• Expertise in Complex Sales: Experience managing long, multi-stakeholder sales cycles within large enterprise accounts.
• Industry Knowledge: Familiarity with enterprise business applications such as Analytics, BI, or ERP, with the ability to engage with C-level executives (e.g., CFO, COO, CSCO, CPO) at Life Sciences companies. 
• Business Acumen: A solid understanding of business processes and key performance indicators across Life Sciences process domains
• Strong Communication Skills: Exceptional presentation and storytelling abilities to confidently influence senior stakeholders and decision-makers.
• Collaborative Mindset: A team-oriented approach, leveraging internal and external resources to achieve shared goals.

Visa sponsorship is not offered for this role.