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Senior Product Manager – Data Collaboration & Measurement
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Teamwork makes the stream work.
Roku is changing how the world watches TV
Roku is the #1 TV streaming platform in the U.S., Canada, and Mexico, and we've set our sights on powering every television in the world. Roku pioneered streaming to the TV. Our mission is to be the TV streaming platform that connects the entire TV ecosystem. We connect consumers to the content they love, enable content publishers to build and monetize large audiences, and provide advertisers unique capabilities to engage consumers.
From your first day at Roku, you'll make a valuable - and valued - contribution. We're a fast-growing public company where no one is a bystander. We offer you the opportunity to delight millions of TV streamers around the world while gaining meaningful experience across a variety of disciplines.
About the role
Roku is building the future of advertising measurement and data collaboration—and we need a product leader who can help us get there. In this role, you'll sit at the intersection of Roku's proprietary data assets, privacy-enhancing technologies, and the broader advertising ecosystem. Your mission: enable advertisers to prove that their campaigns deliver real business outcomes through trusted measurement and secure data collaboration.
You'll partner with the industry's leading measurement vendors (Nielsen, Videoamp, iSpot, HAUS, Kochava, and more) and work with cutting-edge cleanroom technologies (Snowflake, LiveRamp, AWS Clean Rooms) to deliver a closed-loop system where advertisers can plan, measure, and optimize with confidence. This is a unique opportunity for a mid-career product manager to shape how Roku works with the advertising ecosystem, craft products that drive measurable and provable advertiser outcomes, and establish yourself as a trusted partner across agencies, brands, and measurement providers.
If you're energized by complex technical challenges, passionate about advertising's evolution toward privacy-safe data collaboration, and ready to help Roku "Get Credit for Our Ads" through trusted, identity-driven measurement—this role is for you.
For California Only - The estimated annual salary for this position is between $125,375 - $261,600 annually. Compensation packages are based on factors unique to each candidate, including but not limited to skill set, certifications, and specific geographical location. This role is eligible for health insurance, equity awards, life insurance, disability benefits, parental leave, wellness benefits, and paid time off.
What you’ll be doing
- Drive Data Collaboration Strategy & Execution
- Own the product roadmap for Roku Data Cloud (RDC), our framework designed to facilitate seamless collaboration within the media ecosystem using Roku's proprietary data
- Partner with cleanroom technology providers (Snowflake, LiveRamp Clean Room, AWS Clean Room, Habu, InfoSum) to design and launch privacy-safe data collaboration capabilities
- Define and prioritize advertiser and agency use cases including audience planning, campaign measurement, closed-loop attribution, and incrementality testing
- Translate technical data structures and query logic into intuitive product experiences that empower marketers to activate Roku data securely
- Navigate the advertising identity ecosystem, working with onboarder identity solutions and direct PII matching approaches to enable precise audience targeting and measurement
- Expand 3rd Party Measurement Ecosystem
- Build and maintain strategic partnerships with the measurement vendor ecosystem including audience measurement (Nielsen, Videoamp, iSpot), attribution providers (Northbeam), mobile measurement partners (Kochava, Appsflyer), and incrementality testing platforms (HAUS, Measured)
- Own the product strategy for integrating measurement capabilities into Roku's ad platform, including server-to-server integrations, pixel-based tracking, and ad serving standards (VAST/VMAP)
- Work cross-functionally with engineering, data science, sales, and partnerships to prioritize measurement integrations that drive advertiser outcomes
- Evangelize Roku's measurement capabilities to agencies, brands, and industry bodies—becoming the trusted voice for how Roku proves advertising effectiveness
- Deliver a Closed-Loop Measurement System
- Design products that enable advertisers to measure campaign performance across planning, delivery, and optimization phases
- Champion privacy-enhancing technologies (PETs) that allow secure multi-party computation without exposing raw data
- Collaborate with data engineering and analytics teams to ensure measurement methodologies are rigorous, defensible, and aligned with industry standards
- Support sales and client success teams with technical expertise, helping them articulate Roku's measurement value proposition
- Drive Product Excellence
- Define product requirements, user stories, and acceptance criteria for complex technical features
- Work closely with engineering teams to balance technical feasibility with business impact
- Analyze feature performance using data, customer feedback, and market trends to inform iterative improvements
- Communicate product strategy, roadmap, and progress to executive leadership and cross-functional stakeholders
We’re excited if you have
- 4+ years of product management experience, with at least 2 years in advertising technology, measurement, or data platforms
- Data Collaboration Expertise: Strong working knowledge of cleanroom solutions (Snowflake Clean Room, LiveRamp Clean Room, AWS Clean Room) and privacy-enhancing technologies; hands-on experience with data structures, query logic, and SQL
- Measurement Ecosystem Knowledge: Deep understanding of measurement methodologies (audience measurement, attribution, incrementality testing, marketing mix modeling) and the vendor landscape
- Technical Fluency: Familiarity with measurement integration methods (server-to-server, pixel-based) and ad serving standards (VAST, VMAP)
- Advertising DNA: Understanding of advertiser and agency use cases for data collaboration including audience planning, campaign measurement, and closed-loop attribution
- Identity Ecosystem: Knowledge of how identity works in advertising, including onboarder solutions, PII matching, and privacy-safe approaches to audience addressability
- Proven ability to work cross-functionally with engineering, data science, sales, partnerships, and executive stakeholders
- Strong written and verbal communication skills—you can explain complex technical concepts to both technical and non-technical audiences
- Strategic thinker with strong execution skills: you can see the big picture and get into the details to drive execution
Nice to have
- Experience working with advertisers, agencies, or measurement vendors directly
- Background in data science, analytics, or data engineering
- Familiarity with privacy regulations (GDPR, CCPA) and their implications for advertising measurement
- Experience with marketing mix modeling (MMM), geo-testing, or other advanced measurement techniques
- Knowledge of programmatic advertising, DSPs, and ad server technologies
- Track record of launching products that integrate third-party APIs or platforms
#LI-BD1
Our Hybrid Work Approach
Roku fosters an inclusive and collaborative environment where teams work in the office Monday through Thursday. Fridays are flexible for remote work except for employees whose roles are required to be in the office five days a week or employees who are in offices with a five day in office policy.
Benefits
Roku is committed to offering a diverse range of benefits as part of our compensation package to support our employees and their families. Our comprehensive benefits include global access to mental health and financial wellness support and resources. Local benefits include statutory and voluntary benefits which may include healthcare (medical, dental, and vision), life, accident, disability, commuter, and retirement options (401(k)/pension). Employees are supported in taking time off, in accordance with local leave policies and other personal needs to support their evolving work and life needs. It's important to note that not every benefit is available in all locations or for every role. For details specific to your location, please consult with your recruiter.
Accommodations
Roku welcomes applicants of all backgrounds and provides reasonable accommodations and adjustments in accordance with applicable law. If you require reasonable accommodation at any point in the hiring process, please direct your inquiries to EmployeeRelations@Roku.com.
The Roku Culture
Roku is a great place for people who want to work in a fast-paced environment where everyone is focused on the company's success rather than their own. We try to surround ourselves with people who are great at their jobs, who are easy to work with, and who keep their egos in check. We appreciate a sense of humor. We believe a fewer number of very talented folks can do more for less cost than a larger number of less talented teams. We're independent thinkers with big ideas who act boldly, move fast and accomplish extraordinary things through collaboration and trust. In short, at Roku you'll be part of a company that's changing how the world watches TV.
We have a unique culture that we are proud of. We think of ourselves primarily as problem-solvers, which itself is a two-part idea. We come up with the solution, but the solution isn't real until it is built and delivered to the customer. That penchant for action gives us a pragmatic approach to innovation, one that has served us well since 2002.
To learn more about Roku, our global footprint, and how we've grown, visit https://www.weareroku.com/factsheet.
By providing your information, you acknowledge that you want Roku to contact you about job roles, that you have read Roku's Applicant Privacy Notice, and understand that Roku will use your information as described in that notice. If you do not wish to receive any communications from Roku regarding this role or similar roles in the future, you may unsubscribe at any time by emailing WorkforcePrivacy@Roku.com.
Ready to apply?
Apply to Roku
Senior Product Manager – Data Collaboration & Measurement
Share this job
Teamwork makes the stream work.
Roku is changing how the world watches TV
Roku is the #1 TV streaming platform in the U.S., Canada, and Mexico, and we've set our sights on powering every television in the world. Roku pioneered streaming to the TV. Our mission is to be the TV streaming platform that connects the entire TV ecosystem. We connect consumers to the content they love, enable content publishers to build and monetize large audiences, and provide advertisers unique capabilities to engage consumers.
From your first day at Roku, you'll make a valuable - and valued - contribution. We're a fast-growing public company where no one is a bystander. We offer you the opportunity to delight millions of TV streamers around the world while gaining meaningful experience across a variety of disciplines.
About the role
Roku is building the future of advertising measurement and data collaboration—and we need a product leader who can help us get there. In this role, you'll sit at the intersection of Roku's proprietary data assets, privacy-enhancing technologies, and the broader advertising ecosystem. Your mission: enable advertisers to prove that their campaigns deliver real business outcomes through trusted measurement and secure data collaboration.
You'll partner with the industry's leading measurement vendors (Nielsen, Videoamp, iSpot, HAUS, Kochava, and more) and work with cutting-edge cleanroom technologies (Snowflake, LiveRamp, AWS Clean Rooms) to deliver a closed-loop system where advertisers can plan, measure, and optimize with confidence. This is a unique opportunity for a mid-career product manager to shape how Roku works with the advertising ecosystem, craft products that drive measurable and provable advertiser outcomes, and establish yourself as a trusted partner across agencies, brands, and measurement providers.
If you're energized by complex technical challenges, passionate about advertising's evolution toward privacy-safe data collaboration, and ready to help Roku "Get Credit for Our Ads" through trusted, identity-driven measurement—this role is for you.
For California Only - The estimated annual salary for this position is between $125,375 - $261,600 annually. Compensation packages are based on factors unique to each candidate, including but not limited to skill set, certifications, and specific geographical location. This role is eligible for health insurance, equity awards, life insurance, disability benefits, parental leave, wellness benefits, and paid time off.
What you’ll be doing
- Drive Data Collaboration Strategy & Execution
- Own the product roadmap for Roku Data Cloud (RDC), our framework designed to facilitate seamless collaboration within the media ecosystem using Roku's proprietary data
- Partner with cleanroom technology providers (Snowflake, LiveRamp Clean Room, AWS Clean Room, Habu, InfoSum) to design and launch privacy-safe data collaboration capabilities
- Define and prioritize advertiser and agency use cases including audience planning, campaign measurement, closed-loop attribution, and incrementality testing
- Translate technical data structures and query logic into intuitive product experiences that empower marketers to activate Roku data securely
- Navigate the advertising identity ecosystem, working with onboarder identity solutions and direct PII matching approaches to enable precise audience targeting and measurement
- Expand 3rd Party Measurement Ecosystem
- Build and maintain strategic partnerships with the measurement vendor ecosystem including audience measurement (Nielsen, Videoamp, iSpot), attribution providers (Northbeam), mobile measurement partners (Kochava, Appsflyer), and incrementality testing platforms (HAUS, Measured)
- Own the product strategy for integrating measurement capabilities into Roku's ad platform, including server-to-server integrations, pixel-based tracking, and ad serving standards (VAST/VMAP)
- Work cross-functionally with engineering, data science, sales, and partnerships to prioritize measurement integrations that drive advertiser outcomes
- Evangelize Roku's measurement capabilities to agencies, brands, and industry bodies—becoming the trusted voice for how Roku proves advertising effectiveness
- Deliver a Closed-Loop Measurement System
- Design products that enable advertisers to measure campaign performance across planning, delivery, and optimization phases
- Champion privacy-enhancing technologies (PETs) that allow secure multi-party computation without exposing raw data
- Collaborate with data engineering and analytics teams to ensure measurement methodologies are rigorous, defensible, and aligned with industry standards
- Support sales and client success teams with technical expertise, helping them articulate Roku's measurement value proposition
- Drive Product Excellence
- Define product requirements, user stories, and acceptance criteria for complex technical features
- Work closely with engineering teams to balance technical feasibility with business impact
- Analyze feature performance using data, customer feedback, and market trends to inform iterative improvements
- Communicate product strategy, roadmap, and progress to executive leadership and cross-functional stakeholders
We’re excited if you have
- 4+ years of product management experience, with at least 2 years in advertising technology, measurement, or data platforms
- Data Collaboration Expertise: Strong working knowledge of cleanroom solutions (Snowflake Clean Room, LiveRamp Clean Room, AWS Clean Room) and privacy-enhancing technologies; hands-on experience with data structures, query logic, and SQL
- Measurement Ecosystem Knowledge: Deep understanding of measurement methodologies (audience measurement, attribution, incrementality testing, marketing mix modeling) and the vendor landscape
- Technical Fluency: Familiarity with measurement integration methods (server-to-server, pixel-based) and ad serving standards (VAST, VMAP)
- Advertising DNA: Understanding of advertiser and agency use cases for data collaboration including audience planning, campaign measurement, and closed-loop attribution
- Identity Ecosystem: Knowledge of how identity works in advertising, including onboarder solutions, PII matching, and privacy-safe approaches to audience addressability
- Proven ability to work cross-functionally with engineering, data science, sales, partnerships, and executive stakeholders
- Strong written and verbal communication skills—you can explain complex technical concepts to both technical and non-technical audiences
- Strategic thinker with strong execution skills: you can see the big picture and get into the details to drive execution
Nice to have
- Experience working with advertisers, agencies, or measurement vendors directly
- Background in data science, analytics, or data engineering
- Familiarity with privacy regulations (GDPR, CCPA) and their implications for advertising measurement
- Experience with marketing mix modeling (MMM), geo-testing, or other advanced measurement techniques
- Knowledge of programmatic advertising, DSPs, and ad server technologies
- Track record of launching products that integrate third-party APIs or platforms
#LI-BD1
Our Hybrid Work Approach
Roku fosters an inclusive and collaborative environment where teams work in the office Monday through Thursday. Fridays are flexible for remote work except for employees whose roles are required to be in the office five days a week or employees who are in offices with a five day in office policy.
Benefits
Roku is committed to offering a diverse range of benefits as part of our compensation package to support our employees and their families. Our comprehensive benefits include global access to mental health and financial wellness support and resources. Local benefits include statutory and voluntary benefits which may include healthcare (medical, dental, and vision), life, accident, disability, commuter, and retirement options (401(k)/pension). Employees are supported in taking time off, in accordance with local leave policies and other personal needs to support their evolving work and life needs. It's important to note that not every benefit is available in all locations or for every role. For details specific to your location, please consult with your recruiter.
Accommodations
Roku welcomes applicants of all backgrounds and provides reasonable accommodations and adjustments in accordance with applicable law. If you require reasonable accommodation at any point in the hiring process, please direct your inquiries to EmployeeRelations@Roku.com.
The Roku Culture
Roku is a great place for people who want to work in a fast-paced environment where everyone is focused on the company's success rather than their own. We try to surround ourselves with people who are great at their jobs, who are easy to work with, and who keep their egos in check. We appreciate a sense of humor. We believe a fewer number of very talented folks can do more for less cost than a larger number of less talented teams. We're independent thinkers with big ideas who act boldly, move fast and accomplish extraordinary things through collaboration and trust. In short, at Roku you'll be part of a company that's changing how the world watches TV.
We have a unique culture that we are proud of. We think of ourselves primarily as problem-solvers, which itself is a two-part idea. We come up with the solution, but the solution isn't real until it is built and delivered to the customer. That penchant for action gives us a pragmatic approach to innovation, one that has served us well since 2002.
To learn more about Roku, our global footprint, and how we've grown, visit https://www.weareroku.com/factsheet.
By providing your information, you acknowledge that you want Roku to contact you about job roles, that you have read Roku's Applicant Privacy Notice, and understand that Roku will use your information as described in that notice. If you do not wish to receive any communications from Roku regarding this role or similar roles in the future, you may unsubscribe at any time by emailing WorkforcePrivacy@Roku.com.
Ready to apply?
Apply to Roku
Director, Head of Industry, Media and Entertainment
Share this job
Teamwork makes the stream work.
Roku is changing how the world watches TV
Roku is the #1 TV streaming platform in the U.S., Canada, and Mexico, and we've set our sights on powering every television in the world. Roku pioneered streaming to the TV. Our mission is to be the TV streaming platform that connects the entire TV ecosystem. We connect consumers to the content they love, enable content publishers to build and monetize large audiences, and provide advertisers unique capabilities to engage consumers.
From your first day at Roku, you'll make a valuable - and valued - contribution. We're a fast-growing public company where no one is a bystander. We offer you the opportunity to delight millions of TV streamers around the world while gaining meaningful experience across a variety of disciplines.
About the role
You will play a key role in being responsible for managing a team of Senior Account Executives/Account Executives whose goal is to meet advertising sales quotas while working closely with TV and streaming brands directly and their agencies to help build performance solutions that reach this new TV viewer. You will partner with the Head of Global Media and Entertainment to identify market opportunities and drive maximum revenue through unique ad products, performance analytics and unified reporting.
The ideal candidate has worked in digital media and is familiar with the required dedication for multi-tasking duties in a fast-paced environment. The ideal candidate thrives on navigating ambiguity and solving new problems. In this new world, Roku has re-written the rules of modern advertising. We partner with TV and streaming brands and show them how to best leverage this new advertising platform.
This is a key hire for Roku and incredible opportunity for the right candidate looking to advance their career with a market leader in an explosive category.
This position is a hybrid role, Monday – Thursday in office with the option to work from home on Friday. This position is based in Santa Monica, CA.
For Santa Monica - The estimated annual salary for this position is between $250,000 and $300,000 annually.
Compensation packages are based on factors unique to each candidate, including but not limited to skill set, certifications, and specific geographical location. This role is eligible for incentive compensation/commissions, health insurance, equity awards, life insurance, disability benefits, parental leave, wellness benefits, and paid time off.
What you’ll be doing
- Own Roku’s ad sales performance for the Disney portfolio and theatrical/home entertainment verticals, delivering revenue and margin target for Roku Media
- Directly manage individual contributors, set goals, provide coaching and lead quarterly business reviews
- Develop and execute client specific go-to-market plans and sales strategy for agencies, brands and programmatic buyers
- Expand executive relationships across media and entertainment companies, agency holding companies and related associations to strengthen Roku’s presence in strategic forums and decision-making environments
- Work closely with Revenue Operations, FP&A, and Media leadership to forecast, track performance and optimize pipeline, yield and margin
- Collaborate with Marketing, Product, Measurement, and Engineering to provide voice of a customer feedback to be prioritized in the Ad Product and Subscription roadmaps
- Partner closely with client services to ensure positive customer sentiment and retention
We’re excited if you have
- 15+ years of ad sales leadership experience within CTV, digital video, or programmatic advertising
- Direct experience with studio clients and agency partners
- Knowledge on needs of studios both for branding, mid funnel and performance based buying
- Success building and managing go-to-market for endemic partners
- Knowledge of the media marketplace, including CTV, programmatic advertising, agency holding companies, DSPs, and measurement ecosystems
- Credibility with senior agency and brand decision-makers and experience securing strategic partnerships
- A track record of structuring complex deals and partnerships, seeing them through from ideation to execution
#LI-SR3
Our Hybrid Work Approach
Roku fosters an inclusive and collaborative environment where teams work in the office Monday through Thursday. Fridays are flexible for remote work except for employees whose roles are required to be in the office five days a week or employees who are in offices with a five day in office policy.
Benefits
Roku is committed to offering a diverse range of benefits as part of our compensation package to support our employees and their families. Our comprehensive benefits include global access to mental health and financial wellness support and resources. Local benefits include statutory and voluntary benefits which may include healthcare (medical, dental, and vision), life, accident, disability, commuter, and retirement options (401(k)/pension). Employees are supported in taking time off, in accordance with local leave policies and other personal needs to support their evolving work and life needs. It's important to note that not every benefit is available in all locations or for every role. For details specific to your location, please consult with your recruiter.
Accommodations
Roku welcomes applicants of all backgrounds and provides reasonable accommodations and adjustments in accordance with applicable law. If you require reasonable accommodation at any point in the hiring process, please direct your inquiries to EmployeeRelations@Roku.com.
The Roku Culture
Roku is a great place for people who want to work in a fast-paced environment where everyone is focused on the company's success rather than their own. We try to surround ourselves with people who are great at their jobs, who are easy to work with, and who keep their egos in check. We appreciate a sense of humor. We believe a fewer number of very talented folks can do more for less cost than a larger number of less talented teams. We're independent thinkers with big ideas who act boldly, move fast and accomplish extraordinary things through collaboration and trust. In short, at Roku you'll be part of a company that's changing how the world watches TV.
We have a unique culture that we are proud of. We think of ourselves primarily as problem-solvers, which itself is a two-part idea. We come up with the solution, but the solution isn't real until it is built and delivered to the customer. That penchant for action gives us a pragmatic approach to innovation, one that has served us well since 2002.
To learn more about Roku, our global footprint, and how we've grown, visit https://www.weareroku.com/factsheet.
By providing your information, you acknowledge that you want Roku to contact you about job roles, that you have read Roku's Applicant Privacy Notice, and understand that Roku will use your information as described in that notice. If you do not wish to receive any communications from Roku regarding this role or similar roles in the future, you may unsubscribe at any time by emailing WorkforcePrivacy@Roku.com.
Ready to apply?
Apply to Roku
Account Executive, Ads Manager
Share this job
Teamwork makes the stream work.
Roku is changing how the world watches TV
Roku is the #1 TV streaming platform in the U.S., Canada, and Mexico, and we've set our sights on powering every television in the world. Roku pioneered streaming to the TV. Our mission is to be the TV streaming platform that connects the entire TV ecosystem. We connect consumers to the content they love, enable content publishers to build and monetize large audiences, and provide advertisers unique capabilities to engage consumers.
From your first day at Roku, you'll make a valuable - and valued - contribution. We're a fast-growing public company where no one is a bystander. We offer you the opportunity to delight millions of TV streamers around the world while gaining meaningful experience across a variety of disciplines.
About the team
The world is cutting the cord and streaming its TV online, a shift that has dramatically changed how advertisers target, reach and measure their preferred audiences in ways that broadcast TV and cable never could.
Roku Ads Manager is our answer to the growing demand in streaming advertising. Our self-serve platform just entered General Availability (GA) in September 2024 and has picked up major momentum. Our Ads Manager team is small, gritty, and focused on scaling the best streaming ad platform in the market. We move fast, pivot quickly, and work hard. We rally around decisions, challenge assumptions, and push the limits on what advertising can do for growth marketers, performance agencies, and any other business interested in making the big screen work for their brands’ objectives.
The Roku Ads Manager team is looking for an Account Executive to help us scale our platform.
About the role
TV ads were once reserved for large national brands. Roku believes that it’s better for streamers, brands, and our company that all businesses have a path to advertising in streaming. Roku Ads Manager is our answer to democratizing streaming advertising, creating a self-serve path for businesses of any size to get their brand on the big screen.
Roku Ads Manager is looking for an Account Executive to help lead demand generation and client growth for our self-serve streaming ad platform.
Below are some key roles and responsibilities:
- Prospecting: Identify and target large pools potential advertisers who could benefit from Roku Ads Manager’s self-serve ad platform. Use creative solutions to segment the market, build addressable lead list cohorts, and prioritize those for maximum return on outreach (i.e. sign ups + revenue).
- Outreach: Initiate contact with potential advertisers through various channels, including email, platform-direct messaging, zoom calls, and social media. Clearly communicate the value proposition of our self-serve ad platform and how it can meet the advertiser's objectives.
- Qualification: Qualify leads to ensure they align with the ideal customer profile and are likely to benefit from the platform. Once qualified, ensure these advertisers have the resources and info they need to start spending, offering onboarding services if required.
- Onboarding: Assist qualified new advertisers in setting up their accounts and campaigns, as needed. This includes answering questions, recommending best practices, and demoing the platform directly to brands. Once onboarded, you’ll have the chance to grow the leads you feel have potential for meaningful revenue impact.
- Nurture & Support: Cultivate relationships with top brands to encourage long-term engagement and loyalty. Collaborate with advertisers to optimize their campaigns for better performance. Gather feedback from brands, beneficial to both advertiser growth and Roku product improvements. Answer questions from advertisers via our support channels.
- Upselling: Identify opportunities for upselling additional features or services to existing advertisers. Collaborate with other teams to maximize revenue from existing clients.
- Reporting: Generate and provide regular reports to management on key metrics, conversion rates, and the overall success of our platform. Monitor and analyze key performance indicators (KPIs) to assess the success of ad campaigns on the platform.
In summary, Ads Manager AE's play a pivotal role in driving customer acquisition, ensuring successful onboarding, and fostering ongoing relationships with advertisers to maximize revenue and satisfaction. AE's are directly responsible for building relationships and helping clients and agencies drive business results through consultative selling, education, and client service.
Ideal candidates will have the ability to drive advertisers’ marketing strategy coupled with a willingness to roll up their sleeves and execute the tactics. Success in this position requires exceptional prioritization skills to differentiate service by priority accounts while delivering best-in-class customer service to everyone.
You will be an individual contributor, while also maintaining an ownership mindset when it comes to influencing the product, working cross-functionally, and scaling.
The role is fast-paced in a particularly high-growth area, requiring the ability to work autonomously in an ever-changing environment.
Sound like fun?
For New York Only - The estimated annual salary for this position is between $56,00 and $85,000 annually.
Compensation packages are based on factors unique to each candidate, including but not limited to skill set, certifications, and specific geographical location.
This role is eligible for incentive compensation/commissions, health insurance, equity awards, life insurance, disability benefits, parental leave, wellness benefits, and paid time off.
What you’ll be doing
- Prospect potential advertisers and agencies who can benefit from Roku’s solutions to grow their business
- Actively participate in all phases of the sales lifecycle including identifying and developing leads; meeting with future and existing clients; developing value propositions; and closing business
- Operate at scale, managing a high volume of accounts by identifying opportunities and prioritizing service according to revenue and potential
- Understand clients’ business and translate marketing objectives into results for advertisers, growing advertiser investment on the Roku self-serve ad platform
- Communicate effectively with advertisers, as well as internal Roku stakeholders; identify and communicate opportunities internally to improve Roku’s products based on advertiser feedback
We’re excited if you have
- Working knowledge of digital advertising marketplace, buying models, and technology
- 2+ years working in sales, growth marketing and/or a client facing role. Bonus points for working in client-facing roles at ad networks or mobile gaming companies
- Demonstrated ability in crafting and sending a high volume of personalized emails and overcoming objections
- Strength in ability to communicate value on the phone, in email, and over video demos
- Thrive when operating at scale, using data to drive operations and execution
- The ability to effectively collaborate with internal support and cross functional teams, while autonomously managing your own book of business
- Ambition for building from the ground up and seeking constant improvement for the business
- A naturally curious mindset, eager to learn and grow in a fast paced, dynamic environment
- A self-starter who’s hungry to attack new challenges that come with building a new line of business
- A growth hacker who believes in helping brands of any size grow with streaming ads
#LI-LS1
Our Hybrid Work Approach
Roku fosters an inclusive and collaborative environment where teams work in the office Monday through Thursday. Fridays are flexible for remote work except for employees whose roles are required to be in the office five days a week or employees who are in offices with a five day in office policy.
Benefits
Roku is committed to offering a diverse range of benefits as part of our compensation package to support our employees and their families. Our comprehensive benefits include global access to mental health and financial wellness support and resources. Local benefits include statutory and voluntary benefits which may include healthcare (medical, dental, and vision), life, accident, disability, commuter, and retirement options (401(k)/pension). Employees are supported in taking time off, in accordance with local leave policies and other personal needs to support their evolving work and life needs. It's important to note that not every benefit is available in all locations or for every role. For details specific to your location, please consult with your recruiter.
Accommodations
Roku welcomes applicants of all backgrounds and provides reasonable accommodations and adjustments in accordance with applicable law. If you require reasonable accommodation at any point in the hiring process, please direct your inquiries to EmployeeRelations@Roku.com.
The Roku Culture
Roku is a great place for people who want to work in a fast-paced environment where everyone is focused on the company's success rather than their own. We try to surround ourselves with people who are great at their jobs, who are easy to work with, and who keep their egos in check. We appreciate a sense of humor. We believe a fewer number of very talented folks can do more for less cost than a larger number of less talented teams. We're independent thinkers with big ideas who act boldly, move fast and accomplish extraordinary things through collaboration and trust. In short, at Roku you'll be part of a company that's changing how the world watches TV.
We have a unique culture that we are proud of. We think of ourselves primarily as problem-solvers, which itself is a two-part idea. We come up with the solution, but the solution isn't real until it is built and delivered to the customer. That penchant for action gives us a pragmatic approach to innovation, one that has served us well since 2002.
To learn more about Roku, our global footprint, and how we've grown, visit https://www.weareroku.com/factsheet.
By providing your information, you acknowledge that you want Roku to contact you about job roles, that you have read Roku's Applicant Privacy Notice, and understand that Roku will use your information as described in that notice. If you do not wish to receive any communications from Roku regarding this role or similar roles in the future, you may unsubscribe at any time by emailing WorkforcePrivacy@Roku.com.
Ready to apply?
Apply to Roku
Teamwork makes the stream work.
Roku is changing how the world watches TV
Roku is the #1 TV streaming platform in the U.S., Canada, and Mexico, and we've set our sights on powering every television in the world. Roku pioneered streaming to the TV. Our mission is to be the TV streaming platform that connects the entire TV ecosystem. We connect consumers to the content they love, enable content publishers to build and monetize large audiences, and provide advertisers unique capabilities to engage consumers.
From your first day at Roku, you'll make a valuable - and valued - contribution. We're a fast-growing public company where no one is a bystander. We offer you the opportunity to delight millions of TV streamers around the world while gaining meaningful experience across a variety of disciplines.
About the team
The world is cutting the cord and streaming its TV online, a shift that has dramatically changed how advertisers target, reach and measure their preferred audiences in ways that broadcast TV and cable never could.
Roku Ads Manager is our answer to the growing demand in streaming advertising. Our self-serve platform just entered General Availability (GA) in September 2024 and has picked up major momentum. Our Ads Manager team is small, gritty, and focused on scaling the best streaming ad platform in the market. We move fast, pivot quickly, and work hard. We rally around decisions, challenge assumptions, and push the limits on what advertising can do for growth marketers, performance agencies, and any other business interested in making the big screen work for their brands’ objectives.
The Roku Ads Manager team is looking for an Account Executive to help us scale our platform.
About the role
TV ads were once reserved for large national brands. Roku believes that it’s better for streamers, brands, and our company that all businesses have a path to advertising in streaming. Roku Ads Manager is our answer to democratizing streaming advertising, creating a self-serve path for businesses of any size to get their brand on the big screen.
Roku Ads Manager is looking for an Account Executive to help lead demand generation and client growth for our self-serve streaming ad platform.
Below are some key roles and responsibilities:
- Prospecting: Identify and target large pools potential advertisers who could benefit from Roku Ads Manager’s self-serve ad platform. Use creative solutions to segment the market, build addressable lead list cohorts, and prioritize those for maximum return on outreach (i.e. sign ups + revenue).
- Outreach: Initiate contact with potential advertisers through various channels, including email, platform-direct messaging, zoom calls, and social media. Clearly communicate the value proposition of our self-serve ad platform and how it can meet the advertiser's objectives.
- Qualification: Qualify leads to ensure they align with the ideal customer profile and are likely to benefit from the platform. Once qualified, ensure these advertisers have the resources and info they need to start spending, offering onboarding services if required.
- Onboarding: Assist qualified new advertisers in setting up their accounts and campaigns, as needed. This includes answering questions, recommending best practices, and demoing the platform directly to brands. Once onboarded, you’ll have the chance to grow the leads you feel have potential for meaningful revenue impact.
- Nurture & Support: Cultivate relationships with top brands to encourage long-term engagement and loyalty. Collaborate with advertisers to optimize their campaigns for better performance. Gather feedback from brands, beneficial to both advertiser growth and Roku product improvements. Answer questions from advertisers via our support channels.
- Upselling: Identify opportunities for upselling additional features or services to existing advertisers. Collaborate with other teams to maximize revenue from existing clients.
- Reporting: Generate and provide regular reports to management on key metrics, conversion rates, and the overall success of our platform. Monitor and analyze key performance indicators (KPIs) to assess the success of ad campaigns on the platform.
In summary, Ads Manager AE's play a pivotal role in driving customer acquisition, ensuring successful onboarding, and fostering ongoing relationships with advertisers to maximize revenue and satisfaction. AE's are directly responsible for building relationships and helping clients and agencies drive business results through consultative selling, education, and client service.
Ideal candidates will have the ability to drive advertisers’ marketing strategy coupled with a willingness to roll up their sleeves and execute the tactics. Success in this position requires exceptional prioritization skills to differentiate service by priority accounts while delivering best-in-class customer service to everyone.
You will be an individual contributor, while also maintaining an ownership mindset when it comes to influencing the product, working cross-functionally, and scaling.
The role is fast-paced in a particularly high-growth area, requiring the ability to work autonomously in an ever-changing environment.
Sound like fun?
For New York Only - The estimated annual salary for this position is between $56,00 and $85,000 annually.
Compensation packages are based on factors unique to each candidate, including but not limited to skill set, certifications, and specific geographical location.
This role is eligible for incentive compensation/commissions, health insurance, equity awards, life insurance, disability benefits, parental leave, wellness benefits, and paid time off.
What you’ll be doing
- Prospect potential advertisers and agencies who can benefit from Roku’s solutions to grow their business
- Actively participate in all phases of the sales lifecycle including identifying and developing leads; meeting with future and existing clients; developing value propositions; and closing business
- Operate at scale, managing a high volume of accounts by identifying opportunities and prioritizing service according to revenue and potential
- Understand clients’ business and translate marketing objectives into results for advertisers, growing advertiser investment on the Roku self-serve ad platform
- Communicate effectively with advertisers, as well as internal Roku stakeholders; identify and communicate opportunities internally to improve Roku’s products based on advertiser feedback
We’re excited if you have
- Working knowledge of digital advertising marketplace, buying models, and technology
- 2+ years working in sales, growth marketing and/or a client facing role. Bonus points for working in client-facing roles at ad networks or mobile gaming companies
- Demonstrated ability in crafting and sending a high volume of personalized emails and overcoming objections
- Strength in ability to communicate value on the phone, in email, and over video demos
- Thrive when operating at scale, using data to drive operations and execution
- The ability to effectively collaborate with internal support and cross functional teams, while autonomously managing your own book of business
- Ambition for building from the ground up and seeking constant improvement for the business
- A naturally curious mindset, eager to learn and grow in a fast paced, dynamic environment
- A self-starter who’s hungry to attack new challenges that come with building a new line of business
- A growth hacker who believes in helping brands of any size grow with streaming ads
#LI-LS1
Our Hybrid Work Approach
Roku fosters an inclusive and collaborative environment where teams work in the office Monday through Thursday. Fridays are flexible for remote work except for employees whose roles are required to be in the office five days a week or employees who are in offices with a five day in office policy.
Benefits
Roku is committed to offering a diverse range of benefits as part of our compensation package to support our employees and their families. Our comprehensive benefits include global access to mental health and financial wellness support and resources. Local benefits include statutory and voluntary benefits which may include healthcare (medical, dental, and vision), life, accident, disability, commuter, and retirement options (401(k)/pension). Employees are supported in taking time off, in accordance with local leave policies and other personal needs to support their evolving work and life needs. It's important to note that not every benefit is available in all locations or for every role. For details specific to your location, please consult with your recruiter.
Accommodations
Roku welcomes applicants of all backgrounds and provides reasonable accommodations and adjustments in accordance with applicable law. If you require reasonable accommodation at any point in the hiring process, please direct your inquiries to EmployeeRelations@Roku.com.
The Roku Culture
Roku is a great place for people who want to work in a fast-paced environment where everyone is focused on the company's success rather than their own. We try to surround ourselves with people who are great at their jobs, who are easy to work with, and who keep their egos in check. We appreciate a sense of humor. We believe a fewer number of very talented folks can do more for less cost than a larger number of less talented teams. We're independent thinkers with big ideas who act boldly, move fast and accomplish extraordinary things through collaboration and trust. In short, at Roku you'll be part of a company that's changing how the world watches TV.
We have a unique culture that we are proud of. We think of ourselves primarily as problem-solvers, which itself is a two-part idea. We come up with the solution, but the solution isn't real until it is built and delivered to the customer. That penchant for action gives us a pragmatic approach to innovation, one that has served us well since 2002.
To learn more about Roku, our global footprint, and how we've grown, visit https://www.weareroku.com/factsheet.
By providing your information, you acknowledge that you want Roku to contact you about job roles, that you have read Roku's Applicant Privacy Notice, and understand that Roku will use your information as described in that notice. If you do not wish to receive any communications from Roku regarding this role or similar roles in the future, you may unsubscribe at any time by emailing WorkforcePrivacy@Roku.com.
Ready to apply?
Apply to Roku
Staff People Business Partner
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Who we are
Aurora’s mission is to deliver the benefits of self-driving technology safely, quickly, and broadly.
The Aurora Driver will create a new era in mobility and logistics, one that will bring a safer, more efficient, and more accessible future to everyone.
At Aurora, you will tackle massively complex problems alongside other passionate, intelligent individuals, growing as an expert while expanding your knowledge. For the latest news from Aurora, visit aurora.tech or follow us on LinkedIn.
Aurora hires talented people with diverse backgrounds who are ready to help build a transportation ecosystem that will make our roads safer, get crucial goods where they need to go, and make mobility more efficient and accessible for all. We’re searching for a Staff People Business Partner.
In this role, you will be a significant contributor to our People strategy, leading major initiatives that enhance organizational health and drive business results across key functions. You will act as a bridge between executive vision and functional execution.
In this role you will
- Execute Strategic Programs: Lead the design and delivery of major projects (e.g., org redesigns, specialized talent programs) that have broad applicability across multiple business units.
- Guide Functional Leadership: Serve as a key area expert and strategic advisor to leaders, sharing deep HR knowledge to clarify complex issues and guide functional decision-making.
- Drive Alignment & Communication: Masterfully manage stakeholders at all levels. You will ensure executive input is integrated into project design while effectively cascading information to ensure alignment across teams.
- Optimize Organizational Systems: Directly impact the effectiveness of your assigned functions by diagnosing system bottlenecks and implementing scalable models that improve cross-functional collaboration.
- Build Capability: Use data-driven insights to identify talent gaps and lead workforce planning efforts. You don't just identify needs; you build the systems to solve them.
- Collaborate for Impact: Partner across the People team (Legal, Finance, ER, etc.) to lead the seamless execution of solutions, ensuring that your work integrates with and elevates adjacent team goals.
- Thrive in a "Build-Phase" Environment: Ability to navigate and contribute to a rapidly scaling startup environment where People team processes are still being defined. You act as a foundational builder, establishing the systems and frameworks necessary to support a fast-moving business.
- Decisive Navigation of Ambiguity: Proven ability to operate effectively and make sound judgments in situations where data may be incomplete or processes are not yet established. You create clarity from chaos, moving initiatives forward by leaning on experience, intuition, and a bias for action.
- Agile Resilience: Demonstrates the agility to pivot quickly as business priorities shift and the resilience to remain energized and effective under pressure. You serve as a stabilizing force for the functions you support, modeling a growth mindset through periods of high change.
Required qualifications
- Functional Expertise: You are a recognized authority in HR business partnering with a track record of leading high-stakes initiatives in a fast-paced or tech-heavy environment.
- Stakeholder Mastery: You excel at navigating complex organizational webs, gaining alignment among senior leaders, and managing the "upward and downward" flow of information.
- Systemic Problem Solving: You look beyond the immediate issue to understand how processes affect multiple teams. You design solutions that are sustainable and account for interdependencies.
- Data-Informed Execution: You translate metrics into action plans, using data to measure the success of your programs and pivot when necessary.
- Change Leadership: Proven ability to manage large-scale change, providing clarity in ambiguous situations and helping teams maintain momentum through transitions.
Desirable qualifications
- 8-10+ years of progressive HR Business Partner experience, with a focus on leading major projects or functional areas within a scaling organization.
- Experience partnering with senior leadership (Director/ Senior Director level) to achieve alignment on key programs.
- Proven track record of project ownership, specifically designing and executing features or systems used by multiple teams.
- Bachelor’s degree in Human Resources or a related field (Advanced degree or HR certification preferred).
- Technology industry experience is highly preferred.
- Strong communication skills, with the ability to influence peers and manage executive-level input effectively.
- Fluent in English.
- Travel: Ability to travel within the U.S. approximately 10% of the time.
Work Style: This role requires being in the office at least 3 days per week.
The base salary range for this position is $133K - $215K per year. Aurora’s pay ranges are determined by role, level, and location. Within the range, the successful candidate’s starting base pay will be determined based on factors including job-related skills, experience, qualifications, relevant education or training, and market conditions. These ranges may be modified in the future. The successful candidate will also be eligible for an annual bonus, equity compensation, and benefits.
#LI-MS1
#Mid-Senior
Working at Aurora
At Aurora, we bring together extraordinarily talented and experienced people united by the strength of our values. We operate with integrity, set outrageous goals, and build a culture where we win together — all without any jerks.
We believe in-person work increases collaboration, empathy and our ability to lead effectively. As a result, we operate in a hybrid work environment where Aurorans are in office at least 3 days per week.
Our Careers page provides insight into what it is like to work at Aurora, and you can find all the latest updates in our Newsroom.
Our commitment to safety
At the core of everything we do is our commitment to safety. Building best-in-class self-driving technology will take time, and we believe that each employee at Aurora has a role in contributing to safety, every step of the way. Aurora expects commitment to our safety policies from every employee, and seeks candidates who take an active responsibility, can contribute to building an atmosphere of trust, and invest in the organization’s long-term success by prioritizing working safely, no matter what.
Our commitment to inclusion
Aurora considers candidates without regard to their race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, pregnancy status, parent or caregiver status, ancestry, political affiliation, veteran and/or military status, physical or mental disability, or any other status protected by federal or state law. Aurora considers qualified applicants with criminal histories, consistent with applicable federal, state, and local law. We are also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at careersiteaccommodations@aurora.tech.
For California applicants, information collected and processed as part of your application and any job applications you choose to submit is subject to Aurora’s California Employment Privacy Policy.
Ready to apply?
Apply to Aurora Innovation
Strategic Workforce Planning Lead
Share this job
Who we are
Aurora’s mission is to deliver the benefits of self-driving technology safely, quickly, and broadly.
The Aurora Driver will create a new era in mobility and logistics, one that will bring a safer, more efficient, and more accessible future to everyone.
At Aurora, you will tackle massively complex problems alongside other passionate, intelligent individuals, growing as an expert while expanding your knowledge. For the latest news from Aurora, visit aurora.tech or follow us on LinkedIn.
Aurora hires talented people with diverse backgrounds who are ready to help build a transportation ecosystem that will make our roads safer, get crucial goods where they need to go, and make mobility more efficient and accessible for all. We’re searching for a Strategic Workforce Planning Lead.
The Strategic Workforce Planning (SWP) Lead will be a key driver in shaping our organizational capabilities and ensuring long-term success. This role is responsible for designing and executing a comprehensive SWP framework to analyze current workforce capabilities and forecast future talent needs based on business strategy and objectives. The ideal candidate is a strategic thinker with deep business acumen, data-driven decision-making, and best-practice SWP methodologies.
Responsibilities:
Strategic Forecasting & Gap Analysis:
- Demand Forecasting: Analyzing business goals (e.g., expansion into a new market) to project future staffing requirements.
- Supply Analysis: Evaluating the current internal workforce to identify existing skills and potential attrition (retirements, turnover).
- Gap Identification: Pinpointing the discrepancy between future needs and current reality, whether in total headcount or specific technical skills. Including how AI can augment human labor or change the profile of employees required in the future.
- Partnership: Partner with Executive Leadership, Finance, Talent Acquisition, Compensation, and People Analytics to align workforce strategies with business goals, budget, and headcount projections.
Data Analytics & Reporting:
- Predictive Modeling: Using historical data and market trends to build models that simulate various business scenarios (e.g., "What happens to our capacity if turnover increases by 10%?").
- Metric Development: Develop data-driven models and dashboards to track key workforce metrics, trends (internal and external), and the efficacy of SWP initiatives. Translate workforce data into actionable insights for the C-suite.
Financial & Operational Alignment:
- Budget Integration: Partnering with the Finance department to ensure hiring plans align with the annual operating budget and long-range financial plans.
- Resource Optimization: Recommending the ideal mix of full-time, part-time, and contingent (contract) workers to maximize efficiency.
- Location Strategy: Advising on where talent should be located based on cost, skill availability, and business continuity.
Talent Strategy:
- Identify critical talent gaps, surpluses, and skill adjacencies, developing mitigation strategies (e.g., build, buy, borrow).
- Skill Mapping: Identifying "perishing" skills that are no longer needed and "emerging" skills (like AI proficiency) that must be prioritized.
Skills:
- Business Athlete Mindset: You are deeply knowledgeable about the business and industry, comfortable navigating and leading others through ambiguity, pivoting quickly to address new challenges, and solving complex problems without a pre-existing playbook.
- Systems Thinker: You recognize the connections across the organization, and take a holistic approach to analyzing situations and developing solutions that are sustainable in the longer term and account for system interdependencies.
- Strategic Acumen: You have an ability to translate long-term business strategy into concrete workforce initiatives.
- Data-Driven: You use data and insights to proactively diagnose issues, inform your recommendations, influence decisions, and measure the impact of your work.
- Execution Excellence: You deliver high quality results through leading projects and initiatives with milestones and delivery schedules in partnership with stakeholders, and develop clear action plans with results-oriented goals for measuring success.
- Resilience and a Growth Mindset: You possess the resilience to thrive in a fast-paced environment and the ability to energize those around you.
- Consulting & Partnering: You have a strong ability to build trust and credibility with business leaders and other partners as a subject matter expert, and to collaborate effectively across multiple business areas and teams in a fast-paced environment.
- Innovation: You have a continuous improvement mindset, seeking out and applying best practices and technology solutions in the HR space.
- Change Management: You are skilled in leading organizational change and ensuring successful adoption of new HR processes.
Qualifications:
- 10+ years of progressive experience in Human Resources, with a strong focus on Workforce Planning
- Proven experience partnering directly with C-suite executives within a rapidly scaling organization.
- Technology industry experience is strongly preferred.
- Bachelor's degree in Human Resources (or related field) required. Advanced degree preferred.
- Proven experience designing and implementing Strategic Workforce Planning frameworks and models.
- Highly proficient in using Workday and other systems/tools tools to extract, analyze, and present data-driven insights to senior leaders.
- Exceptional verbal, written, and presentation skills, with the ability to influence and collaborate effectively across all levels of the organization.
- Strong communication skills (written and verbal) to effectively address all organizational levels.
- Fluent in English.
- Ability to travel within the U.S. approximately 10% of the time.
- This role requires this person to be in the office at least 3 days per week.
The base salary range for this position is $147k - $238k per year. Aurora’s pay ranges are determined by role, level, and location. Within the range, the successful candidate’s starting base pay will be determined based on factors including job-related skills, experience, qualifications, relevant education or training, and market conditions. These ranges may be modified in the future. The successful candidate will also be eligible for an annual bonus, equity compensation, and benefits.
#LI-MS1
#Mid-Senior
Working at Aurora
At Aurora, we bring together extraordinarily talented and experienced people united by the strength of our values. We operate with integrity, set outrageous goals, and build a culture where we win together — all without any jerks.
We believe in-person work increases collaboration, empathy and our ability to lead effectively. As a result, we operate in a hybrid work environment where Aurorans are in office at least 3 days per week.
Our Careers page provides insight into what it is like to work at Aurora, and you can find all the latest updates in our Newsroom.
Our commitment to safety
At the core of everything we do is our commitment to safety. Building best-in-class self-driving technology will take time, and we believe that each employee at Aurora has a role in contributing to safety, every step of the way. Aurora expects commitment to our safety policies from every employee, and seeks candidates who take an active responsibility, can contribute to building an atmosphere of trust, and invest in the organization’s long-term success by prioritizing working safely, no matter what.
Our commitment to inclusion
Aurora considers candidates without regard to their race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, pregnancy status, parent or caregiver status, ancestry, political affiliation, veteran and/or military status, physical or mental disability, or any other status protected by federal or state law. Aurora considers qualified applicants with criminal histories, consistent with applicable federal, state, and local law. We are also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at careersiteaccommodations@aurora.tech.
For California applicants, information collected and processed as part of your application and any job applications you choose to submit is subject to Aurora’s California Employment Privacy Policy.
Ready to apply?
Apply to Aurora Innovation
Strategic Workforce Planning Lead
Share this job
Who we are
Aurora’s mission is to deliver the benefits of self-driving technology safely, quickly, and broadly.
The Aurora Driver will create a new era in mobility and logistics, one that will bring a safer, more efficient, and more accessible future to everyone.
At Aurora, you will tackle massively complex problems alongside other passionate, intelligent individuals, growing as an expert while expanding your knowledge. For the latest news from Aurora, visit aurora.tech or follow us on LinkedIn.
Aurora hires talented people with diverse backgrounds who are ready to help build a transportation ecosystem that will make our roads safer, get crucial goods where they need to go, and make mobility more efficient and accessible for all. We’re searching for a Strategic Workforce Planning Lead.
The Strategic Workforce Planning (SWP) Lead will be a key driver in shaping our organizational capabilities and ensuring long-term success. This role is responsible for designing and executing a comprehensive SWP framework to analyze current workforce capabilities and forecast future talent needs based on business strategy and objectives. The ideal candidate is a strategic thinker with deep business acumen, data-driven decision-making, and best-practice SWP methodologies.
Responsibilities:
Strategic Forecasting & Gap Analysis:
- Demand Forecasting: Analyzing business goals (e.g., expansion into a new market) to project future staffing requirements.
- Supply Analysis: Evaluating the current internal workforce to identify existing skills and potential attrition (retirements, turnover).
- Gap Identification: Pinpointing the discrepancy between future needs and current reality, whether in total headcount or specific technical skills. Including how AI can augment human labor or change the profile of employees required in the future.
- Partnership: Partner with Executive Leadership, Finance, Talent Acquisition, Compensation, and People Analytics to align workforce strategies with business goals, budget, and headcount projections.
Data Analytics & Reporting:
- Predictive Modeling: Using historical data and market trends to build models that simulate various business scenarios (e.g., "What happens to our capacity if turnover increases by 10%?").
- Metric Development: Develop data-driven models and dashboards to track key workforce metrics, trends (internal and external), and the efficacy of SWP initiatives. Translate workforce data into actionable insights for the C-suite.
Financial & Operational Alignment:
- Budget Integration: Partnering with the Finance department to ensure hiring plans align with the annual operating budget and long-range financial plans.
- Resource Optimization: Recommending the ideal mix of full-time, part-time, and contingent (contract) workers to maximize efficiency.
- Location Strategy: Advising on where talent should be located based on cost, skill availability, and business continuity.
Talent Strategy:
- Identify critical talent gaps, surpluses, and skill adjacencies, developing mitigation strategies (e.g., build, buy, borrow).
- Skill Mapping: Identifying "perishing" skills that are no longer needed and "emerging" skills (like AI proficiency) that must be prioritized.
Skills:
- Business Athlete Mindset: You are deeply knowledgeable about the business and industry, comfortable navigating and leading others through ambiguity, pivoting quickly to address new challenges, and solving complex problems without a pre-existing playbook.
- Systems Thinker: You recognize the connections across the organization, and take a holistic approach to analyzing situations and developing solutions that are sustainable in the longer term and account for system interdependencies.
- Strategic Acumen: You have an ability to translate long-term business strategy into concrete workforce initiatives.
- Data-Driven: You use data and insights to proactively diagnose issues, inform your recommendations, influence decisions, and measure the impact of your work.
- Execution Excellence: You deliver high quality results through leading projects and initiatives with milestones and delivery schedules in partnership with stakeholders, and develop clear action plans with results-oriented goals for measuring success.
- Resilience and a Growth Mindset: You possess the resilience to thrive in a fast-paced environment and the ability to energize those around you.
- Consulting & Partnering: You have a strong ability to build trust and credibility with business leaders and other partners as a subject matter expert, and to collaborate effectively across multiple business areas and teams in a fast-paced environment.
- Innovation: You have a continuous improvement mindset, seeking out and applying best practices and technology solutions in the HR space.
- Change Management: You are skilled in leading organizational change and ensuring successful adoption of new HR processes.
Qualifications:
- 10+ years of progressive experience in Human Resources, with a strong focus on Workforce Planning
- Proven experience partnering directly with C-suite executives within a rapidly scaling organization.
- Technology industry experience is strongly preferred.
- Bachelor's degree in Human Resources (or related field) required. Advanced degree preferred.
- Proven experience designing and implementing Strategic Workforce Planning frameworks and models.
- Highly proficient in using Workday and other systems/tools tools to extract, analyze, and present data-driven insights to senior leaders.
- Exceptional verbal, written, and presentation skills, with the ability to influence and collaborate effectively across all levels of the organization.
- Strong communication skills (written and verbal) to effectively address all organizational levels.
- Fluent in English.
- Ability to travel within the U.S. approximately 10% of the time.
- This role requires this person to be in the office at least 3 days per week.
The base salary range for this position is $147k - $238k per year. Aurora’s pay ranges are determined by role, level, and location. Within the range, the successful candidate’s starting base pay will be determined based on factors including job-related skills, experience, qualifications, relevant education or training, and market conditions. These ranges may be modified in the future. The successful candidate will also be eligible for an annual bonus, equity compensation, and benefits.
#LI-MS1
#Mid-Senior
Working at Aurora
At Aurora, we bring together extraordinarily talented and experienced people united by the strength of our values. We operate with integrity, set outrageous goals, and build a culture where we win together — all without any jerks.
We believe in-person work increases collaboration, empathy and our ability to lead effectively. As a result, we operate in a hybrid work environment where Aurorans are in office at least 3 days per week.
Our Careers page provides insight into what it is like to work at Aurora, and you can find all the latest updates in our Newsroom.
Our commitment to safety
At the core of everything we do is our commitment to safety. Building best-in-class self-driving technology will take time, and we believe that each employee at Aurora has a role in contributing to safety, every step of the way. Aurora expects commitment to our safety policies from every employee, and seeks candidates who take an active responsibility, can contribute to building an atmosphere of trust, and invest in the organization’s long-term success by prioritizing working safely, no matter what.
Our commitment to inclusion
Aurora considers candidates without regard to their race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, pregnancy status, parent or caregiver status, ancestry, political affiliation, veteran and/or military status, physical or mental disability, or any other status protected by federal or state law. Aurora considers qualified applicants with criminal histories, consistent with applicable federal, state, and local law. We are also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at careersiteaccommodations@aurora.tech.
For California applicants, information collected and processed as part of your application and any job applications you choose to submit is subject to Aurora’s California Employment Privacy Policy.
Ready to apply?
Apply to Aurora Innovation
Principal, People Business Partner
Share this job
Who we are
Aurora’s mission is to deliver the benefits of self-driving technology safely, quickly, and broadly.
The Aurora Driver will create a new era in mobility and logistics, one that will bring a safer, more efficient, and more accessible future to everyone.
At Aurora, you will tackle massively complex problems alongside other passionate, intelligent individuals, growing as an expert while expanding your knowledge. For the latest news from Aurora, visit aurora.tech or follow us on LinkedIn.
Aurora hires talented people with diverse backgrounds who are ready to help build a transportation ecosystem that will make our roads safer, get crucial goods where they need to go, and make mobility more efficient and accessible for all. We’re searching for a Principal People Business Partner (PBP) to join our People Team at Aurora who thrives in complex, high-growth environments and is ready to build, not just maintain. As a strategic partner to our executive leaders, this is a unique opportunity to shape people strategies and drive organizational effectiveness to fuel our next chapter of growth. You'll be a trusted advisor who helps our critical functions scale and build a future-proof workforce.
In this role, you will
- Enable Business Outcomes: Work with senior leadership to align people strategies with business objectives, and execute high-quality solutions to ensure we have the talent and work environment necessary to achieve our most critical outcomes.
- Elevate Leadership Impact: Serve as a coach and strategic advisor to senior leaders, helping them navigate complex change and elevate their team's performance.
- Drive Organizational Effectiveness: Partner directly with executive leaders to proactively diagnose organizational systems, and design and implement organizational models that accelerate decision-making, enhance cross-functional collaboration, and scale for sustained growth.
- Build a Future-Proof Workforce: Lead workforce planning and implement talent strategies that ensure we have the right people in the right roles at the right time. Use data and insights to identify capability gaps and inform critical talent decisions to secure and develop capabilities needed for the future.
- Solve Complex Problems: Jump into challenges head-on—from organizational bottlenecks to change management initiatives—creating clarity and innovative solutions in ambiguous and complex situations.
- Collaborate with Colleagues: Collaborate closely with other PBPs and People colleagues, Legal, Employee Relations, Finance, Communications, and other partners and stakeholders to lead execution of people solutions in the business.
- Deliver Strategic Insights: Analyze internal and external data, evidence-based research, benchmarks, and business metrics to create insights, diagnose issues, and provide recommendations that inform leadership decision making.
Skills & Experience
- Strategic HR Partnership: You have a strong track record as a senior business partner in a high-growth, or tech environment, demonstrating an ability to influence and build credibility with senior executives quickly. You communicate effectively to a wide range of stakeholders.
- Organizational Transformation Expertise: You have a proven ability to design and implement effective organizational structures, leadership coaching and leadership team effectiveness, and lead large-scale change management initiatives.
- Business Athlete Mindset: You are deeply knowledgeable about the business and industry, comfortable navigating and leading others through ambiguity, pivoting quickly to address new challenges, and solving complex problems without a pre-existing playbook.
- Data-Driven Acumen: You use data and insights to proactively diagnose issues, inform your recommendations, influence decisions, and measure the impact of your work.
- Execution Excellence: You deliver high quality results through leading projects and initiatives with milestones and delivery schedules in partnership with stakeholders, and develop clear action plans with results-oriented goals for measuring success.
- Systems Thinker: You are recognize the connections across the organization, and take a holistic approach to analyzing situations and developing solutions that are sustainable in the longer term and account for system interdependencies.
- Resilience and a Growth Mindset: You possess the resilience to thrive in a fast-paced environment and the ability to energize those around you.
Qualifications
- 10+ years of applicable HR Business Partner experience with proven experience partnering directly with C-suite executives within a rapidly scaling organization. Broad and progressive HR business partner experience in organizations recognized for best HR practices.
- Technology industry experience preferred.
- Bachelor's degree in Human Resources (or related field) required. Advanced degree preferred.
- Proven ability to lead with a creative mindset, very high self-awareness, and to act as a coach and mentor for other leaders and professionals.
- Systems thinking, proven ability to work effectively across multiple business areas, teams, and key leadership areas in a fast-paced environment.
- Demonstrates a breadth of diverse leadership experiences and capabilities, including the ability to influence and collaborate with peers, develop and coach others, oversee and guide the work of other colleagues to achieve meaningful outcomes, and create business impact.
- Effectively diagnosing long-term HR needs, and shaping and leading initiatives to address them.
- Strong communication skills (written and verbal) to effectively address all organizational levels.
- Fluent in English.
- Ability to travel within the U.S. approximately 10% of the time.
- This role requires this person to be in the office at least 3 days per week.
If you are a passionate, skilled People Business Partner ready to make a significant impact on the future of transportation, we encourage you to apply.
The base salary range for this position is $204,000 - $327,000 per year. Aurora’s pay ranges are determined by role, level, and location. Within the range, the successful candidate’s starting base pay will be determined based on factors including job-related skills, experience, qualifications, relevant education or training, and market conditions. These ranges may be modified in the future. The successful candidate will also be eligible for an annual bonus, equity compensation, and benefits.
#LI-MS1
#Director
Working at Aurora
At Aurora, we bring together extraordinarily talented and experienced people united by the strength of our values. We operate with integrity, set outrageous goals, and build a culture where we win together — all without any jerks.
We believe in-person work increases collaboration, empathy and our ability to lead effectively. As a result, we operate in a hybrid work environment where Aurorans are in office at least 3 days per week.
Our Careers page provides insight into what it is like to work at Aurora, and you can find all the latest updates in our Newsroom.
Our commitment to safety
At the core of everything we do is our commitment to safety. Building best-in-class self-driving technology will take time, and we believe that each employee at Aurora has a role in contributing to safety, every step of the way. Aurora expects commitment to our safety policies from every employee, and seeks candidates who take an active responsibility, can contribute to building an atmosphere of trust, and invest in the organization’s long-term success by prioritizing working safely, no matter what.
Our commitment to inclusion
Aurora considers candidates without regard to their race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, pregnancy status, parent or caregiver status, ancestry, political affiliation, veteran and/or military status, physical or mental disability, or any other status protected by federal or state law. Aurora considers qualified applicants with criminal histories, consistent with applicable federal, state, and local law. We are also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at careersiteaccommodations@aurora.tech.
For California applicants, information collected and processed as part of your application and any job applications you choose to submit is subject to Aurora’s California Employment Privacy Policy.
Ready to apply?
Apply to Aurora Innovation
Account Executive - SLED
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Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together.
The best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s what you get when you sell for Appian. We are passionate about driving digital transformation by bringing Appian solutions that provide speed, agility, and efficiency needed to compete and grow. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference here. Join our team, where you can not only grow your career, but share the success of an industry pioneer.
The Account Executive role is responsible for navigating a primarily greenfield geographic territory, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close.
To be successful in this role, you need:
- Experience navigating a complex sales cycle from start to finish, leveraging internal resources within the larger sales organization, cross functionally with the customer success team and externally across customer and partner ecosystems
- Strong presentation skills for delivering in-person and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value
- A trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals
- Actively seeking to understand industry trends to help position against competitors
Basic qualifications:
- 5-10+ years of direct selling experience and a minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to State, Local and Education customers.
- History of consistent quota achievement
- Examples of landing new customer logos
- Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory
The base salary for this role is between $125,000-$225,000 per year and represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate’s relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer.[If applicable to position: Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.
In addition, Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards.
Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.
#LI-MB1
Tools and Resources
- Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires.
- Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education. This commitment ensures that employees have access to a holistic range of development opportunities.
- Community: We’ll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee-led affinity groups. These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.
Benefits
Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more. Benefits vary by country—please ask your Talent Acquisition contact for details specific to the location you are applying to.
About Appian
Appian provides process automation technology. We automate complex processes in large enterprises and governments. Our platform is known for its unique reliability and scale. We’ve been automating processes for 25 years and understand enterprise operations like no one else. For more information, visit appian.com. [Nasdaq: APPN]
Follow Appian: LinkedIn, Youtube, Instagram, Facebook
Appian is an equal opportunity employer that strives to attract and retain the best talent. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law.
Appian provides reasonable accommodations to applicants in accordance with all applicable laws. If you need a reasonable accommodation for any part of the employment process, please contact us by email at ReasonableAccommodations@appian.com. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.
Ready to apply?
Apply to Appian CorporationAccount Executive - SLED
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Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together.
The best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s what you get when you sell for Appian. We are passionate about driving digital transformation by bringing Appian solutions that provide speed, agility, and efficiency needed to compete and grow. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference here. Join our team, where you can not only grow your career, but share the success of an industry pioneer.
The Account Executive role is responsible for navigating a primarily greenfield geographic territory, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close.
To be successful in this role, you need:
- Experience navigating a complex sales cycle from start to finish, leveraging internal resources within the larger sales organization, cross functionally with the customer success team and externally across customer and partner ecosystems
- Strong presentation skills for delivering in-person and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value
- A trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals
- Actively seeking to understand industry trends to help position against competitors
Basic qualifications:
- 5-10+ years of direct selling experience and a minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to State, Local and Education customers.
- History of consistent quota achievement
- Examples of landing new customer logos
- Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory
The base salary for this role is between $125,000-$225,000 per year and represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate’s relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer.[If applicable to position: Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.
In addition, Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards.
Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.
#LI-MB1
Tools and Resources
- Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires.
- Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education. This commitment ensures that employees have access to a holistic range of development opportunities.
- Community: We’ll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee-led affinity groups. These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.
Benefits
Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more. Benefits vary by country—please ask your Talent Acquisition contact for details specific to the location you are applying to.
About Appian
Appian provides process automation technology. We automate complex processes in large enterprises and governments. Our platform is known for its unique reliability and scale. We’ve been automating processes for 25 years and understand enterprise operations like no one else. For more information, visit appian.com. [Nasdaq: APPN]
Follow Appian: LinkedIn, Youtube, Instagram, Facebook
Appian is an equal opportunity employer that strives to attract and retain the best talent. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law.
Appian provides reasonable accommodations to applicants in accordance with all applicable laws. If you need a reasonable accommodation for any part of the employment process, please contact us by email at ReasonableAccommodations@appian.com. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.
Ready to apply?
Apply to Appian CorporationAccount Executive - SLED
Share this job
Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together.
The best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s what you get when you sell for Appian. We are passionate about driving digital transformation by bringing Appian solutions that provide speed, agility, and efficiency needed to compete and grow. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference here. Join our team, where you can not only grow your career, but share the success of an industry pioneer.
The Account Executive role is responsible for navigating a primarily greenfield geographic territory, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close.
To be successful in this role, you need:
- Experience navigating a complex sales cycle from start to finish, leveraging internal resources within the larger sales organization, cross functionally with the customer success team and externally across customer and partner ecosystems
- Strong presentation skills for delivering in-person and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value
- A trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals
- Actively seeking to understand industry trends to help position against competitors
Basic qualifications:
- 5-10+ years of direct selling experience and a minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to State, Local and Education customers.
- History of consistent quota achievement
- Examples of landing new customer logos
- Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory
The base salary for this role is between $125,000-$225,000 per year and represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate’s relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer.[If applicable to position: Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.
In addition, Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards.
Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.
#LI-MB1
Tools and Resources
- Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires.
- Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education. This commitment ensures that employees have access to a holistic range of development opportunities.
- Community: We’ll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee-led affinity groups. These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.
Benefits
Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more. Benefits vary by country—please ask your Talent Acquisition contact for details specific to the location you are applying to.
About Appian
Appian provides process automation technology. We automate complex processes in large enterprises and governments. Our platform is known for its unique reliability and scale. We’ve been automating processes for 25 years and understand enterprise operations like no one else. For more information, visit appian.com. [Nasdaq: APPN]
Follow Appian: LinkedIn, Youtube, Instagram, Facebook
Appian is an equal opportunity employer that strives to attract and retain the best talent. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law.
Appian provides reasonable accommodations to applicants in accordance with all applicable laws. If you need a reasonable accommodation for any part of the employment process, please contact us by email at ReasonableAccommodations@appian.com. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.
Ready to apply?
Apply to Appian Corporation
Sr. Director, Customer Success
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Armis, the cyber exposure management & security company, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. In a rapidly evolving, perimeter-less world, Armis ensures that organizations continuously see, protect and manage all critical assets - from the ground to the cloud. Armis secures Fortune 100, 200 and 500 companies as well as national governments, state and local entities to help keep critical infrastructure, economies and society stay safe and secure 24/7.
Armis is a privately held company headquartered in California.
About the Role & Our Next Chapter
As Armis officially integrates and aligns with the broader ServiceNow organization, we are entering an unprecedented and exciting new phase of global expansion. By bringing together Armis's industry-leading capabilities with ServiceNow's massive operational scale, we are evolving our organizational design to better support strategic geographies and verticals. As our organization rapidly expands during this acquisition, we are thrilled to add key leaders to our team to help champion this transformation. We are looking for a strategic, forward-thinking leader to guide our success teams and deliver extraordinary value to our customers during this dynamic new chapter.
Position Overview
The Senior Director of Customer Success, Americas, owns the book of active Armis customers within their region with a focus on (1) value realization, (2) expansion of adoption and usage, and (3) the overall customer sentiment towards Armis. Business impact will be measured by high-level enterprise outcomes, focusing on sustained revenue retention, strategic account growth, and comprehensive lifecycle success. In addition, forward-looking measures of account health, license utilization, and customer sentiment will be instrumented to help keep the business on the right track.
What You Will Do:
- Integration Alignment: Drive the "1+1=3" strategic narrative across the Customer Success organization to maximize value realization from the shift into ServiceNow.
- Process Governance: Govern critical cross-functional processes, such as Feature Requests with the integrated Product team and "At Risk" playbooks across the GTM organization.
- Organizational Design: Define and evolve the Success interaction model and partner ecosystem to align with the broader organizational and operational scale.
- Personnel Integration: Oversee the successful personnel integration into the new ServiceNow environment and organizational designs.
Additionally Important:
- Re-orient Success focus from Deployment + Value Realization to a more concentrated focus on the Value Realization from business personas/users of Armis, while simultaneously building and evolving implementation services through Partners and Services
- Ensure we are tracking and managing customers relative to a mutually defined Customer Journey.
- Manage business in alignment with Success Levels ensuring appropriate capacity, success delivery, and business efficiency.
- Strengthen the relationship with Sales to foster a cohesive GTM team ensuring appropriate partnership across the entire customer lifecycle and appropriate identification of customer expansion opportunities.
- Work with the Customer Marketing team to nurture ongoing advocacy initiatives (e.g., case studies, references, peer reviews) as well as help identify opportunities for cross-sell and up-sell marketing.
- Align with the Renewal team on a joint forecast for forward-looking Gross Renewal Performance.
- Govern the Feature Request process to ensure the right priorities are established with Product representing the critical and high business needs within the customer base.
- Leverage and reinforce available digital experiences to improve customer experience, reinforce community efforts, and contribute ideas back to the digital experience team.
- Define and evolve the Success interaction model with customers who are also using Partner-led deployment, management, and/or value-add services.
- Govern the usage of post-sales "Experts" as needed to support the existing team in efforts requiring additional life-line support, and ensure the team is appropriately trained and skilled in existing enablement.
- Implement and measure best practices for value delivery (e.g., contact/persona mapping, internal strategy reviews/shared account plans, regular value updates, executive business reviews, etc.).
- Monitor and promote customer adoption and health (e.g., Health Score, Tripwires, etc.) to maximize awareness and proactivity within the team.
- Manage the "At Risk" process, ensure playbooks exist and are followed for most common risk areas, and appropriate awareness is fostered across the GTM organization and executive leadership.
- Support the semi-annual Net Promoter Score process, collecting and assimilating customer feedback into actionable next steps aligned to the Voice of the Customer.
- Serve as Exec Sponsor for appropriate key customers within the region, and ensure all key customers are adequately supported.
- Reinforce the career model and professional development for the team, ensuring they have the required Armis platform knowledge, solution domain expertise, and soft skills required for success.
What We Expect:
- Experience scaling organizations to 300 million+ ARR.
- Minimum of 8-12 years of experience in Customer Success, Account Management, or a related post-sales role, preferably within the technology or cybersecurity industry.
- Proven track record of managing a regional customer success function, with responsibility for customer retention, expansion, and overall satisfaction.
- Experience in leading and developing high-performing Customer Success teams, with a focus on mentoring and professional development.
- Ability to manage teams through periods of change, particularly in transitioning and aligning teams with a unified focus.
- Deep understanding of the customer lifecycle, with a focus on value realization, adoption, and usage expansion.
- Proven ability to drive positive customer sentiment and influence key customer outcomes, including overarching revenue retention and strategic account expansion.
- Experience working closely with Sales, Product, and Marketing teams to ensure alignment on customer goals and expansion opportunities.
- Proven capacity to steer organizational focus toward proactive management by monitoring customer engagement, product adoption, and business integration, rather than solely reacting to revenue outcomes.
- Demonstrated ability to deploy predictive health signals and early warning systems to drive proactive account intervention and mitigate business risk.
- Ability to manage the Customer Journey in line with Success Levels, ensuring capacity and efficiency in customer delivery.
- Strong analytical skills with experience in monitoring customer adoption health metrics and forward-looking indicators
- Proven ability to work cross-functionally, particularly in strengthening relationships with Sales and Renewal teams, and managing the Feature Request process with Product.
- Experience in managing and deploying post-sales "Experts" to support customer needs and reinforce team capabilities.
- Experience in managing the "At Risk" process, including the development and enforcement of playbooks for common risk areas, and fostering awareness across the GTM org and executive leadership.
- Excellent communication skills with the ability to serve as an Executive Sponsor for key customers within the region.
- Experience representing Customer Success at regional events and customer forums.
- Commitment to reinforcing the career model and professional development within the team.
- Ability to regularly travel within North America to meet with clients and team members as required (40%)
Salary range guidance for this position is: $220,000 - 300,000
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.
The choices you make in your career journey matter. You want to do interesting work in an important field while also having time to live your life, which is why we place so much value in your life-work balance. Armis sets you up for success with comprehensive health benefits, discretionary time off, paid holidays including monthly me days, and a highly inclusive and diverse workplace. Put your unique experiences and perspective to work in an environment where they will enable you to thrive, grow, and live your life with integrity.
Armis is proud to be an equal opportunity employer. We never discriminate based on race, ethnicity, color, ancestry, national origin, religion, sex, sexual orientation, gender identity, age, disability, veteran status, genetic information, marital status or any other legally protected (or not) status. In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization.
Ready to apply?
Apply to Armis Security
Who We Are
Verkada is transforming how organizations protect their people and places with an integrated, AI-powered platform. A leader in cloud physical security, Verkada helps organizations strengthen safety and efficiency through one connected software platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management.
Over 30,000 organizations worldwide, including more than 100+ companies in the Fortune 500, trust Verkada as their physical security layer for easier management, intelligent control, and scalable deployments. Founded in 2016, Verkada has expanded rapidly with 15 offices and 2,200+ full-time employees.
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.
Please note: this role is remote - with 50% of travel required.
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
Annual Pay Range
At Verkada, we want to attract and retain the best employees, and compensate them in a way that appropriately and fairly values their individual contribution to the company. With that in mind, we carefully consider a number of factors to determine the appropriate starting pay for an employee, including their primary work location and an assessment of a candidate's skills and experience, as well as market demands and internal parity. A Verkada employee may be eligible for additional forms of compensation, depending on their role, including sales incentives, discretionary bonuses, and/or equity in the company in the form of restricted stock units (RSUs)
Below is the annual on-target earnings (OTE) range for full-time employees for this position, comprised of base compensation and commissions (if applicable).
Verkada Is An Equal Opportunity Employer
As an equal opportunity employer, Verkada is committed to providing employment opportunities to all individuals. All applicants for positions at Verkada will be treated without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law.
Your application will be handled in accordance with our Candidate Privacy Policy.
Ready to apply?
Apply to Verkada
You don't just demo software, you change how people think about what's possible. If you want to be the person in the room who makes engineers lean forward and executives say "when can we start," read on.
The Company
Sendbird is on a mission to build the AI workforce of tomorrow. For over a decade, we built the infrastructure behind conversations chat, voice, video, messaging APIs and became the #1 CPaaS platform for in-app communications. 4,000+ brands trust us. 7 billion messages flow through our platform every month. 300 million monthly active users.
We powered conversations for DoorDash, Match Group, Noom, Yahoo Sports, Rakuten, and thousands of others. We were good at what we did. Really good.
We also saw it early: AI would fundamentally reshape how businesses talk to customers. The infrastructure we'd spent a decade building would become commoditized. The value would move up the stack into intelligence, into experience, into outcomes.
We had a choice: protect what we built, or reinvent ourselves.
We chose reinvention.
In December 2024, we made the full strategic pivot to AI first customer experience. By February 2025, we'd launched our AI agent for enterprise CX built on a decade of conversation data, now with intelligence on top. And in November 2025, we rebranded to Delight.ai.
The name says it all. AI's real promise isn't efficiency or cost savings. It's giving customers back something they lost the feeling of being truly understood and cared for. Not satisfied. Delighted.
The Product
Delight.ai is the AI concierge for customer experience. Most AI agents forget you the moment the conversation ends. Ours doesn't. Delight.ai builds memory over time, learns preferences, and connects context across every channel chat, SMS, email, voice, WhatsApp without losing the thread. We're building AI that makes customers feel understood, seen, and remembered.
Why Sales Engineer
AI is reshaping how enterprises think about customer communication. Sophisticated buyers no longer just want to know if our platform works. They want to know if it works for them, at their scale, inside their architecture, with their team.
We're at an inflection point: a decade of conversation infrastructure, now with AI on top, and a pipeline of buyers who need a technical partner, not a pitch deck. The Sales Engineers who thrive here earn trust from a principal engineer and a VP of Product in the same meeting, and use AI natively to work faster, demo smarter, and operate at a scale a traditional SE simply couldn't.
The Role
You own the technical sales cycle, from discovery through solution design to close, turning complex customer problems into confident reasons to choose Sendbird. You thrive at the intersection of technical depth and business impact, know the difference between a demo that informs and one that inspires, and use AI natively to move faster and do more than a traditional SE could alone. This is a hybrid role based in our San Mateo office (3 days/week). This role reports to the Global Head of Technical Services, based in San Mateo, CA
You might be this person if:
- Mapping a customer's architecture is a puzzle to solve, not a box to check, and you've already spun up a Claude Project or n8n workflow to automate the research before the call ends.
- You read a room fast, shifting depth and language on the fly between a skeptical backend engineer and a time pressed CTO.
- Your demos tell a story. You don't walk through features, you show people a future they hadn't imagined, using AI powered prototypes and agentic tools to make it land.
- You build Claude Projects, custom GPTs, and agentic workflows for your team out of genuine curiosity, not because your job requires it.
- You treat every discovery call like a research project, backed by AI-assisted prep agents and follow-up automations in Make or n8n so the repetitive work runs without you.
- You figure out what the customer needs before they tell you, propose the architecture, and ship it. If a bespoke dashboard or Claude-powered automation would close the deal, you build it.
- You're energized by multiple complex deals at once, partly because AI agents and workflow automation have eliminated the parts that don't require you.
You need to have:
- 3+ years in Sales Engineering (pre-sales) at a developer-focused platform SaaS and/or CPaaS company
- Bachelor's degree (CS, EE) or equivalent combination of education and experience
- Hands-on fluency with RESTful APIs, mobile SDKs, and integration workflows, with a clear understanding of how modern customer engagement workflows are built and scaled
- Working knowledge of at least one development environment (JavaScript/React, iOS/Swift, Android/Kotlin, Unity, React Native, or Flutter)
- Practical experience with generative AI concepts including LLMs, AI agents, and agentic workflows. You've built with these tools, not just read about them
- Familiarity with AI tooling such as Claude or ChatGPT, and automation platforms such as Make, Zapier, or n8n. Experience stringing together APIs or building lightweight automations is a strong plus
- Confidence navigating security and compliance conversations (SOC 2, ISO-27001/42001, HIPAA, GDPR) with technical and non-technical stakeholders
- Strong written and verbal communication in English
- Ability to travel for customer onsite visits
What you'll actually do:
- Own the technical narrative across the full deal cycle, from discovery calls and technical deep dives to executive presentations, alongside Account Executives at every stage.
- Run structured discovery with engineers, product managers, and architects to surface real pain points and map them to Sendbird's APIs, SDKs, and AI agent capabilities, using AI-assisted prep workflows to come in sharper every time.
- Design solution architectures tailored to each customer's stack and goals, whether they're building an AI-powered in-app chat experience, deploying an AI support agent, or scaling to millions of users.
- Build and deliver demos that go beyond feature walkthroughs, using agentic tools and custom prototypes to show customers what their product could actually become with Sendbird underneath it.
- Automate repeatable pre-sales work, including lead research, follow-up summaries, and demo environment setup, using tools like Claude, Make, or n8n, freeing you for the work AI can't do.
- Articulate Sendbird's security and compliance posture clearly and confidently, helping enterprise buyers navigate procurement.
- Work closely with Product and Engineering to feed pre-sales insights back into the roadmap, serving as a direct line between the market and the people building the product.
- Track emerging trends in AI agents, developer tooling, and communication infrastructure, and bring those insights into customer conversations.
What we offer:
We take care of the people who build the future. Here's some of what you can expect when you join Sendbird.
- Medical, dental, and vision coverage, on us. Sendbird covers 100% of the premium for our employees and roughly 80% for their dependents.
- Generous time off. 20 days PTO, 13 company holidays, 7 sick days, 2 rest & rejuvenation days, 1 volunteer day, and your birthday off.
- $3,500 annual "Be Your Best Self" boost. Spend it on anything that helps you grow. Gym memberships, therapy, books, courses, massages, and more.
- Parental leave for all new parents. Time to be present for the moments that matter most.
- 401(k) from day one. Auto-enrollment, flexible contributions, and access to Vanguard's investment platform.
- HSA & FSA options. Pre-tax accounts to cover healthcare, dependent care, and commuter expenses.
- Life & disability coverage, fully paid. Life insurance and AD&D at 2x your salary, plus short- and long-term disability at no cost to you.
Pay Transparency
For cash compensation, we set standard ranges for all roles based on function, level, and geographic location. To determine our ranges, we utilize a variety of compensation data benchmarked against similar-stage growth companies. A reasonable estimate of the current salary range for this role is $200,000.00 - $235,000.00. This range is specific to the San Francisco Bay market. We consider several factors when making final compensation decisions including, but not limited to, skill sets, experience and training, licensure and certifications, and other business and organizational needs which may cause your specific offer to vary from the amount listed above.
Flexible Work Policy
We offer a flexible work schedule at Sendbird. We also value collaboration and relationship building. With those values in mind, we require all employees to gather with their team in the office three days per week as a minimum. Some of our roles require a more frequent in-office schedule. Please work with your manager to understand the office time requirements for your position.
What diversity and inclusion mean to us
There is no such thing as a perfect candidate and the best employees come from a wide range of backgrounds, experiences, and skill sets. Sendbird is a place where everyone can learn and grow. We respect, promote, and encourage diversity for equal employment opportunities and encourage you to apply if this role excites you.
Why Sendbird
We just made one of the boldest pivots in our company's history and we're already seeing it pay off. If you want to sell something that's genuinely changing how enterprises think about AI and customer experience, this is it. You'll have real ownership, real access to leadership, and real impact on how we win. We move fast. We build things that matter. Come help us close the deals that define what delight.ai becomes.
Sendbird is building the AI workforce of tomorrow, and we hire that way too. Learn more about our interview process, how we evaluate candidates, and the role AI plays along the way.
Ready to apply?
Apply to Sendbird
Enterprise Account Executive
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Enterprise Account Executive closes deals. This one builds a category.
The Company
Sendbird is on a mission to build the AI workforce of tomorrow. For over a decade, we built the infrastructure behind conversations—chat, voice, video, messaging APIs—and became the #1 CPaaS platform for in-app communications. 4,000+ brands trust us. 7 billion messages flow through our platform every month. 300 million monthly active users.
We powered conversations for DoorDash, Match Group, Noom, Yahoo Sports, Rakuten, and thousands of others. We were good at what we did. Really good.
We also saw it early: AI would fundamentally reshape how businesses talk to customers. The infrastructure we'd spent a decade building would become commoditized. The value would move up the stack—into intelligence, into experience, into outcomes.
We had a choice: protect what we built, or reinvent ourselves.
We chose reinvention.
In December 2024, we made the full strategic pivot to AI-first customer experience. By February 2025, we'd launched our AI agent for enterprise CX—built on a decade of conversation data, now with intelligence on top. And in November 2025, we rebranded to delight.ai.
The name says it all. AI's real promise isn't efficiency or cost savings. It's giving customers back something they lost—the feeling of being truly understood and cared for. Not satisfied. Delighted.
The Product
Delight.ai is the AI concierge for customer experience. Most AI agents forget you the moment the conversation ends. Ours doesn't. Delight.ai builds memory over time, learns preferences, and connects context across every channel—chat, SMS, email, voice, WhatsApp—without losing the thread. We're building AI that makes customers feel understood, seen, and remembered.
Why Enterprise Account Executive
AI is reshaping how enterprises think about customer experience, and most of them don't fully understand what that means yet. That's the opportunity. You're not just selling software. You're showing companies what's possible when intelligence gets layered on top of every customer conversation they'll ever have.
Sendbird is at an inflection point. We've spent a decade earning trust with 4,000+ enterprise brands. Now we're bringing them into the AI era with delight.ai. We need sellers who can challenge the way customers think, open doors that don't exist yet, and close deals that matter.
The Role
You'll own the full enterprise sales cycle, from self-sourced outbound to closed-won, targeting accounts in the Central and West Coast markets. This role is for someone who thrives with ownership, moves fast, and knows how to make a complex sale feel inevitable.
You might be this person if:
- You build your own pipeline and use AI to do it faster and smarter than anyone else.
- You can walk into a room of skeptical enterprise stakeholders and leave them seeing a problem they didn't know they had.
- You're as comfortable talking to a developer about API infrastructure as you are with a CFO about ROI.
- Multi-threaded enterprise deals energize you rather than slow you down.
- You obsess over your pipeline. 3x isn't enough, you want 5x, and you know exactly what's in it at any given moment.
- You've closed high six- and seven-figure deals and can speak to exactly how you did it.
- You bring energy and humor without sacrificing precision.
- You debrief losses out loud, share what's working, and actively make the people around you better. You know how to read a room.
- You treat AI as a force multiplier, automating the repetitive so more of your time goes toward selling.
You need to have:
- 5–8 years of technology sales experience with a proven track record of closing enterprise-level deals.
- Demonstrated success in complex solution sales. High six- to seven-figure deal sizes, long cycles, multiple stakeholders.
- An outbound-first mentality. You build your own pipeline and don't rely on inbound to hit quota.
- Fluency using AI tools in your day-to-day workflow, from prospecting and account research to pipeline management and reporting.
What you'll actually do:
- Source, qualify, and close enterprise deals end-to-end. Outbound is your starting point, with AI-powered prospecting and enrichment as core parts of your process.
- Build and maintain a 3–5x qualified pipeline with consistent, disciplined hygiene.
- Challenge enterprise buyers, product, engineering, and CX leaders, to rethink how AI-powered conversations can transform their customer experience.
- Navigate complex, multi-threaded sales processes across large organizations, aligning stakeholders at every level.
- Bring a consultative lens to every deal. Understand the customer's business deeply before you ever pitch a solution.
- Use AI to automate research, prep, and follow-up so your time stays focused on high-value selling activity.
- Help shape how we sell in a fast-moving environment, not just execute a playbook.
Added Value:
- Formal SaaS sales training from a competitive, high-performance environment.
- Background at a top-tier professional services firm (investment banking, management consulting, or similar).
- Experience selling AI, Customer Support, or Customer Experience software.
- Previous success selling to enterprise developer and product teams.
- Familiarity with vertical industries like communities, live-streaming, on-demand, ecommerce, or gaming.
- Hands-on experience with AI workflow tools such as Claude, Make, n8n, or similar platforms to automate and scale personal and team productivity.
- Experience building or deploying AI agents, custom GPTs, or automated pipelines that have had measurable impact on sales outcomes.
What we offer:
We take care of the people who build the future. Here's some of what you can expect when you join Sendbird.
- Medical, dental, and vision coverage, on us. Sendbird covers 100% of the premium for our employees and roughly 80% for their dependents.
- Generous time off. 20 days PTO, 13 company holidays, 7 sick days, 2 rest & rejuvenation days, 1 volunteer day, and your birthday off.
- $3,500 annual "Be Your Best Self" boost. Spend it on anything that helps you grow. Gym memberships, therapy, books, courses, massages, and more.
- Parental leave for all new parents. Time to be present for the moments that matter most.
- 401(k) from day one. Auto-enrollment, flexible contributions, and access to Vanguard's investment platform.
- HSA & FSA options. Pre-tax accounts to cover healthcare, dependent care, and commuter expenses.
- Life & disability coverage, fully paid. Life insurance and AD&D at 2x your salary, plus short- and long-term disability at no cost to you.
Pay Transparency
For cash compensation, we set standard ranges for all roles based on function, level, and geographic location. To determine our ranges, we utilize a variety of compensation data benchmarked against similar-stage growth companies. A reasonable estimate of the current salary range for this role is $230,000 - $300,000 OTE . This range is specific to the San Francisco Bay market. We consider several factors when making final compensation decisions including, but not limited to, skill sets, experience and training, licensure and certifications, and other business and organizational needs which may cause your specific offer to vary from the amount listed above.
Flexible Work Policy
We offer a flexible work schedule at Sendbird. We also value collaboration and relationship building. With those values in mind, we require all employees to gather with their team in the office three days per week as a minimum. Some of our roles require a more frequent in-office schedule. Please work with your manager to understand the office time requirements for your position.
What diversity and inclusion mean to us
There is no such thing as a perfect candidate and the best employees come from a wide range of backgrounds, experiences, and skill sets. Sendbird is a place where everyone can learn and grow. We respect, promote, and encourage diversity for equal employment opportunities and encourage you to apply if this role excites you.
Why Sendbird
We're not optimizing an existing market, we're defining a new one. Delight.ai sits at the intersection of a decade of conversation infrastructure and the AI moment that's reshaping every customer relationship on the planet. If you want to own a territory, build something real, and be part of a team that's moving with genuine urgency, this is the place.
Sendbird is building the AI workforce of tomorrow, and we hire that way too. Learn more about our interview process, how we evaluate candidates, and the role AI plays along the way.
Ready to apply?
Apply to Sendbird
Enterprise Account Executive (C1 - B2B)
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Have you ever had that green-light feeling? When you hit every green light and the day just feels like magic. CLEAR's mission is to create frictionless experiences where every day has that feeling. With more than 30+ million passionate members and hundreds of partners around the world, CLEAR’s identity platform is transforming the way people live, work, and travel. Whether it’s at the airport, stadium, or right on your phone, CLEAR connects you to the things that make you, you - unlocking easier, more secure, and more seamless experiences - making them all feel like magic.
The Enterprise Account Executive will drive C1’s growth by identifying, structuring, and closing strategic deals with large enterprise organizations. This role will expand CLEAR’s networked identity platform across industries by building high-impact relationships and delivering scalable, revenue-generating deals.
What you'll do:
- Drive enterprise growth by sourcing, developing, and closing strategic partnerships across key industries
- Own the full deal lifecycle from prospecting through negotiation, contracting, and launch
- Build and manage a robust enterprise pipeline, leveraging outbound efforts, industry relationships, and market insights
- Partner cross-functionally with Product, Legal, Security, and Partner Success to align solutions with partner needs and CLEAR capabilities
- Represent CLEAR externally through executive meetings, industry events, and thought leadership to strengthen market presence
How you'll measure success:
- Total contract value (TCV), annual contract value (ACV), and revenue generated from enterprise partnerships
- Pipeline growth, conversion rates, and deal velocity across enterprise opportunities
- Number of new enterprise logos and expansion within existing partners
- Successful launch and activation of enterprise partnerships
What you're great at:
- 8+ years of experience in enterprise business development, partnerships, or B2B sales within SaaS, identity, fintech, or enterprise technology
- Proven track record of sourcing, negotiating, and closing complex, high-value enterprise deals
- Strong executive presence with the ability to influence C-suite stakeholders and build long-term relationships
- Exceptional negotiation and deal structuring skills, with deep understanding of enterprise contract dynamics
- Strategic thinker who can navigate ambiguity, prioritize opportunities, and execute with urgency
How You'll be Rewarded:
At CLEAR, we help YOU move forward - because when you’re at your best, we’re at our best. You’ll work with talented team members motivated by our mission of making experiences safer and easier. Our offices are bright and energetic with an open concept and plenty of conference rooms and casual co-working spaces. We also offer catered lunches every day and have fully stocked kitchens. Outside of the office, we invest in your well-being and learning & development with stipends and reimbursement programs.
We offer holistic total rewards, including comprehensive healthcare plans, family-building benefits (fertility and adoption/surrogacy support), flexible time off, annual wellness stipend, free OneMedical memberships for you and your dependents, a CLEAR Plus membership, and a 401(k) retirement plan with employer match. The on-target compensation range for this role is $150,000 - $350,000, depending on levels of skills and experience. This range includes our competitive commission potential, subject to the terms of the applicable commission plan at any given time.
The on target earning range represents the low and high end of CLEAR’s range for this position. OTE will vary depending on various factors which include, but are not limited to location, education, skills, experience and performance. The range listed is just one component of CLEAR’s total compensation package for employees and other rewards may include annual bonuses, commission, Restricted Stock Units
CLEAR provides reasonable accommodation to qualified individuals with disabilities or protected needs. Please let us know if you require a reasonable accommodation to apply for a job or perform your job. Examples of reasonable accommodation include, but are not limited to, time off, extra breaks, making a change to the application process or work procedures, policy exceptions, providing documents in an alternative format, live captioning or using a sign language interpreter, or using specialized equipment.
We are committed to a transparent and secure hiring process. All communications related to this role will come directly from a CLEAR employee through valid CLEAR channels (e.g., a valid @clearme.com email address or verified CLEAR LinkedIn profile). We encourage candidates to remain alert to job scams and to report any suspicious activity.
#LI-Onsite
Ready to apply?
Apply to CLEAR - Corporate
Account Director (NorCal)
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With 1,000+ intelligence professionals serving over 1,900 clients worldwide, Recorded Future is the world’s most advanced, and largest, intelligence company!
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
Why should you join Recorded Future?
Recorded Future employees (or “Futurists”), represent over 40 nationalities and embody our core values of having high standards, practicing inclusion, and acting ethically. Our dedication to empowering clients with intelligence to disrupt adversaries has earned us a 4.6-star user rating on G2 and more than 50% of Fortune 100 companies as customers.
Want more info?
Blog & Podcast: Learn everything you want to know (and maybe some things you’d rather not know) about the world of cyber threat intelligence
Linkedin, Instagram & Twitter: What’s happening at Recorded Future
The Record: The Record is a cybersecurity news publication that explores the untold stories in this rapidly changing field
Timeline: History of Recorded Future
Recognition: Check out our awards and announcements
We are committed to maintaining an environment that attracts and retains talent from a diverse range of experiences, backgrounds and lifestyles. By ensuring all feel included and respected for being unique and bringing their whole selves to work, Recorded Future is made a better place every day.
If you need any accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to our recruiting team at careers@recordedfuture.com
Recorded Future is an equal opportunity and affirmative action employer and we encourage candidates from all backgrounds to apply. Recorded Future does not discriminate based on race, religion, color, national origin, gender including pregnancy, sexual orientation, gender identity, age, marital status, veteran status, disability or any other characteristic protected by law.
Recorded Future will not discharge, discipline or in any other manner discriminate against any employee or applicant for employment because such employee or applicant has inquired about, discussed, or disclosed the compensation of the employee or applicant or another employee or applicant.
Recorded Future does not administer a lie detector test as a condition of employment or continued employment. This is in compliance with the law of the Commonwealth of Massachusetts, and in alignment with our hiring practices across all jurisdictions.
Recorded Future maintains a drug-free workplace.
Note: Our interview process for all final-round candidates requires a mandatory in-person interview or a live, scheduled video conference with the hiring manager. We do not conduct interviews via instant messaging or text. All communications during the application process will come from individuals within our HR department via their Recorded Future email address.
Notice to Agency and Search Firm Representatives: Recorded Future will not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to Recorded Future, including those sent to our employees or through our website, will become the property of Recorded Future. Recorded Future will not be liable for any fees related to unsolicited resumes.
Agencies must have a valid written agreement in place with Recorded Future's recruitment team and must receive written authorization before submitting resumes. Submissions made without such agreements and authorization will not be accepted and no fees will be paid.
Ready to apply?
Apply to Recorded Future
About Workato
Workato delivers enterprise infrastructure for the agentic era, redefining iPaaS and helping enterprises unify data, applications, processes, and AI into a single, governed platform. A leader in Enterprise MCP and trusted by 50% of the Fortune 500, Workato’s cloud-native architecture connects every application, data source, and process to power real-time orchestration at scale. With enterprise-grade security and continuous innovation at its core, Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business. To learn more, visit www.workato.com
Why join us?
Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company.
But, we also believe in balancing productivity with self-care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives.
If this sounds right up your alley, please submit an application. We look forward to getting to know you!
Also, feel free to check out why:
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Business Insider named us an “enterprise startup to bet your career on”
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Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world
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Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America
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Quartz ranked us the #1 best company for remote workers
Responsibilities
We are seeking a highly motivated and results-driven Account Executive to join our growing Commercial sales team. This team will play a pivotal role in driving new logo acquisition through inbound & outbound efforts. In this role, you will manage customer relationships from discovery & qualification to close. Typical sales cycles may involve POCs, multiple stakeholders, strategic pricing negotiations, and selling to executives and CXOs.
In this role, you will also be responsible to:
New Logo Acquisition:
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Pipeline Generation: Work closely with marketing, solutions consultants, partners, peers and leadership to generate qualified opportunities and build and maintain healthy ongoing pipeline coverage.
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Opportunity Management: Leverage Workato Selling System and MEDDPICC to effectively qualify and manage opportunities to close.
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Deal Management: Lead the end-to-end sales process, from initial contact through negotiation and close, ensuring a smooth and successful customer conversion.
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Market Research: Stay up to date on industry trends, competitor activity, and customer needs to refine sales messaging and positioning.
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CRM Management: Track all activities, opportunities, and progress within salesforce, ensuring accurate forecasting and reporting.
Performance Metrics:
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Meet and exceed monthly, quarterly, and annual sales targets for both new customer acquisition and account expansion.
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Maintain a healthy pipeline and track progress toward revenue goals.
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Maximize conversion rate of inbound leads to close.
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Achieve high levels of customer satisfaction and engagement in expanded accounts.
Requirements
Qualifications / Experience / Technical Skills
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Experience: 3+ years of sales experience, with a proven track record in B2B sales, new customer acquisition, and/or account expansion (preferably in a SaaS or technology-related field).
Soft Skills / Personal Characteristics
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Strong discovery and qualification skills
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Exceptional communication, negotiation, and presentation skills.
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Ability to build rapport and trust quickly with both potential customers and internal stakeholders.
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Analytical mindset with the ability to leverage data to inform decisions and improve performance.
For California applicants, the base pay for this role may range between $90,000 - $130,000 plus variable, benefits, perks, and equity.
(REQ ID: 2751)
Ready to apply?
Apply to Workato
Global Strategic Account Service Director
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We’re in an unbelievably exciting area of tech and are fundamentally reshaping the data storage industry. Here, you lead with innovative thinking, grow along with us, and join the smartest team in the industry.
This type of work—work that changes the world—is what the tech industry was founded on. So, if you're ready to seize the endless opportunities and leave your mark, come join us.
THE ROLE
As the “Global Strategic Account Service Director” for Everpure’s most valued global enterprise relationships, you will drive mutual innovation and measurable value creation. You are the primary architect of the customer service journey, ensuring our technology and services align perfectly with our clients' core business missions. By matrix-leading cross-functional experts and collaborating with Sales and Product leadership, you transform complex service portfolios into strategic business advantages that solidify Everpure as a trusted advisor.
WHAT YOU’LL DO
- Drive Strategic Outcomes: Serve as the single point of accountability for the end-to-end customer experience, partnering with Sales to execute 3-year integrated account plans that maximize customer loyalty and wallet share.
- Lead Matrixed Delivery Teams: Orchestrate a dedicated global team of Service Account Managers, Engineers, and Customer Success Managers to ensure high-quality, consistent service delivery and proactive resolution of high-level escalations.
- Design the Customer Lifecycle: Architect the service-focused vision and relationship roadmap, championing customer requirements directly into Everpure’s Engineering and Product roadmaps to drive account-based innovation.
- Optimize Business Performance: Manage account-level profitability and retention strategies, maintaining "World Class" CSAT and NPS scores while targeting 100% renewal rates through value-add service adoption.
- Govern Program KPIs: Own and communicate the success index for strategic accounts to senior executive leadership, utilizing data-driven insights to establish a company-wide culture of customer-centricity.
WHAT YOU BRING
- Executive Relationship Leadership: Proven ability to build and manage influential partnerships at the C-suite level, acting as a trusted advisor to global enterprise organizations.
- Matrix & Cross-Functional Mastery: Expert-level skill in leading diverse, indirect teams (Sales, Engineering, Finance, and Support) to achieve unified customer outcomes in a fast-paced environment.
- Advanced Business & Financial Acumen: Proficiency in managing account profitability, identifying revenue opportunities, and translating technical service delivery into tangible business value for the customer.
- Operational Excellence: Deep experience in designing service delivery models, lifecycle management, and continuous improvement activities to resolve complex organizational challenges.
- Location: We are primarily an in-office environment and therefore, you will be expected to work from the Santa Clara or Lehi office in compliance with Everpure’s policies, unless you are on PTO, or work travel, or other approved leave.
#LI-ONSITE
Salary ranges are determined based on role, level and location. For positions open to candidates in multiple geographical locations, the base salary range is reflective of the labor market across the applicable locations.
This role may be eligible for incentive pay and/or equity.
There is no application deadline and we accept applications on an ongoing basis until the job is filled.
WHAT YOU CAN EXPECT FROM US:
- Innovation: We celebrate those who think critically, like a challenge, and aspire to be trailblazers.
- Growth: We give you the space and support to grow along with us and to contribute to something meaningful. We have been named Fortune's Best Workplaces in Technology™, Fortune's Best Workplaces in the Bay Area™, and certified as a Great Place to Work®!
- Team: We build each other up and set aside ego for the greater good.
And because we understand the value of bringing your full and best self to work, we offer a variety of perks to manage a healthy balance, including flexible time off, wellness resources, and company-sponsored team events. Check out purebenefits.com for more information.
ACCOMMODATIONS AND ACCESSIBILITY:
Candidates with disabilities may request accommodations for all aspects of our hiring process. For more on this, contact us at TA-Ops@purestorage.com if you’re invited to an interview.
OUR COMMITMENT TO A STRONG AND INCLUSIVE TEAM:
We’re forging a future where everyone finds their rightful place and where every voice matters. Where uniqueness isn’t just accepted but embraced. That’s why we are committed to fostering the growth and development of every person, cultivating a sense of community through our Employee Resource Groups and advocating for inclusive leadership.
Everpure is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or any other characteristic legally protected by the laws of the jurisdiction in which you are being considered for hire.
Join us and bring your best.
Bring your bold.
Pure and simple.
Ready to apply?
Apply to Everpure
Senior Pre- & Post-Sales Customer Engineer, Enterprise
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The Team + The Role
Pendo’s Customer Engineering team is the technical backbone of the pre- and post-sales customer motion. The team brings together work that has historically sat across Customer Success, Technical Account Management, and Solutions Engineering into one full-lifecycle technical owner. Customer Engineering helps customers connect technical execution to business outcomes and realize the value of their investment in Pendo.
As a Senior Customer Engineer, you own strategic and complex Enterprise accounts across acquisition, implementation, adoption, expansion, and escalation. You lead technical strategy for complex deployments, resolve ambiguous customer challenges, and partner closely with account teams to drive retention, expansion, and customer value. Your impact extends beyond your own accounts through playbooks, coaching, repeatable fixes, and workflow improvements that raise the capability of the broader Customer Engineering team.
This is a remote role supporting a West Coast territory.
What this looks like day-to-day
- New customer acquisition and selling: Partner with Account Directors on pre-sales motions for new customer acquisition, product expansion, and expansion across lines of business. You identify customer pain, craft and deliver tailored demos, and lead technical evaluations through requirements gathering, success criteria, installation guidance, and hands-on workshops.
- Complex implementations and value realization: Lead onboarding for strategic customers, including planning, implementation, integrations, and training. You build customer-specific implementation playbooks, guide complex deployments with executive visibility, and ensure customers realize value during onboarding and over time.
- Adoption, expansion, and growth: Identify opportunities to expand adoption across underutilized features, untapped products, and new lines of business. When adoption stalls, you diagnose root causes, design a path forward, and connect technical work to measurable business outcomes.
- Technical escalation: Serve as an escalation point for complex technical challenges raised by other Customer Engineers. You resolve ambiguous problems with multiple variables and tradeoffs, involving Product or Engineering only when truly needed.
- Team capability building: Build playbooks, document repeatable fixes, coach peers, and improve how Customer Engineering work gets done across the team. You use AI tools to accelerate content creation, surface patterns across accounts, and share practical workflow findings with the broader team.
- Early account impact: Assess account health, risks, stakeholder relationships, and the highest-priority problems to solve within your portfolio. You establish trust with Account Directors and customer stakeholders, then independently lead complex customer interactions that move accounts forward.
- Quarterly business outcomes: Drive measurable improvement in customer health, retention, expansion, and technical resolution across strategic accounts. You contribute reusable frameworks, playbooks, or processes that other Customer Engineers use and become a trusted advisor to Account Directors on account health and technical strategy.
Who You Are
Beyond the qualifications, we hire through a specific lens. These aren't buzzwords; they're the things we'll actually look for in how you talk about your work.
You're a builder, not a maintainer.
You're most energized when there isn't a clear path yet, and you get to define it. You don't wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Senior Customer Engineers don't just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.
You're AI-curious - genuinely.
You're not using AI tools occasionally. You're rewiring how you work around them. You're faster, sharper, and more prolific because of it, and you bring that energy to everything — how you approach your work, how you prep, how you communicate, how you think. We want someone who sees AI as a multiplier, not a shortcut.
Must-haves
- 5 to 8 years of experience in a customer-facing technical role such as Sales Engineering, Solutions Engineering, Technical Account Management, Customer Engineering, implementation, professional services, or solutions architecture.
- Deep hands-on experience with web technologies including HTML, CSS, JavaScript, and REST APIs, with the ability to architect and troubleshoot complex front-end implementations.
- Proven experience managing strategic Enterprise accounts with executive-level stakeholders, competing priorities, and complex technical or business requirements.
- Demonstrated ability to solve ambiguous problems involving multiple variables, constraints, and tradeoffs.
- Experience connecting technical execution to business outcomes such as retention, expansion, ROI, and value realization.
- Hands-on use of AI tools for account research, content creation, or workflow automation, with demonstrated integration into day-to-day work rather than light experimentation.
- Experience mentoring or coaching more junior technical team members.
Nice-to-haves
- Experience with Pendo, digital adoption platforms, product analytics, or in-app experience tooling in an enterprise environment.
- Hands-on experience with mobile app development, including Swift, Android, or React Native.
- Familiarity with data architecture, AI or machine learning concepts, or advanced analytics instrumentation.
- Track record of building reusable frameworks, playbooks, or processes that were adopted by a broader team.
About Pendo
Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers: a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software. Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech.
Pendo Core Values: Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.
Location: Remote
Compensation: The expected On-Target Earnings (OTE) range for this role is $193,393 - $241,742, with a 70/30 base-to-variable compensation split.
Benefits: Pendo offers highly competitive United States benefits, including employer-heavy coverage with $0 premium options, strong 401(k) match, equity, and flexible time off.
EEOC: We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.
Accessibility: Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.
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Delivery Solutions Architect - Startups & Emerging Enterprise
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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 with Startup and Emerging Enterprise customers. You will also help ensure customer success by helping our most complex customers maximize the value they get out of our platform and their 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 by 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. It is technical in the sense that you will serve as the post-sale technical lead across all Databricks products. This requires you to use your skills and technical credibility to engage and communicate at all levels within 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 prioritized customers
- Lead the post-technical-win account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
- Be the accountable technical leader for specific use cases and customers across multiple selling teams and internal stakeholders, creating certainty from uncertainty and driving onboarding, enablement, go-live, and healthy consumption of the workloads the customer has chosen to run on Databricks
- Be the first contact for any technical issues or questions related to production/go live status of agreed upon use cases within an account, often spanning multiple use cases within the largest and most complex organizations
- Leverage Shared Services, User Education, Onboarding/Technical Services, and Support resources, and escalate to subject matter experts when work falls beyond your scope or expertise
- Create, own, and execute a point of view on how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
- Partner with Databricks Product and Engineering teams on new product innovations, private previews, and upgrades
- Develop an execution plan spanning all customer-facing technical roles and teams across the following 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 to your Technical GM — KPI reporting on usage and customer health, covering investment status, key risks, product adoption, and use case progression
What we look for:
- 5+ years of experience accountable for technical project / program delivery in Data and AI, with the ability to contribute to technical debate and design choices alongside 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 for distributed data systems
- Understanding of how to attribute business value and outcomes to specific project deliverable
- Technical program or project management, including accountability for accounts, stakeholders, and resources
- Experience resolving complex, high-stakes escalations with senior customer executives
- Experience conducting open-ended discovery workshops, creating strategic roadmaps, conducting business analysis, and managing delivery of complex programs/projects
- Track record of overachievement against quota, goals, or similar objective targets
- Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent practical experience
- Can travel up to 30% when needed
Pay Range Transparency
Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.
About Databricks
Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.
Benefits
At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.
Our Commitment to Diversity and Inclusion
At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
Compliance
If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.
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Associate Director, Omnichannel
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Revolution Medicines is a late-stage clinical oncology company developing novel targeted therapies for patients with RAS-addicted cancers. The company’s R&D pipeline comprises RAS(ON) inhibitors designed to suppress diverse oncogenic variants of RAS proteins. The company’s RAS(ON) inhibitors daraxonrasib (RMC-6236), a RAS(ON) multi-selective inhibitor; elironrasib (RMC-6291), a RAS(ON) G12C-selective inhibitor; zoldonrasib (RMC-9805), a RAS(ON) G12D-selective inhibitor; and RMC-5127, a RAS(ON) G12V-selective inhibitor, are currently in clinical development. As a new member of the Revolution Medicines team, you will join other outstanding professionals in a tireless commitment to patients with cancers harboring mutations in the RAS signaling pathway.
The Opportunity:
This newly created role represents a unique opportunity to shape the future of HCP engagement at Revolution Medicines. The Omnichannel Strategy & Operations Team is seeking a forward-thinking, digitally fluent marketing operations leader to drive optimal performance while also delivering high-quality customer experiences across our HCP engagement channels.
The Associate Director, Omnichannel HCP Marketing Operations is a highly collaborative, execution-focused leader responsible for partnering with Brand Leads in translating oncology brand strategies into high-impact, compliant, and innovative customer engagement experiences.
In a fast-paced, growth-stage biotech environment, this role serves as the connector between strategy and execution partnering cross-functionally to operationalize omnichannel campaigns with precision, agility, and measurable impact. This leader will help build scalable capabilities, optimize customer journeys, and elevate omnichannel maturity as the organization prepares for commercialization and further portfolio growth through in-line brands & commercial launches.
This role is ideal for someone who thrives in a hands-on environment, balances strategic thinking with operational excellence, and is motivated by building best-in-class engagement models in oncology.
This role reports to the Executive Director, Omnichannel Portfolio Strategy & Operations.
Note: Branded & Unbranded Marketing strategy, imperatives, objectives & content will be created by the brand aligned Marketing Business Lead and/or as output from the brand plan.
Key Responsibilities:
Strategic Omnichannel Enablement
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Partner with Brand, Sales, REIDS (RML & KOL), Market Access, Patient Access and Medical to operationalize independent & integrated oncology HCP customer strategies.
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Translate strategic plans into executable customer journeys across personal and non-personal channels driving optimal product utilization.
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Partner with Brand HCP Leads to develop and execute comprehensive marketing plan for all oncology PDAC/GI launch products and indications, including creating strategic proposals and actionable options for effectively targeting HCP via function, campaign & content.
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Support pre-launch, launch, and in-line brand initiatives through scalable omnichannel frameworks.
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Ensure options are aligned for potential sequencing and orchestration across field engagement, digital, media, email, congress activation, and emerging channels (push/pull and NPP/PP).
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Partnering with the Insights team and IT, present marketing performance insights and recommendations to Commercial Leadership Team.
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As the Omnichannel capability lead for PDAC & GI Tumors, all of the above also require concerted collaboration with HQ based functions including Insights & Data, Sales Ops, Commercial IT, Compliance, Procurement, MLR/PRC and others.
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Act as the Omnichannel strategic thought partner to Brand and Commercial teams.
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Align stakeholders (and agency partners) establishing clear processes and governance to drive speed while maintaining compliance rigor.
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Influence without formal authority in a matrixed, resource-constrained environment.
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Partner across the above to implement new omnichannel capabilities and improve existing capabilities/gaps/challenges.
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Attend the PRC weekly team meeting to manage & move assets from creation to execution as needed for NPP channels.
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Operational Excellence & Campaign Execution
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Connect the HCP Omnichannel campaign development, configuration, and deployment within and across CRM and marketing automation platforms (e.g., Veeva CRM, Speaker Program, Salesforce Marketing Cloud).
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Define and evolve HCP and account-based customer journeys in oncology.
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Develop and socialize critical data attributes available for both input and output of campaigns.
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Create a shared catalog of key data attributes (both inherent and computer) ahead of time to effectively prepare the campaign for impact.
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Ensure accuracy and ease of data access for targeting, segmentation, routing, consent management, and content distribution with rigorous QA and compliance checks.
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Partner with Analytics to establish KPIs, dashboards, and performance monitoring frameworks.
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Drive data-informed improvements to engagement effectiveness and ROI.
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Implement test-and-learn approaches to optimize engagement and personalization.
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Manage external vendors and agency partners to ensure quality and timeliness.
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Develop repeatable workflows to improve execution efficiency and reduce errors.
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Champion customer centricity via connected experiences & digital innovation while ensuring compliance within a regulated oncology environment.
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Help define and advance the organization’s omnichannel roadmap.
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Identify and implement new tools and capabilities that enhance personalization and automation.
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Contribute to building foundational omnichannel processes for scale.
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Identify and evaluate new marketing technology platforms that support future readiness and HCP engagement models.
Required Skills, Experience and Education:
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Bachelor’s degree required; MBA or advanced degree strongly preferred.
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Minimum of 8-10 years of progressive experience in marketing or marketing operations within the pharmaceutical or biotech industry.
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Demonstrated examples of experience in Digital Marketing, Media Channel Marketing or Personal Promotion Marketing experience.
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Track record of being a collaborative team player, building positive partnerships, and adaptive to meet the needs of a growing business.
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Experience managing external vendors, budgets, and promotional reviews in a regulated environment.
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Strong analytical skills and ability to interpret complex datasets to drive marketing decisions.
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Proven ability to influence cross-functional teams and stakeholders without direct authority.
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Strong analytical skills and ability to interpret complex datasets to drive marketing decisions.
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Thorough knowledge of current digital marketing platforms, media channels, and regulatory considerations.
Preferred Skills:
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Experience launching targeted oncology therapies or rare disease products.
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Experience optimizing Branded & Unbranded channels and/or journeys
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Demonstrated experience across NPP and PP is a definite plus.
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Familiarity across digital channels with experience with modular content management, dynamic content creation, or AI-enhanced promotional tools.
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Experience in a high-growth, pre-commercial environment.
#LI-Hybrid #LI-SS2
The base pay salary range for this full-time position for candidates working onsite at our headquarters in Redwood City, CA is listed below. The range displayed on each job posting is intended to be the base pay salary range for an individual working onsite in Redwood City and will be adjusted for the local market a candidate is based in. Our base pay salary ranges are determined by role, level, and location. Individual base pay salary is determined by multiple factors, including job-related skills, experience, market dynamics, and relevant education or training.
Please note that base pay salary range is one part of the overall total rewards program at RevMed, which includes competitive cash compensation, robust equity awards, strong benefits, and significant learning and development opportunities.
Revolution Medicines is an equal opportunity employer and prohibits unlawful discrimination based on race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, disability, marital status, medical condition, and veteran status.
Revolution Medicines takes protection and security of personal data very seriously and respects your right to privacy while using our website and when contacting us by email or phone. We will only collect, process and use any personal data that you provide to us in accordance with our CCPA Notice and Privacy Policy. For additional information, please contact privacy@revmed.com.
We are aware of recent recruitment scams in which individuals or organizations falsely represent themselves as being affiliated with Revolution Medicines. These scams may appear as false job advertisements or unsolicited contacts through communication or chat platforms, email, phone, or text message.
Please note that Revolution Medicines does not extend unsolicited employment offers and will never ask candidates to provide financial information, purchase equipment, or pay fees as part of the hiring process. All legitimate communication from Revolution Medicines will come from an official @revmed.com email address.
If you believe you’ve been contacted by someone impersonating a Revolution Medicines recruiter, please report it to careers@revmed.com so we can share these impersonations with our IT team for tracking and awareness.
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Legal Operations Director
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About Crunchyroll
Founded by fans, Crunchyroll delivers the art and culture of anime to a passionate community. We super-serve over 100 million anime and manga fans across 200+ countries and territories, and help them connect with the stories and characters they crave. Whether that experience is online or in-person, streaming video, theatrical, games, merchandise, events and more, it’s powered by the anime content we all love.
Join our team, and help us shape the future of anime!
About the role
We’re looking for a Legal Operations Director to serve as a high-impact individual contributor who serves as the strategic partner and operational lead to the General Counsel. This role drives the effectiveness and evolution of the Legal function across strategy, AI, technology, operations, and financial management.
You will translate the General Counsel’s vision into clear priorities, scalable systems, and measurable outcomes, serving as a force multiplier for the Legal leadership team and a key connector across Legal, Finance, Technology, and People teams.
This role is ideal for you if you’re highly analytical, execution-focused, and able to influence at the executive level in a fast-moving, complex environment
What You’ll Do
- Partner with the General Counsel to define and execute Legal’s strategy, priorities, and operating rhythms (OKRs, business reviews), driving alignment, accountability, and measurable outcomes
- Prepare executive materials and surface key risks, opportunities, and insights to inform senior leadership and board-level decisions
- Define and implement Legal’s AI strategy, including tool selection, governance, and responsible adoption to improve efficiency and insight generation
- Own Legal tech (including CLM), driving roadmap, system performance, and adoption in partnership with IT
- Lead budget planning, forecasting, and vendor strategy, including outside counsel management, performance, and cost optimization
- Build and scale knowledge management (templates, playbooks, summaries) to improve access, consistency, and decision-making
- Redesign and standardize Legal processes; lead change management to drive adoption, efficiency, and continuous improvement
- Establish metrics, dashboards, and reporting to track performance, demand, and impact, and guide resourcing and priorities
- Lead cross-functional initiatives and represent Legal in company-wide efforts (e.g., AI, compliance, M&A), delivering high-impact strategic projects
We are considering applicants available to work a hybrid schedule, with three days each week onsite at our Los Angeles office.
About You
We get excited about candidates, like you, because you have
- 12+ years of experience in legal operations within an in-house legal team or law firm
- Proven ability to lead complex, cross-functional initiatives from strategy through execution, with measurable impact
- Experience partnering with C-level executives; strong ability to influence decisions and operate at the executive level
- Experience leading AI, automation, or data-driven transformation initiatives within Legal or adjacent functions
- Hands-on experience with legal technology, particularly CLM systems, including implementation or optimization
- Familiarity with core legal operations domains (e.g., e-billing, matter management, knowledge management)
- Strong financial and analytical skills, including budgeting, forecasting, vendor management, and KPI development
- High level of discretion and judgment in handling sensitive and confidential information
- Highly structured and detail-oriented, with the ability to operate effectively in ambiguous, fast-paced environments
- Exceptional communication skills, including executive-level presentations and materials
- Background in media, entertainment, technology, or global organizations preferred
- Bachelor’s degree required; J.D. or advanced degree, or equivalent experience preferred
Why you will love working at Crunchyroll
In addition to getting to work with fun, passionate and inspired colleagues, you will also enjoy the following benefits and perks:
- Receive a great compensation package including salary plus performance bonus earning potential, paid annually.
- Flexible time off policies allowing you to take the time you need to be your whole self.
- Generous medical, dental, vision, STD, LTD, and life insurance
- Health Saving Account HSA program
- Health care and dependent care FSA
- 401(k) plan, with employer match
- Employer paid commuter benefit
- Support program for new parents
- Pet insurance and some of our offices are pet friendly!
#LifeAtCrunchyroll #LI-Hybrid
About our Values
We want to be everything for someone rather than something for everyone and we do this by living and modeling our values in all that we do. We value
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Courage. We believe that when we overcome fear, we enable our best selves.
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Curiosity. We are curious, which is the gateway to empathy, inclusion, and understanding.
- Kaizen. We have a growth mindset committed to constant forward progress.
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Service. We serve our community with humility, enabling joy and belonging for others.
Our commitment to diversity and inclusion
Our mission of helping people belong reflects our commitment to diversity & inclusion. It's just the way we do business.
We are an equal opportunity employer and value diversity at Crunchyroll. Pursuant to applicable law, we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
Crunchyroll, LLC is an independently operated joint venture between US-based Sony Pictures Entertainment, and Japan's Aniplex, a subsidiary of Sony Music Entertainment (Japan) Inc., both subsidiaries of Tokyo-based Sony Group Corporation.
Questions about Crunchyroll’s hiring process? Please check out our Hiring FAQs: https://help.crunchyroll.com/hc/en-us/articles/360040471712-Crunchyroll-Hiring-FAQs
Please refer to our Candidate Privacy Policy for more information about how we process your personal information, and your data protection rights: https://tbcdn.talentbrew.com/company/22978/v1_0/docs/spe-jobs-privacy-policy-update-for-crpa-dec-21-22.pdf
Please beware of recent scams to online job seekers. Those applying to our job openings will only be contacted directly from @crunchyroll.com email account.
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Our Mission:
6sense's mission is to multiply what matters: growth, retention, and efficiency. We envision a future where companies, teams and people reach their full potential.
Our People:
People are the heart and soul of 6sense. We serve with passion and purpose. We live by our Being 6sense values of Win as One Team, Stay Curious, Do The Right Thing, Own the Outcome, and Create Belonging. Every 6sensor plays a part in defining the future of our industry-leading technology. 6sense is a place where difference-makers roll up their sleeves, take risks, act with integrity, and measure success by the value we create for our customers. We want 6sense to be the best chapter of your career.
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
Our Benefits:
Full-time employees can take advantage of health coverage, paid parental leave, generous paid time-off and holidays, quarterly self-care days off, and stock options. We’ll make sure you have the equipment and support you need to work and connect with your teams, at home or in one of our offices.
We have a growth mindset culture that is represented in all that we do, from onboarding through to numerous learning and development initiatives including access to our LinkedIn Learning platform. Employee well-being is also top of mind for us. We host quarterly wellness education sessions to encourage self care and personal growth. From wellness days to ERG-hosted events, we celebrate and energize all 6sense employees and their backgrounds.
Equal Opportunity Employer:
6sense is an Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to jobs@6sense.com.
We are aware of recruiting impersonation attempts that are not affiliated with 6sense in any way. All email communications from 6sense will originate from the @6sense.com domain. We will not initially contact you via text message and will never request payments. If you are uncertain whether you have been contacted by an official 6sense employee, reach out to jobs@6sense.com
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About Zscaler
Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.
Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability.
We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.
We are looking for an Account Executive based in the Mid-Atlantic to join our Sales and Go-to-Market team, reporting to the Regional Director. The Zscaler Sales and Go-to-Market team is a global group of professionals passionate about driving a secure, cloud-enabled digital future. You will demonstrate the power and agility of Zscaler cloud transformation to the world while cementing our position as the global leader in cloud security.
What you’ll do (Role Expectations)
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Build relationships with important internal and customer stakeholders, including c-suite decision-makers
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Create a long-term account strategy aligned with customer goals
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Collaborate with our teams to meet customer needs and contribute to account planning
-
Be a trusted advisor, understanding client businesses and aligning Zscaler solutions with their goals
Who You Are (Success Profile)
-
You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
-
You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
-
You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
-
You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
-
You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.
What We’re Looking for (Minimum Qualifications)
-
2+ years of full-cycle sales experience within the software or security industry
-
Bachelor’s degree or equivalent experience
-
Progressive selling experience engaging with accounts
What Will Make You Stand Out (Preferred Qualifications)
-
Established relationships with current and prospective customers with a deep understanding of how technology facilitates high-level business goals
-
Proficiency in strategic sales planning with a proven track record of closing net new logos
-
Experience meeting or exceeding sales targets through the effective use of channel partnerships
#LI-EB1 #LI-Remote
Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.
The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.
At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.
Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:
- Various health plans
- Time off plans for vacation and sick time
- Parental leave options
- Retirement options
- Education reimbursement
- In-office perks, and more!
Learn more about Zscaler’s Future of Work strategy, hybrid working model, and benefits here.
By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.
Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.
Pay Transparency
Zscaler complies with all applicable federal, state, and local pay transparency rules.
Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.
Ready to apply?
Apply to Zscaler
About Zscaler
Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.
Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability.
We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.
We are looking for an Account Executive based in Southern California to join our Sales and Go-to-Market team, reporting to the Regional Director. The Zscaler Sales and Go-to-Market team is a global group of professionals passionate about driving a secure, cloud-enabled digital future. You will demonstrate the power and agility of Zscaler cloud transformation to the world while cementing our position as the global leader in cloud security.
What you’ll do (Role Expectations)
-
Build relationships with important internal and customer stakeholders, including c-suite decision-makers
-
Create a long-term account strategy aligned with customer goals
-
Collaborate with our teams to meet customer needs and contribute to account planning
-
Be a trusted advisor, understanding client businesses and aligning Zscaler solutions with their goals
Who You Are (Success Profile)
-
You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
-
You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
-
You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
-
You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
-
You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.
What We’re Looking for (Minimum Qualifications)
-
2+ years of full-cycle sales experience within the software or security industry
-
Bachelor’s degree or equivalent experience
-
Progressive selling experience engaging with accounts
What Will Make You Stand Out (Preferred Qualifications)
-
Established relationships with current and prospective customers with a deep understanding of how technology facilitates high-level business goals
-
Proficiency in strategic sales planning with a proven track record of closing net new logos
-
Experience meeting or exceeding sales targets through the effective use of channel partnerships
#LI-EB1 #LI-Remote
Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.
The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.
At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.
Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:
- Various health plans
- Time off plans for vacation and sick time
- Parental leave options
- Retirement options
- Education reimbursement
- In-office perks, and more!
Learn more about Zscaler’s Future of Work strategy, hybrid working model, and benefits here.
By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.
Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.
Pay Transparency
Zscaler complies with all applicable federal, state, and local pay transparency rules.
Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.
Ready to apply?
Apply to Zscaler
Account Executive, Enterprise - Bay Area
Share this job
About Zscaler
Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.
Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability.
We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.
About the Role
We are looking for an Account Executive to join our Sales and Go-to-Market team. This role is based in the greater Bay Area, reporting to the Regional Director. You will be part of a global group of professionals passionate about delighting our customers, nurturing trusted partnerships, and sharing expertise to drive a secure, cloud-enabled digital future. By demonstrating the power and agility of cloud transformation, you will help cement our position as the world leader in cloud security.
What you’ll do (Role Expectations)
-
Build relationships with important internal and customer stakeholders, including c-suite decision-makers
-
Create a long-term account strategy aligned with customer goals
-
Collaborate with internal teams to meet customer needs and contribute to comprehensive account planning
-
Act as a trusted advisor by understanding client businesses and aligning technical solutions with their strategic goals
Who You Are (Success Profile)
-
You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
-
You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
-
You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
-
You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
-
You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.
What We’re Looking for (Minimum Qualifications)
-
5+ years of full-cycle sales experience within the software or security industry
-
Bachelor’s degree or equivalent practical experience
-
Progressive selling experience engaging with enterprise accounts and selling at the C-Level
-
Residency in or willingness to commute within the greater Bay Area
What Will Make You Stand Out (Preferred Qualifications)
-
Established relationships with current and prospective customers and a deep understanding of how technology facilitates high-level business goals
-
Proficiency in strategic sales planning with a proven track record of closing net new logos
-
Experience meeting or exceeding sales targets while leveraging channel partnerships
#LI-Remote
#LI-WF1
Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.
The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.
At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.
Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:
- Various health plans
- Time off plans for vacation and sick time
- Parental leave options
- Retirement options
- Education reimbursement
- In-office perks, and more!
Learn more about Zscaler’s Future of Work strategy, hybrid working model, and benefits here.
By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.
Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.
Pay Transparency
Zscaler complies with all applicable federal, state, and local pay transparency rules.
Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.
Ready to apply?
Apply to Zscaler
About Zscaler
Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.
Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability.
We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.
About the Role
We are looking for an Account Executive to join our Sales and Go-to-Market team. This role is based in the greater Southern CA area, reporting to the Regional Director. You will be part of a global group of professionals passionate about delighting our customers, nurturing trusted partnerships, and sharing expertise to drive a secure, cloud-enabled digital future. By demonstrating the power and agility of cloud transformation, you will help cement our position as the world leader in cloud security.
What you’ll do (Role Expectations)
-
Build relationships with important internal and customer stakeholders, including c-suite decision-makers
-
Create a long-term account strategy aligned with customer goals
-
Collaborate with internal teams to meet customer needs and contribute to comprehensive account planning
-
Act as a trusted advisor by understanding client businesses and aligning technical solutions with their strategic goals
Who You Are (Success Profile)
-
You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
-
You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
-
You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
-
You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
-
You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.
What We’re Looking for (Minimum Qualifications)
-
5+ years of full-cycle sales experience within the software or security industry
-
Bachelor’s degree or equivalent practical experience
-
Progressive selling experience engaging with enterprise accounts and selling at the C-Level
-
Residency in or willingness to commute within the greater Southern CA area
What Will Make You Stand Out (Preferred Qualifications)
-
Established relationships with current and prospective customers and a deep understanding of how technology facilitates high-level business goals
-
Proficiency in strategic sales planning with a proven track record of closing net new logos
-
Experience meeting or exceeding sales targets while leveraging channel partnerships
#LI-Remote
#LI-WF1
Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.
The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.
At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.
Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:
- Various health plans
- Time off plans for vacation and sick time
- Parental leave options
- Retirement options
- Education reimbursement
- In-office perks, and more!
Learn more about Zscaler’s Future of Work strategy, hybrid working model, and benefits here.
By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.
Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.
Pay Transparency
Zscaler complies with all applicable federal, state, and local pay transparency rules.
Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.
Ready to apply?
Apply to Zscaler
About Zscaler
Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.
Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability.
We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.
The Zscaler Sales and Go-to-Market team is a global group of professionals who are passionate about delighting our customers, nurturing trusted partnerships, and sharing their expertise to lead a secure, cloud-enabled digital future and further cement our position as the world leader in cloud security. Sales, Customer Success, Sales Enablement, Solution Architects, Business Development, Transformation, and Technology Partnerships all work together to demonstrate the power and agility of Zscaler cloud transformation to the world.
About the Role
We are looking for an Account Executive in Healthcare (Providers) to join our Sales and Go-to-Market team. This role is based in Northern California, reporting to the Regional Director. You will be part of a global group of professionals passionate about delighting our customers, nurturing trusted partnerships, and sharing expertise to drive a secure, cloud-enabled digital future. By demonstrating the power and agility of cloud transformation, you will help cement our position as the world leader in cloud security.
What you’ll do (Role Expectations)
-
Build relationships with important internal and customer stakeholders, including c-suite decision-makers
-
Create a long-term account strategy aligned with customer goals
-
Collaborate with internal teams to meet customer needs and contribute to comprehensive account planning
-
Act as a trusted advisor by understanding client businesses and aligning technical solutions with their strategic goals
Who You Are (Success Profile)
-
You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
-
You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
-
You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
-
You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
-
You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.
What We’re Looking for (Minimum Qualifications)
-
6+ years of full-cycle sales experience within the software or security industry
-
Bachelor’s degree or equivalent practical experience
-
Progressive selling experience engaging with enterprise accounts and selling at the C-Level
-
Residency in or willingness to commute within Northern California
What Will Make You Stand Out (Preferred Qualifications)
-
Established relationships with current and prospective customers and a deep understanding of how technology facilitates high-level business goals
-
Proficiency in strategic sales planning with a proven track record of closing net new logos
-
Experience meeting or exceeding sales targets while leveraging channel partnerships
#LI-LB1
#LI- Remote
Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.
The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.
At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.
Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:
- Various health plans
- Time off plans for vacation and sick time
- Parental leave options
- Retirement options
- Education reimbursement
- In-office perks, and more!
Learn more about Zscaler’s Future of Work strategy, hybrid working model, and benefits here.
By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.
Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.
Pay Transparency
Zscaler complies with all applicable federal, state, and local pay transparency rules.
Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.
Ready to apply?
Apply to Zscaler
About Zscaler
Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.
Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability.
We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.
The Zscaler Sales and Go-to-Market team is a global group of professionals who are passionate about delighting our customers, nurturing trusted partnerships, and sharing their expertise to lead a secure, cloud-enabled digital future and further cement our position as the world leader in cloud security. Sales, Customer Success, Sales Enablement, Solution Architects, Business Development, Transformation, and Technology Partnerships all work together to demonstrate the power and agility of Zscaler cloud transformation to the world.
About the Role
We are looking for an Account Executive in Healthcare (Providers) to join our Sales and Go-to-Market team. This role is based in Southern California, reporting to the Regional Director. You will be part of a global group of professionals passionate about delighting our customers, nurturing trusted partnerships, and sharing expertise to drive a secure, cloud-enabled digital future. By demonstrating the power and agility of cloud transformation, you will help cement our position as the world leader in cloud security.
What you’ll do (Role Expectations)
-
Build relationships with important internal and customer stakeholders, including c-suite decision-makers
-
Create a long-term account strategy aligned with customer goals
-
Collaborate with internal teams to meet customer needs and contribute to comprehensive account planning
-
Act as a trusted advisor by understanding client businesses and aligning technical solutions with their strategic goals
Who You Are (Success Profile)
-
You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
-
You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
-
You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
-
You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
-
You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.
What We’re Looking for (Minimum Qualifications)
-
6+ years of full-cycle sales experience within the software or security industry
-
Bachelor’s degree or equivalent practical experience
-
Progressive selling experience engaging with enterprise accounts and selling at the C-Level
-
Residency in or willingness to commute within Southern California
What Will Make You Stand Out (Preferred Qualifications)
-
Established relationships with current and prospective customers and a deep understanding of how technology facilitates high-level business goals
-
Proficiency in strategic sales planning with a proven track record of closing net new logos
-
Experience meeting or exceeding sales targets while leveraging channel partnerships
#LI-LB1
#LI- Remote
Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.
The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.
At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.
Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:
- Various health plans
- Time off plans for vacation and sick time
- Parental leave options
- Retirement options
- Education reimbursement
- In-office perks, and more!
Learn more about Zscaler’s Future of Work strategy, hybrid working model, and benefits here.
By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.
Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.
Pay Transparency
Zscaler complies with all applicable federal, state, and local pay transparency rules.
Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.
Ready to apply?
Apply to Zscaler
About Zscaler
Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.
Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability.
We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.
About the Role
We are looking for an Account Executive to join our Sales and Go-to-Market team. This role is based in the greater Bay Area, reporting to the Regional Director. You will be part of a global group of professionals passionate about delighting our customers, nurturing trusted partnerships, and sharing expertise to drive a secure, cloud-enabled digital future. By demonstrating the power and agility of cloud transformation, you will help cement our position as the world leader in cloud security.
What you’ll do (Role Expectations)
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Build relationships with important internal and customer stakeholders, including c-suite decision-makers
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Create a long-term account strategy aligned with customer goals
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Collaborate with internal teams to meet customer needs and contribute to comprehensive account planning
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Act as a trusted advisor by understanding client businesses and aligning technical solutions with their strategic goals
Who You Are (Success Profile)
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You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
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You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
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You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
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You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
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You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.
What We’re Looking for (Minimum Qualifications)
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8+ years of full-cycle sales experience within the software or security industry
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Bachelor’s degree or equivalent practical experience
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Progressive selling experience engaging with enterprise accounts and selling at the C-Level
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Residency in or willingness to commute within the greater Bay Area
What Will Make You Stand Out (Preferred Qualifications)
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Established relationships with current and prospective customers and a deep understanding of how technology facilitates high-level business goals
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Proficiency in strategic sales planning with a proven track record of closing net new logos
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Experience meeting or exceeding sales targets while leveraging channel partnerships
#LI-WF1
#LI-Remote
Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.
The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.
At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.
Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:
- Various health plans
- Time off plans for vacation and sick time
- Parental leave options
- Retirement options
- Education reimbursement
- In-office perks, and more!
Learn more about Zscaler’s Future of Work strategy, hybrid working model, and benefits here.
By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.
Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.
Pay Transparency
Zscaler complies with all applicable federal, state, and local pay transparency rules.
Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.
Ready to apply?
Apply to Zscaler
Field Marketing Manager
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About Nebius:
Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure.
Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI.
Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D.
The role
We’re seeking a Field Marketing Manager to design and execute localized marketing programs that connect our NeoCloud AI infrastructure solutions with high-potential customers, partners, and alliances.
In this role, you’ll own the regional go-to-market (GTM) plan for the West Coast U.S., collaborating with sales, partner, and product teams to build awareness, drive demand, and accelerate revenue within one of our fastest-growing territories.
Location: This is a remote role within the United States. Candidates located in the San Francisco Bay Area, Denver (CO), Austin (TX), or the DFW Metro are preferred. Strong candidates based in the Central, Mountain, or Pacific time zones will also be considered.
Your responsibilities will include:
Regional Strategy & GTM Planning
- Define and execute your regions field marketing plan aligned to Nebius’ North America GTM strategy, revenue targets, and AI-cloud growth objectives.
- Identify priority verticals and clusters in the region (enterprise AI, finance, healthcare, retail, and media & entertainment).
- Translate global campaigns into localized programs that resonate with technical and executive buyers.
Sales & Partner Alignment
- Partner with regional sales leaders, solutions architects, and business development to align on pipeline coverage, target accounts, and co-marketing initiatives.
- Collaborate closely with Vertical GTM team leads to ensure field programs reinforce priority industries, solution narratives, and territory goals—creating a unified GTM motion from awareness through pipeline conversion.
- Support regional account-based marketing (ABM/ABX) motions for top enterprise and strategic accounts.
Field & Partner Campaign Execution
- Plan, manage, and execute regional events, workshops, executive roundtables, and innovation labs showcasing Nebius’ AI/ML and NeoCloud capabilities.
- Build developer and data-science community engagement through hackathons, meetups, and partnerships with regional universities and AI accelerators.
- Manage regional sponsorships and Nebius presence at high-impact industry conferences (e.g., AWS re:Invent, NVIDIA GTC, MIT AI Conference).
Insights & Measurement
- Track and analyze field performance metrics: leads generated, pipeline influenced, partner-sourced opportunities, and ROI.
- Capture real-time feedback and customer insights from the field to help shape product positioning, content strategy, and global messaging.
- Use intent data and CRM analytics to optimize account targeting and campaign efficiency.
Budget & Operations
- Own your regions field marketing budget—forecast spend, manage vendors, and ensure strong ROI discipline.
- Maintain operational excellence through collaboration with demand generation, marketing operations, and creative teams.
Cross-Functional Collaboration
- Work closely with Product Marketing, Partner Marketing, and Sales Enablement to deliver cohesive storytelling and thought leadership in the field.
- Contribute to global initiatives while serving as the regional voice to headquarters—advocating for opportunities, challenges, and innovations.
We expect you to have:
- 7+ years of B2B field and partner experience in cloud, AI, or enterprise tech, with proven pipeline impact.
- Deep understanding of AI/ML infrastructure, data platforms, and cloud ecosystems (AWS, Azure, Google Cloud, or similar).
- Proven ability to plan and execute localized marketing programs across diverse markets in the U.S.
- Hands-on experience with account-based marketing, partner co-marketing, and demand-generation tools (Salesforce, Marketo, HubSpot, 6sense).
- Strong analytical mindset; comfortable with dashboards, campaign metrics, and ROI analysis.
- Exceptional communication, collaboration, and stakeholder-management skills across sales, partners, and technical audiences.
- Bachelor’s degree in marketing, Business, or related field (MBA preferred).
- Willingness to travel 25 - 30% for events, team and community engagements.
Key employee benefits in the US:
- Health insurance: 100% company-paid medical, dental, and vision coverage for employees and families.
- 401(k) plan: Up to 4% company match with immediate vesting.
- Parental leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.
- Remote work reimbursement: Up to $85/month for mobile and internet.
- Disability & life insurance: Company-paid short-term, long-term and life insurance coverage.
Compensation
We offer competitive salaries, ranging from $150k - $185k OTE based on your experience.
Benefits & Perks:
- Competitive compensation
- Career growth and learning opportunities
- Flexibility and work-life balance
- Collaborative and innovative culture
- Opportunity to work on impactful AI projects
- International environment and talented teams
What's it like to work at Nebius:
Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI
Equal Opportunity Statement:
Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law.
Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire.
If you need accommodations during the application process, please let us know.
Ready to apply?
Apply to Nebius
New AI and ISV Partner Business Development Manager
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About Nebius:
Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure.
Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI.
Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D.
This is not a traditional partner management role. We are not looking for account managers or program operators. We are looking for a builder — someone who can identify, recruit, and activate high-impact partners that drive real business outcomes.
You will define and scale Nebius’ ISV and AI partner ecosystem from the ground up, creating partnerships that generate net-new pipeline, open new accounts, and scale through repeatable co-sell motions.
What You’ll Do
- Own and build Nebius’ ISV partner ecosystem from the ground up with your key target accounts — defining strategy, segmentation, onboarding models, and long-term growth frameworks
- Identify, recruit, and close high-impact AI and ISV partners that can drive net-new customer acquisition and revenue growth
- Develop and scale repeatable co-sell motions, embedding partners into Nebius’ core sales plays and strategic opportunities
- Drive partner-sourced and partner-influenced pipeline, with a strong focus on net-new accounts and expansion
- Build structured frameworks for joint business planning, pipeline generation, forecasting, and performance management
- Lead joint go-to-market execution, ensuring partners are actively generating demand and influencing deals
- Drive partner technical readiness and platform adoption through onboarding, enablement, and joint solution development
- Act as a key architect of Nebius’ partner program, including co-sell models, incentives, and engagement frameworks
- Stay deeply connected to the AI ecosystem, identifying emerging players, trends, and high-leverage partnership opportunities
- Represent Nebius across industry events, ecosystem forums, and strategic partner engagements
- Serve as the voice of partners internally, working cross-functionally with Sales, Product, Engineering, Marketing, Legal, and GTM teams
What We’re Looking For
- 10+ years of experience in partnerships, business development, or indirect sales within B2B technology
- Strong understanding of the AI/ML and cloud ecosystem (infrastructure, models, data pipelines, ISVs, tooling
- Proven track record of building partner ecosystems from early stages — not just managing existing relationships
- Demonstrated ability to source, negotiate, and close strategic partnerships that drive measurable business impact
- Proven success in driving net-new pipeline, opening new accounts, and scaling revenue through repeatable co-sell programs
- Experience leading co-sell and joint go-to-market motions with sales organizations
- Solid grasp of cloud platforms and consumption-based business models
- Technical fluency — able to engage in architecture discussions, use-case validation, and product alignment
- Builder mindset — comfortable operating in ambiguity and creating structure from scratch
- Strong executive presence with experience navigating complex, multi-stakeholder environments
- Excellent communication, negotiation, and prioritization skills
Nice to Have
- Experience working closely with Product and Engineering teams to influence partner integrations and roadmap
- Background in AI-intensive industries such as Financial Services, Healthcare, Robotics, Retail, or Automotive
What Makes This Role Different
- You are building the ecosystem — not inheriting one
- Direct ownership of partner-driven revenue and growth
- High autonomy and visibility across the business
- Opportunity to shape how modern AI partnerships are defined and executed at Nebius
Key employee benefits in the US:
- Health insurance: 100% company-paid medical, dental, and vision coverage for employees and families.
- 401(k) plan: Up to 4% company match with immediate vesting.
- Parental leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.
- Remote work reimbursement: Up to $85/month for mobile and internet.
- Disability & life insurance: Company-paid short-term, long-term and life insurance coverage.
Compensation
- We offer competitive salaries, ranging from $250k - $315k OTE (On Target Earnings)- Accelerators for overachievement and equity participation available
Benefits & Perks:
- Competitive compensation
- Career growth and learning opportunities
- Flexibility and work-life balance
- Collaborative and innovative culture
- Opportunity to work on impactful AI projects
- International environment and talented teams
What's it like to work at Nebius:
Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI
Equal Opportunity Statement:
Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law.
Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire.
If you need accommodations during the application process, please let us know.
Ready to apply?
Apply to Nebius
Regional Sales Director – West Digital AI Natives
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About Nebius:
Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure.
Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI.
Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D.
Role Overview
The Regional Sales Manager – Digital AI Natives is responsible for leading, scaling, and delivering the AI Native revenue strategy across the Western United States. This leader manages a team of 8 quota-carrying Account Executives and is fully accountable for regional revenue attainment, pipeline generation, forecast accuracy, and disciplined execution of Nebius’ sales motion.
This role operates as a regional business owner — balancing frontline deal leadership with strategic planning, cross-functional orchestration, and talent development.
This is a hands-on leadership position for a high-caliber sales leader who thrives in technically complex, high-growth environments and can drive consistent execution across startup and enterprise AI-native customers. The role partners closely with Solutions Engineering, Marketing, Customer Success, Revenue Operations, and Executive Leadership to ensure coordinated regional performance.
Key Responsibilities
Sales Leadership & Execution
- Lead, coach, and develop a team of 8 quota-carrying Account Executives
- Own regional revenue targets, pipeline performance, and forecast accuracy
- Drive consistent execution of Nebius’ sales process across startup and enterprise segments
- Serve as an escalation point for complex deals, negotiations, and executive-level customer conversations
Regional Strategy & Growth
- Define and execute the West Region go-to-market strategy aligned with company objectives
- Identify priority verticals, strategic accounts, and partner opportunities within the AI ecosystem
- Collaborate with Marketing on regional demand generation and field initiatives
- Provide structured feedback to Product and Leadership on customer needs, competitive landscape, and market trends
Cross-Functional Collaboration
- Partner closely with Solutions Engineering to deliver technically credible, high-impact sales engagements
- Coordinate with Customer Success to ensure strong handoffs, customer retention, and expansion
- Work with Revenue Operations on territory planning, pipeline inspection, forecasting, and performance metrics
Team Development & Culture
- Recruit, onboard, and ramp top-performing sales talent as the region scales
- Conduct regular 1:1s, deal reviews, pipeline inspections, and coaching sessions
- Foster a culture of accountability, execution excellence, and continuous learning
Key Qualifications & Experience
Must-have requirements:
- 8+ years of B2B technology sales experience, including 3+ years managing quota-carrying sales teams
- Proven track record of leading regional or multi-rep teams in high-growth environments
- Experience selling complex, technical solutions (e.g., cloud infrastructure, AI/ML platforms, data platforms, developer tools)
- Demonstrated success meeting or exceeding revenue targets
- Strong forecasting discipline and experience operating in fast-paced sales organizations
- Ability to engage credibly with technical buyers and executive stakeholders
Preferred qualifications:
- Experience in AI, ML platforms, cloud infrastructure, or high-performance computing
- Background selling to AI startups, scale-ups, or enterprise innovation teams
- Experience scaling a region or building a sales team from an early or growth-stage GTM motion
- Prior exposure to remote-first or distributed sales teams
Competencies & Behavioral Traits
- Data-Driven Leadership & Analytical Rigor
Strong analytical skills with the ability to interpret pipeline data, forecast trends, territory performance, and conversion metrics to drive informed decision-making and accurate forecasting.
- Ownership Mentality & Proactive Problem-Solving
Demonstrates a high level of accountability for regional performance. Anticipates challenges, removes obstacles for the team, and drives solutions independently in a fast-paced environment.
- Cross-Functional Collaboration & Cultural Agility
Effectively partners with Solutions Engineering, Marketing, Customer Success, RevOps, and Leadership. Comfortable operating within distributed and cross-cultural teams in a remote-first environment.
- Strong Execution & Deal Leadership
Excellent project management capabilities, with the ability to manage complex, multi-stakeholder sales cycles. Skilled in negotiation strategy and supporting AEs through structured deal progression and closing.
- Customer-Centric Sales Leadership
Deep commitment to understanding customer business objectives and technical requirements. Coaches team members to tailor solutions to AI-native customer needs and deliver long-term value.
Key Employee Benefits:
- Health Insurance: 100% company-paid medical, dental, and vision coverage for employees and families.
- 401(k) Plan: Up to 4% company match with immediate vesting.
- Parental Leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.
- Remote Work Reimbursement: Up to $85/month for mobile and internet.
- Disability & Life Insurance: Company-paid short-term, long-term, and life insurance coverage.
Compensation
We offer competitive salaries, ranging from 396k to 458k (On-Target Earnings) and equity based on your experience, skills, and location
Benefits & Perks:
- Competitive compensation
- Career growth and learning opportunities
- Flexibility and work-life balance
- Collaborative and innovative culture
- Opportunity to work on impactful AI projects
- International environment and talented teams
What's it like to work at Nebius:
Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI
Equal Opportunity Statement:
Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law.
Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire.
If you need accommodations during the application process, please let us know.
Ready to apply?
Apply to Nebius
RVP, Digital Sales
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About Nebius:
Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure.
Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI.
Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D.
The team
Nebius is building a world-class commercial organization to match the scale of our infrastructure platform. Our GTM leadership team operates with high trust, direct access to Product and Engineering, and the mandate to define how Nebius competes and wins in the enterprise. You will join a senior leadership bench that values clarity, accountability, and speed — with fewer layers and more impact than the hyperscalers.
The role
Nebius is seeking a Sales Leader to own and scale our go-to-market strategy across the digital business segment, which includes Digital Native Businesess (DNB), Infdependent Software Vendors (ISV), and Gaming customers. These organizations are increasingly embedding AI into their platforms and require scalable, high-performance GPU infrastructure to support model training, inference, and AI-native product development.
This leader will define the segment strategy, build and manage a team of ISV-focused Account Executives, and drive multi-year, strategic infrastructure partnerships within the ISV ecosystem. The role demands fluency in ISV business models, SaaS economics, and product-driven growth — paired with the ability to compete against hyperscalers for enterprise platform workloads.
This is a build-stage leadership role. We are creating this motion from the ground up and need a leader who brings both strategic clarity and hands-on execution.
This leader will also build and scale an ecosystem-led growth motion — partnering with ISVs, VCs, and strategic platforms to embed Nebius into customer products and accelerate multi-logo adoption.
Success will be measured not only by direct revenue, but by partner-influenced pipeline, multi-year capacity commitments, and lighthouse customer acquisition.
You are welcome to work remotely from the US.
Your responsibilities will include:
- Define and execute the go-to-market strategy for large digital businesses.
- Hire, develop, and lead a team of Enterprise Account Executives focused on digital customers — setting performance standards, coaching deal execution, and building a high-accountability culture.
- Own revenue targets and multi-year ARR growth within the segment.
- Develop account segmentation, prioritization, and coverage models across 100+ named accounts.
- Personally lead and support high-value, complex enterprise negotiations — connecting infrastructure decisions to ISV product economics and competitive positioning.
- Build multi-threaded relationships across product, engineering, infrastructure, and executive leadership within ISVs.
- Establish forecasting discipline, pipeline hygiene, and revenue predictability across the segment.
- Partner cross-functionally with Product, CSA, Marketing, Capacity Planning, and Partnerships to deliver differentiated value.
- Drive land-and-expand motions across AI workloads, new product launches, and platform modernization initiatives.
- Evangelize Nebius’s NVIDIA-based GPU platform (H100, H200, B200, GB200 NVL72, and beyond) for training, inference, and production AI workloads.
- Represent Nebius in executive briefings, industry forums, and ecosystem events.
We expect you to have:
- 10+ years of enterprise cloud or infrastructure sales experience, with significant exposure to the digital ecosystem.
- 5+ years of leadership experience managing Enterprise or Strategic sales teams.
- Proven success closing large, multi-million-dollar infrastructure agreements with global digital companies ($1B+ revenue).
- Strong understanding of digital business models, SaaS economics, and how product architecture drives infrastructure decisions.
- Experience competing against or selling directly, hyperscalers and large cloud providers for enterprise platform workloads.
- Builder mindset — you’ve created segment strategies, coverage models, and scalable GTM motions where none existed.
- Track record of building and scaling new enterprise segments within high-growth companies.
- High energy, ownership mentality, and consistent overachievement against targets.
It will be an added bonus if you have:
- Experience selling GPU infrastructure, HPC, or AI-native platforms to large software companies.
- Background working with digital customers embedding AI into their products.
- Experience structuring multi-year strategic infrastructure partnerships.
- Established executive network within large enterprise software organizations.
- Prior leadership at a hyperscaler or neo-cloud (e.g., AWS, Azure, GCP, CoreWeave, Lambda).
- Experience working in high-growth or neo-cloud environments.
Key Employee Benefits
- Health Insurance: 100% company-paid medical, dental, and vision coverage for employees and families.
- 401(k) Plan: Up to 4% company match with immediate vesting.
- Parental Leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.
- Remote Work Reimbursement: Up to $85/month for mobile and internet.
- Disability & Life Insurance: Company-paid short-term, long-term, and life insurance coverage.
Compensation
We offer competitive salaries 458K - 550K OTE range – Accelerators for overachievement and equity participation available.
Benefits & Perks:
- Competitive compensation
- Career growth and learning opportunities
- Flexibility and work-life balance
- Collaborative and innovative culture
- Opportunity to work on impactful AI projects
- International environment and talented teams
What's it like to work at Nebius:
Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI
Equal Opportunity Statement:
Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law.
Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire.
If you need accommodations during the application process, please let us know.
Ready to apply?
Apply to Nebius
RVP, Enterprise Sales
Share this job
About Nebius:
Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure.
Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI.
Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D.
The team
Nebius is building a world-class commercial organization to match the scale of our infrastructure platform. Our GTM leadership team operates with high trust, direct access to Product and Engineering, and the mandate to define how Nebius competes and wins in the enterprise. You will join a senior leadership bench that values clarity, accountability, and speed — with fewer layers and more impact than the hyperscalers.
The role
Nebius is seeking an Enterprise Sales Leader to build and scale our industry go-to-market across priority verticals including Financial Services, Healthcare & Life Sciences, Manufacturing, Media & Entertainment, Automotive, and Energy.
This leader will:
- Build a verticalized enterprise sales motion
- Lead a team of Enterprise AEs aligned to industry segments
- Drive repeatable, multi-year AI infrastructure deals
- Operationalize a partner-led GTM model anchored in NVIDIA and strategic SIs
Success in this role requires combining vertical expertise, ecosystem orchestration, and enterprise deal execution to establish Nebius as the AI infrastructure platform of choice.
Success will be measured not only by direct revenue, but by partner-influenced pipeline, multi-year capacity commitments, and lighthouse customer acquisition.
You are welcome to work remotely from the US.
Partner & NVIDIA Motion
This role will lead a partner-centric enterprise GTM model:
- Own joint go-to-market with NVIDIA field teams across priority verticals
- Build and scale co-sell motions with SIs and channel partners (Accenture, Deloitte, Slalom, CDW, WWT, etc.)
- Enable ISVs to embed Nebius into enterprise workflows and solutions
- Drive partner-sourced and partner-influenced pipeline as a core KPI
- Establish joint value propositions combining infrastructure + software + services
Your responsibilities will include:
- Define and execute vertical-specific GTM strategies aligned to NVIDIA’s top enterprise markets.
- Hire, develop, and lead a team of Enterprise Account Executives focused on industry specialization — setting performance standards, coaching deal execution, and driving vertical expertise.
- Own revenue targets and ARR growth across assigned verticals.
- Develop named account strategies within priority enterprise segments.
- Personally engage in complex, multi-million-dollar GPU infrastructure deals — connecting infrastructure decisions to vertical-specific business outcomes.
- Build executive-level relationships across CIO, CTO, Chief Data, and Line-of-Business leaders.
- Collaborate closely with NVIDIA field teams to drive joint account planning and pipeline development.
- Establish forecasting rigor, pipeline discipline, and enterprise sales standards across the vertical portfolio.
- Partner cross-functionally with CSA, Product, Marketing, Capacity Planning, and Partnerships to align resources and deliver differentiated value.
- Drive land-and-expand motions across AI training, inference, and production AI workloads.
- Evangelize Nebius’s NVIDIA-based GPU platform (H100, H200, B200, GB200 NVL72, and beyond) within vertical-specific use cases.
- Build vertical-specific solution plays (RAG, training, inference, MLOps) with partners
- Drive partner-led access to enterprise buying centers (CIO, CDAO, CISO, ML teams)
- Scale 1:few and 1:many partner GTM programs (not just direct selling)
- Establish lighthouse customers per vertical
We expect you to have:
- 10+ years of enterprise infrastructure or cloud sales experience, with a proven track record in one or more large enterprise verticals.
- 5+ years of leadership experience managing enterprise sales teams with vertical or industry specialization.
- Proven success closing $5M–$50M+ infrastructure or platform deals within regulated or complex industry segments.
- Strong understanding of vertical-specific AI use cases, regulatory environments, and enterprise buying cycles.
- Experience co-selling with strategic ecosystem partners (e.g., NVIDIA, OEMs, SIs) and navigating partner-driven motions.
- Builder mindset — you’ve created vertical-focused GTM playbooks, coverage models, and scalable sales motions where none existed.
- Demonstrated ability to build and scale vertical-focused sales teams within high-growth companies.
- High energy, ownership mentality, and consistent overachievement against targets.
- Experience co-selling with NVIDIA and/or large SIs in enterprise environments
- Proven ability to drive partner-influenced enterprise revenue at scale
- Deep understanding of enterprise procurement + partner-driven buying cycles
It will be an added bonus if you have:
- Direct experience working with NVIDIA field teams or ecosystem partners on enterprise sales motions.
- Experience selling AI/ML infrastructure into regulated or highly complex industries (e.g., FSI, Healthcare, Energy).
- Background in hyperscaler, neo-cloud, or GPU-first environments.
- Established executive network within one or more priority enterprise verticals.
- Experience structuring multi-year infrastructure and capacity commitments.
- Prior leadership at a hyperscaler or neo-cloud (e.g., AWS, Azure, GCP, CoreWeave, Lambda).
Key Employee Benefits
- Health Insurance: 100% company-paid medical, dental, and vision coverage for employees and families.
- 401(k) Plan: Up to 4% company match with immediate vesting.
- Parental Leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.
- Remote Work Reimbursement: Up to $85/month for mobile and internet.
- Disability & Life Insurance: Company-paid short-term, long-term, and life insurance coverage.
Compensation
We offer competitive salaries in the 458K - 550K range + equity
Don’t just work in tech. Shape it. If you’re driven to define how the world builds with AI, we want to hear from you.
Benefits & Perks:
- Competitive compensation
- Career growth and learning opportunities
- Flexibility and work-life balance
- Collaborative and innovative culture
- Opportunity to work on impactful AI projects
- International environment and talented teams
What's it like to work at Nebius:
Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI
Equal Opportunity Statement:
Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law.
Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire.
If you need accommodations during the application process, please let us know.
Ready to apply?
Apply to Nebius
RVP, Strategic Sales
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About Nebius:
Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure.
Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI.
Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D.
The team
Nebius is building a world-class commercial organization to match the scale of our infrastructure platform. Our GTM leadership team operates with high trust, direct access to Product and Engineering, and the mandate to define how Nebius competes and wins in the enterprise. You will join a senior leadership bench that values clarity, accountability, and speed — with fewer layers and more impact than the hyperscalers.
The role
Nebius is seeking a Strategic Sales Leader to build and lead our highest-impact go-to-market motion: Frontier AI Labs, hyperscalers, and the Top 25 global enterprise accounts.
This role owns the most critical revenue outcomes in the Americas — including a small number of multi-hundred-million to billion-dollar infrastructure opportunities that will define Nebius’s trajectory.
This leader will:
- Act as the executive deal captain on the company’s largest and most complex pursuits
- Build and lead a team of Strategic AEs
- Orchestrate NVIDIA, ISV, and channel partners as a core part of the selling motion
- Establish Nebius as the default AI infrastructure partner for the most demanding AI workloads
This is not a traditional sales leadership role — it is a company-building role at the center of our most strategic deals and partnerships.
Success will be measured not only by direct revenue, but by partner-influenced pipeline, multi-year capacity commitments, and lighthouse customer acquisition.
Partner & NVIDIA Motion
Own and operationalize a partner-led growth model across strategic accounts:
- Build and execute joint account plans with NVIDIA (field, enterprise, and executive levels)
- Co-develop and close deals alongside NVIDIA, OEMs, and strategic SIs (e.g., Accenture, Deloitte, WWT)
- Activate ISV and platform partners to embed Nebius into customer architectures
- Lead co-sell motions that combine GPU infrastructure, software ecosystem, and services
- Drive partner-influenced pipeline as a measurable revenue source, not an overlay
Your responsibilities will include:
- Define and execute the strategic sales motion for Frontier AI Labs and Top 25 global enterprise accounts.
- Hire, develop, and lead a team of Strategic Account Executives — setting performance standards, coaching on complex deal cycles, and building a culture of ownership and accountability.
- Own revenue targets across the strategic account portfolio, with full accountability for multi-year ARR growth.
- Personally engage (ie hands-on) in executive-level, multi-million-dollar infrastructure negotiations — leading with business value and connecting P&L impact to architectural trade-offs.
- Build and execute multi-threaded account strategies across technical, procurement, and C-suite stakeholders.
- Establish forecasting rigor, pipeline discipline, and enterprise sales standards that scale with the organization.
- Develop long-term land-and-expand strategies within key accounts — positioning Nebius as a strategic infrastructure partner, not a vendor.
- Partner cross-functionally with CSA, Capacity Planning, Product, Marketing, and Partnerships to align resources against the highest-value opportunities.
- Evangelize Nebius’s NVIDIA-based GPU platform (H100, H200, B200, GB200 NVL72, and beyond) for training, inference, and production AI workloads.
- Represent Nebius in high-level customer engagements, executive briefings, and industry forums.
- Lead a small number of “must-win” lighthouse deals with full executive visibility
- Align capacity planning and supply strategy with deal execution (critical in your world)
- Drive joint NVIDIA + Nebius executive engagement cadence across top accounts
- Build repeatable strategic pursuit playbooks (POC → scale → multi-year commit)
We expect you to have:
- 10+ years of enterprise cloud or infrastructure sales experience, with a proven track record in AI, GPU, or HPC environments.
- 5+ years of leadership experience managing Strategic or Enterprise sales teams in high-growth or enterprise technology companies.
- Demonstrated success closing large, multi-million-dollar infrastructure or platform agreements with Fortune 500 organizations, AI labs, or hyperscale technology companies.
- Strong executive presence — you reframe C-level priorities, shape strategic direction, and build trusted relationships across technical and business leadership.
- Deep commercial rigor — data-driven forecasting, cost model translation, opex vs. capex framing, and competitive displacement logic.
- Builder mindset — you’ve built sales teams, defined segment strategies, and created scalable GTM motions where none existed.
- Experience multi-threading complex strategic accounts across engineering, procurement, and executive stakeholders.
- High energy, ownership mentality, and consistent overachievement against targets.
- Proven experience co-selling with NVIDIA or equivalent ecosystem partners on large infrastructure deals
- Track record of closing $25M–$100M+ ARR or $100M+ TCV strategic agreements
- Experience navigating capacity-constrained environments and supply-driven sales cycles
It will be an added bonus if you have:
- Direct experience selling to Frontier AI Labs or AI-native enterprises.
- Background in GPU infrastructure, high-performance compute, or AI model training environments.
- Experience building enterprise GTM strategy from early-stage or high-growth companies.
- Established executive network within top AI and enterprise software organizations.
- Experience partnering with storage, networking, and ecosystem providers to deliver end-to-end solutions.
- Prior leadership at a hyperscaler or neo-cloud (e.g., AWS, Azure, GCP, CoreWeave, Lambda).
Key Employee Benefits
- Health Insurance: 100% company-paid medical, dental, and vision coverage for employees and families.
- 401(k) Plan: Up to 4% company match with immediate vesting.
- Parental Leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.
- Remote Work Reimbursement: Up to $85/month for mobile and internet.
- Disability & Life Insurance: Company-paid short-term, long-term, and life insurance coverage.
Compensation
We offer competitive salaries, ranging from 458K - 550K OTE – Accelerators for overachievement and equity participation available.
Benefits & Perks:
- Competitive compensation
- Career growth and learning opportunities
- Flexibility and work-life balance
- Collaborative and innovative culture
- Opportunity to work on impactful AI projects
- International environment and talented teams
What's it like to work at Nebius:
Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI
Equal Opportunity Statement:
Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law.
Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire.
If you need accommodations during the application process, please let us know.
Ready to apply?
Apply to Nebius
Enterprise Account Executive- Security-Mountain
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Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.
We are seeking an Enterprise Account Executive for the Mountain region to join our team!
Responsibilities
- Drive top-line sales revenue in a named list of accounts, as well as a geographic footprint
- Adoption of enterprise agreements in the targeted named accounts to ensure long term relationships and maximum contract value
- Collaborate with global team members to foster a solid sense of community and information sharing among named accounts
- Focus on relationship building with executives
- Guide prospects through a methodical sales process to facilitate selection of Synopsys solutions
- Ensure customer success
- Represent Black Duck at local and/or industry events
- Maintain accurate Salesforce information
- Travel as necessary to client locations (approximately 50% of time traveling)
Required Skills & Knowledge
- Minimum 8 years enterprise software sales experience, particularly in the West Coast or Mountain region
- Proven track record of exceeding software sales revenue targets
- Proven ability to sell multiyear enterprise licensing agreements
- Proven track record selling six-or-seven figure deals
- Has a good business acumen and ability to showcase business value
- Ability to negotiate large complex deals
- Proven ability to build and maintain relationships with executive selection makers
- Excellent critical thinking and problem solving skills
- Excellent communications and presentations skills
Preferred Experience
- Track record of successfully selling software-based cybersecurity tools into enterprise accounts.
- Consistently exceeds financial targets and forecast accuracy
- Demonstrated ability to engage CECOs, VPs of Security and Devops in order to align on business outcomes
- Global, named or large enterprise account management experience
The base salary range across the U.S. for this role is between $130,700-$196,100. In addition, this role is eligible for commission. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education.
Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.
Ready to apply?
Apply to Black Duck Software, Inc.
Client Partner - Software & Platform
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About Thoughtworks
Thoughtworks is a dynamic and inclusive community of bright and supportive colleagues who are revolutionizing tech. As a leading technology consultancy, we’re pushing boundaries through our purposeful and impactful work. For 30+ years, we’ve delivered extraordinary impact together with our clients by helping them solve complex business problems with technology as the differentiator. Bring your brilliant expertise and commitment for continuous learning to Thoughtworks. Together, let’s be extraordinary.
Thoughtworks is seeking to expand our Go-To-Market team in Tech & Business Services to support some of our fastest growing accounts in this industry.
Our Client Partners are responsible for a portfolio of customers in the Tech & Business Services, Software & Platform space, give direction to client partners and business developers in this area and support them to expand our network, footprint and relationship. Furthermore, they also take responsibility for one of our major accounts during the entire sales cycle (lead generation through proposal, contract negotiation and closure) as well as client relationship management, account planning and growth, joint delivery governance and project reviews.
Job responsibilities:
- You will achieve established revenue targets, forecast and manage sales, revenue and margins at existing customers.
- You will establish, grow and nurture long-term, value-based relationships with a growing number of senior client stakeholders, focusing on 1-3 accounts at a time.
- You will partner closely with technical leaders to support the delivery team, ensuring they have what they need to be successful.
- You will engage in consultative business development, growing relationships both vertically and horizontally.
- You will approach client executives as true business partners, expanding the company’s breadth and depth to its full potential.
- You will take a consultative approach to working with our clients’ C-level executives and other stakeholders to achieve their business goals, redefine their industries, drive complex negotiations and resolve conflicts.
- You will help develop a range of IP and best practices around client and portfolio development to build the client base into a significant strategic asset.
- By understanding a client’s strategy inside out, you will identify opportunities to improve the partnership and increase revenue throughout the duration of the partnership.
- You will maintain a watchful eye on how Thoughtworks executes engagements and take a proactive approach to mitigating potential risks before they arise.
- You will stay current with Thoughtworks’ business strategy and IT goals.
Technical Skills:
- You have a good understanding of the tech industry, familiarity with the main industry trends and drivers as well as relevant players.
- You have experience working in many different executive revenue-generating roles requiring strong business acumen.
- You have experience in executive revenue-generating roles and bring comprehensive business acumen to your account strategies, cultivating ‘win-win' value propositions at both company and individual levels.
- You have success managing and developing sophisticated senior client relationships and strategic business partnerships across the C-suite.
- You have experience contributing to a clients’ business using a highly consultative and solution-oriented approach
- You have driven thought leadership and innovation experience for clients.
- You have influenced decisions by bringing in relevant industry trends and client stories on innovation and digital disruption.
- You have experience in agile (custom) software development project delivery with the ability to understand the momentum of technical projects and the challenges a highly technical team will face in project execution.
- Bonus points if you are well versed in agile delivery best practices.
- You are able to think out-of-the-box and you can energize your team to come up with innovative ideas to create new revenue streams.
Professional Skills:
- A national/global sensibility and a sophisticated view of the business.
- A strategic thinker, with the ability to translate concepts and ideas into practical and tactical action and the skills to create value propositions for clients.
- A goal-oriented self-starter, with strong consultative instincts and skills who quickly and easily establishes rapport and credibility.
- A forward-thinking mindset - you infuse thought leadership and innovation into how you partner with a client.
- A natural consultant, you're solutions-oriented and influence decisions by bringing in relevant industry trends and client stories.
- You're able to balance strategy and execution, while crafting visions and taking a progressive stance on agendas that drive change.
- You're comfortable interfacing with C-suite on their strategy, ensuring that we're delivering the expected outcomes while staying a step ahead to propose new solutions that may increase revenue.
- Taking abstract, technical or strategic concepts and translating them into actionable ideas comes naturally for you.
- You thrive in a collaborative, flat environment that values transparency, openness, feedback and change.
- You don't shy away from negotiation. You see it as an opportunity to establish credibility and a positive rapport with the client.
- Experience with different commercial models and a deep understanding of the factors influencing margin and competitive pricing.
Other things to know
Learning & Development
There is no one-size-fits-all career path at Thoughtworks: however you want to develop your career is entirely up to you. But we also balance autonomy with the strength of our cultivation culture. This means your career is supported by interactive tools, numerous development programs and teammates who want to help you grow. We see value in helping each other be our best and that extends to empowering our employees in their career journeys.
Responsible Use of AI in Recruitment
At Thoughtworks, we use AI tools to support our recruitment team with administrative tasks such as drafting communications, scheduling interviews and writing job descriptions. Crucially, our AI tools do not screen, assess, rank or make hiring decisions. Every application is reviewed by our team and all selection decisions are made exclusively by our interviewers and hiring managers. We are committed to fairness and responsible AI. We actively manage our AI systems by testing, monitoring for biased outcomes and implementing mitigation measures. We hold our third-party vendors to these same high standards through a rigorous governance process. For additional information, please see our full Thoughtworks AI Policy for Recruitment.
Salary
Benefits: https://www.thoughtworks.com/en-us/careers/benefits
The annual salary range posted is subject to many factors and may vary depending on experience, geographic location, job responsibilities, performance, skills and/or training.
Ready to apply?
Apply to Thoughtworks
A career that’s the whole package!
At Conga, we’ve built a community where our colleagues can thrive. Here you’ll find opportunities to innovate and support growth through individual and team development, all within an environment where every voice is heard.
Conga lines up commercial operations so companies run as connected, smarter businesses. By unifying the people and processes that drive commerce, Conga aligns pricing, quoting, contracting, rebates, and communications so teams stay in sync and buyers keep moving forward. The result is trusted decisions, consistent buyer experiences, and profitable growth. More than 10,000 customers worldwide, including over 50% of the Fortune 100®, trust Conga when commercial complexity is high and global impact is on the line.
Our approach is grounded in the Conga Way, a framework that reflects our values and drives everything from hiring to decision-making, as well as key programs including recognition. Created with direct input from our colleagues, the Conga Way forms the foundation of our vibrant culture.
Job Title: Account Executive, Enterprise
Locations: Remote- West Coast
Reports to: RVP, Sales
A Quick Snapshot
As an Account Executive, Enterprise at Conga, you’ll have the opportunity to sell mission critical and transformational projects to organizations of significant value. You’ll work closely with Conga Core Account Executives, Sales Engineering, Business/Sales Development & the Customers. Central aspects of the role include creating a strong territory strategy inclusive of multiple resources (Business & Sales Development) prospecting, working, aligning with RevOps, BusApps, IT, Legal, Sales & Operations executives in addition to co-selling with Core Account Executives. If taking your sales career to new heights and embracing complex cycles with multiple stakeholders, look no further.
Why it’s big deal…
Enterprise AE’s responsible for sourcing new logo’s and expanding current customers through up-sell and cross-sell motions. Using your sales knowledge and prospecting skills is crucial to keeping our business strong!
Are you the person we are looking for?
Champion of the Customer. You understand that customers are one of business’ most important assets and you take that seriously. With more than 11,000 customers around the globe entrusting Conga with their business we make a commitment to their success and would love to hear how you will too!
Strong Prospecting Experience. The ideal candidate has a proven track record of exceeding sales and prospecting quotas and loves the thrill of the hunt. SaaS and/or Salesforce ecosystem experience is an advantage.
Strategic Mindset. This consists of deep discovery, aligning to multiple decision makers, building meaningful business relationships, developing and growing pipeline, providing value to customers, creating priority.
Drive/Results. We are looking for a dynamic, high-performing, and results-driven sales professionals. We are looking for people who want to learn, grow and creatively find success. The ideal candidate has a proven track record of exceeding sales and prospecting quotas and loves the thrill of the hunt. Knowledge of the SaaS and/or Salesforce ecosystem experience is an advantage.
In the spirit of the Conga Way, we strive to design easy-to-understand compensation programs that are fair and free from any type of discrimination. In keeping with this approach, we are committed to delivering competitive compensation and benefits packages to our colleagues worldwide and communicating transparently about the structure of our compensation programs.
Listed below is the U.S. base salary range for this full-time position. Within the range, individual pay is determined by job-related skills, experience, and relevant education, or training. In addition to base salary, Conganeers receive a variable incentive pay component, perks such as flexible work options, and a full range of benefits including medical and dental insurance.
The posted salary ranges are for the expectations outlined in the job description. We are often open to a wide variety of profiles and sometimes have flexibility within our organizational structure to adjust the role responsibilities up or down should we select a candidate that is less or more experienced than the posted job requirements. In these occasional cases, we will communicate the revised salary range to the candidate during the selection process.
Did we pique your interest?
If this sounds like the kind of job you would love in the kind of environment where you would thrive, please click apply. We'd love to hear from you!
Preferred Resume Format
We accept resumes in any format, we suggest using PDF or plain text. These formats help ensure that your resume’s formatting remains intact, making it easier for our recruiters to review your application promptly.
Don’t meet every requirement for the role?
Studies have shown that women and members of ethnic minorities are less likely to apply to jobs unless they meet every single qualification. At Conga we are dedicated to building a diverse, inclusive, and authentic workplace, so if you’re excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You just might be the right candidate for this or other roles.
Additional Information
Conga is proud to be an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants regardless of race, color, religion, gender, gender identity, age, national origin, disability, parental or pregnancy status, marriage and civil partnership, sexual orientation, veteran status, or any other characteristic protected by law. We understand interviewing can be stressful for those with disabilities. If reasonable accommodation is needed to allow you to show us your best self, please let your recruiter know as soon as possible. All your information will be kept confidential according to EEO guidelines. Conga is not open to third party solicitation or resumes for our posted FTE positions. Resumes received from third party agencies that are unsolicited will be considered complimentary.
Conga's Applicant Privacy Statement
The information you provide during the application process will be used in accordance with Conga’s Applicant Privacy Statement (https://conga.com/applicant-privacy-statement). By submitting your application, you acknowledge and agree to the terms outlined in this privacy statement.
Ready to apply?
Apply to Conga
A career that’s the whole package!
At Conga, we’ve built a community where our colleagues can thrive. Here you’ll find opportunities to innovate and support growth through individual and team development, all within an environment where every voice is heard.
Conga lines up commercial operations so companies run as connected, smarter businesses. By unifying the people and processes that drive commerce, Conga aligns pricing, quoting, contracting, rebates, and communications so teams stay in sync and buyers keep moving forward. The result is trusted decisions, consistent buyer experiences, and profitable growth. More than 10,000 customers worldwide, including over 50% of the Fortune 100®, trust Conga when commercial complexity is high and global impact is on the line.
Our approach is grounded in the Conga Way, a framework that reflects our values and drives everything from hiring to decision-making, as well as key programs including recognition. Created with direct input from our colleagues, the Conga Way forms the foundation of our vibrant culture.
Job Title: Account Executive, Enterprise
Locations: Remote- West Coast
Reports to: RVP, Sales
A Quick Snapshot
As an Account Executive, Enterprise at Conga, you’ll have the opportunity to sell mission critical and transformational projects to organizations of significant value. You’ll work closely with Conga Core Account Executives, Sales Engineering, Business/Sales Development & the Customers. Central aspects of the role include creating a strong territory strategy inclusive of multiple resources (Business & Sales Development) prospecting, working, aligning with RevOps, BusApps, IT, Legal, Sales & Operations executives in addition to co-selling with Core Account Executives. If taking your sales career to new heights and embracing complex cycles with multiple stakeholders, look no further.
Why it’s big deal…
Enterprise AE’s responsible for sourcing new logo’s and expanding current customers through up-sell and cross-sell motions. Using your sales knowledge and prospecting skills is crucial to keeping our business strong!
Are you the person we are looking for?
Champion of the Customer. You understand that customers are one of business’ most important assets and you take that seriously. With more than 11,000 customers around the globe entrusting Conga with their business we make a commitment to their success and would love to hear how you will too!
Strong Prospecting Experience. The ideal candidate has a proven track record of exceeding sales and prospecting quotas and loves the thrill of the hunt. SaaS and/or Salesforce ecosystem experience is an advantage.
Strategic Mindset. This consists of deep discovery, aligning to multiple decision makers, building meaningful business relationships, developing and growing pipeline, providing value to customers, creating priority.
Drive/Results. We are looking for a dynamic, high-performing, and results-driven sales professionals. We are looking for people who want to learn, grow and creatively find success. The ideal candidate has a proven track record of exceeding sales and prospecting quotas and loves the thrill of the hunt. Knowledge of the SaaS and/or Salesforce ecosystem experience is an advantage.
In the spirit of the Conga Way, we strive to design easy-to-understand compensation programs that are fair and free from any type of discrimination. In keeping with this approach, we are committed to delivering competitive compensation and benefits packages to our colleagues worldwide and communicating transparently about the structure of our compensation programs.
Listed below is the U.S. base salary range for this full-time position. Within the range, individual pay is determined by job-related skills, experience, and relevant education, or training. In addition to base salary, Conganeers receive a variable incentive pay component, perks such as flexible work options, and a full range of benefits including medical and dental insurance.
The posted salary ranges are for the expectations outlined in the job description. We are often open to a wide variety of profiles and sometimes have flexibility within our organizational structure to adjust the role responsibilities up or down should we select a candidate that is less or more experienced than the posted job requirements. In these occasional cases, we will communicate the revised salary range to the candidate during the selection process.
Did we pique your interest?
If this sounds like the kind of job you would love in the kind of environment where you would thrive, please click apply. We'd love to hear from you!
Preferred Resume Format
We accept resumes in any format, we suggest using PDF or plain text. These formats help ensure that your resume’s formatting remains intact, making it easier for our recruiters to review your application promptly.
Don’t meet every requirement for the role?
Studies have shown that women and members of ethnic minorities are less likely to apply to jobs unless they meet every single qualification. At Conga we are dedicated to building a diverse, inclusive, and authentic workplace, so if you’re excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You just might be the right candidate for this or other roles.
Additional Information
Conga is proud to be an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants regardless of race, color, religion, gender, gender identity, age, national origin, disability, parental or pregnancy status, marriage and civil partnership, sexual orientation, veteran status, or any other characteristic protected by law. We understand interviewing can be stressful for those with disabilities. If reasonable accommodation is needed to allow you to show us your best self, please let your recruiter know as soon as possible. All your information will be kept confidential according to EEO guidelines. Conga is not open to third party solicitation or resumes for our posted FTE positions. Resumes received from third party agencies that are unsolicited will be considered complimentary.
Conga's Applicant Privacy Statement
The information you provide during the application process will be used in accordance with Conga’s Applicant Privacy Statement (https://conga.com/applicant-privacy-statement). By submitting your application, you acknowledge and agree to the terms outlined in this privacy statement.
Ready to apply?
Apply to Conga
Territory Account Executive - Los Angeles
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We’re in an unbelievably exciting area of tech and are fundamentally reshaping the data storage industry. Here, you lead with innovative thinking, grow along with us, and join the smartest team in the industry.
This type of work—work that changes the world—is what the tech industry was founded on. So, if you're ready to seize the endless opportunities and leave your mark, come join us.
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
Salary ranges are determined based on role, level and location. For positions open to candidates in multiple geographical locations, the base salary range is reflective of the labor market across the applicable locations.
This role may be eligible for incentive pay and/or equity.
There is no application deadline and we accept applications on an ongoing basis until the job is filled.
WHAT YOU CAN EXPECT FROM US:
- Innovation: We celebrate those who think critically, like a challenge, and aspire to be trailblazers.
- Growth: We give you the space and support to grow along with us and to contribute to something meaningful. We have been named Fortune's Best Workplaces in Technology™, Fortune's Best Workplaces in the Bay Area™, and certified as a Great Place to Work®!
- Team: We build each other up and set aside ego for the greater good.
And because we understand the value of bringing your full and best self to work, we offer a variety of perks to manage a healthy balance, including flexible time off, wellness resources, and company-sponsored team events. Check out purebenefits.com for more information.
ACCOMMODATIONS AND ACCESSIBILITY:
Candidates with disabilities may request accommodations for all aspects of our hiring process. For more on this, contact us at TA-Ops@purestorage.com if you’re invited to an interview.
OUR COMMITMENT TO A STRONG AND INCLUSIVE TEAM:
We’re forging a future where everyone finds their rightful place and where every voice matters. Where uniqueness isn’t just accepted but embraced. That’s why we are committed to fostering the growth and development of every person, cultivating a sense of community through our Employee Resource Groups and advocating for inclusive leadership.
Everpure is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or any other characteristic legally protected by the laws of the jurisdiction in which you are being considered for hire.
Join us and bring your best.
Bring your bold.
Pure and simple.
Ready to apply?
Apply to Everpure
Delivery Solutions Architect - U.S. Federal Sector
Share this job
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
Pay Range Transparency
Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.
About Databricks
Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.
Benefits
At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.
Our Commitment to Diversity and Inclusion
At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
Compliance
If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.
Ready to apply?
Apply to Databricks
Delivery Solutions Architect - U.S. Federal Sector
Share this job
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
Pay Range Transparency
Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.
About Databricks
Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.
Benefits
At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.
Our Commitment to Diversity and Inclusion
At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
Compliance
If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.
Ready to apply?
Apply to Databricks
Delivery Solutions Architect - U.S. Federal Sector
Share this job
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
Pay Range Transparency
Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.
About Databricks
Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.
Benefits
At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.
Our Commitment to Diversity and Inclusion
At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
Compliance
If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.
Ready to apply?
Apply to Databricks
Delivery Solutions Architect - U.S. Federal Sector
Share this job
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
Pay Range Transparency
Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.
About Databricks
Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.
Benefits
At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.
Our Commitment to Diversity and Inclusion
At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
Compliance
If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.
Ready to apply?
Apply to Databricks
Delivery Solutions Architect - U.S. Federal Sector
Share this job
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
Pay Range Transparency
Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.
About Databricks
Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.
Benefits
At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.
Our Commitment to Diversity and Inclusion
At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
Compliance
If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.
Ready to apply?
Apply to Databricks
Delivery Solutions Architect - U.S. Federal Sector
Share this job
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
Pay Range Transparency
Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.
About Databricks
Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.
Benefits
At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.
Our Commitment to Diversity and Inclusion
At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
Compliance
If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.
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Mission Operations Manager, C2
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Anduril Industries is a defense technology company with a mission to transform U.S. and allied military capabilities with advanced technology. By bringing the expertise, technology, and business model of the 21st century’s most innovative companies to the defense industry, Anduril is changing how military systems are designed, built and sold. Anduril’s family of systems is powered by Lattice OS, an AI-powered operating system that turns thousands of data streams into a realtime, 3D command and control center. As the world enters an era of strategic competition, Anduril is committed to bringing cutting-edge autonomy, AI, computer vision, sensor fusion, and networking technology to the military in months, not years.
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
The salary range for this role is an estimate based on a wide range of compensation factors, inclusive of base salary only. Actual salary offer may vary based on (but not limited to) work experience, education and/or training, critical skills, and/or business considerations. Highly competitive equity grants are included in the majority of full time offers; and are considered part of Anduril's total compensation package. Additionally, Anduril offers top-tier benefits for full-time employees, including:
Benefits
At Anduril, we invest in our people. Our comprehensive, competitive benefits package (available at little to no cost to employees) ensures you’re supported in health, recovery, and whatever comes next. For more information, Explore Our Benefits.
Protecting Yourself from Recruitment Scams
Anduril is committed to maintaining the integrity of our Talent acquisition process and the security of our candidates. We've observed a rise in sophisticated phishing and fraudulent schemes where individuals impersonate Anduril representatives, luring job seekers with false interviews or job offers. These scammers often attempt to extract payment or sensitive personal information.
To ensure your safety and help you navigate your job search with confidence, please keep the following critical points in mind:
-
No Financial Requests: Anduril will never solicit payment or demand personal financial details (such as banking information, credit card numbers, or social security numbers) at any stage of our hiring process. Our legitimate recruitment is entirely free for candidates.
- Please always verify communications:
- Direct from Anduril: If you receive an email from one of our recruiters, it will only come from an
@anduril.comaddress. - Via Agency Partner: If contacted by a recruiting agency for an Anduril role, their email will clearly identify their agency. If you suspect any suspicious activity, please verify the agency's authenticity by reaching out to contact@anduril.com.
- Direct from Anduril: If you receive an email from one of our recruiters, it will only come from an
-
Exercise Caution with Unsolicited Outreach: If you receive any communication that appears suspicious, contains grammatical errors, or makes unusual requests, do not engage. Always confirm the sender's email domain is @anduril.com before providing any personal information or clicking on links.
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What to Do If You Suspect Fraud: Should you encounter any questionable or fraudulent outreach claiming to be from Anduril, please report it immediately to contact@anduril.com. Your proactive caution is invaluable in protecting your personal information and upholding the security and trustworthiness of our recruitment efforts.
Data Privacy
To view Anduril's candidate data privacy policy, please visit https://anduril.com/applicant-privacy-notice/.
By submitting your application, you consent to Anduril Industries using a third-party service provider to conduct pre-employment risk, integrity, and due diligence screening and assessing potential risks as part of your application process. This third-party service provider provides risk-intelligence services that may include analysis of sanctions and watchlists, adverse media, public-record information, and other lawful open-source or commercial data sources. This third-party service provider does not act as a consumer reporting agency. Use of this provider helps to ensure compliance with applicable laws and protect technology, intellectual property, and organizational security.
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