SUMMARY

As an Enterprise Account Executive, you will drive new and build on existing business of our cloud security platform within some of the largest organizations. This role will be reporting to the Regional Director, Sales.You will execute complex, high-value sales engagements with top security leaders, influencing security postures at scale. You will work alongside a team of Wizards that focus on our customers’ business needs. Our priority is building a secure infrastructure for their cloud environments. We do that by learning their business. We ask questions. We listen. We help educate.  

LOCATION

Seeking candidates located in the Boston Region. 

WHAT YOU’LL DO:  

• Develop and execute strategic account plans targeting enterprise organizations
• Demonstrate an intimate understanding of Wiz Cloud Security Solutions and their value to our customers  
• Demonstrate ability to position and advise to CISO level executives with industry Point-of-View business insights; Continue to listen, build and grow executive relationships with customers  
• Develop and close business by building and maintaining relationships with C-level security executives and technical teams to consistently meet or exceed quarterly sales quotas, in a way that reflects Wiz values  
• Align with Wiz partner ecosystem to optimize market opportunity  
• Align closely with customer success to ensure seamless adoption and expansion
• Strong understanding of effective sales processes and methodologies, such as MEDDPICC or Command of the Message   
• Build effective working relationships with Solutions Engineering, Customer Success, Product, Marketing, Delivery, and Executive teams to ensure strategy alignment and achieve company objectives  

WHAT YOU’LL BRING  

• 7+ years of experience in SaaS/Security sales, selling to Enterprise accounts
• Proven track record of closing large enterprise deals within the specific geographical territory listed  
• Hyper-growth start-up experience 
• Good standing relationships with previous sales operation teams   
• Proven ability to work cross-functionally to drive customer outcomes and revenue growth 
• Strong executive presence and ability to communicate with board-level stakeholders  
• A consultative and professional approach to engaging with customers  
• Deep expertise in pipeline generation, deal progression, and strategic account management  
• A proven track record managing accounts in cloud or cybersecurity ecosystem to elevate the business  

Armis is seeking a visionary Head of Product Marketing to lead the global strategy for our industry-leading Asset Intelligence and Security platform. In this role, you will architect our market narrative, ensuring Armis’s ability to see, protect, and manage every asset—from IT and cloud to IoT and OT—is clearly communicated to the world.

You will oversee global growth plans for the Armis portfolio, defining our positioning in the Cyber Exposure Management category and developing a differentiated narrative around our AI-powered innovation. As a strategic partner to the executive leadership team, you will identify untapped market opportunities and leverage a deep understanding of the CISO’s pain points. Furthermore, you will lead our Analyst Relations strategy, ensuring Armis maintains a dominant "Leader" position across all relevant Gartner Magic Quadrants, Forrester Waves, and IDC MarketScapes.

What you will do:

• Strategic Growth: Identify expansion opportunities within the Armis portfolio, specifically targeting the convergence of IT, OT, IoT, and Medical IoT (IoMT).

• Differentiated Messaging: Develop high-impact messaging that articulates the Armis value proposition across the entire asset attack surface, ensuring resonance with both technical buyers and C-suite executives.

• Analyst Relations Leadership: Own the strategic relationship with industry analysts (Gartner, Forrester, IDC, etc.). Drive the briefing calendar, manage evaluation cycles, and ensure Armis’s innovation roadmap is accurately reflected in influential market reports.

• Market Intelligence: Oversee deep-dive research into market requirements, macroeconomic trends, and the competitive landscape to keep Armis two steps ahead of legacy security vendors.

• Cross-Functional Synergy: Partner with Product Management, Business Unit leaders, and Sales to design the "Go-to-Market" strategies and resource alignment necessary to exceed corporate ARR objectives.

• Thought Leadership & Brand: Collaborate with brand and editorial teams to elevate Armis’s storytelling, positioning the company as the definitive authority in Asset Intelligence and Cyber Exposure Management.

• Content & Campaign Architecture: Design the global content strategy for product launches, demand generation, and website presence, ensuring a consistent and compelling voice.

• Sales & Partner Enablement: Lead the creation of world-class enablement materials, equipping our global sales force and channel partners to win in complex, competitive environments.

• Team Leadership: Provide world-class mentorship to the Product Marketing and AR teams, managing the hiring, development, and retention of top-tier marketing talent.

• Executive Influence: Reporting to the CMO, act as a key member of the Marketing Executive team, bringing a product-centric lens to quarterly reviews and long-term strategic planning.

What we expect:

• Experience: 15+ years of relevant marketing experience, with a heavy focus on B2B cybersecurity or high-scale SaaS.

• Education: BSc/MSc or MBA in Marketing, Communications, or a related technical field.

• Cybersecurity: Deep expertise in the cybersecurity landscape, specifically in asset management, vulnerability management, or OT/IoT security.

• Analyst Relations: Proven track record of successfully managing or collaborating with Analyst Relations and influencing "Leader" placements in major industry reports.

• Growth Mindset: Demonstrated success in building and scaling marketing functions within hyper-growth, "Unicorn" environments.

• Master Storyteller: The ability to distill complex, technical AI and networking concepts into memorable, "human-centric" narratives.

• Systemic Thinker: A relationship builder who can connect the dots between Product, Sales, and Customer Success to create a unified market front.

• Global Leader: Experience managing large, distributed teams across multiple time zones with a focus on high-velocity execution and detail.

• C-Level Presence: Exceptional communication skills with the confidence to influence and advise C-level executives both internally and externally.

We know there is a lot to consider when applying for a new job, and quite often job descriptions provide a lot of detail for candidates… but here at Armis, we strongly encourage you to try to avoid the ​​confidence gap​.​​ We don’t expect you to meet each of the listed requirements perfectly to be considered for any of our roles.

Salary range guidance for this position is: $220,000-280,000 per year.

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

#LI-AW2

Director, IT Enterprise Applications

Reports to: CISO

• Leads the strategy, architecture, and delivery of SmartBear’s enterprise applications ecosystem, including ERP, CRM, HRIS, and GTM platforms.
• Partners cross-functionally to translate business priorities into scalable, secure, and high-impact technology solutions.
• Manages and mentors a high-performing IT Applications team while remaining hands-on in solving complex challenges.

About the Role

• Define and execute the vision, strategy, and multi-year roadmap for SmartBear’s enterprise application landscape, ensuring alignment with business objectives and global IT strategy.
• Act as a strategic partner to senior leaders across Sales, Finance, Marketing, People & Culture, and Operations, translating business needs into scalable, high-impact technology solutions.
• Serve as the solution architect across SmartBear’s enterprise ecosystem, ensuring seamless integrations and data flows between platforms such as Salesforce, NetSuite, BambooHR, Marketo, and other GTM systems.
• Lead large-scale enterprise application initiatives including new implementations, system upgrades, platform migrations, and complex cross-functional programs from strategy through execution.
• Oversee post-merger integration efforts for enterprise applications, driving system rationalization, consolidation, and migration into SmartBear’s standard platforms while minimizing business disruption.
• Establish and maintain architectural standards, integration frameworks, data governance practices, and best-in-class delivery methodologies.
• Manage day-to-day ownership of enterprise applications, ensuring reliability, performance, security, compliance, and continuous improvement.
• Champion user enablement, training, adoption, and change management to maximize business value and system ROI.
• Lead, mentor, and develop a high-performing IT Applications team, fostering a culture of accountability, collaboration, and continuous improvement.
• Operate as a player-coach, stepping in hands-on to troubleshoot, resolve critical issues, and drive execution when needed.

We are looking for you if you have

• 10+ years of progressive IT experience, including 5+ years leading enterprise applications in a complex, global environment.
• Proven success defining enterprise application strategy and acting as solution architect for large-scale, cloud-based platforms and integrations.
• Deep hands-on experience with Go-to-Market systems including Salesforce, Marketo, CPQ, and Customer Success platforms.
• Strong expertise with cloud ERP solutions (NetSuite preferred), API-driven integrations, middleware platforms (Boomi preferred), and data architecture.
• Demonstrated experience leading large, cross-functional IT programs, vendor partnerships, and post-acquisition system integrations.
• Strong business acumen with the ability to connect technology decisions to financial outcomes and operational efficiency.
• Excellent communication, stakeholder management, and executive-level influence skills.
• A hands-on, roll-up-your-sleeves leadership style with the ability to balance strategic thinking and tactical execution.

Why you should join the SmartBear crew

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

Did you know?

• Our main goal at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
• We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work.

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.

#LI-hybrid

#LI-AS1

ROLE SUMMARY 

As the Senior Architect of AI Governance & Risk, you will lead the design and operationalization of Babel Street’s AI trust framework across safety, privacy, security, bias/fairness, and transparency. You will ensure our AI-enabled products—spanning LLM-powered workflows, agentic systems, and multimodal capabilities—are built and deployed with measurable controls, defensible documentation, and audit-ready evidence. 

A core part of this role is to create, institutionalize, and operationalize Babel Street AI Principles—and translate them into the policies, engineering standards, delivery gates, customer assurances, and reporting artifacts that guide how we build and deploy AI across the company. 

This role requires extensive partnership with Product, Engineering, Security (CISO), Legal/Privacy, and Customer Success teams. You will serve as the connective tissue between these functions, ensuring governance requirements are understood, adopted, and embedded into the AI lifecycle—from design through production monitoring and incident response.  

The ideal candidate is execution-oriented with a focus on customer-facing outcomes. You will translate emerging AI policy and customer requirements into concrete engineering controls and reusable collateral that accelerates RFI/RFP responses, supports due diligence, and reduces risk without slowing product velocity.  

ROLE FOCUS 

This role spans three practical execution areas: 

AI Principles & Governance Architecture 

You will define Babel Street’s AI Principles and build the governance operating system that turns principles into action—standards, controls, documentation, and release gates that are implementable by engineering teams and measurable in production. 

AI Policy Intelligence, RFI/RFP Enablement & Reporting Collateral 

You will track and interpret emerging AI policy, regulations, and standards and assess their impact on Babel Street’s products and business. You will translate these requirements into roadmap implications, compliance strategies, and customer-ready collateral—enabling fast, consistent responses to RFIs/RFPs, security questionnaires, audits, and due diligence requests. 

Responsible AI Assurance Across Safety, Privacy, Security, Bias/Fairness & Transparency 

You will own the assurance posture for Babel Street AI— partnering with Engineering, Security, Legal/Privacy, and Product teams to ensure safety metrics, privacy controls, AI security testing, bias/fairness evaluation practices, and transparency artifacts (model/system cards) are defined, implemented, measured, and maintained over time. 

KEY RESPONSIBILITIES 

AI Strategy, Policy Intelligence & Business Impact 

• Create and operationalize Babel Street’s AI principles into enforceable engineering and product standards (e.g., secure-by-design patterns, privacy boundaries, oversight requirements, transparency expectations). 

• Monitor emerging AI policy, regulatory, and standards developments relevant to Babel Street markets and customer segments. 

• Partner with leadership to chart a pragmatic AI compliance and assurance strategy that supports growth and reduces friction in procurement cycles. 

AI Governance Program Design & Framework Development 

• Define and maintain Babel Street’s AI governance framework by embedding  AI principles into delivery workflows across the development lifecycle.   

• Partner with Engineering to maintain an AI model/system inventory, including third-party AI providers (e.g., GPT-4, Gemini, Claude), integrations, data touchpoints, and output constraints. 

• Define documentation standards for traceability: model lineage, evaluation results, monitoring plans, limitations, and intended/prohibited use. 

Customer Assurance: RFI/RFP Response, Due Diligence & Reporting 

• Ensure Babel Street AI Principles are reflected consistently in customer-facing commitments, product documentation, training materials, and reporting artifacts. 

• Lead the company’s responsible AI posture in AI-focused RFI/RFP responses, audit support, and customer due diligence—ensuring responses are consistent, evidence-backed, and defensible. 

• Create a repeatable evidence program (what we collect, how we maintain it, and how we produce it quickly and consistently). 

Safety & Reliability (Partner: Engineering, Product) 

• Partner with Engineering to define safety metrics (reliability, robustness, response times, bias correction, etc..) and ensure these are tracked and measured in production 

• Coordinate with Product to establish policies and procedures for AI safety, including documented response times for system failures 

• Lead the development of AI-specific Incident Response Procedures (IRPs) in partnership with Security and Engineering teams, ensuring readiness to address AI safety-related issues 

Privacy & Data Handling (Partner: Legal/Privacy, Engineering) 

• Partner with Legal/Privacy to define and enforce AI privacy requirements including data minimization, retention boundaries, and third-party data protection 

• Coordinate customer data usage positions: whether customer data is used for AI model training/improvement, and ensure opt-out mechanisms are clearly documented and enforceable 

• Lead privacy risk assessments for AI features and ensure data handling practices with third-party AI providers are documented and compliant (CCPA, ISO 42001, relevant regulations) 

Security & Audit (Partner: Security/CISO, Engineering) 

• Partner with Security (CISO) to establish AI security requirements, including access controls and employee/third-party access management to customer data 

• Coordinate internal and external AI security audits that address AI-specific vulnerabilities (prompt injection, jailbreaking, etc.) with clear remediation processes 

• Ensure output validation processes are in place to identify risks of unreliable or harmful content 

QUALIFICATIONS 

Required 

• 8+ years of experience across governance, risk, security, privacy, compliance, or systems architecture, including 3+ years supporting AI/ML-enabled systems in production. 

• Demonstrated ability to translate governance requirements into implementable controls and engineering practices (not policy-only work). 

• Strong understanding of AI governance frameworks and standards (e.g., NIST AI RMF, ISO/IEC 42001, ISO/IEC 23894) and ability to translate requirements into organizational processes 

• Experience producing customer-facing and audit-ready content: RFI/RFP responses, control narratives, assurance artifacts, and executive-ready summaries 

• Strong stakeholder management and influence skills; able to drive decisions, build consensus, and maintain accountability across multiple teams 

• Excellent written and verbal communication skills; able to craft clear, defensible positions for customers, executives, and internal teams 

EDUCATION 

Bachelor’s degree  or equivalent experience in Computer Science, Engineering, Information Assurance, Data Science, Public Policy (with technical depth), or a related field required. 
Advanced degree or certifications in governance, risk, privacy, or AI policy is a plus but not required. 

Benefits at Babel Street (just to name a few...)

• Health Benefits: Babel Street covers 85-100% monthly premium costs for Medical, Dental, Vision, Life & Disability insurances – for you and your family!
• Retirement Plans: Babel Street offers both a Traditional and Roth 401(K) with a very competitive match.
• Unlimited Flexible Leave: We trust our employees to manage their own time and balance their personal and work lives.
• Holidays: Babel Street provides employees with 12 paid Federal Holidays
• Tuition Reimbursement: We are committed to investing in our employees. One way we do that is with our Tuition Reimbursement Program for continuing education.                 

Babel Street is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. Further, Babel Street will not discriminate against applicants for inquiring about, discussing or disclosing their pay or, in certain circumstances, the pay of their co‐worker, Pay Transparency Nondiscrimination. In addition, Babel Street's policy is to provide reasonable accommodation to qualified employees who have protected disabilities to the extent required by applicable laws, regulations and ordinances where a particular employee works. Upon request, we will provide you with more information about such accommodations.