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 a Sales Development Representative 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 a Sales Development Representative (SDR) to help lead demand generation and client growth for our self-serve streaming ad platform. This role will join two existing SDRs and will play a crucial role in attracting and onboarding new advertisers, ensuring their success on the platform, and driving revenue growth.

Sound like fun? 

For Chicago Only - The estimated annual salary for this position is between 52,000 and 75,000 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 and qualify inbound and outbound leads for Roku Ads Manager
• Educate potential advertisers on the benefits of streaming and our self-serve platform
• Collaborate with Account Executives to build and maintain a healthy sales pipeline
• Track and manage leads using CRM tools and outreach platforms
• Provide feedback to marketing and product teams to improve messaging and user experience
• Stay up to date on industry trends and Roku’s evolving ad solutions

We’re excited if you have

• 1–2 years of experience in a sales, business development, or customer-facing role
• A passion for advertising, media, or technology
• Excellent communication and interpersonal skills
• A self-starter mindset with strong organizational skills
• Experience with CRM tools like Salesforce or HubSpot (a plus)
• A collaborative spirit and a drive to learn and grow

#LI-LS1

#LI-Onsite

About the Role

We're looking for a Regional Sales Leader to help grow our Enterprise sales team. Reporting to the VP of Enterprise East, you'll be responsible for working with your team of Account Executives, providing feedback, coaching and training to ensure quota attainment and overall account development.  If you’re a builder who thrives in category creation, is passionate about developing empathetic, solutions-oriented and highly impact-driven teams, please apply!

If you join us, we know you’ll make a big impact!  Here’s what we’re thinking:

About You

We are seeking a results-oriented, motivated, and thoughtful sales leader who is laser-focused on recruiting and developing a team that is responsible for capturing net-new business within your assigned territory. On a day-to-day basis, you will be responsible for overseeing our Account Executives and helping them empower our customers to achieve business outcomes.

Qualifications:

• You have 5+ years of software sales leadership experience with at least 2+ years of that leading an Enterprise Sales Segment. 
• You have expert knowledge and experience in building and motivating sales teams, growing pipeline, and hitting revenue targets.
• Process oriented and data driven approach to managing forecasts in tools like Salesforce while scaling repeatable sales processes like MEDDPICC and Command of the Message
• You have consistent achievement of sales goals with high seller participation.
• You are a talent magnet! In this role, you will be asked to be on the constant lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world.
• You have the curiosity to learn technical concepts and articulate them in a way that highlights business value to senior or executive stakeholders.
• Track record of developing deep relationships with key partners that align with our strategy to grow
• High sense of urgency and ownership along with empathy and compassion in your leadership style

Responsibilities:

• Consistently help your team meet or exceed quota
• Be considered a top-performing team leader by consistently exceeding team goals
• Cultivate a team of Account Executives that see consistent month-over-month success
• Serve as a mentor, leader, or coach to other new peers of the team
• Provide feedback to the executive team on a regular basis and help them steer the company in the right direction.
• Serve as an active member of the sales leadership team and build strong, collaborative relationships through the Sales, Marketing, Partnerships, Customer Success, Revenue Operations, and Legal teams
•  Work closely with cross-functional teams like SDR and Marketing to drive an account-based marketing strategy

Sales Development Representative 

• Be a part of a high energy, collaborative environment. Throughout your SDR tenure, you’ll work directly with Account Executives and Sales Managers to strategize on targeted outreach and to gain exposure to the entire sales cycle. 
• Extensive tech stack at your fingertips – Salesforce, Outreach, ZoomInfo, Gong, Linkedin Sales Navigator, 6sense, Drift, AppAnnie, and more! 
• Follow up on inbound leads and run targeted ABX campaigns to generate pipeline for the sales team – for both net new and existing customers. 

The Sales Development Representative (SDR) position at SmartBear offers a great opportunity to rapidly advance your sales career at a cutting-edge tech company located in Somerville, MA. At SmartBear, we know that the key to success is a high-performing sales team. That’s why we’re looking to hire motivated SDRs to help generate a robust pipeline of qualified opportunities. We’re also huge believers in promoting from within – successful SDRs can be promoted to an Account Executive position within 12 months (sometimes faster!) 

As an SDR in the Somerville office, you’ll have the opportunity to be a part of a world-class sales team. This team is both highly competitive, collaborative and demands quality work at every level. Each SDR is paired with an Account Executive mentor from the Sales team and receives consistent coaching and training from leadership and their peers throughout the program. The environment fosters accelerated professional growth and shapes the next generation of Sales Professionals here at SmartBear. 

About the role 

As a Sales Development Representative you will:  

• Work & qualify inbound leads via phone, email & chat
• Conduct high volume outreach (60-100 activities per day)
• Convert qualified conversations/leads to pipeline for sales team
• Collaborate with Account Executives to generate targeted Outbound campaigns
• Receive consistent training and enablement on product knowledge and sales skills  

We are looking for you if you have:  

• 1-2 years in a customer-facing role  
• Strong communication skills 
• Highly coachable with a strong willingness to learn
• Passionate desire to move up within a sales organization
• Local to our Headquarters in Somerville, MA 

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 SD Times, DeveloperWeek's Devies Award, the AI Breakthrough Award, 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.

Sales Development Representative 

• Be a part of a high energy, collaborative environment. Throughout your SDR tenure, you’ll work directly with Account Executives and Sales Managers to strategize on targeted outreach and to gain exposure to the entire sales cycle. 
• Extensive tech stack at your fingertips – Salesforce, Outreach, ZoomInfo, Gong, Linkedin Sales Navigator, 6sense, Drift, AppAnnie, and more! 
• Follow up on inbound leads and run targeted ABX campaigns to generate pipeline for the sales team – for both net new and existing customers. 

The Sales Development Representative (SDR) position at SmartBear offers a great opportunity to rapidly advance your sales career at a cutting-edge tech company located in Somerville, MA. At SmartBear, we know that the key to success is a high-performing sales team. That’s why we’re looking to hire motivated SDRs to help generate a robust pipeline of qualified opportunities. We’re also huge believers in promoting from within – successful SDRs can be promoted to an Account Executive position within 12 months (sometimes faster!) 

As an SDR in the Somerville office, you’ll have the opportunity to be a part of a world-class sales team. This team is both highly competitive, collaborative and demands quality work at every level. Each SDR is paired with an Account Executive mentor from the Sales team and receives consistent coaching and training from leadership and their peers throughout the program. The environment fosters accelerated professional growth and shapes the next generation of Sales Professionals here at SmartBear. 

As a Sales Development Representative you will:  

• Work & qualify inbound leads via phone, email & chat
• Conduct high volume outreach (60-100 activities per day)
• Convert qualified conversations/leads to pipeline for sales team
• Collaborate with Account Executives to generate targeted Outbound campaigns
• Receive consistent training and enablement on product knowledge and sales skills  

We are looking for you if you have:  

• 1-2 years in a customer-facing role  
• Strong communication skills 
• Highly coachable with a strong willingness to learn
• Passionate desire to move up within a sales organization
• Local to our Headquarters in Somerville, MA 

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 SD Times, DeveloperWeek's Devies Award, the AI Breakthrough Award, 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.

Major Account Executive – Swagger

• Drive net-new enterprise acquisition focused on Swagger and SmartBear’s API Lifecycle Management solutions within Fortune 1000 organizations.
• Own complex enterprise sales cycles with Engineering, DevOps, Platform Engineering, and IT leaders modernizing API development and governance strategies.
• Position SmartBear as the strategic partner for scalable API quality, standardization, governance, and developer productivity across modern software organizations.

Product Intro

Swagger powers the world’s leading API development and lifecycle management initiatives, enabling organizations to design, document, govern, test, and scale APIs with confidence. Trusted by millions of developers and thousands of enterprises globally, Swagger helps engineering teams standardize API development practices, accelerate delivery, improve collaboration, and ensure consistency across distributed systems and microservices architectures.

As organizations continue investing in cloud-native development, platform engineering, AI-enabled applications, and digital transformation, APIs sit at the center of innovation. Swagger provides the governance, visibility, and automation teams need to build secure, reusable, and high-quality APIs at scale.

This role offers the opportunity to sell one of the most recognized brands in the developer ecosystem while helping customers modernize their API strategy and software delivery practices.

About the Role

As a Major Account Executive – Swagger you will:

• Own the full enterprise sales cycle from outbound prospecting through close, focused on net-new logo acquisition within strategic enterprise accounts.
• Build pipeline through proactive territory development, account-based prospecting, executive outreach, and partnership with Marketing and SDR teams.
• Engage Directors, VPs, and Heads of Engineering, DevOps, Platform Engineering, and IT to understand API strategy, governance challenges, and modernization initiatives.
• Position Swagger’s API Lifecycle Management platform as a critical solution for API standardization, governance, collaboration, documentation, and developer productivity.
• Lead complex discovery conversations, business value alignment, technical evaluations, and commercial negotiations across multiple stakeholders.
• Collaborate cross-functionally with Sales Engineering, Product, Customer Success, and Marketing to deliver tailored customer experiences and drive successful adoption post-sale.

We are looking for you if you have

• 5–7 years of quota-carrying SaaS or enterprise software sales experience with at least 2 years closing complex enterprise deals.
• Proven success acquiring net-new enterprise customers and building pipeline within Fortune 1000 or large strategic accounts.
• Experience selling developer tools, DevOps, API management, platform engineering, cloud, infrastructure, or technical SaaS solutions.
• Strong executive presence with the ability to communicate value to both technical and business stakeholders.
• Experience navigating complex enterprise procurement processes and multi-threaded sales motions.
• Familiarity with Salesforce, Outreach, LinkedIn Sales Navigator, and modern sales methodologies.
• A driven, self-starting, hunter mentality with strong prospecting discipline and a passion for winning competitive enterprise opportunities.
• Bachelor’s degree or equivalent professional experience.

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 SD Times, DeveloperWeek's Devies Award, the AI Breakthrough Award, 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-ES1

#LI-hybrid

Analyst Relations Manager
•    Co-create and lead SmartBear’s global Analyst Relations strategy to continuously influence and improve analyst perception.
•    Own relationships with key analyst firms, serving as both the primary orchestrator and a credible representative of SmartBear in analyst engagements.
•    Reinvent and scale SmartBear’s AR program, driving measurable impact on coverage, sentiment, and market positioning.

You will be expected to:
•    Co-create and execute a global Analyst Relations strategy in partnership with Marketing Leadership.
•    Partner closely with Product Management, Product Marketing, Sales, and PR/Communications to align analyst engagement with business priorities.
•    Own and manage relationships with key analysts.  Orchestrate an aggressive calendar of briefings and inquiries for yourself and for members of the extended team. 
•    Lead end-to-end execution of major analyst evaluations (e.g., Magic Quadrants, Waves), ensuring high-quality submissions and outcomes.
•    Act as the final quality owner for analyst-facing content, refining and translating messaging into compelling, analyst-ready narratives.
•    Define, track, and report on AR KPIs (coverage, sentiment, share of voice, and business impact), continuously improving program effectiveness.

We are looking for you if you have
•    6–8+ years of experience in Analyst Relations, Product Marketing, or related B2B SaaS roles.
•    Proven success managing relationships with firms like Gartner, Forrester, and IDC and influencing analyst perception.
•    Experience owning major analyst evaluations (e.g., MQ, Wave) and driving strong positioning outcomes.
•    Ability to independently engage analysts as a credible representative of SmartBear, with sufficient technical depth to discuss DevOps, APIs, and software quality.
•    Strong editorial and storytelling skills, with experience refining messaging into high-quality analyst deliverables.
•    Experience building AR programs that have a data-driven approach to defining and measuring success.

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.

Remote (U.S. Eastern Time Zone) or Hybrid (New York Metro Area) — your choice based on location.

About us 🚀

Reachdesk is a leading global B2B gifting and swag platform, helping companies create meaningful connections with prospects, customers, and employees—while driving measurable ROI. Our platform makes it easy to deliver personalized gifts and support campaigns or events through automated sourcing, storage, and global delivery, while integrating seamlessly with sales and marketing tech stacks.

Trusted by many of the most recognized names in the technology and SaaS space, Reachdesk is backed by a world-class team with hubs in New York, London, and Lisbon. We’re growing and currently looking for a Commercial Account Manager in the US to join us.

Role description 📖

As a Commercial Account Manager at Reachdesk, you will own retention and growth across a portfolio of existing customers. This is a commercially oriented account management role focused on renewals, expansion, and strategic account growth, with some prospecting within your book of business.

Success in this role requires strong commercial judgment, problem-solving ability, and the ability to turn customer needs into revenue opportunities. A key part of the role is helping customers get the most value from Reachdesk by identifying challenges early, solving problems, and quarterbacking cross-functional teams to drive strong customer outcomes. Your goal is to grow long-term customer value by understanding each customer’s business objectives, aligning them with our platform capabilities, and delivering measurable business outcomes.

Key responsibilities include the following:

• Own retention, renewals, and growth across a portfolio of existing customers
• Build strong, multi-threaded relationships across key stakeholders and decision-makers
• Drive upsell, cross-sell, and expansion opportunities within existing accounts
• Prospect to expand Reachdesk’s contractual opportunities within your book of business across teams, departments, and use cases
• Lead renewal and commercial conversations, including pricing, terms, and negotiation
• Run strategic account planning and business reviews tied to customer priorities and measurable outcomes
• Identify customer challenges early and work cross-functionally to solve them
• Quarterback internal teams across Client Success, Swag Sourcing, Marketplace, and Logistics to help customers achieve the right outcomes
• Maintain strong forecasting discipline and pipeline visibility across your book of business
• Represent Reachdesk with confidence and professionalism in executive-level discussions

About you 

• 5+ years in account management, account executive, renewals, or similar commercially oriented roles with direct revenue ownership, and a proven track record of renewing, retaining, and growing revenue
• Sales, SDR/BDR, or account executive experience strongly preferred
• Experience in subscription-based SaaS or other recurring-revenue environments with a consultative, strategic sales motion strongly preferred
• Demonstrated success owning renewals, upsells, cross-sells, and expansion within an existing book of business
• Track record of creating pipeline and generating new opportunities within existing accounts
• Strong commercial judgment and problem-solving ability
• Proven ability to build executive-level relationships across complex organizations
• Strong written, verbal, and analytical skills, with the ability to clearly explain and simplify complex concepts
• Highly self-motivated and organized, with a proven ability to manage multiple priorities in a fast-paced, innovative environment

About the benefits 👍—Here are just some

• Competitive salary, stock options, and 401(k) matching program
• Dental, hearing, vision, and life insurance
• Flexible PTO
• A super collaborative working culture populated by innovative, fun, and dedicated people.

*Reachdesk believes a diverse team helps us achieve our mission faster, and we actively welcome applicants from all backgrounds. Compensation is based on standardized salary ranges by role, level, and location—benchmarked against similar-size companies. Final offers reflect a mix of factors including experience, skills, and role fit, and may vary from the listed range.

Privacy Policy: We process personal information submitted as part of your application in accordance with the Reachdesk Candidate Privacy Notice. Please review it here: www.reachdesk.com/candidate-privacy-policy

The Director of Revenue Operations – Pipeline & Partnerships is a critical leadership role within ZoomInfo's Revenue Operations organization. This Director will own the operational strategy and the team driving execution behind ZoomInfo's pipeline generation engine, sitting at the intersection of SDR operations, pipeline creation, and partnerships. This role will work closely with SDR leadership, Go-to-Market Engineering, Revenue Enablement, Demand Generation, Partnerships, and Solutions Consulting, while reporting to the VP of Revenue Operations, to ensure operations are scalable, data-driven, and force-multipliers.

What You’ll Do:

Pipeline Operations

• Own the demand generation and pipeline operations — driving pipeline coverage targets across New Business and Revenue & Growth, attribution accuracy, and GTM play execution across Marketing, PLG, and SDR routing
• Design and manage lead and demo routing logic across all pipeline sources, ensuring the right leads reach the right reps at the right time with speed and precision
• Own the operational infrastructure supporting ZoomInfo's Product-Led Growth (PLG) go-to-market motion — including PQL identification, scoring, routing optimization, and handoff workflows between product, marketing, and sales
• Drive attribution accuracy across all pipeline sources, ensuring clean, reliable data that reflects true pipeline contribution by channel and motion
• Partner with Go-to-Market Engineering, Demand Generation and Marketing Ops to align on pipeline coverage targets and ensure GTM plays are operationally executable and measurable
• Identify gaps and inefficiencies across the pipeline creation process and lead cross-functional initiatives to resolve them — deploying automated workflows and intelligent tooling where applicable
• Evaluate, implement, and optimize tools across the pipeline tech stack, including ZoomInfo, 1Mind, Outreach, and other systems ensuring they are configured to maximize pipeline output and data integrity

SDR Operations

• Own the SDR operations — driving inbound and outbound performance, sequencing strategy, speed-to-lead, SLA adherence, rep productivity, agent productivity, and top-of-funnel conversion from first touch to qualified pipeline
• Build and optimize lead prioritization frameworks that leverage intent data, engagement signals, and AI-powered scoring to ensure SDRs and agents are focused on the highest-converting opportunities
• Design and continuously improve outbound and inbound pipeline workflows and follow-up sequences — leveraging automation to reduce manual overhead and improve conversion rates
• Build and maintain dashboards and intelligence that provide real-time visibility into SDR productivity, unit economics, capacity and pipeline coverage and health, and conversion rates; use AI-assisted analysis to surface trends and anomalies proactively
• Partner with SDR leadership to enforce SLA adherence and ensure consistent execution of sequencing strategy across the team

Partnerships & Solution Consulting Operations

• Own the operations for all partner-led revenue motions — including co-sell execution, deal registration, partner pipeline visibility, solution consulting support, and DaaS program performance
• Build and scale operational infrastructure across Channel, Co-Sell, Solution Consulting, and DaaS — with automated processes built into from the ground up
• Define and maintain KPIs for partner-sourced and partner-influenced pipeline, ensuring accurate tracking and reporting with minimal manual intervention
• Collaborate with the Partnership team to develop scalable, automation-first processes that support partner recruitment, activation, and performance management
• Ensure CRM and partner systems are configured to accurately capture and report on partner activity and contribution, with intelligent routing and attribution logic in place

Strategy & Cross-Functional Leadership

• Serve as a strategic thought partner to SDR, Go-to-Market Engineering, Demand Gen, and Partnerships leadership — translating business goals into operational plans built to scale through process and technology
• Lead a team of RevOps managers across pipeline, SDR, and partnerships functions, fostering a culture of experimentation, automation, and continuous improvement
• Drive alignment across teams to drive pipeline definitions, forecasting inputs, and goal-setting
• Champion data integrity and process standardization across all pipeline-related systems and workflows
• Proactively evaluate emerging AI and automation capabilities — including LLM-based tools such as Claude and Claude Code — and bring a clear point of view on where they can meaningfully improve pipeline operations
• Core systems and tools you may be working with: Salesforce, ZoomInfo, 1Mind, Outreach, PartnerStack, Clari, Claude/Claude Code, and other AI and automation platforms

What You Bring:

• 9+ years of experience in Revenue Operations, Partnership Operations, Marketing Operations, or a related field, with at least 5 years in a leadership role
• Proven experience supporting SDR organizations at scale — including sequencing strategy, speed-to-lead, SLA enforcement, and top-of-funnel conversion optimization
• Deep understanding of pipeline operating models, including lead routing design, attribution, PLG motions, and GTM execution
• Experience building or scaling partnerships/channel operations, including co-sell execution, deal registration, partner pipeline visibility, and solution consulting program support
• Deep, hands-on expertise with ZoomInfo,1Mind, Outreach, and PartnerStack — with a strong understanding of how these tools connect across the pipeline and partner motion
• A natural inclination toward automation and AI — you default to building scalable, intelligent solutions rather than manual processes, and have hands-on experience with tools like Claude, Claude Code, ChatGPT, or similar LLM platforms
• Demonstrated ability to design and deploy automated workflows that drive pipeline efficiency and scale, whether through AI agents, no-code/low-code tools, or custom-built solutions
• Deep expertise in Salesforce CRM, including data model, reporting, and workflow configuration
• Strong analytical skills with the ability to translate complex data into clear, actionable insights for senior stakeholders
• Must be self-motivated, have strong self-management skills, and demonstrate leadership qualities
• Proven ability to work cross-functionally across Sales, Marketing, Finance, and Operations
• Experience working in a high-growth B2B SaaS environment preferred

#LI-AP3

#LI-Hybrid

Position Overview

We are seeking a detail-oriented Director, Compliance to join Iterative Health's growing team in New York, NY or Cambridge, MA. This role will be instrumental in leading the strategic development of compliance programs to ensure our clinical trial optimization solutions meet all regulatory requirements across healthcare, clinical trials, and data privacy domains. The ideal candidate will have deep expertise in healthcare compliance frameworks and the ability to operationalize complex regulatory requirements in a fast-paced health tech environment.

Key Responsibilities

Regulatory Compliance & Risk Management

• Experienced with the compliance aspects of clinical trial & clinical research
• Maintain comprehensive compliance with GDPR, HIPAA, and other applicable data privacy regulations
• Lead SOC 2 Type II audit preparation and ongoing compliance, including controls documentation and evidence collection
• Develop and implement compliance policies and procedures specific to clinical trial technologies and healthcare AI solutions
• Ensure adherence to Anti-Kickback Statute, Stark Law, and PhRMA Code requirements in all business relationships
• Monitor evolving AI regulations and their impact on clinical trial optimization platforms

Quality Management & Documentation

• Oversee Quality Management System (QMS) in partnership with other team members, for maintenance and contractual compliance 
• Establish and maintain comprehensive record retention policies across clinical, regulatory, and business functions
• Manage document control processes for clinical protocols, compliance documentation, and regulatory correspondence
• Coordinate with clinical operations team to ensure GCP compliance in trial management and data collection

Contract & Vendor Compliance

• Review and negotiate compliance terms in customer agreements, vendor contracts, and clinical trial agreements
• Conduct vendor risk assessments and ongoing compliance monitoring for third-party service providers
• Ensure contract compliance with healthcare customer requirements, including BAAs and data processing agreements
• Support commercial team with compliance aspects of customer onboarding and due diligence processes

Training & Cross-Functional Support

• Develop and deliver compliance training programs for employees across all functions
• Serve as primary compliance liaison with external auditors, regulators, and certification bodies
• Collaborate with legal, clinical, and product teams on regulatory strategy and risk mitigation
• Maintain compliance calendar and ensure timely completion of regulatory filings and renewals

Required Qualifications

Education & Experience

• Bachelor’s degree in Life Sciences, Business, or a related field plus 8+ years of compliance experience in healthcare, biotech, or clinical research organizations; advanced degree preferred
• OR Juris Doctor (JD) or other advanced degree plus 5+ years of compliance experience in healthcare, biotech, or clinical research organizations
• Direct experience with clinical trial regulations and GCP requirements
• Proven track record managing compliance programs in regulated industries

Technical Expertise

• Employment law and HR compliance expertise, including workplace privacy, salary transparency, employee data protection, and regulatory training requirements
• Corporate governance and general business compliance including anti-corruption, export controls, and corporate record-keeping requirements
• Privacy program management across all business functions, including vendor privacy assessments and cross-border data transfer compliance
• Financial compliance awareness including regulatory reporting requirements
• Deep knowledge of GDPR and HIPAA requirements and implementation
• Hands-on experience with SOC 2 audits and information security compliance frameworks
• Familiarity with clinical research regulations (GCP, ICH guidelines, 21 CFR Part 11)
• Understanding of AI/ML regulatory landscape in healthcare and clinical trials

Core Competencies

• Strong analytical and problem-solving skills with ability to translate complex regulations into actionable policies
• Excellent written and verbal communication skills for regulatory correspondence and training delivery
• Project management experience with ability to manage multiple compliance initiatives simultaneously
• Detail-oriented approach with strong documentation and process improvement capabilities

Preferred Qualifications

• Professional certifications (CIPP, CISA, CCEP, CHRC, or similar compliance credentials)
• Experience with international regulations (EU Clinical Trials Regulation, other global markets)
• Background in clinical research or pharmaceutical compliance
• Familiarity with AI ethics and algorithmic bias considerations in healthcare
• Experience with healthcare technology or SaaS compliance programs

About the Role

The Regional Director is responsible for owning and optimizing site-level performance across a portfolio of GI-focused clinical research sites. This role ensures operational excellence by aligning teams around key performance goals, elevating site capabilities, and maintaining consistency in trial execution. As a strategic operations leader, the Regional Director plays a central role in connecting site level performance with broader business objectives.

Responsibilities

• Manages staff across multiple sites, ensuring execution is aligned with protocol, regulatory requirements, and IH standards.
• Owns overall performance of assigned sites, including enrollment, data quality, compliance, and team culture.
• Ensures sites are set up for success (i.e. staffed appropriately and equipped with the appropriate equipment and training) and makes recommendations to allocate resources based on business needs. 
• Builds strong relationships and collaborates with PIs to align their engagement with study goals and operational strategy.
• Influences study portfolio, optimizing for profitability and value to patients. 
• Identifies and manages issues, concerns and problems related to site performance.
• Leads and develops CRCs, and other site-based research staff through clear expectations, performance coaching, and team development.
• Serves as a visible, hands-on people manager who builds high-performing, accountable teams.
• Identifies levers to drive site level KPIs through monitoring KPIs and performance trends, escalating to appropriate parties. 
• Implements corrective actions or process improvements as needed.
• Serves as the primary operational liaison between site staff and central functions.
• Drives a culture of ownership, collaboration, and continuous improvement across all assigned sites.

What We’re Looking For

Required Qualifications

• Knowledgeable about the critical elements for success in clinical trials: Ability to review protocols, programs, and assess the success of a project.
• Ability to influence change management and model flexibility
• Problem-Solving Skills: Ability to identify problems, develop and implement solutions.
• Strategic Planning: Ability to plan for short, medium and long term success and make recommendations for growth
• Ability to use data as a tool, identify trends, and draw conclusions. 
• Project Management: Demonstrated ability to successfully manage people/projects.
• Proactive problem-solving abilities and follow-through.
• Practices professionalism and integrity in all actions. 
• Communication Skills: Excellent written and verbal communication skills. 
• Working knowledge of CTMS, eDC and other core research systems. 
• Ability to travel: Up to 30% travel to provide operational oversight, hold team meetings, and attend other professional meetings/conferences as needed.

Preferred Qualifications

• Experience in managing a large site network and demonstrated success in achieving targets and optimizing operations.
• Experience with gastroenterology and/or hepatology studies. 

What We Offer

• Medical, dental, and vision insurance
• Life and disability insurance
• Parental leave
• Stock options
• Flexible work hours
• Unlimited paid time off

We are seeking a strategic and data-driven People Business Partner role to partner closely with leaders across corporate functions and site-based operational teams in support of a high performing, highly distributed healthcare services organization. This role will act as a trusted advisor, aligning people strategies with business priorities to support growth, scalability, and performance across the organization. Operating in a high-growth, M&A driven environment, this role requires a strong balance of strategic thinking and hands-on execution. The People Business Partner will play a key role driving organizational effectiveness, enabling leadership and supporting change initiatives while fostering a high-performing, mission-driven culture. This individual must be comfortable pivoting between both a strategic and hands-on level of engagement, with a strong focus on change and performance management,
talent/leadership development, organizational design, employee relations and integration.

Key Responsibilities

Strategic Business Partnership
● Serve as a trusted advisor, coach and thought partner to department, team and operational leaders, providing guidance on organizational strategy, workforce planning, employee relations issues and talent implications of business decisions
● Translate business priorities into actionable HR strategies that drive growth, scalability, and operational excellence to enable a high performing and engaged workforce.
● Develop a deep understanding of IH business units, financial drivers, and market industry dynamics to proactively shape people initiatives that help transform the business as we grow and scale our infrastructure.
● Serve as a strategic liaison and advisor between the business and People Team Center of Excellence’s (COE) to align HR service delivery with business priorities
● Identify opportunities to implement data-informed people strategies that strengthen organizational health, culture and maturity while directly impacting leadership effectiveness and team performance
● Lead workforce planning with business partners, anticipating skills and capabilities needed to scale the organization beyond current state – develop plans in conjunction with TA to identify talent profiles and succession bench ready for promotion to increased level of scope and responsibility

Talent and Performance Management
● Drive talent and performance management processes that reinforce accountability, ownership and high standards of behaviors / values alignment to support our high-performance culture
● Partner with leaders on succession planning, leadership development, compensation strategies and retention initiatives across the enterprise
● Use data and insights to inform talent decisions and effectively balance business needs with employee advocacy
● Coach and develop leaders to engage, motivate and lead high performing teams, identifying least effective performance and partnering with team leaders to address performance issues early on.

Change Management and Culture
● Lead change management efforts across our growing and evolving teams/structures to support effective communication, accountability and alignment to our strategic priorities
● Champion a culture of innovation, collaboration, and continuous improvement aligned with Iterative Health’s mission
● Support leaders in navigating ambiguity and leading through transformational change as an organization, providing insights and serving as a “thought partner” on operational and people challenges that dynamic growth brings.

Employee Relations and Coaching
● Provide expert coaching on employee relations, leadership effectiveness, and team dynamics to enable a highly engaged, productive workforce while maintaining consistency and alignment to IH policies and procedures.
● Support positive culture building initiatives and drive employee engagement initiatives with team leaders to build highly engaged, motivated team members.
● Ensure compliance with employment laws and company policies – identify opportunities to improve, create and implement policies and procedures that balance business needs with operational realities M&A

HR Integration
● Partner with internal stakeholders including People COE’s on due diligence, integration planning, and execution as part of pre and post-acquisition integration process
● Support organizational design, talent assessment, and cultural integration efforts to ensure seamless onboarding of acquired entities and team members to IH
● Anticipate, identify and mitigate people-related risks associated with rapid growth and change, including supporting HR initiatives focused on harmonization of system, processes and policies across the growing enterprise.

HR Program Execution
● Partner with COE to deliver best-in-class HR transformational initiatives to support a growing and scaling workforce
● Own HR projects in support of strategic HR agenda focused on employee engagement, leadership development, performance management, and operationalizing best in class people initiatives and infrastructure that will attract, develop and retain talent.

Qualifications
● 7–10+ years of progressive HR experience, including working in a fast-scaling, high-growth, complex and ambiguous start-up environment
● Experience in healthcare, clinical research, medtech, life sciences, or related industries strongly preferred
● Experience supporting a highly distributed, growing multi-site location network both domestically and globally is strongly preferred
● Demonstrated experience across a wide range of HR functional domains
● Strong business acumen with the ability to link HR strategy to financial and operational outcomes
● Proven ability to communicate and influence senior leaders as well as operate as a strategic partner, understanding the operational and strategic priorities of the business and how people strategies can make an impact
● Experience in organizational design, change management, and talent strategy
● Data-driven, analytical mindset with comfort leveraging data and analytics to inform decisions
● Excellent communication, coaching, and stakeholder management skills
● Comfort navigating through ambiguity and managing multiple competing priorities
● A builder and inventor mindset – orientation towards thinking outside the box to pilot and test programs and initiatives to iterate before applying a one-size fits all approach.

About the Role

As the Director, Strategy & Operations - Growth, you will report to the VP, Growth and serve as the leader of Iterative Health's biological specimen collections business. This is a senior, highly autonomous role for an operator who is equally comfortable setting strategy and rolling up their sleeves to execute. You will own the go-to-market strategy, lead the full build-out of the business, and hold accountability for performance. You will also lead and develop the team that runs the day-to-day of collections operations. The ideal candidate brings a strong strategic and analytical foundation from management consulting or a high-growth startup environment, paired with the operational horsepower and ownership mindset to build something from the ground up.

Responsibilities

Go-to-Market Strategy

• Own the go-to-market strategy for Iterative Health's biological specimen collections business — defining the service offering, target customer segments, competitive positioning, and path to scale
• Define what we sell and how we sell it: Work with Business Development to scope the collections service model, establish pricing frameworks, and develop the materials and narrative needed to bring the offering to market
•  Identify and size the resourcing, infrastructure, and capability requirements needed to support the strategy and inform investment decisions

Business Build-Out

•  Lead the end-to-end build-out of the biological specimen collections business — standing up operational capabilities, and establishing the processes and infrastructure needed to execute at scale
• Own vendor contracting and relationships, including selection, negotiation, onboarding, and ongoing performance management for all collections-related vendors
• Partner with the Business Development team to develop and progress a pipeline of collections studies, supporting sponsor engagement and proposal development
• Work cross-functionally with site operations leaders to identify and onboard the right site network to support collections studies

Business Performance Ownership

• Own execution quality and sponsor satisfaction on active collections studies, serving as the senior point of escalation and ensuring trials are delivered to the highest standard
• Define and track KPIs across the business; use performance data to identify gaps, course-correct quickly, and communicate progress to senior leadership

Team Leadership

• Lead, develop, and hold accountable a team that includes pre-screeners, central Clinical Research Coordinators, and a Clinical Operations Manager — setting clear performance targets and maintaining a high-performance culture
• Train team members on workflows, protocols, and quality standards, and ensure the team has the tools, processes, and support needed to execute at pace
• Set the operational tempo for the team — running structured operations, maintaining visibility into study and team performance, and driving accountability at every level

Required Qualifications

• BS/BA or higher degree; advanced degree (MBA, MPH, or equivalent) strongly preferred
• 7+ years of experience in a strategic and operational role, with meaningful exposure to building or scaling a business — prior experience in management consulting, a high-growth startup, or a general management capacity is strongly preferred
• Experience leading cross-functional build-outs — standing up new capabilities, managing vendors, and driving commercial pipelines
• Proven people leadership experience with the ability to recruit, develop, and hold accountable a high-performing team
• Exceptional organizational and project management skills with the ability to manage multiple high-stakes workstreams simultaneously
• Strong executive presence and communication skills — able to represent the business credibly with sponsors, vendors, and senior internal stakeholders
• Comfortable operating with significant autonomy and building structure in ambiguous, fast-moving environments

Preferred Qualifications

• Experience in life sciences, clinical research, or healthcare services — particularly in biological specimen collections studies

About the Role

As the Manager, Growth, you will play a critical operational role at the center of Iterative Health's two core growth engines in Cardiology: expanding our sponsor portfolio and scaling our site network. This is a high-visibility, high-impact role for a sharp operator who thrives on process ownership, cross-functional coordination, and getting things done in a fast-moving environment. You will own the internal mechanics of business development — keeping the pipeline moving, deals progressing, and sponsors well-served — while simultaneously driving the operational build-out of new clinical research sites from contract execution through first study activation. The ideal candidate brings a strategic and operational mindset, is energized by variety, and is able to manage multiple workstreams with rigor and speed.

Responsibilities

Sponsor Growth: Business Development & Alliance Management Support

• Own the end-to-end internal business development process from initial sponsor engagement through contract execution, serving as the single internal touchpoint for new contracts
• Keep the business development pipeline organized and visible by maintaining up-to-date reporting on opportunity status, next steps, and deal progression
• Support the Director of Research Partnerships in preparing for key sponsor interactions — developing pitches and proposals, building conference materials, and ensuring the team shows up well-prepared for high-stakes meetings
• Support sponsor account meetings through internal data gathering, performance reporting, and post-meeting follow-through
• Continuously identify opportunities to streamline and improve the business development process to accelerate deal pull-through and reduce time to contract close

Site Network Growth: De Novo Site Builds 

• Partner with the Director of Clinical Research to support the end-to-end process of standing up de novo clinical research sites 
• Serve as the operational connective tissue during site stand-up, tracking progress, surfacing blockers, and ensuring all cross-functional inputs come together on schedule
• Work with the Director of Clinical Research to continuously evaluate and improve the site stand-up process — identifying inefficiencies, building out playbooks, and creating repeatable frameworks that scale as the network grows

Required Qualifications

•  BS/BA or higher degree
• 4+ years of experience in a strategic and operational role, such as management consulting, business operations, or growth/strategy at a high-growth startup
• Demonstrated ability to own and manage complex, cross-functional processes end-to-end with strong attention to detail
•  Excellent organizational skills with experience managing multiple projects and workstreams simultaneously in a fast-paced environment
• Strong communicator with the ability to synthesize information, build materials, and engage effectively with internal and external stakeholders
• Comfortable working with ambiguity and building structure where it doesn't yet exist

Preferred Qualifications

• Experience in life sciences, clinical research, or healthcare 
• Familiarity with clinical trial operations, site networks, or sponsor/CRO relationships

HubSpot welcomes individuals to join our Sales team as a Business Development Representative (BDR). As part of our commitment to building a hybrid company, BDRs can be flexible with their work location with the choice to either be based in Cambridge, Massachusetts, or remotely in the US. 

🚀 Join HubSpot as an Outbound Business Development Representative (BDR)
📍 Cambridge, MA or Remote (US)

We’ll be honest — sales isn’t easy, and it’s not for everyone. But for those who love a challenge, thrive on results, and want to launch a long-term path in sales, it’s incredibly rewarding.

If you’re looking to “try out” sales or just dip a toe in, this probably isn’t the role for you. But, if you’re the kind of person who wakes up hungry to compete, thrives on setting and smashing goals, and wants to build a career in tech sales from the ground up — we want to talk to you.

At HubSpot, our BDRs are not only the first point of contact for our prospects—they’re also developing the skills and mindset to become our next generation of Account Executives. This is not a placeholder job — it’s the first chapter of a high-growth sales career designed for those who want to build skills, embrace feedback, move fast, and grow even faster.

The Role:
As an Outbound BDR, you’ll play a key role in HubSpot’s growth engine. You'll be the first touchpoint for many of our future customers, sparking conversations through strategic outreach, uncovering pain points, and qualifying leads. You’ll partner closely with Account Executives to deliver high-quality meetings that drive pipeline, impact, and revenue. Along the way, you’ll sharpen your sales toolkit daily and gain exposure to a world-class sales organization.

What You’ll Do:

• Own and execute outbound prospecting through high-volume outreach (60–100+ activities/day) via phone, email, and LinkedIn.
• Collaborate with Account Executives to target strategic accounts and refine outreach strategy.
• Qualify leads based on fit, need, and urgency — and book quality discovery meetings.
• Hit (and exceed) KPIs for activity, meetings delivered, and pipeline impact.
• Grow fast. Learn fast. Get coached. Apply it. Repeat.
  
  

What You Won’t Do:

• Coast. We move fast, we test, we iterate, and we compete.
• Wait for someone to tell you what to do. We value self-starters who take ownership.
• Treat this as “just a job.” This is a foundational role, setting you up for a successful long term career in sales.
  
  

We’re Looking For People Who:
✅ Are eager to grow long-term within a sales path–if your focus is split between sales and other paths like customer success, marketing, operations, etc, this role likely won’t be the best fit.
✅ Are resilient, coachable, and crave feedback to improve.
✅ Are curious and ask why, not just how.
✅ Set high standards for themselves — and hit them.
✅ Are technologically fluent, adapting to new technologies and leveraging AI in your day-to-day.
✅ Communicate clearly, write thoughtfully, and can confidently conduct a cold call.
✅ Are energized by a fast-paced environment and a bit of friendly competition.
✅ Either have past sales success or have demonstrated excellence in goal-driven roles (think: fundraising, athletics, service industry, etc).

Tools We Use (and You’ll Learn):

• HubSpot (of course)!
• LinkedIn Sales Navigator
• AI Powered Tools across all aspects of the role for research & outreach
• Slack, Zoom, LeadIQ, Google Suite, Zoominfo, and more
  
  

To Apply:
📝 No cover letter required.
📄 Submit your resume.
👉 If you're new to sales, show us your grit: include examples of how you've hit ambitious goals in other roles.
📊 If you’ve been in sales before, highlight metrics like quota attainment.

Important information about the position.

Bottom Line:
We’re looking for future stars, not just seat-fillers. If you want to grow into an elite sales professional and are ready to work hard, get uncomfortable, and see what you're really capable of — this is your shot.

HubSpot welcomes individuals to join our Sales team as a Business Development Representative (BDR). As part of our commitment to building a hybrid company, BDRs can be flexible with their work location with the choice to either be based in Cambridge, Massachusetts, or remotely in the US. 

🚀 Join HubSpot as an Outbound Business Development Representative (BDR)
📍 Remote (US) or Cambridge, MA

We’ll be honest — sales isn’t easy, and it’s not for everyone. But for those who love a challenge, thrive on results, and want to launch a long-term path in sales, it’s incredibly rewarding.

If you’re looking to “try out” sales or just dip a toe in, this probably isn’t the role for you. But, if you’re the kind of person who wakes up hungry to compete, thrives on setting and smashing goals, and wants to build a career in tech sales from the ground up — we want to talk to you.

At HubSpot, our BDRs are not only the first point of contact for our prospects—they’re also developing the skills and mindset to become our next generation of Account Executives. This is not a placeholder job — it’s the first chapter of a high-growth sales career designed for those who want to build skills, embrace feedback, move fast, and grow even faster.

The Role:
As an Outbound BDR, you’ll play a key role in HubSpot’s growth engine. You'll be the first touchpoint for many of our future customers, sparking conversations through strategic outreach, uncovering pain points, and qualifying leads. You’ll partner closely with Account Executives to deliver high-quality meetings that drive pipeline, impact, and revenue. Along the way, you’ll sharpen your sales toolkit daily and gain exposure to a world-class sales organization.

What You’ll Do:

• Own and execute outbound prospecting through high-volume outreach (60–100+ activities/day) via phone, email, and LinkedIn.
• Collaborate with Account Executives to target strategic accounts and refine outreach strategy.
• Qualify leads based on fit, need, and urgency — and book quality discovery meetings.
• Hit (and exceed) KPIs for activity, meetings delivered, and pipeline impact.
• Grow fast. Learn fast. Get coached. Apply it. Repeat.
  
  

What You Won’t Do:

• Coast. We move fast, we test, we iterate, and we compete.
• Wait for someone to tell you what to do. We value self-starters who take ownership.
• Treat this as “just a job.” This is a foundational role, setting you up for a successful long term career in sales.
  
  

We’re Looking For People Who:
✅ Are eager to grow long-term within a sales path–if your focus is split between sales and other paths like customer success, marketing, operations, etc, this role likely won’t be the best fit.
✅ Are resilient, coachable, and crave feedback to improve.
✅ Are curious and ask why, not just how.
✅ Set high standards for themselves — and hit them.
✅ Are technologically fluent, adapting to new technologies and leveraging AI in your day-to-day.
✅ Communicate clearly, write thoughtfully, and can confidently conduct a cold call.
✅ Are energized by a fast-paced environment and a bit of friendly competition.
✅ Either have past sales success or have demonstrated excellence in goal-driven roles (think: fundraising, athletics, service industry, etc).

Tools We Use (and You’ll Learn):

• HubSpot (of course)!
• LinkedIn Sales Navigator
• AI Powered Tools across all aspects of the role for research & outreach
• Slack, Zoom, LeadIQ, Google Suite, Zoominfo, and more
  
  

To Apply:
📝 No cover letter required.
📄 Submit your resume.
👉 If you're new to sales, show us your grit: include examples of how you've hit ambitious goals in other roles.
📊 If you’ve been in sales before, highlight metrics like quota attainment.

Important information about the position.

Bottom Line:
We’re looking for future stars, not just seat-fillers. If you want to grow into an elite sales professional and are ready to work hard, get uncomfortable, and see what you're really capable of — this is your shot.

POSITION OVERVIEW:

Syner-G is seeking a Sr. Program Manager (construction) to provide executive-level leadership, strategic direction, and oversight across large, complex capital programs involving multiple projects, cross-functional workstreams, and diverse stakeholder groups. This role is responsible for establishing and maintaining program governance, driving organizational alignment, managing program-level risks and financials, and ensuring capital initiatives are delivered safely, efficiently, and in accordance with regulatory and business requirements. The Sr. Program Manager serves as a trusted advisor to client leadership, guiding long-term capital planning, execution strategy, and continuous improvement across the program lifecycle.

WORK LOCATION:

Travel to client sites may be required based on project demands and client expectations.

KEY RESPONSIBILITIES:

(This list is not exhaustive and may be supplemented or adjusted as necessary.)

• Provide senior-level leadership and direction across complex capital programs, ensuring alignment with organizational strategy, technical requirements, and client objectives.
• Develop and oversee program governance structures, communication frameworks, reporting systems, and decision-making processes.
• Lead program planning activities including scope definition, prioritization, resource planning, and long-range capital forecasting.
• Oversee program schedules, milestones, interdependencies, and resource allocation across multiple concurrent projects.
• Identify and manage program-level risks, issues, and constraints, ensuring mitigation strategies are developed and implemented.
• Coordinate and align cross-functional teams including engineering, construction, operations, procurement, finance, quality, and safety.
• Review and approve program documentation including design packages, technical deliverables, construction plans, and compliance documentation.
• Facilitate communication between internal teams, external partners, contractors, and executive stakeholders to ensure clarity and alignment.
• Lead executive-level program reviews, steering committee meetings, and strategic planning sessions.
• Ensure program activities comply with applicable codes, standards, regulatory requirements, and internal procedures.
• Oversee program budgets, forecasts, financial performance, and cost-control strategies.
• Manage program-level change control processes, ensuring impacts are evaluated, documented, and communicated.
• Support commissioning, qualification, and operational readiness activities across the program.
• Prepare program reports, dashboards, and executive summaries to communicate progress, risks, and performance indicators.
• Drive continuous improvement initiatives, organizational learning, and long-term capital program optimization.
• Provide mentorship and leadership to project managers, engineers, and program support staff.

QUALIFICATIONS AND REQUIREMENTS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements below represent the education, experience, skills, knowledge, and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education:

• Bachelor’s degree in engineering, construction management, project management, or a related technical field preferred.
• PMP, PgMP, or similar program management certification is strongly preferred.

Technical Experience:

• 7-15 years of experience in capital project management, program management, engineering leadership, or related roles.
• Extensive experience managing large-scale capital programs involving multiple projects, stakeholders, and technical disciplines.
• Experience working in regulated or complex environments such as biotech, pharmaceutical, industrial, or advanced manufacturing.
• Deep understanding of capital project lifecycles, design coordination, construction execution, commissioning, and operational readiness.
• Experience with program governance, risk management, resource planning, financial oversight, and executive communication.
• Proven ability to lead cross-functional teams and manage complex stakeholder environments.

Knowledge, Skills, and Abilities:

• Exceptional leadership and communication skills with the ability to influence at all organizational levels.
• Proficiency with program and project management tools, scheduling software, and reporting platforms.
• Strategic thinker with strong analytical, organizational, and problem-solving skills.
• Ability to manage multiple priorities and drive program execution in fast-paced, dynamic environments.
• Ability to build and maintain strong relationships with clients, stakeholders, and cross-functional partners.
• Ability to lead through ambiguity and guide teams toward clear, actionable outcomes.

ESSENTIAL FUNCTIONS:

Physical Demands: 

The physical demands described here are representative of the requirements that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

While performing the duties of this job, the employee is regularly required to use a computer keyboard and mouse; reach with hands and arms; talk and listen. The employee is frequently required to walk and sit, as well as to lift and carry objects such as books and files weighing up to 25 pounds. The employee is occasionally required to stand, stoop, or kneel. Specific vision abilities required by this position include close vision and the ability to adjust focus. 

Work Environment: 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job, including moderate noise level, an indoor temperate environment, and light levels that are bright and conducive to minimal eye strain, typical for an office environment. 

TOTAL REWARDS PROGRAM:

We define total rewards as compensation, benefits, remote work/flexibility, development, recognition, and our culture with programs that support each of our reward pillars. This includes a market competitive base salary and annual incentive plan, robust benefit offerings, and ongoing recognition and career development opportunities. Employees also enjoy our generous flexible paid time off program, company-paid holidays, flexible working hours, and fully remote work options for most positions and the ability to work “almost anywhere.” However, if a physical work location is more for you, we have office locations in Greater Boston; San Diego, CA; Boulder, CO; and India.

Currently, Syner-G is unable to sponsor or take over sponsorship of an employment Visa at this time. 

LEGAL STATEMENT:
 
Syner-G is proud to be an Equal Employment Opportunity and Affirmative Action employers. All employment decisions, including the recruiting, hiring, placement, training availability, promotion, compensation, evaluation, disciplinary actions, and termination of employment (if necessary) are made without regard to the employee’s race, color, creed, religion, sex, pregnancy or childbirth, personal appearance, family responsibilities, sexual orientation or preference, gender identity, political affiliation, source of income, place of residence, national or ethnic origin, ancestry, age, marital status, military veteran status, unfavorable discharge from military service, physical or mental disability, or on any other basis prohibited by applicable law. Syner-G is an E-Verify employer. 

Your Impact

We are looking for a forward thinking and highly motivated team player to join our Accounting Strategy and Financial Reporting team. You will lead accounting research and operational analysis with a primary focus on M&A, strategic equity and debt investments, new accounting and reporting standards, and other special projects. You will also have an opportunity to support the SEC reporting and earnings release process, including overseeing aspects of financial statement disclosures and involvement with reporting non-GAAP financial measures.

In this role, you will collaborate closely with our Strategy and Corporate Development team and, where applicable, strategically advise them on the accounting implications of unique transactions. Additionally, you will be involved in the development of clear, actionable accounting policies and informative trainings. You will also have an opportunity to present your research results and assessment findings and recommendations to senior leadership and key cross-functional stakeholders.

What You’ll Do

Work Location: This role is eligible to be based out of any of Axon's US hub offices (Atlanta/Peachtree Corners, Boston/Back Bay, NYC/Manhattan, Phoenix/Scottsdale, San Francisco/Presidio, Seattle/Downtown) and follows a hybrid schedule. We rely on in-person collaboration and ask that team members work onsite Tuesdays through Fridays, with the flexibility to work remotely on Mondays, unless there is an approved workplace accommodation. We believe that connection fuels innovation, and our in-office culture is designed to foster meaningful teamwork, mentorship, and shared success.

Reports to: Vice President of Financial Reporting and Strategic Investments

• Participate on cross-functional teams as a representative of the Finance organization in evaluating the accounting for potential M&A and investment areas and ad-hoc specific opportunities being considered by the Company.
• Create and review technical memoranda, accounting policies, training materials, and other documentation supported and corroborated by research, analysis and concise conclusions.
• Articulate issues and recommendations in a crisp and concise manner to both financial and non-financial stakeholders to enable better decision-making.
• Establish, maintain, and provide expertise on current and upcoming U.S. GAAP, including topics specific to M&A, private and public equity, debt instruments, consolidation, VIE and equity-method accounting, and the related presentation and disclosure requirements.
• Lead and/or contribute to relevant projects on behalf of the accounting team, such as acquisitions or other strategic investments and new accounting pronouncements.
• Work closely with other stakeholders to assist in the integration of acquisitions and strategic partnerships.
• Assist in the identification and resolution of key US GAAP and SEC reporting issues and formulation of findings into memos and disclosures.
• Assist in the preparation and tie out of Forms 8-K, 10-Q, and 10-K, external presentations and reports and peer disclosure benchmarking.
• Periodically assist in the review and advise key leaders on significant contract implications.
• Proactively monitor and operate a robust internal control environment in compliance with Sarbanes-Oxley or similar requirements.
• Collaborate with other departments to support company initiatives.

What You Bring

• Bachelor’s Degree in Accounting, Finance, Business, or similar field required.
• At least eight years of experience with a top-tier accounting (Big 4 strongly preferred) or strategy firm. National Office and/or transactional advisory experience preferred.
• CPA designation required.
• Strong technical knowledge of US GAAP (familiarity with ASC sections 805, 810, 815, 820, 606, 321, and 323 preferred) and SEC reporting requirements.
• Ability to research technical accounting matters and prepare well written memorandums and presentations articulating these matters to well versed accountants and non-finance stakeholders both internal and external to the organization.
• Sarbanes-Oxley Act (SOX) experience and the ability to implement business processes required to ensure compliance with its tenets.
• Ability to leverage Artificial Intelligence tools (i.e. ChatGPT) to enhance productivity of yourself and the organization.
• Superb attention to detail, strong planning and organization skills, and the ability to multi-task, prioritize and deliver in a fast-paced, dynamic environment.
• Professional and driven “can-do” attitude.

Benefits that Benefit You

• Competitive salary and 401k with employer match
• Discretionary paid time off
• Paid parental leave for all
• Medical, Dental, Vision plans
• Fitness Programs
• Emotional & Mental Wellness support
• Learning & Development programs
• And yes, we have snacks in our offices

Benefits listed herein may vary depending on the nature of your employment and the location where you work.

Your Impact

We are looking for a forward thinking and highly motivated team player to join our Accounting Strategy and Financial Reporting team. You will lead accounting research and operational analysis with a primary focus on M&A, strategic equity and debt investments, new accounting and reporting standards, and other special projects. You will also have an opportunity to support the SEC reporting and earnings release process, including overseeing aspects of financial statement disclosures and involvement with reporting non-GAAP financial measures.

In this role, you will collaborate closely with our Strategy and Corporate Development team and, where applicable, strategically advise them on the accounting implications of unique transactions. Additionally, you will be involved in the development of clear, actionable accounting policies and informative trainings. You will also have an opportunity to present your research results and assessment findings and recommendations to senior leadership and key cross-functional stakeholders.

What You’ll Do

Work Location: This role is eligible to be based out of any of Axon's US hub offices (Atlanta/Peachtree Corners, Boston/Back Bay, NYC/Manhattan, Phoenix/Scottsdale, San Francisco/Presidio, Seattle/Downtown) and follows a hybrid schedule. We rely on in-person collaboration and ask that team members work onsite Tuesdays through Fridays, with the flexibility to work remotely on Mondays, unless there is an approved workplace accommodation. We believe that connection fuels innovation, and our in-office culture is designed to foster meaningful teamwork, mentorship, and shared success.

Reports to: Vice President of Financial Reporting and Strategic Investments

• Participate on cross-functional teams as a representative of the Finance organization in evaluating the accounting for potential M&A and investment areas and ad-hoc specific opportunities being considered by the Company.
• Create and review technical memoranda, accounting policies, training materials, and other documentation supported and corroborated by research, analysis and concise conclusions.
• Articulate issues and recommendations in a crisp and concise manner to both financial and non-financial stakeholders to enable better decision-making.
• Establish, maintain, and provide expertise on current and upcoming U.S. GAAP, including topics specific to M&A, private and public equity, debt instruments, consolidation, VIE and equity-method accounting, and the related presentation and disclosure requirements.
• Lead and/or contribute to relevant projects on behalf of the accounting team, such as acquisitions or other strategic investments and new accounting pronouncements.
• Work closely with other stakeholders to assist in the integration of acquisitions and strategic partnerships.
• Assist in the identification and resolution of key US GAAP and SEC reporting issues and formulation of findings into memos and disclosures.
• Assist in the preparation and tie out of Forms 8-K, 10-Q, and 10-K, external presentations and reports and peer disclosure benchmarking.
• Periodically assist in the review and advise key leaders on significant contract implications.
• Proactively monitor and operate a robust internal control environment in compliance with Sarbanes-Oxley or similar requirements.
• Collaborate with other departments to support company initiatives.

What You Bring

• Bachelor’s Degree in Accounting, Finance, Business, or similar field required.
• At least eight years of experience with a top-tier accounting (Big 4 strongly preferred) or strategy firm. National Office and/or transactional advisory experience preferred.
• CPA designation required.
• Strong technical knowledge of US GAAP (familiarity with ASC sections 805, 810, 815, 820, 606, 321, and 323 preferred) and SEC reporting requirements.
• Ability to research technical accounting matters and prepare well written memorandums and presentations articulating these matters to well versed accountants and non-finance stakeholders both internal and external to the organization.
• Sarbanes-Oxley Act (SOX) experience and the ability to implement business processes required to ensure compliance with its tenets.
• Ability to leverage Artificial Intelligence tools (i.e. ChatGPT) to enhance productivity of yourself and the organization.
• Superb attention to detail, strong planning and organization skills, and the ability to multi-task, prioritize and deliver in a fast-paced, dynamic environment.
• Professional and driven “can-do” attitude.

Benefits that Benefit You

• Competitive salary and 401k with employer match
• Discretionary paid time off
• Paid parental leave for all
• Medical, Dental, Vision plans
• Fitness Programs
• Emotional & Mental Wellness support
• Learning & Development programs
• And yes, we have snacks in our offices

Benefits listed herein may vary depending on the nature of your employment and the location where you work.

Your Impact

We are looking for a forward thinking and highly motivated team player to join our Accounting Strategy and Financial Reporting team. You will lead accounting research and operational analysis with a primary focus on M&A, strategic equity and debt investments, new accounting and reporting standards, and other special projects. You will also have an opportunity to support the SEC reporting and earnings release process, including overseeing aspects of financial statement disclosures and involvement with reporting non-GAAP financial measures.

In this role, you will collaborate closely with our Strategy and Corporate Development team and, where applicable, strategically advise them on the accounting implications of unique transactions. Additionally, you will be involved in the development of clear, actionable accounting policies and informative trainings. You will also have an opportunity to present your research results and assessment findings and recommendations to senior leadership and key cross-functional stakeholders.

What You’ll Do

Work Location: This role is eligible to be based out of any of Axon's US hub offices (Atlanta/Peachtree Corners, Boston/Back Bay, NYC/Manhattan, Phoenix/Scottsdale, San Francisco/Presidio, Seattle/Downtown) and follows a hybrid schedule. We rely on in-person collaboration and ask that team members work onsite Tuesdays through Fridays, with the flexibility to work remotely on Mondays, unless there is an approved workplace accommodation. We believe that connection fuels innovation, and our in-office culture is designed to foster meaningful teamwork, mentorship, and shared success.

Reports to: Vice President of Financial Reporting and Strategic Investments

• Participate on cross-functional teams as a representative of the Finance organization in evaluating the accounting for potential M&A and investment areas and ad-hoc specific opportunities being considered by the Company.
• Create and review technical memoranda, accounting policies, training materials, and other documentation supported and corroborated by research, analysis and concise conclusions.
• Articulate issues and recommendations in a crisp and concise manner to both financial and non-financial stakeholders to enable better decision-making.
• Establish, maintain, and provide expertise on current and upcoming U.S. GAAP, including topics specific to M&A, private and public equity, debt instruments, consolidation, VIE and equity-method accounting, and the related presentation and disclosure requirements.
• Lead and/or contribute to relevant projects on behalf of the accounting team, such as acquisitions or other strategic investments and new accounting pronouncements.
• Work closely with other stakeholders to assist in the integration of acquisitions and strategic partnerships.
• Assist in the identification and resolution of key US GAAP and SEC reporting issues and formulation of findings into memos and disclosures.
• Assist in the preparation and tie out of Forms 8-K, 10-Q, and 10-K, external presentations and reports and peer disclosure benchmarking.
• Periodically assist in the review and advise key leaders on significant contract implications.
• Proactively monitor and operate a robust internal control environment in compliance with Sarbanes-Oxley or similar requirements.
• Collaborate with other departments to support company initiatives.

What You Bring

• Bachelor’s Degree in Accounting, Finance, Business, or similar field required.
• At least eight years of experience with a top-tier accounting (Big 4 strongly preferred) or strategy firm. National Office and/or transactional advisory experience preferred.
• CPA designation required.
• Strong technical knowledge of US GAAP (familiarity with ASC sections 805, 810, 815, 820, 606, 321, and 323 preferred) and SEC reporting requirements.
• Ability to research technical accounting matters and prepare well written memorandums and presentations articulating these matters to well versed accountants and non-finance stakeholders both internal and external to the organization.
• Sarbanes-Oxley Act (SOX) experience and the ability to implement business processes required to ensure compliance with its tenets.
• Ability to leverage Artificial Intelligence tools (i.e. ChatGPT) to enhance productivity of yourself and the organization.
• Superb attention to detail, strong planning and organization skills, and the ability to multi-task, prioritize and deliver in a fast-paced, dynamic environment.
• Professional and driven “can-do” attitude.

Benefits that Benefit You

• Competitive salary and 401k with employer match
• Discretionary paid time off
• Paid parental leave for all
• Medical, Dental, Vision plans
• Fitness Programs
• Emotional & Mental Wellness support
• Learning & Development programs
• And yes, we have snacks in our offices

Benefits listed herein may vary depending on the nature of your employment and the location where you work.

Senior Enterprise Account Executive

Location: This is a remote role, covering the Northeastern states. Candidates should currently reside within this territory.

Black Duck helps organizations build secure, high‑quality software by minimizing risk and maximizing development speed. As a pioneer in application security, Black Duck delivers industry‑leading SAST, SCA, and DAST solutions that help teams identify and remediate vulnerabilities across proprietary code, open‑source components, and application behavior. With powerful tools, services, and deep expertise, Black Duck enables organizations to secure the modern software supply chain and strengthen DevSecOps practices. 

Role Summary 

The Senior Enterprise Account Executive (Hunter) is responsible for acquiring new enterprise customers, penetrating greenfield accounts, and driving net‑new revenue for Black Duck’s Application Security platform, with a primary focus on Software Composition Analysis (SCA) and open‑source risk management. 

This role is built for a high‑energy, high‑impact seller who excels at prospecting, competitive displacement, and closing complex enterprise deals. You will engage senior engineering, security, and DevOps leaders to position Black Duck as the strategic solution for modern software supply chain security. 

Core Responsibilities 

New Logo Acquisition & Revenue Growth:

• Own the full new‑business sales cycle—from prospecting and qualification to technical evaluation, negotiation, and close. 
• Build and execute territory plans targeting high‑value enterprise prospects across industries. 
• Identify and develop greenfield opportunities through outbound prospecting, partner collaboration, and market intelligence. 
• Drive competitive takeouts and position Black Duck as the preferred SCA and AppSec platform. 
• Consistently achieve new‑logo ARR targets and pipeline creation goals. 

Executive Engagement & Value Selling:

• Build multi‑threaded relationships with CISOs, CTOs, AppSec leaders, DevOps executives, and procurement stakeholders. 
• Lead executive‑level conversations around open‑source governance, SBOM strategy, and secure SDLC modernization. 
• Deliver compelling business cases that quantify risk reduction, compliance alignment, and developer productivity gains. 

Sales Execution & Deal Leadership:

• Run disciplined, high‑velocity sales cycles with strong qualification, forecasting accuracy, and CRM hygiene. 
• Partner with Sales Engineering to guide prospects through technical validation, PoCs, and integration discussions. 
• Navigate complex procurement processes, legal reviews, and multi‑stakeholder decision cycles. 
• Collaborate with Marketing and SDR teams to accelerate pipeline generation and campaign execution. 

Market Expansion & Thought Leadership:

• Represent Black Duck at industry events, conferences, and customer briefings. 
• Provide market feedback to Product and Marketing to influence roadmap and positioning. 
• Stay current on AppSec trends, regulatory pressures, and emerging software supply chain risks. 

Qualifications 

Required

• 7–10+ years of enterprise new‑business sales experience in cybersecurity, DevSecOps, developer tooling, or related technical domains. 
• Proven track record of hunting and closing large, complex enterprise deals with multi‑million‑dollar ARR impact. 
• Strong understanding of Application Security, SCA, SBOM, and modern software supply chain challenges. 
• Ability to engage both technical and executive audiences with credibility and confidence. 
• Exceptional prospecting, negotiation, and strategic selling skills. 

Preferred 

• Experience selling SCA or AppSec platforms (e.g., Black Duck‑style solutions, Snyk, Veracode, Checkmarx, GitHub Advanced Security). 
• Familiarity with CI/CD ecosystems (GitHub, GitLab, Jenkins, Azure DevOps, Bitbucket). 
• Background selling into Fortune 500 or global enterprise organizations. 

Success Indicators 

• Consistent attainment of new‑logo ARR and pipeline generation targets. 
• Strong competitive win rates and successful displacement of incumbent solutions. 
• Rapid expansion of Black Duck’s footprint within target industries and territories. 
• High‑quality forecasting and disciplined sales execution. 

The Team: 

The GTM Strategy & Operations Senior Associate – Sales Development & AI will join a global team driving Datadog’s next phase of growth, with a dedicated focus on our Sales Development Representative (SDR) organization & driving SDR productivity through AI solutions. 

We’re interdisciplinary thinkers leveraging diverse business backgrounds in tech, management consulting, investment banking, and business development to accelerate Datadog’s global growth. We work directly with Datadog’s most senior leaders to set corporate strategy, launch new GTM programs,  improve efficiency across the business, and support data-driven decision-making.

In this role, you will act as a key partner to SDR leadership, helping shape their highest priority initiatives. 

The Opportunity:  

As a GTM Strategy & Operations Senior Associate – Sales Development & AI, you will play a pivotal role in driving impact for our global SDR organization and defining our SDR AI roadmap. This is not a purely strategic role — it is equally focused on building, launching, and deploying solutions that improve SDR  & sales productivity, efficiency, and pipeline generation. This is an especially exciting time to join the team, as we actively test and deploy new AI-driven solutions across the Sales organization.

This role offers the opportunity to make immediate, tangible impact by designing and implementing initiatives end-to-end — from identifying problems, to developing solutions, to driving adoption across the organization.

At Datadog, we place value in our office culture - the relationships and collaboration it builds and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them.

What you’ll do:

• Build and deploy SDR-focused solutions: Design, launch, and scale programs, processes, and tools that improve SDR effectiveness, efficiency, and pipeline generation (e.g., routing logic, outreach strategies, tooling improvements, workflow automation).
• Strategic partnership with SDR leadership: Partner directly with Sales Development leaders to shape team strategy, prioritize key initiatives, and execute against top objectives.
• SDR AI roadmap & execution:  Define how we should leverage AI to better optimize our outbound & inbound motions 
• GTM analysis and reporting: Analyze SDR and GTM data to identify trends, uncover performance gaps, and inform decision-making on coverage, segmentation, and channel efficiency.
• Strategic roadmap development: Help define and execute the roadmap for scaling the SDR organization in line with growth targets, identifying opportunities to optimize performance and productivity.
• Data visualization and insights: Build dashboards and reporting to deliver actionable insights and monitor the impact of deployed initiatives.

What we’re looking for:

• Experience: 3–5 years in GTM/growth/revenue strategy, management consulting, investment banking/equity research, or a similar role (experience working with Sales or SDR teams is a plus)
• Deep passion for AI: You keep up with the latest AI news, you have a passion for experimentation, you have fully integrated AI into your professional workflows, and you vibe code on the weekend
• Interest in GTM AI innovation: Strong interest in exploring, launching, and scaling new GTM AI technologies to improve sales development productivity and effectiveness
• Builder mindset: Proven ability to go beyond strategy — you can design solutions and drive them through execution, rollout, and adoption
• Creative problem solving: Comfort operating in ambiguity and structuring loosely defined problems
• Strategic thinking: Ability to break down complex problems into structured insights and clear action plans
• Quantitative analysis: Strong analytical skills with high attention to detail
• Communication: Excellent verbal and written communication skills, with the ability to synthesize complex ideas for senior stakeholders
• Ownership:  Track record of working cross-functionally and taking responsibility for outcomes across Sales, Marketing, Strategy, and Product teams
• Presentation skills: Ability to create and deliver presentations for senior and executive audiences

Bonus Points:

• Experience deploying GTM AI solutions and sales tooling
• Experience working with or supporting Sales Development / SDR organizations
• Experience manipulating and analyzing complex datasets using SQL and/or Python
• Experience with Tableau or similar data visualization tools
• Experience implementing GTM tools, workflows, or automation

Datadog values people from all walks of life. We understand not everyone will meet all the above qualifications on day one. That's okay. If you’re passionate about technology and want to grow your skills, we encourage you to apply.

Benefits & Growth:

• Generous and competitive benefits package
• New hire stock equity (RSUs) and employee stock purchase plan
• Continuous career development and pathing opportunities
• Employee-focused best in class onboarding
• Internal mentor and cross-departmental buddy program
• Friendly and inclusive workplace culture

Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with Datadog.

About Us:

Datadog is the monitoring and security platform for cloud applications. Our SaaS product is used by organizations of all sizes across a wide range of industries to enable digital transformation, cloud migration, and infrastructure monitoring of our customers’ entire technology stack, allowing for seamless collaboration and problem-solving among Dev, Ops and Security teams globally. Given the resilience of cloud technologies and importance placed today in digital operations and agility, Datadog continues to innovate and is well positioned for the long term.

#LI-Hybrid

As a Sales Development Representative (SDR), you will prospect, qualify, and generate customer leads to assist in Datadog’s overall business growth segment. By partnering with internal stakeholders, you will help IT and Technology innovators across markets recognize Datadog’s impact in their digital transformation and migration to the cloud. SDRs have the opportunity to grow their careers in Sales and continue contributing to Datadog team success.

At Datadog, we place value in our office culture - the relationships and collaboration it builds and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them.

What You’ll Do:

• Collaborate cross-functionally with various Datadog teams
• Drive initial prospect qualification and schedule discovery meetings
• Develop, present, and implement strategies for acquiring new business
• Conduct outbound outreach by cold calling and emailing prospective customers 
• Learn to follow a well-defined methodology to help identify a customer's unique needs 

Who You Are:

• Motivated by a career in sales
• Someone with an innate curiosity to learn
• Have a desire to succeed alongside teammates
• Proven in your written and verbal communication  
• Comfortable with being able to learn from rejection
• Fluent in Portuguese

Datadog values people from all walks of life. We understand not everyone will meet all the above qualifications on day one. That's okay. If you’re passionate about technology and want to grow your experience, we encourage you to apply.

Benefits and Growth:

• High income earning opportunities based on self performance
• New hire stock equity (RSU) and employee stock purchase plan (ESPP)
• Continuous professional development, product training, and career pathing 
• Sales training in MEDDIC and Command of the Message 
• Intra-departmental mentor and buddy program for in-house networking 
• An inclusive company culture, opportunity to join our Community Guilds
• Generous global benefits

Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with Datadog.

ZoomInfo is rapidly growing and looking to add talented and passionate people to our Sales Development, Enterprise Customer team!  As a Sales Development Representative (SDR), you'll receive top-tier training, collaborate with industry-leading professionals, and play a pivotal role in executing strategic outbound sales efforts targeting Enterprise companies. You’ll get world-class training while surrounded by incredible coworkers and leaders who have a vested interest in seeing you thrive. If you’re looking to grow your sales career and sharpen your skills within the Enterprise segment, this is the role for you! 

What You Will Do:

• Prospect into existing customers to expand relationship and build a sales pipeline for a Enterprise Account Manager
• Articulate the ZoomInfo value proposition by educating prospective leads on our full suite of solutions
• Focus on the value that ZoomInfo brings to an organization vs. just the technical functionality by understanding the pain points that prospective customers are currently experiencing among their Sales, Marketing, Operations and Recruiting teams
• Collaborate with Account Managers to identify sales expansion opportunities
• Create trust and credibility with both internal and external stakeholders

What You Bring:

• 1+ year of experience prospecting into Enterprise level accounts (1000+ employees in size), demonstrating a strong ability to uncover opportunities and engaging decision-makers
• Professional communication and writing skills to articulate the value of the ZoomInfo product suite
• The ability to assess prospects’ needs, personalize your outreach, and uncover high-probability opportunities that align with their business challenges.
• Experience creating, executing, and maintaining a well-structured prospecting plan that drives results.
• An eagerness to understand market trends, customer pain points, and organizational changes to improve the effectiveness of your outreach.
• Experience with go-to-market (GTM) technologies like Salesforce, Outreach, and ZoomInfo is a plus.
• Adaptability and the ability to thrive in a fast-paced environment, and always thinking of new ways to drive engagement and pipeline.

What’s In It For You:

• An opportunity to partner with the top 10% of Account Executives at ZoomInfo, working with high-potential new business accounts and expanding into greenfield accounts.
• Payouts based on demos completed with uncapped earning potential.
• Pathfinder career development program - build competitive skills and tenure to unlock pay increases every six months
• Top-notch tech stack.
• Market-leading product offering (check out our long list of G2 awards).
• Benefits to Help You Thrive - 
• Comprehensive Medical, Dental, Vision
• Eligibility for Future Equity Awards
• 401k Matching (50% of the first 7% of your contribution)
• 12 weeks Parental Leave for primary caregivers, 4 weeks for secondary caregivers
• Family forming benefits up to $20k, plus discounts on a Care.com membership
• Virgin Pulse Wellness Program
• Optional add-ons such as pet insurance, legal service support, and more!
  
  

If you’re driven, results-oriented, and ready to make an impact in the enterprise sales space, ZoomInfo is the place for you. Join us and be part of our exciting journey!

This is an in office position, working a minimum of three days per week from one of our offices in Waltham MA, Bethesda MD or our Vancouver, WA office.

The US base salary range for this position is $31.25 an hour + variable compensation + benefits.

Actual compensation offered will be based on factors such as the candidate’s work location, qualifications, skills, experience and/or training. Your recruiter can share more information about the specific salary range for your desired work location during the hiring process.

We want our employees and their families to thrive. In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits here.

#LI-Hybrid

We are rapidly growing and looking to add talented and passionate people to our Customer Inbound Sales Development team! This is a unique role focused on growing and selling into Zoominfo’s existing customer base. Your job will be to field customer requests, uncover pain points and help generate upsell opportunities that grow our customer accounts. 

You’ll receive world-class training, be surrounded by incredible coworkers and leaders who are invested in your growth, and get hands-on experience building the foundation for a rewarding career in tech sales.

If you’re naturally curious, love solving problems, and want to make a difference by helping customers get more value from the tools they already use, read on!

What You Will Do:

• Engage and qualify inbound leads from current customers to build pipeline for our Account Managers
• Lead with curiosity and ask thoughtful discovery questions to identify gaps, goals, and opportunities
• Articulate the ZoomInfo value proposition by educating customers on how our full suite of solutions can solve challenges across Sales, Marketing, Operations, and Recruiting
• Collaborate closely with Account Managers to identify strategic expansion opportunities
• Build trust and credibility with both internal and external stakeholders
• While you will be working with customers, this is not a customer service or support role. You will be tasked with selling and engaging with customers on a daily basis. Assuming successful, you will progress into roles where you will be expected to cold call prospects who may not be aware of Zoominfo.

What You Bring:

• A friendly, engaging communication style that inspires trust
• The ability to identify what matters most to others and align value to their needs
• Curiosity and a passion for solving customer problems
• A growth mindset, strong work ethic, and willingness to learn quickly
• Dependability, resourcefulness, and creativity when facing challenges

What’s In It For You:

• Incredibly strong onboarding program, be set up for success in your first 90 days
• Pathfinder career development program - build competitive skills and tenure to unlock pay increases every six months
• Top notch tech stack
• Market leading product offering (check out our long list of G2 awards)
• Benefits to Help You Thrive - 
• Comprehensive Medical, Dental, Vision
• Eligibility for Future Equity Awards
• 401k Matching (50% of the first 7% of your contribution)
• 12 weeks Parental Leave for primary caregivers, 4 weeks for secondary caregivers
• Family forming benefits up to $20k, plus discounts on a Care.com membership
• Virgin Pulse Wellness Program
• Optional add-ons such as pet insurance, legal service support, and more! 

If you’re driven, results-oriented, and ready to make an impact, ZoomInfo is the place for you. Join us, and be part of our exciting journey!

This is an in office position, working a minimum of four days per week from one of our offices. 

The US hourly rate for this position is $25 per hour + variable compensation + benefits.

We want our employees and their families to thrive. In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits here.

The Opportunity:

The Account Development Representative will have the responsibility of uncovering business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. The ADR will collaborate with marketing, sales enablement, & management to create campaigns & prospect to develop to the point of handoff for Sales. An implicit responsibility of the ADR is to conduct business dealings with prospects in a way that creates a superior customer/prospect experience to set the stage for future product sales for Postman.

What You’ll Do:

• Work with the Account Development Manager & cross functional teams to create strategic targets to identify & generate new & expansion business opportunities
• Meet or exceed strategic goals & committed targets by engaging with qualified leads & enabling the next step in the sales cycle
• With consultative engagement you will qualify opportunities by understanding business challenges while also educating them on the value of our product
• Complete detailed research within targeted accounts to identify key contacts & critical account information
• Identify & target strategic new prospects that would accelerate territory growth
• Select & engage with prospects that are identified through marketing efforts
• Become an expert in sales prospecting platforms & tools
• Use identified customer challenges to prescribe relevant campaigns & events to drive engagement
• Develop superior customer service relationships with prospects.
• Self audit activity to ensure accuracy & to enable improvement
• Proactively learn Postman’s product, competitive products, & market knowledge via website, online webinars, & other marketing information.
• Update lead status & all prospect interaction in CRM application daily
• Become an expert with sales enablement tools

About You:

• 6 months to 2 years of experience in business development, sales or related field. Experience with lead qualification at all levels within organizations – developers, managers, directors, VPs, executives is a plus.
• Energy and Creativity - ability to work in a high energy, fast‐paced sales environment. You think out-of-the-box and wow people with your interesting angles and quality work.
• Proficient with standard productivity tools.

The reasonably estimated OTE for this role is $75,000 to $95,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

Your Impact
The Technical Support Representative provides first class technical support to Axon customers through multiple communication channels which may include email and phones. This is a customer-focused, technical, hardware, and software-related support position with responsibilities for meeting or exceeding performance and quality goals.

What You’ll Do
Location: Onsite 4 days a week out of Boston, MA
Reports to: Manager of Technical Support

• Troubleshoot and resolve technical issues related to general product knowledge, networking, training, software download/installation/registration/performance, returning damaged devices, and any other Axon related questions.
• Build and maintain subject matter expertise of all Axon products, solutions, and policies.
• Assist customers utilizing problem solving skills and customer empathy.
• Report bugs and trends to the necessary stakeholders and process/performance improvement suggestions to their manager.

What You Bring

• Bachelor’s Degree preferred or equivalent work experience
• 1+ years technical support experience in supporting software, hardware, web-based solutions, or e-commerce platforms
• Excellent verbal and written communication skills (fluency in multiple languages a plus).
• Passion for helping people and solving problems
• Proficient with Windows operating systems, mobile devices and cloud-based solutions.
• Strong analytical/troubleshooting skills
• Proficiency with Microsoft Office
• Ability to articulate at a technical level appropriate to the circumstance – i.e. for clients with varying levels of IT knowledge and skillset
• Self-driven, ability to work independently and actively seeks out team needs and solution
• Must pass a Criminal Justice Information Services (CJIS) background check and maintain confidential and highly sensitive information.

Benefits that Benefit You

• Competitive salary and 401k with employer match
• Discretionary paid time off
• Paid parental leave for all
• Medical, Dental, Vision plans
• Fitness Programs
• Emotional & Mental Wellness support
• Learning & Development programs
• Employee Resource Groups (ERGs)
• And yes, we have snacks in our offices

Benefits listed herein may vary depending on the nature of your employment and the location where you work.

Responsibilities

We are looking for an exceptional Staff Domain Expert, AI in GTM to join our growing AI Business Solutions team. In this role, you will serve as the domain expertise and product management engine for Workato's GTM AI agents and apps — translating deep knowledge of revenue operations, sales, and marketing workflows into production-grade AI agents and apps that drive measurable customer outcomes. You will also be responsible for:

• Leading the discovery and capture of GTM-domain AI agent and app concepts through customer engagement, field collaboration, and internal research — building a library of high-value AI use cases across Sales, RevOps, and Marketing functions

• Authoring PRDs for GTM AI agents and apps, shepherding concepts from initial capture through design partner validation to production deployment

• Running targeted AI workshops with top GTM accounts — facilitating hands-on sessions that accelerate AI agent adoption and produce referenceable, production-grade customer outcomes

• Partnering with Workato's internal teams to bring learnings from customer engagements back to the business — ensuring Workato itself is the leading example of what AI transformation looks like in practice

• Collaborating with Sales and Customer Success to position and land GTM AI use cases in the enterprise, supporting pipeline generation and expansion

• Developing GTM-specific AI thought leadership, POVs, and customer stories that demonstrate Workato's impact across the revenue org

• Working with Field Readiness to build messaging and enablement for selling GTM AI agents to Sales, RevOps, and Marketing personas

Requirements

Qualifications / Experience / Technical Skills

• 7+ years in a customer-facing or domain specialist role with a GTM focus (e.g., RevOps, Sales Operations, Marketing Operations, or solutions consulting for GTM technology)

• Deep understanding of GTM technology, workflows, and personas (CRO, VP RevOps, VP Sales, Marketing Ops, SDR/AE teams) across multiple industries

• Experience scoping and delivering automation or AI solutions in GTM environments; familiarity with tools such as Salesforce, HubSpot, Gong, Outreach, Marketo, 6sense, Clay, or similar

• Experience with AI tools, large language models, or agentic workflow platforms; hands-on experience with Workato (AI agents, automation recipes, integration platforms) is a strong plus

• Ability to translate business problems into structured product requirements (PRD authorship or equivalent)

• Proven track record influencing revenue — through quota-carrying roles, pipeline generation, or expansion in a customer-facing capacity

• Located in North America with flexibility to travel

Soft Skills / Personal Characteristics

• Ownership mindset — operates end-to-end from concept capture to production deployment with no handoff gaps

• Velocity over consensus — iterates fast, finds the gaps, and acts on the growth edge rather than waiting for everyone to align

• Customer-first — every use case starts and ends with a real customer problem; outcomes over optics

• Comfortable building in ambiguity — creates new playbooks rather than fitting into established ones

• Communicates credibly with senior buyers — can engage CROs, VPs of RevOps, and GTM leaders as a peer and hold the room

• 10X thinker — identifies bets that 10x customer value, not incremental improvements

Expected salary range for this role is $150,000–$180,000+ Bonus. Actual compensation will be determined based on experience, skills, and other job-related factors.

Job Req ID: 2668

Your Impact

As the Enterprise SDR Manager at Axon, you will build and lead a high-performing Sales Development organization responsible for generating qualified pipeline for our enterprise sales teams. This role sits at the center of our top-of-funnel engine and plays a critical part in how Axon introduces its mission, products, and platform to new customers.
You will design and execute the strategy that drives consistent, scalable pipeline creation across enterprise segments. By partnering closely with Marketing and Sales leadership, you will ensure alignment on messaging, campaigns, and lead management while establishing the systems and processes that enable SDRs to operate at a high level.

You will treat enablement and process as products: documented, measurable, and continuously improved. Through coaching, experimentation, and data-driven management, you will help build a disciplined outbound motion that improves connection rates, qualification quality, and conversion to revenue.

This role requires a leader who leads from the front, holds a high bar for performance, and builds repeatable systems that allow a lean team to produce outsized results.

What You'll Do

• Lead and manage the SDR team responsible for generating Sales Qualified Leads (SQLs) for enterprise sales.
• Own attainment of SDR pipeline targets and establish clear performance metrics across the team.
• Partner with Marketing to co-lead top-of-funnel strategy, including campaign planning, messaging alignment, inbound lead SLAs, and feedback loops.
• Standardize SDR outreach motions including talk tracks, email sequences, and messaging frameworks by product, persona, vertical, and use case.
• Build a scalable SDR playbook that defines ICPs, personas, qualification standards, discovery approaches, and handoff processes to Account Executives.
• Coach SDRs through structured call reviews focused on objection handling, discovery quality, and call control.
• Implement consistent account research and personalization frameworks to improve relevance and conversion rates.
• Run structured A/B testing across outreach sequences and messaging and use results to continuously refine the outbound strategy.
• Establish a data-driven management cadence using dashboards, reporting, and pipeline analysis to inform decisions.
• Partner with Revenue Operations to ensure CRM hygiene, workflow integrity, and accurate reporting across Salesforce and related systems.
• Own the SDR technology stack, including evaluation, selection, and optimization of outbound engagement and prospecting platforms.
• Continuously evaluate tools and processes that improve SDR productivity, connect rates, and pipeline generation.

What You Bring

• Experience leading SDR or Business Development teams within an enterprise B2B technology company.
• Demonstrated success building and scaling top-of-funnel pipeline generation programs.
• Strong partnership experience with Marketing and Sales leadership to align campaign strategy and lead management.
• A structured, systems-oriented mindset with experience building playbooks, messaging frameworks, and repeatable outbound processes.
• Strong coaching ability with a track record of improving SDR call performance, discovery quality, and objection handling.
• Analytical mindset with experience managing through dashboards, experimentation, and data-driven insights.
• Familiarity with modern SDR and RevOps tooling such as Salesforce, outbound engagement platforms, and prospecting databases.
• A bias toward action and operational rigor, with the ability to set a high performance bar while building scalable processes.
• Strong attention to detail and the ability to operate deeply in both strategy and execution.

Work Location

This role is based out of our Boston Office and follows a hybrid schedule. We rely on in-person collaboration and ask that team members work onsite Tuesdays through Fridays, with the flexibility to work remotely on Mondays, unless there is an approved workplace accommodation. We believe that connection fuels innovation, and our in-office culture is designed to foster meaningful teamwork, mentorship, and shared success.

Benefits that Benefit You

• Competitive salary and 401k with employer match
• Discretionary paid time off
• Paid parental leave for all
• Medical, Dental, Vision plans
• Fitness Programs
• Emotional & Mental Wellness support
• Learning & Development programs
• Employee Resource Groups (ERGs)
• And yes, we have snacks in our offices

Benefits listed herein may vary depending on the nature of your employment and the location where you work.

About the Role

We are seeking a detail-oriented and commercially driven Manager of Business Development Operations to own end-to-end BD execution across our IBD, broader GI, and hepatology portfolio. This is a highly cross-functional role that sits at the intersection of commercial strategy, site operations, and sponsor partnerships. Reporting to the Director of Business Development, you will serve as the primary internal point of contact for new contracts and play a critical role in ensuring seamless execution from lead to signed study. You will own the processes, metrics, and relationships that keep our BD pipeline moving — and ultimately help bring new therapies to patients faster.

Responsibilities

• Own the end-to-end, internal business development process from initial sponsor engagement through contract execution, serving as the single internal touchpoint for new contracts
• Lead the cross-functional scoping and pricing process for new study opportunities
• Keep the business development pipeline organized and visible by maintaining up-to-date reporting on where each opportunity stands
• Support the Director of Business Development in preparing for key sponsor interactions, including developing pitches and proposals, building conference materials, and ensuring the team shows up well-prepared for high-stakes meetings
• Continuously identify opportunities to streamline and improve the business development process to accelerate deal pull-through and reduce time to contract close

Required Qualifications

• 4–7+ years of experience in life sciences, clinical trials, business development, or enterprise partnerships
• Experience managing end-to-end commercial processes, from scoping and pricing through contract execution
• Strong cross-functional collaborator with a track record of working effectively across clinical, operations, and legal teams
• Highly organized with strong attention to detail and ability to manage multiple deals and workstreams simultaneously
• Excellent communication and relationship management skills
• Comfortable working in a fast-paced, high-growth environment with competing priorities

Preferred Qualifications

• Experience in gastroenterology, hepatology, or adjacent therapeutic areas
• Deep understanding of the clinical trials landscape
  • Advanced degree in healthcare or business (MBA, MPH, or equivalent)

About the Role

The Chief of Staff (CoS) will work closely with the CEO, serving as a trusted advisor, gatekeeper, problem solver and strategic partner to develop and implement strategies that advance our mission. It is a fast-track role to become an Executive in the company, and you will be a member of the Executive Team. In this role you will have both internal and external-facing responsibilities, and will provide strategic oversight to operational and communication needs across the company. 

As the CoS, you will have to handle complex situations and multiple responsibilities simultaneously, mixing long term projects with the urgency of immediate demands. This role is a front seat to all the action in getting a startup off the ground and a terrific opportunity to leverage your broad visibility into the organization to identify challenges, develop solutions, and be an integral part of executing critical workflows. This is an ideal role for a top-performer who thrives at the intersection of strategy and execution, enjoys solving ambiguous problems, and wants accelerated exposure to executive-level decision making. 

This role is part of the Office of the CEO and will directly manage the current Strategy and Operations team. You'll be onboarding with the current Chief of Staff, and reporting to our CEO once ramped.

Responsibilities

Strategic Partnership to the CEO

• Serve as a trusted advisor and strategic thought partner, helping the CEO prioritize, sequence, and drive the company’s most critical decisions
• Act as an extension of the CEO’s capacity - amplifying insight, synthesizing information, and ensuring the CEO’s time is leveraged for the highest-impact activities
• Prepare executive communications, board narratives, leadership offsites, and strategic briefings.

Organizational Alignment & Operating Rhythm

• Own the company’s operating cadence, including Executive Team meetings, quarterly planning, reviews, and cross-functional forums
• Ensure organizational alignment on priorities, metrics, and accountability frameworks
• Drive clarity across teams by translating strategic goals into executable plans

Decision Support & Insight Generation

• Structure analyses that distill complex data into actionable insights for the CEO and leadership team.
• Provide decision support for strategic opportunities, including market assessments, product expansion initiatives, partnership evaluation, or financial modelingIncrease the quality and speed of decision-making across the company through high-quality strategic research

Execution Leadership for Strategy and Operations function

• Lead and project manage multi-threaded, high-stakes company initiatives that span clinical operations, site network growth, product development, commercial strategy, and people operations.
• Build frameworks, workflows, and playbooks that improve organizational performance and scale
• Lead and manage the Strategy and Operations team (currently 1 direct report)

Internal and External Communications

• Support CEO communication with employees, the Board, investors, partners, and key customersEnsure information flows seamlessly across teams and that the CEO is prepared for all engagements
  
  

What We’re Looking For

Required Qualifications

• 6-8 years of experience in management consulting, strategy, business operations, or a comparable high-performance environment.
• Strong business acumen with familiarity in healthcare, life sciences, digital health, or tech-enabled services
• Proven ability to structure problems, build analytical frameworks, and generate concise, insight-rich recommendations
• Exceptional project management skills: ability to run multiple initiatives, align stakeholders, and drive outcomes independently
• Strong executive presence with the ability to earn trust quickly and communicate with clarity and influence
• Experience thriving in fast-paced, high-growth, ambiguous environments
• Willingness to be in our NYC or Cambridge office 2+ days per week
• Willingness to travel ~15% for customer, partner, or conference engagement

Preferred Qualifications

• Experience in health-tech, clinical research, or AI-driven healthcare solutions
• Exposure to C-suite advising, board engagement, or executive-level decision support
• Prior experience working inside a scaling startup or operator role

Role overview

Join our dynamic team as a US Business Development Representative, where you'll play a pivotal role in acquiring new customers and providing exceptional service to automotive dealerships nationwide. As the first point of contact for many clients, you'll showcase CarGurus' offerings and benefits with professionalism and enthusiasm, utilizing both outbound and inbound strategies.

What you’ll do 

• Initiate contact with potential clients through daily outbound cold calls to both independent and franchise dealerships.
• Qualify inbound leads by engaging in insightful discussions about dealers' business objectives, strategies, and interest in our market-leading products.
• Collaborate with our inside sales team to identify and pursue opportunities for new dealership partnerships.
• Manage and prioritize your time effectively to exceed monthly performance metrics and drive results.
• Travel isn't required for this role. However, as you progress into other sales roles at CarGurus, travel is encouraged to build stronger long-term customer relationships.

What you'll bring

• Bilingual in English/Spanish required 
• A passion for sales and a desire to build a successful career in the sales field. 
• Strong time management and organizational skills to handle multiple tasks and priorities effectively.
• Self-motivation, drive, and a commitment to personal and professional growth.
• Excellent verbal and written communication skills to articulate product offerings and engage with clients
• Coachability and a willingness to learn and adapt in a fast-paced environment.
• Previous sales experience is preferred but not required; we welcome motivated individuals from diverse professional backgrounds.

Please Note: This position marks the starting point for a career in sales at CarGurus. We encourage candidates from various backgrounds who are eager to grow within our sales organization. Successful candidates will show a commitment to personal development through our Business Development Representative (BDR) program, providing pathways for advancement.

About the Role

Fivetran is building data pipelines to power the modern data stack for thousands of companies. We’re looking for a Regional Director, Enterprise Sales to lead and scale a team of high-achieving, high-integrity Enterprise Account Executives focused on driving new business and expansion opportunities across Fivetran’s most strategic accounts. This role reports directly to the RVP of Enterprise Sales and will be a foundational leader in our Enterprise business.

This is a full-time, remote position and must be based out of NJ, NY, CT, or MA in the United States.

What You’ll Do

• Attract, hire, develop, and empower a team of Enterprise Account Executives to consistently and predictably exceed Fivetran’s growing Enterprise revenue targets

• Drive a high-accountability culture through best-in-class coaching, modeling clear expectations for achievement, and evangelizing a disciplined process for the team

• Champion outstanding sales rigor through value-based Command of the Message and MEDDPICC methodologies

• Collaborate cross-functionally with leaders in Marketing, Customer Success, Alliances, Product, and Revenue Operations to build an effective

• Enterprise GTM motion Collaborate externally with our incredible ecosystem of partners including SI’s, GSI’s, and tech partners

• Ensure excellence in sales execution for complex multi-stakeholder deals while building the foundation for growth in enterprise accounts

• Drive AE-ownership of Enterprise pipeline generation and encourage effective AE/BDR collaboration to efficiently prospect, identify, qualify and build sustainable pipeline

• Forecast clearly to the executive leadership team, with consistent accuracy and a deep knowledge of the Enterprise business

• Work in lockstep with our technology and SI partners to achieve a successful co-selling motion 

Skills We’re Looking For

• 5+ years enterprise sales leadership experience with a consistent track record of recruiting and retaining high-performing senior AEs selling a technical solution to large, complex enterprises

• Proven and repeatable history of overachievement both as an enterprise seller and a leader whose teams consistently exceeded revenue targets and accelerated their careers under your leadership

• Natural ability to lead and motivate AEs through continuous growth and change; easily able to earn the trust and respect of the team with a One Team One Dream mindset Passion for field sales — a leader who can’t wait to jump into deals, connect directly with Economic

• Buyers, and provide the air coverage and executive bridging needed to close new and expansion opportunities with Enterprise companies.

• This includes working with reps and prospects/customers/partners face to face wherever possible

• Experience partnering cross-functionally and co-selling with external partners to build an Enterprise business from the ground up

• Expertise in both land and expand sales motions, an insatiable curiosity about our customers, and a data-backed vision for how Fivetran can drive positive business outcomes in the Enterprise business

• Experience building and championing an outbound selling culture and driving accountability for qualified pipeline generation Unwillingness to settle for good results when great results are possible 

Bonus Skills​

• Experience with a consumption business is a plus!

• Demonstrated ability to leverage the power of AI to drive a richer, more robust sales motion.

This position qualifies for Fivetran’s incentive plan, and it’s common for employees in this role to achieve the total on-target earnings.

As part of our commitment to setting new hires up for success, all new sales team members attend a one-week, in-person Revenue Bootcamp during their second week at Fivetran. This bootcamp, held at one of our designated company locations, requires travel and is a mandatory part of the onboarding process.

#LI-REMOTE #LI-MP1

Welcome to Vaco – an uncommon company with an empowered culture. At Vaco, we welcome talented innovators seeking a collaborative environment where creative freedom rings.  

Since 2002, we have expanded to more than 40 locations, and we have no plans of slowing down anytime soon. We are seeking big thinkers to lead us into the future and explore the career of a lifetime. 

• Ranked the #1 Best Staffing Firm to Work for in North America by Staffing Industry Analysts (Category: 500+ Employees) 

• An Inc. 5000 fastest growing private company in America every year since 2007! 

Description:  

The Director is responsible for generating sales, increasing revenue and profitability.  This position establishes and develops client relationships as well as works with one or more recruiters to fulfill open job orders. The position will collaborate with business stakeholders, business leaders and subject matter experts to plan and deliver projects effectively and timely. 

Essential Job Functions: 

To perform this job successfully, an individual must be able to perform each essential function satisfactorily. The requirements listed below are representative of the knowledge, skills, and abilities required. 

Duties and Responsibilities: 

• Direct and motivate a high-performing team to drive revenue growth and exceed targets. 

• Serve as primary strategic lead for the team and line of business.   

• Establish and maintain target list developing client relationships.    

• Conduct prospecting activities including phone calls, “ad calls,” skills marketing, email, social media, in-person meetings, and other methods.    

• Generate new job orders weekly in line with performance objectives. 

• Manage new and open job orders from intake to fulfillment.    

• Utilize Bullhorn to log all activity, notes, and information vital to managing and growing a book of business as well as planning daily activities.    

• Collaborate with teammates to cross-sell and/or fulfill open positions across other lines of business and/or national practices as appropriate.  

The above statements describe the general nature and level of work only. They are not an exhaustive list of all required responsibilities, duties, and skills. Other duties may be added, or this description amended at any time. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions. 
 

Desired Competencies:  

• Customer/Candidate Focus - Builds strong customer relationships and delivers customer-centric solutions. 

• Results Oriented - Consistently achieves results, even under tough circumstances. 

• Communicates Effectively - Develops and delivers written and verbal communication that conveys clear understanding of different audiences and their levels of comprehension. Active listener to ensure clear understanding. 

• Planning Forethought and Alignment - Plans and prioritizes work to meet commitments aligned with organizational goals. 

• Interpersonal Intelligence - Understands self and others’ emotions and is able to manage self and others’ emotions to create a comfortable environment removing internal and external barriers to build rapport with others, including those with diverse opinions and beliefs, by acting with respect, dignity, and integrity. 

• Decision Quality - Makes good and timely decisions that keep the organization moving forward. 

• Collaborative - Partners and connects with others to achieve shared goals or objectives, seeking input and inspiring others to value the same, building trust with each collaborative interaction. 

• Drives Vision and Purpose - Paints a compelling picture of the vision and strategy and creates a climate where people are motivated to do their best to help the organization achieve its objectives. 

• Business Insight - Applies knowledge of business and the marketplace to advance the organization’s goals. 

• Develops and Coaches Others - Utilizing effective coaching skills, asks appropriate questions and provides relevant guidance to help others find the solutions within and outside of themselves. 

Education and Experience:  

• Bachelor’s Degree and/or 5 to 6 years technology sales or staffing experience required.   

• Active member of the IT community, networking groups a plus.    

Work Environment: Hybrid  

Travel Requirements:  

Less than 5% (almost no travel) 

Physical Demands: The physical demands described are representative of those that must be met by an employee to successfully perform the essential functions of this position: 

Frequent:        Sitting, walking, eye/hand/foot coordination and repetitive motion. 

Occasional:     Standing and bending. 

Infrequent:      Lifting up to 10 pounds. 

ZoomInfo is rapidly growing and looking to add talented and passionate people to our Sales Development, New Business Enterprise team!  As a Senior Sales Development Representative (SDR), you'll receive top-tier training, collaborate with industry-leading professionals, and play a pivotal role in executing strategic outbound sales efforts targeting Enterprise companies. You’ll get world-class training while surrounded by incredible coworkers and leaders who have a vested interest in seeing you thrive. If you’re looking to grow your sales career and sharpen your skills within the Enterprise segment, this is the role for you! 

What You Will Do:

• Prospect into new customers to create a relationship and build a sales pipeline for a Enterprise Account Executives
• Articulate the ZoomInfo value proposition by educating prospective leads on our full suite of solutions
• Focus on the value that ZoomInfo brings to an organization vs. just the technical functionality by understanding the pain points that prospective customers are currently experiencing among their Sales, Marketing, Operations and Recruiting teams
• Collaborate with Account Executives to identify sales expansion opportunities
• Create trust and credibility with both internal and external stakeholders

What You Bring:

• 1+ year of experience prospecting into Enterprise level accounts (1000+ employees in size), demonstrating a strong ability to uncover opportunities and engaging decision-makers
• Professional communication and writing skills to articulate the value of the ZoomInfo product suite
• The ability to assess prospects’ needs, personalize your outreach, and uncover high-probability opportunities that align with their business challenges.
• Experience creating, executing, and maintaining a well-structured prospecting plan that drives results.
• An eagerness to understand market trends, customer pain points, and organizational changes to improve the effectiveness of your outreach.
• Experience with go-to-market (GTM) technologies like Salesforce, Outreach, and ZoomInfo is a plus.
• Adaptability and the ability to thrive in a fast-paced environment, and always thinking of new ways to drive engagement and pipeline.

What’s In It For You:

• An opportunity to partner with the top 10% of Account Executives at ZoomInfo.
• Payouts based on both opportunities created and converted revenue, with uncapped earning potential
• Ongoing training to help you grow - our SDR Academy is best in class
• Top notch tech stack 
• Market leading product offering (check our our long list of G2 awards)
• Benefits to Help You Thrive - 
• Comprehensive Medical, Dental, Vision
• Eligibility for Future Equity Awards
• 401k Matching (50% of the first 7% of your contribution)
• 12 weeks Parental Leave for primary caregivers, 4 weeks for secondary caregivers
• Family forming benefits up to $20k, plus discounts on a Care.com membership
• Virgin Pulse Wellness Program
• Optional add-ons such as pet insurance, legal service support, and more! 

If you’re driven, results-oriented, and ready to make an impact in the enterprise sales space, ZoomInfo is the place for you. Join us, and be part of our exciting journey!

This is an in office position, working a minimum of three days per week from our Waltham, MA, Bethesda, MD or Vancouver, WA office.

The US hourly rate for this position is $31.25 per hour + variable compensation + benefits.

We want our employees and their families to thrive. In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits here.

#LI-Hybrid

#LI-AO

• Identify and engage senior-level executives at Mid Market organizations (100+ employees), building a robust sales pipeline for Account Managers.
• Research, develop, and execute a strategic outbound sales plan by mapping out targeted accounts and driving opportunities.
• Educate prospective leads on the full suite of ZoomInfo solutions, focusing on how our products solve real pain points within their Sales, Marketing, and Operations teams.
• Help prospects understand the business impact ZoomInfo can deliver, ensuring your conversations are rooted in their needs and challenges.
• Establish strong, trusting relationships with both internal team members and external stakeholders, building confidence in the value ZoomInfo brings.

• Demonstrated skill in communicating in a concise and compelling way to senior-level executives across multiple departments.
• The ability to assess prospects’ needs, personalize your outreach, and uncover high-probability opportunities that align with their business challenges.
• Experience creating, executing, and maintaining a well-structured prospecting plan that drives results.
• An eagerness to understand market trends, customer pain points, and organizational changes to improve the effectiveness of your outreach.
• Experience with go-to-market (GTM) technologies like Salesforce, Outreach, and ZoomInfo is a plus.
• Adaptability and the ability to thrive in a fast-paced environment, and always thinking of new ways to drive engagement and pipeline.

• An opportunity to partner with Account Managers and support key customers.
• Payouts based on both opportunities created and converted revenue, with uncapped earning potential.
• Ongoing training to help you grow - our SDR Academy is best in class.
• Top notch tech stack
• Market leading product offering (check our our long list of G2 awards)
• Benefits to Help You Thrive -
  • Comprehensive Medical, Dental, Vision.
  • Eligibility for Future Equity Awards.
  • 401k Matching (50% of the first 7% of your contribution).
  • 12 weeks Parental Leave for primary caregivers, 4 weeks for secondary caregivers.
  • Family forming benefits up to $20k, plus discounts on a Care.com membership.
  • Virgin Pulse Wellness Program.
  • Optional add-ons such as pet insurance, legal service support, and more!.

ZoomInfo is growing and looking to add talented and passionate people to our Sales Development team!  We are looking to hire a Sales Development Representative to our SMB Outbound SDR team. You’ll get world-class training while surrounded by incredible coworkers and leaders who have a vested interest in seeing you thrive. If you’re looking to join a world-class sales organization where you will be rewarded for your hard work and be able to grow your career, then keep reading!

What You Will Do:

• Proactively identify and reach out to potential leads to create a pipeline for Account Executives
• Articulate the ZoomInfo value proposition by educating prospects on our full suite of solutions
• Focus on the value that ZoomInfo brings to an organization vs. just the technical functionality by understanding the pain points that prospective customers are currently experiencing among their Sales, Marketing, Operations and Recruiting teams
• Collaborate with Account Executives to uncover and pursue new sales opportunities
• Create trust and credibility with both internal and external stakeholders

What You Bring:

• A minimum of one year of related sales experience, demonstrating your ability to excel in an outbound sales role
• To communicate in a clear and compelling manner with a friendly demeanor
• The ability to articulate value and determine what is important to people
• Interest in sales and a desire to succeed
• To be a quick learner with an ability to solve problems
• Dependability, resourcefulness, resiliency and creativity

What’s In It For You:

• Incredibly strong onboarding program, be set up for success in your first 90 days
• Pathfinder career development program - build competitive skills and tenure to unlock pay increases every six months
• Structured promotion path to AE/AM/CSM, whatever path you desire
• Top notch tech stack
• Market leading product offering (check our our long list of G2 awards)
• ERG (Employee Resource Groups) to foster a diverse, inclusive workplace
• Benefits to Help You Thrive - 
• Comprehensive Medical, Dental, Vision
• Eligibility for Future Equity Awards
• 401k Matching (50% of the first 7% of your contribution)
• 12 weeks Parental Leave for primary caregivers, 4 weeks for secondary caregivers
• Family forming benefits up to $20k, plus discounts on a Care.com membership
• Virgin Pulse Wellness Program
• Optional add ons such as pet insurance, legal service support, and more!

This is an in office position, working a minimum of three days per week from one of our office locations

The US hourly rate for this position is $26.59 per hour + variable compensation + benefits.

Actual compensation offered will be based on factors such as the candidate’s work location, qualifications, skills, experience and/or training. Your recruiter can share more information about the specific salary range for your desired work location during the hiring process.

We want our employees and their families to thrive. In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits here.

#LI-Hybrid

POSITION OVERVIEW:

The Vice President, Regulatory Partnerships is a senior leadership role within the end-to-end Regulatory Strategy organization, spanning preclinical, clinical, Regulatory CMC, Regulatory Operations, and Regulatory Partnerships. This role is responsible for leading and expanding strategic regulatory partnerships, with a strong emphasis on post-approval lifecycle management, driving integrated client solutions, and accelerating commercial growth.

This leader will play a pivotal role in shaping how regulatory services are delivered across the organization by connecting scientific expertise with strategic advisory and execution, while positioning the company as a trusted partner to global pharmaceutical and biotech clients. A key focus of the role will be optimizing post-approval strategies, enhancing client delivery models, driving efficiencies, and embedding continuous improvement across engagements.

KEY RESPONSIBILITIES:

Strategic Leadership and Organizational Impact

• Lead the Regulatory Partnerships function as a core component of an integrated, end-to-end Regulatory Strategy organization
• Define and execute the strategic direction for partnerships, including post-approval and lifecycle management capabilities, ensuring alignment with broader business goals
• Build, lead, and develop a high-performing global team across the United States, India, and evaluate entry into Europe
• Partner across Regulatory Consulting, Regulatory CMC, Regulatory Operations, and other service lines to deliver seamless, client-centric solutions
• Builds a culture of rigor and accountability by establishing clear performance metrics, KPIs, and standardized processes across regulatory partnerships, enabling consistent measurement of delivery quality, efficiency, and client outcomes.

Commercial and Business Acumen

• Drive revenue growth through expansion of strategic client partnerships and development of new business opportunities, including post-approval lifecycle services
• Act as a commercial leader, contributing to pipeline development, account strategy, and revenue forecasting, in consultation with the Commercial team
• Collaborate with Commercial and Business Development teams to shape go-to-market strategies and differentiated service offerings
• Identify opportunities to expand client engagements through lifecycle management, regulatory optimization, and long-term partnership models
• Monitor industry trends, competitive landscape, and evolving regulatory requirements to inform growth strategy

Client Leadership and Partnership Excellence

• Serve as an executive sponsor for key global client relationships
• Lead and manage strategic client partnerships with a focus on long-term lifecycle support, including post-approval activities (variations, supplements, global submissions)
• Build and sustain value-driven relationships with senior client stakeholders across regions
• Ensure consistent, high-quality delivery across engagements, with a focus on scalability, predictability, and client satisfaction
• Leverage client insights and engagement learnings to continuously refine delivery models and strengthen partnerships

Operational Excellence, Efficiencies, and Continuous Improvement

• Drive operational efficiencies by standardizing processes, tools, and delivery models across regulatory partnerships
• Capture and implement learnings from client engagements to enhance quality, consistency, and speed of delivery
• Establish best practices for global post-approval lifecycle management and submission strategies
• Partner with internal teams to optimize resource models, utilization, and delivery effectiveness
• Embed a culture of continuous improvement, innovation, and knowledge sharing
• Leverages data and insights to drive decision-making, continuously refine delivery models, and ensure transparency and alignment across global teams.

Technical and Functional Expertise

• Provide deep expertise across global regulatory frameworks, including FDA, EMA, and other international health authorities, with a strong focus on post-approval requirements
• Guide teams on complex regulatory strategies across the full product lifecycle
• Maintain oversight of quality, compliance, and consistency across all client deliverables
• Contribute to thought leadership, innovation, and advancement of regulatory strategy capabilities

Global Leadership and Cultural Agility

• Lead and develop globally distributed teams, with direct experience across the United States, India, and Europe
• Demonstrate strong cultural awareness and adaptability, enabling effective collaboration across diverse teams and client environments
• Navigate the complexities of global client delivery, recognizing that client partnerships span multiple regions, regulatory bodies, and cultural contexts
• Align global teams to shared goals while respecting regional differences in communication, decision-making, and execution
• Evaluate and, if needed, support expansion into European markets, with an understanding of regional regulatory dynamics and business opportunities
• Foster an inclusive, high-performance culture that promotes accountability, engagement, and excellence across geographies

QUALIFICATIONS & EXPERIENCE:

Education

• Bachelor’s or Master’s degree in Biology, Chemistry, or a related scientific field required

Experience

• 15+ years of progressive experience in Regulatory Affairs, including significant experience in post-approval and lifecycle management
• Demonstrated experience working with the U.S. Food and Drug Administration and strong knowledge of European regulatory frameworks
• Proven experience working within both large pharmaceutical organizations and scientific consulting environments
• Track record of leading and scaling global teams across the United States, India, and Europe
• Strong commercial acumen with demonstrated success in driving revenue growth and expanding client accounts
• Experience leading complex global client engagements and managing senior stakeholder relationships
• Demonstrated ability to drive operational efficiencies, standardization, and continuous improvement
• Experience supporting or leading global regulatory partnership models or FSP-style engagements preferred

Leadership Profile

• Strategic, enterprise thinker with the ability to connect regulatory expertise to business growth
• Commercially driven with strong business and financial acumen
• Client-focused leader who builds trusted advisor relationships
• Collaborative operator who thrives in a matrixed, global organization
• Proven people leader with the ability to develop, inspire, and retain high-performing teams
• Highly adaptable, with strong executive presence and ability to influence across all levels of the organization

ESSENTIAL FUNCTIONS:

Physical Demands: 

The physical demands described here are representative of the requirements that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

While performing the duties of this job, the employee is regularly required to use a computer keyboard and mouse; reach with hands and arms; talk and listen. The employee is frequently required to walk and sit, as well as to lift and carry objects such as books and files weighing up to 25 pounds. The employee is occasionally required to stand, stoop, or kneel. Specific vision abilities required by this position include close vision and the ability to adjust focus. 

Work Environment: 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job, including moderate noise level, an indoor temperate environment, and light levels that are bright and conducive to minimal eye strain, typical for an office environment. 

TOTAL REWARDS PROGRAM:

We define total rewards as compensation, benefits, remote work/flexibility, development, recognition, and our culture with programs that support each of our reward pillars. This includes a market competitive base salary and annual incentive plan, robust benefit offerings, and ongoing recognition and career development opportunities. Employees also enjoy our generous flexible paid time off program, company-paid holidays, flexible working hours, and fully remote work options for most positions and the ability to work “almost anywhere.” However, if a physical work location is more for you, we have office locations in Greater Boston; San Diego, CA; Boulder, CO; and India.

LEGAL STATEMENT:
 
Syner-G is proud to be an Equal Employment Opportunity and Affirmative Action employer. All employment decisions, including the recruiting, hiring, placement, training availability, promotion, compensation, evaluation, disciplinary actions, and termination of employment (if necessary) are made without regard to the employee’s race, color, creed, religion, sex, pregnancy or childbirth, personal appearance, family responsibilities, sexual orientation or preference, gender identity, political affiliation, source of income, place of residence, national or ethnic origin, ancestry, age, marital status, military veteran status, unfavorable discharge from military service, physical or mental disability, or on any other basis prohibited by applicable law. Syner-G is an E-Verify employer. 

As a member of our Sales Development team, you’ll get world-class training while surrounded by incredible co-workers and leaders who have a vested interest in seeing you thrive. If you’re interested in a career in the exciting world of software sales and seeing the fruits of your labor set the foundation for a promising career, read on!

What You Will Do:

• Engage and qualify inbound leads to create a pipeline for Account Executives
• Articulate the ZoomInfo value proposition by educating prospective leads on our full suite of solutions
• Focus on the value that ZoomInfo brings to an organization vs. just the technical functionality by understanding the pain points that prospective customers are currently experiencing among their Sales, Marketing, Operations and Recruiting teams
• Collaborate with Account Executives to identify new sales opportunities
• Create trust and credibility with both internal and external stakeholders

What You Bring:

• The ability to communicate in a clear and compelling manner with a friendly demeanor
• A skilled approach to articulating value and determining what is important to people
• Interest in sales and a desire to succeed
• The desire to learn quickly and to find new ways of solving problems
• Dependability, resourcefulness, resiliency and creativity

What’s In It For You:

• Incredibly strong onboarding program, be set up for success in your first 90 days
• Pathfinder career development program - build competitive skills and tenure to unlock pay increases every six months
• Top notch tech stack
• Market leading product offering (check out our long list of G2 awards)
• Benefits to Help You Thrive - 
• Comprehensive Medical, Dental, Vision
• Eligibility for Future Equity Awards
• 401k Matching (50% of the first 7% of your contribution)
• 12 weeks Parental Leave for primary caregivers, 4 weeks for secondary caregivers
• Family forming benefits up to $20k, plus discounts on a Care.com membership
• Virgin Pulse Wellness Program
• Optional add-ons such as pet insurance, legal service support, and more! 

This role is an in-office position, with the option to work from home on Fridays. 

The US compensation rate is $25 per hour + variable commission + benefits 

#LI-LP
#LI-onsite

The SMB Account Executive is focused on the SMB (small businesses with employee count of 10-99) sector and will support our growth by executing on high-volume and high-velocity sales to good fit SMBs. This role is designed for an enthusiastic, organized and proactive sales professional who thrives in a dynamic environment. Your leadership team will support your success through coaching, team-selling and strategic decision making but you will be counted on to leverage your expertise to strategically build and nurture relationships, crafting tailored solutions that align closely with customer needs. 

What You Will Do:

• Work hard to bring on new clients within the SMB sector through various prospecting methods and support from the SMB SDR team who will be scheduling you with demos as well. 
• Manage the entire sales process, with support from your leadership team, from initial contact through to closing, including assessment of client needs, presentation of products and services, and finalization of sales.
• You will conduct demonstrations of the platform and leverage a number of proof of concepts, such as trials & data enrichment reviews, to help provide the evidence needed for these prospects to come onboard as a client. 
• Engage clients throughout the sales cycle to ensure alignment and understanding of their needs and business objectives.
• Conduct negotiations with prospects and clients to finalize sales in a way that meets both customer satisfaction and company revenue targets.
• Utilize effective negotiation techniques to secure favorable terms and maximize business outcomes.
• Maintain accurate records of all sales activities including demo dispositions, opportunity creation, and stage progression within the CRM system.
• Ensure the CRM database is up-to-date and reflective of all client interactions and sales transactions.
• Utilize Configure, Price, Quote (CPQ) software to accurately quote prices and configurations for products and services tailored to meet client specifications.
• Ensure quotes are generated efficiently and align with internal guidelines and customer requirements.
• Conduct regular sales forecasting to predict revenue streams and adjust sales strategies accordingly.
• Utilize forecasting tools to manage and anticipate sales volumes, helping to inform business decisions and operational planning.
• Performs other duties as required/assigned by manager. 

What You Bring:

• 1+ years of experience in a closing role, ideally one that is high volume & velocity with a track record of exceeding your monthly quota 
• Skilled at overcoming objections and closing deals quickly, utilizing persuasive communication and effective sales strategies
• 1+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in the SMB market
• Demonstrated ability to manage sales processes with an Average Selling Price (ASP) of less than $20,000 and sales cycles shorter than 2 weeks
• Strong focus on rapid acquisition of new clients and driving immediate revenue growth, demonstrating urgency and efficiency in client engagement.
• Ability to close transactions swiftly to meet the dynamic needs of the SMB sector
• Ability to handle straightforward negotiations, focusing primarily on pricing and terms to secure profitable deals while maintaining customer satisfaction
• Strong interpersonal skills to foster loyalty and retention, ensuring a high level of client service and support
• Competency in using CRM and CPQ tools to track sales activities and configure pricing accurately
• Ability to analyze sales data and market trends to adjust strategies and improve performance
• Eagerness to continuously improve through feedback and professional development opportunities
• Quick learner with the ability to adapt to new challenges and changes in the business environment

This is a hybrid role, working a minimum of three days per week from one of our US office locations.

What’s In It For You:

• Top notch tech stack
• Market leading product offering (check out our long list of G2 awards)
• ERG (Employee Resource Groups) to foster a diverse, inclusive workplace
• Benefits to Help You Thrive - 
• Comprehensive Medical, Dental, Vision
• Eligibility for Future Equity Awards
• 401k Matching (50% of the first 7% of your contribution)
• 12 weeks Parental Leave for primary caregivers, 4 weeks for secondary caregivers
• Family forming benefits up to $20k, plus discounts on a Care.com membership
• Virgin Pulse Wellness Program
• Optional add ons such as pet insurance, legal service support, and more! 

The US base salary range for this position is $50,820.00 - $79,860.00 + variable compensation + benefits 

Actual compensation offered will be based on factors such as the candidate’s work location, qualifications, skills, experience and/or training. Your recruiter can share more information about the specific salary range for your desired work location during the hiring process.

We want our employees and their families to thrive. In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits here.

 #LI-Hybrid #LI- 

ZoomInfo is growing and looking for passionate, talented individuals to join our Mid Market Sales Development team! As a Sales Development Representative (SDR), you'll receive top-tier training, collaborate with industry-leading professionals, and play a pivotal role in executing strategic outbound sales efforts targeting Mid Market companies. This role is designed for someone eager to grow their career within the mid market segment, work closely with top performing Account Executives, and help expand ZoomInfo’s reach across the mid market landscape.

What You Will Do:

• Identify and engage senior-level executives at Mid Market organizations (100-999 employees), building a robust sales pipeline for Mid Market Account Executives.
• Research, develop, and execute a strategic outbound sales plan by mapping out targeted accounts and driving opportunities.
• Educate prospective leads on the full suite of ZoomInfo solutions, focusing on how our products solve real pain points within their Sales, Marketing, and Operations teams.
• Help prospects understand the business impact ZoomInfo can deliver, ensuring your conversations are rooted in their needs and challenges.
• Establish strong, trusting relationships with both internal team members and external stakeholders, building confidence in the value ZoomInfo brings.

What You Bring:

• 1+ year of experience targeting Mid Market-level organizations, demonstrating a strong ability to uncover opportunities and engaging decision-makers.
• Demonstrated skill in communicating in a concise and compelling way to senior-level executives across multiple departments.
• The ability to assess prospects’ needs, personalize your outreach, and uncover high-probability opportunities that align with their business challenges.
• Experience creating, executing, and maintaining a well-structured prospecting plan that drives results.
• An eagerness to understand market trends, customer pain points, and organizational changes to improve the effectiveness of your outreach.
• Experience with go-to-market (GTM) technologies like Salesforce, Outreach, and ZoomInfo is a plus.
• Adaptability and the ability to thrive in a fast-paced environment, and always thinking of new ways to drive engagement and pipeline.

What’s In It For You:

• Incredibly strong onboarding program, be set up for success in your first 90 days
• Pathfinder career development program - build competitive skills and tenure to unlock pay increases every six months
• Top notch tech stack
• Market leading product offering (check out our long list of G2 awards)
• Benefits to Help You Thrive - 
• Comprehensive Medical, Dental, Vision
• Eligibility for Future Equity Awards
• 401k Matching (50% of the first 7% of your contribution)
• 12 weeks Parental Leave for primary caregivers, 4 weeks for secondary caregivers
• Family forming benefits up to $20k, plus discounts on a Care.com membership
• Virgin Pulse Wellness Program
• Optional add-ons such as pet insurance, legal service support, and more! 

If you’re driven, results-oriented, and ready to make an impact in the mid market sales space, ZoomInfo is the place for you. Join us, and be part of our exciting journey!

This is an in office position, working a minimum of three days per week from our Waltham, MA office.

The US hourly rate for this position is $28.85 per hour + variable compensation + benefits.

Actual compensation offered will be based on factors such as the candidate’s work location, qualifications, skills, experience and/or training. Your recruiter can share more information about the specific salary range for your desired work location during the hiring process.

We want our employees and their families to thrive. In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits here.

##LI-Hybrid

Your Impact:

• Northeast: As a Government Affairs Senior Manager, you will report directly to Axon’s Sr. Director of Government Affairs and work closely with internal and external stakeholders to support the team’s state and local legislative and regulatory, sales procurement, and grassroots advocacy efforts in the Northeast region (KY, WV, VA, MD, DE, PA, NJ, NY, CT, MA, VT, RI, NH, ME) . You will help drive Axon’s presence and position with state, city and county governments related to issues impacting the company, the sales team, and the industry. You will be a representative of Axon and lead meetings with state, city and county government officials to advance Axon’s position with relevant government and law enforcement stakeholders, as well as to drive broader awareness and support for Axon’s mission. In addition to the specific requirements listed below, the Senior Manager should be highly motivated, enjoy working in a fast-paced and often changing environment, have the ability to learn quickly, and be adept at setting priorities and anticipating needs.

What You’ll Do

Location: Northeast. Must be willing to travel 50%+ of time

• Assist in the development of strategic government affairs planning with a focus on supporting business development
• Monitor and assess state legislative and regulatory actions and initiatives
• Prepare position papers and project messaging points
• Lead meetings with elected officials, appointed officials, and government staffers
• Develop and maintain contacts with industry, elected officials and associations/third party groups
• Work closely with the sales team on assigned procurement opportunities
• Conduct research on local purchasing by-laws, council legislative process, and create purchasing process maps for city and county governments to support sales team efforts
• Assist in management of external government affairs consultants

What You Bring

• Minimum of 8 years combined full-time employment in city/county/state government and/or government relations firm
• Experience driving legislation
• Strong policy and analytical skills
• Experience multi-tasking and prioritizing work assignments under deadlines
• Excellent written and verbal communications skills, including the ability to synthesize complex information
• Recognized ability to work independently to drive assigned goals but also a team player to support the holistic needs of the department and the company
• A strong desire to continually improve and undertake new challenges
• A strong sense of accountability with high ethical standards
• Experience working with city, county, or state governments is a plus

Benefits that Benefit You

• Competitive salary and 401k with employer match
• Discretionary paid time off
• Paid parental leave for all
• Medical, Dental, Vision plans
• Fitness Programs
• Emotional & Mental Wellness support
• Learning & Development programs

Benefits listed herein may vary depending on the nature of your employment and the location where you work

As a Mid Market New Business Account Executive, you will drive the company’s growth through strategic engagement with medium-sized organizations, navigating their more complex decision-making structures to secure new business opportunities. In this role, you will focus on understanding the unique challenges and needs of mid-market clients, crafting customized solutions that deliver substantial value. Your success will be built on your ability to effectively manage full sales cycles, from initial contact through to deal closure, while orchestrating interactions with multiple stakeholders to achieve consensus and facilitate decision-making processes.

What You Will Do:

• Proactively identify and cultivate relationships with potential clients within the mid-market space, focusing on organizations with 100 to 1000 employees.
• Develop a deep understanding of the specific challenges related to the prospects go-to-market efforts and effectively position ZoomInfo solutions to solve the customer challenges..
• Manage sophisticated sales cycles that range from two weeks to six months. This includes deep discovery discussions, rich presentations, managing proof of concept requests, multi-threading accounts and building custom proposals among other steps. Executing with precision and alignment to the client's needs is critical.
• Employ a structured yet flexible sales approach that can adapt to various buying processes and timelines.
• Lead negotiations for deals ranging from $15k to over $100k, crafting proposals that meet both client expectations and company profitability goals.
• Navigate contract complexities to close deals efficiently while maintaining a focus on long-term client relationships.
• Engage and align multiple stakeholders within client organizations, including senior executives, ensuring consensus and fostering strong partnerships.
• Utilize excellent communication skills to articulate the value of solutions in meeting the client's strategic goals.
• Maintain a robust sales pipeline, accurately forecasting sales outcomes to meet and exceed quarterly and annual targets.
• Prospect into key target accounts to create new opportunities through strategic email outreach, cold calling and social networking to enrich the pipeline on top of inbound leads.
• Partner with a paired SDR to develop an outbound prospecting strategy for target accounts and to re-engage stalled opportunities.
• Collaboratively share best practices across the team, enhancing the overall ZoomInfo selling strategy with your strengths.
• Leverage CRM tools to track and analyze sales activities, providing insights into pipeline health and operational effectiveness.
• Continuously gather intelligence on market trends, competitor activities, and potential opportunities within the mid-market sector.
• Contribute strategic insights to the sales and marketing teams to refine offerings and enhance go-to-market strategies.
• Performs other duties as required/assigned by manager. 

What You Bring:

• 3+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in similar markets
• Demonstrated experience in managing complex sales cycles within the mid-market sector, with a proven track record of closing high-value deals
• Strong strategic thinking and problem-solving skills, capable of navigating complex buying environments
• Exceptional negotiation and interpersonal skills, with the ability to manage and influence diverse stakeholder groups
• Proficiency in CRM and sales forecasting tools, with a strong analytical approach to sales management
• Dynamic, motivated individual with a persistent drive to achieve sales targets and contribute to company growth

This is a hybrid role, working a minimum of three days per week from one of our US offices.

The US base salary range for this position is $62,500 to $105,000 + variable compensation + benefits ($150,000 - $210,000 OTE (on target earnings)).

Actual compensation offered will be based on factors such as the candidate’s work location, qualifications, skills, experience and/or training. Your recruiter can share more information about the specific salary range for your desired work location during the hiring process.

We want our employees and their families to thrive. In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits here.

ZoomInfo is where careers accelerate. We move fast, think boldly, and empower you to do the best work of your life. You'll be surrounded by teammates who care deeply, challenge each other, and celebrate wins. With tools that amplify your impact and a culture that backs your ambition, you won't just contribute. You'll make things happen—fast.

The Opportunity

ZoomInfo has rebuilt around AI. We have the orchestration infrastructure, the tools platform, the intelligence layer. Now we need someone to turn that infrastructure into outcomes—someone who lives at the intersection of what's technically possible and what GTM teams actually need.

This role owns the agentic ecosystem: the core agents that power ZoomInfo's products, the Plays library that packages intelligence into deployable workflows, and the marketplace where customers discover, customize, and deploy automation. You'll build agents that book meetings, enrich pipelines, resurrect dead leads, and orchestrate multi-step GTM motions. Then you'll package them into Plays that non-technical users can deploy in clicks, not code.

You're not managing from the sidelines. You're building. You'll work in our Plays builder the way a RevOps leader works in their automation tools—hands-on, iterative, constantly shipping. You'll prototype agents, refine prompts, test orchestration patterns, and validate that what we build actually moves pipeline. When you identify a gap in what our agents can do, you'll partner with the tools and infrastructure teams to close it.

The marketplace you own is how ZoomInfo's agentic capabilities reach the world. Internal teams deploy your Plays across Copilot, GTM Studio, and MarketingOS. Customers browse, customize, and activate automation from your library. Partners and developers connect through MCP gateways you define. Every surface where ZoomInfo's agentic intelligence becomes accessible—you own it.

This is a rare role: part builder, part GTM strategist, part platform owner. You need to understand how SDR teams actually prospect, how marketing ops builds nurture flows, how CS teams identify expansion signals. Then you need to translate that understanding into agents and Plays that work reliably at scale. The infrastructure exists. The data exists. We need someone to turn it into the workflows that transform how GTM teams operate.

What You'll Do

Build Core Agents & Plays Design, build, and iterate on the agents and Plays that ship inside ZoomInfo's products. You'll work at multiple levels of abstraction: building agents from primitives when novel capabilities require it, composing existing agents into complex orchestrations, and packaging everything into Plays that non-technical users can deploy. This isn't spec-writing—you'll build in our Plays environment daily, testing what works and shipping what delivers.

Own the Plays Library Curate and expand ZoomInfo's library of pre-built GTM workflows. Identify high-value use cases through customer research, competitive analysis, and GTM intuition. Prioritize which Plays to build, define their logic and orchestration, validate they deliver measurable outcomes, and iterate based on adoption and performance data. The library is the product—its breadth, quality, and relevance determine whether customers see ZoomInfo as a data vendor or an automation platform.

Define the Marketplace Experience Own the customer-facing marketplace where users discover, evaluate, and deploy agentic workflows. Define the information architecture, discovery mechanisms, and activation flows that help users find the right Play for their use case. Balance curation with abundance—enough options to address diverse needs, enough guidance to prevent paralysis. Measure success through activation rates, time-to-value, and Play retention.

Translate GTM Expertise into Agentic Design The best agents encode deep understanding of the workflows they automate. Bring GTM operational expertise to agent design: How do top SDRs actually research accounts? What signals trigger effective outreach timing? How do marketing ops teams think about lead routing? Translate this knowledge into agent behaviors, Play logic, and orchestration patterns that feel like they were built by someone who's lived in RevOps.

Close the Loop with Platform Teams You're the voice of "what agents need to do" speaking to the teams building "what agents can do." When you discover that a critical GTM workflow requires a capability that doesn't exist, partner with the tools and infrastructure teams to prioritize it. When platform improvements unlock new possibilities, translate them into Plays that demonstrate value. You're the bridge between infrastructure leverage and customer outcomes.

What You'll Bring

• 6-15 years product management experience with 2+ years focused on GTM technology, workflow automation, or AI-powered products
• Direct experience building agentic workflows—you've shipped automation using tools like Relevance.ai, Lindy.ai, n8n, or similar no-code/low-code agent builders
• Hands-on familiarity with AI-assisted development (Claude Code, Cursor, or similar)—you prototype and build, not just specify
• Deep understanding of GTM operations: how sales, marketing, and success teams actually work, the tools they use, the metrics they track, the workflows they build
• Experience with complex workflow orchestration—multi-step, multi-system automation with branching logic, error handling, and human-in-the-loop patterns
• Track record shipping products where you personally built significant portions of the experience, not just managed engineers building it

Who You Are

Builder First You don't just write requirements—you build. You're comfortable in no-code workflow builders, and you reach for Claude Code or Cursor when you need to go deeper. You prototype to learn, ship to validate, and iterate based on what you discover. Your PRDs include artifacts you've built, not just wireframes someone else will implement.

GTM Operations Native You've lived in the world your users inhabit. You've built sequences in Outreach or Salesloft. You've configured lead routing in Salesforce or HubSpot. You've debugged why a Marketo program isn't firing. You understand the gap between how GTM workflows should work and how they actually work—the edge cases, the data quality issues, the human workarounds. This knowledge shapes every agent you design.

Agentic Workflow Intuition You understand what makes agents succeed or fail. You know how to write tool descriptions that guide reliable invocation. You've debugged orchestration flows where agents took unexpected paths. You think about failure modes, human oversight, and graceful degradation. You can look at a complex workflow and identify where it will break—then design around it.

Marketplace Product Sense You've thought about discovery, curation, and activation at scale. You understand that a library of 500 Plays is worthless if users can't find the right one. You think about information architecture, progressive disclosure, and the journey from "browsing" to "deployed and delivering value." You balance flexibility with guidance.

Customer Empathy with Technical Depth You can sit with a VP of Sales and understand their pipeline challenges, then translate that into agent specifications an ML engineer can build. You move fluidly between "we need to accelerate deal velocity" and "the agent needs to invoke the CRM lookup tool before the enrichment tool to avoid redundant API calls." You don't choose between business context and technical precision—you hold both.

Intellectual Curiosity The agentic landscape evolves weekly. You follow what's shipping—new agent frameworks, orchestration patterns, MCP developments, prompt engineering techniques. You try new tools not because it's your job but because you're genuinely curious about what's possible. You bring external learnings back to the team and challenge assumptions when better approaches emerge.

#LI-VC1

#LI-Hybrid

POSITION OVERVIEW

Science 37 accelerates clinical research by expanding patient access to trials, leading to faster approvals and better health outcomes for all. Our solutions empower life sciences companies to reach diverse populations beyond traditional means of conducting clinical research

The Medical Director is a leader of the Science37 clinical team. Working within the department of Medical Affairs, this individual is responsible for a broad range of activities across several core functions. We are seeking an energetic physician to help drive innovation in the clinical research ecosystem​​.  This is a full-time, remote position and the individual chosen to fulfill this role can work from home. 

DUTIES AND RESPONSIBILITIES

Duties include but are not limited to:

Science 37 studies

• Function as the Principal Investigator for clinical trials when Science 37 is executing studies as either a Direct to Patient Site or fully decentralized trial
• Function as a Sub-Investigator for clinical trials for therapeutic areas/ indications that align with clinical expertise/ experience when Science 37 is executing studies.
• Coordination with Site Operations Manager to identify, onboard and train investigators for Science 37 studies
• Educate and train Science 37 study team about target patient population and treatment paradigms for given indication for Science 37 studies

Support for Science 37 Commercial Team

• Collaboration with Business Development counterpart to review study opportunity synopses/protocols to assess fit/feasibility for decentralized trial model 
• Support Business Development counterpart during sponsor/client meetings and teleconferences
• Support Science 37 study opportunities as a subject matter expert in the development of study opportunity proposals

Regulatory Engagement

• Collaborate with Science 37 Regulatory Affairs team to engage the FDA and other global regulatory bodies regarding the decentralized trial model, and its acceptance for global studies
• Work with sponsors/collaborators to identify clinical endpoints that are fit for decentralized clinical trial conduct
• Collaborate with sponsors and regulatory bodies to migrate endpoints from clinic-based conduct and validate their use for in-home conduct 

Thought Leadership

• Serve as Science 37 representative for decentralized clinical trial and therapeutic area-specific expertise at industry/clinical conferences and webinars
• Publish peer-reviewed articles and white papers related to therapeutic area-specific expertise and the decentralized clinical trial model

QUALIFICATIONS & SKILLS

Qualifications 

1. Advanced degree in Medicine (MD or equivalent)
2. Board-certification in Med/Peds or Pediatrics
3. 7+ years of demonstrating clinical & research excellence within academia and/or pharma
4. Experience as a Principal Investigator with a focus on pharmaceutical-sponsored studies

Skills/Competencies

1. Expertise in project management - Demonstrates ability to successfully lead/manage research personnel. Proactive problem-solving abilities and follow through.
2. Knowledge of field organizational strategies - The ability to adapt to a rapidly changing work environment. Successful decentralized team management and situational responsive decision-making.
3. Extensive knowledge of clinical research - Understands the drug development process. Knowledgeable about the critical elements for success in clinical trials; participation in and contribution to these activities. Ability to create and review protocols, programs, and assess the feasibility/pathway to success of a project.
4. Strong communication and presentation skills - Demonstrates strong written and verbal communication skills. Ability to establish and maintain positive sponsor, project team members and internal Science37 relationships. Ability to conduct effective presentations.
5. Computer skills - Working knowledge of MS Office suite and Google applications. Able to generate business correspondence, create forms and generate reports as required. 
6. Practices professionalism and integrity in all actions – Demonstrates ability to foster concepts of teamwork, cooperation, responsibility, and flexibility to get the work done.
7. Other – Ability to communicate in English (both verbal and written).
8. Preferred knowledge of Spanish

REPORTING

• Position Reports to the Chief Medical Officer

Science 37 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. 

Science 37 values the well-being of its employees and aims to provide team members with everything they need to succeed.

Submit your resume to apply!

Job Title: Business Development Representative 
Employment Status: Full-time
Office Hours: Monday - Friday; hybrid schedule
Location: Boston, Massachusetts
Compensation: $60,000 - $70,000 + un-capped commission + equity options
*compensation may be negotiated based on experience level

Ketryx, a fast-growing Series B startup backed by top enterprise and healthcare investors is hiring Business Development Representatives to accelerate our growth in the MedTech market. Our mission is to improve 100 million patient lives by 2030 by helping regulated software teams move faster without sacrificing quality or compliance.

3 of the top 5 MedTech companies trust Ketryx, along with high-growth startups developing AI/ML-based diagnostics, implantables, and SaMD.

This position will be onsite in our Boston office. Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of employment Visas (including H-1B), F-1 visas, or Optional Practical Training (OPT) status at this time.

The role:

As a BDR at Ketryx, you’ll be joining an established, high-performing team focused on generating pipeline in our mid-market and growth segments. Our customers are building the next generation of medtech, including AI-powered diagnostics, robotic surgery platforms, and breakthrough software that is improving patient outcomes around the world.

You’ll be on the front lines of our mission to make the medical device industry safer by helping these companies ship products faster, without cutting corners on compliance. Your role is more than just booking meetings; it's about shaping how leading and emerging life sciences companies build, validate, and release software at scale.

This is a high-impact opportunity to:

• Connect with founders, engineers, and quality leaders at cutting-edge SaMD and SiMD companies.
• Champion modern, AI-native development practices for regulated software teams.
• Help medtech innovators navigate complex compliance landscapes while accelerating time to market.

You'll work closely with marketing, product, and sales to identify high-potential prospects, craft compelling outreach, and create opportunities that directly drive company growth.

What You'll Do:

• Generate qualified sales demos and meetings.
• Proactively engage inbound and outbound leads through email, LinkedIn, and phone with tailored, personalized outreach
   
• Source opportunities with target accounts through cold emails and calls in collaboration with the marketing team and ABM campaigns.
• Participation in online conversations (i.e. LinkedIn) with interested people, relevant conversation topics, and target accounts.
• Conduct research on inbound and outbound target people and companies.
• Collaborate with the sales team to advance target accounts.
• Develop deep understanding of the product and target audiences.
• Enter, update, and maintain CRM information on leads throughout the funnel.

What We're Looking For:

• Interest in building a career in sales. 
• Strong self-starter mentality capable of forging an independent path to get things done.
• Ability to grasp extremely complex technical concepts quickly.
• Strong written and verbal communication and interpersonal skills, with the ability to engage prospects effectively.
• Ability to convey complex solutions in a clear and compelling manner.
• A results-oriented mindset with a track record of meeting or exceeding targets.
• Strong organizational skills and habits.
• A proactive mindset, eager to learn and grow in a fast-paced sales environment.
• Passion for healthcare technology and the ability to connect with leaders in the medical device industry.

Preferred Skills:

• Previous experience in enterprise sales, medical device, or healthcare industry strongly preferred.

Apply now to help the world’s top MedTech companies bring safer, faster innovations to market.

Keywords: sales, B2B, customer success, client success, BDR, SDR, enterprise accounts, leads, cold calls, business development, client development, Cambridge, MA, startup, software development

As a Lead Qualification Representative at Appian, you will be the first point of contact for prospective customers who have expressed interest in our platform. Your focus will be on engaging inbound leads, understanding business needs, qualifying opportunities, and routing well-qualified prospects to the right Account Executives. You will play a key role in creating a strong first impression and helping build a healthy, high-quality pipeline. 

The role is located remotely in the Boston, Massachusetts area, with the potential of occasional travel for business purpose The core of this role puts you at the center of Appian’s growth – working with inbound interest, uncovering real business challenges through discovery, and connecting prospects with the right sales partners to move opportunities forward.

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.

What You’ll Do:

• Own and achieve a monthly quota of qualified inbound opportunities, and routing them to the appropriate Account Executive or sales team.

• Conduct discovery conversations to understand a prospect’s priorities, challenges, and potential fit for Appian’s solutions.

• Partner closely with Sales and Marketing to ensure timely follow-up, clear handoffs, and strong alignment.

• Maintain accurate and up-to-date records of lead activity and qualification notes in Salesforce and Clari.

• Support marketing initiatives through event follow-up and lead nurturing efforts.

About You:

• Have experience working in a sales, customer-facing, or lead qualification environment, with a focus on responsiveness and quality conversations.

• Have strong communication skills (especially on via email and phone) and the ability to ask thoughtful questions, listen actively, and clearly articulate value.

• Highly organized with strong time management skills and the ability to manage multiple inbound requests at once.

• Comfortable working cross-functionally while owning your individual responsibilities, meeting performance quotas, and driving successful outcomes.

• Curious, proactive, and motivated to learn about Appian’s platform, customers, and use cases.

 Basic Qualifications:

• Bachelor’s degree in Sales, Marketing, Business, or a related field required.

• 2+ years of experience in a quota-carrying or performance-driven role, such as technology sales, marketing, customer success, or account support, required. Relevant internships considered.

• Experience working with Salesforce or Clari is a plus. 

The base salary for this role is between $50,000–$100,000 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. This role is 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.

Welcome to Vaco – an uncommon company with an empowered culture. At Vaco, we welcome talented innovators seeking a collaborative environment where creative freedom rings.  

Since 2002, we have expanded to more than 40 locations, and we have no plans of slowing down anytime soon. We are seeking big thinkers to lead us into the future and explore the career of a lifetime. 

• Ranked the #1 Best Staffing Firm to Work for in North America by Staffing Industry Analysts (Category: 500+ Employees) 

• An Inc. 5000 fastest growing private company in America every year since 2007! 

Description:  

The Senior Associate, Recruitment is responsible for identifying, screening, and managing candidates and consultants for contract and direct-hire positions.  This position works with the sales team to fulfill open job orders while managing candidates and consultants throughout the hiring process. This position will collaborate with business stakeholders, business leaders and subject matter experts to plan and deliver projects effectively and timely. 

Essential Job Functions: 

To perform this job successfully, an individual must be able to perform each essential function satisfactorily. The requirements listed below are representative of the knowledge, skills, and abilities required. 

Duties and Responsibilities: 

• Proactively identify, assess, and recruit qualified talent to fulfill job orders.    

• Update, review, and actively utilize a candidate skills matrix in recruitment activities.    

• Perform weekly interviews in line with performance objectives.    

• Generate leads via professional relationships, candidate interviews, and other interactions that support business development/sales efforts.    

• Utilize Bullhorn to log all activity, notes, and information vital to managing and growing a book of business as well as planning daily activities.    

• Collaborate with teammates to cross-sell and/or fulfill open positions across other lines of business and/or national practices as appropriate.    

The above statements describe the general nature and level of work only. They are not an exhaustive list of all required responsibilities, duties, and skills. Other duties may be added, or this description amended at any time. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions. 
 

Desired Competencies:  

• Customer/Candidate Focus - Builds strong customer relationships and delivers customer-centric solutions. 

• Results Oriented - Consistently achieves results, even under tough circumstances. 

• Communicates Effectively - Develops and delivers written and verbal communication that conveys clear understanding of different audiences and their levels of comprehension. Active listener to ensure clear understanding. 

• Planning Forethought and Alignment - Plans and prioritizes work to meet commitments aligned with organizational goals. 

• Interpersonal Intelligence - Understands self and others’ emotions and is able to manage self and others’ emotions to create a comfortable environment removing internal and external barriers to build rapport with others, including those with diverse opinions and beliefs, by acting with respect, dignity, and integrity. 

• Decision Quality - Makes good and timely decisions that keep the organization moving forward. 

• Collaborative - Partners and connects with others to achieve shared goals or objectives, seeking input and inspiring others to value the same, building trust with each collaborative interaction. 

Education and Experience:  

• 3+ years of agency recruiting experience, specifically placing contract accountants
• Strong proficiency with LinkedIn, job boards, and networking tools
• Ability to convert candidate relationships into client/business leads
• Demonstrated career stability and consistent performance

Location: Boston, MA (Hybrid)

Welcome to Vaco – an uncommon company with an empowered culture. At Vaco, we welcome talented innovators seeking a collaborative environment where creative freedom rings.  

Since 2002, we have expanded to more than 40 locations, and we have no plans of slowing down anytime soon. We are seeking big thinkers to lead us into the future and explore the career of a lifetime. 

• Ranked the #1 Best Staffing Firm to Work for in North America by Staffing Industry Analysts (Category: 500+ Employees) 

• An Inc. 5000 fastest growing private company in America every year since 2007! 

Description:  

The Senior Associate, Business Development is responsible for generating sales, increasing revenue and profitability.  This position establishes and develops client relationships as well as works with one or more recruiters to fulfill open job orders. The position will collaborate with business stakeholders, business leaders and subject matter experts to plan and deliver projects effectively and timely. 

Essential Job Functions: 

To perform this job successfully, an individual must be able to perform each essential function satisfactorily. The requirements listed below are representative of the knowledge, skills, and abilities required. 

Duties and Responsibilities: 

• Establish and maintain target list developing client relationships.    

• Conduct prospecting activities including phone calls, “ad calls,” skills marketing, email, social media, in-person meetings, and other methods.    

• Generate new job orders weekly in line with performance objectives. 

• Manage new and open job orders from intake to fulfillment.    

• Utilize Bullhorn to log all activity, notes, and information vital to managing and growing a book of business as well as planning daily activities.    

• Collaborate with teammates to cross-sell and/or fulfill open positions across other lines of business and/or national practices as appropriate.    

The above statements describe the general nature and level of work only. They are not an exhaustive list of all required responsibilities, duties, and skills. Other duties may be added, or this description amended at any time. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions. 
 

Desired Competencies:  

• Customer/Candidate Focus - Builds strong customer relationships and delivers customer-centric solutions. 

• Results Oriented - Consistently achieves results, even under tough circumstances. 

• Communicates Effectively - Develops and delivers written and verbal communication that conveys clear understanding of different audiences and their levels of comprehension. Active listener to ensure clear understanding. 

• Planning Forethought and Alignment - Plans and prioritizes work to meet commitments aligned with organizational goals. 

• Interpersonal Intelligence - Understands self and others’ emotions and is able to manage self and others’ emotions to create a comfortable environment removing internal and external barriers to build rapport with others, including those with diverse opinions and beliefs, by acting with respect, dignity, and integrity. 

• Decision Quality -  Makes good and timely decisions that keep the organization moving forward. 

• Collaborative - Partners and connects with others to achieve shared goals or objectives, seeking input and inspiring others to value the same, building trust with each collaborative interaction. 

Education and Experience:  

• 4+ years of agency business development experience within staffing/recruiting.
• Strong accounting/finance knowledge (practical experience or recruiting/accounting exposure).
• Proven networking and client relationship building skills.
• Demonstrated ability to grow a book of business by 20–30%+.
• Track record of winning new clients and expanding existing accounts.

Location:  Boston, MA (Hybrid)

Travel Requirements:  

Less than 5% (almost no travel) 

Physical Demands: The physical demands described are representative of those that must be met by an employee to successfully perform the essential functions of this position: 

Frequent: Sitting, walking, eye/hand/foot coordination and repetitive motion. 

Occasional: Standing and bending. 

Infrequent: Lifting up to 10 pounds. 

Welcome to Vaco – an uncommon company with an empowered culture. At Vaco, we welcome talented innovators seeking a collaborative environment where creative freedom rings.  

Since 2002, we have expanded to more than 40 locations, and we have no plans of slowing down anytime soon. We are seeking big thinkers to lead us into the future and explore the career of a lifetime. 

• Ranked the #1 Best Staffing Firm to Work for in North America by Staffing Industry Analysts (Category: 500+ Employees) 

• An Inc. 5000 fastest growing private company in America every year since 2007! 

Description:  

The Senior Associate is responsible for generating sales, increasing revenue and profitability.  This position operates in a blended role; recruiting top talent (“candidates”) to fulfill open client job orders while establishing and developing client relationships. This position will collaborate with business stakeholders, business leaders and subject matter experts to plan and deliver projects effectively and timely. 

Essential Job Functions: 

To perform this job successfully, an individual must be able to perform each essential function satisfactorily. The requirements listed below are representative of the knowledge, skills, and abilities required. 

Duties and Responsibilities: 

• Establish and maintain target list developing client relationships.    

• Conduct prospecting activities including phone calls, “ad calls,” skills marketing, email, social media, in-person meetings, and other methods.    

• Generate new job orders weekly in line with performance objectives. 

• Manage new and open job orders from intake to fulfillment.    

• Proactively identify, assess, and recruit qualified talent to fulfill job orders.    

• Update, review, and actively utilize a candidate skills matrix in recruitment activities.    

• Perform weekly interviews in line with performance objectives.