About Parloa

Parloa’s mission is to make every customer conversation feel effortless for both customers and the companies serving them. As agentic AI accelerates, Parloans are shaping the foundation of a new era in customer experience - one where customer support is no longer transactions, but meaningful exchanges. It is not just a vision; Parloa has powered over ONE BILLION interactions between global enterprise brands and their customers, with companies like Booking.com, HealthEquity, Allianz, SAP, BarmeniaGothaer, and TUI already deploying Parloa at scale.

About the role:

As a Senior Product Marketing Manager, you will fuel the adoption of Parloa’s AI agents by CX teams and contact centers around the globe. You will play a crucial part in developing go-to-market (GTM) strategies, launching marketing initiatives, empowering sales efforts, creating content, digging into market data, and establishing a thorough understanding of customers and competition. You will be expected to communicate with confidence and authority, enjoy strategic and tactical work, operate autonomously, and collaborate seamlessly across departments and time zones. 

This role will have a strong focus in a few areas: first, on amplifying the market impact of our AI Agent Management Platform (Parloa AMP). And, on helping Parloa differentiate itself in the noisy and crowded AI agent market, and driving global awareness of the impact our customers are driving with the platform.  And also, working closely with Sales to execute more effectively, leveraging the two elements above: new state-of-the-art products and better-differentiated positioning and messaging. 

Areas of ownership:

• Spearhead GTM efforts for our platform: define the positioning and messaging for our products, orchestrate product communication plans, develop marketing materials, and drive high-impact, cross-functional product launches across Product, Marketing, Sales, CX, etc. 
• Work with the Product and Engineering teams to make the roadmap sing, ensure its alignment with the company narrative and GTM plan, and keep all interested audiences, from prospects to partners to customers, in the loop. 
• Empower the sales teams by refining how they position our platform, researching customer use cases and proof points, creating collateral, running training sessions with our Enablement team, and polishing competitive differentiators in collaboration with our Competitive Intelligence team, whatever it takes to keep revenue growing 3x.
• Amplify our market awareness by helping source thought leadership content ideas, collaborate on outlines, create and/or review content, and speak on webinars - all in partnership with our Content team, Evangelists, CX team, executives, etc.

Who you are:

• 6+ years of experience as a Product Marketing Manager, or 8+ years of experience working alongside a PMM team in related roles: sales enablement, B2B direct marketing, etc. You already have a Product Marketing playbook.
• A proven track record of supporting enterprise sales teams with storylines, collateral, enablement, and individual deal support. When a rep needs the big guns, they call you. 
• Whether it’s on webinars, at company events, or training the whole Sales team on new products and initiatives, you can capture an audience’s attention.
• Ambidexterity for both strategy and tactics. You’ve crafted a company narrative… and also created the sales deck from top to bottom. In a pinch, you can take product screenshots and Photoshop them to look just right… for the roadmap vision deck. Yes, Design and Product can come in and make it look amazing when we’ve got the time, but sometimes your work needs to stand on its own when we have to move fast.
• A near-native level of English, since we sell a lot of software in North America.

NICE TO HAVE:

• Experience using, building, marketing, or selling customer experience tools (e.g. software for customer service, contact centers, digital experiences/content management, mobile apps, email/web marketing, etc). You can help our prospects and customers understand how to use Parloa to boost NPS, increase conversion rates, drive revenue, and reduce customer churn — and bonus points if you’ve ever put AHT or FCR in a presentation.
• Experience working for a fast-growing, venture-funded B2B software company. This isn’t the first time you’ve built a SaaS plane while it’s flying.
• Business fluent in German to support our DACH teams.

Our Recruiting Process:

Talent Acquisition → Hiring Manager → Technical Interview(s) → Bar Raiser

Competencies

• Storytelling & Communication: Demonstrates excellent verbal and written communication skills, with the ability to craft compelling narratives across different formats (on stage, in calls, in blog posts, etc.).
• Collaboration & Cross-functional Partnership: Proven ability to work effectively across multiple departments to achieve common goals, fostering strong interdepartmental relationships.
• Creativity & Production: Strong creative skills, from the generation of new positioning and messaging, to nice looking slide decks when you don’t have time to collaborate with Design.
• Decisiveness & Independent Judgment: Able to make independent decisions in a globally distributed team setting, particularly in time-sensitive situations.
• Self-organization & Prioritization: Highly skilled at prioritizing tasks, managing backlogs, and meeting deadlines in a fast-paced environment.
• Entrepreneurial Mindset: Thrives in undefined environments, taking the initiative to build and launch new processes, products, or strategies from scratch.
• Technological Aptitude & AI Knowledge: Strong interest in and aptitude for learning new technologies, particularly in AI, with the ability to quickly understand and apply new trends.

About Parloa

Parloa’s mission is to make every customer conversation feel effortless for both customers and the companies serving them. As agentic AI accelerates, Parloans are shaping the foundation of a new era in customer experience, one where customer support is no longer transactions, but meaningful exchanges. It is not just a vision; Parloa has powered over ONE BILLION interactions between global enterprise brands and their customers, with companies like IKEA and Booking.com already deploying Parloa at scale. 

About the role:

As a Principal Applied Scientist at Parloa, you will define and drive our applied AI strategy across AI agents and Generative AI.

This is a highly hands-on and high-impact role at the intersection of research and production. You will explore, validate, and scale approaches that directly shape our product, from model evaluation and routing to agent behavior, memory, and context engineering, while defining how these systems should be measured, benchmarked, and improved across the industry.

Beyond execution, you will act as a technical leader: identifying opportunities, setting direction, and building the foundations of applied science at Parloa.

Areas of ownership:

• Define and lead applied AI initiatives across agent systems, LLM evaluation, and model optimization
• Own ambiguous problem spaces end-to-end: from framing and experimentation to production impact
• Design and implement evaluation & benchmarking frameworks, leveraging and challenging industry standards — and where needed, defining new ones
• Drive innovation in agentic systems, including topics like routing, memory, and context engineering
• Prototype and validate new approaches (e.g., model combinations, fine-tuning strategies, or open-weight models)
• Translate research into production-ready solutions, working closely with engineering teams
• Act as a technical authority and multiplier, mentoring others and shaping best practices
• Establish and lead the Applied Science guild, fostering knowledge sharing and raising the bar across teams
• Influence product and technical strategy, identifying where applied science can unlock the most value

Who you are:

• 12+ years of experience in Applied Machine Learning, Applied Science, or a related field, with a proven track record of delivering ML/AI systems in production
• Experience with agent-based systems or multi-step LLM workflows
• Strong recent experience working with LLMs and Generative AI systems, ideally in production environments
• Demonstrated ability to own and drive ambiguous problem spaces end-to-end—from problem framing to measurable impact
• Deep understanding of evaluation methodologies, benchmarking, and model performance analysis, including human-in-the-loop approaches
• Hands-on technical skills, with the ability to prototype, experiment, and ship solutions in collaboration with engineering teams
• Experience working on production systems, balancing speed, quality, and scalability
• Proven technical leadership and influence, with experience shaping direction, mentoring others, or driving cross-team initiatives
• Ability to operate at both strategic and execution levels, connecting long-term vision with day-to-day decisions
• Strong communication skills, with the ability to clearly articulate ideas and influence technical and non-technical stakeholders
• Evidence of broader impact (e.g., published work, open-source contributions, internal initiatives, or industry influence) is a plus

We know that great candidates don’t always meet every single requirement. If you’re excited about this role and believe you could make an impact, we encourage you to apply, even if your experience doesn’t perfectly match every qualification.

Nice to have

• Familiarity with model routing, fine-tuning, or open-weight models
• Background in human-in-the-loop evaluation or annotation systems
• Contributions to public research, blogs, or open-source projects

Our recruiting process:

Talent Acquisition → Technical Peer Interview → 360° Technical Interview Loop → Bar Raiser

Why Parloa?

We’re at the beginning of a new era in customer experience, one where AI doesn’t just respond, but understands, reasons, and takes action. We’re building agentic AI that enterprises trust with their most important customer moments: complex questions, high volumes, real stakes. When millions of people reach out to a brand, those interactions aren’t just support tickets; they’re defining experiences. We’re here to raise the standard: making every conversation seamless, intelligent, and genuinely helpful. If you care about shaping how businesses and customers connect at scale—and want your work to matter in real, everyday moments—this is where you do it.

At Parloa, ownership isn’t a buzzword; it means being accountable for outcomes, not just tasks. We operate in a category that’s evolving fast, where the bar is high, and the problems are complex. We hire people who think in solutions, communicate with clarity, and follow through. People who are comfortable making decisions, taking responsibility, and raising the standard for themselves and those around them.

We’ve grown beyond the earliest startup phase, but we’ve kept the intensity: fast execution, direct feedback, and a strong expectation to contribute meaningfully from day one.

Backed by leading global investors like General Catalyst, EQT Ventures, and Altimeter Capital, we’re scaling with a clear ambition: to become the global category leader in enterprise-grade conversational AI.

About Parloa

Parloa’s mission is to make every customer conversation feel effortless for both customers and the companies serving them. As agentic AI accelerates, Parloans are shaping the foundation of a new era in customer experience - one where customer support is no longer transactions, but meaningful exchanges. It is not just a vision; Parloa has powered over ONE BILLION interactions between global enterprise brands and their customers, with companies like Booking.com, HealthEquity, Allianz, SAP, BarmeniaGothaer, and TUI already deploying Parloa at scale.

About the role:

As the Principal Partnerships Manager for Switzerland and Eastern Europe, you will drive the strategic development of our partner ecosystem in these high-potential regions. You will be responsible for identifying and scaling the strategic partnerships necessary to secure our market presence, acting as the key driver for growth in these critical expansion markets.

This role is designed for a high-impact individual who thrives on market-entry challenges and possesses the drive to build a regional footprint. Working closely with the EMEA leadership, you will play a key role in defining our regional strategy and execute the tactical moves necessary to establish Parloa as the leading Agentic AI solution in the Swiss and CEE markets.

Areas of ownership:

• Proactively identify, recruit, and grow leading Service Partners in Switzerland and Eastern Europe, leveraging your existing network to accelerate our market entry.
• Develop joint business plans with partners that align goals and strategies, executing impactful co-selling, referrals, and implementation initiatives.
• Lead collaborative marketing and sales efforts alongside partners, bringing innovative AI solutions to market with confidence.
• Conduct regular check-ins and quarterly business reviews with partners, ensuring goals are met and growth is accelerated.
• Partner with cross-functional teams (sales, marketing, product) to ensure seamless communication and strong alignment on goals.

Who you are:

• 8+ years of experience in partner management, channel sales, or strategic alliances within the SaaS, Contact Center, or AI sectors.
• A proven track record of entering new markets and the ability to scale partnership programs from the ground up.
• A deep, pre-existing network of partners and enterprise decision-makers within the Swiss market and/or Eastern Europe.
• Outstanding communication and relationship-building skills, particularly when engaging with C-level executives and senior stakeholders.
• Professionally fluent in German and English, with Turkish language skills being a significant strategic asset.
• Based in Southern Germany, with a strong preference for Munich, to ensure proximity to our DACH operations and the Swiss territory (nice to have).

Our Recruiting Process:

Talent Acquisition → Hiring Manager → Technical Interview(s) → Bar Raiser

About Parloa

Parloa’s mission is to make every customer conversation feel effortless for both customers and the companies serving them. As agentic AI accelerates, Parloans are shaping the foundation of a new era in customer experience, one where customer support is no longer transactions, but meaningful exchanges. It is not just a vision; Parloa has powered over ONE BILLION interactions between global enterprise brands and their customers, with companies like Booking.com, HealthEquity, Allianz, SAP, BarmeniaGothaer, and TUI already deploying Parloa at scale.

About the role:

As a Forward Deployed Engineer, DevOps, your mission is to build and scale the dedicated infrastructure that powers our custom agent integrations for our most important customers. You will be the key technical cornerstone of our team, empowering our customer-facing Forward Deployed Engineers to build, deploy, and manage bespoke client solutions with speed and confidence. By creating a robust, automated, and self-service platform, you will directly enable the rapid delivery of high-quality, reliable custom services.

Areas of ownership:

• Design, build, and maintain the cloud infrastructure specifically for hosting custom services developed by the Agent Integration Engineering team.
• Create flexible and reusable CI/CD pipeline templates that the integration team can easily adopt to automate the deployment of their services.
• Champion Infrastructure as Code to create standardized, yet customizable, service environments, ensuring consistency and rapid provisioning for new integrations.
• Manage a Kubernetes-based environment tailored for hosting a multitude of diverse integration services, focusing on security, isolation, and resource management.
• Implement robust monitoring and observability solutions to provide the integration team with deep visibility into the performance and health of their specific services.
• Serve as the primary DevOps partner for the Forward Deployed Engineering team, understanding their workflow, anticipating their needs, and removing infrastructure-related obstacles.
• Develop automation scripts (Python, Go, Bash) to streamline the entire lifecycle of custom integration services, from creation to decommissioning.
• Support and modernize legacy Azure infrastructure, helping transition workloads to a standardized, Kubernetes-based platform aligned with Parloa’s Engineering practices.

Who you are:

• 5+ years of professional experience in DevOps, infrastructure engineering, or a similar role.
• A strong customer-first mindset, viewing the Forward Deployed Engineering team as your primary customer.
• Proficiency in at least one scripting or programming language like Python, Go, or Bash.
• Hands-on expertise with a major cloud provider (AWS, GCP, or Azure).
• Advanced knowledge of containerization and orchestration, specifically Kubernetes, Helm, and Docker.
• Proven experience creating flexible CI pipelines with tools like Jenkins, GitHub Actions, or GitLab CI, and CD/GitOps workflows with tools like Argo CD.
• A strong background in Infrastructure as Code (Terraform is highly preferred).
• Experience building self-service tools and platforms that empower specific development teams.

Our Recruiting Process:

Talent Acquisition → Hiring Manager → Technical Interview(s) → Bar Raiser

Why Parloa?

We’re at the beginning of a new era in customer experience, one where AI doesn’t just respond, but understands, reasons, and takes action. We’re building agentic AI that enterprises trust with their most important customer moments: complex questions, high volumes, real stakes. When millions of people reach out to a brand, those interactions aren’t just support tickets; they’re defining experiences. We’re here to raise the standard: making every conversation seamless, intelligent, and genuinely helpful. If you care about shaping how businesses and customers connect at scale and want your work to matter in real, everyday moments, this is where you do it.

At Parloa, ownership isn’t a buzzword; it means being accountable for outcomes, not just tasks. We operate in a category that’s evolving fast, where the bar is high, and the problems are complex. We hire people who think in solutions, communicate with clarity, and follow through. People who are comfortable making decisions, taking responsibility, and raising the standard for themselves and those around them.

We’ve grown beyond the earliest startup phase, but we’ve kept the intensity: fast execution, direct feedback, and a strong expectation to contribute meaningfully from day one.

Backed by leading global investors like General Catalyst, EQT Ventures, and Altimeter Capital, we’re scaling with a clear ambition: to become the global category leader in enterprise-grade conversational AI.

About Parloa

Parloa’s mission is to make every customer conversation feel effortless for both customers and the companies serving them. As agentic AI accelerates, Parloans are shaping the foundation of a new era in customer experience, one where customer support is no longer transactions, but meaningful exchanges. It is not just a vision; Parloa has powered over ONE BILLION interactions between global enterprise brands and their customers, with companies like Booking.com, HealthEquity, Allianz, SAP, BarmeniaGothaer, and TUI already deploying Parloa at scale.

About the role:

As Team Lead, Enterprise Customer Engagement DACH, you will lead and grow a team of Enterprise Engagement Managers, driving customer outcomes, team performance, and scalable impact across Parloa’s enterprise customers. You’ll combine strategic customer leadership with people leadership, empowering your team to deliver value, drive adoption, and unlock long-term growth.

This is your opportunity to shape how Parloa scales customer engagement: developing high-performing talent, building repeatable playbooks, and helping enterprise customers realize the full potential of agentic AI.

Areas of ownership:

• Team Leadership & Development: Lead, coach, and grow a team of Enterprise Engagement Managers, fostering a high-performance culture built on ownership, trust, and continuous improvement.
• Customer Outcomes & Value Realization: Own team-level KPIs across adoption, retention, and expansion, ensuring measurable customer impact and long-term success.
• Strategic Customer Engagement: Support key enterprise accounts as an executive sponsor or escalation point, guiding complex stakeholder environments and critical customer moments.
• Expansion & Growth: Enable the team to identify and drive expansion opportunities, turning customer success into sustainable revenue growth.
• Operational Excellence: Define and scale processes, playbooks, and ways of working to support efficiency, consistency, and future team growth.
• Cross-functional Leadership: Partner closely with Sales, Professional Services, Product, and Engineering to ensure alignment and a seamless customer experience.

Who you are:

• 6–8+ years of experience in Customer Success, Consulting, or Account Management within enterprise environments
• 1–2+ years of experience leading or mentoring others, with a strong ability to coach and develop high-performing teams
• Proven track record of owning customer outcomes and translating adoption and value realization into retention and expansion
• Experience navigating complex customer situations, including escalations and senior stakeholder management
• Strategic mindset combined with hands-on execution and a strong sense of ownership
• Excellent communication and presentation skills, with the ability to engage senior stakeholders and executives
• Technical curiosity and interest in AI, automation, and customer experience
• Native or bilingual German, plus strong English skills

Our Recruiting Process:

Talent Acquisition → Hiring Manager → Technical Interview(s) → Bar Raiser

Why Parloa?

We’re at the beginning of a new era in customer experience, one where AI doesn’t just respond, but understands, reasons, and takes action. We’re building agentic AI that enterprises trust with their most important customer moments: complex questions, high volumes, real stakes. When millions of people reach out to a brand, those interactions aren’t just support tickets; they’re defining experiences. We’re here to raise the standard: making every conversation seamless, intelligent, and genuinely helpful. If you care about shaping how businesses and customers connect at scale and want your work to matter in real, everyday moments, this is where you do it.

At Parloa, ownership isn’t a buzzword; it means being accountable for outcomes, not just tasks. We operate in a category that’s evolving fast, where the bar is high, and the problems are complex. We hire people who think in solutions, communicate with clarity, and follow through. People who are comfortable making decisions, taking responsibility, and raising the standard for themselves and those around them.

We’ve grown beyond the earliest startup phase, but we’ve kept the intensity: fast execution, direct feedback, and a strong expectation to contribute meaningfully from day one.

Backed by leading global investors like General Catalyst, EQT Ventures, and Altimeter Capital, we’re scaling with a clear ambition: to become the global category leader in enterprise-grade conversational AI.

About Parloa

Parloa’s mission is to make every customer conversation feel effortless for both customers and the companies serving them. As agentic AI accelerates, Parloans are shaping the foundation of a new era in customer experience — one where customer support is no longer transactions, but meaningful exchanges. It is not just a vision; Parloa has powered over ONE BILLION interactions between global enterprise brands and their customers, with companies like Booking.com, HealthEquity, Allianz, SAP, BarmeniaGothaer, and TUI already deploying Parloa at scale.

About the role:

As a Strategic Engagement Manager, you will own the success of Parloa’s most strategic enterprise customers, driving long-term partnerships, measurable business outcomes, and multi-year growth. You’ll operate at the intersection of strategy, delivery, and expansion, guiding organizations through complex AI and CX transformations.

This is your opportunity to work with leading enterprises at the highest level by translating AI vision into tangible impact, shaping large-scale deployments, and positioning Parloa as a long-term transformation partner.

Areas of ownership:

• Strategic Account Ownership: Own Parloa’s most strategic enterprise relationships, driving success plans, KPIs, and measurable business outcomes across the full customer lifecycle.
• Executive Advisory: Partner with senior stakeholders to translate AI and CX strategies into enterprise-wide initiatives across multiple business units and geographies.
• Delivery Orchestration: Oversee complex implementations by aligning Product, Engineering, Deployment, and partners to ensure smooth, on-time, high-impact rollouts.
• Value Realization & Storytelling: Quantify and communicate business impact through data-driven insights, executive business reviews, and clear success narratives.
• Expansion & Growth: Identify and drive expansion opportunities, scaling successful use cases across regions, teams, and functions.
• Cross-functional Leadership: Collaborate closely with Sales, Solution Engineering, Value Consulting, and partners to align on strategy, execution, and long-term growth.

Who you are:

• 8+ years of experience in enterprise software, consulting, or customer success, managing large and strategic accounts
• MBA or Master’s degree in Business, Engineering, or a related field
• Experience with ERP systems in global enterprise environments
• Proven track record of translating executive vision into measurable business outcomes and commercial impact
• Strong ownership mindset, with the ability to operate effectively in complex, ambiguous environments
• Experience engaging and influencing senior stakeholders, including executive and board-level audiences
• Ability to align cross-functional teams around a shared strategy and drive execution at scale
• Strong understanding of AI, automation, and enterprise systems, with the ability to translate technical capabilities into business value
• Structured, proactive, and collaborative working style, with a focus on outcomes and long-term partnerships
• Native or bilingual in German and fluent in English

Our Recruiting Process:

Talent Acquisition → Hiring Manager → Technical Interview(s) → Bar Raiser

Why Parloa?

We’re at the beginning of a new era in customer experience, one where AI doesn’t just respond, but understands, reasons, and takes action. We’re building agentic AI that enterprises trust with their most important customer moments: complex questions, high volumes, real stakes. When millions of people reach out to a brand, those interactions aren’t just support tickets; they’re defining experiences. We’re here to raise the standard: making every conversation seamless, intelligent, and genuinely helpful. If you care about shaping how businesses and customers connect at scale and want your work to matter in real, everyday moments, this is where you do it.

At Parloa, ownership isn’t a buzzword; it means being accountable for outcomes, not just tasks. We operate in a category that’s evolving fast, where the bar is high, and the problems are complex. We hire people who think in solutions, communicate with clarity, and follow through. People who are comfortable making decisions, taking responsibility, and raising the standard for themselves and those around them.

We’ve grown beyond the earliest startup phase, but we’ve kept the intensity: fast execution, direct feedback, and a strong expectation to contribute meaningfully from day one.

Backed by leading global investors like General Catalyst, EQT Ventures, and Altimeter Capital, we’re scaling with a clear ambition: to become the global category leader in enterprise-grade conversational AI.

About Parloa

Parloa’s mission is to make every customer conversation feel effortless for both customers and the companies serving them. As agentic AI accelerates, Parloans are shaping the foundation of a new era in customer experience, one where customer support is no longer transactions, but meaningful exchanges. It is not just a vision; Parloa has powered over ONE BILLION interactions between global enterprise brands and their customers, with companies like Booking.com, HealthEquity, Allianz, SAP, BarmeniaGothaer, and TUI already deploying Parloa at scale. 

About the role:

As a Senior Value Consultant, you will own the financial narrative behind Parloa’s most strategic enterprise deals by shaping how customers understand, quantify, and commit to the value of agentic AI. You’ll operate at the intersection of Sales, Solution Engineering, and executive stakeholders, turning AI capabilities into clear, defensible business outcomes.

This is your opportunity to shift conversations from features to impact by building CFO-grade business cases, influencing high-stakes decisions, and making Parloa one of the easiest partners to invest in through clarity, rigor, and value transparency.

Areas of ownership:

• Value Engineering & Deal Support: Lead value engagements across the sales cycle, from early-stage value framing to late-stage deal support and post-live validation for strategic enterprise opportunities.
• Business Case Development: Build robust, CFO-grade ROI models that quantify impact across cost reduction, productivity, revenue, and customer experience.
• Executive Value Discovery: Facilitate value discovery sessions and workshops with senior stakeholders, translating strategic priorities into measurable financial outcomes.
• Value-led Selling Enablement: Develop frameworks, narratives, and tooling that enable Sales and Solution Engineering to lead confident, value-driven conversations.
• Strategic Deal Partnership: Support high-priority deals and lighthouse accounts by shaping value narratives for positioning, pricing, and expansion.
• Scalability & Tooling: Translate field insights into repeatable models, benchmarks, and playbooks to scale value engineering across the organization.

Who you are:

• 5–8+ years of experience in value consulting, value engineering, or commercial advisory roles within enterprise SaaS or B2B environments
• Proven track record of owning ROI models and business cases that influenced €1M+ enterprise deals involving finance and procurement stakeholders
• Strong financial modeling expertise (e.g. NPV, IRR, TCO, payback), with the ability to build, defend, and adapt models in real time
• Experience working in complex, multi-stakeholder enterprise sales environments with ambiguity and time pressure
• Strong executive presence, with the ability to translate complex analysis into clear, compelling business narratives
• Advanced Excel or Google Sheets skills for multi-scenario modeling, combined with strong presentation capabilities
• High level of ownership and autonomy, with the ability to operate independently while partnering closely with cross-functional teams

Our recruiting process:

Talent Acquisition → Hiring Manager → Technical Interview(s) → Bar Raiser

Why Parloa?

We’re at the beginning of a new era in customer experience, one where AI doesn’t just respond, but understands, reasons, and takes action. We’re building agentic AI that enterprises trust with their most important customer moments: complex questions, high volumes, real stakes. When millions of people reach out to a brand, those interactions aren’t just support tickets; they’re defining experiences. We’re here to raise the standard: making every conversation seamless, intelligent, and genuinely helpful. If you care about shaping how businesses and customers connect at scale and want your work to matter in real, everyday moments, this is where you do it.

At Parloa, ownership isn’t a buzzword; it means being accountable for outcomes, not just tasks. We operate in a category that’s evolving fast, where the bar is high, and the problems are complex. We hire people who think in solutions, communicate with clarity, and follow through. People who are comfortable making decisions, taking responsibility, and raising the standard for themselves and those around them.

We’ve grown beyond the earliest startup phase, but we’ve kept the intensity: fast execution, direct feedback, and a strong expectation to contribute meaningfully from day one.

Backed by leading global investors like General Catalyst, EQT Ventures, and Altimeter Capital, we’re scaling with a clear ambition: to become the global category leader in enterprise-grade conversational AI.

About Parloa

Parloa’s mission is to make every customer conversation feel effortless for both customers and the companies serving them. As agentic AI accelerates, Parloans are shaping the foundation of a new era in customer experience, one where customer support is no longer transactions, but meaningful exchanges. It is not just a vision; Parloa has powered over ONE BILLION interactions between global enterprise brands and their customers, with companies like Booking.com, HealthEquity, Allianz, SAP, BarmeniaGothaer, and TUI already deploying Parloa at scale.

About the role:

As a Senior Enterprise Engagement Manager, you will drive customer success, value realization, and long-term growth across Parloa’s enterprise customers. You’ll guide organizations from implementation through adoption and expansion, ensuring they unlock the full potential of agentic AI in their customer experience.

This is your opportunity to partner with leading enterprises on their AI and CX transformation, shaping how they scale intelligent automation while delivering measurable business impact.

Areas of ownership:

• Customer Success & Value Realization: Own the end-to-end customer journey post-sale, ensuring successful adoption, measurable outcomes, and long-term value realization.
• Strategic Advisory: Act as a trusted advisor to enterprise clients, building strong relationships and guiding stakeholders through AI-driven transformation.
• Account Growth & Expansion: Identify and drive expansion opportunities by developing growth plans across new use cases, teams, and automation initiatives.
• Implementation Oversight: Lead and coordinate cross-functional teams to ensure smooth, on-time implementations and successful go-lives.
• Value Communication: Translate product capabilities and data into clear business impact through success plans, reporting, and executive storytelling.
• Stakeholder Management: Align technical and business stakeholders, ensuring clarity, momentum, and accountability across all phases of the customer lifecycle.

Who you are:

• 4+ years of experience in Customer Success, Consulting, or Account Management within enterprise environments
• Proven ability to drive strategic value and support digital transformation in complex organizations
• Track record of turning customer success into measurable business impact and growth opportunities
• Strong project and stakeholder management skills, with a focus on execution and outcomes
• Excellent communication and presentation skills, with the ability to engage both technical and non-technical audiences
• Technical curiosity and interest in AI, automation, and customer experience
• Native or bilingual in German, and fluent in English

About Parloa

Parloa’s mission is to make every customer conversation feel effortless for both customers and the companies serving them. As agentic AI accelerates, Parloans are shaping the foundation of a new era in customer experience - one where customer support is no longer transactions, but meaningful exchanges. It is not just a vision; Parloa has powered over ONE BILLION interactions between global enterprise brands and their customers, with companies like Booking.com, HealthEquity, Allianz, SAP, BarmeniaGothaer, and TUI already deploying Parloa at scale.

About the role:

As a Senior Agent Architect at Parloa, you will play a key role in transforming customer service with AI Agents. In this customer-facing role, you will support the implementation of Parloa's solutions, enhancing customer experiences for clients and partners.

Using your expertise in Large Language Models (LLMs), Prompt Engineering, NLP & NLU conversational design, and integration platforms, you will craft effective AI workflows and build connections to enterprise systems and ensure quality, performance, and end-to-end operational readiness. You will design, prototype, and validate conversational solutions for AI agent deployments, including the integration layer that connects Parloa's platform to customers' existing technology stacks, and guide customers and partners in maximising the value of Parloa's AI solutions.

Areas of ownership:

• Scope and implement AI Agent deployments, providing strategic advice and execution support to customers and partners. 
• Leverage your knowledge of LLM internals (e.g., embeddings) to analyze customer requirements and design precise prompts for reliable, user-aligned behavior. 
• Simplify complex workflows and processes into digestible conversational components, enabling LLMs to handle challenging tasks effectively. 
• Fine-tune conversational flows and voice output (e.g., SSML, Lexicons, Regex) to align with customer brand standards. 
• Build and configure integrations between customers' systems and Parloa's Platform, connecting external tools (e.g., CRMs, ERPs, ticketing systems, contact center platforms) via integration platforms and APIs to deliver end-to-end enterprise solutions.
• Collaborate with Forward Deployed Engineers on complex or custom integration scenarios that go beyond standard integration capabilities. 
• Identify and solve blockers together with other departments at Parloa (e.g. Product, Agent Integration Engineering, or Sales) and the customer. 
• Apply structured testing approaches to validate AI agent behaviour, quality, and performance under real-world conditions. 
• Document best practices, how-to guides, and product capabilities for internal and external audiences, representing the expertise of the Agent Architect team.

Who you are:

• 3+ years of experience in enterprise customer-facing roles, with proven expertise in conversation design and AI agent development to create engaging and intuitive conversational experiences
• Ability to analyze customer requirements and craft LLM prompts that align with desired outcomes
• Entrepreneurial mindset with initiative, results orientation, and ability to identify opportunities for impact
• Proficiency with advanced prompting strategies such as chain-of-thought prompting, few-shot learning
• Strong project and stakeholder management skills, with passion for meeting milestones and effective communication
• Analytical and critical thinker with expertise in risk assessment, problem-solving, and strategy, plus solid knowledge of data structures, system integrations, and enterprise APIs
• Familiarity with API authentication patterns (OAuth, API keys, JWT), data transformation and field mapping logic
• Proficiency in REST API design, JSON/XML data structures, and API testing tools (Postman, etc.)
• Experience reading and consuming API documentation across enterprise SaaS platforms (CRMs, ERPs, contact center platforms)
• Exceptional attention to detail and logical thinking, with a proven ability to identify and address subtle nuances in conversational flows, ensuring a seamless and engaging user experience
• Familiarity with A/B testing methods to ensure AI agent performance at scale

Our Recruiting Process:

Talent Acquisition → Hiring Manager → Technical Interview(s) → Bar Raiser

About Parloa

Parloa’s mission is to make every customer conversation feel effortless for both customers and the companies serving them. As agentic AI accelerates, Parloans are shaping the foundation of a new era in customer experience; one where customer support is no longer transactions, but meaningful exchanges. It is not just a vision; Parloa has powered over ONE BILLION interactions between global enterprise brands and their customers, with companies like Booking.com, HealthEquity, Allianz, SAP, BarmeniaGothaer, and TUI already deploying Parloa at scale.

About the role:

As a Regional Vice President Sales, Eastern Europe & Alps, you will lead and scale a team of Enterprise Account Executives, driving revenue growth across new logo acquisition and customer expansion. As part of the CEE Commercial Leadership team, you’ll shape how Parloa builds and wins in a diverse and evolving region.

This is your opportunity to build a market from the ground up while developing a high-performing sales organization, defining go-to-market strategy, establishing Parloa’s presence, and driving long-term growth at scale.

Areas of ownership:

• Sales Leadership & Team Development: Lead, coach, and scale a team of Enterprise Account Executives, fostering a high-performance culture and consistently exceeding revenue targets.
• Go-to-Market Strategy: Own and execute the regional GTM strategy, including market entry, segmentation, positioning, and early customer acquisition.
• Revenue Growth: Drive both new logo acquisition and expansion within existing accounts, ensuring sustainable and scalable revenue growth.
• Strategic Deal Support: Guide the team through complex, multi-stakeholder enterprise sales cycles, supporting deal strategy and executive engagement when needed.
• Pipeline Management: Ensure accurate forecasting and clear visibility of risks, gaps, and opportunities.
• Talent Acquisition & Development: Hire, onboard, and develop top sales talent, building a strong and scalable team.
• Cross-functional Leadership: Partner closely with Growth, Partnerships, Solution Engineering, and Customer Engagement to align across the full revenue funnel.

Who you are:

• 3+ years of experience leading B2B SaaS sales teams, ideally across international or emerging markets such as Eastern Europe or the Alps
• Strong understanding of complex enterprise sales cycles (300k+ ARR deals)
• Proven track record of building and leading high-performing teams in high-growth SaaS, AI, or technology environments
• Experience coaching methodology-based selling (e.g. MEDDPICC) and driving a challenger mindset
• Data-driven in managing pipeline, forecasts, conversion rates, and deal health
• Strong executive presence, with the ability to engage and influence C-level stakeholders
• Ability to balance structure and pragmatism in a fast-paced, scaling environment
• Values-driven leadership style, with a focus on accountability, ownership, and team success
• Native or bilingual German, plus strong English skills

Our Recruiting Process:

Talent Acquisition → Hiring Manager → Technical Interview(s) → Bar Raiser

Why Parloa?

We’re at the beginning of a new era in customer experience, one where AI doesn’t just respond, but understands, reasons, and takes action. We’re building agentic AI that enterprises trust with their most important customer moments: complex questions, high volumes, real stakes. When millions of people reach out to a brand, those interactions aren’t just support tickets; they’re defining experiences. We’re here to raise the standard: making every conversation seamless, intelligent, and genuinely helpful. If you care about shaping how businesses and customers connect at scale and want your work to matter in real, everyday moments, this is where you do it.

At Parloa, ownership isn’t a buzzword; it means being accountable for outcomes, not just tasks. We operate in a category that’s evolving fast, where the bar is high, and the problems are complex. We hire people who think in solutions, communicate with clarity, and follow through. People who are comfortable making decisions, taking responsibility, and raising the standard for themselves and those around them.

We’ve grown beyond the earliest startup phase, but we’ve kept the intensity: fast execution, direct feedback, and a strong expectation to contribute meaningfully from day one.

Backed by leading global investors like General Catalyst, EQT Ventures, and Altimeter Capital, we’re scaling with a clear ambition: to become the global category leader in enterprise-grade conversational AI.

Wolt is building the leading local commerce platform across Europe and beyond. Retail is a core growth engine for us, and Germany is one of our most strategic markets as we scale both SMB acquisition and national Enterprise partnerships across Grocery, Drugstore, Brick & Mortar Retail and more.

As Head of Retail Sales – Germany, you will define how Retail scales commercially — from local SMB acquisition to national Enterprise chains.

You will lead large, high-impact sales teams and build the commercial engine that drives Retail growth across Germany. This role combines strategic ownership, organizational leadership, and Enterprise deal oversight. You’ll shape acquisition strategy, elevate sales productivity, and ensure disciplined pipeline execution at scale. If you thrive at the intersection of strategy, negotiation, and performance leadership, this role gives you the mandate and scope to create lasting commercial impact.

What you’ll be doing

This role is about building, leading, and scaling the Retail sales organization in Germany. You will own acquisition strategy across SMB and Enterprise segments while enabling your teams to consistently deliver high-quality, profitable growth.

Day-to-day in this role you’ll:

• Own the Retail Sales strategy across SMB and Enterprise segments, with full revenue accountability
• Lead large, multi-layered sales teams through Sales Managers and Team Leads
• Deliver against revenue targets through disciplined acquisition strategy, pipeline coverage, and conversion rigor
• Define clear hunting and prioritization strategies across categories, cities, and partner types
• Oversee and approve Enterprise deal strategy, personally stepping into the most strategic and complex negotiations
• Ensure a healthy, forward-looking Enterprise pipeline and strong forecast accuracy
• Drive deal velocity, win rates, and expansion opportunities
• Design a scalable sales organization with clear segmentation, roles, and accountability
• Increase sales productivity per headcount and per segment without linear HC growth
• Partner closely with Finance on unit economics and margin trade-offs to ensure profitable growth
• Embed data and AI tools into sales execution, including lead scoring, prioritization, forecasting, and negotiation preparation

Our humble expectations

We are looking for a senior commercial leader with deep Retail/E-commerce expertise and a proven track record of building and scaling high-performing sales organizations.

Must-have experience

• 10+ years of professional experience in Retail, E-commerce, Marketplace, or Omnichannel businesses
• Proven leadership experience managing managers and multi-layered sales teams
• Strong background in Enterprise Retail and complex B2B negotiations
• Hands-on experience leading high-stakes Enterprise negotiations and long sales cycles
• Experience in large-scale E-commerce platforms or Retail tech ecosystems
• Demonstrated ownership of revenue targets, pipeline strategy, and sales productivity

Core skills

• Fluency in German and English (both written and spoken) required
• End-to-end Retail sales strategy and go-to-market ownership (SMB + Enterprise)
• Strong commercial and financial acumen, including deep understanding of unit economics and margin trade-offs
• Advanced negotiation and executive stakeholder management skills
• Data-driven leadership and performance management
• Ability to operate effectively in ambiguity and fast-changing environments
• Experience scaling sales organizations without linear headcount growth

Nice to have

• Direct experience in Grocery, Drugstore, or Brick & Mortar Retail
• Experience with marketplace economics and platform scaling
• Background in Enterprise partnerships with national or regional Retail chains
• Experience embedding AI or automation into Sales and Revenue Operations
• Exposure to new Retail business models (Drive, Fulfillment, 1P/3P hybrids)

What we offer

• Full ownership of Retail Sales in one of Wolt’s most important markets
• The opportunity to lead and scale large, high-impact sales teams
• High visibility and direct influence on national revenue and profitability
• A mandate to shape Enterprise strategy and commercial prioritization
• A fast-paced, performance-driven environment where strategic thinking and execution excellence are equally valued
• The opportunity to build a strong leadership bench and a scalable, durable sales engine

This is a role for a commercial builder — someone motivated by revenue growth, organizational scale, and shaping how Retail evolves within local commerce.

Next steps

If this opportunity resonates, please submit your application via our careers page.

Our interview process includes:

1. Talent Acquisition call with our recruiter to discuss your background and leadership experience
2. Conversation with the Hiring Manager focused on commercial ownership, strategy, and team leadership
3. Discussion with our Enterprise Sales lead to explore segment collaboration and Enterprise deal approach
4. Case study discussion facilitated by the Talent Acquisition team, centered on Retail sales strategy and scaling high-impact teams
5. Final stage interview with a senior leader assessing strategic judgment, leadership capability, and long-term impact

Wolt is one of Europe’s fastest-growing tech companies, on a mission to make cities better places to live by building a platform that connects people with the best of their neighborhoods—whether it’s food, groceries, or retail. Operating in over 30 countries, Wolt’s success is driven by a deep focus on customer experience, local relevance, and a culture that empowers people to take ownership and make an impact.

In Germany, our marketing team is made up of talented, passionate and impact-driven professionals working across brand, growth, retention, and partnerships marketing.

This role, Regional Restaurant Marketing Manager, offers a unique opportunity to shape Wolt’s restaurant marketing strategy across Germany. With a strong focus on local market insight and partner collaboration, you’ll develop tailored marketing plans that drive visibility and growth for our key restaurant partners in cities such as Cologne, Düsseldorf, and Dortmund.

What you’ll be doing

Location: Cologne or Frankfurt Office (with regular travel to West Germany), with regular visits to Berlin HQ.

As a Regional Marketing Manager for Restaurants, you’ll be at the forefront of strengthening Wolt’s brand and commercial success by building impactful, on-the-ground restaurant marketing strategies tailored to the gastronomy scene in West Germany. Your focus will be on activating our key SMB Restaurant Partners in cities like Cologne, Düsseldorf, and Dortmund and beyond - bringing them visibility, growth, and customer engagement on the Wolt platform.

This is a unique, hybrid role combining strategic marketing skills with a hands-on, partner-facing approach, ideally suited for someone who thrives at the intersection of local food culture, creative marketing, and commercial collaboration.

Day-to-day in this role, you’ll:

Local Market Strategy & Partner Activation

• Develop and execute tailored restaurant marketing strategies across cities in West Germany, based on your local market expertise.
• Identify and capitalize on hyper-local marketing opportunities (e.g. city festivals, seasonal events, cultural moments).
• Build and leverage existing relationships with top-tier restaurant partners in the region to co-create exciting marketing activations.

Hands-On Campaign Execution

• Activate restaurant partners through on-the-ground support - from campaign planning to execution - to drive customer demand and visibility.
• Execute 360 marketing plans, including advertising across various channels (paid, owned, earned), promotions, and co-branded initiatives.
• Collaborate closely with the local Berlin-based Marketing team and our agencies to adapt national strategies into localized initiatives.
• Manage regional/ partner marketing budgets, ensuring efficient resource allocation and adherence to financial targets.

Partner Relationship Management

• Act as a trusted marketing advisor to key restaurant partners, helping them understand and use Wolt’s marketing tools effectively.
• Closely collaborate with account management and local sales teams to align on priorities, performance goals, and joint marketing opportunities.

Performance Reporting, Data Analysis & Insights:

• Track, analyze, optimize and report on marketing performance metrics at the regional and partner level.
• Use data-based insights to optimize marketing strategies and improve return on investment (ROI).
• Provide feedback from the field to continuously improve and shape local marketing strategies.

Our humble expectations

We know that people don’t always meet every requirement listed in a job ad. If this role excites you, we’d love to hear from you — even if your experience doesn’t match every point below.

• Several years of experience in marketing, account management, key account management, partnerships, sales, or a similar commercial role with strong exposure to growth initiatives.
• Experience working with external partners or clients, ideally in industries such as food tech, e-commerce/marketplaces, hospitality, FMCG, retail, lifestyle or other fast-paced, consumer-facing environments.
• A strong commercial mindset — you enjoy spotting opportunities, driving growth and turning ideas into measurable results.
• The ability to think strategically while staying hands-on in execution.
• Confidence in managing partner relationships end-to-end — from identifying opportunities and aligning on goals to launching initiatives together.
• Comfort moving between planning and execution — whether coordinating a photoshoot, setting up a local activation, analyzing performance, or meeting partners face-to-face.
• C2-level German and business-fluent English.
• Willingness to travel regularly in West Germany, and to Berlin HQ on a monthly basis.

What we offer

• Exciting Challenges: You'll be at the forefront of building the new vertical strategy at Wolt and creating marketing strategies for our partners, facing dynamic and engaging challenges in a fast-paced environment.
• Impactful Work: Your efforts will directly contribute to the success of our partners, helping them drive sales, attract new customers, and strengthen their awareness within the Wolt platform.
• Professional Growth: Joining a team of marketing experts, you'll have opportunities for career development and skill enhancement while staying at the cutting edge of digital marketing and analytics.
• Collaborative Environment: You'll work closely with external stakeholders, agencies, and cross-functional teams, fostering collaboration and innovation in achieving common goals.
• Competitive Compensation: We offer a competitive salary and benefits package, ensuring your dedication and expertise are rewarded appropriately.
• Dynamic Culture: Join a company known for its innovative and forward-thinking culture, where adaptability and strategic thinking are highly valued.
• Immediate Impact: Begin your role as soon as possible, making an immediate impact on our restaurant partners and the Wolt platform.
• Flexible working hours & hybrid model
• Dog-friendly office culture.

Next steps

If you're excited about working in a high-growth environment, taking ownership, and being part of an ambitious team, click below to apply and get the conversation started!

Along with a competitive salary and benefits, you will also be eligible for:

• Opportunity to be part of building something exceptional in an international environment
• Lots of learning and growth in a globally scaling tech company

After submitting your application, our Talent Acquisition team will review your profile. If it looks like a good fit, you’ll go through a few rounds of interviews with the hiring manager, team members, and stakeholders. The process is designed to be transparent, efficient, and give you a real feel for life at Wolt.

Please note that we do not accept applications sent by mail. You should submit your application through our careers website!

Our sales team is focused on finding efficient paths to successful, profitable, long-term customers by building a user-driven marketing and sales engine. To do so, we employ a bottom-up enterprise sales model by helping many small, successful customers evolve into larger, successful ones. We act as a key voice of the customer to the product team. We help identify and overcome technical, educational, and competitive obstacles to our continued growth.

We are looking for a Corporate salesperson to join our team who is driven, willing to take risks, and adaptable. This role will be instrumental in powering the Asana revenue engine through innovation & energy, consistently scaling our business and maximising value for our customers. You'll join a talented team focused on helping our current & future customers understand and leverage the power of Asana and work Management. 

This role is based in our Munich office with an office-centric hybrid schedule. The standard in-office days are Monday, Tuesday, and Thursday. Most Asanas have the option to work from home on Wednesdays. Working from home on Fridays depends on the type of work you do and the teams with which you partner. If you're interviewing for this role, your recruiter will share more about the in-office requirements.

What You’ll Achieve:

• Proactively manage a portfolio of corporate customers, serving as their main point of contact
• Hunt, manage and close new & existing business opportunities within your book of business
• Develop & leverage customer champions to expand usage within new teams and departments
• Engage with executive and IT contacts to deploy Asana wall-to-wall
• Champion productivity and collaboration enhancement within EMEA organizations through effective work management.
• Partner closely across Sales, Marketing, Engineering, and Customer Services to coordinate in-person + virtual customer interactions.
• Develop and execute a well-defined quarterly strategy aimed at revenue maximization for your territory.
• Innovate and experiment with new processes that can be replicated across Asana globally.

About You:

• Fluency in written and spoken English and German.
• Practical experience in executing and maintaining a repeatable sales process such as Sandler, MEDDIC or Challenger.
• Demonstrated expertise in prospecting with a track record of building your own pipeline.
• Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making.
• Skilled at acquiring new customers and expanding existing customer base in a competitive market.
• Stellar customer service abilities, showcasing effective communication, empathy, and high integrity.
• End-to-end sales-cycle management skills, from prospecting to closing.
• Proven experience collaborating with internal marketing, business, and product teams to drive efficient, profitable, and successful customer outcomes.
• Proactive in setting clear business goals and priorities; able to translate strategies into actionable plans. Hold yourself and others accountable for performance goals, ensuring business consistently delivers with excellence.

At Asana, we're committed to building teams that include a variety of backgrounds, perspectives, and skills, as this is critical to helping us achieve our mission. If you're interested in this role and don't meet every listed requirement, we still encourage you to apply.

What we’ll offer:

Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. We believe that compensation should be reflective of the value you create relative to the market value of your role. To ensure pay is fair and not impacted by biases, we're committed to looking at market value which is why we check ourselves and conduct a yearly pay equity audit.

For this role, the On-Target Earnings (OTE) range is €150,000 €165,000. The total OTE includes a base salary range of €82,500 - €90,750 and performance-based sales incentive pay (based on the terms of the Sales Incentive Plan). These ranges are a guideline; actual base salary and OTE may vary based on various factors, including market and individual qualifications objectively assessed during the interview process, and the ranges for this role may be modified. 

In addition, your compensation package may include additional components such as equity and benefits. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role.

We strive to provide equitable and competitive benefits packages that support our employees worldwide and include:

• Mental health, wellness & fitness benefits
• Career coaching & support
• Inclusive family building benefits
• Long-term savings or retirement plans
• In-office culinary options to cater to your dietary preferences 

These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.

#LI-Hybrid

The Solutions Org drives customer acquisition and accelerates revenue growth through a mastery of strategic sales and Asana platform expertise. We are trusted advisors for our prospects and clients, driving Asana towards goals of Double the business in three years. Our team bridges the gaps between the voice of business and voice of customer, gathering first-party insights to fuel & inspire further evolutions of our software platform, thereby enabling the world’s teams to work effortlessly today and on into the future. As an Enterprise Solutions Engineer, AI Studio, you'll be part of our specialized AI Solutions team supporting our customers and enabling our sales organization in the validation of Asana’s AI solutions (AI Studio and Asana Teammates). You'll leverage your understanding of AI technologies to translate business challenges into practical solutions, working closely with Account Executives, the core Asana Solution Engineers, as well as Product, Marketing, and Field Readiness.

This role is based in our Munich office with an office-centric hybrid schedule. The standard in-office days are Monday, Tuesday, and Thursday. Most Asanas have the option to work from home on Wednesdays. Working from home on Fridays depends on the type of work you do and the teams with which you partner. If you're interviewing for this role, your recruiter will share more about the in-office requirements.

What you’ll achieve

• Support the technical validation of Asana’s AI solutions, partnering with Account Executives and Solutions Engineers to build solutions that match our customers' pain points.
• Build expertise in AI Studio/AI Teammates, Large Language Models, and Generative AI, effectively explaining technical concepts to various stakeholders.
• Develop a deep understanding of customer needs and articulate how Asana’s AI solutions can address those pain points by presenting a solution and its business impact.
• Conduct technical discussions and demonstrations that position our AI solutions within customers' technology landscape.
• Be a storyteller and help customers imagine how they can use AI to transform their ways of working.
• Build scalable solutions and content to support both large strategic deals as well as smaller discussions.
• Gather customer feedback to provide insights to Product teams on AI Studio capabilities.
• Deliver enablement content and training to support the broader revenue team in having meaningful AI-focused customer conversations.

About you

• 3+ years of experience in Solutions Consulting or similar customer-facing technical roles.
• Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making.
• Understanding of AI LLMs and GPTs, and ability to articulate their business applications.
• Familiarity with work management solutions and their value proposition.
• Proven ability to effectively influence senior-level decision-makers.
• Experience supporting strategic deals and handling common product objections.
• Proficiency in developing product demonstrations, including designing and presenting from decks, briefs, and whiteboards.
• Strong communication skills to explain technical concepts to diverse audiences.
• Adaptable to working in fast-paced environments with changing priorities.

At Asana, we're committed to building teams that include a variety of backgrounds, perspectives, and skills, as this is critical to helping us achieve our mission. If you're interested in this role and don't meet every listed requirement, we still encourage you to apply.

What we’ll offer

Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. We believe that compensation should be reflective of the value you create relative to the market value of your role. To ensure pay is fair and not impacted by biases, we're committed to looking at market value which is why we check ourselves and conduct a yearly pay equity audit.

For this role, the estimated base salary range is between €98,700.00-€112,000.00. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview process. The listed range above is a guideline, and the base salary range for this role may be modified.

In addition to base salary, your compensation package may include additional components such as equity, sales incentive pay (for most sales roles), and benefits. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role.

We strive to provide equitable and competitive benefits packages that support our employees worldwide and include:

• Mental health, wellness & fitness benefits
• Career coaching & support
• Inclusive family building benefits
• Long-term savings or retirement plans
• In-office culinary options to cater to your dietary preferences

These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role.

#LI-Hybrid

We're looking for a commercially driven, AI-fluent sales professional to join Asana's AI GTM Specialist Team. Our sales team is committed to customer centricity — understanding and meeting the unique needs of each customer by delivering exceptional value through tailored solutions and strategic partnerships. The AI GTM Specialist Team sits at the intersection of GTM strategy and product growth, operating as co-prime partners to our core Account Teams to drive ARR, adoption, and customer outcomes across Asana's AI product line. 

In this role, you'll act as both a strategic operator and a product growth driver — embedded across key accounts and segments in your region, supporting the commercial motions that turn AI opportunity into closed revenue. You'll partner closely with core Account Executives, Solutions Engineers, and cross-functional teammates in Marketing, Product, and Field Readiness to shape how Asana's AI products scale. 

This role can either be fully remote depending on where you live in Germany, or based in our Munich office with an office-centric hybrid schedule. If based in-office: The standard in-office days are Monday, Tuesday, and Thursday. Most Asanas have the option to work from home on Wednesdays. Working from home on Fridays depends on the type of work you do and the teams with which you partner. If you're interviewing for this role, your recruiter will share more about the in-office requirements.

What you’ll achieve

• Drive AI product ARR across your region by partnering directly with core Account Teams on AI Studio and AI Teammates deals — owning the commercial strategy, pitch co-development, and deal execution from discovery through close.
• Act as a co-prime commercial partner on AI opportunities, contributing to internal call prep, ROI documentation, business case construction, and direct customer engagement. 
• Translate customer needs and AI use cases into compelling commercial narratives — helping prospects and customers understand how Asana's AI solutions will transform the way their teams work and the measurable value they'll achieve.
• Shape the regional AI GTM motion by contributing to sales plays, pipeline strategy, and forecasting — partnering with core Account Teams to identify, qualify, and accelerate AI opportunities across your assigned segments and accounts.
• Build field enablement and autonomy across your regional sales organisation — delivering training, enablement sessions, and AI-focused content that equips core Account Teams to lead AI conversations independently.
• Serve as a critical feedback loop between the field and Asana's Product, PMM, and R&D teams — translating customer insight, objections, and use case patterns into structured roadmap input that directly influences Asana's AI product direction.
• Be the AI commercial voice for your region, helping leadership and cross-functional partners understand regional trends, opportunities, and risks.
• Develop scalable assets and sales collateral — including pitch decks, ROI frameworks, and AI use case libraries — that extend your impact beyond the deals you directly touch.

About you:

• Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making
• Brings 8+ years of experience in a commercial, customer-facing sales or overlay role — such as Account Executive, Sales Specialist, or similar — with a track record of influencing deals and driving revenue outcomes.
• Understands AI concepts, LLMs, and generative AI well enough to translate their business value to a range of stakeholders, from end-users to C-suite.  
• Proven ability to develop and deliver compelling commercial narratives and pitch materials that connect product capabilities to customer pain points and ROI.
• Comfortable operating in a fast-paced, high-growth environment with evolving priorities. 
• Naturally collaborative and cross-functional — you know how to build trust, earn your place in the room, and amplify the people you support.
• Brings strong analytical thinking to commercial conversations — comfortable building business cases, modelling ROI, and advising on pricing and packaging in partnership with the deal team.
• Familiarity with work management software or SaaS sales is a plus, as is experience selling or positioning AI-powered products in a competitive landscape.

At Asana, we're committed to building teams that include a variety of backgrounds, perspectives, and skills, as this is critical to helping us achieve our mission. If you're interested in this role and don't meet every listed requirement, we still encourage you to apply.

What we’ll offer

Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. We believe that compensation should be reflective of the value you create relative to the market value of your role. To ensure pay is fair and not impacted by biases, we're committed to looking at market value which is why we check ourselves and conduct a yearly pay equity audit.

For this role, the estimated base salary range is between €109,900 - €129,500. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview process. The listed range above is a guideline, and the base salary range for this role may be modified.

In addition to base salary, your compensation package may include additional components such as equity, sales incentive pay (for most sales roles), and benefits. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.

We strive to provide equitable and competitive benefits packages that support our employees worldwide and include:

• Mental health, wellness & fitness benefits
• Career coaching & support
• Inclusive family building benefits
• Long-term savings or retirement plans
• In-office culinary options to cater to your dietary preferences 

These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.

#LI-Remote #LI-SA

JetBrains is a global software company with 2,500+ professionals building tools used by more than 11 million developers worldwide. Alongside our product teams, we rely on a wide range of technical and non-technical roles to support our growth.

To scale efficiently and stay flexible, we’re building a more structured approach to outsourced and contingent workforce hiring. We’re looking for an Outsourcing Talent Partner to own and develop this direction.

About the role

In this role, you’ll take ownership of how JetBrains hires temporary and contract-based talent across multiple locations. You’ll work at the intersection of recruitment, vendor management, and workforce planning—building a scalable and reliable outsourcing model.

You won’t just run processes—you’ll shape them, working closely with hiring managers and cross-functional teams to ensure we have the right talent, through the right channels, at the right time.

What you’ll do

• Build and develop JetBrains’ vendor ecosystem for outsourcing and outstaffing across key locations.
• Own the end-to-end hiring process for temporary staff, across both technical and non-technical roles.
• Partner with hiring managers to define when and how to use outsourcing as a hiring strategy.
• Collaborate with Legal, Procurement, HR Operations, and Talent Acquisition to ensure compliant and scalable processes.
• Establish and track vendor performance metrics (quality, speed, cost, satisfaction), and continuously improve outcomes.
• Identify opportunities to increase efficiency and flexibility in how we hire through external partners.
• Act as a go-to expert for contingent workforce solutions within the company.

We’d love to hear from you if you:

• Have experience in recruitment, vendor management, or workforce solutions, ideally involving outsourcing, outstaffing, or contingent workforce.
• Have hired for both technical and non-technical roles, and can confidently navigate the differences.
• Are comfortable working with external vendors and holding them accountable for results.
• Have experience working in international environments with multiple stakeholders.
• Can balance speed, quality, compliance, and stakeholder experience.
• Enjoy building and improving processes in a growing and evolving setup.
• Have strong communication skills in English.

Application process

Please include a cover letter answering the following questions:

• What excites you about recruitment, and why did you choose this career?
• What experience do you have with temporary staffing solutions across technical and non-technical roles?
• How do you evaluate and manage vendor performance?

#LI-DNI

About the Job

We are looking for a Senior Talent Acquisition Manager (Business & Operations) (m/f/d) to join our team. In this role you'll lead and optimise our recruitment efforts, ensuring the acquisition of top-tier talent to drive our company’s growth and success. 

In your day-to-day work, you will design and implement strategic hiring initiatives, build robust talent pipelines, and collaborate with leadership across our non tech teams to align recruitment strategies with business goals. You will oversee the entire hiring lifecycle, ensuring a seamless candidate experience while promoting diversity, equity, and inclusion in all hiring practices. 

To join our team, you should be excited to:

• Partner closely with leadership to turn business goals into clear, actionable hiring priorities. 
• Build hiring strategies that scale with our growth and anticipate the emerging skill sets we’ll need next.
• Don’t wait for talent to come to you – go out there and build strong pipelines through proactive sourcing to find and engage exceptional engineers for hard‑to‑fill roles.
• Lead the end‑to‑end hiring journey, running every step from outreach to offer with care and impact.
• Stay laser‑focused, always raising the bar on the quality of talent.
• Champion an outstanding candidate experience from first touch to final offer.
• Amplify our employer brand in the deep tech space and craft a narrative that resonates with top talent.
• Use data to guide hiring decisions, challenge assumptions, track funnel health, and continuously improve how we hire. 
• Keep our hiring agile, inclusive, and compliant, while always raising the bar on quality. 

Your Profile

• Proven experience in talent acquisition (5+ years)
• Prior exposure in a Deep tech scaleup would be a big plus. 
• Expert at sourcing, market mapping and building talent pipelines for hard-to-fill roles
• Data-first mindset: you use metrics to guide decisions and influence stakeholders
• Obsessed with great candidate experience and recruitment innovation
• Excellent communication & stakeholder management skills
• Comfortable with ATS and modern recruiting tools
• Fluent in English; German is a plus
• You thrive in fast-growing, high-velocity environments 

Please note that this position is based in either Berlin or Munich. 

Benefits and Perks

• Competitive salary and benefits package
  
• A shaping role in an emerging dual use company
  
• Opportunity to work with a highly innovative, international, and dynamic team
  
• Room for professional growth and development
  
• Participation in the company's success, with access to regular events, knowledge exchange and meetups
  
  

About the Role: 

Veeam, following its acquisition of Securiti AI - the leader in AI-powered data security posture management (DSPM) - is seeking a Senior Manager, Sales to drive growth and lead high-performance teams, oriented around the Securiti AI portfolio. 

The Senior Manager, Sales, DACH will lead sales execution for Securiti AI across the region. This sales leader will be responsible for developing and executing sales plans, building and managing high-performing teams, and helping establish Securiti AI as a leading provider of Data and AI Security, Privacy, and Compliance solutions. 

What You’ll Do: 

• Develop and execute regional sales plans to achieve revenue targets and market penetration goals across the DACH region, working closely with senior leadership to align sales objectives with company vision and growth plans.
• Build, lead, and mentor a high-performing sales team, fostering a culture of excellence and continuous improvement.
• Drive enterprise sales cycles from start to finish, personally engaging with C-level executives at major accounts while enabling the team to do the same, leveraging deep understanding of data security, governance, and privacy landscapes.
• Establish and maintain productive relationships with key technology partners, system integrators, and industry influencers to create new revenue opportunities and enhance market presence.
• Collaborate with Product, Marketing, and Customer Success teams to ensure alignment on go-to-market strategies, product roadmap, and customer needs, providing valuable market feedback to inform cross-functional planning and decisions. 

What You’ll Bring: 

• 12+ years of enterprise software sales experience, with at least 5 years in sales leadership roles.
• Proven track record of consistently exceeding revenue targets in enterprise SaaS sales.
• Extensive experience selling complex technical solutions in security, privacy, compliance, or related fields.
• Strong understanding of data privacy regulations (GDPR, CCPA, etc.) and enterprise security requirements.
• Previous success selling to Fortune 500 companies in regulated industries (Financial Services, Healthcare, Technology).
• Track record of building and maintaining partnerships with major consulting firms and system integrators.
• Experience with modern sales methodologies and tools (Salesforce, MEDDIC, etc.).
• Strategic Execution: Ability to translate company objectives into actionable regional sales plans.
• Team Leadership: Proven ability to recruit, develop, and retain top sales talent.
• Executive Presence: Strong communication and presentation skills, with the ability to engage effectively at the C-suite level.
• Business Acumen: Strong analytical skills and data-driven decision-making approach.
• Change Leadership: Experience leading teams through periods of growth and transformation.
• Experience scaling sales teams and growing annual recurring revenue (10M–30M+). 

What You’ll Get:

Veeam offers benefits that support your whole self: 

• 30 paid vacation days, plus 4 extra global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares
• Statutory public health insurance with employer and employee contributions
• Statutory pension scheme with employer and employee contributions
• Statutory accident insurance fully funded by Veeam
• Supplemental pension plan with employer match and salary sacrifice option
• Supplemental accident insurance with 24/7 worldwide coverage
• Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops and learning events like our annual Global Day of Learning

Please note: If an applicant is permanently located outside of Germany, Veeam reserves the right to decline the application for this position

#LI-DF1 #LI-REMOTE

Your Impact:

The right candidate will have a track record of forging and nurturing relationships with senior-level contacts. These connections should open doors for deploying the Mirakl solution and gaining deeper, strategic market insights. Your persistence and meticulous attention to detail will be key to thriving in this role. The ideal candidate will have proven experience in B2B software sales, preferably with a strong understanding of e-commerce, and a desire to contribute to its continued evolution.

We are looking for a sales experts who possess a strategic mindset, are adept at conceptual and solution selling, and can generate momentum in large, multifaceted organisations. We value candidates who approach the sales process with passion, consistently aiming to maximise opportunities and achieve remarkable results. A background in enterprise software sales is crucial, equipping you to quickly adapt and build a robust pipeline. Your success will hinge on your ability to meet and surpass quota targets through diligent execution of a territory plan.

What you will do at Mirakl:

• Define a sales strategy to meet quarterly objectives set by the Management
• Target new clients in line with the company’s strategy in order to meet the strategic and operational objectives aligned to the geographical perimeter that you will be working within.
• Establish solid relationships with role players at the highest levels of an organization, particularly within the VP, EVP, and C-suite
• Manage the entire sales process from the contact point to the signature of the contract and aid with technical, legal and financial aspects.
• Manage time and territory to maximize velocity and penetration with businesses
• Contribute to developing Mirakl’s network and public visibility to expand it's reach in the marketplace
• Effectively manage prospect/client expectation
• Secure new business opportunities by acquiring new client accounts.

What Mirakl is looking for in a candidate:

• An extensive experience in sales experience, including in the software industry (SAAS and Ecommerce is ideal) or, selling software increasing companies performances such as CRM, e-Commerce, ERP, Supply chain.
• Proven track record of successfully closing complex, high-value deals
• Strong understanding of business practices and industry trends
• Comfortable with conceptual selling while still able to demonstrate ROI
• Demonstrated work ethic and consistent over-achievement
• Excellent verbal/written skills in both German & English is necessary
• Bachelor or Master’s degree or an equivalent qualification in Sales

What We Offer

• Structured Onboarding: Comprehensive training and mentoring from day one.
• Continuous Learning: Access to Mirakl University and ongoing professional development.
• Growth Culture: A collaborative environment that values innovation and diversity.
• Values-Driven: We embody five core values—Get Things Done, Go Above & Beyond, Succeed Through Expertise, Work Hard Together, and Satisfy & Empower Clients.

Recruitment Process

1. Application Review: Our Talent Acquisition team reviews your application.
2. Introductory Call: An initial conversation to learn about you, your experience, and answer your questions about Mirakl.
3. Interviews:
• Business Interview: Meet the hiring manager to discuss your skills and motivation.
• The loop values interviews : Meet with 3 different team members to assess your alignment with our core values
• A Case Study to finalise the process
4. Final Decision & Offer: We move quickly and keep you informed throughout the process.

Benefits at Mirakl :

• Health Insurance: Medical coverage with multiple plan options. The base is covered 100% by Mirakl, with options to add family members. 
• Pension & Life Insurance: Mirakl contributes 100% of the pension and life insurance premiums.
• Egym Wellpass: Access to a flexible gym membership co-financed by the CSE (Works Council), providing access to partner gyms and studios throughout France, both in-person and online.
• Public Transport Pass: 50% reimbursement on your monthly public transport subscription (Pass Navigo, etc.) for commuting between home and office.
• Meal Allowance: Swile restaurant card with €10 daily value, 50% covered by Mirakl (€5 per day).
• Paid Time Off: 25 paid vacation days per calendar year, plus RTT days.
• Hybrid Setup: Minimum 4 days at the office per week, with flexibility to work remotely up to 1 day per week.

Um die schnelle Verbreitung des Marktplatz Modells zu unterstützen und aktiv zu unserem Wachstum beizutragen, sucht Mirakl einen dynamischen, innovativen und teamorientierten Senior Account Executive (m/w/d), der unseren Erfolg sowohl im B2B-Bereich als auch in neuen Branchen ausbaut. Der Beitritt zu unserem Vertriebsteam in unserem Münchner Büro bietet die spannende Chance, einen neuen Markt zu erschließen und eine entscheidende Rolle bei der Gestaltung der Zukunft des B2B-E-Commerce zu spielen. 

Das Ziel Ihrer Rolle ist die Steigerung des Umsatzes und die Förderung und Einführung des Marktplatzmodells bei führenden globalen Unternehmen. 

Erfahrung im Vertrieb von Unternehmenssoftware ist entscheidend, damit Sie sich schnell einarbeiten und eine solide Pipeline aufbauen können. Ihr Erfolg hängt von Ihrer Fähigkeit ab, durch die sorgfältige Umsetzung eines Gebietsplans Ihre Quotenziele zu erreichen und zu übertreffen.

Der richtige Kandidat oder die richtige Kandidatin verfügt über nachweisliche Erfolge beim Aufbau und der Pflege von Beziehungen zu bedeutenden Ansprechpartnern auf hoher Unternehmensebene. Diese sollten Türen für den Einsatz der Mirakl-Lösung öffnen und tiefere, strategische Markteinblicke ermöglichen. Ihre Beharrlichkeit und Ihre Liebe zum Detail sind entscheidend für den Erfolg in dieser Position. Der ideale Kandidat verfügt über nachweisliche Erfahrung im Vertrieb von B2B-Software, vorzugsweise mit einem ausgeprägten Verständnis für E-Commerce, und dem Wunsch, zu dessen weiterer Entwicklung beizutragen.

Wir suchen Vertriebsexperten, die strategisch denken, sich mit konzeptionellem und lösungsorientiertem Vertrieb auskennen und in großen, vielschichtigen Organisationen Impulse setzen können. Wir schätzen Kandidaten, die den Vertriebsprozess mit Leidenschaft angehen und stets danach streben, Chancen zu maximieren und bemerkenswerte Ergebnisse zu erzielen.

Die Rolle umfasst Folgendes:

• Definition einer Vertriebsstrategie zur Erreichung der vom Management festgelegten Quartalsziele
• Gewinnung neuer Kunden im Einklang mit der Unternehmensstrategie, um die strategischen und operativen Ziele zu erreichen, die auf das geografische Gebiet abgestimmt sind, in dem Sie tätig sein werden
• Aufbau solider Beziehungen zu Entscheidungsträgern auf höchster Ebene einer Organisation, insbesondere auf VP-, EVP- und C-Level
• Verwaltung des gesamten Verkaufsprozesses vom Kontaktpunkt bis zur Vertragsunterzeichnung und Unterstützung bei technischen, rechtlichen und finanziellen Aspekten
• Zeit- und Gebietsmanagement zur Maximierung von Geschwindigkeit und Durchdringung bei Unternehmen
• Beitrag zur Entwicklung des Netzwerks und der öffentlichen Sichtbarkeit von Mirakl, um dessen Reichweite auf dem Markt zu erweitern
• Effektives Management der Erwartungen von Interessenten/Kunden
• Sicherung neuer Geschäftsmöglichkeiten durch Gewinnung neuer Kundenkonten

Anforderungen:

Der ideale Kandidat verfügt über:

• Umfangreiche Vertriebserfahrung in der Softwarebranche (SAAS und E-Commerce sind ideal) oder im Verkauf von Software zur Leistungssteigerung von Unternehmen wie CRM, E-Commerce, ERP, Supply Chain
• Einen Master-Abschluss oder eine gleichwertige Qualifikation
• Nachgewiesene Erfolgsbilanz beim erfolgreichen Abschluss komplexer, hochwertiger Geschäfte
• Fundiertes Kenntnisse von Geschäftspraktiken und Branchentrends
• Komfortabel mit konzeptionellem Verkauf, aber dennoch in der Lage, ROI zu nachzuweisen
• Nachgewiesene Arbeitsmoral und konstante Übererfüllung von Zielen
• Exzellente mündliche und schriftliche Fähigkeiten sowohl in Deutsch als auch in Englisch sind erforderlich

Was wir bieten

• Strukturiertes Onboarding: Umfassende Schulung und Mentoring vom ersten Tag an
• Kontinuierliches Lernen: Zugang zur Mirakl University und fortlaufende berufliche Weiterentwicklung
• Wachstumskultur: Ein kollaboratives Umfeld, das Innovation und Vielfalt schätzt
• Werteorientiert: Wir verkörpern fünf Kernwerte – Get Things Done, Go Above & Beyond, Succeed Through Expertise, Work Hard Together und Satisfy & Empower Clients

Recruiting-Prozess

1. Bewerbungsprüfung: Unser Talent Acquisition Team prüft Ihre Bewerbung
2. Einführungsgespräch: Ein erstes Gespräch, um Sie, Ihre Erfahrung kennenzulernen und Ihre Fragen zu Mirakl zu beantworten
3. Interviews:
• Business-Interview: Treffen Sie den Hiring Manager, um Ihre Fähigkeiten und Motivation zu besprechen
• The Loop Values Interviews: Treffen Sie 3 verschiedene Teammitglieder, um Ihre Übereinstimmung mit unseren Kernwerten zu bewerten
• Eine Fallstudie zum Abschluss des Prozesses
4. Endgültige Entscheidung & Angebot: Wir handeln schnell und halten Sie während des gesamten Prozesses auf dem Laufenden

Benefits bei Mirakl:

• Krankenversicherung: AXA-Krankenversicherung und flexible individuelle Gesundheitsleistungen. Diese Leistung ermöglicht es, bis zu 1.500 € pro Jahr für verschiedene medizinische Ausgaben auszugeben
• Renten- und Lebensversicherung: Mirakl zahlt monatlich 2 % des Festgehalts in Ihren Renten- und Lebensversicherungsplan ein
• ClassPass: Genießen Sie 10 monatliche Credits plus ermäßigten Zugang zu über 2.500 Fitnessstudios und Wellness-Studios weltweit
• Öffentliches Verkehrsmittel-Pass: 50 % Erstattung Ihres monatlichen ÖPNV-Abonnements
• Essenszuschuss: Mitarbeiter erhalten einen Essenszuschuss von 3,10 € netto, bezahlt von Mirakl für 15 Mittagessen pro Monat
• Bezahlte Freizeit: 30 anteilige bezahlte Urlaubstage pro Kalenderjahr
• Hybrid-Setup: 4 Tage im Büro & 1 Tag zu Hause

We are looking for a high-energy, performative, team-oriented Enterprise Account Executive to join our rapidly growing EMEA Sales team and extend our success in the Dutch-speaking market (Netherlands, with broader Benelux collaboration) with a focus on Retail and Wholesale.

You will be responsible for driving new enterprise opportunities, engaging C-level stakeholders, and positioning Mirakl’s marketplace platform as a strategic growth lever for leading retailers and brands. You thrive in complex sales cycles, know how to build strong pipelines through a mix of outbound and ecosystem/partner channels, and you operate with strong sales discipline and forecasting accuracy.

Main duties will be to

• Define and execute a territory plan to meet quarterly objectives set by management.
• Target new clients aligned with Mirakl’s strategy and priorities within your geographic scope.
• Build and maintain trusted relationships with VP/EVP/C-suite stakeholders to uncover strategic opportunities.
• Manage the entire sales process from first contact to contract signature (including coordination on technical, legal, security and financial aspects).
• Run a structured and accurate pipeline in Salesforce, with strong forecasting discipline.
• Leverage partners and the e-commerce ecosystem to generate and accelerate opportunities.
• Manage prospect and client expectations throughout the cycle and ensure alignment on ROI/value.
• Contribute to Mirakl’s visibility in the region (events, partners, thought leadership).

Requirements

The ideal candidate will have:

• 5+ years of sales experience, including 3+ years in SaaS / B2B software (e-commerce ecosystem experience is a strong plus).
• A proven track record closing complex enterprise deals (multi-stakeholder, solution/value selling).
• Strong understanding of retail/e-commerce business challenges and ability to articulate ROI.
• A consistent history of over-achievement, resilience, and strong ownership of results.
• Strong communication skills (written and verbal) and executive presence.
• Experience working with structured sales processes and CRM hygiene (Salesforce experience preferred).
• Fluent Dutch and English are mandatory

Our Hiring Process

We keep it transparent and timely. Here’s what to expect:

1. Application review
   Our Talent Acquisition team reviews your application and assesses alignment with role requirements. We strive to respond promptly and keep you informed at each step.
   
   
2. Introductory call (30 minutes)
   A conversation to learn about your background and motivations, and to answer your questions about Mirakl, the team, and the role.
   
   
3. Interviews
   - Business interview (45–60 minutes): Meet the hiring manager to discuss your experience, problem‑solving approach, and impact.
   - Values loop (3 conversations): Meet with team members from different functions to explore your alignment with our core values and ways of working.
   - Case study: A practical exercise (take‑home or live) designed to assess your approach to real‑world scenarios relevant to the role. You’ll receive clear instructions and evaluation criteria beforehand.
4. Final decision and offer
   We consolidate feedback quickly and aim to share decisions without delay. If successful, we’ll walk you through the offer details, benefits, and next steps.

Ready to Join Us?

If you’re excited to help drive Mirakl’s growth, eager to learn, and ready to make an impact, we encourage you to apply—even if you don’t meet every single requirement.

Mirakl is an equal opportunity employer. We celebrate diversity and are committed to building an inclusive environment for all employees. We welcome collaborators with diverse perspectives and experiences—they often go beyond conventional job requirements and fuel our culture of continuous learning.

If you’re ready to join a hyper‑growth company at the heart of digital transformation for the world’s most forward‑thinking organizations, we strongly encourage you to apply.

We are looking for a high-energy, performative, team-oriented Enterprise Account Executive to join our rapidly growing EMEA Sales team and extend our success in the Dutch-speaking market (Netherlands, with broader Benelux collaboration) with a focus on Retail and Wholesale.

You will be responsible for driving new enterprise opportunities, engaging C-level stakeholders, and positioning Mirakl’s marketplace platform as a strategic growth lever for leading retailers and brands. You thrive in complex sales cycles, know how to build strong pipelines through a mix of outbound and ecosystem/partner channels, and you operate with strong sales discipline and forecasting accuracy.

Main duties will be to

• Define and execute a territory plan to meet quarterly objectives set by management.
• Target new clients aligned with Mirakl’s strategy and priorities within your geographic scope.
• Build and maintain trusted relationships with VP/EVP/C-suite stakeholders to uncover strategic opportunities.
• Manage the entire sales process from first contact to contract signature (including coordination on technical, legal, security and financial aspects).
• Run a structured and accurate pipeline in Salesforce, with strong forecasting discipline.
• Leverage partners and the e-commerce ecosystem to generate and accelerate opportunities.
• Manage prospect and client expectations throughout the cycle and ensure alignment on ROI/value.
• Contribute to Mirakl’s visibility in the region (events, partners, thought leadership).

Requirements

The ideal candidate will have:

• 5+ years of sales experience, including 3+ years in SaaS / B2B software (e-commerce ecosystem experience is a strong plus).
• A proven track record closing complex enterprise deals (multi-stakeholder, solution/value selling).
• Strong understanding of retail/e-commerce business challenges and ability to articulate ROI.
• A consistent history of over-achievement, resilience, and strong ownership of results.
• Strong communication skills (written and verbal) and executive presence.
• Experience working with structured sales processes and CRM hygiene (Salesforce experience preferred).
• Fluent Dutch and English are mandatory

Our Hiring Process

We keep it transparent and timely. Here’s what to expect:

1. Application review
   Our Talent Acquisition team reviews your application and assesses alignment with role requirements. We strive to respond promptly and keep you informed at each step.
   
   
2. Introductory call (30 minutes)
   A conversation to learn about your background and motivations, and to answer your questions about Mirakl, the team, and the role.
   
   
3. Interviews
   - Business interview (45–60 minutes): Meet the hiring manager to discuss your experience, problem‑solving approach, and impact.
   - Values loop (3 conversations): Meet with team members from different functions to explore your alignment with our core values and ways of working.
   - Case study: A practical exercise (take‑home or live) designed to assess your approach to real‑world scenarios relevant to the role. You’ll receive clear instructions and evaluation criteria beforehand.
4. Final decision and offer
   We consolidate feedback quickly and aim to share decisions without delay. If successful, we’ll walk you through the offer details, benefits, and next steps.

Ready to Join Us?

If you’re excited to help drive Mirakl’s growth, eager to learn, and ready to make an impact, we encourage you to apply—even if you don’t meet every single requirement.

Mirakl is an equal opportunity employer. We celebrate diversity and are committed to building an inclusive environment for all employees. We welcome collaborators with diverse perspectives and experiences—they often go beyond conventional job requirements and fuel our culture of continuous learning.

If you’re ready to join a hyper‑growth company at the heart of digital transformation for the world’s most forward‑thinking organizations, we strongly encourage you to apply.

We are looking for a high-energy, performative, team-oriented Enterprise Account Executive to join our rapidly growing EMEA Sales team and extend our success in the Dutch-speaking market (Netherlands, with broader Benelux collaboration) with a focus on Retail and Wholesale.

You will be responsible for driving new enterprise opportunities, engaging C-level stakeholders, and positioning Mirakl’s marketplace platform as a strategic growth lever for leading retailers and brands. You thrive in complex sales cycles, know how to build strong pipelines through a mix of outbound and ecosystem/partner channels, and you operate with strong sales discipline and forecasting accuracy.

Main duties will be to

• Define and execute a territory plan to meet quarterly objectives set by management.
• Target new clients aligned with Mirakl’s strategy and priorities within your geographic scope.
• Build and maintain trusted relationships with VP/EVP/C-suite stakeholders to uncover strategic opportunities.
• Manage the entire sales process from first contact to contract signature (including coordination on technical, legal, security and financial aspects).
• Run a structured and accurate pipeline in Salesforce, with strong forecasting discipline.
• Leverage partners and the e-commerce ecosystem to generate and accelerate opportunities.
• Manage prospect and client expectations throughout the cycle and ensure alignment on ROI/value.
• Contribute to Mirakl’s visibility in the region (events, partners, thought leadership).

Requirements

The ideal candidate will have:

• 5+ years of sales experience, including 3+ years in SaaS / B2B software (e-commerce ecosystem experience is a strong plus).
• A proven track record closing complex enterprise deals (multi-stakeholder, solution/value selling).
• Strong understanding of retail/e-commerce business challenges and ability to articulate ROI.
• A consistent history of over-achievement, resilience, and strong ownership of results.
• Strong communication skills (written and verbal) and executive presence.
• Experience working with structured sales processes and CRM hygiene (Salesforce experience preferred).
• Fluent Dutch and English are mandatory

Our Hiring Process

We keep it transparent and timely. Here’s what to expect:

1. Application review
   Our Talent Acquisition team reviews your application and assesses alignment with role requirements. We strive to respond promptly and keep you informed at each step.
   
   
2. Introductory call (30 minutes)
   A conversation to learn about your background and motivations, and to answer your questions about Mirakl, the team, and the role.
   
   
3. Interviews
   - Business interview (45–60 minutes): Meet the hiring manager to discuss your experience, problem‑solving approach, and impact.
   - Values loop (3 conversations): Meet with team members from different functions to explore your alignment with our core values and ways of working.
   - Case study: A practical exercise (take‑home or live) designed to assess your approach to real‑world scenarios relevant to the role. You’ll receive clear instructions and evaluation criteria beforehand.
4. Final decision and offer
   We consolidate feedback quickly and aim to share decisions without delay. If successful, we’ll walk you through the offer details, benefits, and next steps.

Ready to Join Us?

If you’re excited to help drive Mirakl’s growth, eager to learn, and ready to make an impact, we encourage you to apply—even if you don’t meet every single requirement.

Mirakl is an equal opportunity employer. We celebrate diversity and are committed to building an inclusive environment for all employees. We welcome collaborators with diverse perspectives and experiences—they often go beyond conventional job requirements and fuel our culture of continuous learning.

If you’re ready to join a hyper‑growth company at the heart of digital transformation for the world’s most forward‑thinking organizations, we strongly encourage you to apply.

Role: Chief Technology Officer (Chief Technology Officer) 

Company: Star / Trac

Location: Munich

About Star / Trac

For more than 25 years, we at star/trac have been enabling industrial companies to manage yard and site processes securely, efficiently, and transparently. Our focus is on complex plant environments in the chemical and steel industries, where smooth operations do not begin at the gate, but are prepared before arrival.

With our yard management platform flow, companies involve carriers and drivers in the processes at an early stage. Digital pre-registration and self-service options allow deliveries, pickups, and time slots to be coordinated and made transparent in advance.

On this basis, flow controls all processes in the yard centrally, transparently, and in real time. From arrival at the gate, weighing, and security to loading, unloading, and departure. flow combines operational processes, security requirements, and data into an integrated overall system. The result is significantly reduced throughput times, lower costs, and stable, secure operation even with high complexity.

Our customers, including numerous global players and world market leaders, value star/trac not only for its modern, scalable technology, but above all for its in-depth understanding of processes and many years of industry experience. Together with our customers, we create sustainable best-practice yards that permanently combine efficiency, transparency, and security.

Job Description: 

The Chief Technology Officer (CTO) is a key member of the executive team charged with driving product direction, market success, and aligning company-wide vision and business goals with technology and market demands. Reporting directly to the CEO, the CTO is tasked with creating a product strategy, roadmap planning, and driving product development while leading technology and digital transformation within the organization.

The CTO will be instrumental in aligning technology initiatives with business and strategic goals, fostering innovation, and preparing the company for future growth and market leadership.

A central part of the role is defining how the product should evolve, including where AI can create meaningful value for customers and where AI-augmented, agentic ways of working can improve speed, quality, and effectiveness across the software development lifecycle.

The CTO will be the key executive responsible for setting the technological direction, driving product innovation, and ensuring successful cross-functional collaboration with the parent company.

This role requires a strategic and hands-on leader with deep technical expertise, strong business acumen, and the vision to shape the future of the product while turning product and technology strategy into practical execution. The CTO will lead software development, Quality Assurance, Implementation Consulting, and Cloud Delivery and thus play a crucial role in expanding the product offering and modernizing how software is designed, built, tested, and delivered.

Key Responsibilities

Develop a vision
Working with executive management, clients and product team, the CTO will develop, share, update, and align their vision of the product with the CEO and senior management team by creating a product vision statement that acts as a guide for the whole company and the product development team in particular:

• Develop and implement a forward-thinking technology strategy that aligns with the business objectives and supports the broader goals of the parent company.
• Define a clear vision for product evolution by translating customer insights into priorities, including where AI can improve customer outcomes and create differentiation.
• Identify and integrate emerging technologies to enhance the company’s solutions and maintain a competitive edge in the market.
• Lead the exploration and development of new product features and innovations that meet customer demands and drive business growth.

Provide strategy and leadership
The Chief Technology Officer (CTO) will oversee product delivery by creating processes, roadmaps, and strategies to turn the company vision and business objectives into reality. As part of this process, the CTO will:

• Lead the company’s transition toward AI-augmented and agentic software delivery, ensuring AI is applied pragmatically both in the product and across the SDLC where it clearly improves outcomes.
• Create and execute a product, architecture and engineering roadmap.
• Assess opportunities, risks, and drive decisions to best ensure the company’s competitive advantage.
• Communicate our product and technology strategy to clients, partners and stakeholders.
• Make the business case for any new product, major enhancement and/or technology initiatives.

Team development and processes

•   Coach teams on using AI and agentic practices across the SDLC to improve quality, speed, documentation, and engineering effectiveness.
•   Short and long term team design and resource planning to meet goals.
•   Attract and hire great talent - employees, freelancers and subject domain experts as advisers.
•   Nurture and grow our culture of curious problem solving, testing and shared learning.
•   Ensure clear and constantly improving delivery and quality assurance processes.
•   Set, monitor and meet KPIs.

Product, Architecture and Engineering

• Drive practical agentic development across the SDLC, improving software design, engineering, testing, QA, implementation, and delivery effectiveness through targeted use of agents and AI.
• Ownership of the specification, architecture, and implementation of the company's R&D on-going initiatives building a state-of-the-art SaaS solution.
• Evaluate and implement new tools and infrastructure, keeping up with tech trends.
• Ensure cross-functional collaboration across teams to ensure timely and successful delivery of high-quality products on time and within cost structure to the business’ financial targets.
• Optimize performance and security.

Qualifications for success:

• Strong experience in software product, SaaS, or technology-enabled service environments.
• Significant experience in software product management, technology leadership or a similar role within the technology sector.
• Strong track record of interpreting customer needs and market trends, and translating them into successful product strategies and roadmaps.
• Demonstrated ability to shape product direction and evolution, including identifying where AI can strengthen the product and where agentic approaches can improve software delivery.
• Hands-on experience applying AI-assisted and agentic development practices across the software development lifecycle to improve engineering effectiveness, code quality, test quality, documentation, and delivery performance.
• Ability to lead and motivate teams across a variety of functional roles.
• Extensive experience in IT leadership, including infrastructure management and cybersecurity.
• Exceptional communication and interpersonal skills, with the ability to influence and collaborate effectively at all levels.
• Strong strategic thinking and problem-solving skills, with the ability to translate business goals into actionable technology strategies.
• Hands-on mindset, with the ability to stay close enough to product and engineering work to coach teams and lead transformation by example.
• Business level fluency in English and German.

Please submit your application using an English version of your CV.

Valtech is the Experience Innovation company, combining the uncommon to unlock a better way for people to experience the world. We work at the intersection of diverse disciplines, cultures and perspectives to create solutions that achieve the exceptional – helping brands make the leap beyond the competition and become leaders in a digital world.  
 
With experience in design, data and technology, we blend diverse disciplines and perspectives to create exceptional digital solutions. We help brands leap ahead by reimagining customer journeys, transforming operations, and optimizing multichannel digital platforms. 

The Opportunity 

Valtech is looking for a Senior Business Developer (all genders) to help drive our continued growth across Germany and / or Switzerland.  
 

You love the intersection of design, data and strategy with digital solutions. You understand the consultancy world — because you’ve been in it — and you can translate digital jargon into boardroom strategy. Whether it’s B2B or B2C, you know how to identify business challenges and shape digital solutions that make a real impact. You’re not just a seller — you’re a trusted advisor, capable of guiding clients through transformation journeys that touch every part of their business. 
 

You’ll be responsible for acquiring new enterprise clients and driving strategic conversations across different industries, playing a key role in scaling Valtech’s presence across the region. Backed by the One Valtech regional delivery model, you’ll collaborate with teams of strategists, creatives, technologists and data specialists to deliver full-service digital solutions that matter. 

Role Responsibilities: 

• Position Valtech as a trusted go-to-market partner and consultative advisor for clients across Germany and/or Switzerland
• Define and execute a focused go-to-market strategy, with a strong emphasis on winning net-new clients in key industries
• Own the full end-to-end sales cycle: from lead generation and qualification to solution design, pitching, and closing
• Leverage your existing network to build and grow meaningful, long-term client relationships
• Build and maintain a high-quality pipeline through outbound efforts, inbound leads, partner referrals, and your personal network
• Lead RFP processes and pitch teams with a strong focus on value-based selling and consultative engagement
• Partner closely with marketing and demand generation to drive campaigns and pipeline growth
• Collaborate with strategic technology, martech, and data partners
• Keep forecasts and pipeline up to date and transparent in Salesforce
• Stay on top of Valtech’s capabilities, case studies, and the evolving digital landscape
• Represent Valtech at industry events, networking opportunities, and partner activations

Must Have Experience/Qualifications: 

• Proven experience in business development or sales within a digital agency or consulting environment
• Track record of selling complex, multi-year engagements across digital experience, strategy, data, and technology
• Strong network in Germany or Switzerland, ideally including enterprise decision-makers and C-level contacts
• Confidence in leading consultative sales conversations and building compelling business cases
• Experience owning and delivering against multi-million revenue targets
• High level of drive and execution speed, with the ability to adapt quickly in a changing environment
• Excellent communication skills and a natural ability to build strong relationships
• Ability to engage and influence senior executives and cross-functional teams
• Fluent in German and English

Commitment to reaching all kinds of people 

We design experiences that work for all kinds of people - and that starts with our own teams. At Valtech, we’re intentional about building an inclusive culture where everyone feels supported to grow, thrive and achieve their goals. No matter your background, you belong here. Explore our Diversity & Inclusion site to see how we’re creating a more equitable Valtech for all. 

Your application process 

Once you apply, our Talent Acquisition team will review your application. If your skills and experience align with the role, we’ll reach out for next steps. 

⚠️ Beware of recruitment fraud: Only engage with official Valtech email addresses ending in @valtech.com. 

We are committed to inclusion and accessibility. If you need reasonable accommodations during the interview process, please either indicate it in your application or let your Talent Partner know. 

About Valtech 

Valtech is the experience innovation company that exists to unlock a better way to experience the world. By blending crafts, categories, and cultures, we help brands unlock new value in an increasingly digital world. 

At the intersection of data, AI, creativity, and technology, we drive transformation for leading organizations, including L’Oréal, Mars, Audi, P&G, Volkswagen Dolby, and more. 

At Valtech, we don’t just talk about transformation. We make it happen. Our people are the heart of our success, and we foster a workplace where everyone has the support to thrive, grow and innovate. 

Are you ready to create what’s next? Join us. 

Why do we state “all genders” in the title of this job description?
As per the AGG (General Equal Treatment Act) in Germany and equivalent in France, jobs must be advertised in a gender-neutral manner. We use the statement (all genders) to make it clear that this position is open to all genders in these countries, even if the job title itself can be translated or interpreted as "masculine" in the French or German language.

Join us as a (Senior) Release Manager - System-of-Systems (all genders) in our Technical Program Management domain and help shape the future of autonomous mobility!

To make the vision of an autonomously driving mobility service a reality, we are building up the new business domain “System-of-Systems”.  Within this domain, all activities for integrating the entire Robot-Taxi-Service out of several subsystems are conducted. A key task is the release management, which manages and coordinates the releases of all software & hardware components, resulting in an overall release for the Robot-Taxi-Service.

As a (Senior) Release Manager in our Technical Program Management domain, you will have the opportunity to shape processes, drive impactful changes, take ownership of projects, and participate in decision-making within our System-of-Systems domain.

What you will do

Release:

• Architect and optimize the release management processes for our autonomous ridepooling development, ensuring seamless and efficient deployment of software for different variants.
• Conduct in-depth analysis of the existing release process, identifying bottlenecks and areas for improvement, and implement technical solutions to streamline and simplify the workflow.
• Develop and implement automated solutions for artifact creation, deployment, and testing enablement, leveraging coding expertise to enhance the overall release pipeline.
• Collaborate with development and operations teams to integrate automation tools and methodologies into the release process, ensuring reliability and consistency in software delivery.
• Champion open communication and knowledge-sharing across teams, acting as a technical focal point to facilitate the resolution of release-related challenges.
• Establish a long-term roadmap for evolving and standardizing release processes across various projects, with a focus on scalability and maintainability.
• Act as a crucial connector between technical development, testing, and stakeholders. facilitating seamless collaboration and communication among cross-functional teams.

Testing:

• Bring the product to life and be able to contribute to our system testing activities and help deploy software updates to our test fleet, gaining valuable insight into the practical application of artefacts in real-world scenarios.
• Participate in the verification and validation of our developed functionality within the target system environment.

What will help you to fulfill your role 

• Previous experience as a Release Manager/Engineer or in a similar role, coordinating software releases in a fast-paced environment.
• Strong understanding of software development lifecycle and/or ASPICE and the application within agile environment.
• Familiar with CI/CD practices and tools.
• Experience with software application life cycle management (i.e. Polarion, Codebeamer, Jama, ...) and ability to orchestrate releases from such tools.

Nice-to-have: 

• Hands-on experience in system testing (HiL and ViL).

We welcome applicants from diverse backgrounds — even if you don’t meet every requirement. If you’re excited about the role and MOIA’s mission, we’d love to hear from you!

Questions? Reach out to the Talent Acquisition Manager, Martynas, directly.

Purpose of the Role

To serve as a highly strategic consultative advisor to designated business units/leaders, driving business outcomes through people strategies. The Senior HR Business Partner is a crucial partner who translates business priorities into HR initiatives, focusing on organisational design, talent and succession , change management, leadership, and performance management to ensure the business unit achieves its strategic goals.

Key Responsibilities

Strategic Business Partnership & Organisational Effectiveness: 

• Embed within the business unit to deeply understand its strategic roadmap, P&L drivers, competitive landscape, and operational challenges.
• Use business insights to design, recommend, and implement HR strategies (e.g., structure, roles, capabilities) that enhance organisational effectiveness and drive quantifiable business results.

Strategic Workforce & Talent Planning: 

• Lead the business unit's strategic workforce planning, assessing future talent needs, identifying critical roles, and developing integrated talent strategies for acquisition, internal mobility, and succession planning.
  
  Performance and Talent Management Cycle Leadership: 
• Own and drive the effectiveness of the entire performance and talent management cycle within the designated units.
• Coach managers to have high-impact performance conversations, identify high-potential talent, and create structured development/career paths to retain and elevate top performers.
• Address performance issues with clear, systematic, and legally compliant processes.

Change Leadership & Culture Transformation: 

• Design and execute HR interventions to support business changes
• Act as a culture champion, utilising data-driven diagnostics (e.g., engagement surveys, pulse checks) to influence leadership on required shifts in culture, values, and employee experience.

Data-Driven HR & Business Insight: 

• Leverage HR data (e.g., turnover, engagement, D&I, time-to-fill, performance ratings) and financial data to provide the business leadership with predictive insights.
• Use data to challenge assumptions, measure the ROI of HR initiatives, and guide strategic decision-making.

Complex Employee Relations & Risk Management: 

• Handle sensitive, complex, and high-risk employee relations issues, including executive coaching on team dynamics and managing compliance investigations, ensuring alignment with legal requirements and fostering a fair, high-integrity working environment.

Compensation & Reward Alignment: 

• Partner with the Compensation & Benefits team to ensure reward structures (salary, bonus, equity) are competitive, internally equitable, and reinforce the desired performance culture and business outcomes within the unit.

Skills & Qualifications

• Bachelor's degree in HR, Business Administration, Organisational Development, or a related field. Master’s degree or relevant professional certification (e.g., CIPD, SHRM) is highly desirable.
• Minimum of 5 years of progressive HR experience, with at least 3-4 years in a dedicated, strategic HR Business Partner role, preferably supporting a complex, high-growth, or international business unit.
• Deep business acumen and understanding of P&L drivers, organisational functions, and how people strategy directly impacts financial and operational performance.
• Demonstrated success in leading change management initiatives and influencing executive-level stakeholders without direct authority.
• Expert knowledge of employment law and best practices in employee relations, performance management, and talent development especially in Germany, France, Poland and the UK
• Exceptional communication, consultation, and analytical skills, with a proven ability to translate data into actionable business strategies.
• Strong executive coaching and conflict resolution skills.