Role

We are looking for an Account Executive to join our APJ Field Sales team in a hybrid capacity in Auckland (3 days a week in-office), reporting to the Regional Director. This role is a key part of the Zscaler NZ mid-market business, working through our ecosystems of channel partners to drive customer satisfaction, technical outcomes, and security for NZ businesses. You will be responsible for running a territory strategy and leading a team through prospecting and account management to deliver on key sales objectives as the strategic lead of a high-volume business centered on customer obsession.

What you’ll do (Role Expectations)

• Drive Territory GTM sales execution in lockstep with the NZ Regional Director
• Develop and lead the territory partner strategy and long-term growth plan
• Understand and resolve customer pain points using Zscaler's unique value proposition
• Develop and execute detailed territory and account plans involving partner alignment and marketing support
• Partner with Solution Engineers and engage cross-functional teams within the organization to support partners and customers

Who You Are (Success Profile)

• You act like an owner. Your passion for the mission fuels your bias for action, and you operate with integrity because you genuinely care about the outcome.
• You are a high-trust collaborator. You are ambitious for the team, not just yourself, and you embrace a challenge culture by giving and receiving ongoing feedback with clarity and respect.
• You are a positive force. You approach hard problems with constructive energy and a 'can-do' spirit that is contagious, inspiring your team to stay focused on the solution.
• You operate with urgency. You understand that in a high-growth environment, speed and quality are not mutually exclusive, and you have a relentless focus on delivering high-impact results.
• You are resilient and adaptable. You view change as an opportunity, maintain composure in high-pressure situations, and guide yourself and your team through complexity with a steady hand.

What We’re Looking for (Minimum Qualifications)

• 3+ years of Sales and Account Management experience
• Proven ability as a self-starter capable of bringing disruptive technologies to the benefit of customers
• Relevant industry experience, specifically working with Enterprise channel and customers
• Established, high-trust customer relationships
• Willingness to travel within the region as required to support partners and the sales team

What Will Make You Stand Out (Preferred Qualifications)

• Strong communication skills with a proven ability to engage and influence partners and customers
• Deep expertise in network, cyber, and cloud security solutions

#LI-Hybrid

#LI-NL1

As a Territory Account Executive (TAE), you’ll play a pivotal role in bringing this vision to life — helping customers unlock the power of their data, modernise their infrastructure, and accelerate transformation. You’ll join our Commercial team in New Zealand, focussed primarily on the South Island and smaller regions in the North Island, with the autonomy to own a dynamic territory, driving growth across a broad set of customers, from re-engaging relationships to winning new logos.

At Everpure, you’ll join a culture built on curiosity, innovation, and integrity. We celebrate diverse perspectives, challenge convention, and empower our people to think big, take bold action, and make a measurable impact. This is your opportunity to grow your career with one of the most innovative technology companies in the world and to do work that truly changes how businesses use data to compete and win.

The Role

The Territory Account Executive (TAE) is a key growth role within Everpure New Zealand’s Go-To-Market organisation. This position focuses on driving growth across all accounts not currently managed by an Account Executive, including the full install base, dormant accounts, and new inbound opportunities. TAEs are responsible for expanding Everpure's footprint, reigniting customer relationships, and capturing new business through a combination of direct engagement and partner collaboration.

What You'll Do

• Drive Account Growth & Pipeline: Execute sales activities to generate revenue, manage a high-volume pipeline, and contribute to closing deals on a quarterly basis.
• Execute Outreach & Prospecting: Perform consistent, high-activity prospecting to penetrate new accounts, reach decision-makers, and learn how to win new business effectively.
• Support Partner Strategy: Collaborate closely with Channel Partners and Partner Managers to align on customer engagement and utilize partner resources to advance opportunities.
• Reactivate Customer Relationships: Focus on re-engaging dormant or inactive customers by discovering new business use cases and identifying potential refresh and expansion opportunities.
• Build Foundational Skills: Develop and deliver proposals and business cases that clearly demonstrate the value of Everpure's solutions, supported by internal experts.
• Maintain Sales Discipline: Diligently manage sales technology (Salesforce), deliver accurate forecasts, and maintain strong time management to thrive in a fast-paced, team environment.

What You Bring

• Proven Sales Experience: Demonstrated success in direct, full-lifecycle B2B technology sales with a consistent record of meeting or exceeding sales metrics (KPIs).
• Sales Drive & Motivation: A high degree of self-motivation, strong time management skills, demonstrates initiative and the drive to learn quickly and succeed across both transactional and early-stage strategic sales motions. 
• Collaborative Mindset: Demonstrated success working with both internal teams and channel partners to ensure seamless customer engagement and shared goal achievement.
• Digital Proficiency: Proficiency with core sales technologies, including Salesforce and G Suite, and an ability to use data to prioritize daily activities. 
• Communication & Presence: Strong verbal and written communication skills suitable for engaging with business leaders and maintaining professional business relationships.
• Resilience & Focus: A competitive, positive attitude combined with strong organizational and time management skills necessary to handle a dynamic, high-activity territory.
• Language Skills: Business Level, written and spoken, English language skills required.

Nice to Have

• Industry Knowledge: Prior knowledge of the storage industry and familiarity with how data solutions drive business outcomes.
• Channel Sales Expertise: Understanding of channel-led sales motions and experience collaborating effectively within the broader partner ecosystem.
• Sales Training: Completion of a structured B2B sales methodology training (e.g., Business Value Selling or similar).
• Digital Tools: Experience using digital prospecting and engagement tools (e.g., Outreach, LinkedIn Sales Navigator) to accelerate the sales cycle.

#LI-ONSITE

THE ROLE

Everpure is seeking a dynamic and driven Sales Hunter to join our Enterprise team in New Zealand. In this role, you’ll be at the forefront of developing new business, working with our channel resellers and key customer accounts. Collaborate with Sales, Pre-sales, Partner sales, and Field Marketing teams to drive success in the Enterprise private sector.

WHAT YOU'LL DO

As an Account Executive, you will:

• Promote Innovative Solutions: Advocate for our all-flash enterprise storage technology.
• Build Relationships: Foster strong connections with customers, ensuring high satisfaction.
• Lead and Strategize: Direct pursuit teams and develop account plans to secure new customers.
• Manage Sales Pipeline: Drive activities to meet and exceed sales quotas.
• Collaborate with Partners: Work with Channel, GSI, and Ecosystem Partners to position Everpure.
• Execute Account Strategies: Develop and implement strategies to close deals consistently.
• Deliver Results: Surpass quotas, maintain a strong pipeline, and drive referenceable business.
• Communicate Effectively: Present proposals highlighting Everpure’s benefits.

WHAT YOU BRING

To excel in this role, you should have:

• Sales Passion: A strong drive for sales and relationship building.
• Enterprise Experience: Experience with direct/indirect sales on Enterprise accounts.
• Partner Collaboration: Experience working with Channel, GSI, and Ecosystem Partners.
• Prospecting Skills: Advanced skills in engaging new customers required.
• Ambition and Drive: A goal-oriented attitude and desire to drive change.
• Proven Success: A track record of exceeding quotas and maintaining a robust pipeline.
• Adaptability: Ability to thrive in a fast-paced environment.
• Industry Knowledge: Understanding of cloud computing and Data Centre Architecture.
• Communication Skills: Excellent time management and communication abilities.
• Experience: 8+ years of field sales experience.
• Language Skills: Excellent professional English proficiency.

Join Everpure New Zealand and be part of a team that's redefining data storage. Apply now and unleash your potential!

#LI-ONSITE

Your role

As a Partner Account Manager, you’ll be managing our existing partners as well as recruiting and onboarding new regional partnerships to drive indirect sales in your designated territory. You will become a subject matter expert on Dialpad and all our products, leveraging your expertise to educate, train, and capture mindshare with our partners. Our PAM teams work closely with the National Team, which serves as our program's new-business and partner-recruitment engine.

You will contribute to our global sales team by acquiring new partners, activating existing partners, uncovering market opportunities, and driving market conversation about Dialpad! The international sales team comprises Sales Development, Channel, Enablement, SMB, Mid-Market, and Enterprise—all teeming with unbridled passion and grit. Our representatives help businesses solve complex communications issues experienced by many around the world.

Dialpad’s Partner Account Managers are tasked with recruiting, enabling, and managing partners in their assigned territories.

Dialpad’s Channel team plays an essential role in our GTM motions. This team partners closely with our SMB, Mid-Market, and Enterprise teams to continually improve new customer acquisition and customer base expansion.

This position is based in New Zealand, and reports to our Managing Director, APAC.

What you’ll do

• You’ll be a go-to Dialpad expert for partners in your assigned territory.
• Confident in presenting the Dialpad company presentation and product demonstration to channel partners.
• You’ll recruit and onboard new channel partners by providing product training, solution demonstrations, and access to the partner portal.
• You’ll be focused on building long-standing relationships with partners, consistently engaging with them to uncover and drive new business opportunities.
• You’ll effectively oversee and manage the sales funnel to ensure all opportunities progress through the sales cycle.
• You’ll be working closely with marketing to build partner recruitment webinars and sequences to increase Dialpad brand awareness amongst the partner community.
• You will be an integral part of GTM motions.

Skills you’ll bring 

• 2+ years of experience in channel management and/or technology sales.
• Recent experience working for an emerging tech company.
• Has met/exceeded direct sales goals.
• Must show a proven methodology to prospect and build a pipeline.
• Experience driving the sales process across internal and external teams (channel, engineering, marketing, field).
• Proven track record of sustained over-performance against sales quota and pipeline goals.

Who we are:

We're Dexibit. We love dinosaurs and data. Our Kiwi AI product helps visitor attractions (museums to zoos to theme parks) make sense of their data and make better decisions. We work with big international names alongside local favourites like MOTAT and Weta. We’ve been widely recognised in industry and picked up a few awards along the way from HiTech, NZIBA, TIN and more. 

Dexibit recently joined accesso, a global technology company serving over 1,000 venues across 30+ countries. That means our platform, our reach, and the complexity of the problems we get to solve just got a lot bigger. 

What we build :

Dexibit brings together our deep domain knowledge, AI-ready data platform, served through an agentic interface. We create value for our customers by addressing non-trivial tasks like strategic modelling, scheduling, operational reporting and analysing visitor feedback. 

Under the hood, the AI layer orchestrates real business logic and APIs: integration packs, custom datasets and benchmarks, context control features, and our query and visualisation infrastructure. 

The agentic interface is where we're investing new feature development. Think streaming, context window management, tool orchestration, sandboxed execution. There's real depth here, and real problems to solve. 

Where you fit :

We're looking for a product-minded software engineer who can shape what we build and how we build it. You'll be in the code every day. But we value engineers who lead naturally: through design decisions, technical direction, mentorship, and bringing the team along. 

You're full-stack, but you lean heavily to one side, whether that's backend data systems or frontend product engineering. With the depth of our problems (and the leverage that frontier LLMs now give us), we believe strong engineers need real depth on one side while being capable and willing to contribute across the stack. 

What you bring :

You break complex problems into simple, elegant solutions. You're a great communicator with strong customer empathy. You're quick to understand the why behind the work. 

You're a proven engineer (5+ years) with experience across different systems and domains. You've shipped impactful work and can talk honestly about the failures as well as the wins. 

You bring curiosity and humility. You mentor naturally. You're not afraid to give constructive feedback, and you genuinely enjoy learning from others' perspectives. 

Our tech stack :

• Languages we use: English, TypeScript, Java, Python, SQL 

• Data systems: PostgreSQL, DuckDB, Databricks, OLTP/OLAP 

• Platforms: cloud native on AWS (with Ansible + CDK), Datadog, Modal, LangFuse 

• AI/LLM: OpenAI/Anthropic models, Pydantic, AI SDK, LangChain4J, XGBoost, Prophet 

• UI: React, Jotai/Redux Toolkit, BFF, data viz, possibly WASM in the future 

• Systems: mix of serverless, services, and monolith 

• Way of working: cycles, communication over process 

• Dev tooling: Claude Code, Codex. We build AI, and we build with AI 

Details :

• Auckland-based, hybrid (3 days in-office / 2 at home) 

• We're open on level. Whether you're a strong senior engineer or someone with 15 years under your belt, we'll meet you where you're at in terms of title and compensation. 

Even if you can't tick every box, we still encourage you to apply. Dexibit recognises all our team as diverse and unique individuals. 

What is the role  

Mon-Fri, 38 hours a week reporting to our Erina office.  

We are seeking a Senior Engineer to support and maintain client IT environments.  

This role is responsible for troubleshooting infrastructure and LAN/WAN network issues, performing remedial maintenance, and assisting with the rollout of new technologies. You will collaborate closely with the Service Delivery team to ensure system reliability and consistent delivery against agreed SLAs. 

Key responsibilities of the role include but may not be limited to the following: 

• Provide remote and onsite IT support for client environments 

• Troubleshoot, repair, configure, and upgrade hardware, networks, and systems 

• Work with clients to gather requirements and recommend technology solutions 

• Support projects including migrations, upgrades, and infrastructure changes 

• Create and maintain technical documentation and designs 

• Monitor systems, manage incidents, and ensure standards compliance 

• Liaise with vendors and provide pre‑sales technical support’ 

• Act as an escalation point and mentor junior team members 

• Continuously improve, automate, and document technical processes 

Who are we looking for 

This is a customer‑facing, hands‑on technical role requiring strong communication and presentation skills. The successful candidate will be highly technical, able to work autonomously, and possess excellent time management and organizational skills.  

In addition to a confident and professional manner, the role requires solid technical expertise including: 

• 5+ years’ experience working in a Senior Engineer role 

• Proven ability to consistently meet SLAs, utilization targets, and performance measures  

• Tertiary qualification in a relevant field with mid‑to‑high level industry certifications  

• Strong experience designing, implementing, and troubleshooting modern IT solutions  

• Demonstrated success delivering multiple projects end to end  

• Solid background in enterprise networking, security appliances, and SD‑WAN  

• Hands‑on experience with routing and switching (BGP, OSPF, VRRP)  

• Strong skills in Windows Server, Active Directory, Microsoft 365, virtualization, and cloud  

• Good understanding of TCP/IP, IT security, and multi‑server environments  

• Clear, accurate documentation and communication skills  

• Natural leadership qualities with the ability to mentor and collaborate  

• Client‑focused, organized, and able to perform under pressure  

• Strong problem‑solving skills and a genuine desire to learn and share knowledge 

What we offer 

• A friendly team environment with a strong technical support network 

• Broad range of options for training and developing your IT skills 

• Opportunity to work with the IT industry's latest technologies 

• Internal career growth for high performers and IT super-stars 

• Cost price on products from our suppliers 

• Lunches and snacks  

• Comprehensive Employer Assistance Program 

• Bonuses and incentives for upskilling  

• Referral bonus 

#LI-KA1

An overview of this role

As a Staff Engineer on GitLab's Software Composition Analysis team, you'll drive hands-on implementation of security features that help customers understand and manage risks in their software supply chain. Your focus will be on enhancing GitLab's SCA capabilities in dependency scanning and container scanning. You'll work directly on architecture and technical implementation and help the team push forward on three core goals: Gather (introducing data points that help customers understand the urgency of issues, like reachability analysis and supply chain poisoning detection), Integrate (providing other teams with innovative collection techniques for better workflows), and Optimize (solving data correlation at massive scale). You'll contribute hands-on code, help solve novel technical challenges, and establish patterns that improve how the distributed team works together across multiple time zones.

Examples of some future features that you may help build: 
- Dependency scanning for unmanaged C/C++ 
- Dependency Scanning for Yocto environments 
- Vulnerability detection using CPE-based matching against package metadata

What you’ll do

• Implement complex features in dependency scanning and container scanning, shipping improvements that increase scan coverage, improve accuracy, and drive adoption of GitLab's SCA capabilities
• Solve novel technical problems in SCA, establishing reusable patterns that reduce delivery time and improve engineering effectiveness across the team
• Guide architectural and implementation decisions in collaboration with engineering managers, product managers, and peer engineers to improve scalability, reliability, and delivery outcomes across the team's SCA architecture
• Contribute code, design reviews, and technical mentorship that raise quality standards, improve maintainability, and strengthen performance across the codebase
• Collaborate across GitLab's security domain to align SCA work with related efforts in vulnerability management and adjacent product areas, accelerating delivery of shared roadmap goals and improving coordination across related security efforts
• Identify and resolve technical debt, prioritizing changes that improve team velocity, code health, and long-term maintainability across the team's core SCA services
• Translate product needs and customer feedback into technical solutions in partnership with product, UX, and security stakeholders, delivering features that address high-impact customer risks and advance shared roadmap goals

What you’ll bring

• Hands-on experience in Software Composition Analysis and the ability to contribute to complex security features in dependency scanning and container scanning
• Deep hands-on expertise in building and evolving dependency scanning and container scanning analyzers
• Demonstrated ability to design solutions that balance complexity, performance, and maintainability
• Expertise with backend technologies, particularly Go and/or Ruby on Rails, with ability to pick up new technologies quickly
• Familiarity with cloud providers like GCP, CloudFlare, or AWS
• Ability to evaluate technical tradeoffs in SCA and security tooling, with proven success delivering maintainable solutions that help customers manage software supply chain risk
• Ability to work effectively in distributed, async-first teams across multiple time zones
• Experience explaining complex technical and security concepts to engineers and stakeholders

About the team

The Software Composition Analysis team is part of GitLab's Sec Engineering group, and we focus on building capabilities that help customers identify and manage risks in their software supply chain. We work across areas including dependency scanning, container scanning, and license scanning, and we work closely with product, UX, security, and adjacent engineering teams to close important feature gaps in GitLab's platform. Our team members are distributed across regions including Europe and North America, so we rely on clear documentation, asynchronous communication, and thoughtful coordination across time zones. This opportunity is centered on helping us deliver complex security features while balancing hands-on technical progress with strong team execution.

What Is The Role

Elastic is searching for an Enterprise Account Executive to expand our Enterprise and Strategic customer accounts. Our Enterprise Account Executives are individual contributors, passionate about building new business and growing the Elastic footprint within accounts of more than 4,000 employees and ensuring our customers are successfully leveraging Elastic cloud solutions across their organization. Are you ready to help users address their hardest problems through the power of search? If so, we’d love to hear from you!

What You Will Be Doing

• Building awareness and driving demand for Elastic solutions within new Enterprise accounts, by helping users and customers derive value from their data sets
• Serving as an evangelist for our Open Source offerings while communicating and demonstrating the capabilities of our commercial features
• Uncovering new and diverse use cases to enable our users to work smarter, not harder
• Collaborating across Elastic business functions to ensure a seamless customer experience
• Working thoughtfully with customers to identify new business opportunities, leading through the sales cycle and closing complex transactions
• Building a robust business plan through community, customer and partner ecosystems to achieve significant Elastic growth within your accounts

What You Bring

• A track-record of success in selling SaaS subscriptions into net new complex accounts, demonstrated by overachievement of quota and strong customer references
• A deep understanding and preferably experience selling into the ecosystem we live in, including Enterprise Search, Logging, Security, APM and Cloud
• The ability to build relationships and credibility with both Developers and Executives
• Predictability and accurate forecasting capabilities using SFDC
• An appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every single day
• Previous experience selling SaaS into the Enterprise accounts included in this territory

Bonus Points

• Previous experience selling in an Open Source model or SaaS

#LI-AS3

The Role:

It’s an exciting time for Ping Identity in New Zealand. Off the back of recent growth you will be the first Sales Engineer on the ground further accelerating adoption of Ping Identity solutions in the country. With the support of an exceptional  Sales Engineering team in Australia and Singapore, you will shape the face of this role.

This role offers the chance to showcase your technical and consultative skills, engaging with stakeholders of various roles and levels to understand and meet their technical requirements with cutting-edge solutions. Your expertise in Identity and Access Management (IAM) technologies will be key in delivering impactful solutions that align with customer business goals.

You will also be instrumental in strengthening partner relationships across ANZ. You will work alongside a highly effective partner team on engaging and interactive customer oriented meetings, demonstrations, and proofs of concept that articulate the business and technical value customers will receive from a Ping Identity solution. You will be an active member of a team that empowers personal, team, and partner success.  This role will be a key contributor to our overall sales and business development strategy as we look to continue maturing our partner network that will ensure sustained growth across the region as well as seeking to build out our partner capability in a number of other developing markets.

Responsibilities:

• Deliver pre-sales activities including solution demonstrations, presentations, technical guidance, proof of concepts, and RfX responses.
• Act as the go-to technical expert on Ping Identity solutions for customers, partners, and internal teams.
• Establish enduring relationships with customers and become their trusted advisor
• Collaborate with the sales team to deliver revenue. Emphasis during key sales cycle phases of Qualification, Discovery, and Technical Proof Phase 
• Coordinate, throughout sales cycle, pre-sales efforts with a post-sales service delivery team
• Leading customer-facing meetings, both through videoconferencing and in-person to, deliver presentations, whiteboarding sessions, and demonstrations of Ping Identity solutions and their value remotely, in-person, and at industry events
• Provide insightful feedback on product enhancements and customer needs to product owners.
• Mentoring, both formally and informally, junior team members
• Develop subject matter expert-level knowledge of at least one of Ping Identity's solutions and serve as an expert resource to other Sales Engineers within the organization
• Foster close relationships with delivery partners to support the technical sales relationship and build a mutual beneficial plan of success for delivering Ping Identity solutions.
• Support partner teams to understand and deliver enablement to drive and business goals
• Provide pre-sales technical guidance to partners, i.e., product demonstrations, proof of concept for proposed solutions, and/or technical workshops
• Able to travel 15% to 40% as needed

Required Skills & Qualifications:

• Bachelor’s degree in computer science or equivalent field, or 5+ years' experience with enterprise-level software systems in a customer-facing role, such as pre-sales, consulting, support, or training
• Deep knowledge of standard identity protocols: SAML, WS-Fed, OAuth, OIDC, and SCIM as well as experience with REST interfaces
• Deep knowledge of technologies that underly identity solutions: LDAP (including Active Directory), SSL/TLS, PKI, RADIUS, SQL, DNS, JDBC
• Experience with one or more modern programming languages and web technologies: JavaScript, Python, Node.js, HTTP, HTML, CSS, JSON, Java.
• Expertise in developing and delivering effective technical presentations, workshops, customized demonstrations, and proof of concepts
• Strong communication and customer service skills.
• Adept at linking technical capabilities to customer needs.
• Ability to work with a high level of self-direction and/or collaboratively with team and customers
• Knowledge of a subset of the following IAM concepts: Authentication / Authorization / Federation / Single Sign-On / User Lifecycle Management / Provisioning / Governance / Workflow / 
• Eagerness to learn; expertise in specific business areas or industry verticals is a bonus.
• Familiarity with infrastructure, networking technologies, and cloud service providers.

Ideal Candidate Skills:

• Installation and/or configuration of one or more IAM technologies from Ping, Okta, Auth0, Sailpoint, CA, Oracle or similar
• Experience with several types of web applications servers and operating systems: Windows, Mac, RedHat, Ubuntu, Apache, Nginx, Tomcat
• Experience with DevOps processes and platforms such as GitHub, Terraform, Kubernetes, and Helm, as well as deployment in major cloud environments (AWS, Microsoft Azure, Google Cloud Platform)
• Successful delivery of a SaaS-based IAM solution
• Experience in Ping multi-tenant SaaS solutions: PingOne SSO, PingID, PingOne MFA, PingOne Verify, PingOne Protect, PingOne Authorize, and DaVinci

Position Overview:

We're accesso Intelligence (powered by Dexibit). 🦖 🎢 🐅 🗼 🖼️ 🎡 🏟️

accesso Intelligence is the intelligence layer for the business of fun — serving iconic visitor attractions around the world. Not just data, but AI that understands how attractions actually work, helping teams make insightful decisions then act on them: getting more visitors through the door, spending, engaging, leaving happily and returning loyally, with efficiency.

With 25 years of deep industry experience behind us and Dexibit's AI pedigree inside us, you get the best of both worlds: startup culture close to the ground up, with the scale of a listed company behind you.

What we build:

accesso Intelligence sits on top of the world's richest cross-vendor dataset for visitor attractions — integrating with 100+ industry source systems across ticketing, F&B, retail, queuing, CRM, operations and more. That data foundation is what makes everything else possible: the conversational insight, the forecasting, the benchmarking, the AI.

Where you fit:

We're looking for a Data Implementation Engineer to own the technical delivery of accesso Intelligence integrations, then executing that pattern reliably and at volume across our customer base. You’ll be building upon, and maintaining, our class-leading data platform.

What makes this role distinct is the combination of technical execution with genuine understanding of how attractions actually operate commercially. A revenue share arrangement between a venue and an operating partner, a multi-operator ticketing setup, a seasonal membership model with complex redemption logic — these aren't edge cases, they're the norm. Getting the data right means understanding the business behind it.

Location: Auckland based, hybrid (~3 days in our Parnell office / optionally ~2 at home)

Reports to: VP, accesso Intelligence

Travel ✈️ Requirement: None

What you'll be working on:

• Establish the integration patterns. Work with the data engineering team to define how accesso Intelligence connects to each accesso product. Data model, transformation logic, semantic mapping, quality thresholds. This is foundational work you'll do once per product (and refine over time) rather than reinvent per customer.
• Scale and maintain across customers. Onboard new customers onto each integration — configuring per venue, validating data integrity against our acceptance criteria. Then own the ongoing health: change requests, configuration updates, and diagnosis when something breaks or drifts.
• Build derived datasets and transformations. Beyond raw integration, you'll help build the derived datasets, transformations and semantic mapping that turn source data into meaningful, analytics-ready inputs — the layer between what a system outputs and what accesso Intelligence needs to deliver insight.
• Close the feedback loop into accesso. You'll be the eyes and ears of integration reality. We all want to find the global optima. Sometimes that means feedback into the product and engineering teams to shine a light on opportunities and future use cases.
• Work directly with customers on data. You'll engage with customer technical and operational contacts through onboarding and beyond — handling data queries, managing expectations on timelines and data quality, and translating between what customers have and what the platform needs.

What you bring to the role:

• You're fluent in Python and SQL, comfortable with data platforms and transformation tools, and have experience building and maintaining integrations with APIs and third-party systems. Our stack runs on DuckDB and MotherDuck — you don't need prior experience with them, but you should be the kind of person who finds that interesting rather than a detour from the tools you'd rather be using.
• You know data doesn't exist in a vacuum. You build a working mental model of how operators actually run: their business rules, revenue arrangements, data quirks and organisational structure. Not just their schema.
• You're pattern-minded. You find the repeatable approach, document it, and execute at volume — without letting consistency become rigidity when a customer's situation genuinely requires something different.
• You're customer-oriented without losing your technical edge. You can sit on a call with a customer's data team, translate their needs into integration requirements, and communicate clearly about what's possible and when.
• You care about data quality like it's personal. Acceptance criteria, integrity checks, derived logic — you hold the line on what good looks like, because you know the difference between a quick fix and the right one.

How you got here:

There's no single path to this role, especially in the age of AI. You might be:

• A data or software engineer who's done integration or implementation work and wants a role where you can see the direct impact of your work on real customer outcomes

• Someone from a SaaS implementation or solutions engineering background who has strong data fundamentals and wants to go deeper technically

• A data analyst or BI engineer who's crossed over into pipeline and integration work and thrives at the intersection of technical delivery and customer context

• Someone from the attractions, hospitality or cultural sector who's worked closely with data systems and wants to turn operational knowledge into implementation expertise

About SecurityScorecard:

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. 

Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.”  SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.

About The Team:

You'll be a part of a top performing sales team that thrives under pressure. Although each person on the team is an individual contributor with an individual goal, everyone shares best practice and looks to help one another. Everyone also has a shared company goal in mind. The team thrives on being independent, but is extremely coachable and open to feedback on how to improve. The team has a mixture of sales veterans and rising enterprise sales stars. The team enjoys to be around one another and works well together. The team will fully embrace and support you to help with your success at the company.

What You Will Do:

We are hiring a seasoned sales leader to grow business in the Australia/New Zealand region amongst Major Accounts. In this role, you will prospect and engage with senior decision makers in Information Security & Risk teams within large enterprise organizations. As a Major Account Director you will call on accounts at senior levels, have excellent personal relationships in Security & Risk functions, and engage collaboratively with our prospects and customers to present the value of the SecurityScorecard solution. You will report to our VP, Sales, Major Accounts.

Attributes:

• Authentic: Does the right thing and does not oversell themselves or the customer, uses a consultative selling approach that promotes honesty and puts the customer first and solves their needs not his/her own.
• Active Listener: Are completely present and engaged when they talk to prospects creating deeper and more meaningful conversations that build strong relationships and unlock more information about value and business outcomes. 
• Hard Worker: “A” players continue to cold call and prospect, a BDR just scales them. They are still working on the last day of the quarter, still contacting customers and setting meetings even though they hit their number, this ensures the next quarter is just as good as the last
• Proactive: Are they on top of it? Organization and an ability to lean-in can be hard to find. These traits indicate a sales person who can rectify a deal when it goes south and work independently. They show evidence of prior research (reviewing a website, try to understand the product, read a 10K), they follow up an interview and a sales call. They preempt issues. This is great relationship management that builds trust.
• Inquisitive: The successful are naturally curious, use open ended questions, seek to learn about different parts of the business or subject and can synthesize responses to articulate a strategy or solution on the fly.
• Ethical: Act in the best interest of the company with transparency.

Traits and Skills:

• Effective verbal and written communication
• Enthusiastic and energetic in nature, can lead a room
• Empathetic, can read a room
• Competitive by nature
• “Hate to lose” over “love to win” and know the difference between the two
• Can detail fundamental sales concepts of account planning
• Understand and use channel effectively
• Have adopted a sales process and qualification methodology
• Metric driven, can understand pipeline, deal sizing, targets and know them

Qualifications:

• 10+ years of experience in enterprise software sales with a focus on hunter roles and new customer acquisition & pipeline growth
• 5+ years of experience working in the cyber security sales space
• Based in region (Australia/New Zealand)
• Outstanding track record of success managing enterprise accounts and opportunities to closure, consistent over-attainment of quotas of $1M annual recurring revenue. 
• Proficient with and unafraid of 6 and 7 figure deals.  
• Strong network of established relationships with key industry and channel contacts in the assigned territory
• Previous cybersecurity experience
• Proven track record of quota retirement in excess of 95% of target 
• Understands record keeping, sales process, sales methodologies (MEDDPIC, etc)
• Driven and competitive

Benefits:

Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!

The estimated total compensation range for this position is $200,000 - $292,000 USD (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. 

SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. 

We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact talentacquisitionoperations@securityscorecard.io.

Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law. 

SecurityScorecard does not accept unsolicited resumes from employment agencies.  Please note that we do not provide immigration sponsorship for this position.   #LI-DNI

This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. However, this job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position. Duties, responsibilities, and activities may change at any time with or without notice. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job. 

CSQ327R17

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

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

The impact you will have:

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

What we look for:

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

Who we are:

We're Dexibit. We love dinosaurs and data. Our Kiwi AI product helps visitor attractions (museums to zoos to theme parks) make sense of their data and make better decisions. We work with big international names alongside local favourites like MOTAT and Weta. We’ve been widely recognised in industry and picked up a few awards along the way from HiTech, NZIBA, TIN and more. 

Dexibit recently joined accesso, a global technology company serving over 1,000 venues across 30+ countries. That means our platform, our reach, and the complexity of the problems we get to solve just got a lot bigger. 

What we build :

Dexibit brings together our deep domain knowledge, AI-ready data platform, served through an agentic interface. We create value for our customers by addressing non-trivial tasks like strategic modelling, scheduling, operational reporting and analysing visitor feedback. 

Under the hood, the AI layer orchestrates real business logic and APIs: integration packs, custom datasets and benchmarks, context control features, and our query and visualisation infrastructure. 

The agentic interface is where we're investing new feature development. Think streaming, context window management, tool orchestration, sandboxed execution. There's real depth here, and real problems to solve. 

Where you fit :

We're looking for a product-minded software engineer who can shape what we build and how we build it. You'll be in the code every day. But we value engineers who lead naturally: through design decisions, technical direction, mentorship, and bringing the team along. 

You're full-stack, but you lean heavily to one side, whether that's backend data systems or frontend product engineering. With the depth of our problems (and the leverage that frontier LLMs now give us), we believe strong engineers need real depth on one side while being capable and willing to contribute across the stack. 

What you bring :

You break complex problems into simple, elegant solutions. You're a great communicator with strong customer empathy. You're quick to understand the why behind the work. 

You're a proven engineer (5+ years) with experience across different systems and domains. You've shipped impactful work and can talk honestly about the failures as well as the wins. 

You bring curiosity and humility. You mentor naturally. You're not afraid to give constructive feedback, and you genuinely enjoy learning from others' perspectives. 

Our tech stack :

• Languages we use: English, TypeScript, Java, Python, SQL 

• Data systems: PostgreSQL, DuckDB, Databricks, OLTP/OLAP 

• Platforms: cloud native on AWS (with Ansible + CDK), Datadog, Modal, LangFuse 

• AI/LLM: OpenAI/Anthropic models, Pydantic, AI SDK, LangChain4J, XGBoost, Prophet 

• UI: React, Jotai/Redux Toolkit, BFF, data viz, possibly WASM in the future 

• Systems: mix of serverless, services, and monolith 

• Way of working: cycles, communication over process 

• Dev tooling: Claude Code, Codex. We build AI, and we build with AI 

Details :

• Auckland-based, hybrid (3 days in-office / 2 at home) 

• We're open on level. Whether you're a strong senior engineer or someone with 15 years under your belt, we'll meet you where you're at in terms of title and compensation. 

Even if you can't tick every box, we still encourage you to apply. Dexibit recognises all our team as diverse and unique individuals. 

As a Workday Certified Project Manager, you are responsible for ensuring the successful completion of the project deliverables (e.g., charter, governance, project/staffing plan, issue logs, etc.) and work with the Client project manager to govern milestone deliverables such as Design sign off, Testing approvals, and address any other issues that stand in the way of project success. The Project Manager anticipates and/or identifies scope slip and champions project governance managing to the agreed budget and delivering the project profitably.

This remote role can be located anywhere in Sydney or Melbourne and must have valid authorization to work in Australia. 

KEY EXPECTATIONS

• Holds a current Workday HCM or Financials and Workday Project Manager certifications as well as additional training with the goal of becoming an expert in Workday's Implementation Methodology and leverage it on all engagements
• Manage the implementation of 2+ simultaneous projects
• Demonstrate competency in the Workday product suite - HCM, Payroll, and/or Financials
• Participate in the sales cycle when requested to gather requirements, formulate delivery approach and develop a proposal/SOW or Change Order
• Provide guidance and mentoring to other Project Managers working on their implementations
• Ensure projects are properly planned and staffed
• Work with the client project manager to identify/resolve all issues that could impact project scope and/or time frames
• Work with Workday Delivery Assurance to ensure compliance with agreed to checkpoints
• Ability to effectively present at Executive and Project Team levels & understand the needs of each audience
• Facilitate clients’ intellectual and practical adoption of Workday best practices
• Identify opportunities to position other service offerings
• Maintain clients’ ongoing satisfaction, ensuring Intecrowd is reputable and referenceable once in production
• Ensure the project is delivered within the budget outlined in the SOW
• Present client with Change Orders in the event they're asking Intecrowd to perform tasks that are outside the scope of the SOW
• Demonstrate computational thinking. Identify problem components, analyze patterns, remove inefficient configurations or processes, and construct algorithmic solutions scalable to ongoing client needs
• Contribute to and mold a culture of continuous education amongst your colleagues, mentees, and managers - serve as a professional role model

REQUIRED SKILLS AND EXPERIENCE

• Current Workday Partner PM/EM Certification 
• 3+ years’ experience project managing Workday HCM, payroll or financial implementations with medium or large enterprise clients
• Consulting experience either as an internal consultant or with a consulting/software company
• Experience implementing Workday, Oracle, SAP, PeopleSoft or Salesforce 
• Working knowledge with at least one of the following business areas: Human Resources, Benefits, Payroll, General Ledger, Accounts Payable/Receivable, Services procurement
• Excellent organization, time management, and communication skills
• Passion for providing exceptional customer service
• Business development skills
• Previous service sales experience a plus. Successful candidates have a balance of functional (business) and technical experience
• This is a remote position, potential travel expectation is +/-30% depending on project requirements

Operating Executive

Unique Leadership Opportunity within a Australia or New Zealand - based Operating Company

These roles will be in Tasmania, Queensland, and Victoria.

The Opportunity:

We are looking for Operating Executives to take on high-impact leadership roles within new businesses acquired as part of Evergreen’s expansion into the ANZ Market. After successfully building the largest platform of Outsourced IT, Managed Service Providers (MSPs) in North America, we have made our first acquisitions in ANZ, where we are excited to build a world-class services platform. Operating Executives will be responsible for driving organic EBITDA growth and recurring revenue at an operating company through active management and strategic leadership. We believe leadership talent is a key lever to a company's performance and are seeking Operating Executives to inspire the highest levels of performance, followership, and employee engagement within their company.

We primarily hire first-time CEOs into our operating companies and are seeking individuals who are ready to step up to the challenge and opportunity. The ideal candidate will be able to make difficult trade-off decisions between growth and profitability, hold teams accountable to budgets and targets, and create a winning environment of support and success.

With determination and persistence, Operating Executives should be willing to attack tough problems, skillfully analyze and identify root causes and partner with the leadership team to come up with actionable solutions that drive businesses growth.

Responsibilities:

P&L Ownership:

• Develop and execute strategic plans to achieve financial targets, such as year-over-year monthly recurring revenue growth and year-over-year annual EBITDA growth.
• Monitor and analyze financial performance, identifying areas for revenue growth and cost-saving opportunities.
• Prepare and present financial reports, budgets, and forecasts to senior leadership and stakeholders.
• Strong command of P&L and key levers that drive impact
• Plan and execute long-term vision that drives sustainable growth
• Financial discipline to drive growth in a cost-effective manner
• Makes effective ROI resource-based decisions

Sales and Business Development:

• Drive revenue growth through effective sales strategies, market analysis, and client relationship management.
• Develop and maintain strong relationships with key clients and partners.
• Involvement in local organizations and business development groups, such as the Chamber of Commerce.
• Continuously assess market trends, competitive landscapes, and customer needs to adapt and refine sales strategies.
• Experience or ability with selling and closing on new logo.
• Experience or ability to institutionalize sales & marketing and build a high-performing sales & marketing team.
• Understanding of sales funnel and KPIs that drive successful sales & marketing actions and initiatives.

People Management and Leadership:

• Experience with leading a high-performing, results-oriented team by recruiting, training, and developing team members.
• Set clear goals and expectations, provide regular feedback, and drive a culture of continuous improvement.
• Cultivate a healthy, effective team dynamic among the leadership team.
• Ability to motivate and inspire.
• Ability and willingness to delegate

Operational Excellence:

• Streamline and optimize operational processes and procedures to enhance efficiency.
• Ensure compliance with industry regulations and company policies.
• Monitor inventory management, supply chain, and logistics to maintain product/service quality and availability.
• Implement best practices and maintain a focus on quality control.

Data-Driven Decision Making:

• Data-driven approach to prioritization of growth efforts. Sets goals and follows through with them
• Understand, prioritize, and execute on key growth levers: new customers, retention, pricing, cross-sell/up-sell
• Grounds decisions in data or evidence
• Appetite to create and exceed metrics

Requirements:

• Bachelor's degree; MBA or equivalent is a plus.
• Has a track record of achieving revenue generation targets on a limited budget, with a specific focus on new logo revenue
• Strong background in people management, including hiring, firing, training, and development.
• Demonstrated expertise in financial management, budgeting, and P&L responsibility.
• Resourceful and scrappy; willing to roll up sleeves to dig into large strategic challenges as well as day-to-day, unexpected crises
• Proven experience in an SMB general management or senior leadership role is a plus. Experience in an MSP or SaaS business is also a plus.
• Excellent interpersonal, communication, and negotiation skills.
• Strong problem-solving abilities and a strategic mindset.
• Proficiency in utilizing technology and data-driven decision-making.
• Exceptional leadership and team-building capabilities.