You will act as their strategic partner, hunting into a defined list of Named Accounts (aligning to AEs) that spans the entire insurance ecosystem—from large Insurance Carriers to specialized MGAs and Program Administrators. We are looking for a self-starter who doesn't wait for permission to execute. You will be responsible for generating the pipeline that fuels our growth.

What you'll be doing:

• Hunt with Tenacity: You will own the top of the funnel for your AE’s Named Accounts. You are expected to be relentless in your pursuit, using phone, email, and social channels to break into these specific, high-value organizations.
• Prioritize signal-driven, high-intent outreach over volume, using ABM insights, intent data, and account context to guide execution
• Navigate Complex Ecosystems: You won't just be calling one type of prospect. You will learn to navigate the complexities of massive Carriers as well as the fast-moving world of MGAs. You will adapt your hustle to fit the target.
• Maintain a consistent operating cadence with your aligned AE, including weekly account reviews, deal feedback, and territory planning
• Partner on Strategy: You will strategize with your AE and ABM partners to map out these accounts, identify the power players, and coordinate "ground cover" to ensure we are penetrating the right buying centers.
• Learn the Business: We don't just want you to sell; we want you to understand what you are selling. You will be expected to dive deep into the world of insurance underwriting, learning the difference between a full policy AI native platform and legacy Old Core workflows so you can speak the language of a VP of Underwriting fluently.
• You will receive structured onboarding, enablement resources, and ongoing coaching to ramp quickly into the insurance and underwriting domain

Who we hope you are: 

• 1-2 years of B2B SaaS Sales experience: You have carried a quota, you know how to use a CRM, and you understand the mechanics of a cold call.

OR

• Insurance Industry Experience: You have worked as an Underwriter, Broker, or Claims Adjuster and are looking to pivot into tech. You understand the pain of legacy systems because you’ve lived it.

• Prospecting Proficiency: You are comfortable using tools like Salesforce, Gong, LeadIQ and LinkedIn Sales Navigator. You know how to build a list, finding mobile numbers, and map an organization.
• Writing Chops: You can write a cold email that doesn't sound like a robot. You understand brevity, personalization, and the importance of a clear Call to Action
• Phone Presence: You don’t hide behind email. You are comfortable calling a VP of Underwriting, navigating a gatekeeper, and handling objections like "We're happy with what we have" without flinching.

• Self-Starter: We are a remote-first, high-growth company. We don't micromanage. We need someone who can wake up, set their own agenda, and execute without needing their hand held.
• Tenacity & Grit: You are relentless. You are hungry to succeed. You understand that sales is a game of persistence. You don't let a bad call ruin your day; you pick up the phone and dial again. You thrive on the hustle.
• Intellectual Curiosity: You genuinely want to learn the business. You are the type of person who reads industry news, checks the MGAA member list, listens to insurance podcasts, and asks "why" until you understand the root of a customer's problem.
• Coachability: You have an ego when it comes to winning, but no ego when it comes to learning. You actively seek feedback from your AEs to sharpen your skills.
• Career Growth & Advancement: This role is designed for individuals who want to grow their careers in go-to-market roles such as: Account Executive or adjacent GTM functions as Federato scales. 

What Success Looks Like in the First 6 Months 

• Build deep coverage across named accounts, consistently engaging multiple buyer personas 
• Consistently generate qualified meetings that convert into real pipeline 
• Demonstrate strong AE partnership through joint account planning, feedback loops and support. 
• Become fluent in Federato’s core value proposition and underwriting use cases to confidently engage senior insurance leaders.
  
  Our cash compensation amount for this role is targeted to Base $65,000-70,000 OTE $100,000-$110,000
  Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above. Total compensation package does include stock options, benefits and additional perks. 

About Akuity

With the move to the cloud, Kubernetes has become widely adopted by DevOps and Platform Engineering teams, but it has also added complexity. While scaling Kubernetes at Intuit, the Akuity founders started building Argo CD in order to streamline the adoption of Kubernetes. Argo CD helps developers own, understand and deploy their K8s deployments via GitOps.

Today, Argo CD is the third most popular project in the CNCF (Cloud Native Computing Foundation) and is used by 70% of companies who are using Kubernetes in production. The list of Argo CD users includes companies like Intuit, BlackRock, Tesla, Major League Baseball, Peloton, and many more.

The team founded Akuity in 2021 to enable enterprises to ship software faster and more reliably with modern GitOps best practices. The Akuity Platform enables teams to manage the development and deployment across hundreds – if not thousands – of Kubernetes clusters from a single control plane. Trusted by top companies around the globe, the Akuity Platform provides the only end-to-end GitOps platform for the enterprises.

Our mission is to simplify the software delivery process so that DevOps and Platform Engineering teams can move fast, and deploy code effortlessly without the fear of breaking things.

The Opportunity

We're looking for a Director of Demand Generation to build and scale demand for a developer-first product. This role owns pipeline and revenue growth while respecting how developers actually discover, evaluate, and adopt tools—through education, community, and real technical value.

You'll lead strategy and execution across the full funnel, working closely with Product, Sales, and RevOps to drive pipeline and build durable revenue.

This is a hands-on leadership role with direct impact on how developers find us, trust us, and ultimately bring us into their organizations.

What You'll Do

Demand Strategy & Leadership

• Own demand generation strategy across self-serve and sales-assisted funnels
• Lead and grow a high-performing demand gen team (internal and agency)
• Partner with Sales and RevOps on ICP definition, segmentation, and pipeline targets

Developer-Centric Campaigns

• Build multi-channel programs for technical audiences, spanning paid search, paid social, webinars, events, and community and partner-driven initiatives
• Design and execute ABM programs targeting mid-market and enterprise accounts, with tailored campaigns for key personas and close coordination with SDRs and AEs

Analytics, Attribution & Optimization

• Own pipeline, revenue, and funnel reporting across all motions
• Measure and optimize CAC, CPL, pipeline velocity, and ROI through continuous experimentation
• Partner with RevOps to ensure clean data, accurate attribution, and scalable systems

Cross-Functional Collaboration

• Lead strategy and manage relationships across Paid, Social, and AEO/SEO agency partners
• Work closely with DevRel, Product, Sales, and Customer teams to support launches, GTM motions, and smooth handoffs across self-serve, SDR, and Sales workflows

What We're Looking For

Required

• 8–12+ years of B2B marketing experience with demonstrated ownership of demand generation strategy and execution
• Background in developer tools, infrastructure, API, or open-source companies
• Proven track record driving pipeline and revenue across PLG and hybrid GTM models, with a strong grasp of how technical audiences move from open-source adoption to paid commercial and enterprise
• Deep understanding of the customer journey, lifecycle marketing, and how to use data to drive decisions and optimize performance
• Analytical and data-driven, with the ability to thrive in ambiguous, fast-moving environments
• Hands-on experience with tools like HubSpot, Clay, CommonRoom, Gong, Claude

Why Join Us

• High visibility, real ownership, and strong executive partnership
• An exciting opportunity to shape the software delivery layer that powers the next generation of AI companies and infrastructure
• A motivated, passionate team that champions each other's success and shows up with genuine commitment
• Competitive compensation, benefits, and meaningful career growth

BitGo is currently looking to expand our team with the hire of a Business Development Representative based in Cyprus or Israel. This role is a great opportunity for sales professionals within cryptocurrency, financial services and/or technology sales. This is an individual contributor role with the predominant responsibility of hunting for new leads and identifying qualified opportunities for our Sales team.

Responsibilities

• Identify and engage potential leads through various channels such as professional networking, online research, marketing campaigns, industry events and cold outreach.
• Collaborate closely with Sales and Marketing to align initiatives and develop target lists, campaigns and other strategies for engaging with prospects.
• Qualify leads as sales opportunities and schedule meetings for the Sales team.
• Capture lead information and interactions in Salesforce and maintain a high standard of CRM hygiene.

Skills and Experience

• 2+ years of experience in sales and/or business development in digital assets, financial services, fintech or SaaS
• Enthusiasm for the digital asset industry and curiosity of new concepts such as protocols and tokens, staking, NFTs
• Fluency in English and a bonus if speak Arabic as well
• Agility and appetite for learning new products/technology in a fast-developing environment
• Experience with CRM Tools such as Salesforce
• Critical thinking, open communication, and ownership mentality  
• Experience working in the Digital Assets/Crypto space

Why Join BitGo?

Disrupting an industry takes vision, innovation, passion, technical chops, drive to deliver, collaboration, and execution. Join a team of great people who strive for excellence and personify our corporate values of ownership, craftsmanship, and open communication. We are looking for new colleagues who bring innovative ways of thinking and problem solving, and who want risks to be part of the team that changes the world’s financial markets.

BitGo is currently looking to expand our team with the hire of a Business Development Representative based in Saudi Arabia or Qatar. This role is a great opportunity for sales professionals within cryptocurrency, financial services and/or technology sales. This is an individual contributor role with the predominant responsibility of hunting for new leads and identifying qualified opportunities for our Sales team.

Responsibilities

• Identify and engage potential leads through various channels such as professional networking, online research, marketing campaigns, industry events and cold outreach.
• Collaborate closely with Sales and Marketing to align initiatives and develop target lists, campaigns and other strategies for engaging with prospects.
• Qualify leads as sales opportunities and schedule meetings for the Sales team.
• Capture lead information and interactions in Salesforce and maintain a high standard of CRM hygiene.

Skills and Experience

• 2+ years of experience in sales and/or business development in digital assets, financial services, fintech or SaaS
• Enthusiasm for the digital asset industry and curiosity of new concepts such as protocols and tokens, staking, NFTs
• Fluency in English and a bonus if speak Arabic as well
• Agility and appetite for learning new products/technology in a fast-developing environment
• Experience with CRM Tools such as Salesforce
• Critical thinking, open communication, and ownership mentality  
• Experience working in the Digital Assets/Crypto space

Why Join BitGo?

Disrupting an industry takes vision, innovation, passion, technical chops, drive to deliver, collaboration, and execution. Join a team of great people who strive for excellence and personify our corporate values of ownership, craftsmanship, and open communication. We are looking for new colleagues who bring innovative ways of thinking and problem solving, and who want risks to be part of the team that changes the world’s financial markets.

The Partnerships Team 

The Partnerships team at OpenZeppelin drives strategic relationships with the financial institutions, enterprise technology vendors, fintechs, professional services firms, and standards bodies that are shaping how blockchain security is adopted at scale. We build and activate the partner ecosystem through which OZ's security audits, advisory services, open-source smart contract libraries, and security operations tooling reach the institutions and developers who need them most. We operate cross-functionally with Sales, Solutions Development, Legal, Engineering, and Marketing to ensure partnerships are structured well, activated quickly, and deliver measurable commercial impact.

What you'll be doing

OpenZeppelin is expanding its partnerships function and looking for a commercially driven Senior Partnerships Representative to help source, develop, and close strategic partnerships across our target verticals. You will work directly alongside the Head of Partnerships, owning a pipeline of partner opportunities end-to-end - from first conversation through to signed agreement and initial activation. This is a role for someone with good commercial instincts and strong execution discipline who is ready to grow into a larger partnerships remit.

• Source and develop new partnership opportunities across crypto-native projects, fintechs, and institutions.
• Own and progress a pipeline of partner deals across all stages, from prospecting and qualification through to commercial negotiation and close.
• Build and maintain working relationships with business development, product, and technical counterparts at partner organisations.
• Develop a strong understanding of each partner's business model, strategic priorities, and how OZ's offering creates value for them and their clients.
• Help structure partnership frameworks - referral, co-sell, integration, and joint go-to-market - that align incentives and drive measurable commercial outcomes for both sides.
• Collaborate closely with internal teams - Sales, Solution Development, Legal, Engineering, Services, and Finance - to coordinate input, manage dependencies, and keep stakeholders aligned throughout the deal lifecycle.
• Work with Solution Development and Engineering to shape integration and technical partnership proposals.
• Support the Head of Partnerships on pipeline reporting, forecasting, and contributing to how the function evolves.
• Represent OpenZeppelin at industry events, working groups, and partner meetings.

You have

• 3+ years in partnerships, business development, or sales at a technology company, with experience contributing to multi-stakeholder commercial deals.
• Sound commercial judgement: you can qualify opportunities, identify where value sits, and prioritize your pipeline accordingly.
• Comfortable engaging a range of stakeholders at partner organizations - commercial, product, and technical - and adapting your approach to each.
• Excellent written and verbal communication; able to translate technical complexity into commercial narrative and vice versa.
• Self-directed and comfortable with ambiguity - this function is still being built and you will be expected to contribute to how it takes shape.
• Experience in blockchain, fintech, financial institutions, digital assets, or enterprise technology is a strong plus.

Nice to have

• Exposure to common partnership structures - referral, reseller, co-sell, integration - and a working understanding of how they are negotiated.
• Commercially aware. You understand what a good deal looks like from both sides of the table, and you think beyond the signature to the relationship that comes after.
• Relationship-first. You invest in the people behind the partnership, not just the process. Deals progress because people trust you.
• Curious across disciplines. You enjoy getting up to speed on security, infrastructure, and institutional workflows, and you hold your own with technical and commercial counterparts.
• Autonomous but collaborative. You drive your own pipeline without needing to be managed, but you operate as part of a team and bring others in at the right moments.
• Builder mentality. You are joining an early-stage function. You are energised by that, not unsettled by it.

Logistics:

Our interview process takes place on Zoom and tends to consist of the following stages:

• Recruiter Call (30 mins)
• Hiring Manager Call (60 mins)
• Team Interview (30 mins)
• Leadership Interview (30 mins)
• Paid work test (up to 20 hours of paid work)
• Reference checks

Sales Development Representative

Location: NYC hybrid or Remote

Compensation: $90k OTE with $65k base

Hiring Manager: Danielle D’Ettorre (SDR Manager)

About Passage Health

Passage Health is a fast-growing start-up, on a mission to improve the quality and accessibility of autism care through dynamic software solutions.  The diagnosis rate for autism has skyrocketed in the last 10 years to 1 in 31 children.  Those children will have to wait up to 1 year to receive therapy as service providers, hampered by antiquated technology, are struggling to meet surging demand. We are building a modern electronic medical record (EMR) that will revolutionize the $460B autism care market. 

About the role

As a Sales Development Representative, you will be an early sales hire and have a critical role in growing an early-stage startup.  You will work alongside our Account Executives and be responsible for expanding our customer base, driving revenue growth, and establishing trusted relationships with our customers. This role will have the opportunity for fast promotion to Account Executive within 6-12 months.

What you will be doing

• Own top-of-funnel outreach by making a high volume of cold calls and sending personalized emails daily to prospective customers
• Research and identify potential customers through internet searches, industry databases, and social media platforms
• Generate new qualified opportunities by proactively reaching out to clinics, providers, and decision-makers
• Represent Passage Health at industry conferences and events, which may include occasional travel
• Collaborate closely with Account Executives to build a strong pipeline and refine outreach strategies
• Log all activities and insights in our CRM to track engagement, optimize performance, and inform forecasting

What you will bring

• ~2 years of prior SDR experience with a proven track record of success, in B2B software.
• Concise, persuasive, and authentic communicator both verbally and in written communication
• Excellent listener and demonstrated ability to problem solve different stakeholders
• Embraces ownership mindset with ability to take initiative in a fast-paced start-up setting
• Strong organizational skills with excellent attention to detail
• Superb judgment and integrity
• Familiarity with CRM software and sales tools
• Personal connection to autism or autism care is a plus

Why this role might be a great fit for you?

• Excited about potential promotion to Account Executive
• Chance to use your skills to help children with autism
• Preference for working in a fast-paced environment with exciting challenges
• Competitive salary
• Uncapped commission
• Healthcare, dental, and vision benefits

Passage Health is an equal opportunity employer and encourages all applicants from every background and life experience without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

Don’t see a SDR/BDR posting that aligns with your skillset? 

We invite you to complete our Expression of Interest SDR/BDR Form! This is a great opportunity to share your skillset and keep your resume top of mind for the Sales Developing hiring team. 

At GitLab, we look for enthusiastic and strategic Sales Development Representatives (SDR) who focus on inbound pipeline and Business Development Representatives (BDR) who focus on outbound pipeline initiatives. In these roles, you will leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab’s value. You will be responsible for generating qualified meetings and pipeline for the GitLab’s Sales organization. We have an extensive onboarding and training program at GitLab and you will be provided with necessary DevOps and GitLab knowledge to fulfill your role.

As openings arise, our team will review and outreach candidates who express interest and align with our business needs.

#LI-DNI

The Regional Account Executive (ENT) (LATAM) position is responsible for acquiring new logos and upselling our existing Enterprise-sized customer accounts with the goal of maximizing all revenue opportunities to exceed their monthly sales quota. This can be achieved by creating opportunities through various prospecting methods, following up on inbound leads, reigniting open, outstanding customer opportunities, and motivating our existing customers to purchase additional products, increase subscription levels and/or add on additional seats due to account growth.

Responsibilities:

• Acquire Enterprise-sized accounts within assigned territory to meet and exceed monthly new logo sales quota.
• Promote and sell KnowBe4’s range of products to existing customers to meet and exceed Enterprise monthly cross sale and expansion sales quota. 
• Build and maintain a pipeline of Enterprise opportunities by various prospecting methods, following lead cadence best practices and conducting demos of our suite of products.
• Follow up on new and existing customer SDR, marketing and channel leads to generate revenue opportunities and pipeline.
• Articulate the value proposition of KnowBe4’s full suite of products and educate the customer how each product will improve their business’s human firewall.
• Understand an organization’s buying needs, key decision makers, potential roadblocks and next steps to shorten sales cycles and acquire a high volume of new logo and upselling existing customer accounts.
• Act strategically in offering subscription levels, multi-year deals and/or negotiating discounted pricing to increase ARR
• Maintain accurate and thorough records of daily sales statistics via Salesforce.
• Collaborate with the assigned Channel sales representative to seamlessly close new logos through our Partner business channels.
• Collaborate with the assigned Customer Success Managers and Renewal Specialists to understand the account’s organizational structure, gaps in cybersecurity and ultimately increase their commitment and use of the KnowBe4 Product Suite.   
• Support in the renewal process where there is an opportunity to grow the account.

Qualifications:

• 3+ years experience selling to Enterprise-sized businesses, required
• Bachelor Degree or higher education equivalent, desirable
• Familiarity with standard concepts, practices and procedures within the IT, Security or Cybersecurity industry, desirable
• Experience with Salesforce, a plus
• Experience with Gmail and Google Docs
• Experience with MS Office (Word and Excel)
• Experience with web browsers (Chrome, Internet Explorer, etc.)
• Excellent verbal and written communications
• Fluent in Spanish
• Stats driven business professional
• Motivated, energetic self-starter
• Strong collaborative and teamwork skills
• Must be able to work with minimum supervision

We are looking for an experienced, process driven and ambitious Account Executive for our London UK office.

What will you do?

• Work closely with the BDR team;
• Run the sales process from discovery to close;
• Visit (New) Enterprise clients;
• Close enterprise deals;
• Help Example Corp expand in EMEA
  
  

What do we look for?

• A true blue entrepreneurial goal getter with experience in enterprise sales;
• A process driven leader with a knack for software, tech, and innovation;
• Experience selling into HR and/or recruitment departments;
• An open personality, an agile learner, and self-starting capabilities;
• Willingness to travel a couple days a month within Europe.

Requirements

• 10+ years of experience closing Software / SaaS enterprise deals;
• Industry Experience | or valid experience in a start-up/scale-up company;
• Self-starter / independent worker;
• A true value seller;
• Native English;
• Strong communicative skills;
• Leadership profile;
• Startup mentality;

But what do we offer?
We offer you a full-time position in the heart of Central London. You’ll get to work in an internationally operating organization with colleagues and clients from all over the world. 

Furthermore, you will get:

• Latest MacBook;
• Participation in our stock appreciation rights program;
• Amazing commission;
• Annual personal development budget;
• Commuting allowance;
• 21 paid vacation/sick days;
• Healthcare.

Mark43’s mission is to empower communities and their agencies with cutting-edge technologies that improve safety and quality of life for all. We build powerful, scalable, and user-friendly software that sets a new standard for the tools upon which our first responders rely. Our users are diverse, and we are committed to embracing diversity of thought and experience within our team.

We are seeking a high-energy, motivated Sales Development Representative (SDR) to join our growing sales team. This role plays a critical part in fueling our pipeline by generating and qualifying leads in support of our Volume Account Executives. This is a high-activity, high-impact role—perfect for someone who thrives on outbound calls, fast sales cycles, and goal-oriented execution.

What You'll Do:

• Execute consistent, high-quality outbound outreach via phone, email, and social channels to identify, engage, and qualify public safety agencies.
• Proactively research and prospect into new agencies to drive awareness and generate pipeline within assigned territories.
• Engage inbound leads professionally and efficiently, assessing fit and coordinating timely handoff to Account Executives.
• Collaborate closely with AEs to align on messaging, territory strategy, and lead prioritization.
• Work with Marketing to support campaigns, lead follow-up, and outbound call blitzes tied to events or content launches.
• Maintain accurate lead data, outreach progress, and notes in Salesforce and your sales engagement platform.
• Develop a strong understanding of Mark43’s value proposition and product capabilities to effectively position solutions in early conversations.
• Meet and exceed activity- and meeting-based goals as part of a fast-moving, high-accountability SDR team.
• Deliver a positive, informed, and professional early experience for all prospective customers you engage.

What You'll Need:

• 1–3 years of Sales Development or inside sales experience—preferably in a SaaS or high-volume environment.
• Proven history of meeting/activity-based quotas
• Strong verbal and written communicator—confident in high-frequency cold calling.
• Experience with Salesforce and a modern sales engagement tool
• Self-starter mindset with strong organizational skills and results orientation.
• Ability to thrive in a fast-paced, metrics-driven role.
• Interest in public sector or government technology is advantageous but not required.
• Bachelor’s degree preferred.

Preferred Software Experience (a bonus, but not required):

• CRM platforms such as Salesforce for lead management and pipeline tracking
• Sales engagement tools for sequencing, outreach, and activity logging
• Collaboration tools for internal communication and team coordination
• LinkedIn and other prospecting tools for research and lead sourcing
• Real-time engagement or chat tools for inbound lead response

What We Offer:

• Comprehensive career development with a focus on building frontline sales skills and knowledge of the public sector.
• Responsibility for contributing to mission-critical software that supports first responders and government agencies.
• A collaborative and supportive team environment, working closely with Account Executives, Marketing, Communications, and Customer Success teams.
• Opportunities for career growth in an environment that celebrates your achievements.
• Exposure to enterprise software products and government sales best practices.
• Direct mentorship and support from experienced sales leaders.
• A team that values your input and fosters a culture of innovation and excellence.
• A workplace dedicated to enhancing public safety through impactful software solutions.

Join us and be a part of a mission-driven team that is making a real difference in the communities we serve. If you are passionate about technology, motivated by challenge, and driven to make an impact, we’d love to hear from you!

Buzz Solutions is seeking a motivated Sales Development Representative (SDR) to join our growing team and drive the adoption of our AI solutions PowerAI & PowerGuard within the electric utility sector!

Our innovative solutions help electric utility companies enhance their grid reliability, optimize operations, and ensure efficient energy distribution. We are at the forefront of transforming the electric utility industry through advanced AI technology.

As a Sales Development Representative (SDR), you will play a crucial role in expanding our customer base and generating new business opportunities. You will leverage your understanding of AI technology and its applications in power grid management to engage with prospective clients, qualify leads, and set up meetings for our sales team. The ideal candidate will have a passion for technology, excellent communication skills, and a strong desire to contribute to the success of Buzz Solutions.

Key Responsibilities:

• Identify and research potential clients within the electric utility space. Utilize various tools and methods to build a strong pipeline of qualified leads.
• Conduct outreach via phone calls, emails, and in person events to introduce our AI solutions and create interest among prospective clients.
• Engage with prospects to understand their needs, challenges, and budget. Assess whether our solutions are a good fit and ensure leads meet our criteria for the sales team.
• Schedule meetings and product demonstrations for the sales team with qualified leads.
• Stay informed about industry trends, competitors, and market dynamics to effectively position our solutions and provide valuable insights to the team.
• Work closely with the sales and marketing teams to align strategies, share feedback, and contribute to campaign development.
• Maintain accurate and up-to-date records of interactions with prospects in our CRM system. Track performance metrics and report on progress regularly.

Qualifications:

•  2+ years of experience in a sales development, lead generation, inside sales, customer facing, or similar role. Experience in the technology sector, particularly with AI or utilities, is a plus.
• Excellent verbal and written communication skills with the ability to articulate complex technical concepts in a clear and compelling manner.
• Basic understanding of AI technology and its applications in the electric utility industry. A willingness to quickly learn and stay current with our solutions.
• Strong problem-solving skills with the ability to understand client needs and provide tailored solutions.
• Self-motivated and goal-oriented with a proven track record of meeting or exceeding targets.
• Ability to work collaboratively with internal teams and contribute to a positive team environment.

We are looking for an EMEA based Sales Development Representative to join Fingerprint’s fully remote Business Development team. 

This is a prospecting-first role, you will own outbound pipeline generation across a defined segment of our EMEA  total addressable market, working warmed ABM accounts, inbound hand-raisers, product-qualified leads, and event prospects.

You will operate within a segmented, campaign-aligned motion, executing tightly against ABM priorities set by the BDR Manager and Demand Generation team. This means account-aware, persona-specific outreach. You will be coached to go deep on a focused set of accounts, qualify using PACTA, and hand off well-built opportunities to Commercial, Enterprise and Strategic AEs.

What You'll Do:

• Execute high-volume, high-quality AI-assisted outreach across email, phone, video and LinkedIn. Targeting fraud, identity, payments, and risk personas at Enterprise and Strategic accounts
• Multi-thread into every account you work, building relationships across technical, operational, and executive stakeholders
• Qualify opportunities using the PACTA framework (Pain, Authority, Consequence, Timing, API Calls) to ensure every meeting you book has a realistic path to deal creation
• Manage ABM account coverage, working all Marketing warmed accounts in alignment with our SDR workflow
• Follow up within agreed upon SLAson all inbound leads and persistently reach out to drive opportunity creation
• Enroll accounts into HubSpot sequences and track LinkedIn engagement via Dux-Soup in alignment with team targets
• Hit >300 cold call dials per week using Koncert parallel dialer, with a focus on quality connect conversations
• Execute event prospecting cycles pre-event outreach, and post-event follow-up sequences to drive opportunity creation
• Monitor account alerts and web visit signals to prioritise warm outreach to high-intent accounts
• Maintain clean CRM data in HubSpot and Salesforce to ensure accurate contact records, sequence enrollment status, and opportunity stage management
• Create and manage opportunities with clear next-step notes; work with your manager to reject stale opps with documented reasoning and a follow-up plan
• Participate in weekly 1:1s and team reviews with an ownership mindset: bring data, flag blockers, and propose solutions

How You'll Be Measured:

You will be evaluated across five performance categories:

• Cold Calls: 300 dials per week
• Enrollments: 260 per week 
• Meetings: Set 10 per month
• Inbound Conversion Rate

What We're Looking For:

• 1+ years of outbound sales development experience. You have logged real cold call volume and can point to sequences you have written and tested
• Comfortable with a high-activity model: dials, enrollments, and pipeline creation are your daily operating rhythm
• Genuine curiosity about fraud, identity, and security
• Strong written communication, your emails and LinkedIn messages are direct, specific, and do not sound like templates
• Proficiency with HubSpot or a comparable CRM and sales engagement platform
• Experience with or willingness to ramp on leading MarOps Tools, including Koncert, Dux-Soup
• Aptitude to generate prospecting lists with AI tools and enrichment platforms (Claude, Apollo)
• Comfortable operating in a fully remote, async-first environment
• A process-oriented mindset: you track what works, adjust what does not, and document your learnings in collaboration with BDR manager
• Ability to multi-thread across buying committees 
• Role requires proficiency with macOS and comfort working fully remotely using tools such as Slack, Google Workspace, and Zoom

Tools You'll Use

• HubSpot: sequences, contact management, task workflows
• Koncert: parallel dialer for cold call volume
• Dux-Soup: LinkedIn automation and engagement tracking
• Salesforce: CRM and opportunity management
• LinkedIn Sales Navigator: prospecting and account research
• Apollo: contact data and prospecting lists
• Vector: intent signal monitoring
• Notion: team documentation and workflows

About the Role

Actabl is building the next evolution of its go-to-market motion, Account-Based Engagement, where aligned pods of Account Executives, Account Managers, and Customer Success Managers work the full Actabl platform together. The Sales Development Representative is the front edge of that motion.

This is an outbound-first role. You will prospect into hospitality operators, run signal-driven plays in coordination with RevOps, and qualify inbound demand, making sure the right opportunities reach the right pod with the context needed to close. You sit inside the Technical Sales function, directly supporting AE and AM pods across all four Actabl products: Hotel Effectiveness, ProfitSword, Alice, and Transcendent. This is not a waiting-for-leads role. The expectation is that you are creating pipeline.

What You'll Do

Outbound Prospecting & Pipeline Generation (Primary)

• Build and execute outbound sequences targeting hotel operators, ownership groups, and management companies across Actabl's four product lines
• Run signal-driven outbound plays in coordination with RevOps and Marketing, including deactivated user tracking, job change monitoring, and Clay workflow execution
• Identify re-engagement opportunities from closed-lost and dormant accounts; surface to the appropriate AE or AM pod with a documented rationale
• Prospect into ABE whitespace within defined pod territories, prioritizing accounts with multi-product expansion potential
• Maintain a disciplined outreach cadence across phone, email, and LinkedIn -- volume with intent, not spray-and-pray

Inbound Qualification & Routing

• Qualify inbound demo requests routed through the sales intake model and produce a clean handoff summary for the receiving AE or AM
• Triage and manage the sales inbox, ensuring no qualified lead goes unrouted or dark
• Route opportunities accurately to the correct pod within defined SLA windows

Documentation & Process

• Document workflows as you build them
• Flag routing gaps, intake failures, and process breakdowns to manager within 24 hours of identification
• Maintain accurate CRM records in Salesforce -- every prospect interaction logged, every handoff clean

What We're Looking For

Required Experience

• 1-3 years in a customer-facing role: inside sales, SDR, hospitality operations, SaaS support, or similar
• Track record of running outbound sequences and owning a pipeline number
• Comfortable running qualifying conversations on the phone -- a consultative opener, not a script reader
• Strong written communication; can produce a clean handoff summary and a process doc without hand-holding
• Organized and self-directed under a multi-queue workload, both outbound and inbound
• Proficiency with CRM tools (Salesforce and/or HubSpot); baseline literacy required, depth developed on the job

Strongly Preferred

• Hospitality industry experience: property operations, front office, F&B management, revenue management, or ops coordinator background all count
• Familiarity with sales engagement tools (Gong, Apollo, Outreach, or similar)
• Experience executing signal-based outbound
• Exposure to multi-product SaaS environments or a land-and-expand sales motion

Communication & Presentation Skills

• Exceptional ability to present complex technical concepts clearly to both technical and executive audiences
• Clear and confident verbal communicator -- able to open a cold conversation, run an intro call, and hold the room with a stakeholder present
• Proven consultative discovery skills: asking great questions, uncovering hidden needs, and connecting solutions to business outcomes
• Confident handling objections and competitive situations

Key Competencies

Outbound Instinct: Builds a prospecting hypothesis, finds the right contact, opens a conversation that earns the next one. Does not confuse activity with progress.

Qualification Discipline: Asks the right questions quickly, identifies fit or no-fit without wasting AE time, and produces handoffs that move deals forward rather than stall them.

Routing Accuracy: Understands the pod structure and ABE model. Gets the right opportunity to the right person with the right context, every time.

Hospitality Fluency: Can hold a credible first conversation with a hotel GM, ops director, or ownership group contact. Knows which Actabl product maps to which operational pain point.

Process Ownership: Follows the intake model, documents gaps, and flags breakdowns early. Leaves every workflow more legible than they found it.

Coachability: Implements feedback in the next interaction. Asks clarifying questions. Receives direction without defensiveness and shows the adjustment.

Additional Information:

• Compensation: Base salary of $60k + $20k annual bonus target
• Location: Preferred location for this position is our Denver office. Candidates located outside of the Denver Metro Area will be reviewed and considered if necessary.
• Work Environment: We are a hybrid friendly company with office hubs in Denver, Atlanta, and Tampa. Preferred location for this position is Denver. However, candidates located outside of our office hubs will be reviewed and considered if necessary. No matter where you live and work, you’re a part of the Actabl team. 

Occasional travel may be required for team meetings, conferences, or training sessions, including both in-state and out-of-state travel.

Position Summary

Effectual Cloud Architects are responsible for the technical leadership of Professional Services projects. They partner with Engagement Managers (EMs) to deliver an exceptional experience for customers and the delivery team. Effectual Cloud Architects are “Brand Ambassadors” and are expected to demonstrate Effectual’s experience and expertise through the delivery of high-quality, leading-practice solutions to customers.

A Glimpse into the Daily Routine of a Cloud Architect

Cloud Architects lead delivery teams. On a given day, you may be asked to:

• Design and document a system on AWS to meet customer requirements.
• Meet with a customer or internal team member to troubleshoot, educate, and unblock implementation progress.
• Partner with an Engagement Manager to craft customer communication.
• Gather requirements, document the current state, and educate customers on your solution approach.
• Jump on a pre-sales call to demonstrate Effectual’s expertise and experience to a potential customer.

Soft Skills Required:

• Problem-solving: Ability to define which issues need to be addressed, and the variables that may affect their resolution. Plus the ability to produce solutions that effectively address business and IT issues through technical analysis, troubleshooting, research, evaluation, and communication.
• Consensus building: Discussing with stakeholders and reaching an agreement on the problem and solution. This requires both strong verbal and written communication skills to settle conflicts.
• Leadership: Strong leadership skills are needed to empower employees and IT teams to stay on task and meet deadlines.
• Knowledge: Fluency in developing and using solution architecture frameworks, patterns, and best practices to drive business transformation.

Essential Duties and Responsibilities

• Championing technical excellence by:
  • Driving the implementation of leading practice architecture for assigned clients.
  • Architecting and building solutions in AWS (e.g., Landing Zones, container platforms, application hosting environments, data storage solutions, etc.) using various AWS services like Control Tower, EKS/ECS, S3, Transit Gateway, EC2, etc.
  • Conducting cost-benefit and risk-reward analyses
  • Designing solutions, development and deployment plans, and high-level solution validation processes for execution by delivery teams
  • Being accountable for the overall technical success of client projects
  • Working with technology management to refine project management processes to continually improve technical delivery efficacy.
  • Assisting in prioritizing and sequencing infrastructure projects, supporting project work breakdown activities, helping to remove roadblocks, and collaboratively resolving disagreements related to solution design.
• Fostering continual learning and collaboration by:
  • Serving as a mentor to team members around leading practices
  • Educating clients on solution rationale and leading practices
  • Building consensus amongst all technical stakeholders
• Supporting rigorous project governance and execution through:
  • Meeting with team members daily to review progress.
  • Challenging team members on technical solution approaches and holding them accountable for implementation success.
  • Submit time on assigned projects daily.
• Supporting project delivery team members by:
  • Always operating with transparency
  • Being responsive to requests from team members for information
  • Communicating working preferences and understanding others' working preferences to help develop a high-performing team that operates with respect, effectiveness, and efficiency.

Qualifications

• 5+ years of continual, prior experience working as a Solution Architect, consisting, in parallel, of at least:
  • 3+ years architecting AWS infrastructure.
  • 3+ years building AWS infrastructure, including at least:
    • 1+ year of infrastructure as code experience (Terraform preferred)
    • 1+ year of DevOps toolchain experience (e.g., GitHub, GitLab, AWS Code* Suite)
  • Knowledge of the primary AWS services (EC2, ELB, RDS, Route53 & S3)
  • AWS SysOps Administration experience
  • Security – Working experience with AWS Cloud Security Architecture
  • Strong track record of implementing AWS services in a variety of distributed computing environments
  • Experience facilitating discussions with senior leadership regarding technical/architectural trade-offs, best practices, and risk mitigation
  • Leading highly available and fault-tolerant enterprise and web-scale software deployments
  • Experience managing data center operations, including data assurance, monitoring, alerting and notifications
  • Demonstrated ability to think strategically about business, product, and technical challenges
  • At least one (1) AWS Professional certification
  • Strong working knowledge of leading AWS cloud security practices
  • Proficient in developing Infrastructure-as-Code (e.g., Terraform / AWS CloudFormation)
  • Proficient in coding configuration management tooling (e.g., Ansible, Chef, Puppet, etc.)
  • Proficient in at least one programming/scripting language (e.g., Python, Java, Node, etc.)
  • Demonstrable knowledge of Agile and Waterfall SDLC methodologies
  • Ability to work with multiple clients in parallel.
  • Attention to detail.
  • Exceptional communication and time management

Nice-to-Have Skills and Experience

• Additional AWS certifications (e.g., Developer Associate, SysOps Administrator Associate, Solution Architect Associate, etc.)
• Prior management experience is helpful, even though this is an individual contributor role.
• Container development
• Container orchestration using platforms such as Kubernetes, Docker, AWS EKS, etc.
• Implementing static and dynamic code analysis tools within CI/CD pipelines
• Use code analysis tools such as AWS X-Ray, AppDynamics, Dynatrace, etc.
• Ability to work Eastern Standard Time Zone schedule, but support customers in different regions

Company Offered Benefits

Full-time employees are eligible to participate in our employee benefit programs:

• Medical, dental, and vision health insurances,
• Short-term disability, long-term disability, and life insurance,
• 401 (k) with Company match
• Paid time off (PTO) (120 hours PTO that accrue over one year)
• Paid time off for major holidays (14 days per year)
• These and any other employee benefit offerings are subject to management’s discretion and may change at any time. 

Physical Demands and Work Environment  

The work is generally performed in an office environment.  Physical demands include sitting, keyboarding, verbal communication, and written communication.  Employees are occasionally required to stand, walk, reach with hands and arms, climb or balance, and stoop, kneel, crouch, or crawl. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodation may be made to enable individuals with disabilities to perform the functions. 

Salary Range: $160,000-$185,000

"Salary ranges provided are for informational purposes only and may vary depending on factors such as experience, qualifications, and geographic location. The final salary offer will be determined based on the candidate's skills and alignment with the role requirements.” 

This job description may not be inclusive of all assigned duties, responsibilities, or aspects of the job described, and may be amended anytime at the sole discretion of the Employer. Duties and responsibilities are subject to possible modification to reasonably accommodate individuals with disabilities. To perform this job successfully, the incumbents will possess the skills, aptitudes, and abilities to perform each duty proficiently. This document does not create an employment contract, implied or otherwise, other than an “at will” relationship. Effectual Inc. is an EEO employer and does not discriminate on the basis of any protected classification in its hiring, promoting, or any other job-related opportunity. 

Euclid: Where Projects Take Shape

Reporting to the VP of Sales, you’ll be on the front lines of building pipeline at Euclid. This isn’t a “follow the playbook” BDR role, you’ll help create it. You’ll own outbound end-to-end: identifying the right accounts, crafting messaging that actually lands, and turning cold outreach into real opportunities for the team.

At Euclid, everyone is directly tied to company outcomes, and in this role, your impact will be immediate and measurable. You’ll play a key role in shaping our go-to-market motion as we scale, while helping drive the transition to a cleaner energy infrastructure.

Who We Are

At Euclid, we’re on a mission to accelerate the world’s transition to renewable energy so that we can decarbonize the planet as fast as possible. We empower renewable energy teams to accomplish in days what typically takes weeks.

We care about doing meaningful work, delivering real value and results to our customers. We’re passionate about solving real problems by focusing on what truly matters. We’re passionate about our work, and we’re building products and services that our customers genuinely love and trust. We’re not afraid to think big and be bold, as we’re building not only a future we believe in but a workplace culture that we’re proud to be a part of.

What You’ll Do

• Generate new business pipeline primarily through outbound prospecting
• Conduct thorough research to identify and qualify potential leads. Create account outreach plans in partnership with Account Executives and senior leadership counterparts and execute against plan
• Proactively connect with prospects, schedule discovery calls, and introduce Account Executives to ensure continuity from initial outreach.
• Maintain accurate and up-to-date records of all activities and customer interactions in the CRM system
• Stay current with industry trends, competitors, and market conditions to identify new business opportunities

Who You Are

• 1–2 years of experience in an Enterprise BDR/SDR role selling SaaS, with a proven track record of meeting or exceeding sales targets
• Demonstrated ability to generate pipeline through outbound efforts, with experience breaking into enterprise accounts and engaging senior decision-makers
• Strong understanding of enterprise sales motions, including navigating complex buying processes, multi-threading, and stakeholder mapping
• Self-starter with a strong work ethic and a hunter mentality; motivated by results and ownership
• Skilled at uncovering customer challenges through thoughtful questioning and active listening
• Highly organized and methodical in managing outreach, follow-ups, and pipeline
• Excellent written and verbal communication skills

Nice to Have

• Experience in renewable energy, or adjacent industries (e.g. investment)

Why You’ll Love Working With Us

• ⌨️Remote work, forever!
• 🪄Competitive benchmarked compensation
• 🩺Health and Retirement benefits
• 🌴Flexible time off
• 🚀 ****Exciting, mission-driven work that has impact
• 💪🏽Regular company offsites

How You’ll Be Compensated

The on-target earnings (OTE) for this role is between $100,000 - $120,000, including a base salary of $60,000 - $80,000 and variable commission. Your actual offer may vary based on factors such as location, experience, and internal benchmarks. We’re committed to fair and equitable compensation, and we regularly review our approach to ensure alignment with performance and market standards.

We are committed to building an inclusive working environment and doing our part to create a more equitable world. We strongly encourage applicants from underrepresented and/or historically marginalized communities to apply.

To learn more about Euclid, our values and our interview process, please visit Interviewing @ Euclid.

Job Summary

Lead generation position offering flexible part-time hours, work-life balance, and remote work.

Location

US (Remote)

About the job

In this role, you will be responsible for outreach, prospecting and lead qualification. The job will consist primarily of placing outbound calls to share Everchron's value proposition with prospective customers for the purpose of setting demonstrations of the Everchron software, which will be conducted by Account Executives.

What you will be doing in this role

• Initiating contact with prospects over the phone to set Zoom demonstrations of Everchron to be conducted by Account Executives.
• Conducting high-level conversations with legal professionals at prospective law firms and legal departments.
• Working collaboratively with internal teams at Everchron.

Experience and qualifications

• Minimum of 1-2 years of experience cold calling in business-to-business contexts.
• Appointment setting experience in the business-to-business software as a service (SaaS) space is preferred.
• Strong oral and written communication skills, listening, and interpersonal skills.
• Seeking autonomous, positive, self-motivated sales professionals who are confident on the phone and can work remotely in a quiet environment.

Salary Range

• The hourly rate rate for this position is between $16.50 to $30 depending on factors such as education, certifications, additional skills, and the number of years in the profession.

Bonuses

• We offer a competitive bonus structure based on performance.

Sales Culture

• Everchron offers a career path in sales with opportunities for advancement. You can build valuable sales skills and will receive extensive sales development training (including developing your pitch, closing appointments, and objection handling). 

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

The company is founder-led, profitable, and growing.

Canonical is a remote-first global company that publishes Ubuntu and open-source enterprise solutions for cloud, developer, IoT and AI. Ubuntu is the fastest growing Linux distribution and ranks as the number #1 OS  in the cloud.

In partnership with Google, Amazon, IBM and Microsoft, Canonical helps companies become more agile, productive and adopt new technologies faster. Examples of customer success include AI, Blockchain, IoT, Advanced Robotics and self-driving cars, where Ubuntu is the preferred development platform.

The role of a Business Development Representative at Canonical

Canonical is profitable and growing. We consider our sales development organization to be the best technology sales academy in the market, and as such, we select exceptional and ambitious candidates to join our team. You will enjoy this role if you are organized, persistent, charismatic and hard-working. You will need to be interested in tech and its business implications. In this role, you will collaborate with a regional sales and marketing team, and your primary objective will be to find customer projects that fit our product lines and spread the good name of Canonical across multiple different industries and geographies.

 Click HERE to watch our SDR team discuss their role in Canonical

The role entails

• Execute outbound sales & marketing campaigns
• Research information about prospective customers and market trends 
• Generate high-quality leads for Senior Sellers to fuel a multi-million dollar pipeline
• Own and close SMB opportunities within your designated territory
• Collaborate across multiple teams and senior stakeholders to drive results 
• Help define the processes and policies for the team
• Travel to events and conferences worldwide, presenting on booths and driving face-to-face marketing and sales opportunities

What we are looking for in you

• Demonstrated success in SDR or outbound sales, with a track record of exceeding annual quotas and consistently driving qualified pipeline growth
• Experience navigating prospective accounts from and into a senior executive level to identify new customer opportunities
• Experience in enterprise software or technology sales
• Exceptional academic track record from both high school and university
• Passion for business and technology
• Commitment to continuous learning and improvement - curious, flexible, scientific
• Creative problem solving and cross team collaboration
• Professional written and spoken English with excellent presentation skills
• Verbal and written communication and negotiation skills 
• Result driven with an over-achiever spirit
• Persistence & perseverance
• Growth mindset - people from our team develop into all departments within the sales organization (Channel, IoT, Enterprise Sales, etc)
• Ability to travel internationally twice a year for company events up to two weeks long

What we offer colleagues

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.

• Distributed work environment with twice-yearly team sprints in person
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Team Member Assistance Program & Wellness Platform
• Opportunity to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long-haul company events

About Canonical

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004.​ Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.

Canonical is an equal opportunity employer

We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.

#LI-remote 

Canonical is a global software company that publishes Ubuntu and open-source enterprise solutions for cloud, developer, IoT and AI. Ubuntu is the fastest growing Linux distribution and ranks as the number #1 OS  in the cloud.

In partnership with Google, Amazon, IBM and Microsoft, Canonical helps companies become more agile, productive and adopt new technologies faster. Examples of customer success include  AI, Blockchain, IoT, Advanced Robotics and self-driving cars, where Ubuntu is the preferred development platform.

The role of a Sales Development Representative at Canonical

Canonical is profitable and growing. We consider our sales development organization to be the best technology sales academy in the market, and as such, we select exceptional and ambitious candidates to join our team. You will enjoy this role if you are organized, persistent, charismatic, and hard-working. You will need to be interested in tech and its business implications. In this role, you will collaborate with a regional sales and marketing team, and your primary objective is to find customer projects that fit our product lines and spread the good name of Canonical across multiple different industries and geographies.

Click HERE  to watch our SDR team discuss their role in Canonical

What your day will look like

• Handle inbound customer inquiries across email, phone and chat
• Execute outbound sales & marketing campaigns
• Travel to events and conferences worldwide, presenting on booths and driving face-to-face marketing and sales opportunities
• Collaborate across multiple teams and senior stakeholders to drive results 
• Work directly with marketing on campaigns
• Research information about prospective customers
• Generate a multi-million pound pipeline
• Identify prospects and market trends
• Help define the processes and policies for the team
• Liaise with new and existing customers, setting up and attending meetings whilst actively mapping accounts to identify new opportunities
• Accurately create, update, maintain and nurture leads on global opportunities

What we are looking for in you

• Excellent academic results at school and university
• Passion for business and technology
• Commitment to continuous learning and improvement - curious, flexible, scientific
• Creative problem solving and cross team collaboration
• Verbal and written communication skills
• Result driven with an over-achiever spirit
• Persistence & perseverance

What we offer you

Your base pay will depend on various factors including your geographical location, level of experience, knowledge and skills. In addition to the benefits above, certain roles are also eligible for additional benefits and rewards including annual bonuses and sales incentives based on revenue or utilisation. Our compensation philosophy is to ensure equity right across our global workforce.  

In addition to a competitive base pay, we provide all team members with additional benefits, which reflect our values and ideals. Please note that additional benefits may apply depending on the work location and, for more information on these, please ask your Talent Partner.

• Personal learning and development budget of 2,000USD per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Parental Leave
• Employee Assistance Programme
• Opportunity to travel to new locations to meet colleagues at ‘sprints’
• Priority Pass for travel and travel upgrades for long haul company events

Canonical is an equal opportunity employer

We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.

#LI-remote 

Canonical is a leading provider of open-source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

The company is founder-led, profitable, and growing.

We are hiring Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to expand our reach in mission-critical industries such as Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics. We are looking for candidates who are technically skilled and familiar with embedded Linux and RTOS. We are expanding in all time zones, so we can accommodate candidates from almost any country as long as they have reasonable business access to a substantial market territory in person. As we grow our teams, we will also hire Sales Team Managers and Regional Sales Directors. Please continue with this process if your goal is a management leadership position.

The server edition of Ubuntu is already very widely used in connected devices and industrial PCs. Our newer edition of Ubuntu for IoT, called Ubuntu Core, represents the state of the art in security and resilience for high-end appliances and equipment. Our customers include global brands in consumer and industrial electronics, as well as automotive and robotics. We continue to expand our range of offerings to bring our security, management, and developer experience to the smallest Linux environments and devices. We recently added a real-time Linux capability and are working towards a range of certifications for these offerings. Together, this portfolio is Linux reinvented for optimal reliability, security, developer productivity, and footprint.

This is a prospecting sales and strategic account development role and requires energy, ambition, and focus. To be successful, you must be comfortable positioning and selling open source, services, and software solutions to all levels of an organization, and specifically to departments that are developing embedded software and IoT devices. You should also be familiar with at least one of our priority sectors.

Customers love the idea that they can get security compliance and support for everything open source from a single company. Our goal is to have more solutions on tap than any other vendor, and we have built unique capabilities to make that possible across every cloud, every class of compute, and every category of application. Canonical provides licensed enterprise software products, commercial support, managed services, consulting, and training services to customers who are deploying Ubuntu or open source applications on the cloud, in their data center, or to the connected device and IoT ecosystem. We are on a steady but relentless growth trajectory. We are almost entirely distributed, with leadership spread across many countries. We believe that talent is equally distributed across the globe, and we are excited to hire, develop, promote, and ultimately trust a diverse group of exceptional leads to build the best, not biggest, enterprise software company.

We hire carefully and deliberately; our selection process is long and requires substantial work from applicants. It will take successful applicants three to six months to secure an offer. This is not a place to apply if you are in a rush to find a position; it is a worthwhile place to apply if you are ambitious and long-term in your thinking about your career and the dynamics which move the world forward. If you see clearly the rise of open source, and you understand the drivers of enterprise procurement and technical decision-making, then you will understand why Canonical has such a tremendous long-term advantage. You will also understand, given the ferocity of competition and the challenges of competing in a market of giants, that we have to set a very high bar for hiring and performance. In order to be a world-leading company, we select for exceptional ability as well as character, and then provide an environment that promotes teamwork and celebrates diligence, collaboration, and effectiveness. All of those are easy to say but hard to do - at Canonical we are willing to be uncomfortable in pursuit of that excellence.

In building our sales team, we look for five things:

• Empathy for the customer - a real understanding of customer needs, industry-specific challenges, and a desire to help customers solve their business problems
• High intellect - the ability to learn quickly, understand very complex subjects, and communicate clearly to build trust and confidence
• Passion for technology - a fascination with the state of the art from brilliant people solving hard problems, and fierce competition for large prizes
• Teamwork - a willingness to help others, to collaborate well with people from different disciplines, and to balance personal and team ambitions
• Energy - the drive to motivate oneself and others to achieve the best result for the team and our customers

Ubuntu is already very widely adopted, which gives us a credible basis for conversations in the market. Nevertheless, it requires real work for sales professionals to build on that adoption to create trusted and profitable commercial relationships with brands in their territory. Our product managers and marketing teams run campaigns to generate awareness, engagement, and leads, but you will need to go beyond managing inbound interest to develop the potential of your territory. You will need judgment as to which industries and companies are ready to go deeper with open source and Canonical, and energy to develop relationships in advance of proven interest. We expect professional practice, territory and account planning, as well as clear, complete, and continuous reporting on pipeline status and activity, using standard professional tools.

The successful candidate will carry an annual bookings quota within their assigned territory. They should be able to travel regionally for client engagement, industry conferences, and internationally for company events twice a year. They will be expected to demonstrate professionalism and effectiveness, to prospect accounts for new business, maintain and develop existing relationships, and work with colleagues and partners on account strategy. They must be comfortable selling enterprise software, open source, cloud, virtualization, container technologies, and technical software solutions to senior levels of the enterprise.

Location: We are growing our sales reach in all regions - EMEA, APAC, and Americas.

The role entails

• Building and executinge a territory plan to prioritize leading security-focused brands and manufacturers
• Working with marketing to promote our brand and increase market awareness in prioritized accounts
• Developing pipeline through outreach, prospecting, local marketing, and industry events
• Closinge contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectives
• Managinge customer relationships and interactions through all stages of the sales cycle
• Working with IoT Field Engineers to understand customer requirements and ensure customer satisfaction
• Maintaining accurate data and forecasts within Salesforce
• Establishing productive professional relationships with key influencers and decision-makers
• Coordinatinge with colleagues, including support, delivery, and management

What we are looking for in you

• Exceptional academic track record from both high school and university
• Undergraduate degree in a technical subject
• Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation
• Track record of going above-and-beyond expectations to achieve outstanding results
• Field sales experience in embedded Linux, embedded software, or enterprise software
• Track record of achievement of sales targets and large account wins
• Passion for technology evidenced by personal projects and initiatives
• The work ethic and confidence to shine alongside motivated colleagues
• Professional written and spoken English with excellent presentation skills
• Experience with Linux (Debian or Ubuntu preferred)
• Excellent interpersonal skills, curiosity, flexibility, and accountability
• Appreciative of diversity, polite, and effective in a multi-cultural, multi-national organization
• Thoughtfulness and self-motivation
• Result-oriented, with a personal drive to meet commitments
• Ability to travel internationally twice a year, for company events up to two weeks long
• Willingness to travel up to 50% for customer meetings and industry events
• Ability to develop and execute territory sales plans
• Detail oriented with effective follow-up

What we offer colleagues

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.

• Distributed work environment with twice-yearly team sprints in person
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Team Member Assistance Program & Wellness Platform
• Opportunity to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long-haul company events

About Canonical

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004.​ Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.

Canonical is an equal opportunity employer

We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.

#LI-remote

Job Opportunity: Student Advisor / Customer Service Representative

Location: Remote

Job Type: Full-Time Contractor (40 Hours Per Week) 

Pay Range: $20/hour (Base) + $20/per successful long-term class conversion (Bonus)

About Think Academy:

TAL is a world-leading education and technology enterprise, serving 4.5 million students across the globe. Established in Beijing in 2003, it made history by becoming the first Chinese education institution catering to primary and middle school students to be listed on the New York Stock Exchange (NYSE: TAL) in 2010. https://en.100tal.com/

Think Academy, the international brand of TAL, has established campuses in many countries, including China, the U.K., the U.S.A., Canada, Australia, Singapore, Malaysia and so on.

In addition to the core teaching services, Think Academy is committed to organizing educational events, charity activities, and promoting educational Sustainable Development Goals (SDGs) with UNESCO (TAL has established an strategic partnership with UNESCO since 2019). https://www.thinkacademy.ca/

About the Role:

The Student Advisor, functioning as a Customer Service Representative, is a remote, contract role that requires fluency in both English and Mandarin.

This position involves providing course consultations to potential customers, proactive outreach to user leads, and offering excellent customer service to our existing clientele. The Student Advisor will be an essential part of our team, helping us continue to provide high-quality educational services and support to our community of learners.

Job Responsibilities:

• Responsible for enrolling trial courses for clients, setting up new classes in the system, managing student transfers between classes, processing student refunds, and handling the mailing of course materials.
• Recommend suitable classes based on students' learning progress to ensure the smooth delivery of educational services.
• Assist teaching staff with additional tasks as needed, such as gathering student feedback, coordinating teacher schedules, and participating in course quality assessments.

Job Qualifications:

• Bachelor's degree or above, has strong interest in Education-related fields.
• Quick to learn and master the basic knowledge required for work, with a strong sense of customer service.
• Strong sense of responsibility, meticulous in work, with good communication and problem-solving skills.
• 1–3 years of experience in the sales or education-related customer service fields is a plus, but not required.
• Bilingual proficiency in both English and Mandarin is Required. 

Working hours reference:

• Eastern Time‌: Wednesday to Sunday 2PM-10PM

The successful candidate will be a proactive, customer-focused individual who can comfortably interact with diverse users and deliver exceptional customer service.

Think Academy's Commitment to DEI

Think Academy is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Diversity, Equity, and Inclusion (DEI) are fundamental values at Think Academy. We believe that a diverse workforce brings different perspectives and ideas, fostering creativity and innovation. Our commitment to DEI extends to all aspects of employment, including hiring, advancement, and development opportunities

At Think Academy, we strive to create a workplace where everyone feels valued and included. We are dedicated to providing equal opportunities for employment and advancement, regardless of race, color, religion, sex, national origin, age, sexual orientation, gender identity, disability, or any other protected status.

If you require accommodations to participate in the job application process, please let us know once you have received an update about your application moving forward with the company. We are committed to providing reasonable accommodations to individuals with disabilities throughout the recruitment process.

About Parento

Parento is the first provider for paid parental leave, distributing the first and only paid parental leave insurance and parental support program. Our holistic program enables companies to offer paid maternity and paternity leave to all employees.

Designed to support working parents while alleviating HR’s workload, Parento’s white glove leave concierge handles the complexities of leave management, payroll calculations, compliance, and claims, while providing emotional and parent coaching for employees. Our proprietary program boasts a 95% return-to-work rate and guides employees through the process before, during, and after leave to ensure a seamless re-onboarding.

Position Overview

The Sales Development Representative (SDR) position is responsible for generating qualified sales pipeline through outbound prospecting and lead qualification. This role focuses on identifying and engaging prospective customers and booking high-quality discovery meetings for Sales Consultants. Success in this role requires strong communication skills, comfort with high-volume outreach and the ability to stay organized and resilient in a target-driven environment.

This is a great opportunity for someone hungry and looking to grow within a sales organisation, whilst helping expand access to paid parental leave and support for working families.

Key Responsibilities

• Prospecting: Researching target accounts and identifying key decision-makers with defined ideal customer profiles (ICPs).
• Outreach: Conducting high-volume outbound calls, emails, and LinkedIn messages to engage prospective customers.
• Lead Qualification: Identifying prospect pain points and assessing fit for the product/service.
• Meeting Booking: Scheduling discovery calls and demos for Sales Consultants, ensuring accurate handoff and context.
• Pipeline Generation: Consistently meet or exceed monthly targets for meetings booked and qualified pipeline created.
• CRM Management: Logging activities and maintaining accurate records in HubSpot.
• Collaboration: Working closely with marketing and Sales Consultants to align messaging, provide feedback on lead quality and refine outreach strategies. 

Requirements

• Communication: Excellent verbal, written, and active listening skills with the ability to engage senior stakeholders.
• Tech Savvy: Proficiency with CRM (HubSpot), sales engagement tools and LinkedIn for prospecting.
• Resilience: Handling rejection and staying motivated and maintaining momentum in a high-activity role.
• Organization: Strong time management to meet targets.
• Business Acumen: Understanding sales cycles and market needs.
• Mindset: Self-starter, tenacious, goal-oriented, and eager to learn.
• Track Record: Proven ability to hit targets and exceed goals.
• Growth Potential: A desire to advance within a sales organization
• Experience: 1-3 years in sales, customer service, or business development.
• Education: Bachelor's degree or higher 
• Property & Casualty Insurance License preferred but not required

About the company

AltiSales is a leading global professional services company, providing a broad range of services and solutions in strategy, consulting, technology, and operations of Sales and Sales Development. AltiSales lives in the intersection of 3 industries: Consulting, Outsourcing, and Venture Capital. We work with clients to create a sustainable and scalable revenue engine that can later be brought in-house as the teams grow from a few Sales Development Representatives to dozens of them.

AltiSales was founded in 2012 by Tito Bohrt, who himself spent over a year making cold calls, and over 6 years in Sales Development. Tito has hired and trained over 100 SDRs including some of the best performers at public companies like Citrix. Today Tito leads AltiSales and writes articles for Sales Hacker, Forbes, and his personal blog on LinkedIn. 

Our Core Values are:

1. Excellence: Results, not effort. How much, how quickly, and how well you do your work matter much more than how many hours you’re in the office.
2. Ownership & Accountability: We behave like owners. We never wait to be told what to do or feel like “it’s not our job” to go above and beyond. We act as the CEOs of our campaigns and are always self-motivating, self-improving, and self-disciplined. We make tough decisions without agonizing.
3. Customer Centricity: We strive to make every customer successful because their success is our success. Empathy is our default. We work hard to augment our clients growth day-in and day-out. We pride ourselves on making a tangible impact on our customer´s lives and businesses.
4. Common Sense: We believe that excessive rules make our company less agile and adaptable in a constantly changing world, and therefore we prioritize common sense. 
5. Team-Centric and Results-Driven Culture: We embrace a team-oriented approach where we operate like a professional sports team. We strive for excellence by seeking the best talent, investing in their development, and making necessary adjustments to optimize overall team performance. We are ego-less in the search for the best ideas. We value open communication and radical candor, fostering a culture of achievement and collaboration.

Our Benefits:

• Attractive Compensation Package: We offer a competitive salary, commission, and bonuses in USD, which include performance-based salary increases. Join our prestigious Presidents Club: Achieve your revenue targets and every quarter, we reward you with an exciting trip to destinations like Vegas, Mexico, and Costa Rica. While on these trips, you'll have the opportunity to bond with the team and engage in thrilling activities such as scuba diving, whitewater rafting, and bungee jumping. As a top performer, you'll be celebrated and receive well-deserved recognition.
• Remote-First Culture: Enjoy the freedom to work from anywhere that suits you best. Our company fully supports remote work, allowing you to choose your ideal location. We go the extra mile by covering your coworking space expenses and providing all the necessary equipment you need to excel in your role.
• Work-Life Balance: Enjoy our open vacation policy that allows you to take time off whenever you need it, as long as you continue to meet your goals. We understand the importance of a healthy work-life balance and trust our employees to manage their time effectively.
• Unlimited Professional Growth: Fuel your sales expertise with our unlimited professional development budget. We cover 100% of the costs for sales books, conferences, and any other opportunities to enhance your skills. 
• Additional Exciting Perks: we offer a range of cool benefits including health reimbursement, fitness stipend, and more.

About the role

As a Sales Development Representative, you will leverage existing relationships with C-level executives while actively cultivating new connections, focusing specifically on US-based territory and clients. Serving as a trusted business partner, your role will involve deeply understanding their unique company challenges and goals, and advocating the innovative power of our products and services to make the organization more productive and drive its sales strategy.

AltiSales has taken the dreadful and boring parts of sales development out of the role. You will not need to source your own leads or data, they're all provided to you. You will not need to fight with your boss or VP of Sales about the quality of the demos.

Responsibilities:

• Take ownership of your sales targets, aligning the business with the defined objectives and key results.
• Conduct accurate forecasting and provide regular reports on the status of your sales performance.
• Utilize phone and email channels to proactively engage with potential new prospects. Aim to make approximately 100 calls per day.
• Arrange productive meetings by effectively communicating and demonstrating the value of our offering to ensure high-quality interactions.
• Join Sales Representatives (AEs) on calls, takes notes, and familiarize yourself with the products we offer.

Required Qualifications:

• Bachelor's degree or equivalent practical experience.
• 1+ years of proven experience in outbound sales. 
• 1+ years of proven experience in a sales customer-facing role working towards specific goals/Key Performance Indicators (KPIs).
• Ability to speak and write in English.
• Excellent written and verbal communication skills, with the ability to plan, pitch, and execute a sales strategy. 
• Collaborative and continuous learning mindset. Strong willingness to actively contribute ideas and support their peers but also to demonstrate a genuine eagerness to learn and adapt continuously.
  
  

Desirable Qualifications (Nice to Have):

• 3+ years of proven experience in outbound sales for tech start-ups. 
• Proficiency in Salesforce, with a strong understanding of its functionalities and ability to navigate the platform effectively.
• Previous experience using Outreach.io or similar sales engagement software, such as SalesLoft.

Please submit your resume in English - we can only consider applications submitted in this language.

AltiSales is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status.