Responsibilities

Measurement and data foundation

• Instrument the full customer journey, from pre-funnel and partner activity through credit consumption and expansion.
• Define the GTM data model, funnel stages, and metric definitions so numbers reconcile across Sales, CS, Partnerships, and Finance.
• Connect product usage and billing data to the revenue stack so every customer is represented completely and consistently.
• Govern CRM fields and data quality through automation and clear standards, not manual cleanup.

Forecasting and executive reporting

• Design and run a forecasting rhythm built for a consumption-based, land-and-expand model.
• Present completed-quarter results and forward guidance to the ELT at each quarter-end.
• Give ELT members the analysis, forecasts, and materials they need to run their functions and report upward.

Intelligence layer and AI

• Build AI-driven reporting and analysis across solution presentation, adoption, credit consumption, and customer outcomes, with Backstory as the primary source of truth.
• Deliver automated briefings, pipeline intelligence, and self-serve analytics to the whole GTM organization, not just leadership.

Retention and expansion signals

• Re-anchor our early warning system around solution adoption.
• Turn those signals into a review cadence and save and expand plays triggered by what customers are actually doing.

Commercial operations

• Comp plan design for Sales, CS, and Partnerships, in partnership with Finance and People.
• Territory, quota, and capacity planning, including clear rules of engagement and handoffs across direct, CS, and partner teams.

Be Our Best Customer

• Run Backstory's GTM on Backstory, learning from our strongest adopters and trying uses customers that have not yet tried.

Qualifications

• Builder instinct.
• Applied AI.
• GTM operating model fluency.
• Data architecture literacy.
• Forecasting authority.
• Commercial operations depth.
• SaaS metrics fluency.
• Modern data tooling.
• Executive presence.
• Experience.

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Responsibilities

• Own retention and consumption: Drive gross retention, expansion and credit consumption, and lead customers onto the Backstory platform
• Run segmented customer motions: Run three coverage models (high-touch strategic, time-boxed emerging, and scaled), moving emerging accounts into strategic coverage within their renewal cycle
• Deliver value through solution-based thinking: Understand each strategic customer's business, technical environment, and what our product can become for them
• Build a high-performing team: Hire, develop and retain managers and CSMs, with a bench ready for larger books and new segments
• Run the CS operating rhythm: Own weekly renewal reviews, segment account reviews, monthly business reviews and quarterly planning
• Be our best customer: Run CS on Backstory, from account plans and health signals to renewal reviews and customer prep
• Lead cross-functional partnerships: Own the Sales to CS relationship, from handoff standards to joint renewal and expansion planning

Qualifications

• 12+ years in Customer Success, Account Management or post-sales leadership, including 5+ years leading teams and developing managers
• A track record of owning retention and expansion outcomes in B2B SaaS
• Experience building segmentation, capacity models, playbooks and metrics that scale, and running a function from data in Salesforce, Gainsight or similar
• Hands-on experience designing success planning, EBR and value frameworks for enterprise customers, and translating product usage into outcomes executives care about

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You will manage paid media, agency partners, web conversion, and organic discovery across both traditional search engines and AI answer engines. Partnering directly with the SVP of Marketing, you will commit to an enterprise pipeline target and build the automated systems to hit it.

Responsibilities

• Own paid acquisition and performance marketing across paid search, paid social, display, and digital ABM, optimizing toward pipeline, CAC, and payback.
• Manage performance marketing agency partners, driving strong execution, creative output, experimentation, and efficient campaign performance.
• Lead SEO and AI-driven discovery (AEO) across Google, ChatGPT, Perplexity, Gemini, Claude, and other emerging channels, including technical SEO, content strategy, schema, and site health.
• Own Backstory’s Share of Model strategy, increasing brand visibility, citations, and recommendations across AI answer engines relative to competitors.
• Build AI-powered campaign automation using tools like Clay, Make, n8n, LLM prompts, and AI creative tools to scale enrichment, personalization, research, and campaign execution.
• Own web performance and CRO, continuously testing landing pages, messaging, offers, and user experiences to increase qualified conversions and pipeline.
• Lead lifecycle nurture and funnel optimization, improving segmentation, messaging, sequences, and conversion across MQL → SQL → Opportunity.
• Co-own integrated campaign strategy and pipeline performance with the SVP of Marketing, aligning paid, search, content, and distribution while measuring impact through multi-touch attribution.
• Drive performance creative strategy, partnering with Creative and agencies to develop, test, and optimize campaign assets based on CTR, conversion, and pipeline contribution.

Qualifications

• 6+ years in Demand Generation / Growth Marketing at a high-growth B2B SaaS or enterprise AI startup.
• AI-Forward Operator: Proven track record of testing and integrating cutting-edge AI software into campaign operations.
• Proven Pipeline Ownership: Track record of owning a qualified enterprise pipeline number and managing paid digital budgets end-to-end.
• Full-Funnel & Lifecycle Mastery: Strong experience managing paid performance, CRO, and automated email nurture streams.
• Data & Attribution Rigor: Fluency in CAC, payback periods, multi-touch attribution, and CRM/MAP reporting.
• Cross-Functional Partner: Ability to work smoothly alongside Product Marketing, Creative Directors, and Sales to turn messaging and content into scalable pipeline.
• Curiosity, collaboration and a focus on impact.

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As the Senior PM for Platform, you will accelerate execution across Matching, Activity Capture, and CRM Integration. You will own and drive the Matching and Activity Capture roadmap, lead CRM Integration roadmap execution, and grow into ownership of the full Platform domain over time.

Responsibilities:

• Own and drive the Matching and Activity Capture roadmap, including quality improvement loops, customer issue triage, and forward-looking enhancements.
• Lead CRM Integration roadmap execution, supporting Backstory's CRM diversification strategy.
• Grow into ownership of the Unified Data Platform delivery milestones and Admin Next initiative within 12–18 months.
• Represent platform capabilities in customer-facing settings, acting as a trusted technical thought partner.
• Develop repeatable enablement messaging for CS and SE teams on platform differentiators, data quality, and integration mechanics.
• Instrument your roadmap areas with clear success metrics and establish feedback loops with customers, CS, and TS.
• Bring AI tools and workflows into how you and the team work.

Requirements:

• 6–10 years of product management experience, with at least 2 years in a senior or staff-level role.
• Deep familiarity with enterprise data systems, including CRMs, data lakes and warehouses, event pipelines, API integration patterns, and data modeling.
• Demonstrated experience building platform-layer products, such as matching systems, data pipelines, integrations, admin configuration, or data quality tooling.
• Strong data analysis skills and ability to work in technically complex domains.
• Strong customer-facing skills, with experience representing technical products to enterprise IT teams and executive buyers.
• Experience in a high-growth or early-stage B2B SaaS environment.
• Bachelor's degree, with a technical background strongly preferred.
• Based in Canada.

Additional Information:

• Regular employees may be eligible for commissions or bonus programs, equity, and benefits.

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You will collaborate cross-functionally with internal teams to deliver value-based solutions, navigate sophisticated buying committees, and drive predictable revenue growth.

Responsibilities:

• Close high seven- to eight-figure enterprise deals with C-suite executives.
• Navigate complex customer buying journeys using CoMessage and CoBuyer methodologies.
• Sell cross-functionally, building consensus across Marketing, Sales, Finance, Operations, and other executive stakeholders.
• Demonstrate success with value-based selling, disciplined opportunity qualification, and consistent execution of a structured sales process.
• Build predictable pipeline through rigorous sales methodology, strong qualification, and accurate forecasting.
• Excel in team selling, partnering effectively across internal functions to drive complex enterprise deals to close.
• Maintain a high level of activity, persistence, and urgency while demonstrating strong executive presence and disciplined business management.

Requirements:

• 10+ years of enterprise sales experience within a software (preferably SaaS) company, management consultancy, or related technology organization.
• Proven success selling into Fortune 500 enterprises, navigating complex organizations with multiple stakeholders across business functions.
• Strong technical aptitude, exceptional communication skills, intellectual curiosity, and keen attention to detail.
• Outstanding relationship-building skills with the ability to establish credibility and serve as a trusted advisor to executive buyers.
• Experience partnering with or selling to Sales and Marketing Operations teams is strongly preferred.
• Familiarity with modern Sales and Marketing technology stacks (CRM, RevOps, Marketing Automation, etc.) is preferred.
• Thrive in a fast-paced, high-growth startup environment, demonstrating adaptability, ownership, and comfort with ambiguity.

Additional Information

Regular employees may be eligible for commissions or bonus programs (target included in OTE), equity, and benefits.

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The platform operates over trillions of sales activities, millions of deals, and more than 160 million business contacts, giving customers a unified view of the signals that drive revenue. Companies such as Nvidia, OpenAI, AMD, Red Hat, and Databricks rely on Backstory to surface risks, identify opportunities, and understand what's happening across their business.

Backstory is building AI systems that reason over massive amounts of enterprise data to help business leaders understand what's happening in their business and what to do next. We work at the intersection of large language models, retrieval, evaluation, distributed data systems, and product design, turning billions of signals from across the enterprise into insights people can trust.

As a Senior Software Engineer on the Matching team, you will work on Backstory's foundational technology , matching business activities to business context. You will handle a vast amount of business data, perform data-driven research, design and develop algorithms and microservice architecture, write machine learning and automation code, and build scalable systems that power the AI-engine behind Backstory's products.

Responsibilities:

• Design and implement core backend services and data pipelines.
• Perform data-driven research using big data and leveraging Data Science toolset.
• Document design choices and operational knowledge to successfully deploy and run services.
• Provide appropriate test coverage, unit and integration testing, with focus on performance and cost efficiency for your feature ownership areas.
• Ensure robust alerting, dashboards, and runbooks for production services are in place.
• Collaborate within the team and with other engineering teams to build new features and products according to business needs.
• Follow software design and development best practices and promote such practices in the team.

Requirements:

• 5+ years of professional experience working on backend systems in an enterprise environment.
• 3+ years experience with data analysis / data science tasks and/or ML.
• 2+ years experience programming in Python 2.x/3.x or Scala or Java.
• Experience with AI development tools (especially agentic AI) is a plus.
• Experience developing systems based on LLM is a plus.
• Understanding of SOA, microservices, and event-driven architecture.
• Experience with an enterprise-grade stack for scalable web apps including messaging broker, in-memory storages, NoSQL, and key-value databases.
• Strong knowledge of TDD, Unit, and automated test paradigms.
• Experience with SQL and RDBMS solutions.
• Experience with large-scale data processing (Spark).

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