You'll focus on large, complex enterprise accounts, guiding customers through modernisation and DevSecOps transformations while driving pipeline generation that translates into measurable Net ARR and long-term expansion.

In this role, you'll use your understanding of the software development lifecycle, including continuous integration and continuous delivery (CI/CD) automation, secure development practices, and infrastructure modernisation, to connect customer stakeholders with GitLab's field organisation so GitLab is seen as a trusted, long-term partner across the full sales cycle.

Some examples of our projects include building and growing a territory plan focused on large, high-growth digital native organisations, from new logo prospecting through long-term account expansion on GitLab's AI-powered DevSecOps platform.

Key responsibilities:

• Lead and grow GitLab's largest and most strategic Digital Native prospects and customers across your territory, focusing on organisations building modern software products at scale

• Drive the full enterprise sales cycle, from prospecting and pipeline generation through qualification, evaluation, negotiation, and close within large, complex Digital Native accounts

• Provide hands-on account leadership and direction throughout the pre- and post-sales process to ensure a smooth customer experience and strong adoption of GitLab's AI-powered DevSecOps platform

• Partner closely with Sales Development Representatives, Solutions Architects, Customer Success, and strategic channel partners to generate qualified opportunities, co-sell, and execute account strategies that drive new business and expansion within Digital Native organisations

• Develop and maintain detailed account plans for priority Digital Native customers, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across engineering, security, platform, and business leaders

• Coordinate and facilitate the involvement of cross-functional GitLab team members, including sales leadership, marketing, product, and support, to progress opportunities and deliver an excellent customer experience

• Prepare activity and forecast reports, contribute to forecasting and pipeline reviews, and share root cause analysis and lessons learned from wins and losses with account managers, marketing, and technical teams

• Act as the voice of the customer by contributing product ideas to our public issue tracker, preparing and delivering customer-facing and internal presentations, quotes, proposals, and formal sales documents that address Digital Native business challenges and clearly communicate long-term value and outcomes

What you'll bring:

• Deep experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions that support the software development lifecycle

• Ability to prospect, build pipeline, and close new business while expanding strategic relationships within large digital native accounts across your territory

• Strong understanding of modern software delivery, including continuous integration and continuous delivery (CI/CD), secure development practices, and cloud and infrastructure modernization, with the ability to connect platform capabilities to customer outcomes

• Proven ability to navigate and influence complex organisations, building trusted relationships with senior stakeholders across engineering, security, operations, and business teams

• Experience creating and executing account plans for priority accounts, including opportunity mapping, multi-threaded engagement, and disciplined deal and account management

• Effective communication and interpersonal skills, including comfort leading customer presentations, negotiations, and executive-level conversations and coordinating internal resources to move opportunities forward

• Capacity to work autonomously and asynchronously in a fully remote environment while staying aligned to shared goals, processes, and forecasting expectations across the broader GitLab team

• Familiarity with forecasting, pipeline hygiene, and reporting, including sharing learnings from wins and losses to improve repeatable sales motions

How GitLab Supports Full-Time Employees:

• Benefits to support your health, finances, and well-being

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental leave

• Home office support

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The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers. Our winning culture recognizes big team wins and celebrates individual accomplishments.

Responsibilities:

• Reactively support Customer Success and Client Sales teams on paid SaaS sales cycles, taking the lead on complex deals
• Engage with our existing customers, focusing on driving SaaS upsell, which will increase customer stickiness
• Conduct product demonstrations and provide technical expertise to potential customers
• Collaborate with CSEs, CSMs, and Solution Consultants to ensure seamless sales processes and customer experiences
• Develop and execute strategic account plans to achieve and exceed sales targets
• Maintain accurate records of sales activities and customer interactions in CRM systems

Requirements:

• 2+ years of full-cycle B2B software sales experience
• 1+ years of outbound prospecting experience
• Experience leading SaaS product demonstrations
• Goal-oriented and self-motivated with a proven track record of meeting and exceeding targets
• Strong understanding of SaaS products and their implementation
• Excellent communication and presentation skills
• Ability to work in fast-paced, high-velocity environments
• Proficiency in CRM software and other sales tools

Bonus points:

• Previous experience in an overlay or channel sales role
• Familiarity with financial products, credit cards, and business finance
• Familiarity with the commercial or mid-market customer segment and high-value sales cycles
• Familiarity with software solutions, especially in areas such as Expense Management, Travel, and AP
• Previous experience in implementing successful upselling and cross-selling strategies
• Keen awareness of the competitive landscape, industry trends, and market dynamics
• A background in handling renewals, ensuring customer retention, and minimizing churn
• Familiarity with sales tools such as Gong, Salesforce, Outreach, etc.

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You'll elevate your impact through leadership in complex deal cycles and by mentoring others on the team. You'll focus on managing and growing a defined book of business. You'll also source new opportunities and guide customers through their DevSecOps and AI adoption journeys.

You'll build pipeline that turns into measurable new annual recurring revenue (ARR) and long-term expansion. In this role, you'll act as a strategic connector between customer stakeholders and GitLab's field organisation.

You'll help ensure GitLab is seen as a trusted, long-term partner across the full sales cycle. You'll also share best practices, deal strategy, and customer insights to help raise overall team performance.

In your first year, you'll deepen executive-level relationships within key accounts. You'll build and execute a territory plan that supports a healthy book of business. You'll consistently deliver top-tier performance while contributing to the success and growth of your peers.

Responsibilities:

• Own and grow a book of mid-market commercial accounts in your territory, focusing on organisations that can benefit from GitLab's AI-powered DevSecOps platform and GitLab Duo.

• Drive the full sales cycle with commercial customers by generating and qualifying pipeline through outbound prospecting, leading discovery and value-based demos, aligning stakeholders, negotiating, and closing to create new ARR and multi-year commitments.

• Meet or exceed quota by building strong, long-term customer relationships, expanding executive sponsorship, and acting as the primary point of contact for all commercial opportunities and strategic initiatives in your territory.

• Articulate the value of GitLab and our AI-powered capabilities to mid-market prospects and customers, clearly connecting our platform to their business outcomes, productivity goals, security and compliance needs, and toolchain consolidation strategies.

• Manage your territory by documenting buying criteria and processes, defining next steps and owners, and keeping opportunity information accurate and up to date. Create clear quarterly forecasts through regular pipeline and deal reviews. Use data to prioritise and reduce risk in your business.

• Collaborate closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive new business, ensure adoption of GitLab and GitLab Duo, and support expansion while minimising churn and contraction across your account base.

• Represent GitLab in customer meetings, executive briefings, and regional events by driving attendance and delivering compelling presentations, proposals, and reports that communicate value and outcomes. Contribute customer ideas to our public issue tracker and apply MEDPICC and Command of the Message on all opportunities.

• Mentor and coach fellow Commercial Account Executives by sharing advanced sales strategies, customer insights, competitive positioning, and lessons learned to help elevate team performance, refine our commercial sales motion, and contribute to team goal achievement.

• Regularly meet on-site with key customers to develop and strengthen executive-level relationships, shape long-term platform and AI strategy with decision makers, and ensure GitLab is viewed as a strategic, long-term partner at the highest levels of the organisation.

Requirements:

• Ability to drive complex B2B software sales cycles and build trusted relationships with commercial and mid-market customers, ideally in a Commercial Account Executive or similar sales role serving mid-market customers.

• Ability to quickly learn and sell a complex AI-powered SaaS or DevSecOps platform to commercial and mid-market accounts, including identifying, engaging, and breaking into new logos while expanding within existing customers.

• Excellence in operational rigor for deal management in Salesforce and Clari (or similar CRM and forecasting tools), with the ability to create reliable forecasts, manage a large, active pipeline, and run your territory using both insight and data.

• Proven success managing and closing larger, more complex commercial deals using multi-threading, MEDPICC, Command of the Message, and strong negotiation and executive coverage strategies.

• Self-starter who acts as a manager of one for territory account planning, quarterly and annual KPI execution, and driving new business acquisition and expansion through consultative, multi-stakeholder sales motions that align to customer outcomes.

• Demonstrated ability to mentor and coach peers, share knowledge and learnings across the team, and take on additional team-level responsibilities that elevate overall performance, support ramping team members, and contribute to collective goal achievement.

• Effective communication and interpersonal skills, with the ability to articulate GitLab’s value at all levels of the customer organisation, lead clear and compelling customer and executive conversations, and remain calm, solutions-focused, and resilient under pressure.

About the team: The Commercial Sales team is responsible for driving growth and long-term value for GitLab customers in the Commercial segment. As a Commercial Account Executive, you’ll be part of a distributed, all-remote team that works asynchronously across regions. You’ll partner closely with GitLab’s sales engineering, marketing, Sales Development, Customer Success, Renewals, and partner teams.

We value transparency, strong teamwork, and continuous learning. We support one another with open communication, regular feedback, and by sharing what’s working and what isn’t. As a team, we focus on continuously improving how we work together and on helping each other grow.

How GitLab Supports Full-Time Employees:

• Benefits to support your health, finances, and well-being

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental leave

• Home office support

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Responsibilities:

• Reactively support Customer Success and Client Sales teams on paid SaaS sales cycles, taking the lead on complex deals
• Engage with our existing customers, focusing on driving SaaS upsell, which will increase customer stickiness
• Conduct product demonstrations and provide technical expertise to potential customers
• Collaborate with CSEs, CSMs, and Solution Consultants to ensure seamless sales processes and customer experiences
• Develop and execute strategic account plans to achieve and exceed sales targets
• Maintain accurate records of sales activities and customer interactions in CRM systems

Requirements:

• 2+ years of full-cycle B2B software sales experience
• 1+ years of outbound prospecting experience
• Experience leading SaaS product demonstrations
• Goal-oriented and self-motivated with a proven track record of meeting and exceeding targets
• Strong understanding of SaaS products and their implementation
• Excellent communication and presentation skills
• Ability to work in fast-paced, high-velocity environments
• Proficiency in CRM software and other sales tools

Bonus points:

• Previous experience in an overlay or channel sales role
• Familiarity with financial products, credit cards, and business finance
• Familiarity with the commercial or mid-market customer segment and high-value sales cycles
• Familiarity with software solutions, especially in areas such as Expense Management, Travel, and AP
• Previous experience in implementing successful upselling and cross-selling strategies
• Keen awareness of the competitive landscape, industry trends, and market dynamics
• A background in handling renewals, ensuring customer retention, and minimizing churn
• Familiarity with sales tools such as Gong, Salesforce, Outreach, etc.

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You'll focus on major enterprise prospects and customers, guiding them through complex DevSecOps and software delivery transformations across areas like CI/CD automation, secure development, and infrastructure modernisation.

In this role, you'll act as a key connector between customer stakeholders and GitLab's field organisation so GitLab is seen as a trusted, long-term partner before, during, and after the sale.

In your first year, you'll be expected to build and manage a healthy enterprise pipeline, create repeatable sales motions, and drive successful rollouts and adoption that translate into measurable results and long-term expansion.

Responsibilities

• Support GitLab's strategic large prospects and customers as a trusted advisor throughout their DevSecOps journey.

• Drive the full sales cycle in large, complex enterprises, including prospecting, qualifying, developing, and closing new opportunities across your assigned accounts.

• Provide strong account leadership and direction in both the pre-sales and post-sales process to ensure customers realise value from GitLab's AI-powered DevSecOps platform.

• Coordinate closely with Solutions Architects, Customer Success, Support, and strategic channel partners to design and execute account strategies that drive adoption, expansion, and retention.

• Develop and execute structured account plans based on customer business needs, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across technical and business teams.

• Ensure successful rollout and ongoing adoption through proactive account management activities, regular business reviews, and clear alignment on customer outcomes.

• Prepare and deliver accurate activity and forecast reports, and contribute to root cause analysis on wins and losses while sharing lessons learned with account managers, marketing, and technical teams.

• Act as the voice of the customer by sharing feedback and product ideas, and use a consultative approach to create proposals, quotes, and presentations that clearly link GitLab's solutions to customer business objectives.

Requirements

• A true desire to see customers achieve meaningful outcomes and long-term value from their investment in GitLab.

• Experience driving complex B2B software sales cycles with large enterprises, ideally in DevSecOps, software development tools, or adjacent SaaS solutions.

• Proven success selling into large, strategic organisations, with the ability to build trusted relationships with C-level and senior stakeholders across business and technical teams.

• Able to provide a high degree of account management and control, working under minimal supervision on complex opportunities while maintaining clear communication and alignment.

• Ability to generate new business and expand existing accounts through consultative, multi-stakeholder sales motions that result in sustainable, long-term partnerships.

• Experience collaborating with strategic channel partners to develop opportunities, co-sell, and support successful customer adoption.

• Excellent negotiation, presentation, and closing skills, with effective written and verbal communication that influences internal and external stakeholders.

• Preferred experience with Git, software development tools, application lifecycle management, or security/application security tools.

• You share our values and work in accordance with them, use GitLab in your daily work, and are able to travel if needed while following GitLab's travel policy.

About the team

The Enterprise Sales team is responsible for driving growth, adoption, and long-term value for GitLab's AI-powered DevSecOps platform with our largest and most strategic customers.

As a Major Account Executive on the AMER Enterprise team, you'll be part of a distributed, all-remote team that works asynchronously across regions and partners closely with GitLab's sales engineering, marketing, and customer success teams.

We value transparency, collaboration, and a consultative approach, and we support one another through shared account planning, regular deal reviews, and knowledge sharing focused on enterprise customers across regulated and large-scale environments.

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Reporting to the VP of Sales, you'll work across account management, customer success, marketing, product, engineering, and operations to deliver a consistent, high-quality experience for GitLab customers and expand our footprint. In this role, you'll help shape GitLab's go-to-market motion in the Alps region, drive new logo acquisition and expansion, and influence how we bring our open source and DevSecOps story to a broad range of customers while executing against ambitious bookings and ARR growth targets.

Key responsibilities include:

• Leading the growth of GitLab's business in the Alps region by building the regional sales plan, enforcing pipeline discipline, and driving day-to-day execution to meet quarterly bookings and ARR targets.

• Managing, coaching, and developing a team of Account Executives, joining customer meetings and modeling consistent, high-activity, field-focused sales behavior.

• Driving new logo acquisition across a broad base of medium-sized businesses in the Alps region while shaping and executing a long-term strategy for larger, more complex accounts.

• Building GitLab's reputation in the Alps market by partnering with marketing, business development, and local networks to generate qualified pipeline and deepen market awareness.

• Establishing clear operating rhythms, sales processes, and methodologies that create structure, accountability, and repeatability without sacrificing agility.

• Collaborating with regional sales leaders and cross-functional partners in account management, customer success, marketing, product, engineering, and operations to align coverage, share best practices, and ensure consistent execution.

• Developing and maintaining executive-level relationships with key accounts, positioning GitLab as a strategic partner and uncovering expansion and renewal opportunities.

• Analyzing pipeline, forecast, and performance data to identify gaps and opportunities, adjust regional plans to focus on the highest-impact activities, and represent the Alps business internally with clear insights on market trends and customer needs.

To succeed in this role, you'll need:

• Experience building and leading high-performing sales teams in a regional or multi-country context, with a focus on coaching, field engagement, and talent development.

• Ability to design and execute a regional go-to-market plan, including pipeline generation discipline, territory coverage, and structured deal execution.

• Familiarity with B2B software or technology sales and concepts related to open source and DevSecOps, with interest in deepening knowledge of GitLab's platform.

• Skills in creating structure and clarity, setting expectations, and driving organized, data-informed sales processes, including the use of MEDDPICC or similar methodologies.

• Demonstrated strength in developing trusted relationships with senior customer stakeholders, including executive-level contacts, to support new business and expansion.

• Comfort operating in a dynamic, growth-focused, all-remote environment, acting as a self-directed 'manager of one' and using Salesforce.com or similar CRM and marketing tools.

• Openness to collaborating across account management, customer success, marketing, product, engineering, and operations, with the ability to work effectively with distributed teams.

• Willingness to apply transferable leadership and sales skills from related markets or industries, even if direct Alps market experience differs, in alignment with GitLab's inclusive hiring approach.

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You will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive industry-specific customer success.

Enterprise Strategy & Analysis:

• Partner with sales and regional leaders to develop gtm strategy, motions, country/region prioritisation and sector focus and strategy. Refine industry-specific go-to-market strategies across key verticals (e.g., Financial Services, Healthcare, Technology, Retail, Manufacturing etc.)
• Identify Industry customer needs, pain points etc. and share feedback cross functionally to guide solution building across global teams such as product, engineering, finance, legal etc.
• Build and maintain industry-specific value propositions, use cases, and sales playbooks
• Drive territory and account segmentation strategies based on industry characteristics and opportunity
• Establish industry benchmarks and best practices to guide sales approach and prioritization
• Work with Finance on target setting, planning and bottom-up modeling

Go-to-Market Strategy & Execution:

• Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions
• Drive quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments
• Analyze industry-specific sales metrics and pipeline dynamics to develop proactive insights
• Partner with Account Executives to evolve sales motions and industry best practices based on vertical nuances
• Continuously evaluate market opportunities, competitive positioning, and whitespace within target industries

Cross-Functional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment
• Work with Product teams to communicate industry-specific feature requirements and market feedback
• Prepare executive-level materials including industry performance reviews, strategic planning sessions, and board updates
• Drive alignment across teams to ensure consistent execution of industry-specific go-to-market strategies
• Partner with Marketing on industry-focused campaigns, events, and thought leadership initiatives

Operational Excellence:

• Remove operational bottlenecks specific to complex industry sales cycles and compliance requirements
• Execute critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management
• Optimize sales technology stack and ensure effective adoption of Salesforce and other sales tools
• Establish sales process methodology, qualification criteria, and stage definitions for consistent execution
• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software

Requirements:

• 10+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles
• Deep expertise in one or more enterprise industry verticals with proven track record of driving growth in those markets
• Strong analytical capabilities with demonstrated ability to convert complex industry data into actionable insights and strategy
• Direct experience in commercial GTM roles selling or supporting sales of B2B software solutions to enterprise customers
• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
• Track record of building sales capacity models, productivity frameworks, and headcount planning processes
• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
• Proven ability to influence and partner with C-level stakeholders and senior sales leadership
• Track record of developing industry-specific frameworks, sales plays, and value propositions

Preferred Qualifications:

• Experience at high-growth B2B SaaS companies, particularly in industry-focused GTM or vertical sales roles
• Background in AI/ML, cloud infrastructure, or enterprise software companies serving multiple industries
• Track record of scaling sales organizations through 3x+ growth periods in B2B software
• MBA or advanced degree
• Experience building industry-specific go-to-market motions from scratch
• Direct enterprise sales or sales engineering experience in complex, multi-stakeholder environments
• Experience with emerging technologies (AI, ML) in enterprise contexts
• Management consulting experience with focus on industry strategy or commercial excellence

Benefits:

• Annual compensation range: €140,000 - €200,000 EUR
• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

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You will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive industry-specific customer success.

Responsibilities:

Enterprise Strategy & Analysis:

• Partner with sales and regional leaders to develop go-to-market strategy, motions, country/region prioritisation and sector focus and strategy. Refine industry-specific go-to-market strategies across key verticals (e.g., Financial Services, Healthcare, Technology, Retail, Manufacturing etc.)

• Identify Industry customer needs, pain points etc. and share feedback cross functionally to guide solution building across global teams such as product, engineering, finance, legal etc.

• Build and maintain industry-specific value propositions, use cases, and sales playbooks

• Drive territory and account segmentation strategies based on industry characteristics and opportunity

• Establish industry benchmarks and best practices to guide sales approach and prioritization

• Work with Finance on target setting, planning and bottom-up modeling

Go-to-Market Strategy & Execution:

• Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions

• Drive quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments

• Analyze industry-specific sales metrics and pipeline dynamics to develop proactive insights

• Partner with Account Executives to evolve sales motions and industry best practices based on vertical nuances

• Continuously evaluate market opportunities, competitive positioning, and whitespace within target industries

Cross-Functional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment

• Work with Product teams to communicate industry-specific feature requirements and market feedback

• Prepare executive-level materials including industry performance reviews, strategic planning sessions, and board updates

• Drive alignment across teams to ensure consistent execution of industry-specific go-to-market strategies

• Partner with Marketing on industry-focused campaigns, events, and thought leadership initiatives

Operational Excellence:

• Remove operational bottlenecks specific to complex industry sales cycles and compliance requirements

• Execute critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management

• Optimize sales technology stack and ensure effective adoption of Salesforce and other sales tools

• Establish sales process methodology, qualification criteria, and stage definitions for consistent execution

• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software

You may be a good fit if you have:

• 10+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles

• Deep expertise in one or more enterprise industry verticals with proven track record of driving growth in those markets

• Strong analytical capabilities with demonstrated ability to convert complex industry data into actionable insights and strategy

• Direct experience in commercial GTM roles selling or supporting sales of B2B software solutions to enterprise customers

• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams

• Track record of building sales capacity models, productivity frameworks, and headcount planning processes

• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools

• Proven ability to influence and partner with C-level stakeholders and senior sales leadership

• Track record of developing industry-specific frameworks, sales plays, and value propositions

• Bachelor's degree in business, economics, or related field

Strong candidates may also have:

• Experience at high-growth B2B SaaS companies, particularly in industry-focused GTM or vertical sales roles

• Background in AI/ML, cloud infrastructure, or enterprise software companies serving multiple industries

• Track record of scaling sales organisations through 3x+ growth periods in B2B software

• MBA or advanced degree

• Experience building industry-specific go-to-market motions from scratch

• Track record of scaling sales organisations through 3x+ growth periods in B2B software

• Direct enterprise sales or sales engineering experience in complex, multi-stakeholder environments

• Experience with emerging technologies (AI, ML) in enterprise contexts

• Management consulting experience with focus on industry strategy or commercial excellence

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You'll bring a consultative sales approach to a wide range of buyers, from engineering and product leaders evaluating the technology to operations and commercial leaders focused on measurable ROI. In close partnership with GTM, product, and marketing, you'll help sharpen our value proposition, sales motion, and positioning for the mid-market.

The ideal candidate is energised by meeting customers wherever they are on the AI adoption curve , across industries, company types, and levels of technical maturity. You'll build consensus among diverse stakeholders and execute strategies that drive sustainable, responsible adoption of Anthropic's technology.

Responsibilities: Drive new business revenue by navigating complex organisations to reach decision-makers and educate them on practical AI applications Execute across a range of buying motions , from fast, product-led technical evaluations to multi-stakeholder procurement , to exceed revenue quota Identify use cases across product, engineering, and operational functions, and collaborate cross-functionally to position Claude as a practical solution Build consensus among engineering and product leaders, C-suite executives, IT, operations, and procurement teams around AI adoption Gather customer feedback to inform product roadmaps and sharpen value propositions for mid-market organisations Refine our mid-market sales methodology by feeding learnings into playbooks and optimising processes across a range of cycle lengths and buyer types

You may be a good fit if you have: 8+ years of B2B software sales experience, with 5+ years closing in mid-market or enterprise accounts Experience selling into the mid-market across any sector , SaaS, infrastructure, vertical software, financial services, healthcare, manufacturing, or otherwise. We care about the selling muscle and the buyer complexity you've handled, not the specific industry Track record of closing $100K–$5M deals across cycle lengths ranging from weeks (product-led, technical buyers) to quarters (consensus-driven procurement) Proven ability to navigate complex procurement processes and build consensus among diverse stakeholder groups A consultative selling approach that meets buyers where they are , going deep with technical evaluators and translating to business outcomes with commercial stakeholders History of exceeding quota while managing a mixed book of fast-moving and complex accounts Strong communication skills, with range to engage audiences from technical teams to C-level executives Credibility with technical stakeholders , you've sold to engineering or IT leaders, held your own in a technical evaluation, and partnered closely with solutions engineering without hiding behind them The ability to articulate ROI frameworks and demonstrate measurable business outcomes A passion for AI and commitment to its safe, responsible deployment Comfort building in ambiguity , this is an early GTM team in EMEA and the motion is still being shaped. You'll help shape it

Annual compensation range for this role is €155,000-€205,000 EUR.

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links,visit anthropic.com/careers directly for confirmed position openings.

How we're different: We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact , advancing our long-term goals of steerable, trustworthy AI , rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us! Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues.

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About WorkBoard

WorkBoard is a pioneer in AI-driven strategy execution solutions, empowering enterprises to align, measure, and achieve their most important outcomes.

The Role

We are seeking a Regional Sales Director with an entrepreneurial spirit and a proven track record in B2B software sales. This is a unique opportunity to sell into a new category and shape how global enterprises think about strategy execution.

Responsibilities

• Delivering on your revenue targets by identifying and engaging high-potential target accounts across multiple industries.
• Developing innovative outreach strategies to secure meetings with C-suite and senior executive stakeholders.
• Articulating our unique value proposition, educating the market on how AI transforms strategy management and execution.
• Building a robust pipeline through prospecting, networking, and multi-channel outreach.
• Developing and delivering compelling presentations to executive prospects, demonstrating how WorkBoard drives measurable outcomes.

Requirements

• A proven track record of enterprise selling where you've closed deals in the $100k to $500 range to consistently exceeded your quarterly and annual revenue targets.
• 7–10 years of successful B2B enterprise software sales experience, preferably in new market or category-creation environments.
• Exceptional prospecting skills with the ability to secure meetings with C-level executives.
• Strong business acumen and the ability to articulate how AI impacts strategic business outcomes.
• Entrepreneurial mindset with the ability to thrive in ambiguity and fast-paced growth.

Nice to Have

• Experience launching new products or breaking into new markets.
• Familiarity with strategy execution concepts and how they apply in business.
• Background in early-stage startup environments with a record of sales success.

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The ideal candidate will have a proven track record of enterprise selling, exceptional prospecting skills, and the ability to articulate how AI impacts strategic business outcomes. They will also have a strong business acumen and the ability to thrive in ambiguity and fast-paced growth.

Responsibilities:

• Deliver on revenue targets by identifying and engaging high-potential target accounts across multiple industries.
• Develop innovative outreach strategies to secure meetings with C-suite and senior executive stakeholders.
• Articulate our unique value proposition, educating the market on how AI transforms strategy management and execution.
• Build a robust pipeline through prospecting, networking, and multi-channel outreach.
• Develop and deliver compelling presentations to executive prospects, demonstrating how WorkBoard drives measurable outcomes.

Requirements:

• A proven track record of enterprise selling where you've closed deals in the $100k to $500 range to consistently exceeded your quarterly and annual revenue targets.
• 7–10 years of successful B2B enterprise software sales experience, preferably in new market or category-creation environments.
• Exceptional prospecting skills with the ability to secure meetings with C-level executives.
• Strong business acumen and the ability to articulate how AI impacts strategic business outcomes.
• Entrepreneurial mindset with the ability to thrive in ambiguity and fast-paced growth.

Nice to Have:

• Experience launching new products or breaking into new markets.
• Familiarity with strategy execution concepts and how they apply in business.
• Background in early-stage startup environments with a record of sales success.

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You will deliver on your revenue targets by identifying and engaging high-potential target accounts across multiple industries. You will develop innovative outreach strategies to secure meetings with C-suite and senior executive stakeholders. You will articulate our unique value proposition, educating the market on how AI transforms strategy management and execution.

Responsibilities:

• Delivering on your revenue targets by identifying and engaging high-potential target accounts across multiple industries.
• Developing innovative outreach strategies to secure meetings with C-suite and senior executive stakeholders.
• Articulating our unique value proposition, educating the market on how AI transforms strategy management and execution.
• Building a robust pipeline through prospecting, networking, and multi-channel outreach.
• Developing and delivering compelling presentations to executive prospects, demonstrating how WorkBoard drives measurable outcomes.
• Managing the full sales cycle with a consultative, solution-focused approach tailored to the challenges of selling in an emerging category.
• Partnering with internal teams to shape tailored solutions for each customer's strategic needs.
• Establishing trust-based relationships with decision-makers, positioning yourself as a strategic advisor.
• Capturing and sharing market feedback to help refine our category narrative and product strategy.

Requirements:

• A proven track record of enterprise selling where you've closed deals in the $100k to $500 range to consistently exceeded your quarterly and annual revenue targets.
• 7–10 years of successful B2B enterprise software sales experience, preferably in new market or category-creation environments.
• Exceptional prospecting skills with the ability to secure meetings with C-level executives.
• Strong business acumen and the ability to articulate how AI impacts strategic business outcomes.
• Entrepreneurial mindset with the ability to thrive in ambiguity and fast-paced growth.

Nice to Have:

• Experience launching new products or breaking into new markets.
• Familiarity with strategy execution concepts and how they apply in business.
• Background in early-stage startup environments with a record of sales success.

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Our company's mission is to make secure login easy and available for everyone. Yubico was founded in 2007 by Stina and Jakob Ehrensvard, and is public on Nasdaq Stockholm Main Market: YUBICO.

Our customers include Fortune 500 companies, hundreds of government agencies and millions of individuals in over 160 countries that rely on Yubico technology to secure access to computers, online services and mobile apps.

The Role:

Yubico's mission is to create a safer internet for everyone. Our core invention, the YubiKey, hardware-based token, revolutionized secure logins for top Internet brands, including Google and Facebook, and for millions of users in 160 countries.

Collaboration and innovation are at the core of our culture, as we expand to more advanced software and services for encryption and Internet of Things (IoT).

We are a multinational, fast-growing, and profitable company, offering an opportunity to bring your ideas to life with our global team.

As a Mid Market Account Executive, you will be responsible for driving continued growth for existing and new accounts having a major impact on our business and Yubico's mission.

Tasks & Responsibilities:

• Meet or exceed our monthly sales quotas

• Generate revenue from sales leads, inbound and outbound calls, emails, and social connections building relationships with existing and potential customers managing the entire cycle from initial contact to closing the deals.

• Individually prospect to build and manage a robust sales pipeline

• Daily interaction with Salesforce managing accounts, leads, contacts, and opportunities according to sales department best practices, policies, and procedures

• Develop long-term strategic relationships with key accounts to drive customer happiness

Skills & Experience:

• 5+ years closing experience with B2B software tools or solutions into targeted accounts

• Proven success in meeting and exceeding quota on a consistent basis

• Hunting and developing your region/vertical is a key requirement as well as working with the Yubico Sales Team

• Ability to manage complex sales into mid-market and Global 2000 organizations

• A results-oriented approach which balances a 'take charge, do-whatever-it-takes' attitude with teamwork and collaboration

• The successful candidate's background will include having executed call plans, orchestrated account-planning sessions and effectively executed account strategies

• Excellent verbal, presentation and written communication skills

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Our company's mission is to make secure login easy and available for everyone. Yubico was founded in 2007 by Stina and Jakob Ehrensvard, and is public on Nasdaq Stockholm Main Market: YUBICO.

Our customers include Fortune 500 companies, hundreds of government agencies and millions of individuals in over 160 countries that rely on Yubico technology to secure access to computers, online services and mobile apps.

The Role:

Yubico's mission is to create a safer internet for everyone. Our core invention, the YubiKey, hardware-based token, revolutionized secure logins for top Internet brands, including Google and Facebook, and for millions of users in 160 countries.

Collaboration and innovation are at the core of our culture, as we expand to more advanced software and services for encryption and Internet of Things (IoT).

We are a multinational, fast-growing, and profitable company, offering an opportunity to bring your ideas to life with our global team.

As a Mid Market Account Executive, you will be responsible for driving continued growth for existing and new accounts having a major impact on our business and Yubico's mission.

Tasks & Responsibilities:

• Meet or exceed our monthly sales quotas

• Generate revenue from sales leads, inbound and outbound calls, emails, and social connections building relationships with existing and potential customers managing the entire cycle from initial contact to closing the deals.

• Individually prospect to build and manage a robust sales pipeline

• Daily interaction with Salesforce managing accounts, leads, contacts, and opportunities according to sales department best practices, policies, and procedures

• Develop long-term strategic relationships with key accounts to drive customer happiness

Skills & Experience:

• 5+ years closing experience with B2B software tools or solutions into targeted accounts

• Proven success in meeting and exceeding quota on a consistent basis

• Hunting and developing your region/vertical is a key requirement as well as working with the Yubico Sales Team

• Ability to manage complex sales into mid-market and Global 2000 organizations

• A results-oriented approach which balances a 'take charge, do-whatever-it-takes' attitude with teamwork and collaboration

• The successful candidate's background will include having executed call plans, orchestrated account-planning sessions and effectively executed account strategies

• Excellent verbal, presentation and written communication skills

Additional Information

Our U.S. benefits are designed for your overall well-being:

Health coverage. We've got you covered with top of the line health plans, including dental and vision. We pay 100% of your premium and 85% for your family.

Retirement plan. Our retirement plan includes a 401K dollar per dollar match up to 6% with a cap of $6K/year. Immediate vesting.

Wellness reimbursement. We offer $1,200.00 in wellness earnings (prorated based on start date) that you can use on your gym membership, a massage, or your favorite online fitness classes. This is a taxable benefit if you choose to participate.

Learning and development. We encourage your professional growth and offer a yearly development stipend of $3,000 and mentorship program.

Time off. We offer a total of 15 vacation days plus 10 holidays, and 7 sick days a year.

Paid parental leave. We love welcoming new family members to our YubiTeam! All parents receive 8 weeks of paid leave. Birthing parents receive an additional 8 weeks of paid leave (16 weeks total).

Commuter Benefits. If you need to commute to the office, we offer commuter benefits.

Strong mission & company values.

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Key Responsibilities:

• Prospecting & Pipeline Growth: Identify, qualify, and develop opportunities in mid-market and Mid-Market accounts through outbound outreach, inbound leads, and channel partners.
• Value Selling: Engage customer executives to align Forward Networks solutions with enterprise-wide priorities in network, security, cloud infrastructure, and digital transformation.
• Full-Cycle Sales Ownership: Manage deals from discovery to close, with accountability for meeting and exceeding quarterly quotas.
• Territory Planning: Build and execute a territory strategy that balances new customer acquisition with expansion opportunities in existing accounts.
• Collaboration: Work closely with Business Development, Solutions Engineering, Customer Success, and Marketing to deliver exceptional customer experiences.
• Market Awareness: Stay up to date on Forward Networks's platform and the dynamic changes in the networking, security, and cloud infrastructure space.

Qualifications:

• Experience: 6+ years of B2B software/SaaS sales experience, with success closing new business and growing accounts in the Mid-Market or mid-market segment.

• Track Record: Consistently achieved or exceeded quotas in a competitive sales environment.

• Skills:

  • Strong communication, negotiation, and presentation abilities.
  • Comfort engaging with both business and technical stakeholders, from directors to VPs.
  • Ability to manage multiple deals simultaneously with strong organizational skills.
  • Tools: Familiarity with Salesforce, LinkedIn Sales Navigator, and other modern sales tools.
  • Mindset: Ambitious, coachable, entrepreneurial, and energized by building relationships and driving growth.
  • Background in computer networking, security, and/or SaaS platforms.
  • Experience supporting technical stakeholders such as network engineers, security engineers, and respective management in those areas.
  • Knowledge of consultative/solution-selling methodologies (MEDDICC, Challenger, or SPIN).
  • Prior success in scaling technology adoption within mid-market customers.

The expected On-Target Cash Earnings for this role is between $275,000-$330,000 per year.

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This role sits within Preqin, a part of BlackRock. Preqin is the world’s leading data and insights provider for the alternative assets market. We empower the global financial community with critical information and leading analytics solutions to help them make faster and smarter investment decisions and plays a key role in how Blackrock is revolutionising private markets data and technology for clients globally.

You will join the Private Markets Product group, a cross-functional team responsible for transforming how clients discover, analyse, and use private markets data through best-in-class analytics and workflows. In this role, you will work in close partnership with engineering and design teams, data research and client-facing teams to drive the direction and delivery of client-facing analytics products at the core of Blackrock’s private markets offering.

Responsibilities

• Owning the product roadmap for your area, spanning discovery, prioritisation, and execution, in partnership with engineering, design, data research, and business stakeholders.

• Setting clear product objectives and outcome focused success measures, with a focus on the impact and value of analytics delivered to users.

• Leading discovery to understand customer workflows and use of Preqin data and tools, translating insights into analytics solutions.

• Working closely with crossfunctional teams to align on problems, shape solutions, and deliver against agreed priorities.

• Defining and tracking product and analytics metrics to assess adoption, effectiveness, and decisionmaking impact.

• Delivering iteratively and incorporating customer and stakeholder feedback throughout the product development lifecycle.

• Building strong relationships with external users to support ongoing discovery and continuous improvement.

Requirements

• Strong customer focus, with the ability to identify user problems and contribute to effective product solutions.

• Commercial awareness, with the ability to apply understanding of customers, markets, and products to identify meaningful opportunities.

• Proven execution skills, with experience delivering product improvements iteratively and efficiently.

• Evidence based approach to product development, using data, customer feedback, and market insights to inform decisions.

• High level of self awareness and continuous improvement mindset, with openness to feedback and learning.

• Strong collaboration skills, with the ability to work effectively in teams while thinking independently and constructively challenging ideas.

• Ability to lead initiatives through influence, aligning contributors around clear problems and outcomes.

• Strong sense of ownership and accountability, with a proactive approach to identifying and addressing issues.

• Experience in financial services, data products, analytics platforms, or B2B software is preferred.

Our benefits

To help you stay energized, engaged and inspired, we offer a wide range of employee benefits including: retirement investment and tools designed to help you in building a sound financial future; access to education reimbursement; comprehensive resources to support your physical health and emotional well-being; family support programs; and Flexible Time Off (FTO) so you can relax, recharge and be there for the people you care about.

Our hybrid work model

BlackRock’s hybrid work model is designed to enable a culture of collaboration and apprenticeship that enriches the experience of our employees, while supporting flexibility for all. Employees are currently required to work at least 4 days in the office per week, with the flexibility to work from home 1 day a week. Some business groups may require more time in the office due to their roles and responsibilities. We remain focused on increasing the impactful moments that arise when we work together in person – aligned with our commitment to performance and innovation. As a new joiner, you can count on this hybrid model to accelerate your learning and onboarding experience here at BlackRock.

About BlackRock

At BlackRock, we are all connected by one mission: to help more and more people experience financial well-being. Our clients, and the people they serve, are saving for retirement, paying for their children’s educations, buying homes and starting businesses. Their investments also help to strengthen the global economy: support businesses small and large; finance infrastructure projects that connect and power cities; and facilitate innovations that drive progress.

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Anthropic's mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

Responsibilities

• Drive new business revenue by navigating complex organisational structures to reach decision-makers and educate them on practical AI applications
• Execute sales strategies tailored to traditional industry procurement cycles and conservative decision-making processes to exceed revenue quotas
• Identify new operational use cases within traditional business functions and collaborate cross-functionally to position AI as practical enhancement solutions
• Build consensus among C-suite executives, IT directors, operations leaders, and procurement teams around AI adoption strategies
• Gather customer feedback to inform product roadmaps and strengthen value propositions for risk-conscious organisations
• Refine mid-market sales methodology by incorporating learnings into playbooks and optimising processes for longer decision cycles

You may be a good fit if you have:

• 8+ years B2B software sales experience with 5+ years closing in mid-market accounts within traditional industries
• Traditional industry expertise in manufacturing, retail, healthcare, financial services, logistics, or professional services
• Track record closing €100K-€5M deals with 6-12 month sales cycles in conservative business environments
• Experience as a strategic business advisor facilitating change management and technology adoption
• Proven ability navigating complex procurement processes and building consensus among diverse stakeholder groups
• Consultative selling approach translating technical AI capabilities into business language for conservative decision-makers
• History of exceeding quota while managing longer sales cycles across multiple traditional industry accounts
• Strong communication skills engaging audiences from technical teams to C-level executives
• Industry acumen with analytical approach to positioning AI as operational enhancement rather than disruptive technology
• Change management mindset for guiding conservative organisations through technology adoption
• Business outcome focus with ability to articulate ROI frameworks and demonstrate measurable operational improvements
• Passion for AI with commitment to safe, responsible deployment in stability-focused business environments

Deadline to apply:

None. Applications will be reviewed on a rolling basis.

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience. Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses.

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You will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive industry-specific customer success.

Responsibilities:

Industry Strategy & Analysis:

Partner with sales and regional leaders to develop go-to-market strategy, motions, country/region prioritisation and sector focus and strategy. Refine industry-specific go-to-market strategies across key verticals (e.g., Financial Services, Healthcare, Technology, Retail, Manufacturing etc.)

Identify Industry customer needs, pain points etc. and share feedback cross functionally to guide solution building across global teams such as product, engineering, finance, legal etc.

Build and maintain industry-specific value propositions, use cases, and sales playbooks

Drive territory and account segmentation strategies based on industry characteristics and opportunity

Establish industry benchmarks and best practices to guide sales approach and prioritization

Work with Finance on target setting, planning and bottom-up modeling

Go-to-Market Strategy & Execution:

Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions

Drive quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments

Analyse industry-specific sales metrics and pipeline dynamics to develop proactive insights

Partner with Account Executives to evolve sales motions and industry best practices based on vertical nuances

Continuously evaluate market opportunities, competitive positioning, and whitespace within target industries

Cross-Functional Leadership:

Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment

Work with Product teams to communicate industry-specific feature requirements and market feedback

Prepare executive-level materials including industry performance reviews, strategic planning sessions, and board updates

Drive alignment across teams to ensure consistent execution of industry-specific go-to-market strategies

Partner with Marketing on industry-focused campaigns, events, and thought leadership initiatives

Operational Excellence:

Remove operational bottlenecks specific to complex industry sales cycles and compliance requirements

Execute critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management

Optimise sales technology stack and ensure effective adoption of Salesforce and other sales tools

Establish sales process methodology, qualification criteria, and stage definitions for consistent execution

Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software

You may be a good fit if you have:

Required qualifications:

10+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles

Deep expertise in one or more enterprise industry verticals with proven track record of driving growth in those markets

Strong analytical capabilities with demonstrated ability to convert complex industry data into actionable insights and strategy

Direct experience in commercial GTM roles selling or supporting sales of B2B software solutions to enterprise customers

Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams

Track record of building sales capacity models, productivity frameworks, and headcount planning processes

Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools

Proven ability to influence and partner with C-level stakeholders and senior sales leadership

Track record of developing industry-specific frameworks, sales plays, and value propositions

Bachelor's degree in business, economics, or related field

Strong candidates may also have:

Experience at high-growth B2B SaaS companies, particularly in industry-focused GTM or vertical sales roles

Background in AI/ML, cloud infrastructure, or enterprise software companies serving multiple industries

Track record of scaling sales organisations through 3x+ growth periods in B2B software, including territory expansion and comp plan evolution

MBA or advanced degree

Experience building industry-specific go-to-market motions from scratch

Track record of scaling sales organisations through 3x+ growth periods in B2B software

Direct enterprise sales or sales engineering experience in complex, multi-stakeholder environments

Experience with emerging technologies (AI, ML) in enterprise contexts

Management consulting experience with focus on industry strategy or commercial excellence

Deadline to apply: None. Applications will be reviewed on a rolling basis.

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Product Designer, Business Products

Location

San Francisco

Employment Type

Full time

Location Type

On-site

Department

Product Design

Compensation

• $207K – $245K • Offers Equity

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts

• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)

• 401(k) retirement plan with employer match

• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)

• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees

• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

• Daily meals in our offices, and meal delivery credits as eligible

• Relocation support for eligible employees

• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

More details about our benefits are available to candidates during the hiring process.

This role is at-will and OpenAI reserves the right to modify base pay and other compensation components at any time based on individual performance, team or company results, or market conditions.

About the team

OpenAI’s mission is to ensure that general-purpose artificial intelligence benefits all of humanity. The ChatGPT team works across research, engineering, product, and design to bring OpenAI’s technology to the world. We serve a diverse audience of users who are already using ChatGPT daily in their lives and work.

We seek to learn from deployment and distribute the benefits of AI, while ensuring that this powerful tool is used responsibly and safely. Safety is more important to us than unfettered growth.

Design plays a critical role here. To succeed in our mission, it’s crucial that we make our technology intuitive and accessible. We’re hiring a product designer to create products that are easy to use, beautiful, and push the boundaries of what’s possible. As an early team member, you’ll have a huge part in shaping our product direction and design culture.

About the role

We're hiring product designers to join the Business Products team at OpenAI. Our team is growing rapidly as we build foundational tools and experiences for developers, startups, enterprise customers, and net-new B2B solutions. We're looking for versatile designers who thrive in complexity, care deeply about craft, and are excited to help shape the future of AI-powered platforms.

We have a variety of roles open across areas like developer tools, enterprise solutions, public sector initiatives, and 0-1 product incubations. Designers on these teams have a strong generalist skillset but also depth in technical experience, product thinking, systems, and a bias toward high-quality, usable interfaces.

What you’ll do:

• Partner with product, engineering, research, and go-to-market teams to define and build new tools and experiences from the ground up.

• Design thoughtful, scalable solutions for complex systems, especially in B2B or developer-facing domains.

• Create clear artifacts that guide decision-making and execution.

• Navigate ambiguity and help define the problem space before jumping into solutions.

• Contribute to a high-functioning, collaborative design culture that values speed and craftsmanship.

Who you are:

• You’ve designed and shipped complex, high-impact products, ideally in the B2B or developer tools space.

• You’re comfortable designing for ambiguity, and can lead design efforts from early discovery through implementation.

• You can zoom out to systems thinking and strategy, then zoom in to pixel-level details and user flows.

• You communicate clearly and proactively—both in visual design and written/spoken formats.

• You’re collaborative, curious, and energized by fast-paced, mission-driven work.

Why you’ll love this role:

• Opportunity to design at the cutting edge of AI technology, shaping how businesses integrate and benefit from AI tools.

• Influence the product direction of ChatGPT for Work as we build experiences tailored to enterprise environments.

• Join a collaborative, mission-driven team passionate about creating impactful products.

Preferred qualifications:

• 4+ years of experience designing digital products; open to more senior designers depending on role.

• Background in b2b software, developer platforms, or technical tools is a strong plus.

• Experience working with cross-functional teams in highly technical domains.

• Familiarity with Figma and modern design systems.

• Based in (or willing to relocate to) San Francisco or New York.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve this, we must be committed to transparency, accountability, and collaboration.

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About the role

• Drive Synthesia's growth through inbound prospecting activities, qualifying incoming leads that could turn into opportunities via phone calls, emails, social media, events, webinars, and campaigns

• Develop an in-depth understanding of each lead generation process, supporting marketing activities, prospect touch-points, and Account Executive hand-off

• Create and activate emails sequences, make cold-calls to map and penetrate accounts

• Conduct follow-up calls and emails until meetings are set

About you...

• A background in Sales/Recruitment or a keen interest - preferably in B2B Software / SaaS solutions / Consulting / Web3 / Other-tech-stuff

• Interpersonal and presentation skills

• Ability to thrive in a fast-paced, high-growth, rapidly changing environment

• Attention to detail and outstanding communication skills (including phone skills, listening skills, and writing skills)

• Self-driven with the desire to help Synthesia grow, you'll have the support and autonomy to create scalable processes for success

• You have an entrepreneurial spirit/experience with a strong growth mindset

• Ambitious and self-motivated with comfort in a quota-carrying environment

• You must be able to commit to being in our Midtown office 5 days per week, until you hit the target for the month

Bonus points...

• Prior experience using Sales Automation/Prospecting Tools (Amplemarket, Salesloft, Outreach) & CRM (Salesforce)

• You've worked at a fast-growing startup

• You ace cold calling and relationship building

At Synthesia we expect everyone to...

• Put the Customer First

• Own it & Go Direct

• Be Fast & Experimental

• Make the Journey Fun

You can read more about this in this public Notion page

The good stuff...

In addition to being a part of a great team, working in a fun and innovative environment, we offer:

• A competitive salary + stock options in our fast-growing Series D startup

• Hybrid working environment

• 100% Medical, Dental & Vision

• 401k Plan

• Paid parental leave

• 25 days of annual leave + Public holidays + paid sick leave

• Fun culture with regular socials

• A generous referral scheme

• A brand new computer + monitor

Salary: $65,000 - $85,000 OTE + stocks/equity

Location: New York City - Nomad District

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