During your internship, you will gain insights into various interfaces within sales and the entire company related to electromobility. You will also have the opportunity to contribute your own ideas to improve customer satisfaction sustainably.

Your key areas of focus will be:

• Conducting benchmarking and market analyses to develop new business models and customer-centric products in the retail e-mobility sector
• Supporting the conception, planning, and implementation of strategic and operational projects within the Porsche Charging Network
• Creating presentations and KPI reports for international workshops and decision-making bodies
• Collaborating closely with international markets

You will start your internship at a flexible date and work for 6 months.

We offer you:

• Early responsibility and independent project work
• Design freedom and active participation in shaping the future of the Porsche Charging Network
• Flexible working hours, mobile learning, and an active community of interns
• Team events and a motivated, collegial environment

To be successful in this role, you should have:

• A degree in economics, industrial engineering, electrical engineering, energy technology, or a related field (at least in the third semester or during a gap year between bachelor's and master's)
• Passion for electromobility and innovative business models
• Independent, structured work style and high self-motivation
• Excellent English language skills, German language skills, and other foreign languages are an asset
• Proficiency in MS Office, particularly Excel and PowerPoint
• Strong teamwork and communication skills
• Valid driver's license (class B)
• Previous practical experience in the e-mobility sector is desirable

If you have any questions, please feel free to contact us. We look forward to hearing from you!

XML job scraping automation by YubHub

You will work directly with the CFO and founders to shape Holidu's financial architecture and capital allocation, ensuring the company is optimally structured to support growth, operational efficiency, and future financing initiatives.

Responsibilities:

• Capital structure and treasury: Optimize capital structure, cash planning and debt financing (including working capital facilities) to drive long-term financial sustainability
• M&A: Lead financial and tax due diligence and support post-acquisition financial integrations
• Corporate tax strategy: Oversee corporate tax planning together with external advisors; oversee transfer pricing policies and intercompany structures (including VAT treatment)
• Investor and board reporting: Support investor/board materials preparation and fundraising
• Drive strategic initiatives: Partner with management on high-impact strategic projects including M&A (post-merger financial integration, tax structuring), strategic partnerships, business model innovation, and international expansion (legal entity setup, local compliance, and contracting)

Qualifications:

• 8+ years of experience in corporate finance, investment banking, or VC/PE, and ideally within high-growth companies
• Strong commercial acumen applied to financial decision-making
• Exceptional financial modeling, valuation, and scenario analysis skills, with the ability to influence management and cross-functional stakeholders through clear, data-driven insights
• Experience coordinating cross-functional projects including significant external advisor involvement
• Business proficiency in English (written and spoken)
• Experience supporting or leading fundraising and/or M&A transactions is valued
• Experience in procurement is valued
• Experience in a tech scale-up or SaaS business model is valued

Our adventure includes:

• Impact: Shape the future of travel with products used by millions of guests and thousands of hosts. At Holidu ideas become products, data drives decisions, and iteration fuels fast learning. Your work matters - and you’ll see the impact.
• Learning: Grow professionally in a culture that thrives on curiosity and feedback. You’ll learn from outstanding colleagues, collaborate across disciplines, and benefit from mentorship, and personal learning budgets - with a strong focus on AI.
• Great People: Join a team of smart, motivated and international colleagues who challenge and support each other. We celebrate wins and keep our culture fun, ambitious and human. Our customers are guests and hosts - people we can all relate to - making work meaningful and energizing.
• Technology: Work in a modern tech environment. You’ll experience the pace of a scale-up combined with the stability of a proven business model, enabling you to build, test, and improve continuously.
• Flexibility: Work a hybrid setup with 50% in-office time for collaboration, and spend up to 8 weeks a year from other inspiring locations. You’ll stay connected through regular events and meet-ups across our almost 30 offices.
• Perks on Top: Of course, we also offer travel benefits, gym discounts, and other perks to keep you energized - but what truly sets us apart is the chance to grow in a dynamic industry, alongside amazing people, while having fun along the way.

XML job scraping automation by YubHub

Reporting to the Executive Director, Market Access Operations and serving as a core member of the leadership team, this role oversees the end-to-end lifecycle of market access contracts,spanning drafting, negotiation, and regulatory compliance to enable both patient access and value creation.

The leader will drive contract implementation, rebate and chargeback processing, and revenue-leakage analysis, directing high-performing teams to improve efficiency in close partnership with payers, wholesalers, and Pharmacy Benefit Managers (PBMs).

Importantly, this role will be accountable for steering the organization through a period of change as we adapt rebate constructs in light of evolving policy updates, setting direction, aligning stakeholders, and ensuring disciplined execution to safeguard market access contracts and sustain operational excellence.

**Key Responsibilities:"

• Operational Management: Oversee the full contract lifecycle,from drafting through execution and renewal,ensuring timely, efficient implementation of pricing strategies and policies aligned with business objectives.

• Contract Administration: Lead administration of Market Access customer contracts, securing favorable terms and ensuring compliance with Gross-to-Net (GTN) implications and Fair Market Value (FMV) assessments.

• Operational Excellence: Drive economic transparency, accurate processing, and SOX-compliant auditability for payments,including rebates, service fees, data purchases, and outcomes-based arrangements,within a robust, end-to-end framework emphasizing internal controls, data integrity, and disciplined documentation.

• Launch Readiness & Supply Chain: Coordinate cross-functional product launch activities, manage wholesaler orders, and ensure supply continuity.

• Change Leadership & Team Management: Lead a large, high-performing team through a period of change, ensuring processes reflect best practice and evolve in step with a rapidly changing external landscape. Make staffing decisions and effectively assess and coach managers to optimize team composition, capability, and performance.

• Process Improvement: Institutionalize standardized operating processes while continuously identifying and implementing enhancements to improve efficiency, accuracy, and compliance.

• Compliance & Risk Management: Ensure adherence to all laws, regulations, and policies governing AZ Contract and Trade Operations, proactively manage risks, and participate as a voting member of the GTN Governance Committee.

• Performance Metrics & Analytics: Develop and operationalize KPIs and dashboards to monitor contract performance, financial liabilities, and account/partner performance; deliver data-driven insights on market trends to support strategic planning and decision-making.

• Cross-Functional Collaboration: Partner with Legal, Finance, Brand, and Market Access teams to align contracting strategies with commercial goals.

• Stakeholder Engagement: Build and maintain strategic relationships with key external stakeholders,including payers, wholesalers, and industry associations,and manage vendor and third-party partnerships.

Requirements:

• Bachelor’s degree in relevant field (Business, Finance, or Life Sciences).

• 8 years in market access, access strategy or finance with at least 5 years in a leadership role. Proven track record in leading and developing high-performing teams

• Strong understanding of payers, specialty pharmacy models (including limited distribution networks), 3PL operations, and group purchasing organizations.

• Proficiency in contract management systems (e.g., Model N, Salesforce), ERP systems (e.g., SAP, Oracle), and data analytics tools (e.g., Excel, PowerBI).

• Successfully leads cross-functional projects, manages vendor relationships, and negotiates in matrixed organizations.

Preferred Requirements:

• An Advanced Degree (MA/MS/MBA) or equivalent experience is preferred

• Pharmaceutical trade, distribution, or contracting roles

• Detailed understanding of AZ business model with knowledge of brand team operation, brand planning, and sales model.

Why AstraZeneca?

At AstraZeneca when we see an opportunity for change, we seize it and make it happen, because any opportunity no matter how small, can be the start of something big. Delivering life-changing medicines is about being entrepreneurial - finding those moments and recognizing their potential. Join us on our journey of building a new kind of organization to reset expectations of what a bio-pharmaceutical company can be. This means we’re opening new ways to work, pioneering cutting edge methods and bringing unexpected teams together.

Interested? Come and join our journey. When we put unexpected teams in the same room, we unleash bold thinking with the power to inspire life-changing medicines. In-person working gives us the platform we need to connect, work at pace and challenge perceptions. That's why we work, on average, a minimum of three days per week from the office. But that doesn't mean we're not flexible. We balance the expectation of being in the office while respecting individual flexibility.

Join us in our unique and ambitious world. Ready to make a difference? Apply now and join us on this exciting journey

XML job scraping automation by YubHub

This is a high-visibility, high-impact role where you'll architect and build AI-forward solutions to personalize the customer journey, optimize conversion funnels, and reduce churn. You'll partner closely with Product, Data Science, and Design to define the future of Dropbox monetization while mentoring a team of 15 engineers across experience levels.

Your work will have immediate, measurable business impact. You'll get substantial exposure to Growth leadership, shape the technical direction of a critical revenue-driving platform, and help build a best-in-class monetization engineering practice.

Responsibilities

• Lead the design and implementation of scalable, reliable systems powering Dropbox's monetization flows (checkout, trials, subscriptions, pricing)

• Define and drive the technical roadmap for Growth Monetization, aligning engineering investments with business priorities

• Architect AI/ML-powered solutions for conversion optimization, personalized offers, and predictive churn modeling

• Own end-to-end delivery of complex, cross-functional projects with direct revenue impact

• Establish engineering best practices, improve system reliability, and drive down technical debt

• Mentor engineers across the team, fostering growth and elevating technical capabilities

• Partner with Product, Data Science, and Design to translate business goals into technical solutions

Requirements

• 12+ years of software engineering experience, with 3+ years operating at a senior or staff level

• Strong full-stack engineering skills with proficiency in modern frontend frameworks (React, TypeScript) and backend technologies (Python, Go, or similar)

• Demonstrated ability to lead complex technical projects from conception through delivery

• Experience designing and scaling systems that handle high traffic and require high reliability

• Track record of influencing technical strategy and driving architectural decisions beyond immediate team scope

• Proven ability to mentor engineers and raise the technical bar across a team

• Strong product intuition and ability to balance technical excellence with business impact

Preferred Qualifications

• Experience with monetization, payments, checkout, or e-commerce platforms

• Background in growth engineering, conversion optimization, or experimentation platforms

• Familiarity with ML/AI applications in personalization or funnel optimization

• Experience with subscription-based or SaaS business models

• Prior experience at a company operating at significant scale (millions of users)

XML job scraping automation by YubHub

As a Digital Sales Representative 2, you will be responsible for net new customer acquisition, solution selling, and closing deals within our Self Service accounts. You will work with customers across all verticals to understand their business and technical requirements, and design a solution for their specific use case needs.

Responsibilities:

• Be an owner: Responsible for net new customer acquisition and driving new revenue for a specific territory while maintaining the highest levels of customer satisfaction.
• Wear the customer's shoes: Work with customers to understand their business and technical requirements.
• Empower others: Work with cross-functional internal teams to address customer requirements, advise on digital communication strategies, and help customers get started on the Twilio platform.
• Don't settle: Passionate about what you do, able to think outside of the box, and have world-class interpersonal and communication skills to make complex technical and financial details sound simple.
• Ruthlessly prioritize: Ability to balance competing priorities and manage multiple projects/deals at the same time.
• Draw the owl: Passion and ability for thinking outside the box, building out new processes, and helping the team to build a playbook along the way.

Qualifications:

• At least 1 year of sales development/business development experience at a technology company or 1+ years of closing experience in another industry.
• An understanding (or interest to understand) the cloud computing/communications business model and excitement for selling to a technical audience while utilizing a solution-oriented approach to selling.
• Strong written and verbal communication skills, with the ability to effortlessly make complex technical and financial details sound simple.
• Technical solutions selling experience and enjoys working with real customers-- listening to them and solving problems.
• High adaptability, with comfort trying new things and building within a rapid-paced environment.

Travel may be required to participate in project or team in-person meetings.

What We Offer:

Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more.

XML job scraping automation by YubHub

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies.

We are seeking an exceptionally accomplished and visionary Majors Account Executive to join our Enterprise/Field Sales team. In this expert-level role, you will be the driving force behind Cloudflare's most strategic customer engagements, leading the charge in securing and expanding critical platform sales within focused accounts.

Responsibilities

Executive-Level Strategic Revenue Leadership: Own and execute the most critical territory and account plans, consistently exceeding multi-million dollar sales targets and annual quotas by architecting and closing large-scale platform sales within highly focused, strategic accounts.

Precision Forecasting & Pipeline Mastery: Lead with unparalleled accuracy in forecasting and demonstrate complete mastery of proactive pipeline management. Provide visionary insights and strategic guidance that shapes the direction of the sales organization.

Enterprise Architecture & Business Model Expertise: Exhibit an expert-level understanding of customer Enterprise Architecture across all four pillars (business, data, applications, technology), seamlessly mapping these to customer business models. Articulate precisely how Cloudflare fits into and optimizes a modern cloud operating model.

C-Suite Engagement & Executive Sponsorship: Lead and orchestrate complex customer engagements across numerous business units simultaneously, connecting the dots to solidify platform sales. Actively apply and manage executive sponsorship programs, ensuring direct engagement and influence with CIOs, CISOs, and CTOs.

Cross-Functional Leadership & Influence: Drive and lead highly complex virtual teams that include Product Managers, VPs, and SVPs to manage and close the most strategic customer opportunities. Proactively identify and resolve organizational roadblocks, leveraging company-wide learnings to ensure the most efficient delivery.

Digital Transformation Visionary: Serve as Cloudflare's leading voice on digital transformation, engaging deeply with customers on their key drivers for change (e.g., new offering development, customer capabilities). Expertly spot and seize opportunities for Cloudflare within broader market trends that influence these critical decisions.

Organizational Communication & Feedback: Connect themes from across departments and global locations to craft critical, crystal-clear messaging. Review performance and output across multiple organizations, providing feedback and solutions to enhance the entire organization’s performance. Deliver challenging news within a constructive learning context.

Long-Term Strategic Impact: Consistently articulate how decisions will impact Cloudflare years into the future, willing to trade short-term gains for significant long-term organizational benefit. Build trust by openly sharing learnings and modeling Cloudflare's highest expectations and standards.

Define Goals & Drive Efficiency: Play a key role in defining team goals and metrics each quarter, rigorously reviewing results. Deeply understand interdependencies within and across teams, proactively addressing roadblocks to achieve results with maximum efficiency.

Company-Wide Innovation & Problem Solving: Consistently and proactively address internal and external needs, driving urgency across the department and company to offer solutions that optimize efficiency. Constructively and humbly challenge the status quo to drive positive change and innovation company-wide, leveraging new insights for continuous iteration.

Inclusive Leadership & Future-Proofing: Serve as an exemplary leader, consistently bringing in diverse perspectives to not only address today's needs but also anticipate and solve future problems, contributing significantly to the greater good of Cloudflare.

XML job scraping automation by YubHub

As a Senior Manager, Supply Tech, you will reimagine our GTM technology ecosystem to drive productivity for sales and account management teams and operations teams. You'll ensure we have the right, intelligent technology to help our teams that support hosts through their journeys.

This is a role where you'll balance building and developing talent with solving complex business problems at scale. You'll own unified program roadmaps across Homes, Hotels, Experiences, and Services while partnering cross-functionally to deliver innovative technology and process solutions that keep our teams focused on hosts, not stuck in ineffective tools.

Responsibilities:

• Build and develop a distributed team across multiple verticals, driving talent transformation from enablement-focused to product owner mindset through hiring, performance management, and strategic transitions of contingent workers
• Establish team success and accountability by defining metrics, measuring program outcomes, and building strong stakeholder relationships that enable your team to drive strategy
• Create growth pathways for team members at various career stages while managing geographically distributed teams and technology partners

Strategic Work:

• Design and execute a unified roadmap strategy across acquisition and account management systems for all supply verticals, with deep hands-on focus on Homes account management
• Lead cross-functional delivery by coordinating complex initiatives across Supply, Operations, Product Marketing, Engineering, and Analytics teams while serving as a thought partner to senior stakeholders on behalf of Supply Tech
• Influence technical architecture by partnering with Business Technology, Platform and Engineering teams to pressure-test business requirements, evaluate build vs. buy decisions, and challenge solutions business success in mind
• Solve complex business problems by evaluating technology solutions from CRM to custom builds without ego, focusing on capability density and keeping teams focused on hosts rather than ineffective tools
• Partner proactively with Advanced Analytics, various technical teams and other Supply Tech functions to identify collaboration opportunities across shared customer bases

Your Expertise:

• 12+ years in business systems, GTM product ownership, or technical program management with 3+ years managing distributed teams
• Deep expertise in go-to-market systems, particularly acquisition and account management workflows, with strong understanding of Salesforce capabilities, limitations, and alternatives
• Proven track record building and transforming teams
• hiring, developing talent across experience levels, and managing performance through ambiguity while balancing IC work with management responsibilities
• Strategic problem-solving focused on business outcomes with platform-agnostic thinking and strong build vs. buy framework expertise
• Strong technical aptitude - can engage in architecture discussions, and engineering decisions with data-driven insights, and serve as technical consultant for non-technical audiences
• Exceptional stakeholder management and negotiation skills with VP and Director-level partners, influencing Product and Engineering teams unfamiliar with Sales and Operations organizations
• Executive communication skills for high-stakes presentations and ability to articulate complex technical concepts to diverse audiences
• Comfortable with ambiguity, complex stakeholder management, and identifying partnership opportunities across functions

Preferred:

• SQL proficiency for analysis and requirements definition
• Experience managing contingent workforce alongside FTE teams
• Background in marketplaces, multi-sided platforms, or B2B2C business models
• Familiarity with GTM productivity tools and change management for internal systems adoption

Your Location:

This position is US - Remote Eligible. The role may include occasional work at an Airbnb office or attendance at offsites, as agreed to with your manager. While the position is Remote Eligible, you must live in a state where Airbnb, Inc. has a registered entity.

XML job scraping automation by YubHub

Duolingo's tenets of gamification, delightful design, brand equity, and character IP are key levers you will have access to grow an ad offering that delivers for partners and improves the free user experience.

This role reports into our Director of West Coast Sales, where you will work in a high-velocity environment to scale revenue by building on Duolingo Ads' foundation, engaging your network to generate demand and drive value to Duolingo and our advertising partners.

You will:

• Own and grow a portfolio of advertisers through prospecting, pitching, closing, and renewal
• Drive revenue growth by generating demand within key verticals by building a robust new business pipeline
• Work effectively and smoothly with key members of the ads team across biz, product, design, and engineering to advance deals
• Share actionable marketplace feedback to inform ads leaders, advance deals, and shape products
• Establish and implement efficient, repeatable sales strategies and operational processes, prioritizing accounts and leading key relationships effectively
• Make data-informed decisions around pricing, packaging, and prioritization
• Deliver clear, persuasive pitches and proposals tailored to advertiser goals using internal and external data
• Contribute positively to team culture and shared goals

You have:

• 5-8 years of experience in direct ad sales
• Success selling video and native/custom ad formats in premium, digital environments
• Ability to engage senior decision makers at clients and agencies while also rolling up your sleeves to build sales collateral, troubleshoot issues, and directly bring in revenue
• Consistent track record of building new business into lasting, mutually beneficial ad partnerships with top-tier advertisers
• Strong understanding of ad tech and mobile app ecosystems
• Understanding of the Duolingo product and the freemium business model
• Expertise in using data to derive insights and assess the performance of ad campaigns
• Experience building standard and innovative ad buying agreements
• Exceptional communication and presentation skills
• Ability to operate at a high level with a lot of ambiguity in a fast-paced environment

Salary Range: $120,700-$163,300 USD

XML job scraping automation by YubHub

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies.

We are seeking an exceptionally accomplished and visionary Senior Named Account Executive to join our Enterprise/Field Sales team. In this expert-level role, you will be the driving force behind Cloudflare's most strategic customer engagements, leading the charge in securing and expanding critical platform sales within focused accounts.

Responsibilities

Executive-Level Strategic Revenue Leadership:

• Own and execute the most critical territory and account plans, consistently exceeding multi-million dollar sales targets and annual quotas by architecting and closing large-scale platform sales within highly focused, strategic accounts.
• Precision Forecasting & Pipeline Mastery:
• Lead with unparalleled accuracy in forecasting and demonstrate complete mastery of proactive pipeline management.
• Provide visionary insights and strategic guidance that shapes the direction of the sales organization.
• Enterprise Architecture & Business Model Expertise:
• Exhibit an expert-level understanding of customer Enterprise Architecture across all four pillars (business, data, applications, technology), seamlessly mapping these to customer business models.
• Articulate precisely how Cloudflare fits into and optimizes a modern cloud operating model.
• C-Suite Engagement & Executive Sponsorship:
• Lead and orchestrate complex customer engagements across numerous business units simultaneously, connecting the dots to solidify platform sales.
• Actively apply and manage executive sponsorship programs, ensuring direct engagement and influence with CIOs, CISOs, and CTOs.
• Cross-Functional Leadership & Influence:
• Drive and lead highly complex virtual teams that include Product Managers, VPs, and SVPs to manage and close the most strategic customer opportunities.
• Proactively identify and resolve organizational roadblocks, leveraging company-wide learnings to ensure the most efficient delivery.
• Digital Transformation Visionary:
• Serve as Cloudflare's leading voice on digital transformation, engaging deeply with customers on their key drivers for change (e.g., new offering development, customer capabilities).
• Expertly spot and seize opportunities for Cloudflare within broader market trends that influence these critical decisions.
• Organizational Communication & Feedback:
• Connect themes from across departments and global locations to craft critical, crystal-clear messaging.
• Review performance and output across multiple organizations, providing feedback and solutions to enhance the entire organization’s performance.
• Deliver challenging news within a constructive learning context.
• Long-Term Strategic Impact:
• Consistently articulate how decisions will impact Cloudflare years into the future, willing to trade short-term gains for significant long-term organizational benefit.
• Build trust by openly sharing learnings and modeling Cloudflare's highest expectations and standards.
• Define Goals & Drive Efficiency:
• Play a key role in defining team goals and metrics each quarter, rigorously reviewing results.
• Deeply understand interdependencies within and across teams, proactively addressing roadblocks to achieve results with maximum efficiency.
• Company-Wide Innovation & Problem Solving:
• Consistently and proactively address internal and external needs, driving urgency across the department and company to offer solutions that optimize efficiency.
• Constructively and humbly challenge the status quo to drive positive change and innovation company-wide, leveraging new insights for continuous iteration.
• Inclusive Leadership & Future-Proofing:
• Serve as an exemplary leader, consistently bringing in diverse perspectives to not only address today's needs but also anticipate and solve future problems, contributing significantly to the greater good of Cloudflare.

Examples of Desirable Skills, Knowledge, and Experience

• 10+ years of expert-level experience selling complex, multi-million dollar technology solutions in a B2B enterprise model, with an irrefutable track record of consistently exceeding quota and closing transformative platform deals.
• Unparalleled in-depth knowledge of Cloudflare's entire product suite and the broader security landscape, coupled with the ability to educate both customers and partners at an expert level.
• Mastery in understanding Customer Enterprise Architecture (Business, Data, Applications, Technology) and adept at mapping Cloudflare solutions to complex business models and modern cloud operating environments.
• Proven ability to apply and manage executive sponsorship programs, with extensive experience engaging directly and influencing CIOs, CISOs, and CTOs.
• Demonstrated success in leading and orchestrating virtual teams comprising VPs and SVPs to manage and close the most strategic customer opportunities.
• Recognized authority on digital transformation, with a deep understanding of market trends and the ability to strategically position Cloudflare as a critical partner in driving customer innovation.
• Exceptional strategic communication, negotiation, and presentation skills, capable of delivering impactful messaging to the highest levels of the organization.

XML job scraping automation by YubHub

We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

The Global Presales team

The Global Presales organisation at Okta brings together a diverse group of experts, including Solutions Engineers, the Office of the Field CTO, Alliances, Architects and more, who combine deep technical expertise with strategic business insight. This team serves as trusted advisors to a wide range of customers and partners, helping them unlock the full potential of Okta’s Identity Platform. By asking insightful questions, understanding complex challenges, and delivering tailored solutions, we empower organisations to address their unique identity needs. Empathy, collaboration, and a relentless focus on customer success drive our work and set us apart.

The Alliance Solutions Engineer Opportunity

Okta believes in Partners and together with our technology, will help take Identity mainstream and consolidate our position as a Leader in the market. Alliance Solutions Engineers are dedicated to growing Okta business through the Channel, working closely with Regional Alliance Managers, Sales Representatives, Marketing and Partner Enablement. As an Alliance Solutions Engineer at Okta, you will build strong, long standing relationships with key Partners, Global System Integrators, Distributors and Technology Vendors supporting the Americas. You will become their trusted advisor for anything Identity and Access Management related and will help them understand how Okta can best fit in their Go-To-Market (GTM) Strategy, integrate with their current offerings, help evangelise partner solutions within the Okta field teams and lead our partners in building Okta practices that deliver exceptional customer outcomes.

*This role requires in-person onboarding and travel to our San Francisco, CA HQ office during the first week of employment.

What you’ll be doing

• Build and manage technical relationships with assigned Partners and team with the assigned Okta Partner Account Team
• Drive incremental revenue through increased Okta solution sales with the support of Strategic Partners and their GTM strategies.
• Develop domain expertise and thought leadership regarding the Partners’ current areas of focus as well as in new areas for expansion
• Gather, track, and translate partner feedback to help steer the Okta product roadmap
• Deliver technical training sessions for Partners (demoing Okta features, explaining best practices and competitive differentiators)
• Field technical questions, inquiries and assist with Request for Information from the Partners
• Establish and maintain technical expertise on current and developing Okta products and technology
• Provide oversight, guidance, and assistance during the Partners sales process to ensure mutual success
• Up to 25% travel in support of Partner, Okta and industry events

How you’ll be measured

• Direct and influenced revenue growth
• Partner developed and driven GTM Solution Offering driven into the market / their customer base
• Partner enablement and resource certification growth

What you’ll bring to the role

• 5+ years pre-sales engineering experience.
• Experience with implementing Okta Workforce or Customer Identity
• An understanding of IAM / IDaaS competitive landscape
• Strong passion for Partners and knowledge of Channel business models
• Strong presentation and communication skills at a technical level
• A passion to serve the partner as our customer and ensure their success within their customer bases.
• Experience with at least one standard network security protocol. (OAuth, OAuth2, SAML, LDAP, OIDC)
• Knowledge in one or more of the following areas: web (Javascript, HTML, frontend frameworks) development, mobile (iOS, Android) development, backend (Java, C#, Node.js, Python, PHP, Ruby) development, IP-based real-time communications
• Hands-on experience in cloud computing environments (AWS, GCP, Azure)
• Confident dispensing knowledge to a highly skilled and experienced audience.
• Bachelor's degree in Engineering, Computer Science, MIS or a comparable field is preferred.

LI-Remote LI-CM (P9991_3343385)

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The Global Learning Operations & Governance Manager is a senior, enterprise-level leader responsible for architecting the AI-enabled operating system that powers ENGAGE (aka Training Operations Team) globally.

This role establishes and leads the Global Center of Excellence (CoE), designing a scalable hub-and-spoke model that transforms regional execution into predictable, revenue-aligned, and financially disciplined outcomes.

Why This Role Matters

This is a transformation year for Learning & Enablement (L&E). As learner demand, partners, SKUs, and regions scale, traditional operating models no longer hold. Success requires predictive visibility, automation-first execution, and globally consistent governed operations, not incremental process improvement.

Key Responsibilities

Global Operating Model & CoE Leadership

• Establish and lead the Global Center of Excellence as the owner of operating standards, governance, tooling, and analytics.
• Design and operationalize a hub-and-spoke model that balances global consistency with strong regional execution.
• Standardize planning cadences, decision rights, playbooks, and forecasting frameworks.
• Embed accountability and performance rigor into QBRs, MBRs, and global reviews.

AI-Enabled Operations & Telemetry

• Enhance and lead ENGAGE’s AI-first operating roadmap.
• Operationalize real-time KPIs, dashboards, and predictive exception signals to surface demand, capacity, and risk.
• Institutionalize intelligent intake, agentic workflows, and automation across scheduling, forecasting, certification, and partner management.
• Establish governance principles for AI and automation, ensuring reliability, transparency, and measurable business impact.

Commercial Strategy & Revenue Discipline

• Define and institutionalize best in class revenue practices, including SKU governance, forecasting discipline, revenue recognition guardrails, and margin optimization.
• Translate operational gains into measurable commercial impact (capacity unlock, improved utilization, fill-rate gains, partner spend reduction).
• Partner with Revenue Operations, Finance, and Commercialization to ensure executive-grade reporting and P&L transparency.
• Embed financial controls aligned with audit readiness and long-term scalability.

Enterprise Governance & Risk Management

• Build a globally consistent environment across planning, reporting, exception management, and automation oversight.
• Ensure audit resilience, compliance readiness, and structured risk mitigation across regions.
• Establish clear decision rights and ownership models to eliminate ambiguity and friction.

Change Leadership & Global Oversight

• Lead global adoption of standardized processes, AI-enabled workflows, and governance frameworks.
• Define and elevate operational maturity benchmarks across regions.
• Act as a strategic advisor to L&E and Strat-Ops leadership on scale, risk, and operating evolution.
• Influence without authority across distributed, matrixed teams to embed discipline and alignment.

What Success Looks Like

• Building a predictable, standardized global operating model with clear decision rights and executive-ready reporting.
• Real-time, predictive visibility into global demand, capacity, performance, and exceptions.
• Demonstrable conversion of operational improvements into capacity unlocks, reduced partner spend, and revenue uplift.
• Automation and AI embedded into daily operations, materially reducing manual overhead and cycle times.
• High regional adoption of CoE standards and tooling.

Required Qualifications

• 10+ years in GTM Operations, Revenue Operations, or Program Leadership within global high-growth technology companies.
• Proven experience building and scaling enterprise operating models and governance programs.
• Demonstrated success leading automation, analytics, or AI-driven transformation initiatives with measurable impact.
• Deep commercial fluency, including forecasting, revenue operations, utilization economics, and P&L drivers.
• Strong partnership experience with Finance, Legal, Strategy, and Revenue leadership.
• Exceptional analytical rigor and executive-level communication skills.

Preferred Qualifications

• Exposure to audit processes, SOX readiness, or public-company financial controls.
• Familiarity with SaaS, data, AI, or cloud business models.
• Experience leading global change management initiatives.
• Hands-on experience with analytics platforms or Databricks products.
• Demonstrated success embedding AI into operational workflows at scale.

Why Join Us

You will architect the global operating system that enables ENGAGE to scale with speed, discipline, and financial rigor. This is a high-visibility role with enterprise impact,shaping how Learning & Enablement operates in an AI-first world. If you’re energized by building systems that convert complexity into predictable performance, and by embedding governance without sacrificing agility, this role offers the opportunity to leave a lasting operational legacy.

Pay Range Transparency

Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected base salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipated utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.

Zone 1 Pay Range $148,600-$204,250 USD Zone 2 Pay Range $133,700-$183,800 USD Zone 3 Pay Range $126,200-$173,600 USD Zone 4 Pay Range $118,900-$163,450 USD

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In this pivotal role, you'll enable our sales team to focus on high-value, revenue-generating activities by leveraging your analytical skills, project management expertise, and strategic thinking. Your role is critical in streamlining our sales pipeline and uncovering untapped potential in the AI market.

Responsibilities:

• Maintain full ownership of pipeline generating activities in your sales territory
• Collaborate with sales teams to understand their needs and optimize lead handoff processes
• Manage and prioritize a high volume of inbound leads
• Conduct initial qualifications for high-potential leads
• Outbound against strategic prospects to generate high-intent opportunities with Startup and Enterprise teams
• Support the development and execution of strategic outbound initiatives
• Provide data-driven insights to inform sales strategies and resource allocation
• Continuously refine processes to improve efficiency and effectiveness

You may be a good fit if you have:

• 2-3+ years of experience in a fast-growing startup, preferably in a similar role
• Strong analytical skills with the ability to translate data into actionable insights
• Experience with Salesforce, HubSpot, and SQL (preferred)
• Excellent communication and interpersonal skills
• Ability to work in a fast-paced, dynamic environment
• Passion for AI/ML and understanding of API-first or consumption-based business models
• Fluent in Korean and English

Logistics:

• 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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Your responsibilities will include developing a trusted advisor relationship with customers at the C-suite and executive level, guiding the customer and Intercom account teams to develop customer Success Plans, and being an expert and advisor on Intercom products and solutions. You'll also engage with customers to unlock early and sustained product adoption and success with Intercom Solutions, develop and execute adoption strategies targeting high-value accounts for our AI products, and reduce churn and contraction through early risk identification, intervention, escalation, and mitigation in partnership with your account team.

To be successful in this role, you'll need 5+ years of relevant work experience in a customer-facing customer success, account management, or strategic consulting organization. You should have experience with SaaS business models and the ability to support strategic and complex enterprise customer needs resulting in Value Realization across global teams. You'll also need to be able to understand and communicate complex problems clearly and concisely to different audiences, be self-motivating and entrepreneurial, and have experience building lasting relationships with customers and colleagues.

In addition to your technical skills and experience, you'll need to be fluent in French and have excellent communication and interpersonal skills. You'll also need to be able to work in a fast-paced environment and prioritize multiple tasks and projects simultaneously.

If you're a motivated and results-driven individual who is passionate about customer success and wants to join a dynamic and innovative company, we encourage you to apply for this exciting opportunity.

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We are seeking a seasoned professional to lead our Field Engineering team in Germany, focusing on strategic manufacturing and energy customers. As a player-coach, you will balance hands-on involvement in critical customer engagements with building repeatable motions, artefacts, and coaching mechanisms that scale impact across the team.

Key Responsibilities:

• Build, lead, and scale the pre-sales (Solutions Architect) team for Strategic Manufacturing and Energy customers in Germany, including hiring, coaching, performance management, and career development, and owning coverage for complex industrial stakeholder environments.

• Own pre-sales ROI and effectiveness, including coverage models, prioritisation, and impact on win-rate, sales cycles, and customer adoption.

• Act as a player-coach in strategic opportunities by balancing hands-on involvement in the most critical customer engagements with building repeatable motions, artefacts, and coaching mechanisms that scale impact across the team.

• Establish and reinforce a solution- and value-based selling culture, focused on business outcomes, not just technical excellence.

• Partner closely with Sales leadership to support forecast accuracy, pipeline quality, and consumption growth in a usage-driven business model.

• Engage with C-level and senior executives at strategic customers to build trusted relationships and long-term partnerships.

• Drive a scalable adoption model by anchoring partner and PS attach and establishing a crisp pre-/post-sales handshake tied to consumption outcomes (onboarding readiness, adoption milestones, expansion path).

• Represent Field Engineering as part of the regional leadership team, contributing to Databricks' brand, market positioning, and growth in Germany.

Requirements:

• Proven experience building and managing pre-sales or technical field teams in a high-growth environment.

• Strong background in data engineering, analytics platforms, databases, or data science, gained through engineering, consulting, or technical leadership roles.

• Demonstrated success in consumption-based or SaaS business models, including forecasting, expansion, and customer adoption.

• Ability to operate as a player-coach, balancing hands-on deal involvement with scalable team leadership.

• Track record of partnering effectively with Sales and cross-functional leaders to drive measurable business outcomes.

• Experience establishing repeatable processes that improve efficiency without limiting innovation or ownership.

• Passion for the data and AI market and the ability to articulate a clear, executive-level POV on the value of Databricks.

• Executive presence with the ability to influence and communicate confidently at C-level.

• Fluent German (highly preferred) and fluent English (required).

About Databricks

Databricks is a data and AI company providing a unified and democratized data, analytics, and AI platform. It has over 10,000 organisations worldwide relying on its services.

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In this pivotal role, you'll enable our sales team to focus on high-value, revenue-generating activities by leveraging your analytical skills, project management expertise, and strategic thinking. Your role is critical in streamlining our sales pipeline and uncovering untapped potential in the AI market.

Responsibilities:

Maintain full ownership of pipeline generating activities in your sales territory

Collaborate with sales teams to understand their needs and optimise lead handoff processes

Manage and prioritise a high volume of inbound leads

Conduct initial qualifications for high-potential leads

Outbound against strategic prospects to generate high-intent opportunities with Startup and Enterprise teams

Support the development and execution of strategic outbound initiatives

Provide data-driven insights to inform sales strategies and resource allocation

Continuously refine processes to improve efficiency and effectiveness

You may be a good fit if you have:

2-3+ years of experience in a fast-growing startup, preferably in lead management and project management roles or 2-3+ years of experience in a field like finance & investment banking, consulting or software engineering

Strong analytical skills with the ability to translate data into actionable insights

Experience with Salesforce, HubSpot, and SQL (preferred)

Excellent communication and interpersonal skills

Ability to work in a fast-paced, dynamic environment

Passion for AI/ML and understanding of API-first or consumption-based business models

Fluent in Japanese and English

Logistics:

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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Customer Success Manager, High Touch - French Speaking

Department

Customer Success & Solutions

Job Description

Intercom is the AI Customer Service company on a mission to help businesses provide incredible customer experiences. Our AI agent Fin, the most advanced customer service AI agent on the market, lets businesses deliver always-on, impeccable customer service and ultimately transform their customer experiences for the better.

Fin can also be combined with our Helpdesk to become a complete solution called the Intercom Customer Service Suite, which provides AI enhanced support for the more complex or high touch queries that require a human agent.

Founded in 2011 and trusted by nearly 30,000 global businesses, Intercom is setting the new standard for customer service.

What's the Opportunity?

Intercom CSMs work with thousands of exciting customers from a variety of industries, in many phases of their business journey to help those customers realize the full value of their Intercom investment.

They engage customers to unlock early and sustained outcomes by delivering methodologies that drive product adoption, solution expansion, and long-term growth.

As a CSM, you’ll build relationships and demonstrate an understanding of the Intercom customer journey.

You’ll be equipped to guide customers over their hurdles, delivering value realization through proactive and programmatic customer engagement and best practices.

You'll use your solution expertise to enable customers to overcome their challenges to implementing and growing our AI products and act as a trusted advisor to the change those customers need to make.

You’ll work with a variety of customer profiles including C-Level contacts, executives, CX and Support leaders, and multi-layered global CX teams to support the successful adoption and expansion of their Intercom solution investment.

What Will I Be Doing?

• Develop a trusted advisor relationship with customers at the C-suite and executive level, driving success with our platform and ensuring they receive maximum value from our solution throughout their lifecycle.

• Guide the customer and Intercom account teams (Sales, Partners, Solution Engineers) to develop customer Success Plans, including QBRs, Executive Business Reviews, and strategic planning sessions, and Churn Mitigation Plans when necessary.

• Be an expert and advisor, while maintaining an understanding and expertise of Intercom products and solutions, to drive our customer’s ability to successfully adopt the most relevant features for their specific requirements.

• Engage with your customers to unlock early and sustained product adoption and success with Intercom Solutions.

• Develop and execute adoption strategies targeting high value accounts for our AI products, driving change management, and ensuring fulfillment of intercom packages.

• Reduce churn and contraction through early risk identification, intervention, escalation, and mitigation in partnership with your account team.

• Be a customer support industry and AI thought leader with your customers, while sharing and scaling those insights to the benefit of the Solutions team.

• Be the Voice of the Customer to provide internal feedback on how Intercom can better serve our core customers.

What Skills Do I Need?

• 5+ years of relevant work experience in a customer-facing customer success, account management or strategic consulting organization.

• SaaS or Consumption-based Technology companies experience a benefit.

• Experience with SaaS business models and ability to support strategic and complex enterprise customer needs resulting in Value Realization across global teams.

• Experience establishing yourself as a trusted advisor with customer partners to guide outcomes.

• Experience using Success Plans to ensure goals are aligned from a business strategy perspective and success metrics are identified.

• Ability to understand and communicate complex problems clearly and concisely to different audiences.

• Self-motivating and entrepreneurial team player.

• Experience building lasting relationships with customers and colleagues.

• Experience setting up and using SaaS Communication Products.

• Fluent French.

Benefits

We are a well-treated bunch, with awesome benefits!

If there’s something important to you that’s not on this list, talk to us!

• Competitive salary and equity in a fast-growing start-up.

• We serve lunch every weekday, plus a variety of snack foods and a fully stocked kitchen.

• Regular compensation reviews - we reward great work!

• Unlimited access to Claude Code and best-in-class AI tools; experimentation & building is encouraged & celebrated.

• Pension scheme & match up to 4%.

• Peace of mind with life assurance, as well as comprehensive health and dental insurance for you and your dependents.

• Open vacation policy and flexible holidays so you can take time off when you need it.

• Paid maternity leave, as well as 6 weeks paternity leave for fathers, to let you spend valuable time with your loved ones.

• If you’re cycling, we’ve got you covered on the Cycle-to-Work Scheme. With secure bike storage too.

• MacBooks are our standard, but we also offer Windows for certain roles when needed.

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As the Director, you will set and drive the inorganic growth strategy, leading a team responsible for sourcing, evaluating, and executing strategic transactions. You will operate at a strategic level, guiding priorities, aligning cross-functional stakeholders, and ensuring the corporate development function scales with the company's long-term ambitions.

Responsibilities:

• Oversee the full lifecycle of M&A and strategic transactions, providing direction and guidance across sourcing, evaluation, diligence, negotiation, and integration
• Lead, develop, and manage a team of corporate development professionals
• Guide the development of financial models, valuation analyses, and strategic frameworks to inform decision-making
• Partner with executive leadership and cross-functional teams (Product, Marketing, Finance, Legal, People) to define priorities and align on complex, high-impact initiatives
• Establish and scale processes, frameworks, and operating rhythms to strengthen the corporate development function
• Ensure effective prioritization and resource allocation across a portfolio of opportunities and initiatives
• Synthesize inputs from multiple stakeholders to drive alignment and enable high-quality, timely decision-making
• Represent Corporate Development in executive forums, presenting recommendations and influencing key business decisions

Requirements:

• 12+ years of experience across investment banking, private equity, corporate development, or related fields
• Significant in-house corporate development experience with a strong track record of leading buyside transactions
• 5+ years of people management experience, and proven track record of developing high-performing teams
• Deep understanding of technology and SaaS business models, including key metrics (ARR, bookings, ARPU, LTV/CAC)
• Proven ability to operate at both strategic and organizational levels, setting direction in complex, ambiguous environments
• Strong leadership presence with the ability to influence and advise senior executives, external partners, and stakeholders
• Experience building and scaling processes, teams, and functional capabilities
• Exceptional analytical and financial acumen, with the ability to guide complex modeling and valuation work
• Excellent communication skills, with experience presenting to and influencing executive audiences
• Ability to translate long-term strategy into clear, actionable plans and measurable outcomes
• Strong cross-functional leadership and collaboration skills, with a track record of driving alignment across diverse teams
• High attention to detail, sound judgment, and a proactive, solutions-oriented mindset
• Passion for technology, markets, and identifying new growth opportunities

Benefits & Perks:

• A choice between medical plans with an option for 100% covered premiums
• Fertility and adoption benefits
• Access to supplemental insurance plans for additional coverage
• Headspace mindfulness app subscription
• Global Employee Assistance Program
• Retirement benefits with employer match
• Flexible paid time off
• 12 weeks paid parental leave and family care leave
• Pretax commuter benefit
• Education reimbursement
• Employee donation match to community organizations
• 7 Global Employee Resource Groups (ERGs)
• Dog-friendly workplace
• Free lunch and snacks
• Private rooftop
• Hack week twice per year

Cash Compensation Range: $203,500 - $327,750 USD

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As an Account Executive, Fund Administration at Carta, you will join a team that connects founders, investors, and limited partners through world-class software. Your primary responsibility will be to evangelize Carta's unique value proposition to the Australian VC and PE markets.

Responsibilities

• Map and communicate the business impact of our product offerings to key decision makers
• Identify and communicate effectively with Go-to-Market Leads new areas for business growth
• Understand customer needs and requirements and act as a trusted business advisor
• Drive revenue through strategic outbound prospecting
• Own the entire sales lifecycle, from lead generation to close
• Develop a comprehensive go-to-market plan to prioritize and execute against the opportunity in Australia, in partnership with your cross-functional leads

Requirements

• 4-10 years of experience in a SaaS sales role
• Experience building pipeline through high-quality outbound prospecting
• Strong interpersonal skills with in-person networking and long-term relationship building with C-level executives and General Partners of VC/PE firms
• Ability to translate technical financial/accounting software into business impact
• Managing a pipeline, and closing sizable deals
• Articulate, poised, and concise
• Flexible, adaptable, and resilient - Comfortable working in a high-velocity startup environment
• Self-starter, humble, problem-solver, and adaptable to change
• Candidate must be authorized to work in Australia without sponsorship

Nice to Have

• Sales or business development experience within Venture Capital, Private Equity, or Private Credit sectors
• Understanding of the venture capital & private equity business model and inner workings
• Accounting background and familiarity with financial/accounting software

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As a Customer Success Manager at Intercom, you will work with thousands of exciting customers from various industries to help them realize the full value of their Intercom investment. You will engage customers to unlock early and sustained outcomes by delivering methodologies that drive product adoption, solution expansion, and long-term growth.

What will I be doing?

• Develop a trusted advisor relationship with customers at the C-suite and executive level, driving success with our platform and ensuring they receive maximum value from our solution throughout their lifecycle.
• Guide the customer and Intercom account teams (Sales, Partners, Solution Engineers) to develop customer Success Plans, including QBRs, Executive Business Reviews, and strategic planning sessions, and Churn Mitigation Plans when necessary.
• Be an expert and advisor, while maintaining an understanding and expertise of Intercom products and solutions, to drive our customer's ability to successfully adopt the most relevant features for their specific requirements.
• Engage with your customers to unlock early and sustained product adoption and success with Intercom Solutions.
• Develop and execute adoption strategies targeting high value accounts for our AI products, driving change management, and ensuring fulfillment of intercom packages.
• Reduce churn and contraction through early risk identification, intervention, escalation, and mitigation in partnership with your account team.
• Be a customer support industry and AI thought leader with your customers, while sharing and scaling those insights to the benefit of the Solutions team.
• Be the Voice of the Customer to provide internal feedback on how Intercom can better serve our core customers.

What skills do I need?

• 5+ years of relevant work experience in a customer-facing customer success, account management or strategic consulting organization.
• Experience with SaaS business models and ability to support strategic and complex enterprise customer needs resulting in Value Realization across global teams.
• Experience establishing yourself as a trusted advisor with customer partners to guide outcomes.
• Experience using Success Plans to ensure goals are aligned from a business strategy perspective and success metrics are identified.
• Ability to understand and communicate complex problems clearly and concisely to different audiences.
• Self-motivating and entrepreneurial team player.
• Experience building lasting relationships with customers and colleagues.
• Experience setting up and using SaaS Communication Products

Benefits

We are a well-treated bunch, with awesome benefits! If there’s something important to you that’s not on this list, talk to us!

• Competitive salary and equity in a fast-growing start-up
• We serve lunch every weekday, plus a variety of snack foods and a fully stocked kitchen
• Regular compensation reviews - we reward great work!
• Unlimited access to Claude Code and best-in-class AI tools; experimentation & building is encouraged & celebrated.
• Pension scheme & match up to 4%
• Peace of mind with life assurance, as well as comprehensive health and dental insurance for you and your dependents
• Open vacation policy and flexible holidays so you can take time off when you need it
• Paid maternity leave, as well as 6 weeks paternity leave for fathers, to let you spend valuable time with your loved ones
• If you’re cycling, we’ve got you covered on the Cycle-to-Work Scheme. With secure bike storage too
• MacBooks are our standard, but we also offer Windows for certain roles when needed.

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Your work will directly shape how we engage customers at scale while maintaining the personalized, high-value experience that defines Anthropic. You'll collaborate closely with our Programmatic Success team to develop compelling customer content, with Sales organization to co-develop strategic plans, ensure seamless handoffs, and drive growth opportunities, with Product to channel customer insights and build consumption-driving features, and with Customer Success leadership to continuously optimize our scaled engagement model, all while pioneering how we leverage our own AI capabilities to transform digital customer engagement.

Responsibilities:

• Own scaled customer engagement for a large portfolio of Commercial and Enterprise accounts, managing customers through timebound, digital-first touchpoints that drive activation, consumption, retention, and expansion across Claude Enterprise, Claude Code, and API products
• Execute timebound strategic human touchpoints at key moments, customer activation, expansion discussions, renewal conversations, risk interventions , ensuring high-impact interactions when customers need them most
• Provide technical guidance. Develop deep product expertise to guide implementation decisions, advise on safe, impactful adoption of new features, and translate AI capabilities into business value for audiences from developers to executives
• Channel customer voice back to Product and leadership by aggregating insights from digital interactions, surveys, and community engagement to influence roadmap and improve customer experience
• Partner cross-functionally with Marketing on customer campaigns, Sales on handoffs and growth, Product on adoption-driving features, and Customer Success on playbook development and optimization
• Triage and prioritize across a pooled book. Work from a shared queue of engagement requests across a large customer pool. Ramp quickly on unfamiliar accounts, ruthlessly prioritize through a business-impact lens, and maintain quality across high concurrent volume
• "Claudify" customer touch points by designing and implementing AI-powered processes that enhance the customer experience,using Claude to personalize communications, automate repetitive tasks, and deliver proactive insights at scale
• Design and execute one-to-many programs including email campaigns, webinars, office hours, and digital content that educate customers, drive product adoption, and surface expansion opportunities across customer segments
• Develop scalable onboarding and activation programs that ensure customers achieve rapid time-to-value, including digital onboarding sequences, self-service resources, and pooled support models

You may be a good fit if you have:

• 3-5+ years in customer-facing roles such as Customer Success, Customer Marketing, or Account Management or Consulting ,with experience managing a high volume of accounts or building scaled programs
• Experience with digital-first or tech-touch customer engagement: You've built or executed one-to-many programs including email campaigns, webinars, customer communities, or automated customer journeys
• Systems thinking and process orientation: You naturally ask "how might we scale this?" and have experience building repeatable playbooks, templates, and frameworks that work across diverse customer types
• Data-driven mindset: You're comfortable analyzing customer health metrics, product usage data, and program effectiveness to make decisions and optimize approaches
• Technical aptitude and AI enthusiasm: You quickly master complex products, translate technical concepts across audiences, and are genuinely excited about responsible AI's potential to transform business. You're committed to helping customers adopt Claude safely and effectively
• Excellent communication skills: You can create compelling written content for customer programs and communicate effectively with stakeholders at all levels
• Comfortable building in ambiguity: This is an evolving motion,you'll thrive creating structure where none exists, iterating quickly based on learnings, and adapting as the business grows

Strong candidates may have:

• Familiarity with AI/ML products, developer tools, or API-based products
• Experience in consumption-based or usage-driven business models
• Track record of building customer programs from scratch that drove measurable retention or expansion outcomes
• Experience with Customer Success platforms (Gainsight, Vitally, ChurnZero) and marketing automation tools
• Background in Digital Customer Success, Scaled Success, Customer Education, or Customer Marketing

The annual compensation range for this role is $200,000-$260,000 USD.

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This is a strategic leadership role with regional scope, focused on professional services sales, forecast accuracy, team development, and stronger alignment across go-to-market teams. You'll report through the Professional Services organization and play a key role in shaping how GitLab supports enterprise and commercial customers adopting our AI-powered DevSecOps platform.

In your first year, you'll help strengthen forecasting discipline, improve opportunity distribution and proposal quality, and create more consistent practices for discovery, scoping, estimation, and statement of work development.

Responsibilities

• Manage a team of Engagement Managers responsible for consultative Professional Services selling across your region.
• Manage regional Professional Services bookings accountability and maintain a timely, accurate weekly forecast.
• Coach team members on pipeline generation, opportunity prioritization, customer discovery, scoping, estimation, statement of work creation, negotiation, and closing.
• Work with Sales Leadership and Customer Success leaders to align territory priorities, forecast updates, and services strategy.
• Distribute customer opportunities across the team to support balanced geographic or segment coverage.
• Develop strategic proposals that align the Engagement Manager team with Sales and Customer Success organizations.
• Partner with Professional Services Delivery, Ecosystem Partners, and Product teams to define common estimation patterns and proposal standards.
• Improve the Professional Services sales process, including proactive services positioning, scalable offerings, and more consistent selling practices.

Requirements

• Experience managing, guiding, or delivering work in Professional Services or Customer Success environments.
• Experience supporting Professional Services sales, including consultative selling and customer-facing solution discussions.
• Ability to work effectively with Account Executives and other go-to-market partners during the sales process.
• Knowledge of subscription-based business models across SaaS and on-premises offerings.
• Capability to coach teams through complex negotiations, prioritization decisions, and structured deal execution.
• Comfort using GitLab in day-to-day work and staying current with product releases and feature updates.
• Skill in guiding distributed teams through clear communication, accountability, and asynchronous collaboration.
• Openness to candidates with transferable experience from related services, customer-facing, or revenue-focused leadership roles.

About the Team

We are part of GitLab's Professional Services organization and support customers by shaping services engagements that help them adopt GitLab effectively and realize value sooner. In this role, you'll manage Engagement Managers who work as a sales overlay across regions, partnering with Sales, Customer Success, Delivery, Product, and partners in an asynchronous, all-remote environment.

Our work centers on building scalable services selling practices, improving proposal quality and consistency, and aligning regional execution with broader Professional Services strategy.

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---------------- dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 90,000 teams every week, driving data transformations and AI use cases.

As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Platform customers, including AstraZeneca, Sky, Nasdaq, Volvo, JetBlue, and SafetyCulture.

We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:

• Reliable, high-quality data is the fuel that propels AI-powered data engineering.

• AI is changing data work, fast. dbt’s data control plane keeps data engineers ahead of that curve.

About the Role

---------------- dbt Labs is building a dynamic and expansive partner ecosystem to empower our customers on their data transformation journey. As part of this mission, the Partner Strategy and Programs team is seeking an experienced and highly motivated Partner Programs Lead to design, develop, and scale strategic programs that drive partner success. This role will have a particular focus on programs that accelerate partner-led services, enablement, and customer consumption through strategic investments and funding mechanisms.

We are looking for a passionate professional with deep expertise in partner and customer engagement, coupled with a strong ability to influence business performance through impactful programs and strategic investments. The ideal candidate will demonstrate a balance of analytical thinking, strategic execution, and cross-functional leadership. They will have a proven ability to thrive in ambiguity, execute with excellence, collaborate across virtual teams, and communicate effectively with internal and external executive stakeholders.

Responsibilities

------------

• Develop and execute scalable partner programs, incentives, and business processes to drive global partner success.

• Design and implement program frameworks that accelerate partner growth and adoption of dbt Labs’ products and services.

• Drive execution and adoption, ensuring the long-term success of partner programs through comprehensive planning and implementation.

• Monitor and optimize program performance by leveraging data-driven insights to enhance efficiency, utilization, and compliance.

• Create and maintain program documentation, including detailed program benefits, terms, conditions, rules of engagement, and marketing materials for a global audience.

• Continuously refine and enhance partner programs based on partner feedback, internal insights, and strategic planning.

• Collaborate cross-functionally to define system and process requirements that enhance the partner and sales experience within the program infrastructure.

What You’ll Need

-----------------

• 4+ years of experience in channel programs, operations, partner marketing/sales, incentives, or rebate management.

• Deep understanding of channel partner business models and their role in solution delivery, sales, and services within the cloud and software ecosystem.

• Experience working with services partners (SIs/GSIs), partner funding models (e.g., MDF/PDF), or partner enablement programs.

• Bachelor’s degree in a relevant field.

• Proven expertise in designing and executing partner programs that align with business strategy and drive measurable impact.

• Strong financial and analytical acumen, with experience in developing business plans, financial models, and data analytics to support program justification and evolution.

• Excellent communication and interpersonal skills, with the ability to engage effectively with executive leadership and external partners.

• Proficiency in data analysis tools (e.g., Excel, Tableau) and strong presentation skills.

• Exceptional organizational, negotiation, and project management abilities to manage multiple priorities effectively.

• Ability to travel up to 20% of the time.

Benefits

--------

• Unlimited vacation time with a culture that actively encourages time off

• 401k plan with 3% guaranteed company contribution

• Comprehensive healthcare coverage

• Generous paid parental leave

• Flexible stipends for:

• Health & Wellness

• Home Office Setup

• Cell Phone & Internet

• Learning & Development

• Office Space

Compensation

----------

We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process. In select locations (including Boston, Chicago, Denver, Los Angeles, Philadelphia, New York City, San Francisco, Washington, DC, and Seattle), an alternate range may apply, as specified below.

OTE Range (80/20 Split)

$190,000-$220,000 USD

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As we continue to grow, you will play a crucial role in analysing financial data, building models, and delivering insights to drive informed business decisions across revenue goals, sales capacity planning, deal desk and marketing spend returns. This role will work closely with cross-functional teams and collaborate with other members of the finance organisation to align go-to-market strategies with broader financial considerations.

Responsibilities:

• Provide expert guidance, recommendations, and influence to go-to-market stakeholders on financial strategies, investments, and resource allocation decisions, leveraging an in-depth understanding of the company's financials

• Partner cross-functionally to drive analysis, build financial models, and recommend business decisions across a variety of areas, such as revenue goals, sales capacity planning and key strategic initiatives

• Prepare and deliver clear, concise, and insightful financial reports, analyses, and forecasts, highlighting key trends, risks, and opportunities to facilitate informed decision-making to stakeholders and executives

• Collaborate with other members of strategic finance, FP&A, and accounting counterparts, helping to align go-to-market with broader financial strategies and considerations

• Establish and implement reporting dashboards and scorecards to track key operational and financial metrics

You may be a good fit if you have:

• 7+ years in experience across strategic finance, go-to-market finance, private equity, growth equity, venture capital, consulting, and investment banking

• Exceptional analytical skills with an ability to synthesise data into compelling insights and develop/maintain complex financial operating models

• Extraordinary problem-solving and critical thinking abilities to navigate complex financial challenges

• Comfort working cross-functionally and are adept at communicating complex financial information to non-finance audiences

• Excitement about working in a fast-paced, dynamic environment and adapt well to change

• Possess a bias towards action, strong work ethic, and have experience driving operational outcomes under tight timelines

• Strong relationship building, business judgment, process management, and communication skills

• Are passionate about Anthropic's mission to build safe, transformative AI systems

Strong candidates may also have:

• GTM Finance Business Partnership experience

• A combination of 3+ years in strategic finance, paired with several years prior across private equity, growth equity, venture capital, consulting, and investment banking

• Experience with consumption-based and/or complex business models

• High knowledge of and interest in effective go-to-market strategies including deal-desk management

• Background in AI, ML, or related technologies

The annual compensation range for this role is $235,000-$310,000 USD.

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This is a highly visible leadership role responsible for mechanisms, programs, and tooling that improve seller productivity, shorten ramp time, and drive predictable revenue outcomes.

You will work backwards from customer and business needs, partnering closely with executive leadership to raise the bar across the revenue organization.

Responsibilities

• Own the end-to-end field enablement strategy aligned to GTM priorities and long-term business growth
• Establish durable mechanisms for onboarding, certification, and continuous learning
• Partner with CRO, Sales, CX, Marketing, Product, and RevOps leaders to identify capability gaps and close them
• Build scalable playbooks, sales motions, and field-ready content that improves execution in-market
• Define, track, and inspect enablement metrics tied to revenue performance (ramp time, attainment, win rates)
• Operate with a high bar for operational excellence, documentation, and accountability
• Hire, develop, and lead a high-performing enablement team

Requirements

• 10+ years of experience in Field Enablement, Sales Enablement, or GTM leadership roles
• Proven experience operating in fast-growing, ambiguous environments and scaling enablement programs
• Strong executive presence with the ability to influence without authority
• Data-driven operator who uses metrics to inspect performance and drive continuous improvement
• Deep familiarity with modern revenue tech stacks (CRM, enablement, LMS, analytics)
• Ability to think strategically while executing with speed and discipline

Nice to Have

• Experience supporting enterprise or platform-based sales motions
• Familiarity with consumption-based or infrastructure-oriented business models
• Background working in highly technical or developer-adjacent GTM environments

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You'll focus on building relationships with C-level and senior technical buyers at high-growth companies, managing the full sales cycle from first outreach to close, and creating your own pipeline through consistent, high-quality prospecting.

In this greenfield territory, you'll support change and innovation, help customers navigate their decision process, and act as a trusted partner to new customers as they adopt GitLab's AI-powered DevSecOps platform.

You'll collaborate closely with a dedicated SDR pod, Solutions Architecture, Marketing, and Customer Success. You'll report to the Director of New Business Sales and contribute to GitLab's revenue trajectory and position in a dynamic market.

Key responsibilities include:

• Managing the full new logo acquisition cycle from first outreach through close for high-growth target accounts
• Building and maintaining strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels
• Running effective discovery meetings to uncover business pain, quantify impact, and align GitLab's value proposition with executive-level priorities
• Navigating complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying committees to drive consensus
• Developing and executing strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies for high-potential prospects
• Partnering with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth post-sale handoffs
• Applying GitLab's sales methodologies, including MEDDPICC and Command of the Message, to qualify pipeline, support healthy deal progress, and maintain predictable forecasting

Key qualifications include:

• Experience in B2B SaaS sales focused on net-new logo acquisition and new business development
• Demonstrated success building territories from scratch, generating pipeline in greenfield accounts, and closing new customers
• Familiarity with consumption-based or usage-based business models and ability to position value beyond traditional licensing structures
• Strong discovery, qualification, and consultative selling skills for engaging C-level executives and multi-stakeholder buying groups
• Ability to manage multiple complex opportunities at once while maintaining an organized prospecting and follow-up cadence
• Proficiency with a modern sales tech stack, including tools such as Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense
• Comfortable working in a dynamic environment with a focus on continuous learning, coaching, and iteration
• Openness to candidates with varied backgrounds who bring transferable new business, prospecting, and relationship-building skills

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In this greenfield territory, you'll support change and innovation, help customers navigate their decision process, and act as a trusted partner to new customers as they adopt GitLab's AI-powered DevSecOps platform. You'll collaborate closely with a dedicated SDR pod, Solutions Architecture, Marketing, and Customer Success.

Responsibilities:

• Manage the full new logo acquisition cycle from first outreach through close for high-growth target accounts
• Build and maintain strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels
• Run effective discovery meetings to uncover business pain, quantify impact, and align GitLab's value proposition with executive-level priorities
• Navigate complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying committees to drive consensus
• Develop and execute strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies for high-potential prospects
• Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth post-sale handoffs
• Apply GitLab's sales methodologies, including MEDDPICC and Command of the Message, to qualify pipeline, support healthy deal progress, and maintain predictable forecasting
• Maintain consistent Salesforce practices with detailed account notes, use cases, and competitive insights that support accurate forecasting and continuous improvement

Requirements:

• Experience in B2B SaaS sales focused on net-new logo acquisition and new business development
• Demonstrated success building territories from scratch, generating pipeline in greenfield accounts, and closing new customers
• Familiarity with consumption-based or usage-based business models and ability to position value beyond traditional licensing structures
• Strong discovery, qualification, and consultative selling skills for engaging C-level executives and multi-stakeholder buying groups
• Ability to manage multiple complex opportunities at once while maintaining an organized prospecting and follow-up cadence
• Proficiency with a modern sales tech stack, including tools such as Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense
• Comfortable working in a dynamic environment with a focus on continuous learning, coaching, and iteration
• Openness to candidates with varied backgrounds who bring transferable new business, prospecting, and relationship-building skills

About the team: The New Business team is responsible for driving net-new logo acquisition and expanding GitLab's presence in untapped markets. Operating like a startup within GitLab, the team is made up of New Business Account Executives partnered with a dedicated SDR pod and supported by Sales Engineering, Marketing, and Customer Success, collaborating asynchronously across multiple regions and time zones.

The primary opportunities ahead include accelerating adoption of GitLab's AI-powered DevSecOps platform in high-growth segments, refining our outbound strategies based on real-time market feedback, and sharing insights that shape our go-to-market approach.

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As a Strategic Finance Analyst, you will build detailed financial models from scratch to enable business planning and strategic decision making. You will support executive-level decision making with thorough ROI analysis, conduct contribution margin analysis to understand segment profitability over time, and establish excellent cross-functional relationships across all parts of the Company to deliver data-driven insights.

You will own creation of key analyses for quarterly Board meetings, remain flexible and willing to wear multiple hats in support of high importance, ad hoc leadership requests, and own the marketing budgeting process, including BvA tracking and analysis.

We are looking for a skilled Strategic Finance Analyst with 2–3 years' experience in investment banking (TMT or SaaS coverage preferred), private equity, venture capital, and/or strategic finance at a SaaS company. You should have exposure to SaaS business models, advanced financial modeling skills, and a strong grasp of SaaS metrics.

Key responsibilities include:

• Building detailed financial models from scratch to enable business planning and strategic decision making
• Supporting executive-level decision making with thorough ROI analysis
• Conducting contribution margin analysis to understand segment profitability over time
• Establishing excellent cross-functional relationships across all parts of the Company to deliver data-driven insights
• Owning creation of key analyses for quarterly Board meetings
• Remaining flexible and willing to wear multiple hats in support of high importance, ad hoc leadership requests
• Owning the marketing budgeting process, including BvA tracking and analysis

Requirements include:

• 2–3 years' experience in investment banking (TMT or SaaS coverage preferred), private equity, venture capital, and/or strategic finance at a SaaS company
• Exposure to SaaS business models
• Advanced financial modeling skills
• Strong grasp of SaaS metrics
• Analytical rigor with ability to simplify complex data into actionable insights
• Clear written and verbal communication skills for senior and non-finance stakeholders
• Comfortable in ambiguous, high-growth environments with shifting priorities
• Familiarity with Salesforce, Pigment, or Looker
• SQL or BI tool skills for deeper data analysis
• Prior exposure to GTM forecasting

This is a unique opportunity to drive topline forecasting, planning, and analysis for a high-growth SaaS company and make a real impact.

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As an Account Executive (Existing Business) on the Stripe Platforms team, you will create partnerships between Stripe and the most innovative and fastest-growing software platforms in the world.

Responsibilities

• Directly manage and nurture a named account list and develop account plans for winning and expanding business with upper middle market and enterprise companies
• Build and maintain key relationships with C-level executives, while orchestrating the right executive touch points as needed
• Contribute to shaping our platform partnership strategy and building repeatable processes and scaled engagement models
• Develop outbound strategies to create and nurture opportunities
• Own the full sales cycle from lead to close for upper middle market and enterprise companies
• Develop relationships with executive stakeholders at new and existing clients
• Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analyses
• Lead and contribute to team projects to develop and refine our sales process
• Engage with Product and Engineering teams to help drive product strategy

Who You Are

You are an adept salesperson and relationship manager capable of engaging in business-level and technical conversations at multiple levels of the organization, including the CTO, COO, and CFO. You have experience working with upper middle market and enterprise companies. You have an in-depth understanding of the buyer journey and can lead a complex, multi-party sale in a highly consultative manner. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You are naturally analytical and enjoy digging into business models and helping customers quantify their investment decisions. You get excited about prospecting, and are capable of independently leading a sales cycle from start to finish. Finally, you enjoy building – you like to actively participate in the development of our sales process, the articulation of our value proposition, and the creation of key tools and assets.

Minimum Requirements

• 7+ years of sales experience, preferably selling a technical product, with a track record of top performance
• Extensive experience directly selling a technology product or service, preferably at an API-first company, with a record of top performance
• A proven track record of moving sales processes forward from inception to close by leading complex, multi-party sales in a highly consultative manner, understanding strategies and applying value proposition
• Great listening skills and ability to quickly become a trusted resource for decision-makers across technology and finance orgs within software companies
• An ability to understand complex technical problems and understand how Stripe’s solutions can address them
• A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal
• Strong presentation skills
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Superior verbal and written communication skills
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology and a deep understanding of the space
• Experience in or excitement in learning about financial technology infrastructure
• Fastidious approach to CRM hygiene and experience utilizing thorough sales forecasting metrics on a weekly/quarterly basis and communicating them in a succinct manner

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In this greenfield territory, you'll support change and innovation, help customers navigate their decision process, and act as a trusted partner to new customers as they adopt GitLab's AI-powered DevSecOps platform. You'll collaborate closely with a dedicated SDR pod, Solutions Architecture, Marketing, and Customer Success.

Key responsibilities include:

• Managing the full new logo acquisition cycle from first outreach through close for high-growth target accounts for the Netherlands market
• Building and maintaining strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels
• Running effective discovery meetings to uncover business pain, quantify impact, and align GitLab's value proposition with executive-level priorities
• Navigating complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying committees to drive consensus
• Developing and executing strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies for high-potential prospects
• Partnering with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth post-sale handoffs

Requirements include:

• Experience in B2B SaaS sales focused on net-new logo acquisition and new business development
• Demonstrated success building territories from scratch, generating pipeline in greenfield accounts, and closing new customers
• Familiarity with consumption-based or usage-based business models and ability to position value beyond traditional licensing structures
• Strong discovery, qualification, and consultative selling skills for engaging C-level executives and multi-stakeholder buying groups
• Ability to manage multiple complex opportunities at once while maintaining an organized prospecting and follow-up cadence
• Proficiency with a modern sales tech stack, including tools such as Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense
• Comfortable working in a dynamic environment with a focus on continuous learning, coaching, and iteration
• Openness to candidates with varied backgrounds who bring transferable new business, prospecting, and relationship-building skills
• Language skills in Dutch

The New Business team is responsible for driving net-new logo acquisition and expanding GitLab's presence in untapped markets. Operating like a startup within GitLab, the team is made up of New Business Account Executives partnered with a dedicated SDR pod and supported by Sales Engineering, Marketing, and Customer Success, collaborating asynchronously across multiple regions and time zones.

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This is a foundational, global role sitting at the intersection of Partnerships, Finance, and Legal. You'll serve as the point of resolution for questions of deal attribution, incentive eligibility, and channel conflict, and codify decision criteria so the program scales consistently.

Responsibilities:

• Design and own the commercial framework spanning all partner channels and geographies , incentive structures, discount and margin frameworks, eligibility criteria, rules of engagement, and deal registration protection

• Run quarterly incentive qualification and governance: validate threshold attainment, resolve attribution disputes, and determine payout eligibility before handoff to Finance

• Adjudicate channel conflict, contested deal registrations, and dual-partner claims against documented criteria - and evolve those criteria as new edge cases surface

• Govern partner investment programs (market development funds, co-investment funds, and similar), deciding eligible activity, matching ratios, and at-risk vs. opportunistic deployment

• Track bilateral obligations with strategic partners , both what Anthropic has committed and what partners owe back , and trigger cure, renegotiation, or escalation when commitments slip

• Act as the primary commercial interface to Legal and Finance, translating partner business needs into contract terms, rebate structures, and localised commercial instruments

• Maintain the authoritative source document for partner commercial terms, holding the line against ad-hoc carve-outs while knowing when the framework genuinely needs to evolve

• Codify decision criteria so that exception handling scales beyond you as the partner program grows

You may be a good fit if you have

• 12+ years in partner operations, channel operations, commercial strategy, deal desk, or pricing - with direct ownership of multi-channel commercial frameworks across system integrators, resellers, and/or marketplace partners

• Hands-on experience managing market development funds, partner co-investment programs, or equivalent partner funding vehicles

• A track record of running incentive governance at a regular cadence, where your calls held up under pushback from both sales teams and partners

• Commercial and legal fluency: you've drafted commercial terms, rebate structures, and discount frameworks, and worked as the translator between business needs and Legal/Finance constraints

• Demonstrated ability to scale exception handling , turning one-off judgment calls into documented criteria that others can apply consistently

• Comfort operating as a global individual contributor across time zones, with occasional travel to partner and regional team locations

• Sound judgment and a calm, decisive approach when two parties both have a reasonable case and someone has to make the call

Strong candidates may also have

• Experience standing up partner commercial frameworks from zero at a high-growth technology company

• Background in consumption-based or usage-based business models and the incentive design challenges they create

• Exposure to international partner programs requiring localised pricing, legal instruments, and currency/payment terms

• Familiarity with partner relationship management (PRM) systems and how commercial rules get operationalised in tooling

• Interest in the responsible deployment of frontier AI and how partner ecosystems shape who gets access to it

The annual compensation range for this role is £195,000-£225,000 GBP.

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As you master our integration landscape, you'll have opportunities to expand into Claude-powered AI automation and data pipeline development.

You'll build the integration backbone for one of the fastest-growing AI companies, with a front-row seat to how Claude transforms financial operations. This is a foundational role where you'll shape our integration architecture from the ground up, then expand into cutting-edge AI automation as our needs evolve.

Responsibilities

Core Focus: Integration Development & ERP Support

• Design, build, and maintain integrations connecting ERP systems with downstream applications including ZipHQ, Brex, Navan, Clearwater, Payroll systems, Salesforce, and other critical financial platforms using Workato, MuleSoft, or similar iPaaS solutions

• Support integration development and testing during the ERP implementation projects

• Develop and maintain REST APIs, webhooks, and OAuth 2.0 authentication flows for secure system-to-system communication

• Implement real-time and batch integration patterns supporting high-volume financial transactions

• Establish monitoring, alerting, and error-handling frameworks to ensure integration reliability and data integrity

• Document integration architectures, data flows, API specifications, and troubleshooting procedures

• Collaborate with implementation consulting partners and vendors on technical integration requirements

Additional Scope: AI Automation & Data Infrastructure

• Build and deploy Claude-powered AI agents that automate financial operations including intelligent document processing, workflow automation, financial audit and reconciliations, and self-service reporting

• Design agentic workflows that leverage Claude API capabilities integrated with ERP platform data and processes

• Create automated validation and quality assurance processes for AI-generated outputs

• Partner with Finance teams to identify automation opportunities and translate requirements into AI agent solutions

• Support data pipeline development using Airflow for workflow orchestration and dbt for data transformation

• Build and maintain data flows from ERP and other financial systems into BigQuery for analytics and reporting

• Implement data quality checks and testing frameworks for financial data pipelines

• Collaborate with Data Infrastructure team on pipeline architecture, performance optimization, and security monitoring

• Support executive dashboards and financial analytics by ensuring timely, accurate data delivery

Governance & Collaboration

• Maintain comprehensive documentation for integrations, AI agents, and data pipelines

• Support internal and external audits with technical evidence and system access reviews

• Collaborate with Finance Systems Engineers on operational support, troubleshooting, and enhancement requests

• Partner with Finance Operations, Accounting, FP&A, Engineering, and Data Infrastructure teams to deliver holistic solutions

Requirements

• 8+ years of experience in integration development, data engineering, or systems engineering roles

• Hands-on experience with iPaaS platforms such as Workato, MuleSoft, Dell Boomi, or similar integration tools

• Strong programming skills in Python and/or JavaScript/TypeScript for building custom integrations, APIs, and automation scripts

• Experience with data pipeline tools including Airflow for orchestration and dbt for transformation

• Working knowledge of cloud data platforms such as BigQuery, Snowflake, or Databricks

• Understanding of REST API design patterns, webhooks, OAuth 2.0, and modern integration architectures

• Familiarity with ERP systems (Oracle Fusion, Workday Financials, or similar) and financial business processes

• Strong problem-solving skills with ability to debug complex integration issues across multiple systems

• Excellent communication skills to collaborate with technical and business stakeholders

Preferred Qualifications

• Experience with high-growth technology companies scaling through rapid revenue expansion (5x-10x growth)

• Background in AI/ML companies with familiarity in modern SaaS business models including consumption-based pricing, usage metering platforms, and marketplace billing

• Hands-on experience with specific platforms: Workday Financials (Workday Studio, EIB, custom reports, Prism Analytics)

• Technical expertise with modern finance tech stack including Stripe, Salesforce, Zuora RevPro, Zip Procurement, Clearwater treasury systems, Pigment planning tools, Numeric close management

• Programming skills in Python / JavaScript, or similar languages for building custom integrations, APIs, and automation scripts

• Experience with AI/LLM integration for financial operations, including document processing, data extraction, intelligent automation, and agentic workflows (familiarity with Claude models and API is a plus)

• Hands-on experience with modern data stack tools: BigQuery/Snowflake/Databricks, dbt for data transformation, Airflow for workflow orchestration

• Professional certifications such as Workato, Workday integrations, or relevant technical credentials

• Bachelor's or Master's degree in Computer Science, Information Systems, Accounting, Finance, Engineering, or related technical/business field

• Experience with business intelligence and financial reporting tools (Hex, Looker, Tableau, Power BI) for executive dashboards and financial analytics

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In this pivotal role, you'll enable our sales team to focus on high-value, revenue-generating activities by leveraging your analytical skills, project management expertise, and strategic thinking. Your role is critical in streamlining our sales pipeline and uncovering untapped potential in the AI market.

Responsibilities:

• Maintain full ownership of pipeline generating activities in your sales territory
• Collaborate with sales teams to understand their needs and optimise lead handoff processes
• Manage and prioritise a high volume of inbound leads
• Conduct initial qualifications for high-potential leads
• Outbound against strategic prospects to generate high-intent opportunities with Startup and Enterprise teams
• Support the development and execution of strategic outbound initiatives
• Provide data-driven insights to inform sales strategies and resource allocation
• Continuously refine processes to improve efficiency and effectiveness

Requirements:

• 2-3+ years of experience in a fast-growing startup, preferably in lead management and project management roles or 2-3+ years of experience in a field like finance & investment banking, consulting or software engineering
• Strong analytical skills with the ability to translate data into actionable insights
• Experience with Salesforce, HubSpot, and SQL (preferred)
• Excellent communication and interpersonal skills
• Ability to work in a fast-paced, dynamic environment
• Passion for AI/ML and understanding of API-first or consumption-based business models
• Fluent in Japanese and English

Logistics:

• 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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In this pivotal leadership role, you will own the design, implementation, and continuous improvement of our core accounting infrastructure across workplace, workforce, and corporate operations. You will build and lead a world-class team that ensures accuracy, control, and efficiency while supporting Anthropic's rapid growth.

This role sits at the intersection of technical accounting expertise, systems, and operational excellence. You'll partner closely with Finance & Strategy, Tax, Revenue Accounting, and cross-functional stakeholders to establish scalable processes and controls.

As a key leader in the Accounting organization, you will drive strategic initiatives including system selection and implementation, close acceleration, and the buildout of our control framework. Your work will be essential in providing the financial foundation that enables Anthropic to focus on our mission of developing safe, transformative AI systems.

Responsibilities:

Accounting Leadership & Operations

• Own end-to-end accounting for workplace and workforce, including real estate leasing (ASC 842), fixed assets, cash and treasury, operating expenses, prepaids and accruals, payroll, taxes and benefits, commissions, and stock-based compensation support

• Drive month-end and quarter-end close processes, ensuring accuracy, timeliness, and continuous acceleration of close cycles

• Establish and maintain the Chart of Accounts and master data governance structure, ensuring it supports current operations and scales for future complexity

• Design and implement allocation methodologies that provide clear cost visibility across the organization

• Ensure compliance with US GAAP, internal policies, and regulatory requirements across all corporate accounting areas

• Lead process improvement initiatives to increase efficiency, reduce manual work, and enhance data quality

Systems & Infrastructure

• Serve as a key stakeholder in ERP design, selection, and implementation, translating business requirements into system specifications

• Lead selection and implementation of specialized systems for lease accounting and commissions management

• Own master data governance, ensuring data integrity and consistency across financial systems

• Drive adoption of close management tools to streamline workflows and enhance visibility

• Partner with Finance Systems team to optimize integrations and automation opportunities

Team Building & Leadership

• Build, coach, and lead a world-class corporate accounting team capable of supporting Anthropic's growth trajectory

• Recruit top accounting talent with both technical expertise and a growth mindset

• Provide mentorship and career development opportunities, fostering a culture of excellence and continuous learning

• Establish clear roles, responsibilities, and performance expectations as the team scales

• Create an environment that balances rigorous controls with operational agility

Strategic Partnership

• Collaborate with Finance & Strategy to provide accurate data and insights that inform business decisions

• Partner with Tax on compliance requirements and optimization opportunities

• Support global expansion initiatives by establishing accounting processes for new entities and jurisdictions

• Provide technical accounting guidance on complex transactions and new business models

You may be a good fit if you:

• Have 15+ years of progressive accounting experience with at least 5+ years in leadership roles managing teams of 5+ people

• Possess deep technical accounting expertise, particularly in ASC 842 (lease accounting), ASC 718 (stock-based compensation), and complex operational accounting

• Have proven experience building and scaling accounting organizations in high-growth technology companies

• Hold a Bachelor's degree in Accounting or Finance; CPA required

• Are a strategic thinker who can balance technical precision with business pragmatism

• Have successfully led or played a key role in ERP implementations or major systems projects

• Excel at building scalable processes and controls that support rapid growth

• Are comfortable operating in ambiguous environments and building structure where none exists

• Possess exceptional communication skills and can effectively partner with both technical and non-technical stakeholders

• Have a bias toward action and continuous improvement, always asking "how can we do this better?" in a constructive, look forward mentality

• Thrive in fast-paced environments and maintain composure under tight deadlines

• Care about building diverse, inclusive teams and creating environments where people do their best work

Strong candidates may also:

• Have public company accounting experience, including preparation for or execution of IPO readiness activities

• Possess expertise in international accounting, consolidations, and multi-entity operations

• Have experience with NetSuite, Workday, and modern SaaS accounting platforms

• Bring knowledge of subscription and consumption-based revenue models

• Have managed accounting through periods of significant organizational change

• Possess project management skills and experience leading cross-functional initiatives

• Have familiarity with AI/ML business models and infrastructure accounting

• Demonstrate thought leadership through participation in professional organizations or speaking engagements

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In this pivotal role, you'll enable our sales team to focus on high-value, revenue-generating activities by leveraging your analytical skills, project management expertise, and strategic thinking. Your role is critical in streamlining our sales pipeline and uncovering untapped potential in the AI market.

Responsibilities:

Maintain full ownership of pipeline generating activities in your sales territory

Collaborate with sales teams to understand their needs and optimise lead handoff processes

Manage and prioritise a high volume of inbound leads

Conduct initial qualifications for high-potential leads

Outbound against strategic prospects to generate high-intent opportunities with Startup and Enterprise teams

Support the development and execution of strategic outbound initiatives

Provide data-driven insights to inform sales strategies and resource allocation

Continuously refine processes to improve efficiency and effectiveness

You may be a good fit if you have:

2-3+ years of experience in a fast-growing startup, preferably in a similar role

Strong analytical skills with the ability to translate data into actionable insights

Experience with Salesforce, HubSpot, and SQL (preferred)

Excellent communication and interpersonal skills

Ability to work in a fast-paced, dynamic environment

Passion for AI/ML and understanding of API-first or consumption-based business models

Fluent in Korean and English

Logistics:

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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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 is seeking a Channel Manager to manage and expand relationships with key cybersecurity resellers and strategic partners, including GuidePoint, Optiv, Zones, and Insight.

Tasks & Responsibilities:

• Strategic Relationship Management: Serve as the primary point of contact for assigned partners, building trusted relationships and ensuring alignment on joint business objectives

• Joint Business Planning: Develop and execute annual business plans with assigned partners to drive growth, enablement, and solution adoption

• Sales Enablement: Deliver targeted training and enablement programs to partner sales teams, equipping them with the knowledge and tools to effectively position Yubico’s security solutions

• Deal Acceleration: Collaborate with partner sellers to identify, qualify, and close opportunities, supporting forecast accuracy and accelerating sales cycles

• Performance Management: Track partner performance against revenue and engagement KPIs, identifying gaps and implementing improvement plans

• Market & Competitive Insight: Monitor market trends and competitor activity to inform go-to-market strategies and strengthen Yubico’s channel value proposition

Basic Qualifications:

• Bachelor’s degree in Business, Marketing, or related field (MBA a plus)

• 5+ years of experience in channel management, partner development, or sales within cybersecurity or enterprise technology

• Demonstrated success driving revenue growth through strategic initiatives and partner collaboration

• Strong understanding of VAR, MSP, and distributor business models

• Excellent communication, negotiation, and relationship-building skills with experience engaging senior-level stakeholders

• Data-driven, with the ability to analyze performance metrics and translate them into actionable insights

• Self-starter with strong organizational skills and a results-oriented mindset

Preferred Experience:

• Direct experience managing GuidePoint, Optiv, Zones, or Insight (or similar large cybersecurity resellers)

• Familiarity with identity and access management (IAM), multi-factor authentication (MFA), or broader cybersecurity markets

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 a pre-tax commuter benefit up to $260 per month.

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The ideal candidate will bring strong experience in the U.S. defense sector, including familiarity with government contracting dynamics, while also operating effectively in a fast-paced, software-driven environment.

Key responsibilities include: Forecasting company orders, revenue, and cash flow with accuracy and insight, incorporating government contract structures, funding profiles, and award timing. Preparing and delivering executive-level reports, clearly articulating financial performance, program health, and strategic implications. Supporting preparation and review of executive and board-level materials, including program-level performance reporting. Monitoring and tracking budget performance at the Business Unit and program/contract level, highlighting key variances and actionable insights. Partnering closely with program finance, program managers, business development, and operational leaders to provide forward-looking insights on contract performance and pipeline conversion. Supporting financial planning processes tied to government contracts (e.g., cost-plus, fixed-price, T&M) and commercial software revenue models (e.g., SaaS, licensing, and usage-based pricing). Leveraging FP&A tools (e.g., Anaplan or similar platforms) to enhance forecasting, reporting, and scenario modeling.

Required qualifications include: 5+ years of FP&A experience within the U.S. defense industry, aerospace & defense, or government contracting environment. Strong understanding of government contract structures, including cost-plus, fixed-price, and time & materials. Familiarity with FAR (Federal Acquisition Regulations) and financial implications of compliance in forecasting and reporting. Proven expertise in top-down and bottom-up forecasting, including enterprise budgeting, cost pool planning, and management of indirect rates and wrap rates (e.g., G&A, overhead, fringe) within a program-based environment. Experience supporting program finance, contract performance analysis, and backlog/pipeline forecasting. Knowledge of ASC 606 revenue recognition principles and their application in forecasting and financial analysis. Proficient in delivering executive management-level reporting and analysis.

Preferred qualifications include: Experience operating in organizations at the intersection of defense and commercial technology/software. Exposure to SaaS or software business models, including knowledge of revenue recognition in software business models (ASC 606 application in SaaS, licensing, and usage-based revenue). Experience with financial systems automation, data pipelines, or advanced FP&A tooling. Working knowledge or hands-on experience with automation technologies, machine learning, or agentic AI tools to enhance financial analysis, forecasting, reporting, and decision-making. Customer-facing or operational experience (e.g., restaurants, retail, etc.). Demonstrated curiosity and openness to innovative, AI-enabled approaches that improve financial analysis, forecasting, reporting, and decision-making.

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Responsibilities: Support day-to-day revenue operations of a fast-growing Revenue team. Develop and track key revenue metrics through dashboards and reporting. Analyze data to drive execution and identify opportunities for operational improvement and strategic decision-making. Initiate, manage, and successfully execute new, cross-functional initiatives that increase alignment and create synergies across Plaid. Establish and maintain an efficient operating model for GTM Revenue team, including running monthly business reviews and driving analysis to assess GTM performance.

Qualifications: 4-6 years of experience including 2+ years of business operations or revenue operations, investment banking, or management consulting. Strong analytical, financial modeling, and presentation skills. Ability to distill complex issues into structured frameworks and action plans. Excellent communication and collaboration skills with the ability to build productive and positive relationships across the organization. Familiarity with BI tools and CRM systems, including Salesforce, Tableau, knowledge of SQL. Nice to have: familiarity with startup business models and SaaS metrics, experience working in Fintech.

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Responsibilities:

• Model, track, and allocate LLM API and Compute costs by product feature, customer segment, and use case

• Build unit cost metrics for document processing and map them to revenue-generating workflows

• Identify and size optimization opportunities; drive accountability on cost reduction initiatives with clear ROI framing

• Build dashboards and alerting so cost anomalies surface in real time, not at month-end

• Support board and investor reporting with unit economics narratives

• Support contribution margin analysis and CAC payback by segment and cohort

• Partner with G&A leadership to drive efficient scaling, managing departmental budgets, and identifying opportunities for automation or outsourcing

• Lead the annual and quarterly planning processes for Product and G&A, ensuring headcount and discretionary spend are directed toward the highest-impact initiatives

What You'll Bring:

• 6+ years of total work experience, including 3+ years in investment banking, private equity, and/or venture capital, paired with 3+ years of strategic finance/FP&A at a high-growth technology company
• Direct experience with Product Finance, specifically modeling COGS, gross margins, and/or cloud infrastructure costs
• Demonstrated expertise in pricing analysis or business model transformation (e.g., moving from seats to usage-based pricing)
• Strong quantitative skills, with the ability to build complex, multi-variable models from scratch
• Exceptional communication skills, specifically the ability to explain financial trade-offs to highly technical engineering and product leaders

Benefits:

• Competitive Salary & Equity
• 401(k) Program with Employer Matching
• Health, Dental, Vision and Life Insurance
• Short Term and Long Term Disability
• Commuter Benefits
• Autonomous Work Environment
• Office Setup Reimbursement
• Flexible Time Off (FTO) + Holidays
• Quarterly Team Gatherings
• In office Perks

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This is a full-cycle role, and you will be responsible for everything from first touch to close to renewal and upsell. You will work with a variety of accounts, including fast-moving AI startups and household-name enterprises. You will need to be able to land deals, prove value, and grow accounts into strategic relationships.

If you're already closing deals and want to be at the forefront of the generative AI wave, this is the role for you.

We're looking for someone who has closed real deals, moves fast, and is hungry to have outsized impact at a company where your work directly drives revenue. You should have 2-4 years of experience in a closing sales role, ideally with a BDR-to-AE progression. You should be comfortable discussing model capabilities, API integration, and deployment with technical buyers. You should have a track record of managing a high volume of accounts and deals in parallel without dropping balls. You should be organized, disciplined, and self-directed.

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As a Product Lead, you will set the strategic direction for how we engage with protocol ecosystems by defining the frameworks that guide which networks we support, how deeply we integrate, and what differentiated value we deliver.

You will drive cross-functional alignment at the senior level, and shape a roadmap that positions Anchorage as the default institutional partner for the most important networks in crypto.

This is a role for someone who thrives at the intersection of product vision, people leadership, and deep protocol fluency.

Technical Skills:

• Drive end-to-end product strategy for the Anchorage’s engagement with protocol ecosystems, balancing near-term commitments with long-term platform investments.
• Develop and maintain a strategic lens on the blockchain landscape to identify which ecosystems, consensus mechanisms, and on-chain primitives warrant investment and how to sequence them.
• Drive comprehensive go-to-market strategy alongside sales and partnerships, defining success metrics and iterating based on data and market feedback.
• Demonstrate the ability to understand system architecture deeply enough to set sound technical direction with engineering leadership.

Complexity and Impact of Work:

• Drive cross-functional initiatives that span engineering, design, sales, compliance, and external partners while resolving ambiguity and maintaining momentum across multiple workstreams.
• Contribute strategic insights that shape company-level priorities and influence leadership decisions beyond your immediate team.

Organizational Knowledge:

• Develop and leverage a deep understanding of Anchorage's business model, regulatory landscape, and competitive positioning to inform ecosystem strategy.
• Build trusted relationships with senior leaders across departments to ensure alignment on priorities, surfacing trade-offs early, and driving shared accountability.
• Navigate and improve organizational processes to increase the Protocols team's efficiency, predictability, and quality of output.

Communication and Influence:

• Represent the Protocols organization to senior leadership, the board, and external partners, articulating strategy, progress, and trade-offs with clarity and conviction.
• Enable cross-functional collaboration through consistent, transparent communication and thoughtful influence on decision-making at every level.
• Serve as a knowledge partner to leadership on blockchain ecosystem trends, helping the company stay ahead of market shifts.

You may be a fit for this role if you have:

• You have 7+ years of product management experience, with at least 2 years leading or managing other product managers.
• You have meaningful experience in blockchain, DeFi, or protocol-adjacent companies, and you understand the nuances of ecosystem dynamics, not just the technology.
• You have a track record of defining and executing multi-quarter product strategies that required navigating ambiguity, competing priorities, and cross-functional dependencies.
• You have a background in engineering or a demonstrated ability to go deep on technical architecture when the situation demands it.
• Exceptional written and verbal communication skills, enabling you to distill complex ecosystem trade-offs into crisp narratives for leadership, partners, and your team.
• Your empathy and adaptability not only complement others' working styles but also embody our culture of curiosity, creativity, and shared understanding.
• You are deeply invested in optimizing the end-user experience and leveraging it to create business value.
• You self describe as some combination of the following: creative, humble, ambitious, detail oriented, hard working, trustworthy, eager to learn, methodical, action oriented, and tenacious.

Although not a requirement, bonus points if:

• You have shipped products that required direct collaboration with protocol foundations or core development teams.
• You have built or contributed to ecosystem evaluation frameworks, partnership models, or integration playbooks at a previous company.
• You have written your own smart contract or dApp.
• You have experience managing P&L accountability or revenue targets tied to product decisions.

Additional Information About Anchorage Digital:

Who we are

The Anchorage Village, what we call our team, brings together the brightest minds from platform security, financial services, and distributed ledger technology to provide the building blocks that empower institutions to safely participate in the evolving digital asset ecosystem.

As a diverse team of more than 600 members, we are united in one common goal: building the future of finance by providing the foundation upon which value moves safely in the new global economy.

Anchorage Digital is committed to being a welcoming and inclusive workplace for everyone, and we are intentional about making sure people feel respected, supported, and connected at work,regardless of who you are or where you come from.

We value and celebrate our differences and we believe being open about who we are allows us to do the best work of our lives.

Anchorage Digital is an Equal Opportunity 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.

Anchorage Digital considers qualified applicants with criminal histories, consistent with applicable federal, state, and local laws.

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This is a rare opportunity to shape a high-impact platform product at the intersection of regulated finance, crypto-native infrastructure, and developer experience , backed by the credibility and scale of Anchorage Digital, trusted by the world's largest financial institutions.

Technical Skills:

• Drive the detailed prioritization of the CaaS platform roadmap, balancing foundational infrastructure work, partner-facing features, compliance requirements, and developer experience.
• Build comprehensive go-to-market strategy and execution, including defining success metrics, tracking adoption KPIs, and iterating based on partner feedback and data.
• Build deep understanding of system architecture, including multi-tenant platform design, API gateway patterns, ledger systems, and event-driven architectures, and communicate clear requirements to engineering.

Complexity and Impact of Work:

• Lead and influence cross-functional teams across Product, Engineering, Design, Compliance, Legal, Security, and GTM while maintaining strong stakeholder relationships.
• Manage independent decision-making through ambiguity inherent in scaling a platform and take full ownership of the CaaS product line and its growth.
• Demonstrate product leadership that elevates team performance, attracts top talent, and establishes Anchorage as the definitive infrastructure-as-a-service provider in digital assets.

Organizational Knowledge:

• Deliver company objectives through strategic product decisions that unlock new partner revenue while strengthening Anchorage's regulatory moat.
• Actively contribute to organizational strategy by identifying how CaaS capabilities can also benefit direct institutional clients.

Communication and Influence:

• Effectively influence and motivate across all levels of the organization, this role requires alignment from founders through to individual engineers.
• Serve as the internal and external evangelist for the CaaS platform, presenting to partners, at industry events, and to Anchorage leadership.
• Act as a trusted thought partner to senior leadership on platform strategy, competitive positioning, and market opportunity.

You may be a fit for this role if you have:

• 7+ years of product management experience, with significant experience building B2B2C, payment or platform/infrastructure products.
• Proven track record building 0-to-1 platform products , ideally in fintech, banking-as-a-service, payments, or crypto infrastructure.
• Deep understanding of platform business models , including API-first products, developer ecosystems, multi-tenant architectures, and partner enablement.
• Experience with regulated financial services , you understand the interplay between product velocity and compliance requirements (AML/KYC, bank regulations, money transmission).
• Strong technical fluency , you can go deep on API design, system architecture, ledger systems, and data models, and you earn credibility with engineering teams.
• Experience defining and shipping compliance-embedded products , where regulatory requirements are not a bolt-on but a core part of the product value proposition.
• You self-describe as some combination of the following: creative, humble, ambitious, detail oriented, hard working, trustworthy, eager to learn, methodical, action oriented, and tenacious.

Although not a requirement, bonus points if you have:

• Built or led a banking-as-a-service, custody-as-a-service, or payments-as-a-service platform.
• Direct experience with crypto custody, digital asset wallets, or blockchain infrastructure.
• Worked on multi-jurisdictional product launches involving complex regulatory coordination.
• Background in engineering, equipping you with the acumen to effectively collaborate with technical teams.
• Experience with white-label or embedded finance products.
• Seen and were emotionally moved by the musical Hamilton :)

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You'll need to have deep technical fluency, either in image/video generation or a technical background such as engineering or solutions architecture. You'll also need to have a proven track record in business development and partnerships in AI, cloud, or technical infrastructure. Strong analytical rigor and market research capabilities are essential, as well as the ability to hold technical conversations with engineers and translate them into commercial strategy.

This is a remote-friendly role with a base annual salary of $160,000 - $225,000 USD for the San Francisco-based position.

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The credit risk operations team is responsible for conducting credit risk assessments, underwriting small and mid-size users, and proposing mitigation strategies that enable Stripe to take smart risks for our users.

Responsibilities:

• Work with merchants to evaluate their business models and financial statements
• Help manage Stripe's portfolio by developing a deep understanding of risk across industries, geographies, and operating models
• Identify differing risks of complex business models and enforce appropriate loss mitigation actions based on your assessment
• Utilize analytics to optimize strategies which can be enforced across Stripe's portfolio
• Identify risk factors and trends and further report these identifiers to the wider risk team to ensure consistency in partnership
• Identify gaps in current systems, policies and strategies, and recommend enhancements and process improvements

Requirements:

• A minimum of 1+ years of experience with knowledge of commercial credit underwriting, financial risk modeling and cash flow forecasting
• Ability to transform business and financial data into a cohesive narrative that outlines potential credit risks
• Strong knowledge of accounting principles and comfort with evaluating financial statements and business models across a range of industries
• Analytical thinking and problem solving skills
• Process-oriented mindset and ability to get things done
• Ability to prioritize and enjoy working in a quick-moving environment
• Humble and proven track record for working well across teams and with external partners

Preferred qualifications include proficiency in SQL or other data analysis tools and the ability and desire to challenge the status quo.

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At Mistral AI, we believe in the power of AI to simplify tasks, save time, and enhance learning and creativity. Our technology is designed to integrate seamlessly into daily working life.

We are a dynamic team passionate about AI and its potential to transform society. Our diverse workforce thrives in competitive environments and is committed to driving innovation.

Role Summary

We are looking for an FP&A Manager to join our Finance department and help support the growth of Mistral AI.

Responsibilities

• Perform comprehensive financial analyses to deliver insights on performance, opportunities, and risk factors.
• Create management reports and dashboards to track key trends and support strategic decision-making.
• Convey complex financial insights clearly to various stakeholders, ensuring understanding and actionable results.
• Optimize operating processes: Partner with key stakeholders to optimize operating processes such as business reviews, financial reporting, and strategic forecasting.
• Analyze business trends and drivers of variance, synthesizing complex data into actionable insights for senior leadership.
• Supervise long-term financial planning, working with business units to identify growth drivers.

Who you are?

• Solution-focused: we are seeking an individual who excels in a dynamic environment, enjoys tackling intricate business challenges, and offers a collaborative and proactive approach.
• A strategic communicator: you can convert financial insights into persuasive, data-driven strategies that create tangible business outcomes.
• A natural team player: you foster strong relationships, communicate effectively, and can engage with stakeholders at every level.
• Audacious, agile, adaptable, and bold: you excel in uncertain situations, can address complex issues with limited information, and quickly adapt to new challenges.
• Making finance and strategy meet: you possess a solid background in financial modeling, forecasting, and business analysis—additional credit if you have experience working with Sales and Marketing teams!
• Proficient in B2B SaaS metrics: ARR, CAC, LTV, and Sales Productivity are more than just acronyms to you; they are integral to your strategy.
• Driving data-Driven decision-making: build models, dashboards, and reporting that surface the right KPIs to guide leadership decisions.

Requirements

• At least 4 years of experience in Financial roles (corporate finance, transaction services, FP&A), preferably in a fast-paced organization with strong knowledge of topics
• Experience in P&L management, revenue forecasting, and financial modeling.
• Advanced proficiency in Excel and financial reporting tools.
• A master degree in Finance, in a top tier Business School.
• Excellent skills in financial modeling (modeling new revenue lines, services, products, etc) including advanced Microsoft Excel skills.
• An ability to translate financial data into actionable insights, to take a step back to understand the big picture to deliver business insights.
• Excellent Communication & Stakeholder management skills.
• A passion for everything AI and Mistral’s mission.

Ideal candidates will have:

• Experience working on complex business models (eg Tech or SaaS), on new business models or revenue lines.
• Have proficiency in SAP or Anaplan is a strong.

Benefits

• Competitive cash salary and equity
• Food: Daily lunch vouchers
• Sport: Monthly contribution to a Gympass subscription
• Transportation: Monthly contribution to a mobility pass
• Health: Full health insurance for you and your family
• Parental: Generous parental leave policy
• Visa sponsorship

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This role will function as a Business Transformation Director, leading the strategic narrative of the initiative and scope throughout the lifetime of the project. The ideal candidate will have experience and skills in building and maintaining collaborative relationships with key project stakeholders, acting as liaison between business and IT, and collaborating with all stakeholders to promote value streams and break down silos to ensure the right business outcomes.

Responsibilities:

• Builds and maintains collaborative relationships with key project stakeholders.
• Acts as liaison between business and IT.
• Collaborates with all stakeholders, including risk, compliance, HR, claims, operations, and other lines of business to promote value streams and break down silos to ensure the right business outcomes.
• Anticipates organizational needs and partners with business leaders to develop solutions.
• Challenges leaders across business units in their assumptions about processes and scope to secure desired outcome.
• Performs impact analysis of application changes across various components, holding an end-to-end view of the system.
• Understands customers’ objectives, processes, and products in order to make educated recommendations.
• Leads users in building a business case including cost, benefit analysis, risk assessment, and development of a high-level plan.
• Communicates to project stakeholders how functional design may impact downstream data sources as well as change management efforts.
• Oversees and leads business requirement gathering and analysis through business modeling.
• Leads the strategic narrative of the initiative and scope throughout the lifetime of the project.
• Coordinate across business leaders to create executive presentations to secure steer, approval, and awareness.
• Accelerates cross-functional approach on gathering detailed business requirements by leading workshops with stakeholders and project managers.
• Identifies interconnectivity between projects and their inputs and manages the stakeholders to optimize outputs.
• Performs quality review checks on project deliverables.
• Leads the business requirements and the Strategy Execution Team (SET) best practices syndication across the organization.

Requirements:

• Bachelor's degree preferred.
• Insurance experience required, including Claims operations and Project Management experience.
• Extensive exposure to the Claims systems, processes and procedures.
• Project Management Professional (PMP) preferred.
• SAFE/Agile Certification preferred.

Benefits:

• Competitive salary and performance-based bonuses
• Comprehensive benefits package
• Career development and training opportunities
• Flexible work arrangements (remote and/or office-based)
• Dynamic and inclusive work culture within a globally renowned group
• Private Health Insurance
• Pension Plan
• Paid Time Off
• Training & Development

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We are hiring a high-performing B2B Sales Representative (Cold Email Outbound Closer) on behalf of one of our clients. This is a full-cycle closing role responsible for converting outbound-generated leads into qualified opportunities, running executive-level sales conversations, and closing mid-to-high-ticket deals (€10K–€120K).

Responsibilities

• Run discovery and sales calls with outbound prospects
• Execute the full sales cycle: qualification → discovery → demo → negotiation → close
• Convert cold email leads into revenue opportunities
• Apply structured qualification frameworks to assess deal viability
• Lead objection handling and commercial negotiations
• Deliver high-impact, ROI-focused product demonstrations
• Send proposals, manage follow-ups, and secure signed agreements
• Maintain a consistently healthy pipeline
• Update CRM daily and manage sales administration (~1 hr/day)
• Provide structured end-of-day pipeline reporting
• Partner with SDR and leadership teams to optimize outbound performance

Requirements

• 2–3+ years proven B2B sales experience with documented quota achievement
• Full-cycle sales experience (mandatory)
• Strong outbound experience (cold email/cold outreach)
• Closed deals in the €10k–€120k range
• Experience in consultative, not transactional, selling

Skills

• Fluent English (A Must Have)
• Strong discovery, qualification, and negotiation skills
• Able to uncover real problems and identify red flags early
• Handles pressure well and reframes concerns effectively
• Commercially strong; understands business models, ROI, and executive communication
• Strong written and verbal communication

Mindset

• High resilience and rejection tolerance
• Takes full ownership of pipeline and results
• Money-motivated and driven to win
• Problem-solver who figures things out independently
• Coachable but not dependent on micromanagement
• Follows processes and contributes improvements

Success Metrics

• 6+ discovery calls/day
• 15+ sales calls/week
• 60%+ discovery → sales call conversion
• 25–30% sales call → closed deal conversion
• 20–30% disqualification rate
• 15 deals closed/month
• 100%+ quota attainment
• Pipeline always accurate and updated

Benefits

• Competitive full-time compensation
• Fully remote flexibility
• Direct impact on revenue growth
• Work alongside experienced commercial leaders
• Operate in a high-performance sales culture
• Significant upside for top performers
• Long-term growth within a scaling global business

XML job scraping automation by YubHub

We are hiring a high-performing B2B Sales Representative (Cold Email Outbound Closer) on behalf of one of our clients.

This is a full-cycle closing role responsible for converting outbound-generated leads into qualified opportunities, running executive-level sales conversations, and closing mid-to-high-ticket deals (€10K–€120K).

What You’ll Own

• Run discovery and sales calls with outbound prospects
• Execute the full sales cycle: qualification → discovery → demo → negotiation → close
• Convert cold email leads into revenue opportunities
• Apply structured qualification frameworks to assess deal viability
• Lead objection handling and commercial negotiations
• Deliver high-impact, ROI-focused product demonstrations
• Send proposals, manage follow-ups, and secure signed agreements
• Maintain a consistently healthy pipeline
• Update CRM daily and manage sales administration (~1 hr/day)
• Provide structured end-of-day pipeline reporting
• Partner with SDR and leadership teams to optimize outbound performance

Requirements

• 2–3+ years proven B2B sales experience with documented quota achievement
• Full-cycle sales experience (mandatory)
• Strong outbound experience (cold email/cold outreach)
• Closed deals in the €10k–€120k range
• Experience in consultative, not transactional, selling

Skills

• Fluent English (A Must Have)
• Strong discovery, qualification, and negotiation skills
• Able to uncover real problems and identify red flags early
• Handles pressure well and reframes concerns effectively
• Commercially strong; understands business models, ROI, and executive communication
• Strong written and verbal communication

Mindset

• High resilience and rejection tolerance
• Takes full ownership of pipeline and results
• Money-motivated and driven to win
• Problem-solver who figures things out independently
• Coachable but not dependent on micromanagement
• Follows processes and contributes improvements

Success Metrics

• 6+ discovery calls/day
• 15+ sales calls/week
• 60%+ discovery → sales call conversion
• 25–30% sales call → closed deal conversion
• 20–30% disqualification rate
• 15 deals closed/month
• 100%+ quota attainment
• Pipeline always accurate and updated

Benefits

Competitive full-time compensation Fully remote flexibility Direct impact on revenue growth Work alongside experienced commercial leaders Operate in a high-performance sales culture Significant upside for top performers Long-term growth within a scaling global business

XML job scraping automation by YubHub

We are hiring a high-performing B2B Sales Representative (Cold Email Outbound Closer) on behalf of one of our clients.

This is a full-cycle closing role responsible for converting outbound-generated leads into qualified opportunities, running executive-level sales conversations, and closing mid-to-high-ticket deals (€10K–€120K).

What You’ll Own

• Run discovery and sales calls with outbound prospects
• Execute the full sales cycle: qualification → discovery → demo → negotiation → close
• Convert cold email leads into revenue opportunities
• Apply structured qualification frameworks to assess deal viability
• Lead objection handling and commercial negotiations
• Deliver high-impact, ROI-focused product demonstrations
• Send proposals, manage follow-ups, and secure signed agreements
• Maintain a consistently healthy pipeline
• Update CRM daily and manage sales administration (~1 hr/day)
• Provide structured end-of-day pipeline reporting
• Partner with SDR and leadership teams to optimize outbound performance

Requirements

• 2–3+ years proven B2B sales experience with documented quota achievement
• Full-cycle sales experience (mandatory)
• Strong outbound experience (cold email/cold outreach)
• Closed deals in the €10k–€120k range
• Experience in consultative, not transactional, selling

Skills

• Fluent English (A Must Have)
• Strong discovery, qualification, and negotiation skills
• Able to uncover real problems and identify red flags early
• Handles pressure well and reframes concerns effectively
• Commercially strong; understands business models, ROI, and executive communication
• Strong written and verbal communication

Mindset

• High resilience and rejection tolerance
• Takes full ownership of pipeline and results
• Money-motivated and driven to win
• Problem-solver who figures things out independently
• Coachable but not dependent on micromanagement
• Follows processes and contributes improvements

Success Metrics

• 6+ discovery calls/day
• 15+ sales calls/week
• 60%+ discovery → sales call conversion
• 25–30% sales call → closed deal conversion
• 20–30% disqualification rate
• 15 deals closed/month
• 100%+ quota attainment
• Pipeline always accurate and updated

Benefits

• Competitive full-time compensation
• Fully remote flexibility
• Direct impact on revenue growth
• Work alongside experienced commercial leaders
• Operate in a high-performance sales culture
• Significant upside for top performers
• Long-term growth within a scaling global business

How to Apply

• A mandatory 2–3 minute Loom video (paste the link below)
• In your Loom video, please cover:

1. Who you are
2. Your experience in outbound B2B sales and cold email closing
3. Your strongest sales achievements (KPIs, metrics, deal sizes, win rates, etc.)
4. Why you believe you’re a strong fit for this role

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Good work is based on curiosity, openness, and transparency. This guides the way we work and behave. Our goal is to create purposeful work we can identify with: We strive to imagine products and services that add value to people’s lives, things people actually want and welcome.

Our digital teams bring multidisciplinary creative thinking, digital strategy and technology thought leadership to every stage of the engagement. By combining strategy, technology, data science, and creative design expertise with an inventive and open mindset, we partner with our clients to innovate and transform – and identify next business opportunities.

We are always learning, and we encourage and enable personal development, intellectual growth, teaching and coaching. We empower our people to take ownership and be accountable for – and beyond client work.

The Role

As a Digital Project Manager, you are consulting all kinds of digital projects bringing in your expertise along the whole project lifecycle. You coordinate agile cross-disciplinary teams and are used to working with client and internal stakeholders alongside external vendors and consultants.

You will coordinate project milestones, resource, and financial operations, appointments, creation and maintenance of project plans, risk management and quality assurance as part of your role.

You will submit project deliverables to clients, ensuring their quality, as well as owning the operational project reporting and supporting the team in developing the account.

About You

• You have an agile mindset, coupled with confidence, energy, and enthusiasm
• You are experienced with innovative digital product development practices (Scrum, SAFe, Analytics, Business Models, Co-ordination & Design Thinking)
• You offer profound experience in Project Management is a must: time management, organisational skills, interpersonal skills, decision-making, risk assessment, strategic planning, project lifecycle management, budgeting, performance tracking, financial modelling
• You bring Project Manager certifications (ideally)
• You are experienced in agile project management platforms (e.g. Atlassian suite, especially Jira and Confluence)
• You have stakeholder management skills – whether in presentations, stakeholder reviews, workshops, or other types of interaction
• You are an absolute team player and a great communicator and collaborator
• You have strong written and verbal communication skills in German and English

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We are hiring a high-performing B2B Sales Representative (Cold Email Outbound Closer) on behalf of one of our clients.

This is a full-cycle closing role responsible for converting outbound-generated leads into qualified opportunities, running executive-level sales conversations, and closing mid-to-high-ticket deals (€10K–€120K).

What You’ll Own

• Run discovery and sales calls with outbound prospects
• Execute the full sales cycle: qualification → discovery → demo → negotiation → close
• Convert cold email leads into revenue opportunities
• Apply structured qualification frameworks to assess deal viability
• Lead objection handling and commercial negotiations
• Deliver high-impact, ROI-focused product demonstrations
• Send proposals, manage follow-ups, and secure signed agreements
• Maintain a consistently healthy pipeline
• Update CRM daily and manage sales administration (~1 hr/day)
• Provide structured end-of-day pipeline reporting
• Partner with SDR and leadership teams to optimize outbound performance

Requirements

• 2–3+ years proven B2B sales experience with documented quota achievement
• Full-cycle sales experience (mandatory)
• Strong outbound experience (cold email/cold outreach)
• Closed deals in the €10k–€120k range
• Experience in consultative, not transactional, selling

Skills

• Fluent English (A Must Have)
• Strong discovery, qualification, and negotiation skills
• Able to uncover real problems and identify red flags early
• Handles pressure well and reframes concerns effectively
• Commercially strong; understands business models, ROI, and executive communication
• Strong written and verbal communication

Mindset

• High resilience and rejection tolerance
• Takes full ownership of pipeline and results
• Money-motivated and driven to win
• Problem-solver who figures things out independently
• Coachable but not dependent on micromanagement
• Follows processes and contributes improvements

Success Metrics

• 6+ discovery calls/day
• 15+ sales calls/week
• 60%+ discovery → sales call conversion
• 25–30% sales call → closed deal conversion
• 20–30% disqualification rate
• 15 deals closed/month
• 100%+ quota attainment
• Pipeline always accurate and updated

Benefits

• Competitive full-time compensation
• Fully remote flexibility
• Direct impact on revenue growth
• Work alongside experienced commercial leaders
• Operate in a high-performance sales culture
• Significant upside for top performers
• Long-term growth within a scaling global business

How to Apply

• A mandatory 2–3 minute Loom video (paste the link below)
• In your Loom video, please cover:

1. Who you are
2. Your experience in outbound B2B sales and cold email closing
3. Your strongest sales achievements (KPIs, metrics, deal sizes, win rates, etc.)
4. Why you believe you’re a strong fit for this role

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At Workable, we empower companies to focus on what truly matters: hiring the right people and fostering their growth. While we take HR seriously, we maintain a lighthearted and collaborative culture. At Workable, you’ll find smart people who have fun, learn, innovate, and help others do the same. We respect everyone, we hire the best, and make sure every experience is special.

We’re growing fast, in both headcount and revenue, and we’re looking for a Sales Development Representative to join our team in Boston. The Sales Development Representative is responsible for pipeline growth from our target customers in the SMB marketplace. This is an opportunity to join a world-class software company and a great team that passionately believes in what it does.

Key Responsibilities:

• Identify and qualify inbound and outbound leads for Workable’s software solutions through targeted outreach and schedule next-step conversations with Account Executives.

• Conduct high-volume outreach across email, phone, and social channels to engage prospects, deliver compelling value propositions, and generate interest in Workable’s recruiting platform.

• Collaborate with marketing and product teams to understand buying signals, create tailored messaging, and refine outreach strategies based on data and feedback.

• Maintain accurate prospect and account information in the CRM, log activities, and update deal stages to ensure reliable forecasting and timely follow-ups.

• Assist in discovery conversations to uncover customer pain points, map to Workable’s capabilities, and coordinate internal resources for demonstrations, trials, and pilot programs.

Requirements

Required Qualifications:

• Bachelor's degree or higher

• Prior exposure to sales or customer-facing work (such as sales internship, retail, customer support, or campus sales)

• Experience conducting outbound prospecting or high-volume outreach via email, phone, or social channels

• Proficiency with Salesforce CRM in a professional, academic, or internship setting

• Excellent communication skills, both verbal and written, with experience engaging prospects or customers via phone and email

• Ability to prioritize, multitask, and manage time productively in a fast-paced environment

• Legally eligible to work in the United States without visa sponsorship or employer assistance

Preferred Qualifications:

• Experience qualifying leads and booking meetings or next-step conversations for a sales team

• Experience selling to or supporting SMB and/or mid-market customers

• Familiarity with sales engagement platforms (such as Outreach or Salesloft)

• Experience using LinkedIn Sales Navigator for prospecting

• Understanding of SaaS business models and go-to-market concepts

• Familiarity with recruiting/HR technology or the recruiting process

• Interest in solving challenges and contributing to new team campaigns and initiatives

• Enthusiasm for new technologies and a desire to learn and continuously improve

Benefits

Our employees enjoy benefits that make them more productive and contribute directly to the development of their professional skills. We want to be able to attract the best of the best and make sure they keep getting better. On top of an exciting, vibrant and intellectually challenging workplace, we offer:

• 💰 Compensation: $56,000 USD base salary per year (depending on experience and skills) + up to $15,000 in commission.

• 💼 Comprehensive Coverage: Private Health Insurance, Dental, and Vision Insurance, plus Life and AD&D Insurance to keep you and your loved ones secure.

• 💰 Financial Wellness: 401K, Retirement Plan, and Performance Bonuses to invest in your future.

• 📱 Stay Connected: Cell phone reimbursement for seamless communication.

• 🛠️ Work in Style: Apple gear provided to set you up for success.

• 🌴 Recharge & Relax: Generous PTO because we believe in work-life balance.

• 💡 Support When You Need It: Access to our Employee Assistance Program (EAP) for personal and professional support.

• 🍴 Daily Fuel: Receive a daily lunch allowance to keep you energized and productive during your workday at the office.

Workable is most decidedly an equal opportunity employer. We want applicants of diverse background and hire without regard to race, color, gender, religion, national origin, ancestry, disability, age, sexual orientation, or any other characteristic protected by law.

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General Information

Electronic Arts creates next-level entertainment experiences that inspire players and fans around the world. Here, everyone is part of the story. Part of a community that connects across the globe. A place where creativity thrives, new perspectives are invited, and ideas matter. A team where everyone makes play happen.

Battlefield is a storied franchise renowned for uncompromising combat gameplay and all-out warfare, for over two decades. 100 million players and 5 billion hours played later, Battlefield Studios is defining the future of the first-person shooter with the biggest launch in franchise history with Battlefield 6, and a new era beginning with Battlefield REDSEC.

United under the banner of Battlefield Studios, 4 world-class teams across Criterion, DICE, Motive, and Ripple Effect have come together to focus on the future of the franchise, a connected Battlefield universe filled with immersive experiences built on our unique DNA.

Role Overview

DICE is seeking a visionary Product Director to play a key role in shaping the future of the Battlefield franchise. You will lead our product team, driving product strategy, business model definition, and live service excellence for the next evolution of Battlefield. Leveraging consumer insights, player feedback, and creative input, you will help build the foundation for the game and set measurable goals to maximize both engagement and revenue across the game’s lifecycle. Reporting to senior franchise leadership, you will help define and execute the business strategy for one of gaming’s most iconic brands.

Responsibilities

• Serve as a core member of project leadership, partnering with, production, product and creative leads to ensure Battlefield delivers on player motivations while maximizing acquisition, engagement, and monetization.
• Direct, implement, and optimize essential game features and business models that fuel sustained player growth and live service revenue.
• Own and evolve the live service product portfolio, responsible for ongoing engagement, player progression, and in-game economy health.
• Define the experimentation roadmap—leading A/B and other tests to inform gameplay and commercial decisions.
• Develop a world-class product management team, mentoring PMs and partner teams to support growth and skill development.
• Develop, balance, and tune complex in-game economies and virtual goods systems across all Battlefield products.
• Set, monitor, and interpret KPIs and analytics dashboards to guide intelligence-driven design decisions.
• Collaborate cross-functionally with marketing, creative, and franchise teams to ensure product success both within the game and externally, maximizing growth and return on investment.
• Present quantitative product performance insights and strategic recommendations regularly to senior leadership and studio partners.

Qualifications

• 10+ years of experience in the consumer product sector, with a strong record in high-impact product roles.
• Proven success launching and operating live service (PC/console) games, including senior roles in Product Management
• Expertise leveraging both qualitative and quantitative insights to drive product vision and design.
• Experience building, testing, and tuning complex in-game economies and virtual item systems.
• Demonstrated ability to develop and mentor product management talent across multiple teams.
• Mastery of structured, hypothesis-driven experimentation (A/B and multivariate testing) and metrics analysis.
• Deep understanding of player motivations, consumer insights, and games as a service models.
• Passion for video games and strong knowledge of the industry.

About Electronic Arts

We’re proud to have an extensive portfolio of games and experiences, locations around the world, and opportunities across EA. We value adaptability, resilience, creativity, and curiosity. From leadership that brings out your potential, to creating space for learning and experimenting, we empower you to do great work and pursue opportunities for growth.

We adopt a holistic approach to our benefits programs, emphasizing physical, emotional, financial, career, and community wellness to support a balanced life. Our packages are tailored to meet local needs and may include healthcare coverage, mental well-being support, retirement savings, paid time off, family leaves, complimentary games, and more. We nurture environments where our teams can always bring their best to what they do.

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Responsibilities

• Maintain full ownership of pipeline generating activities in your sales territory
• Collaborate with sales teams to understand their needs and optimise lead handoff processes
• Manage and prioritise a high volume of inbound leads
• Conduct initial qualifications for high-potential leads
• Outbound against strategic prospects to generate high-intent opportunities with Startup and Enterprise teams
• Support the development and execution of strategic outbound initiatives
• Provide data-driven insights to inform sales strategies and resource allocation
• Continuously refine processes to improve efficiency and effectiveness

You may be a good fit if you have:

• 2-3+ years of experience in a fast-growing startup, preferably in lead management and project management roles or 2-3+ years of experience in a field like finance & investment banking, consulting or software engineering
• Strong analytical skills with the ability to translate data into actionable insights
• Experience with Salesforce, HubSpot, and SQL (preferred)
• Excellent communication and interpersonal skills
• Ability to work in a fast-paced, dynamic environment
• Passion for AI/ML and understanding of API-first or consumption-based business models
• Bachelor's degree in Business, Marketing, Computer Science, or related field

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.

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.

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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You'll partner directly with the business: Infrastructure, Legal, and Procurement teams to ensure our CSP contracts are properly reflected in our financial systems and that we're capturing costs accurately and in compliance with our agreements. As Anthropic continues to grow rapidly, you'll play a critical role in establishing the financial controls and processes that enable us to manage significant cloud infrastructure investments with precision and confidence.

Responsibilities:

• Own the complete accounting lifecycle for cloud service provider expenses, ensuring accurate and timely recording of all costs
• Review and interpret CSP contracts to ensure proper accounting treatment and compliance with contractual terms
• Design and implement accrual and prepayment processes that accurately reflect the timing and nature of our cloud infrastructure costs
• Track and reconcile commitment-based agreements, ensuring proper recognition and disclosure of our obligations
• Lead accounts payable reconciliation efforts, working with vendors to resolve discrepancies and ensure statement accuracy
• Partner with Procurement and Legal teams on contract reviews, providing accounting perspective on financial terms and implications
• Build scalable processes and controls that can grow with the organisation while maintaining accuracy and efficiency
• Develop automated reporting and monitoring systems to provide visibility into CSP spending patterns and trends
• Collaborate with FP&A to support forecasting and budgeting efforts related to cloud infrastructure costs
• Serve as the subject matter expert on CSP accounting matters, providing guidance to cross-functional teams

You may be a good fit if you:

• Have 10+ years of progressive accounting experience, with significant exposure to vendor accounting and contract review
• Are a CPA (or equivalent) with a deep understanding of GAAP and strong technical accounting skills
• Have experience working with cloud service provider cost structures and understand the unique challenges of accounting for consumption-based services
• Possess strong analytical and problem-solving skills, with the ability to dive deep into data to identify issues and opportunities
• Have proven experience building accounting processes and controls in high-growth environments
• Are proficient with modern ERP systems (NetSuite, Workday, Oracle, or similar)
• Can translate complex contractual terms into proper accounting treatment
• Excel at cross-functional partnership and can effectively communicate accounting concepts to non-finance stakeholders
• Thrive in fast-paced environments where priorities can shift quickly
• Have a bias toward automation and process improvement

Strong candidates may also have:

• SQL and BigQuery proficiency, enabling direct data analysis and validation
• Python skills for building automation and analytical tools
• Experience in consumption-based or usage-based business models
• Background combining Big 4 accounting experience with industry roles at technology companies
• Track record of implementing automated reconciliation and reporting solutions
• Experience supporting rapid growth and scaling initiatives
• Familiarity with commitment-based purchasing agreements and their accounting implications

The annual compensation range for this role is $190,000 - $230,000 USD.

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.

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This role requires a leader with deep understanding of enterprise sales cycles, complex organisational dynamics, and the patience to develop long-term strategic accounts.

Key Responsibilities:

• Build, lead, and scale a team of 6-10 BDRs focused on Enterprise segments
• Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns to G2000 accounts
• Partner with Enterprise AEs to develop account plans, coordinate multi-threaded outreach, and ensure quality opportunity handoffs
• Establish and track KPIs focused on opportunity quality, deal size, and strategic account penetration
• Create comprehensive training programs on enterprise prospecting, stakeholder mapping, and complex qualification
• Develop deep understanding of enterprise buying processes and coach team on navigating procurement, legal, and security requirements
• Own Pipeline Reviews with sales leadership covering enterprise pipeline health, account penetration, and competitive positioning
• Build strong relationships with cross-functional leaders and partners including Sales, RevOps, Strategy, and Marketing
• Coach and mentor BDRs on strategic prospecting, executive engagement, and career development toward enterprise AE roles

Qualifications:

• 3-5 years of experience managing BDR/SDR or New Business AE teams, with significant experience in enterprise-focused organisations
• Proven track record of building teams that successfully prospect into complex enterprise organisations
• Personal closing experience strongly preferred (former AE, Account Manager, or hybrid IC/management role)
• Experience with account-based marketing/selling strategies and tools
• Strong analytical skills with experience developing sophisticated prospecting systems
• Experience with Claude, Claude Code, Salesforce, Apollo, AI Prospecting Tools, HubSpot, LinkedIn Sales Navigator, and other enterprise sales tools
• Demonstrated ability to coach reps on navigating complex organisational structures and multi-stakeholder deals
• Excellent communication skills with ability to engage at executive level
• Experience in API-first, consumption-based, or platform business models preferred
• Bachelor's degree or equivalent work experience

Preferred Experience:

• Experience managing teams prospecting to Fortune 500 or Global 2000 accounts
• Background in AI/ML, cloud infrastructure, or developer platforms
• Track record of developing BDRs who successfully transition to enterprise AE roles
• Experience building enterprise prospecting playbooks from scratch
• Familiarity with enterprise procurement, security reviews, and legal processes

The annual compensation range for this role is $245,000 - $330,000 USD.

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.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate.
• 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.

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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.

Role Overview:

As a Sales Development Manager for Startups and Commercial at Anthropic, you will lead a high-velocity BDR team focused on driving pipeline generation for our fastest-moving market segments. You will build and manage a team of 8-12 BDRs who specialize in rapid lead qualification and high-volume outbound prospecting in startup and commercial accounts. This role requires a leader who thrives in fast-paced environments and can build repeatable, scalable processes for velocity-driven pipeline development.

Key Responsibilities:

• Build, lead, and scale a team of 8-12 BDRs focused on Startup and Commercial segments

• Drive high-velocity pipeline generation through optimized inbound lead management and targeted outbound campaigns

• Establish and track KPIs focused on speed-to-lead, conversion rates, and volume metrics

• Partner with Startup and Commercial AEs to ensure tight alignment on ICP, qualification criteria, and handoff processes

• Create streamlined training programs focused on rapid qualification and high-volume prospecting techniques

• Implement and optimize sales technology stack to maximize team efficiency and throughput

• Own Pipeline Reviews with sales leadership covering top-of-funnel health, conversion velocity, and campaign effectiveness

• Build a culture of urgency, experimentation, and continuous improvement

• Coach and develop BDRs on velocity prospecting, quick qualification, and career progression

Qualifications:

• 2-4 years of experience managing BDR/SDR teams, preferably in high-growth SaaS or technology companies

• Proven track record of building and scaling velocity-focused sales development teams

• Experience managing teams prospecting into Startup or Commercial/SMB market segments

• Strong analytical skills with experience using data to optimize team performance and conversion rates

• Experience with Salesforce, HubSpot, Outreach/Salesloft, and sales analytics tools

• Demonstrated ability to build efficient, repeatable processes that scale with volume

• Excellent communication and leadership skills with ability to motivate and develop talent

• Experience in API-first, consumption-based, or usage-based business models preferred

• Bachelor's degree or equivalent work experience

Preferred Experience:

• Experience at companies with PLG (product-led growth) or developer-focused go-to-market motions

• Experience selling an API product

• Background managing teams that handle high amount of leads per day per rep

• Track record of BDRs successfully transitioning to AE roles under your leadership

• Experience building BDR functions in early-stage or Series B-D companies

• Familiarity with AI/ML industry and technical product positioning

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.

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 most impactful research efforts.

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We are seeking a Strategic Finance, GTM member to join our Finance team at Anthropic to partner with sales counterparts. In this role, you will be a key partner to our go-to-market teams, providing financial expertise and guidance to support strategic decision-making.

Responsibilities:

• Provide expert guidance, recommendations, and influence to go-to-market stakeholders on financial strategies, investments, and resource allocation decisions, leveraging an in-depth understanding of the company's financials

• Partner cross-functionally to drive analysis, build financial models, and recommend business decisions across a variety of areas, such as revenue goals, sales capacity planning and key strategic initiatives

• Prepare and deliver clear, concise, and insightful financial reports, analyses, and forecasts, highlighting key trends, risks, and opportunities to facilitate informed decision-making to stakeholders and executives

• Collaborate with other members of strategic finance, FP&A, and accounting counterparts, helping to align go-to-market with broader financial strategies and considerations

• Establish and implement reporting dashboards and scorecards to track key operational and financial metrics

You may be a good fit if you have:

• 10+ years in experience across strategic finance, go-to-market finance, private equity, growth equity, venture capital, consulting, and investment banking

• Exceptional analytical skills with an ability to synthesize data into compelling insights and develop / maintain complex financial operating models

• Extraordinary problem-solving and critical thinking abilities to navigate complex financial challenges

• Comfort working cross-functionally and are adept at communicating complex financial information to non-finance audiences

• Excitement about working in a fast-paced, dynamic environment and adapt well to change

• Possess a bias towards action, strong work ethic, and have experience driving operational outcomes under tight timelines

• Strong relationship building, business judgment, process management, and communication skills

• Are passionate about Anthropic's mission to build safe, transformative AI systems

Strong candidates may also have:

• GTM Finance Business Partnership experience

• A combination of 10+ years in strategic finance, paired with several years prior across private equity, growth equity, venture capital, consulting, and investment banking

• Experience with consumption-based and/or complex business models

• High knowledge of and interest in effective go-to-market strategies including deal-desk management

• Background in AI, ML, or related technologies

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.

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 and workshops.

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We are seeking a Strategic Finance, GTM member to join our Finance team at Anthropic to partner with sales counterparts. In this role, you will be a key partner to our go-to-market teams, providing financial expertise and guidance to support strategic decision-making.

Responsibilities:

• Provide expert guidance, recommendations, and influence to go-to-market stakeholders on financial strategies, investments, and resource allocation decisions, leveraging an in-depth understanding of the company's financials
• Partner cross-functionally to drive analysis, build financial models, and recommend business decisions across a variety of areas, such as revenue goals, sales capacity planning and key strategic initiatives
• Prepare and deliver clear, concise, and insightful financial reports, analyses, and forecasts, highlighting key trends, risks, and opportunities to facilitate informed decision-making to stakeholders and executives
• Collaborate with other members of strategic finance, FP&A, and accounting counterparts, helping to align go-to-market with broader financial strategies and considerations
• Establish and implement reporting dashboards and scorecards to track key operational and financial metrics

You may be a good fit if you have:

• 10+ years in experience across strategic finance, go-to-market finance, private equity, growth equity, venture capital, consulting, and investment banking
• Exceptional analytical skills with an ability to synthesize data into compelling insights and develop / maintain complex financial operating models
• Extraordinary problem-solving and critical thinking abilities to navigate complex financial challenges
• Comfort working cross-functionally and are adept at communicating complex financial information to non-finance audiences
• Excitement about working in a fast-paced, dynamic environment and adapt well to change
• Possess a bias towards action, strong work ethic, and have experience driving operational outcomes under tight timelines
• Strong relationship building, business judgment, process management, and communication skills
• Are passionate about Anthropic's mission to build safe, transformative AI systems

Strong candidates may also have:

• GTM Finance Business Partnership experience
• A combination of 10+ years in strategic finance, paired with several years prior across private equity, growth equity, venture capital, consulting, and investment banking
• Experience with consumption-based and/or complex business models
• High knowledge of and interest in effective go-to-market strategies including deal-desk management
• Background in AI, ML, or related technologies

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. 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.

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You will play a critical role in scaling our revenue by managing complex deals and developing standardized processes that balance speed with control. You'll work at the intersection of finance, sales, legal, and compliance teams to ensure our products reach customers to support Anthropic's rapid growth. Day-to-day, you'll quarterback complex deals through CPQ, contract management, and internal approvals. Over time, you'll also identify and drive improvements to the systems and workflows you operate in — embedding approved deal structures into Salesforce, improving CPQ configurations, and helping build the operational infrastructure that lets a lean team support enterprise deal volume at scale.

Responsibilities:

• Quarterback deals through internal processes — CPQ quote-building, approval routing, contract execution — ensuring accurate, timely completion

• Own Anthropic’s deal-making execution processes, ensuring that all commercial workflows can seamlessly navigate internal processes

• Build AI-native tooling with internal teams to meaningfully scale our commercial processes

• Optimize operational workflows that reduce friction in the sales cycle and accelerate time-to-close

• Act as the bridge between Sales and supporting teams, maintaining contract and compliance management systems and ensuring agreement terms align with company standards

• Maintain visibility on high-priority deals, providing appropriate escalation paths when commercial terms require executive input

• Collaborate with Legal teams to validate that agreements reflect the correct commercial intent and approvals

• Track and analyse deal patterns to identify bottlenecks and propose data-driven improvements to our sales operations

• Maintain and improve deal documentation: approval policies, pricing guidelines, SKU guidance, and process playbooks

You may be a good fit if you:

• Have 3+ years of experience in deal desk, sales strategy, commercial operations, or related roles, preferably in a high-growth technology environment

• Are comfortable both executing within existing systems (CPQ, SFDC, contract platforms) and improving those systems as you go

• Bring a detail-oriented, process-improvement mindset: you notice when something is manual or error-prone and you want to fix it

• Have excellent communication and stakeholder management abilities, with proven success coordinating across multiple departments

• Strong project management skills with experience juggling multiple critical initiatives

• Bias toward action and comfort operating in ambiguity

• Have experience with CRM systems, CPQ tools, and contract management platforms

Strong candidates may also have:

• Experience with Salesforce, CPQ tools (Nue, Apttus, Steelbrick), or contract management platforms (Ironclad, Docusign CLM)

• Background in project management, sales strategy, or commercial operations, where you’ve balanced operational excellence with building scaled systems

• Experience with deal operations at companies with subscription and/or consumption-based business models

• Knowledge of enterprise software contract terms and industry-standard commercial practices

• Understanding of AI business models and the unique commercial considerations

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.

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 positions

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Responsibilities:

• Conduct growth and margin analysis, discount impact assessment, and deal profitability modelling to support data-driven decision making
• Collaborate with sales teams to structure deals that meet customer needs while protecting Anthropic's financial and strategic interests
• Review and analyse enterprise deals exceeding standard parameters, focusing on pricing structures, contract terms, and financial implications
• Serve as the primary liaison between sales, finance, legal, and compliance teams throughout the deal lifecycle, ensuring smooth coordination and timely approvals
• Evaluate potential risks in non-standard deal terms and escalate appropriately to senior stakeholders
• Help develop and maintain deal approval policies, pricing guidelines, and exception handling procedures aligned with company objectives
• Create and refine approval workflows, escalation procedures, and standardized templates that enable efficient processing of complex deals while maintaining appropriate controls
• Maintain comprehensive deal documentation and provide regular reporting on deal desk metrics, trends, and performance

You may be a good fit if you:

• Have 3+ years of experience in deal desk, finance, sales strategy and operations, or related analytical roles, preferably in a high-growth technology environment
• Possess hands-on experience building sophisticated financial models, conducting pricing optimisation, and structuring complex deals
• Have excellent communication and stakeholder management abilities, with proven success coordinating across multiple departments
• Are detail-oriented with strong process improvement instincts and the ability to design scalable workflows
• Have experience with CRM systems, CPQ tools, and contract management platforms
• Can work effectively in fast-paced, ambiguous environments while maintaining accuracy and attention to detail
• Have a collaborative mindset and enjoy solving complex problems through cross-functional partnership

Strong candidates may also have:

• Experience at a SaaS, cloud, or AI/ML company with complex enterprise sales cycles
• Background in consulting, investment banking, or other roles requiring deep analytical and strategic thinking
• Experience with deal desk operations at companies with subscription and consumption-based business models
• Knowledge of enterprise software contract terms and industry-standard commercial practices
• Understanding of AI business models and the unique commercial considerations

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
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate
• We encourage you to apply even if you do not believe you meet every single qualification
• Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses
• 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

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Responsibilities:

• Conduct growth and margin analysis, discount impact assessment, and deal profitability modelling to support data-driven decision making
• Collaborate with sales teams to structure deals that meet customer needs while protecting Anthropic's financial and strategic interests
• Review and analyse enterprise deals exceeding standard parameters, focusing on pricing structures, contract terms, and financial implications
• Serve as the primary liaison between sales, finance, legal, and compliance teams throughout the deal lifecycle, ensuring smooth coordination and timely approvals
• Evaluate potential risks in non-standard deal terms and escalate appropriately to senior stakeholders
• Help develop and maintain deal approval policies, pricing guidelines, and exception handling procedures aligned with company objectives
• Create and refine approval workflows, escalation procedures, and standardized templates that enable efficient processing of complex deals while maintaining appropriate controls
• Maintain comprehensive deal documentation and provide regular reporting on deal desk metrics, trends, and performance

You may be a good fit if you:

• Have 7+ years of experience in deal desk, finance, sales strategy and operations, or related analytical roles, preferably in a high-growth technology environment
• Possess hands-on experience building sophisticated financial models, conducting pricing optimisation, and structuring complex deals
• Have excellent communication and stakeholder management abilities, with proven success coordinating across multiple departments
• Are detail-oriented with strong process improvement instincts and the ability to design scalable workflows
• Have experience with CRM systems, CPQ tools, and contract management platforms
• Can work effectively in fast-paced, ambiguous environments while maintaining accuracy and attention to detail
• Have a collaborative mindset and enjoy solving complex problems through cross-functional partnership

Strong candidates may also have:

• Experience at a SaaS, cloud, or AI/ML company with complex enterprise sales cycles
• Background in consulting, investment banking, or other roles requiring deep analytical and strategic thinking
• Experience with deal desk operations at companies with subscription and consumption-based business models
• Knowledge of enterprise software contract terms and industry-standard commercial practices
• Understanding of AI business models and the unique commercial considerations

The annual compensation range for this role is $235,000 - $310,000 USD.

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.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate.
• 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.

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Responsibilities:

• Conduct growth and margin analysis, discount impact assessment, and deal profitability modelling to support data-driven decision making
• Collaborate with sales teams to structure deals that meet customer needs while protecting Anthropic's financial and strategic interests
• Review and analyse enterprise deals exceeding standard parameters, focusing on pricing structures, contract terms, and financial implications
• Serve as the primary liaison between sales, finance, legal, and compliance teams throughout the deal lifecycle, ensuring smooth coordination and timely approvals
• Evaluate potential risks in non-standard deal terms and escalate appropriately to senior stakeholders
• Help develop and maintain deal approval policies, pricing guidelines, and exception handling procedures aligned with company objectives
• Create and refine approval workflows, escalation procedures, and standardized templates that enable efficient processing of complex deals while maintaining appropriate controls
• Maintain comprehensive deal documentation and provide regular reporting on deal desk metrics, trends, and performance

You may be a good fit if you:

• Have 3+ years of experience in deal desk, finance, sales strategy and operations, or related analytical roles, preferably in a high-growth technology environment
• Possess hands-on experience building sophisticated financial models, conducting pricing optimisation, and structuring complex deals
• Have excellent communication and stakeholder management abilities, with proven success coordinating across multiple departments
• Are detail-oriented with strong process improvement instincts and the ability to design scalable workflows
• Have experience with CRM systems, CPQ tools, and contract management platforms
• Can work effectively in fast-paced, ambiguous environments while maintaining accuracy and attention to detail
• Have a collaborative mindset and enjoy solving complex problems through cross-functional partnership

Strong candidates may also have:

• Experience at a SaaS, cloud, or AI/ML company with complex enterprise sales cycles
• Background in consulting, investment banking, or other roles requiring deep analytical and strategic thinking
• Experience with deal desk operations at companies with subscription and consumption-based business models
• Knowledge of enterprise software contract terms and industry-standard commercial practices
• Understanding of AI business models and the unique commercial considerations

The annual compensation range for this role is €140,000 - €175,000EUR.

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.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate.
• 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.

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Anthropic is seeking an exceptional Director of Corporate Accounting to lead our Corporate Accounting organisation as we scale our financial operations to support frontier AI development. In this pivotal leadership role, you will own the design, implementation, and continuous improvement of our core accounting infrastructure across workplace, workforce, and corporate operations. You will build and lead a world-class team that ensures accuracy, control, and efficiency while supporting Anthropic's rapid growth.

This role sits at the intersection of technical accounting expertise, systems, and operational excellence. You'll partner closely with Finance & Strategy, Tax, Revenue Accounting, and cross-functional stakeholders to establish scalable processes and controls. As a key leader in the Accounting organisation, you will drive strategic initiatives including system selection and implementation, close acceleration, and the buildout of our control framework. Your work will be essential in providing the financial foundation that enables Anthropic to focus on our mission of developing safe, transformative AI systems.

Responsibilities:

Accounting Leadership & Operations

• Own end-to-end accounting for workplace and workforce, including real estate leasing (ASC 842), fixed assets, cash and treasury, operating expenses, prepaids and accruals, payroll, taxes and benefits, commissions, and stock-based compensation support

• Drive month-end and quarter-end close processes, ensuring accuracy, timeliness, and continuous acceleration of close cycles

• Establish and maintain the Chart of Accounts and master data governance structure, ensuring it supports current operations and scales for future complexity

• Design and implement allocation methodologies that provide clear cost visibility across the organisation

• Ensure compliance with US GAAP, internal policies, and regulatory requirements across all corporate accounting areas

• Lead process improvement initiatives to increase efficiency, reduce manual work, and enhance data quality

Systems & Infrastructure

• Serve as a key stakeholder in ERP design, selection, and implementation, translating business requirements into system specifications

• Lead selection and implementation of specialised systems for lease accounting and commissions management

• Own master data governance, ensuring data integrity and consistency across financial systems

• Drive adoption of close management tools to streamline workflows and enhance visibility

• Partner with Finance Systems team to optimise integrations and automation opportunities

Team Building & Leadership

• Build, coach, and lead a world-class corporate accounting team capable of supporting Anthropic's growth trajectory

• Recruit top accounting talent with both technical expertise and a growth mindset

• Provide mentorship and career development opportunities, fostering a culture of excellence and continuous learning

• Establish clear roles, responsibilities, and performance expectations as the team scales

• Create an environment that balances rigorous controls with operational agility

Strategic Partnership

• Collaborate with Finance & Strategy to provide accurate data and insights that inform business decisions

• Partner with Tax on compliance requirements and optimisation opportunities

• Support global expansion initiatives by establishing accounting processes for new entities and jurisdictions

• Provide technical accounting guidance on complex transactions and new business models

You may be a good fit if you:

• Have 15+ years of progressive accounting experience with at least 5+ years in leadership roles managing teams of 5+ people

• Possess deep technical accounting expertise, particularly in ASC 842 (lease accounting), ASC 718 (stock-based compensation), and complex operational accounting

• Have proven experience building and scaling accounting organisations in high-growth technology companies

• Hold a Bachelor's degree in Accounting or Finance; CPA required

• Are a strategic thinker who can balance technical precision with business pragmatism

• Have successfully led or played a key role in ERP implementations or major systems projects

• Excel at building scalable processes and controls that support rapid growth

• Are comfortable operating in ambiguous environments and building structure where none exists

• Possess exceptional communication skills and can effectively partner with both technical and non-technical stakeholders

• Have a bias toward action and continuous improvement, always asking 'how can we do this better?' in a constructive, look forward mentality

• Thrive in fast-paced environments and maintain composure under tight deadlines

• Care about building diverse, inclusive teams and creating environments where people do their best work

Strong candidates may also:

• Have public company accounting experience, including preparation for or execution of IPO readiness activities

• Possess expertise in international accounting, consolidations, and multi-entity operations

• Have experience with NetSuite, Workday, and modern SaaS accounting platforms

• Bring knowledge of subscription and consumption-based revenue models

• Have managed accounting through periods of significant organisational change

• Possess project management skills and experience leading cross-functional initiatives

• Have familiarity with AI/ML business models and infrastructure

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Responsibilities:

• Support financial planning and budgeting processes, including annual operating plans and quarterly forecasts
• Assist with monthly financial close and reporting, delivering insights on revenue, expenses, and key business metrics to leadership
• Perform monthly budget vs. actuals (BvA) analysis, identifying key variance drivers and partnering with business stakeholders to refine forecasts and improve planning accuracy
• Support financial planning and budgeting processes related to our cloud infrastructure, including costs of compute, storage, LLM hosting and networking
• Help manage headcount planning and workforce analytics, tracking hiring plans against budget and analysing department-level staffing trends
• Build and maintain financial models for budgeting, headcount scenarios, and operational expense analysis
• Partner with department heads to track spending against budget and identify opportunities for cost optimisation
• Support infrastructure and compute spend analysis, working with Engineering to monitor cloud costs and efficiency metrics
• Contribute to board materials and executive presentations, preparing financial summaries and performance dashboards
• Help establish and track financial KPIs and efficiency metrics across the organisation
• Participate in scenario planning exercises to model different growth and investment scenarios
• Work cross-functionally with Operations, GTM, and Technology teams to gather inputs for financial planning cycles

Requirements:

• 1-3 years of experience in corporate finance, FP&A, or related analytical roles
• Experience with financial planning tools (e.g., Adaptive, Pigment, Abacum)
• Familiarity with cloud infrastructure or software business models
• Prior exposure to FP&A or corporate finance functions
• Prior experience reporting, analysing and forecasting cloud computing expenses
• Strong Excel/Google Sheets skills and experience building financial models
• Solid understanding of financial statements (P&L, balance sheet, cash flow)
• Analytical mindset with ability to interpret data and surface actionable insights
• Clear written and verbal communication skills—you can explain financial concepts to non-finance stakeholders
• Collaborative approach and ability to work effectively with cross-functional teams
• Comfort working in a fast-paced, dynamic environment with changing priorities
• Detail-oriented with strong organisational skills
• Bachelor's degree in Finance, Economics, Business, or related field
• Genuine interest in technology, AI, and developer tools
• Passion for Replit's mission to make programming more accessible

Benefits:

• Competitive salary and equity
• 401(k) program with a 4% match
• Health, dental, vision, and life insurance
• Short-term and long-term disability
• Paid parental, medical, caregiver leave
• Commuter benefits
• Monthly wellness stipend
• Autonomous work environment
• In-office set-up reimbursement
• Flexible time off (FTO) + holidays
• Quarterly team gatherings
• In-office amenities

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Location

New York City

Employment Type

Full time

Location Type

Hybrid

Department

Compensation

• $197K – $278K • 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.

About the team

The AI Deployment Engineering (ADE) team is responsible for ensuring the safe and effective deployment of Generative AI applications for developers and enterprises. We act as a trusted advisor and thought partner for our customers, working to build an effective backlog of GenAI use cases for their industry and drive them to production through strong technical guidance. As an ADE, you’ll help the world’s most well-known and trusted news organizations transform their business through solutions such as customer service, contextual search, personalization, and novel applications that make use of our newest, most exciting models.

About the role

We are looking for a driven solutions leader with a product mindset to partner with our customers and ensure they achieve tangible business value with GenAI. You will pair with senior media leaders to establish a GenAI strategy and identify the highest value applications. You’ll then partner with their engineering and product teams to move from prototype through production. You’ll take a holistic view of their needs and design an enterprise architecture using OpenAI API and other services to maximize customer value. You will collaborate closely with Media Partnerships, Sales, Solutions Engineering, Applied Research, and Product teams, and you will report to the Head of Solutions Architecture, Digital Native.

This role is based in our New York office. We offer relocation support to new employees.

In this role, you will:

• Collaborate with news organizations around the world - from leading national and global publishers to non-profit, local, and independent newsrooms - to help them implement our technology in a way that benefits their businesses. This work will span newsroom implementations as well as use cases that benefit other parts of their businesses including customer service, internal business operations, marketing, audience development and sales.

• Deeply embed with our most sophisticated and technical platform customers, serving as their technical thought partner in ideating and building novel applications on our API.

• Proactively provide guidance to our customers on how to maximize business impact from their applications, accelerating their time to value.

• Experiment and prototype solutions with and for your customers.

• Forge and manage relationships with our customers’ leadership and stakeholders to ensure their application’s successful deployment and scale.

• Contribute to our open-source developer and enterprise resources.

• Scale the Solutions Architect function through sharing knowledge, codifying best practices, and publishing notebooks to our internal and external repositories.

• Validate, synthesize, and deliver high-signal feedback to the Product, Engineering, and Research teams.

• Use your expertise in programming with Python and Javascript.

You’ll thrive in this role if you:

• Have 5+ years of technical consulting (or equivalent) experience.

• Have a deep understanding of news organizations business models, operating models, and their relationships with their readers and customers.

• Are proficient in Python and JavaScript.

• Built and/or delivered prototypes on top of our API platform.

• Led complex technical projects and programs with many stakeholders.

• Can proactively identify opportunities for maximizing our customers’ business value through leveraging the OpenAI API.

• Own problems end-to-end, and are willing to pick up whatever knowledge you're missing to get the job done to ensure both your team and our customers succeed.

• Have a humble attitude and an eagerness to help others with empathy.

• Operate with high horsepower, are adept at frequent context switching and working on multiple projects at once with expansive ownership, and ruthlessly prioritize.

• Thrive in dynamic environments and are adaptable to changing circumstances.

What we offer

• Competitive salary and benefits package

• Opportunity to work with a cutting-edge technology company

• Collaborative and dynamic work environment

• Professional development and growth opportunities

• Recognition and rewards for outstanding performance

• Flexible work arrangements and work-life balance

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What you'll do

• Collaborate with developers to ensure technical feasibility and understanding of creative goals.
• Craft a detailed direction for features you are responsible for and own messaging to team members and partners.

What you need

• 2+ years of experience in game production, knowledge of gaming genre and development fundamentals, business models or related roles.

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What you'll do

You will work as a lead interface between customers and the IP business unit, driving IP strategy execution, identifying opportunities, shaping solutions, and closing deals. Success in this role requires strong technical intuition, strategic thinking, and the ability to lead cross-functional collaboration toward mutual customer and business success.

• Develop and execute IP business and sales strategies to accelerate revenue growth
• Proactively identify, research, and interpret customer demand across global semiconductor accounts

What you need

• 7–10+ years of experience in semiconductor, SoC, or related B2B technology sales
• Strong understanding of SoC/ASIC design concepts and system-level architecture

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You'll work on the development of the product and service portfolio, market and competition analysis to identify new business opportunities, strategic projects in the sales department, internal events (ideas, planning, organization, implementation), presentations and decision-making documents for internal committees, and collaboration with various departments and interfaces within the company.

What you need

To succeed in this role, you'll need a study place for business administration (focus on sales, marketing, innovation, entrepreneurship) or a comparable course of study (at least in the 3rd semester or in the gap year between bachelor and master), first practical experience in product or portfolio management (automotive industry or other industry), interest in innovative business models, future technologies, and AI, analytical skills, and a structured, independent way of working.

Why this matters

This role is a great opportunity to gain practical experience in a leading company in the automotive industry and to develop your skills in a dynamic and innovative environment.

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