You will combine your deep technical expertise with customer-facing skills to architect innovative LLM solutions that address complex mission challenges while maintaining our high standards for safety and reliability.

Working closely with our Sales, Product, and Engineering teams, you'll guide customers from initial technical discovery through successful deployment. You'll leverage your expertise to help customers understand Claude's capabilities, develop evals, and design scalable architectures that maximize the value of our AI systems.

Responsibilities:

• Partner with account executives to deeply understand customer requirements and translate them into technical solutions, ensuring alignment between business objectives and technical implementation

• Serve as the primary technical advisor to enterprise customers throughout their Claude adoption journey, from discovery to initial evaluation through deployment. You will need to coordinate internally across multiple teams & stakeholders to drive customer success

• Support customers building with Claude Code, the Claude API, and Claude for Enterprise

• Create and deliver compelling technical content tailored to different audiences. You will need to be able to spread the gamut from technical deep dives for engineering & development teams up to business value focused conversations with executives

• Guide technical architecture decisions and help customers integrate Claude effectively into their existing technology stack

• Help customers develop evaluation frameworks to measure Claude's performance for their specific use cases

• Identify common integration patterns and contribute insights back to our Product and Engineering teams

• Travel frequently to customer sites for workshops, technical deep dives, and relationship building

• Maintain strong knowledge of the latest developments in LLM capabilities and implementation patterns

You may be a good fit if you have:

• TS/SCI clearance required

• Must have prior experience working with US national security (defense and/or intelligence) agencies

• 5+ years of experience in technical customer-facing roles such as Solutions Architect, Sales Engineer, or Technical Account Manager

• Experience navigating complex buying cycles involving multiple stakeholders

• Exceptional ability to build relationships with and communicate technical concepts to diverse stakeholders to include C-suite executives, engineering & IT teams, and more

• Strong technical communication skills with the ability to translate customer requirements between technical and business stakeholders

• Experience designing scalable cloud architectures and integrating with enterprise systems

• Familiar with Python

• Familiarity with common LLM frameworks and tools or a background in machine learning or data science

• Excitement for engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

• A love of teaching, mentoring, and helping others succeed

• Excellent communication and interpersonal skills, able to convey complicated topics in easily understandable terms to a diverse set of external and internal stakeholders. You enjoy engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

• Passion for thinking creatively about how to use technology in a way that is safe and beneficial, and ultimately furthers the goal of advancing safe AI systems

The annual compensation range for this role is $240,000-$270,000 USD.

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

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With teams in Denver, San Francisco, and New York, we support more than 400,000 small businesses nationwide and are building a workplace that reflects the people we serve. All full-time employees receive competitive base pay, benefits, and equity (RSUs) , because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location.

AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.

We're looking for seasoned full-stack software engineers to join the teams behind Gusto's payments and risk platforms to serve small business owners every day. As a Staff Software Engineer, you'll operate across the full lifecycle of either the payments or risk system: shaping architecture early in the design process, building self-service internal features and APIs, and owning their performance long after launch.

That means engineering the core business engine, enabling product teams with reliable backend services, and setting the engineering standard for those around you. If you're drawn to enabling world-class money movement or financial risk system with impact , helping power the livelihoods of millions using Gusto products , join us!

About the Teams:

Payments – The Payments team owns all money movement operations across Gusto's suite of products , enabling funds to move safely between partners, employers, employees, and government authorities. As a Payments Engineer, you'll build new payments capabilities across US and international markets, and help rearchitect our payments platform to scale for the future.

Risk – The Risk team builds best-in-class experiences that protect Gusto and our customers from financial and reputational harm. As a Risk Engineer, you'll develop infrastructure for two core areas: bad actor prevention , stopping fraudsters from abusing Gusto's platform while reducing false positives , and credit underwriting and collections, enabling faster, broader access to credit while minimizing financial loss.

Here’s what you’ll do day-to-day:

• Design, build, and test Gusto core money movement or risk platform services – payment rails, ledgering, wallets, fraud, decisioning engine, KYC, AML, and compliance capabilities, among others
• Mentor other engineers to help solve some of the hardest technical problems out there in very complex domains and at a large scale
• Help scale one of the largest Ruby/Rails and Javascript/React applications in the world
• Collaborate with our Product Engineering, Product Management, Data, Design, and financial operations teams to understand customer pain points, come up with solutions, and then prototype, iterate, and launch
• Build platforms that engineering teams rely on, and trust to deliver products that our customers genuinely love

Here’s what we're looking for:

• Successful applicants typically have 8+ years of software development experience
• Passion for creating scalable, efficient money movement platforms for users
• Experience leveraging AI tools or systems to accelerate development, improve testing, and deliver new platform capabilities
• Curiosity and experimentation with emerging AI frameworks, applying and sharing best practices to evaluate and scale AI use safely across teams
• Experience owning multi-quarter projects that solve complex engineering problems and make measurable user impact at scale
• Experience with large scale refactors, performance and reliability issues, and a strong sense of ownership over all aspects of your platform area
• Ability to mentor engineers to maximize their performance and impact

Others:

• Experience in, or interest working in, Ruby on Rails
• Appreciation for a collaborative, test-driven environment
• Ability to build well-structured, maintainable, well-documented code
• Ability to effectively communicate across engineering teams and with business stakeholders

Do you prefer a non-payments or risk-specific platform role instead? Check out our Staff Software Engineer, Core Platforms job listing. Please note that a two day travel to a Gusto office for onboarding is required for this position. If you have any questions regarding this requirement, please share with your recruiter.

Our cash compensation amount for this role is targeted at $163,000–$204,000 in Denver & most remote locations, and $197,000–$247,000 for San Francisco & New York. Stock equity is additional. Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above.

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You'll combine your deep technical expertise with customer-facing skills to architect innovative LLM solutions that address complex business challenges while maintaining our high standards for safety and reliability.

Working closely with our Sales, Product, and Engineering teams, you'll guide customers from initial technical discovery through successful deployment. You'll leverage your expertise to help customers understand Claude's capabilities, develop evals, and design scalable architectures that maximize the value of our AI systems.

Responsibilities:

• Partner with account executives to deeply understand customer requirements and translate them into technical solutions, ensuring alignment between business objectives and technical implementation

• Serve as the primary technical advisor to enterprise customers throughout their Claude adoption journey, from discovery to initial evaluation through deployment. You will need to coordinate internally across multiple teams & stakeholders to drive customer success

• Support customers building with both the Claude API and Claude for Work

• Create and deliver compelling technical content tailored to different audiences. You will need to be able to spread the gamut from technical deep dives for engineering & development teams up to business value focused conversations with executives

• Guide technical architecture decisions and help customers integrate Claude effectively into their existing technology stack

• Help customers develop evaluation frameworks to measure Claude's performance for their specific use cases

• Identify common integration patterns and contribute insights back to our Product and Engineering teams

• Travel occasionally to customer sites for workshops, technical deep dives, and relationship building

• Maintain strong knowledge of the latest developments in LLM capabilities and implementation patterns

You may be a good fit if you have:

• 5+ years of experience in technical customer-facing roles such as Solutions Architect, Sales Engineer, or Technical Account Manager

• Native German speaker with fluent English proficiency

• Experience working with enterprise customers, navigating complex buying cycles involving multiple stakeholders

• Exceptional ability to build relationships with and communicate technical concepts to diverse stakeholders to include C-suite executives, engineering & IT teams, and more

• Strong technical communication skills with the ability to translate customer requirements between technical and business stakeholders

• Experience designing scalable cloud architectures and integrating with enterprise systems

• Comfortable with python

• Familiarity with common LLM frameworks and tools or a background in machine learning or data science

• Excitement for engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

• A love of teaching, mentoring, and helping others succeed

• Excellent communication and interpersonal skills, able to convey complicated topics in easily understandable terms to a diverse set of external and internal stakeholders. You enjoy engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

• Passion for thinking creatively about how to use technology in a way that is safe and beneficial, and ultimately furthers the goal of advancing safe AI systems

Annual Salary: €190,000-€215,000 EUR

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. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

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

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We're seeking a Senior IT Project & Program Manager to join our IT Vendor Management Team at Pinterest. As a key member of our team, you will play a critical role in developing strategies and implementing tools and processes to achieve our vision.

Responsibilities:

• Act as a representative of Pinterest's global asset footprint, driving analytics, governance, recommendations, and cost savings opportunities across software, SaaS, cloud, hardware, infrastructure, and consulting agreements.
• Partner with IT and business stakeholders to onboard AI tool pilots, providing white-glove support to navigate legal review and vendor security compliance.
• Assist IT management in understanding financial and other business data, including cloud, network, desktop, consulting, and SaaS/licensing. Develop models and analyses to drive better decision-making and business performance, identify trends, opportunities, and risks.
• In partnership with Procurement and IT, review invoices, contracts, etc., to ensure accurate budgeting/forecasting and to optimize cost.
• Review vendor history and work with technical teams to understand current and future licensing needs, performing analytics across various tools (discovery, financial, contracting, outside portals) as needed to establish license positioning.
• Assist in the preparation and execution of Quarterly Business Reviews (QBRs) for strategic vendors, analyzing performance metrics and discussing opportunities for improvement and growth.
• Support the management of Software Asset Management (SAM) tools to analyze enterprise-wide software spend, identify savings opportunities, and develop a long-term roadmap for software optimization.
• Assist in the management and development of the IT Team's budget, by working with our IT senior leadership team and financial planning and analyst team to update our monthly/yearly forecasts.

Requirements:

• 5+ years of experience in Software Asset Management (SAM) or a related function, with strong knowledge of software licensing, SaaS, cloud, and enterprise software spend management.
• 5+ years of experience managing the full lifecycle of complex vendor engagements, including onboarding, offboarding, renewals, contract analysis, licensing reviews, and Quarterly Business Reviews (QBRs).
• Strong analytical and financial modeling skills, with advanced spreadsheet experience and familiarity with budgeting and forecasting cycles, reconciling invoices and contracts, and translating complex spend data into clear recommendations, forecasts, and long-term value opportunities.
• Strong written and verbal communication skills, with the ability to prepare executive-ready materials and clearly communicate insights, recommendations, and business impacts to senior stakeholders.
• Demonstrated cross-functional collaboration skills, with experience partnering effectively with Procurement, Finance, FP&A, IT leadership, security, legal, and business stakeholders to drive aligned outcomes.
• Ability to support strategic vendor and software investment decisions by evaluating business requirements, assessing current and future licensing needs, and developing informed recommendations aligned to organizational goals.
• Experience using and managing SAM, discovery, financial, contract, and vendor management tools to analyze enterprise technology spend, perform software inventory and license positioning, track compliance, and optimize costs.
• Experience working in Agile or sprint-based operating models to drive process improvements, scale services, and deliver results in fast-moving, cross-functional environments.
• Preferred: experience supporting the onboarding of emerging technology or AI tools, including coordination across legal, security, compliance, and business stakeholders.
• Bachelor's degree in Information Systems or a related field or equivalent experience.

In-Office Requirement Statement:

We recognize that the ideal environment for work is situational and may differ across departments. What this looks like day-to-day can vary based on the needs of each organization or role.

This role will need to be in the office for in-person collaboration 1-2 times every 6-months and therefore can be situated anywhere in the country, with a preference for candidates based on the West Coast.

Relocation Statement:

This position is not eligible for relocation assistance.

Visit our PinFlex page to learn more about our working model.

#LI-REMOTE #LI-JD3

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This high-impact role sits within the Lakebase Go-To-Market team and partners closely with regional Account Executives to drive adoption of Lakebase with platform, application, and data teams.

Lakebase gives customers a unified, governed foundation for operational workloads and AI-native applications, helping them move away from a fragmented estate of point databases toward a modern, scalable, serverless Postgres service.

If you want to be at the forefront of operational databases for AI and intelligent applications at one of the fastest-growing data and AI companies in the world, this is your opportunity.

The impact you will have

• Drive new Lakebase revenue by identifying, qualifying, and closing Lakebase opportunities within a defined territory, in partnership with regional Account Executives and the broader account team.

• Lead with outcomes for key Lakebase personas , including platform teams and developers, data teams, and central IT , articulating how Lakebase helps them ship features faster, simplify operational data architectures, and improve governance and cost efficiency.

• Sell the value of fully-managed Postgres for intelligent applications, positioning Lakebase as the optimal choice for operational workloads that power real-time, AI-driven experiences.

• Run complex, multi-threaded sales cycles from discovery and value hypothesis through commercial negotiation and close, navigating executive, technical, and line-of-business stakeholders.

• Orchestrate proof-of-value and POCs that validate Lakebase’s benefits for OLTP-style workloads, reverse ETL, and AI/ML-driven applications, in partnership with solution architects and specialists.

• Compete and win against legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer references.

• Align to measurable business outcomes such as performance, developer productivity, time-to-market for new features, cost reduction, and simplification of the operational data landscape.

• Partner cross-functionally with Product Management, Marketing, Customer Success, and Partner teams to shape territory plans, launch plays, and co-selling motions with key ISVs and GSIs.

• Enable the field by sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organization.

What success looks like in this role

This role requires the ability to operate across two key motions simultaneously:

• Establish top strategic focus accounts by engaging application development teams to create net-new intelligent applications leveraging Lakebase.

• Drive longer-term Postgres standardization and migration within Databricks' most strategic accounts.

Candidates should demonstrate how they can act as a force multiplier across multiple dimensions of the business.

Success in this role requires strength in four areas:

• Business ownership – Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support.

• Strategic account engagement – Partner with account teams to engage priority accounts across the global DB700, driving strategic opportunities from initial engagement through successful outcomes.

• Field enablement – Build and execute enablement plans that empower AEs and SAs to confidently carry the Lakebase conversation even when the specialist is not present.

Market voice and thought leadership – Develop an internal and external presence by contributing to global AMAs and internal forums, and by representing Databricks at key first- and third-party events.

What we look for

• 7+ years of enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder deals.

• Proven success selling data platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/AI infrastructure to technical buyers and business leaders.

• Strong understanding of modern data and application architectures, including cloud-native services, microservices, event-driven systems, and how operational data underpins AI and analytics strategies.

• Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line-of-business owners).

• Demonstrated experience leading specialist or overlay motions, working jointly with core Account Executives to create and progress opportunities.

• Executive presence with the ability to whiteboard architectures, lead C-level conversations, and build trust with senior decision makers.

• Strong value selling skills: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes.

• Excellent communication, storytelling, and negotiation skills, with comfort presenting to both large and small audiences.

• Bachelor’s degree or equivalent practical experience.

Preferred qualifications

• Experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services, ideally within large or strategic accounts.

• Familiarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP), including how operational databases fit within broader data and AI strategies.

• Understanding of reverse ETL, real-time decisioning, and operational analytics use cases, and how they drive value for customer-facing and internal applications.

• Exposure to AI-native and agent-driven applications that depend on low-latency, highly scalable operational data services.

• Prior experience in a high-growth, category-creating environment, helping shape new plays, messaging, and customer narratives.

• Experience collaborating with partners and ISVs to drive joint pipeline and co-sell motions.

Benefits

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region, please click here.

Our Commitment to Diversity and Inclusion

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You will help organisations move beyond static dashboards to governed, conversational, AI-powered analytics at the centre of the convergence of business intelligence, data platforms, and generative AI. Enterprise analytics is rapidly evolving from dashboards and static reporting to conversational, AI-driven decision platforms. Databricks AI/BI and Genie empower business users to securely interact with governed data using natural language, transforming the data platform into a true decision platform.

Key responsibilities include:

• Partner with Enterprise AEs to identify, qualify, and close AI/BI opportunities
• Engage C-level, analytics, and line-of-business leaders to modernise analytics strategies
• Displace or expand legacy BI platforms with AI-powered, governed analytics solutions
• Lead conversations around semantic governance, self-service analytics, and natural language data access
• Drive proof-of-value engagements and scale enterprise-wide adoption
• Align AI/BI initiatives to measurable business outcomes (productivity, speed to insight, revenue impact)
• Enable field teams and serve as a subject matter expert on modern analytics architectures

Requirements include:

• Enterprise sales experience in BI, analytics, data platforms, or AI/ML
• Strong understanding of modern analytics architectures and data governance
• Ability to sell to both technical and business stakeholders
• Executive presence and experience navigating complex buying cycles
• Passion for AI and the impact of GenAI on enterprise analytics
• Experience operating in a specialist or overlay sales model
• Ability to translate technical capabilities into clear business value
• 7+ years of Enterprise Sales experience, exceeding quotas in larger accounts

Preferred qualifications include:

• Experience with modern BI platforms such as Tableau, Power BI, Looker, or ThoughtSpot
• Familiarity with semantic layers, metrics stores, or governed data models
• Understanding of lakehouse architectures and cloud data platforms
• Exposure to GenAI, natural language interfaces, or conversational applications
• Consulting or solution design experience in customer-facing roles

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You will help organizations move beyond static dashboards to governed, conversational, AI-powered analytics at the center of the convergence of business intelligence, data platforms, and generative AI.

Enterprise analytics is rapidly evolving from dashboards and static reporting to conversational, AI-driven decision platforms. Databricks AI/BI and Genie empower business users to securely interact with governed data using natural language, transforming the data platform into a true decision platform.

If you want to be at the forefront of AI-powered analytics transformation at one of the fastest-growing data and AI companies in the world, this is your opportunity.

The impact you will have:

• Partner with Enterprise AEs to identify, qualify, and close AI/BI opportunities
• Engage C-level, analytics, and line-of-business leaders to modernize analytics strategies
• Displace or expand legacy BI platforms with AI-powered, governed analytics solutions
• Lead conversations around semantic governance, self-service analytics, and natural language data access
• Drive proof-of-value engagements and scale enterprise-wide adoption
• Align AI/BI initiatives to measurable business outcomes (productivity, speed to insight, revenue impact)
• Enable field teams and serve as a subject matter expert on modern analytics architectures

What we look for:

• Enterprise sales experience in BI, analytics, data platforms, or AI/ML
• Strong understanding of modern analytics architectures and data governance
• Ability to sell to both technical and business stakeholders
• Executive presence and experience navigating complex buying cycles
• Passion for AI and the impact of GenAI on enterprise analytics
• Experience operating in a specialist or overlay sales model
• Ability to translate technical capabilities into clear business value
• 7+ years of Enterprise Sales experience, exceeding quotas in larger accounts
• Bachelors Degree or equivalent experience

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You'll own a broad book of business in your territory and serve as a strategic, trusted advisor to your accounts as you prospect, run complex sales cycles, and guide customers on their journey with GitLab to achieve clear business outcomes while supporting adoption and reducing churn.

You'll collaborate closely with Sales Development, Solutions Consultant, Renewals, Partners, and Sales leadership, using value-based selling and structured sales methodologies (such as MEDDPICC and Command of the Message) to build a healthy pipeline, run accurate forecasts, and support revenue goals across a wide range of deal sizes.

Must be located in Central, Mountain, or Pacific Timezones in the US.

Key responsibilities include:

• Owning and managing a broad Mid-Market book of business as the primary point of contact in your territory, focusing on new and expansion opportunities.

• Focusing on customer accounts with 250 to 1,999 employees, managing the spectrum of project sizes and complexity within the mid-market segment.

• Articulating the value of GitLab's AI-powered DevSecOps platform to Mid-Market prospects and customers, tailoring messaging to their business and technical needs.

• Building and maintaining a healthy pipeline through consistent prospecting, qualification, and advancement of opportunities, using structured methodologies (such as MEDDPICC and Command of the Message) to support your pipeline and revenue goals.

• Documenting buying criteria, decision processes, next steps, and key stakeholders to run disciplined, well-orchestrated sales cycles.

• Collaborating with sales development, customer success, renewals, marketing, technical teams, and partners to deliver a cohesive pre- and post-sales experience, co-sell and close opportunities, and expand GitLab's footprint while delivering added value for customers.

• Supporting customer adoption of GitLab solutions, proactively working to reduce churn and contraction, and participating in quarterly forecasting and territory planning.

• Contributing to continuous improvement by sharing win/loss insights, updating the sales handbook, and being a clear voice of the customer into the product via our public issue tracker.

Key qualifications include:

• Experience selling SaaS solutions by leading value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams.

• Ability to manage a broad mid-market territory as the primary point of contact, owning a book of business from prospecting through close, adoption, and expansion.

• Skill in building and maintaining strong customer relationships, including effective discovery, negotiation, and closing to support long-term customer outcomes.

• Comfortable driving consistent outbound prospecting activity, creating and maintaining a healthy pipeline, and maintaining accurate territory and forecast documentation.

• Ability to collaborate closely with cross-functional partners (sales development, customer success, renewals, marketing, partners, and technical teams) to coordinate account strategies.

• Clear and structured communication skills, including presenting the GitLab value proposition to different audience levels and documenting customer insights and lessons learned.

• Interest in GitLab, open source, and tools that support software development, with the ability to connect customer business challenges to GitLab's DevSecOps platform.

• Willingness to travel to meet customers and attend events as needed, and openness to bringing relevant, transferable sales experience from a variety of backgrounds.

The Commercial Account Executive - Mid-Market role sits within GitLab's broader Sales organization, focused on helping mid-market customers adopt and expand their use of our AI powered DevSecOps platform.

You'll be part of a distributed team of Account Executives, Sales Development, Solution Consultants, Renewals, and Partners who work asynchronously across regions to manage a broad book of business and a wide range of opportunity sizes.

Our mission is to guide customers through their journey with GitLab, from first evaluation to long term value realization, by developing new business, strengthening customer relationships, and supporting healthy product adoption.

We collaborate closely through shared playbooks, our sales handbook, and GitLab itself to stay aligned on territory plans, pipeline health, and best practices.

For more on how we work, see the Commercial Account Executive Handbook.

Base salary range for this role's listed level is currently $66,300-$117,000 USD for residents of the United States only.

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As a Staff Software Engineer on the Enterprise Applications team, you will play a critical role delivering end-to-end applications that power our business and empower our employees with truly assistive technologies. You will be responsible for defining the technical roadmap, designing critical software systems, raising the bar on engineering excellence, mentoring junior engineers, and tackling the most challenging technical issues facing the team. You will be the technical leader for a team of software engineers.

The impact you’ll have:

• Define the technical strategy and roadmap for building in-house solutions for critical internal workflows
• Partner closely with product management, design, and other engineering teams to build end-to-end, AI-powered solutions
• Eliminate technical risk by solving the most technically challenging issues or tackling the most complex development tasks facing the team
• Drive team best practices for engineering excellence, including design quality, operational reviews, testing strategies, and incident management.

What we look for:

• 12+ years of software engineering experience, with a strong track record of technical leadership and impact
• 3+ years of engineering leadership experience, serving as the technical owner for the software systems owned by your team
• Experience designing and building end-to-end, full-stack cloud-native applications
• Customer obsession and product engineering mindset
• Strong communication skills and ability to influence technical and business stakeholders
• History of raising the engineering quality bar, focus on execution and operational rigor
• Strong ability to collaborate across product, engineering, and business teams to align technical strategy with company business objectives.

Why Join Us?

• Work on high-impact, high-visibility initiatives that directly contribute to Databricks' growth trajectory
• Lead and mentor a talented team of engineers solving challenging, customer-centric problems
• Drive innovation in a fast-paced, data-driven environment where your work shapes the future of the company

If you are passionate about building AI-powered solutions for running the business, we would love to hear from you!

Benefits

• Comprehensive health coverage including medical, dental, and vision
• 401(k) Plan
• Equity awards
• Flexible time off
• Paid parental leave
• Family Planning
• Gym reimbursement
• Annual personal development fund
• Work headphones reimbursement
• Employee Assistance Program (EAP)
• Business travel accident insurance
• Mental wellness resources

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The Role

We are seeking experienced SAP Functional Consultants with expertise in PP (Production Planning), QM (Quality Management), EWM (Extended Warehouse Management), and TM (Transportation Management) to support large-scale S/4HANA transformation programs in the Manufacturing industry.

The ideal candidate will have strong domain knowledge in manufacturing processes, hands-on S/4HANA implementation experience, and the ability to work closely with business stakeholders to drive process excellence.

Responsibilities

• Managing full life cycle implementations of S/4 HANA in SAP Production Planning (PP) and/or Quality Management (QM)
• Lead business transformation workshops with manufacturing stakeholders/Planning, preparation and execution of Fit-Gap / Fit-to-Standard Workshops

• Advise clients on future-state operating models across production, quality, warehousing, and logistics
• Translate business strategy into scalable S/4HANA-enabled solutions
• Drive process harmonization across plants, regions, and business units
• Support executive-level discussions on supply chain optimization and manufacturing excellence
• Identify improvement opportunities in:

• Production planning & execution
• Quality governance & compliance
• Inventory optimization & warehouse operations
• Transportation planning & network efficiency

• Guide clients through greenfield or brownfield S/4HANA transformation journeys
• Manage change impact, stakeholder alignment, and adoption strategy
• Collaborate with cross-functional teams to ensure end-to-end value realization
• Support program leadership in roadmap planning, solution design, and transformation governance

Requirements

• Have at least 8-10 years of experience in this area.

• At least 2-5 Full Project Lifecycles of work experience in SAP PP, QM
• Strong client-facing experience in SAP transformation programs
• Ability to engage plant heads, supply chain leaders, and CXO stakeholders
• Experience driving process transformation—not just system implementation
• Familiarity with SAP Activate and agile delivery approaches
• Deep understanding of manufacturing operations
• Strong knowledge across one or more functional domains:

• Production Planning (PP)
• Quality Management (QM)
• Extended Warehouse Management (EWM)
• Transportation Management (TM)

• Have experience in gathering, validating, synthesizing, documenting, and communicating data and information for a range of audiences

• Have excellent interpersonal skills and strong written and verbal communication skills in country’s official language(s) (C2 proficiency) and English (C2 proficiency),
• Project-related mobility/willingness to travel

Benefits

Infosys Consulting offers industry-leading compensation and benefits, along with top training and development opportunities so that you can grow your career and achieve your personal ambitions.

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Security GRC Engineers design, implement, and scale our governance, risk, and compliance (GRC) program. You will lead automation of compliance workflows, build self-serve tools to enable GTM teams, and ensure our products and infrastructure meet the highest security standards. This role combines technical implementation with strategic program development, directly shaping how we build trust with customers.

You may be a fit if

• You have experience with GRC frameworks (SOC 2, ISO 27001, ISO 27701, ISO/IEC 42001).
• You have hands-on technical skills to automate compliance workflows and integrate with engineering systems.
• You have proven ability to balance technical implementation with program strategy.
• You have strong cross-functional collaboration skills, especially with engineering, GTM, and auditors.

Sample projects include

• Automate evidence gathering and continuous control testing.
• Optimise compliance monitoring and alerting systems; provide guidance on remediation.
• Generate security program KPIs and maintain a platform for documenting risks, controls, and assessments.
• Build self-serve tools and automation to streamline customer security diligence.
• Support GTM teams by providing scalable ways to address customer security concerns.
• Maintain corporate security policies and map them to relevant frameworks.
• Draft security best practices and drive company-wide awareness and training programs.
• Lead the development and maturity of GRC strategies aligned with SOC 2, ISO 27001, ISO/IEC 42001, and related standards.
• Partner with auditors, regulators, and business stakeholders to define and implement security requirements and controls.
• Conduct security compliance reviews for new products, features, and vendors.

Benefits

• Competitive salary
• Opportunity to work with a talented team
• Professional development and growth opportunities
• Flexible working hours

Requirements

• Will you now or in the future require visa sponsorship to work in the country where this position is located?
• Has someone at Cursor referred you for this role? If so, please include their email here

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Dublin, Ireland

Employment Type

Full time

Department

About the team

OpenAI’s mission is to ensure artificial general intelligence benefits all of humanity. Achieving this requires not only world-class research, but also disciplined go-to-market execution that brings our most advanced AI capabilities to new companies and industries.

Our Go To Market team helps organizations understand, adopt, and scale OpenAI’s platform responsibly. Sales, Solutions, Support, Marketing, and Partnerships work together to introduce OpenAI to new customers and design durable foundations for long-term value creation.

About the role

As a Land Account Director, Digital Natives, your mission is to identify, engage, and convert net-new prospects into OpenAI customers, while ensuring each land is designed for long-term expansion success.

This is a hunter role with a customer-first mindset. You own the land motion end-to-end, from pipeline creation through contract signature and initial production value. You are accountable for landing customers in a way that enables scalable adoption and future expansion, which will later be owned by dedicated Expand roles.

You will act as a market evangelist for OpenAI, shaping early demand, educating prospects on what is possible with frontier AI, and helping define repeatable go-to-market motions in an emerging category.

This role is based in Dublin. We operate a hybrid model with three days per week in the office and offer relocation assistance where applicable.

In this role, you will

• Identify, qualify, and develop net-new opportunities across the Digital Native ecosystem

• Build and manage a high-quality pipeline through outbound engagement, ecosystem leverage, and market insight

• Lead thorough discovery with prospects to surface high-impact, expansion-ready use cases

• Evangelize OpenAI’s platform, models, and solutions as foundational AI infrastructure

• Design and close land engagements that establish strong technical, commercial, and value focused foundations

• Own the land cycle from first engagement through initial deployment and commercial close

• Partner closely with Solutions Engineering and Research to deliver credible, differentiated first wins

• Land initial commercial structures that enable scalable consumption and future expansion

• Ensure clean handoff to Expand teams once land success is achieved and expansion readiness is defined.

• Contribute to the development of scalable GTM motions, messaging, and market strategy

Serve as a voice of the prospect and early customer to inform product and GTM direction

Success in this role is defined by

• High-quality net-new customer acquisition

• Strong first production use cases aligned to long-term customer value

• Expansion-ready lands that transition cleanly to Expand ownership

• Establishing strategic partnership with top companies in the region

• Repeatable land motions that scale across the market

We’re seeking someone with experience including

• 7+ years selling platform, infrastructure, or developer-led SaaS solutions

• Consistent achievement of significant revenue targets in net-new sales roles

• Managing complex, value-driven sales cycles with technical and executive buyers

• Closing first-of-kind or category-defining deals in fast-growing companies

• Communicating deeply technical concepts to both technical and business stakeholders

• Gathering and synthesizing market, customer, and competitive intelligence

You might thrive in this role if you

• Are customer-first by design. You focus on solving the right problems early to create durable value.

• Are a true hunter. You are energized by creating demand and winning net-new customers.

• Think long-term. You sell for expansion success, not just the initial deal.

• Are an evangelist. You enjoy educating the market and shaping how new technology is understood.

• Are a builder. You help create GTM structure, not just execute against it.

• Are comfortable with ambiguity and motivated by defining new categories.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.

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