The Director of Business Systems will be responsible for building real depth across Finance, GTM, Operations, and People systems, connecting these capabilities into a powerful, AI-integrated backbone.

You are a builder-first leader who will blend enterprise architecture with cutting-edge AI automation. Your goal is to eliminate fragmentation and enable every function to move faster by deploying internal AI agents that reduce manual work and surface actionable insights.

Key Responsibilities

• Enterprise Application Strategy: Own the full lifecycle of our application ecosystem, including ERP (Finance), CRM (GTM), HRIS (People), and specialized AI tools. Ensure these systems converge into a secure, scalable backbone.

• AI Agent Deployment: Identify opportunities to replace manual workflows with AI/LLM-powered agents. Build and manage 'internal agents' that automate forecasting, revenue capture, and employee self-service.

• Cross-Functional Partnership: Serve as the primary technology partner to the leadership team. Align system roadmaps with departmental goals to ensure seamless data flow from production to the back office.

• Operational Excellence: Mature our core systems by establishing disciplined change management, clear data governance, and measurable SLAs. Stabilize environments to support audit and regulatory requirements.

• Team Leadership: Lead a high-impact team that fosters a culture of curiosity, speed, and user-centricity.

Ideally, you have:

• 10+ years of experience leading business systems or enterprise applications in a fast-paced, high-growth environment.

• Technical Depth: Strong functional understanding of Salesforce (or equivalent CRM), NetSuite (or equivalent ERP), and Workday (or equivalent HRIS).

• AI/Automation Mindset: Proven track record of designing and deploying AI/LLM-powered workflows or agentic systems to improve business efficiency.

• Architecture Skills: Ability to design scalable data flows and APIs that link disparate SaaS tools into a cohesive ecosystem.

• Stakeholder Mastery: Experience influencing C-level executives and translating complex technical needs into business outcomes.

• Skilled in Python or SQL to personally audit or prototype automation logic.

• Extensive experience and In-depth knowledge of the functionality of the ERP modules with emphasis on Sales – Order to Cash & Sales Audit, Purchasing – Direct & Indirect and Finance - General Ledger, AP & AR, Procure to Pay, Sales Audit, Fixed Assets, International Consolidations & Reporting.

• Experience with GTM systems such as, HubSpot, Outreach, Clari, CPQ (e.g., Salesforce CPQ), and similar tools.

Compensation packages at Scale for eligible roles include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position, determined by work location and additional factors, including job-related skills, experience, interview performance, and relevant education or training.

You'll also receive benefits including, but not limited to: Comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. Additionally, this role may be eligible for additional benefits such as a commuter stipend.

The base salary range for this full-time position in the location of San Francisco is: $235,200-$294,000 USD

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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
• Optimise 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
• Have a collaborative mindset and enjoy solving complex problems through cross-functional partnership

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

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Reporting to Lauren Jungers, Sr. Director of Commercial Strategy & Operations, this role works closely with Sales leadership, Finance, Legal, Security, and RevOps to structure deals that accelerate revenue while protecting Cresta’s long-term business interests.

This is an individual contributor role (no direct people management).

Deal Strategy & Execution Partner with US and international Sales teams to architect and execute complex, high-value enterprise transactions Build creative deal structures, pricing models, and commercial terms that balance speed, risk, margin, and customer experience Own approval workflows and act as escalation owner from first quote through final signature Translate deal data, discount trends, and outcomes into actionable insights Lead win/loss and deal retrospectives to institutionalize learnings and refine deal strategy Ensure deal structures align with revenue recognition principles and company financial goals

Process & Systems Modernization Drive end-to-end improvements across the quote-to-cash lifecycle Define business requirements and partner with systems teams on Subskribe, CLM, and Salesforce enhancements Lead UAT and rollout of new deal processes and tooling Represent Deal Strategy & Operations as a key stakeholder on high-priority cross-functional initiatives Standardize and document workflows to enable speed and scale

Enablement & Advisory Provide ongoing training to Sales on pricing, deal construction, and quoting with a strong focus on the why behind the strategy Contribute to and maintain a self-service Deal Strategy Playbook

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Responsibilities:

Configure and customize Salesforce to meet business needs Optimize QTC solutions with Salesforce and other systems (Ironclad, Stripe and Metronome) Design and develop high quality solutions in an agile environment including partner management, forecasting, territory mapping, internationalization, pipeline optimization, and lead management processes Work closely with operations and business partners to understand and refine requirements, objectives, and processes Build for scale by designing holistically, with a focus on flexibility and maintainability Ensure appropriate controls and documentation are followed to create an effective control environment Deal with ambiguity in a rapidly changing business environment, resolve problems and offer impacting solutions Configure and maintain other business systems like Hubspot, Apollo, and Clay Build and optimize integrations between Salesforce and other platforms

You may be a good fit if you:

Have 3+ years of Salesforce admin experience Have experience implementing and maintaining QTC/CPQ solutions Hold Salesforce Basic and Advanced Certifications (Advanced Administrator certification, Advanced Developer or Platform II certification) Have in-depth understanding of the capabilities and constraints of the Salesforce CRM application architecture Have experience with data migration and integrating Salesforce with other platforms/services Have worked with financial systems such as Stripe and Netsuite (Metronome a plus) Have basic SQL skills and experience working with data warehouses Have proven experience scaling Salesforce implementations in high-growth environments Have experience working closely with and implementing solutions for a fast-growing GTM organization.

Possess excellent analytical skills, combined with impeccable business judgment Can communicate effectively with management, sales, marketing, vendors and international teams

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During your 12-week internship, you'll lead high-impact projects,from untangling 'messy' operational bottlenecks to architecting the systems that scale our global product launches,turning complex ambiguity into clear execution plans with opportunities for full-time employment within the team the following year.

Throughout the internship, you will be mentored by a dedicated sponsor and have the opportunity to connect with senior leaders across the organization.

Your responsibilities will include:

• Driving strategic projects by owning end-to-end commercialization transformation projects,from new product introductions to partner programs,by documenting current processes and identifying high-impact opportunities to simplify, automate, and scale.

• Informing high-stakes decisions by providing the analytical rigor and data-driven insights necessary to monitor program health, building lightweight dashboards and metrics tracking that translate raw data into leading indicators for executive leadership.

• Communicating with clarity by synthesizing complex business needs into clear requirements, user stories, and formal documentation (such as BRD/PRD sections) that bridge the gap between technical system requirements and executive-level strategy.

• Enabling the field by ensuring seamless execution of commercial initiatives by producing critical operational deliverables, including process maps, rollout checklists, and User Acceptance Testing (UAT) plans to prepare the field for new product launches.

• Influencing the roadmap by acting as a central point of alignment across RevOps, Sales, Finance, Legal, and Product teams, gathering diverse stakeholder input to ensure internal systems and workflows support the broader commercialization roadmap.

To be successful in this role, you will need to have:

• A strong interest in enterprise software/SaaS commercialization, operations, systems, and go-to-market strategy.

• Proficiency in Excel/Sheets and experience using AI productivity tools (such as Claude Code and Lovable) to enhance your workflow.

• Previous experience with SQL or Databricks for querying and reporting preferred.

• Previous experience with go-to-market concepts (pricing, packaging, quoting) or platforms like SFDC, CPQ, NetSuite, or Jira preferred.

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You will own the renewal process from early outreach through booking, mitigate renewal risk before it becomes urgent, and identify opportunities for expansion, services, and training that deepen customer value. You will work closely with Account Executives, Customer Success Managers, and distributor and channel partners to deliver accurate, on-time renewals in a fast-moving remote environment.

This is a strong fit if you enjoy managing a high volume of work with precision, operating effectively in a remote environment, and helping customers navigate complex procurement and compliance requirements.

In your first year, you will build trust across your book of business, bring discipline to pipeline and forecasting, and create consistent renewal motions that support customer success, risk mitigation, and long-term adoption of GitLab in the US public sector.

Responsibilities:

• Own the full renewal cycle for a high-volume portfolio of US Public Sector accounts, from early engagement through quoting, negotiation, procurement, and booking.

• Manage renewal quotes, order forms, and amendments in alignment with GitLab policies and public sector procurement requirements, including FedRAMP considerations and relevant contracting vehicles.

• Maintain accurate pipeline and forecast data in Salesforce, including stages, close dates, amounts, and risk status.

• Assess adoption signals, usage trends, and customer context to identify renewal risk early. Build and track mitigation plans with account teams and customer success partners, with clear owners, timelines, and next steps.

• Coordinate customer check-ins focused on realized value, deployment health, and upcoming renewal milestones.

• Identify opportunities for expansion, cross-sell, professional services, training, and consolidation within your book of business.

• Work cross-functionally with Account Executives, Customer Success Managers, Solution Architects, Professional Services, distributors, and channel partners to move renewals and growth opportunities forward.

Requirements:

• Experience owning renewals, account management, or customer success motions for complex SaaS accounts in a customer-facing B2B environment.

• Experience working through a distributor or channel partner ecosystem, with the ability to manage the commercial and relationship complexity of partner-led transactions.

• Familiarity with the US Public Sector, including Federal, State, Local, or Education buying processes, contracting vehicles, and compliance-related requirements.

• Excellent organizational skills with the ability to manage many concurrent opportunities, stakeholders, and deadlines while maintaining accuracy.

• Proficiency using Salesforce or a similar CRM platform for pipeline management, forecasting, and activity tracking.

• Working knowledge of contract renewal processes and tools such as CPQ tools, subscription management systems, or billing platforms.

• Clear written and verbal communication skills for customers, partners, and internal stakeholders, including executive audiences.

• A self-directed and team-oriented approach, with the ability to work effectively in a fully remote, asynchronous environment.

About the team:

The US Public Sector team enables government and education organizations as they modernize how they build and deliver software. We work with customers navigating complex procurement environments while helping them adopt GitLab as the one DevSecOps platform , improving collaboration, reducing manual processes, and delivering secure software faster.

We partner closely across sales, customer success, services, and the channel ecosystem, operating asynchronously in a remote environment to support public sector missions with consistency and transparency.

A key focus is helping agencies and institutions balance security, compliance, and operational efficiency as they scale digital transformation with GitLab.

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About Dialpad

Dialpad is the AI-native business communications platform that unifies calling, messaging, meetings, and contact center on a single platform. With over 70,000 companies worldwide relying on Dialpad, we're leading the shift to Agentic AI: intelligent agents that automate workflows, resolve customer issues, and accelerate revenue in real-time.

Your Role

As a Salesforce Technical Administrator, you'll own the administration, configuration, and day-to-day reliability of our Salesforce CRM environment, including key CPQ and sales support workflows. You'll work closely with Salesforce Engineers, Systems Analysts, developers, and internal stakeholders to deliver scalable functionality, troubleshoot platform issues, and improve the systems that support our global Sales teams.

Responsibilities

• Own advanced Salesforce administration and configuration across page layouts, fields, objects, validation rules, permissions, and sharing models.
• Build and enhance automation using Record-Triggered Flows, Screen Flows, and Autolaunched Flows to streamline business processes.
• Support Salesforce CPQ administration, including pricing waterfall logic, price rules, product rules, and advanced approvals.
• Troubleshoot issues across configuration, CPQ, integrations, pricing, quoting, and data quality to keep the platform running at speed and with accuracy.
• Resolve production issues and support cases within defined SLAs using structured incident management practices.
• Partner with developers on more complex requirements and contribute basic Apex, LWC, Visualforce, and SOQL-based solutions for minor enhancements and troubleshooting.
• Support deployments and release activities using tools such as Copado, including migrating configuration and minor code changes through agile sprint cycles.
• Maintain strong platform documentation, capture recurring issues and solutions, and apply Salesforce best practices for scalability and maintainability.

Requirements

• A bachelor's degree in a technical discipline or equivalent professional experience.
• 4+ years of Salesforce administration and support experience in a complex, integrated enterprise environment.
• Salesforce Administration expertise in Sales Cloud, including strong experience with configuration, Flows, and the Salesforce security model.
• Hands-on knowledge of Salesforce CPQ processes and the ability to support pricing and quoting operations end-to-end.
• Working knowledge of Salesforce development concepts such as Apex, LWC, Visualforce, and SOQL, along with experience operating in agile delivery environments.
• Experience with Salesforce data management, including migrations, retention, data quality, and issue resolution in integrated enterprise systems.
• Familiarity with tools such as Outreach, Marketo, Git, Workrails, Jira, and Copado.
• Strong analytical, problem-solving, and communication skills, with the ability to manage a high volume of requests across stakeholders with different levels of technical expertise.

Why Join Dialpad

• Work at the center of the AI transformation in business communications
• Build and ship agentic AI products that are redefining how companies operate
• Join a team where AI amplifies every employee's impact
• Competitive salary, comprehensive benefits, and real opportunities for growth

We believe in investing in our people. Dialpad offers competitive benefits and perks, cutting-edge AI tools, and a robust training program that help you reach your full potential. We have designed our offices to be inclusive, offering a vibrant environment to cultivate collaboration and connection. Our exceptional culture, repeatedly recognized as a Great Place to Work, ensures that every employee feels valued and empowered to contribute to our collective success.

Don't meet every single requirement? If you're excited about this role and possess the fundamental traits, drive, and strong ambition we seek, but your experience doesn't meet every qualification, we encourage you to apply. Dialpad is an equal-opportunity employer. We are dedicated to creating a community of inclusion and an environment free from discrimination or harassment.

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You will own and influence systems spanning Salesforce CRM, CPQ, Billing, Partner Portal, and their integrations into the broader Commerce ecosystem, driving improvements in platform architecture, system simplification, and data consistency across complex, distributed workflows.

Responsibilities:

• Design and evolve scalable backend systems that power Dropbox's Commerce Platform, including CRM, CPQ, Billing, provisioning, and related data workflows.
• Define and drive technical strategy for complex, highly customized systems, balancing short-term delivery with long-term platform scalability and reliability.
• Lead efforts to simplify legacy architectures, reduce system fragmentation, and build generalized, product-agnostic solutions.
• Own end-to-end reliability of revenue-critical systems, including validation, rollout safety, monitoring, and incident response.
• Partner cross-functionally with Engineering, Sales, Finance, and GTM teams to translate business requirements into durable technical solutions.
• Identify and execute on opportunities to improve data integrity, system observability, and operational efficiency across the platform.

Requirements:

• BS, MS, or PhD in Computer Science or a related technical field involving programming (e.g., Computer Engineering), or equivalent practical experience.
• 12+ years of professional software development experience.
• Proven expertise in building and maintaining large-scale, distributed backend systems.
• Strong system design skills, particularly in complex, stateful, or workflow-driven systems
• Experience building reliable systems with a focus on validation, rollout safety, monitoring, and maintainability
• Experience working on systems in a monetary domain such as ecommerce, subscriptions, billing, payments, or financial systems
• Strong communication and collaboration skills, with experience influencing cross-functional stakeholders

Preferred Qualifications:

• Experience with CRM, CPQ, Billing, ecommerce, or similar enterprise workflow platforms (e.g., Salesforce)
• Track record of simplifying or modernizing legacy systems into scalable, maintainable architectures
• Experience working on revenue-critical or monetization platforms at scale
• Experience improving data consistency and integrity across distributed systems
• Demonstrated ability to influence technical direction across teams without direct authority

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You will own and influence systems spanning Salesforce CRM, CPQ, Billing, Partner Portal, and their integrations into the broader Commerce ecosystem, driving improvements in platform architecture, system simplification, and data consistency across complex, distributed workflows.

You will be responsible for driving technical strategy across a highly customized, revenue-critical platform, including planning and executing modernization efforts, measuring system reliability and data integrity, and evaluating tradeoffs between short-term business needs and long-term platform health.

You will operate at the intersection of engineering, Sales, and Finance, with high visibility and ownership over decisions that directly impact revenue, customer experience, and the scalability of Dropbox’s monetization systems.

Responsibilities:

• Design and evolve scalable backend systems that power Dropbox’s Commerce Platform, including CRM, CPQ, Billing, provisioning, and related data workflows.

• Define and drive technical strategy for complex, highly customized systems, balancing short-term delivery with long-term platform scalability and reliability.

• Lead efforts to simplify legacy architectures, reduce system fragmentation, and build generalized, product-agnostic solutions.

• Own end-to-end reliability of revenue-critical systems, including validation, rollout safety, monitoring, and incident response.

• Partner cross-functionally with Engineering, Sales, Finance, and GTM teams to translate business requirements into durable technical solutions.

• Identify and execute on opportunities to improve data integrity, system observability, and operational efficiency across the platform.

• Take ownership of large, ambiguous problem spaces and drive them from definition through execution, influencing both technical and business stakeholders.

Requirements:

• BS, MS, or PhD in Computer Science or a related technical field involving programming (e.g., Computer Engineering), or equivalent practical experience.

• 12+ years of professional software development experience.

• Proven expertise in building and maintaining large-scale, distributed backend systems.

• Strong system design skills, particularly in complex, stateful, or workflow-driven systems

• Experience building reliable systems with a focus on validation, rollout safety, monitoring, and maintainability

• Experience working on systems in a monetary domain such as ecommerce, subscriptions, billing, payments, or financial systems

• Strong communication and collaboration skills, with experience influencing cross-functional stakeholders

Preferred Qualifications:

• Experience with CRM, CPQ, Billing, ecommerce, or similar enterprise workflow platforms (e.g., Salesforce)

• Track record of simplifying or modernizing legacy systems into scalable, maintainable architectures

• Experience working on revenue-critical or monetization platforms at scale

• Experience improving data consistency and integrity across distributed systems

• Demonstrated ability to influence technical direction across teams without direct authority

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You will work at the intersection of software engineering and finance, building and configuring the tools that allow our Accounting, Revenue Operations, and Order Management teams to operate efficiently, accurately, and in compliance with SOX and ASC 606 requirements.

The first thing you will inherit is our homegrown ledger application and the integrations that connect it to Workday, NetSuite, Zuora, Stripe, Tesorio, and Salesforce. From there, you will help us build the next generation of Finance tooling: self-serve workflows, automated reconciliation, and the operational surfaces that let Finance move at the speed the business demands.

If you thrive in fast-paced environments and enjoy building scalable financial infrastructure from the ground up, come join us in our mission to build safe, transformative AI.

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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
• Optimise 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
• Have a collaborative mindset and enjoy solving complex problems through cross-functional partnership

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

Requirements:

• Strong communication skills
• Business partnership (experience working with Sales teams)
• Deep operational experiences
• Systems and process optimisation
• Capable of building new AI-powered workflows

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

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We are seeking a Senior Product Manager to co-own the GTM systems roadmap alongside Business Operations, drive requirements and delivery across Salesforce CRM & CPQ, Service Cloud, billing systems, and related integrations, and bring a strong product mindset , user centricity, metrics ownership, and accountability , to everything we ship.

This role combines strategic product thinking with the hands-on depth of a senior business systems analyst. It sits at the centre of key programs including M&A integration, billing platform implementation, and customer experience transformation.

Responsibilities: Co-own the GTM systems roadmap with Business Operations , leading requirements gathering, prioritization, and backlog management across Salesforce (Sales Cloud, Revenue Cloud/CPQ, Service Cloud), billing systems, CLM, marketing automation, and integrations Serve as the primary liaison across the Global Field Organization (including Sales, Customer Success, and Customer Support), Marketing Ops, Finance, Legal, and Engineering , translating stakeholder needs into BRDs, user stories, and data mapping specifications Lead business analysis across all initiatives , projects, enhancements, and operational improvements , including current-state analysis, process mapping, gap identification, UAT, and acceptance criteria definition Drive delivery of complex programs such as M&A GTM integrations (cross-org data model alignment, Salesforce org consolidation, process unification, cutover planning) and Salesforce-to-billing system integration (usage metering, entitlements, invoicing, and revenue recognition) Own success metrics for all delivered initiatives , define KPIs, track adoption, data quality, and system performance, and hold accountability for outcomes

Who You Are: 8+ years of experience as a Product Manager, Senior Business Systems Analyst, or equivalent owning GTM or revenue operations systems at a high-growth B2B company Deep experience with Salesforce CRM and CPQ , lead-to-cash process design, quoting workflows, and approval structures , from a requirements and product ownership perspective Experience with Salesforce Service Cloud or equivalent customer support/experience platforms Strong business analysis skills: requirements gathering, process mapping, BRD/user story writing, UAT facilitation, and data mapping Demonstrated product mindset , user-centric systems design, metrics-driven decision making, and ownership over outcomes Proven ability to manage complex, cross-functional backlogs, balance competing priorities, and make clear prioritization decisions Strong business acumen , GTM and Field Operations metrics (pipeline, ARR, NRR, CSAT, time-to-resolution) and ability to connect systems decisions to commercial outcomes Excellent communication skills , requirements writing, stakeholder workshops, and roadmap communication to leadership Experience working in Agile/Scrum environments with engineering teams

Preferred: Experience with Salesforce org consolidation in an M&A context , data model reconciliation, field mapping, process and automation alignment, and cutover planning Experience with usage-based or consumption billing models and their downstream impact on quoting, contracts, entitlements, and invoicing Experience building internal platforms or tools from 0 to 1 , defining problem space, designing solutions, and driving adoption end-to-end Familiarity with adjacent GTM systems: CLM (DocuSign CLM, Ironclad), marketing automation (Marketo, HubSpot), ERP (NetSuite), tax platforms (Avalara), and middleware (MuleSoft, Boomi) Experience in compliance-driven environments , SOX, SOC 2, or similar Salesforce certifications (Administrator, Business Analyst, CPQ Specialist, or similar)

Wondering if you’re a good fit? We believe in investing in our people, and value candidates who can bring their own diversified experiences to our teams , even if you aren’t a 100% skill or experience match. Here are a few qualities we’ve found compatible with our team. If some of this describes you, we’d love to talk. You love owning GTM systems and translating business needs into scalable solutions You’re curious about improving end-to-end commercial processes and system integrations You’re an expert in Salesforce CRM, CPQ, and GTM systems strategy

Why CoreWeave? At CoreWeave, we work hard, have fun, and move fast! We’re in an exciting stage of hyper-growth that you will not want to miss out on. We’re not afraid of a little chaos, and we’re constantly learning. Our team cares deeply about how we build our product and how we work together, which is represented through our core values: Be Curious at Your Core, Act Like an Owner, Empower Employees, Deliver Best-in-Class Client Experiences, Achieve More Together. We support and encourage an entrepreneurial outlook and independent thinking. We foster an environment that encourages collaboration and enables the development of innovative solutions to complex problems. As we get set for takeoff, the organization’s growth opportunities are constantly expanding. You will be surrounded by some of the best talent in the industry, who will want to learn from you, too. Come join us!

The base salary range for this role is $165,000 to $242,000. The starting salary will be determined based on job-related knowledge, skills, experience, and market location. We strive for both market alignment and internal equity when determining compensation. In addition to base salary, our total rewards package includes a discretionary bonus, equity awards, and a comprehensive benefits program (all based on eligibility).

What We Offer The range we’ve posted represents the typical compensation range for this role. To determine actual compensation, we review the market rate for each candidate which can include a variety of factors. These include qualifications, experience, interview performance, and location. In addition to a competitive salary, we offer a variety of benefits to support your needs, including: Medical, dental, and vision insurance 100% paid for by CoreWeave Company-paid Life Insurance Voluntary supplemental life insurance Short and long-term disability insurance Flexible Spending Account Health Savings Account Tuition Reimbursement Ability to Participate in Employee Stock Purchase Program (ESPP) Mental Wellness Benefits through Spring Health Family-Forming support provided by Carrot Paid Parental Leave Flexible, full-service childcare support with Kinside 401(k) with a generous employer match Flexible PTO Catered lunch each day in our office and data center locations A casual work environment A work culture focused on innovative disruption

Our Workplace While we prioritize a hybrid work environment, remote work may be considered for candidates located more than 30 miles from an office, based on role requirements for specialized skill sets. New hires will be invited to attend onboarding at one of our hubs within their first month. Teams also gather quarterly to support collaboration and team-building activities.

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This role involves deep ownership of CPQ workflows as well as broader platform architecture and integrations with finance and GTM systems. You will partner cross-functionally with GTM, Finance, and IT leadership to deliver scalable, reliable solutions that support CoreWeave's continued growth.

Key responsibilities include:

• Designing and implementing Salesforce solutions that meet business requirements
• Collaborating with cross-functional teams to deliver high-impact initiatives
• Owning and improving CPQ workflows and platform architecture
• Integrating with finance and GTM systems

The ideal candidate will have:

• 8+ years of Salesforce engineering and development experience
• Hands-on expertise with Salesforce Sales Cloud and platform technologies
• Experience implementing Salesforce Revenue Cloud / CPQ
• Proven experience building Salesforce integrations using REST/SOAP APIs and middleware
• Strong understanding of quote-to-cash processes
• Experience supporting marketing and revenue operations use cases

Preferred qualifications include:

• Salesforce certifications
• Experience with M&A GTM system integrations
• Direct experience integrating Salesforce with usage-based billing platforms
• Experience working in regulated environments
• Experience building or integrating AI/LLM-powered automations within Salesforce or GTM systems

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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
• Optimise 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
• Have a collaborative mindset and enjoy solving complex problems through cross-functional partnership

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

Requirements:

• Strong communication skills
• Business partnership (experience working with Sales teams)
• Deep operational experiences
• Systems and process optimisation
• Capable of building new AI-powered workflows

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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Responsibilities:

• Work hard to bring on new clients within the SMB sector through various prospecting methods and support from the SMB SDR team who will be scheduling you with demos as well.
• Manage the entire sales process, with support from your leadership team, from initial contact through to closing, including assessment of client needs, presentation of products and services, and finalization of sales.
• Conduct demonstrations of the platform and leverage a number of proof of concepts, such as trials & data enrichment reviews, to help provide the evidence needed for these prospects to come onboard as a client.
• Engage clients throughout the sales cycle to ensure alignment and understanding of their needs and business objectives.
• Conduct negotiations with prospects and clients to finalize sales in a way that meets both customer satisfaction and company revenue targets.
• Utilize effective negotiation techniques to secure favorable terms and maximize business outcomes.
• Maintain accurate records of all sales activities including demo dispositions, opportunity creation, and stage progression within the CRM system.
• Ensure the CRM database is up-to-date and reflective of all client interactions and sales transactions.
• Utilize Configure, Price, Quote (CPQ) software to accurately quote prices and configurations for products and services tailored to meet client specifications.
• Ensure quotes are generated efficiently and align with internal guidelines and customer requirements.
• Conduct regular sales forecasting to predict revenue streams and adjust sales strategies accordingly.
• Utilize forecasting tools to manage and anticipate sales volumes, helping to inform business decisions and operational planning.

Requirements:

• 1+ years of experience in a closing role, ideally one that is high volume & velocity with a track record of exceeding your monthly quota
• Skilled at overcoming objections and closing deals quickly, utilizing persuasive communication and effective sales strategies
• 1+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in the SMB market
• Demonstrated ability to manage sales processes with an Average Selling Price (ASP) of less than $20,000 and sales cycles shorter than 2 weeks
• Strong focus on rapid acquisition of new clients and driving immediate revenue growth, demonstrating urgency and efficiency in client engagement.
• Ability to close transactions swiftly to meet the dynamic needs of the SMB sector
• Ability to handle straightforward negotiations, focusing primarily on pricing and terms to secure profitable deals while maintaining customer satisfaction
• Strong interpersonal skills to foster loyalty and retention, ensuring a high level of client service and support
• Competency in using CRM and CPQ tools to track sales activities and configure pricing accurately
• Ability to analyze sales data and market trends to adjust strategies and improve performance
• Eagerness to continuously improve through feedback and professional development opportunities
• Quick learner with the ability to adapt to new challenges and changes in the business environment

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Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organisations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. 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.

We are looking for a Senior Salesforce Product Analyst to join the TDI team and help scale our internal systems with a focus on security and reliability. You will leverage your deep knowledge of CPQ and Sales Cloud, covering everything from provisioning to case management, to partner with GTM teams and uncover data-driven efficiencies. In this role, your work will bridge the gap between business needs and technical solutions to drive operational success.

Key Responsibilities

Requirements Gathering and Analysis:

• Work closely with business stakeholders to understand their requirements and challenges, translating them into detailed and actionable user stories.
• Conduct thorough analysis of existing processes and systems to identify opportunities for improvement.

Salesforce CPQ Configuration:

• Leverage your expertise in Salesforce CPQ to implement solutions that align with business needs. This includes product and price rule configuration, and advanced approvals.

Solution Design and Implementation:

• Collaborate with developers and administrators to design and implement enhancements and customisations.
• Deliver Salesforce CPQ and Salesforce.com platform updates as a core member of a team responsible for the design, development, testing, and release of enhancements and strategic projects.

Stakeholder Collaboration:

• Partner with different functions such as Deal Desk, Partner Ops, Order Management, Pricing and Packaging, and Sales Ops to design, implement, and enhance the CPQ platform for Direct and Channel Sales teams.

Data Management and Reporting:

• Ensure the integrity and accuracy of Salesforce data through effective data management practices.
• Create and maintain reports and dashboards to provide insights into key performance metrics and support decision-making.

System Integrations:

• Collaborate with technical teams to design and implement integrations between Salesforce and other systems within the organisation.
• Ensure seamless data flow and interoperability between Salesforce and external applications.

Quality Assurance and Testing:

• Develop and execute comprehensive test plans to validate the functionality and performance of Salesforce solutions.
• Collaborate with QA teams to address and resolve any issues identified during testing.

Security and Compliance:

• Ensure that Salesforce solutions adhere to organisational security policies and industry regulations.

Documentation:

• User Journey & Documentation: Author and maintain end-to-end User Journey Maps. You will update system documentation to reflect AI-driven automations and 'Human-in-the-loop' decision points.
• Ensure that technical and user documentation is accessible and easily understandable.

Qualifications & Requirements

Technical Expertise

• Salesforce Mastery: 5+ years of hands-on experience as a Business Analyst or Implementation Consultant specialising in Salesforce Sales Cloud and CPQ.
• System Architecture: Proven experience with Salesforce integrations, specifically connecting CRM platforms with product-led systems and cross-functional tools.
• Lifecycle Management: Demonstrated ability to own the end-to-end delivery lifecycle, from initial conception and configuration through to launch and post-deployment support.
• Certifications: Salesforce Certified Administrator, Sales Cloud Consultant, or CPQ Specialist credentials are highly preferred.

Strategic & Analytical Skills

• Process Innovation: A strong problem-solving mindset focused on continuous process improvement and operational efficiency.
• AI-Driven Analysis: Solid understanding of AI solutions and their application in enhancing analytical workflows and data insights.
• Critical Thinking: Ability to translate complex business requirements into scalable, high-quality technical solutions.

Leadership & Collaboration

• Cross-Functional Partnership: Proven track record of collaborating with diverse business teams and stakeholders to align goals.
• Global Collaboration & Ownership: Demonstrated strong ownership and the ability to communicate effectively and collaborate seamlessly with cross-functional, global teams and stakeholders.
• Proactive Ownership: A self-starter who takes initiative to find solutions independently and consistently delivers accurate, timely results.

#LI-Hybrid #LI-JB2 P24732_3364836

Below is the annual salary range for candidates located in Poland. Your actual salary will depend on factors such as your skills, qualifications, and experience. In addition, Okta offers equity (where applicable), bonus, and comprehensive healthcare coverage and financial benefits including paid time off and parental leave in accordance with our applicable plans and policies. To learn more about our Total Rewards program, please visit: https://rewards.okta.com/pol. The annual base salary range for this position for candidates located in Poland is between:165 000 zł-242 000 zł PLN

The Okta Experience

• Supporting Your Well-Being
• Driving Social Impact
• Developing Talent and Fostering Connection + Community

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

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The SMB Account Executive is focused on the SMB (small businesses with employee count of 10-99) sector and will support our growth by executing on high-volume and high-velocity sales to good fit SMBs. This role is designed for an enthusiastic, organized and proactive sales professional who thrives in a dynamic environment.

Your leadership team will support your success through coaching, team-selling and strategic decision making but you will be counted on to leverage your expertise to strategically build and nurture relationships, crafting tailored solutions that align closely with customer needs.

This is a hybrid role, working a minimum of three days per week from one of our US office locations.

Top notch tech stack Market leading product offering (check out our long list of G2 awards) ERG (Employee Resource Groups) to foster a diverse, inclusive workplace Benefits to Help You Thrive Comprehensive Medical, Dental, Vision Eligibility for Future Equity Awards 401k Matching (50% of the first 7% of your contribution) 12 weeks Parental Leave for primary caregivers, 4 weeks for secondary caregivers Family forming benefits up to $20k, plus discounts on a Care.com membership Virgin Pulse Wellness Program Optional add ons such as pet insurance, legal service support, and more! The US base salary range for this position is $50,820.00 - $79,860.00 + variable compensation + benefits

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In this role, you will serve as a guardian of our codebase through implementation, rigorous peer reviews, automated testing, and comprehensive deployment support, ensuring the architectural integrity of our environments.

Key Responsibilities:

Technical Implementation: Lead the translation of user stories into robust, scalable technical designs. Responsible for the end-to-end execution of features, ensuring alignment with organisational standards.

Solution Design and Architecture: Architect and design secure, scalable solutions by translating complex business requirements into technical specifications and solution designs that leverage the Salesforce platform, particularly within the Sales and CPQ domains.

Quality Assurance and Testing: Ensure 100% unit test coverage for all new logic. Build and maintain an automated test regression suite to minimise manual overhead and proactively identify regressions.

Code and Peer Mentorship: Conduct thorough Pull Request (PR) reviews, providing constructive feedback to junior and mid-level developers to maintain code quality and consistency.

Deployment and Release Support: Manage the deployment cycle, including documenting all changes, securing necessary Jira approvals, resolving environment-specific test issues, and performing final validation in Production.

Global Collaboration & Ownership: Demonstrated strong ownership and the ability to communicate effectively and collaborate seamlessly with cross-functional, global teams and stakeholders.

Required Qualifications:

Salesforce Development Expertise (5+ years): Proven proficiency in Salesforce development, including Apex, Process/Flow Automations, and Lightning Web Components (LWC).

Software Development Acumen (3+ years): Strong background in general software engineering principles, with significant experience in Java, Python, or JavaScript.

Domain Specific Knowledge: In-depth knowledge and practical experience within Sales Cloud and Configure, Price, Quote (CPQ) domains are essential.

Advanced AI Agent Frameworks & Data Processing: Expertise in modern AI agent or agentforce frameworks, orchestration techniques, Retrieval-Augmented Generation (RAG) pipelines, and advanced vector search methodologies.

CI/CD Pipeline Proficiency: Hands-on experience with continuous integration and continuous deployment (CI/CD) pipelines, specifically utilising Jenkins and Salesforce DX (SFDX) for efficient development and release.

Secure Salesforce Solution Development: Deep understanding and practical application of Salesforce security features, adherence to data privacy regulations, and implementation of best practices for secure solution development.

Communication, & Problem-Solving: Possesses excellent communication and robust problem-solving abilities. Capable of independently driving technical direction, mentoring team members, fostering collaboration, and effectively managing all project aspects.

Preferred Qualifications (Extra Credit):

Salesforce certifications, such as Platform Developer I/II, CPQ Administrator, Application Architect, or Technical Architect.

Experience designing or implementing advanced Salesforce DevOps practices.

Previous work in a high-growth, SaaS, fast-paced technology company.

The annual base salary range for this position for candidates located in Poland is between 225 000 zł-330 000 zł PLN.

Okta offers equity (where applicable), bonus, and comprehensive healthcare coverage and financial benefits including paid time off and parental leave in accordance with our applicable plans and policies.

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This position requires a sophisticated blend of strategic account management, deep industry expertise, and exceptional sales acumen underpinned by a strong proficiency in MEDDIC sales principles.

You will proactively source new opportunities, both through high-quality inbound leads and self-initiated outreach.

You will also develop and maintain detailed account plans that reflect a thorough understanding of your clients' business challenges and strategic goals, enabling tailored solutions that deliver significant value.

Additionally, your role will demand accurate sales forecasting, leveraging advanced analytical skills to predict and manage sales outcomes effectively.

Through your expert management of complex sales cycles and stakeholder relationships, you will ensure sustained revenue growth and long-term partnership success.

Key responsibilities include:

• Supporting the end-to-end sales process, from initial engagement through to deal closure, with a focus on long-term value creation for both the client and the company.

• Developing detailed, actionable account plans that align with broader business strategies, ensuring a deep understanding of the client's business landscape, challenges, and objectives.

• Conducting high-level negotiations involving complex deal structures, often coordinating with legal, procurement, and executive teams from both sides.

• Strategically managing all aspects of the deal process, balancing client needs with business objectives to reach beneficial agreements.

• Navigating complex organizational hierarchies to engage with and align multiple stakeholders, ensuring consensus and fostering strong business relationships.

• Utilizing exceptional communication skills to manage expectations and cultivate trust across diverse groups, including C-suite executives.

• Working closely with Solutions Consultants (SCs), data services teams, and other internal groups to deliver comprehensive, cohesive proposals that effectively address client needs and lead cross-functional teams in a collaborative sales approach, ensuring all team members are aligned and contributing effectively towards the sales goals.

• Utilizing advanced CRM tools to manage sales activities, ensuring accurate data capture for demo dispositions, opportunity creation, and stage progression and CRM insights to effectively track, analyze, and report on sales pipeline health, ensuring accurate forecasting and strategic decision-making.

• Demonstrating proficiency in using CPQ tools to quickly and accurately configure solutions tailored to complex client requirements and ensure all proposals are compliant with company policies and profit margins, while meeting the bespoke needs of enterprise clients.

• Collaborating effectively with legal and procurement departments to ensure all contractual terms meet compliance and risk management standards and facilitate a smooth negotiation process by preemptively addressing potential legal and financial hurdles.

• Delivering precise sales forecasts by analyzing trends within the sales cycle, market conditions, and historical data and use forecasting to inform strategic planning, resource allocation, and performance metrics, enhancing overall sales effectiveness.

The ideal candidate will have:

• 5+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in similar markets.

• Proven track record in enterprise-level sales, with extensive experience managing six-figure transactions in organizations with 1,000+ employees.

• Expertise in the MEDDIC sales methodology and strategic account management.

• Strong capability in high-level negotiations and interacting with C-suite executives.

• Exceptional relationship management skills, with a history of establishing and maintaining senior executive relationships.

• Strong analytical skills for effective forecasting and decision-making.

• Excellent communication and presentation skills, capable of delivering complex solutions in a clear and persuasive manner.

This is a hybrid role, working a minimum of three days per week from one of our US offices.

The US base salary range for this position is $101,500.00 to $135,000.00 + variable compensation + benefits.

Actual compensation offered will be based on factors such as the candidate's work location, qualifications, skills, experience and/or training.

Your recruiter can share more information about the specific salary range for your desired work location during the hiring process.

At ZoomInfo, we offer comprehensive benefits and holistic mind, body, and lifestyle programs designed for overall well-being.

Learn more about ZoomInfo benefits here.

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As an Enterprise New Business Account Executive, you will play a pivotal role in driving our strategic growth by targeting and securing high-value business opportunities within large-scale enterprises. This position requires a sophisticated blend of strategic account management, deep industry expertise, and exceptional sales acumen underpinned by a strong proficiency in MEDDIC sales principles.

You'll proactively source new opportunities, both through high-quality inbound leads and self-initiated outreach. You'll also develop and maintain detailed account plans that reflect a thorough understanding of your clients' business challenges and strategic goals, enabling tailored solutions that deliver significant value.

Additionally, your role will demand accurate sales forecasting, leveraging advanced analytical skills to predict and manage sales outcomes effectively. Through your expert management of complex sales cycles and stakeholder relationships, you will ensure sustained revenue growth and long-term partnership success.

Key Responsibilities:

• Support the end-to-end sales process, from initial engagement through to deal closure, with a focus on long-term value creation for both the client and the company.

• Develop detailed, actionable account plans that align with broader business strategies, ensuring a deep understanding of the client's business landscape, challenges, and objectives.

• Conduct high-level negotiations involving complex deal structures, often coordinating with legal, procurement, and executive teams from both sides.

• Strategically manage all aspects of the deal process, balancing client needs with business objectives to reach beneficial agreements.

• Navigate complex organizational hierarchies to engage with and align multiple stakeholders, ensuring consensus and fostering strong business relationships.

• Utilize exceptional communication skills to manage expectations and cultivate trust across diverse groups, including C-suite executives.

• Work closely with Solutions Consultants (SCs), data services teams, and other internal groups to deliver comprehensive, cohesive proposals that effectively address client needs and lead cross-functional teams in a collaborative sales approach, ensuring all team members are aligned and contributing effectively towards the sales goals.

• Utilize advanced CRM tools to manage sales activities, ensuring accurate data capture for demo dispositions, opportunity creation, and stage progression and CRM insights to effectively track, analyze, and report on sales pipeline health, ensuring accurate forecasting and strategic decision-making.

• Demonstrate proficiency in using CPQ tools to quickly and accurately configure solutions tailored to complex client requirements and ensure all proposals are compliant with company policies and profit margins, while meeting the bespoke needs of enterprise clients.

• Collaborate effectively with legal and procurement departments to ensure all contractual terms meet compliance and risk management standards and facilitate a smooth negotiation process by preemptively addressing potential legal and financial hurdles.

• Deliver precise sales forecasts by analyzing trends within the sales cycle, market conditions, and historical data and use forecasting to inform strategic planning, resource allocation, and performance metrics, enhancing overall sales effectiveness.

Requirements:

• 5+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in similar markets.

• Proven track record in enterprise-level sales, with extensive experience managing six-figure transactions in organizations with 1,000+ employees.

• Expertise in the MEDDIC sales methodology and strategic account management.

• Strong capability in high-level negotiations and interacting with C-suite executives.

• Exceptional relationship management skills, with a history of establishing and maintaining senior executive relationships.

• Strong analytical skills for effective forecasting and decision-making.

• Excellent communication and presentation skills, capable of delivering complex solutions in a clear and persuasive manner.

This is a hybrid role, working a minimum of three days per week from one of our US offices. The US base salary range for this position is $101,500.00 to $135,000.00 + variable compensation + benefits. Actual compensation offered will be based on factors such as the candidate's work location, qualifications, skills, experience, and/or training.

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This platform is the source of truth for the entire quote-to-cash lifecycle,responsible for high-throughput metering, complex real-time rating, and the generation of clear, accurate invoices that reinforce customer trust.

As a Staff Product Manager, you'll bring and develop:

• Master Commerce Domains: Leverage deep expertise in catalog management, subscriptions, billing, invoicing, revenue recognition, and tax compliance to build robust, scalable financial systems.

• Define Platform Strategy: Architect the roadmap for a 'commerce-as-a-service' model by developing primitives (metering, rating, and entitlement APIs) that enable internal teams to launch products with minimal bespoke engineering.

• Enable Internal Tenants: Treat Twilio's internal product and operations teams as primary customers by designing the self-service tools, SDKs, and documentation necessary for independent onboarding to the platform.

• Ensure Usage Fidelity: Own the 'event-to-invoice' data lifecycle by architecting systems that transform high-volume usage data into transparent invoices, ensuring rating logic is perfectly mirrored in customer dashboards.

• Productize Compliance: Partner with Finance, Compliance, and Accounting to build automated revenue recognition and geography-aware tax hooks into the platform core to ensure every transaction is audit-ready by default.

• Champion Accuracy & Trust: Drive platform initiatives that provide customers with granular visibility into their usage, reducing billing inquiries and fostering long-term trust through financial integrity.

• Bridge Cross-Functional Gaps: Act as the strategic link between Engineering, Finance, and GTM by translating complex financial requirements into scalable technical specifications and communicating platform guardrails early.

• Integrate AI Capabilities: Embed AI into the commerce platform, such as billing optimization, anomaly detection, rating logic, and automating internal administrative and reporting activities.

• Lead Forensic Discovery: Conduct deep-dive investigations into the most complex parts of the commerce lifecycle, untangling legacy systems and technical debt to provide the organization with clear paths forward.

• Embed Data-Driven Decisioning: Drive system reliability and business outcomes by using analytics to guide prioritization and fostering a culture of continuous experimentation and learning.

• Technical Mentorship: While an individual contributor role, you will 'raise the bar' for the PM org, mentoring PMs on technical product discovery, tracking communication and execution.

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You will be responsible for driving project excellence across our QTC technology initiatives, including quote-to-order systems, billing platforms, revenue recognition systems, and collections management, ensuring alignment with business objectives and maintaining visibility into project health and outcomes. This is a critical role that will directly impact our ability to build scalable QTC infrastructure that supports Anthropic's rapid growth and mission to create safe AI.

Responsibilities:

• QTC Portfolio Management: Own end-to-end management of the Quote to Cash Systems project portfolio, including quote-to-order implementations, billing platform transformations, revenue recognition system upgrades, and collections automation projects

• Revenue Operations Excellence: Develop and implement comprehensive governance frameworks for QTC project management, including standardized processes for system integrations, process optimization, stakeholder alignment, and delivery excellence across the revenue lifecycle

• QTC Program Coordination: Establish robust reporting and monitoring mechanisms for complex QTC program execution spanning quote management systems, billing engines, ERP integrations, and downstream financial reporting systems

• Risk & Delivery Management: Proactively identify, assess, and mitigate QTC-specific program risks including delivery delays, integration challenges, stakeholder misalignment, and business continuity concerns, developing contingency plans and escalation procedures

• Cross-Functional QTC Leadership: Lead collaboration with Sales Operations, Revenue Accounting, Customer Support, Legal, and Engineering teams to ensure seamless program alignment and successful delivery across the entire QTC transformation portfolio

• QTC Change Management: Design and execute comprehensive change management strategies for QTC transformations, ensuring smooth adoption across sales teams, billing operations, and revenue accounting processes throughout the organization

• QTC Strategic Roadmap: Partner with the Head of Finance Systems to align QTC program priorities with revenue growth strategy, enterprise sales enablement, and public company readiness requirements

You may be a good fit if you:

• Have 10+ years of experience in program management, PMO leadership, or QTC transformation roles, with strong understanding of quote to cash processes and systems

• Have extensive experience managing complex QTC technology programs including quote management, billing platforms, revenue recognition systems, and cross-system integrations

• Possess strong analytical and program management skills with deep understanding of QTC metrics, process optimization, and stakeholder alignment across revenue operations

• Are skilled at building and maintaining relationships with QTC stakeholders including Sales Operations, Revenue teams, Customer Support, and Billing Operations at all levels of an organization

• Have experience designing and implementing program governance frameworks in fast-paced, high-growth environments with complex revenue models and multi-system architectures

• Are proficient in program management methodologies and tools, with solid knowledge of QTC best practices and revenue operations frameworks

• Have excellent communication and presentation skills, with the ability to convey complex program information to both technical teams and business stakeholders including sales and finance leadership

• Demonstrate strong problem-solving abilities in managing QTC domain challenges and can navigate complex integrations while maintaining focus on delivery excellence and business outcomes

• Are passionate about building scalable program management processes that support rapid revenue growth and enterprise transformation initiatives

Strong candidates may have:

• Experience in QTC program leadership across multiple systems implementations (CPQ, billing platforms, revenue recognition tools)

• Background in revenue operations, sales operations, or billing operations with hands-on understanding of QTC process challenges and optimization opportunities

• Knowledge of QTC processes including opportunity management, quote-to-order workflows, billing automation, payment processing, revenue recognition, and collections from a program oversight perspective

• Experience working in high-growth technology companies managing complex transformations with subscription models, usage-based pricing, and multi-system integrations

The annual compensation range for this role is $205,000-$265,000 USD.

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As a Finance Systems Engineer, you will work at the intersection of software engineering and finance, building and configuring the tools that allow our Accounting, Revenue Operations, and Order Management teams to operate efficiently, accurately, and in compliance with SOX and ASC 606 requirements.

The first thing you will inherit is our homegrown ledger application and the integrations that connect it to Workday, NetSuite, Zuora, Stripe, Tesorio, and Salesforce. From there, you will help us build the next generation of Finance tooling: self-serve workflows, automated reconciliation, and the operational surfaces that let Finance move at the speed the business demands.

If you thrive in fast-paced environments and enjoy building scalable financial infrastructure from the ground up, come join us in our mission to build safe, transformative AI.

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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.

About the Team

OpenAI Finance ensures the organization is positioned for long-term success as we pursue our mission.

The Order to Cash (OTC) team oversees the complete flow of commercial transactions from order intake and provisioning through billing, collections, and cash application — ensuring accuracy, compliance, and operational excellence in support of OpenAI’s mission to ensure artificial general intelligence benefits all of humanity.

About the Role

We are looking for a strategic and hands-on operator to support and help scale the processes and systems of our Order Management and Billing Operations function. This role is responsible for operating the end-to-end order-to-invoice lifecycle, ensuring that contract, provisioning, and pricing data flow seamlessly through our systems to produce accurate, timely, and audit-ready billing. You will help define and execute our operating model, partner closely across Revenue Systems, Engineering, and GTM teams, and help build the operational backbone that will support the next phase of OpenAI’s scale and evolution.

You’ll blend operational execution with process design, cross-functional collaboration, and system optimization—critical for scaling our OTC function to support rapid growth and global operations.

This role is based in San Francisco, CA. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

In this role, you will:

• Own end to end operational readiness for new monetization launches including testing, reconciliation, invoicing integrity, go live execution, and post launch hypercare.

• Scale work through BPO and offshore teams, including workflow design, SOP development, training enablement, and quality controls to ensure consistent and accurate execution in the Order Management and Billing process.

• Embed AI and automation directly into Order Management and Billing workflows to reduce rework, eliminate manual intervention, and proactively identify discrepancies before they become billing or revenue impacting issues.

• Partner cross-functionally with Revenue Systems, Product, Engineering, GTM, Legal, and Deal Desk to ensure quoting, configuration, provisioning, billing, and ERP stay aligned and integrated as new products and pricing models launch.

• Build and enforce controls and segregation of duties, ensuring documentation, approvals, reconciliations, and exception handling are clear, repeatable, and audit ready.

• Ensure data completeness and accuracy during month end close by validating that all order, pricing, billing, and usage information is fully captured and reconciled before flowing into revenue systems.

• Establish KPIs and performance dashboards that measure billing accuracy, cycle times, automation rates, customer escalations, and overall operational throughput to guide decision-making and prioritization.

• Develop and maintain operational documentation (SOPs, playbooks, runbooks, training pathways) to support consistent execution and team scalability.

You might thrive in this role if you have:

• 7+ years of experience across Order-to-Cash, Order Management, and Billing Operations within a SaaS, enterprise software, or high-growth technology environment.

• In-depth knowledge of SaaS billing models, including subscription, usage-based, and hybrid structures.

• Hands-on experience with CPQ, ERP, and billing platforms (e.g., Salesforce, Oracle Fusion, NetSuite, Stripe, Metronome).

• Exceptional communication skills, capable of cross-functional collaboration and efficient resolution of customer issues.

• High detail orientation and a data-driven mindset, skilled in analyzing complex billing scenarios and driving continuous process enhancements.

• A strong understanding of month-end close, reconciliations, and SOX compliance frameworks.

• Demonstrated success driving automation initiatives and system implementations across the OTC cycle.

• Strong problem-solving abilities with a proactive approach.

• Experience thriving in dynamic environments and demonstrating the ability to navigate ambiguity, solve complex problems, and manage timelines effectively in a fast-paced, ever-evolving setting.

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The IT Director – Sales and Customer Experience (ITBP) is the accountable leader for a dedicated delivery team serving Sales, Customer Experience, and Revenue Operations. This role serves as the single point of accountability between functional leadership and IT, ensuring the delivery of scalable, secure, and value-driven Salesforce and CX solutions aligned with revenue growth and service excellence.

How You Make an Impact

• Owns and manages the end-to-end Sales & Customer Experience Delivery Team with full accountability for outcomes and value realization.
• Accountable for what gets built and why, with engineering best practices.
• Act as senior IT partner to Sales and CX leadership, aligning technology investments to revenue growth, distributor performance, and service-level objectives.
• Translate strategy into a sequenced roadmap across Sales Cloud, Service Cloud, Manufacturing Cloud, Commerce Cloud (B2B), Experience Cloud, CPQ, Salesforce AI, Data Cloud, CRM Analytics, and power BI reporting.
• Lead and develop a high-performing team of analysts and program managers, establishing clear goals, performance metrics, and development plans.
• Define and govern end-to-end lead-to-Loyalty and B2B customer lifecycle enablement, including CPQ, CLM, DocuSign, Adobe, and digital commerce capabilities.
• Oversee Voice of Customer (VoC) program delivery leveraging Qualtrics to capture, analyze, and operationalize feedback from distributors, retailers, and business partners.
• Define and govern non-functional requirements, including scalability, resilience, performance, security, and data integrity across the Salesforce and CX ecosystem.
• Drive automation, AI enablement, platform optimization, and continuous improvement to enhance efficiency and reduce technical debt.
• Collaborate cross-functionally to prioritize initiatives, align capacity, and ensure measurable value realization.
• Partner with IT Operations to ensure successful transition to run-state support with defined SLAs, monitoring, and sustainability standards.

Functional Financial Accountability and Budget Management

Accountable for the financial and operational performance of the Sales & CX technology portfolio, managing fixed platform costs and variable investment spend aligned to OGSM commitments. Ensures disciplined prioritization, transparent executive reporting, cost forecasting, and sustainable cost-to-serve while balancing innovation with long-term platform health.

What You Bring to the Role

• 12–15+ years leading enterprise CRM and customer experience delivery functions.
• Deep experience across the Salesforce ecosystem, including Sales, Service, Manufacturing, Commerce (B2B), Experience Cloud, CPQ, Marketing Cloud, Data Cloud, CRM Analytics, Salesforce AI, and related integrations.
• Experience integrating Salesforce with ERP systems (SAP preferred), marketing technologies, analytics platforms, and contract lifecycle solutions.
• Strong financial acumen with accountability for multi-million-dollar functional IT budgets.
• Executive-level stakeholder engagement and cross-functional influence capability.
• Bachelor’s degree required; MBA preferred.

Competencies Desired

• Enterprise-level strategic thinking with executive presence and the ability to translate complex commercial and technical concepts into compelling business narratives.
• Strong understanding of B2B customer journeys, distributor ecosystems, and service-level requirements.
• Customer-centric orientation with influence in highly matrixed organizations.
• Proactive problem-solving mindset focused on efficiency, automation, and scalable design.
• Advanced analytical leadership with strong data visualization and narrative development expertise.
• Excellent communication skills for complex stakeholder management and executive alignment.
• Proven ability to manage multiple strategic priorities while driving continuous improvement and measurable value realization.
• Talent leadership capability to build, coach, and mentor high-performing multidisciplinary delivery teams.

Working Conditions / Physical Requirements / Travel Requirements

Must be willing to support evening or weekend work during major releases, escalations, or critical business initiatives. Travel up to 10% domestic.

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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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Foster City, CA (Hybrid) In office M,W,F

Employment Type

Full time

Location Type

Hybrid

Department

GTMRevenue Operations

Compensation

• Compensation is determined based on career level, with the base salary for this role ranging from $95K – $120K • Offers Equity

Replit is seeking a Deal Desk Analyst to support our sales operations and ensure seamless deal execution. In this role, you'll be the operational backbone of our revenue team, managing complex deal structures, pricing approvals, and contract processes. You'll play a critical role in accelerating our sales cycle while maintaining deal quality and compliance standards that support our mission to democratize software creation.

What You'll Do

• Manage end-to-end deal desk operations including quote generation, pricing approvals, and contract reviews

• Partner with sales teams to structure complex deals for enterprise customers

• Maintain pricing integrity and ensure compliance with company policies and legal requirements

• Streamline deal approval workflows and reduce sales cycle friction through process optimization

• Collaborate with finance, legal, and product teams on non-standard deal terms and pricing exceptions

• Generate accurate sales forecasts and deal pipeline reports for leadership

• Create and maintain documentation for deal desk processes and pricing guidelines

• Support contract negotiations and amendments with cross-functional stakeholders

• Analyze deal performance metrics and identify opportunities for process improvements

• Train sales teams on deal desk tools, processes, and best practices

Required Skills & Experience

• 3+ years of experience in deal desk, sales operations, or revenue operations roles

• Understanding of SaaS pricing models, contract terms, and deal structuring

• Proficiency with CRM systems (Salesforce preferred) and CPQ (Configure, Price, Quote) tools

• Analytical skills with experience in Excel/Google Sheets and data analysis

• Strong attention to detail and ability to manage multiple complex deals simultaneously

• Effective communication skills to collaborate with sales, finance, legal, and product teams

• Experience with contract management and understanding of standard SaaS agreement terms

• Ability to work in a fast-paced environment and adapt to changing business needs

Bonus Qualifications

• Active Replit user with understanding of developer tools and coding platforms

• Experience at a high-growth SaaS company or developer-focused platform

• Background in finance, accounting, or business operations

• Familiarity with subscription billing models and usage-based pricing

• Experience with sales enablement and training programs

_This is a full-time role that can be held from our Foster City, CA office. The role has an in-office requirement of Monday, Wednesday, and Friday._

Full-Time Employee Benefits Include:

💰 Competitive Salary & 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

Want to learn more about what we are up to?

• Meet the Replit Agent

• Replit: Make an app for that

• Replit Blog

• Amjad TED Talk

Interviewing + Culture at Replit

• Operating Principles

• Reasons not to work at Replit

To achieve our mission of making programming more accessible around the world, we need our team to be representative of the world. We welcome your unique perspective and experiences in shaping this product. We encourage people from all kinds of backgrounds to apply, including and especially candidates from underrepresented and non-traditional backgrounds.

Compensation Range: $95K - $120K

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Location

San Francisco

Employment Type

Full time

Department

Finance

Compensation

• $216K – $240K • 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.

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.

About the Team

OpenAI Finance helps ensure the organization is set up for success in pursuit of its mission of ensuring that artificial general intelligence benefits all of humanity.

Within Finance, the Revenue Assurance and Strategy team partners with Product, Growth, Legal, Deal Desk, GTM, and Revenue Accounting to support scalable, audit-ready monetization. We focus on:

• Revenue Strategy: advising on product and pricing design, monetization models, and contract structuring to enable growth while aligning with ASC 606

• Revenue Assurance: ensuring revenue recognition conclusions are technically sound, consistently operationalized, and supported by documentation, controls, and system readiness

About the Role

We’re looking for a Technical Revenue Leader to own product and monetization advisory, support revenue recognition across our professional services portfolio, and drive scalable frameworks for revenue accounting as OpenAI’s products and commercial motions evolve.

Reporting to the Head of Technical Revenue, you will serve as a trusted advisor in high-ambiguity spaces where product design, pricing, contracting, and accounting intersect. You will help define the accounting posture and operational approach for new and changing revenue streams, and partner across teams to ensure we maintain strong controllership standards as we scale.

This role is based in San Francisco, CA. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

In this role, you will:

• Serve as the primary revenue advisor for new product launches, pricing changes, and evolving monetization models, establishing scalable ASC 606 positions where precedent does not yet exist.

• Translate technical conclusions into practical guardrails that influence product design, deal structure, and go-to-market strategy.

• Partner closely with Growth, GTM, StratFin, Legal, and Deal Desk to proactively embed revenue considerations into contract negotiations and product development.

• Draft and maintain technical accounting memos and policies to document positions on complex arrangements under ASC 606.

• Collaborate with Finance Systems and Engineering teams to drive automation initiatives for contract intake, SSP allocation, and revenue reporting.

• Define long-term priorities for revenue automation and improvements to processes and controls.

• Mentor and guide the technical revenue team, elevating the team’s ability to proactively influence product and contract decisions.

You might thrive in this role if you have:

• 10+ years of technical revenue accounting experience, with strong expertise in ASC 606 across SaaS, consumption-based, and professional services arrangements.

• Proven experience advising Product and GTM teams on pricing, monetization strategy, and revenue recognition implications — influencing deal and product design before launch.

• Demonstrated ability to bridge technical accounting conclusions with system implementation, ensuring revenue treatment is both GAAP-compliant and operationally scalable.

• Experience navigating emerging monetization models such as advertising revenue, hardware-enabled offerings, marketplaces/commerce platforms, or other multi-sided ecosystems is a strong plus.

• Deep contract review experience, including multi-element arrangements, milestone-based SOWs, credit/usage models, and complex enterprise agreements.

• Familiarity with order-to-cash workflows and revenue automation tools (e.g., Oracle Fusion, NetSuite ARM, RevPro, Salesforce CPQ), with a systems mindset toward scale.

• Strong executive communication skills, with the ability to translate complex accounting g

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Salesforce Engineer (GTM Systems)

Location

San Francisco

Employment Type

Full time

Department

Finance

Compensation

• $206K – $228K • Offers Equity

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

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

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

• 401(k) retirement plan with employer match

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

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

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

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

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

• Relocation support for eligible employees

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

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

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

About the team

OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this.

In pursuit of this mission, our Enterprise Platform team is responsible for equipping and enabling the Go To Market (GTM) as they seek to help customers learn how to leverage and deploy our highly capable AI products across their business. The team is made of Sales, Solutions, Customer Success, Support, Marketing, and Partnership professionals that work together to create valuable solutions that will help bring AI to as many users as possible.

About the role

Our GTM team exists to help customers understand the transformational potential of OpenAI’s models, and we believe our own systems should reflect that same intelligence. We’re looking for a talented Salesforce Engineer to partner with our Financial Engineering, Finance Platform Technology, and Order-Management teams. This is an execution-heavy, builder role: you’ll take scoped technical outcomes, like new order-capture objects, fulfillment triggers, tax & billing integrations, SKU and entitlement governance—and turn them into well-tested, production-ready Salesforce configurations and custom code.

While you’ll still touch with OpenAI’s CPQ deployment when needed, the primary charter of this role is order-management logic, platform health, and compliance-ready automations that keep deals flowing cleanly from Opportunity close through invoicing and revenue recognition

In this role, you'll:

• Build order-to-cash solutions in Salesforce: Develop order-capture objects, fulfillment triggers, financial approval workflows, and entitlement logic that move deals cleanly from opportunity close through invoicing and revenue recognition.

• Engineer integrations with finance and billing systems: Connect Salesforce to ERP, tax engines, billing platforms, CLM, and e-signature tools to keep data accurate and auditable across the entire revenue lifecycle.

• Implement scoped technical outcomes: Take detailed requirements from the opportunity to order pod’s Lead Technologist and translate them into production-ready flows, validation rules, Platform Events, and Apex code where needed for scale or performance.

• Test, troubleshoot, and document: Own QA for new builds, resolve production issues quickly, and maintain clear documentation aligned with Copado-driven change-management, SOX/SOC2 controls, and deployment best practices.

• Partner cross-functionally: Collaborate daily with FinEng, Fin Systems, Order Management, Sales Ops, Billing, and Legal Ops to ensure SKUs, pricebooks, and workflows stay accurate, compliant, and resilient as our product catalog and policies evolve.

You might thrive in this role if you have:

• Advanced Salesforce development (Apex, async patterns, APIs) and data model expertise across opportunity, quote, order, and billing domains.

• Proven experience designing and implementing robust integrations using REST, Platform Events, and data sync patterns between Salesforce and external systems.

• QTC & finance-system experience: Familiarity with CPQ and order-management objects, product catalog governance, consumption- vs subscription-based pricing, tax & billing integrations, and data reconciliation with downstream ERPs.

• Execution and quality focus: Proven ability to build, test, and deploy scoped solutions in a regulated, change-controlled environment—keeping integrations intact and documentation audit-ready.

Collaborative problem-solver: Strong cross-functional communication skills and a track record of partnering with finance and operations teams to design resilient revenue workflows at scale.

• (Nice-to-have) Salesforce certifications (Platform Developer I/II, Appl

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Location

San Francisco

Employment Type

Full time

Location Type

Hybrid

Department

Applied AI

Compensation

• $293K – $385K • Offers Equity

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

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

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

• 401(k) retirement plan with employer match

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

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

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

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

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

• Relocation support for eligible employees

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

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

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

About the Team

Within Applied Engineering, the Financial Engineering team ensures that our products are monetized effectively to accommodate customers' varying needs and scales. Collaborating closely with the GTM and Finance teams, we strive to tailor our billing stack to our evolving internal requirements.

About the role

We are looking for an Engineering Manager to build and operate the workflows to power quoting, tracking, and fulfillment for everything sold by OpenAI. We also build critical billing and invoicing capabilities (and partner closely on customer-facing billing experiences) to ensure financial integrity, auditability, and a seamless, transparent onboarding and billing journey for enterprise customers.

In this role you will:

• Lead and grow a team of engineers responsible for order management automation, focusing on reliability, correctness, and smooth customer onboarding.

• Own the architecture and roadmap for order data flows into downstream systems (e.g., internal provisioning services, billing/invoicing services, and revenue workflows).

• Build and operate resilient workflows and services that automate entitlements, provisioning, usage controls, SKU attribution, invoice generation/delivery, and revenue recognition—minimizing manual steps while maximizing correctness and traceability.

• Improve accuracy and timeliness of provisioning, billing, and invoicing—reducing manual intervention and operational load through automation, validation, and reconciliations.

• Establish strong operational practices (observability, alerting, runbooks, on-call) so systems remain healthy without constant human oversight.

• Partner deeply with Sales Operations, Finance, Accounting, Support, Product, Security, and Compliance to translate requirements into resilient, auditable workflows.

• Drive clarity across ambiguous problem spaces and evolving product offerings; create frameworks and abstractions that scale as OpenAI’s commercial footprint expands.

• Set high engineering standards via technical direction, design reviews, mentoring, and fostering a culture of ownership and continuous improvement.

• Bring strong leadership: teach and level up engineers, recruit and retain talent, manage stakeholders, and scope work to balance customer needs with realistic deliverables.

You might thrive in this role if you:

• Have 7+ years of professional software engineering experience, including 3+ years leading engineers or managing teams.

• Have experience integrating revenue platforms (e.g., CPQ, billing, invoicing, revenue recognition, entitlement systems).

• Have built or operated complex commerce / SaaS ordering systems.

• Are strong in systems design, data modeling, and building reliable distributed services and workflows.

• Have experience in domains where correctness, auditability, and reconciliation are essential (e.g., payments, ERP/finance systems, invoicing/revenue recognition).

• Can lead (or effectively partner on) customer-facing billing experiences with a focus on clarity, accessibility, and trust.

• Care deeply about operational excellence and building systems that are observable, predictable, and resilient.

• Communicate clearly, build trust, and lead with context rather than control; you’re energized by close cross-functional partnership.

Nice to Have

• Experience with large-scale SaaS billing or enterprise account provisioning; usage-based and/or seat-based pricing; invoice generation at scale.

• Familiarity with finance and revenue operations concepts (e.g., proration, credits/adjustments, revenue schedules).

• Exposure to common CRM/ERP and payment ecosystems (e.g., CPQ, invoicing, collections, payment processors), without reliance on any single vendor.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose technologies like artificial intelligence benefit all of humanity.

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What you'll do

Designing, analyzing, evaluating, and implementing Oracle CPQ solutions to support Sales and Materials business processes.

• Leading the integration of Oracle CPQ with CRM and ERP applications, ensuring seamless end-to-end business workflows.
• Configuring and developing custom solutions within Oracle CPQ/Big Machines to address unique business requirements.

What you need

• 4-5 years of hands-on experience with Oracle CPQ development and design.
• Deep understanding of CPQ architecture and best practices for scalable implementations.

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Als Teil unseres Teams begleitest du führende Unternehmen bei der Transformation ihrer Sales- und Serviceprozesse – von der strategischen Beratung bis zur Umsetzung integrierter SAP-Lösungen. Dein Fokus liegt auf durchgängigen End-to-End-Prozessen entlang der Customer Journey: von der Leadgenerierung über Angebots- und Auftragsmanagement bis hin zu After-Sales und Kundenbindung.

What you need

Um für deinen Weg als Senior Consultant gewappnet zu sein, hast du folgende Qualifikationen im Gepäck:

• Abgeschlossenes Studium sowie mindestens drei Jahre Berufserfahrung in der Beratung oder im Inhouse Consulting mit Schwerpunkt auf dem SAP CX Sales Portfolio
• Leidenschaft für Vertriebsprozesse und fundiertes Integrationswissen im Zusammenspiel mit SAP S/4HANA Sales
• Expertise in der Implementierung und Konfiguration der SAP Sales & Service Cloud (V1 & V2); Kenntnisse in SAP S/4HANA Sales, SAP CPQ (Configure, Price, Quote) sowie der Anwendung von SAP-Transformationstools wie Signavio oder SAP Cloud ALM sind von Vorteil

Why this matters

Bei MHP wächst du in einem innovativen und fördernden Umfeld kontinuierlich an deinen Aufgaben. Das macht uns zum perfekten Sparring-Partner für deine Karriere. Sowohl für fachlichen Input als auch berufliches Networking.

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