You'll own the health of your portfolio end-to-end: onboarding new partners, guiding them through platform migrations, surfacing insights that drive adoption and monetization, and partnering with Product, Engineering, and Customer Experience teams to improve the publisher experience at scale.

The publishers you work with are running real businesses on Megaphone. Your role is to help them grow by building trusted relationships, identifying opportunities, and ensuring they get lasting value from Spotify's podcast platform.

Responsibilities:

• Own a portfolio of enterprise podcast publishers and serve as their primary strategic and operational point of contact.
• Guide partners through onboarding, platform migrations, product launches, and new feature adoption.
• Build trusted relationships with publisher stakeholders and help them maximize the value of Spotify's podcast platform.
• Monitor account health, identify risks early, and develop proactive plans to improve adoption, retention, and overall partner success.
• Translate publisher feedback into actionable insights and partner closely with Product and Engineering teams to improve the platform experience.
• Develop and refine scalable onboarding, activation, and engagement programs that improve partner outcomes across markets.
• Collaborate with Sales, Customer Experience, Data, and other cross-functional teams to support revenue, growth, and adoption goals.
• Contribute to process improvements, documentation, operational excellence, and knowledge sharing across the organization.

Who You Are:

• You have 3+ years of experience in technical account management, customer success, partner management, or a similar client-facing role within a technology, SaaS, media, or digital platform environment.
• You are experienced in managing complex stakeholder relationships and can confidently navigate conversations with both business and technical audiences.
• You know how to build trust with partners, anticipate needs, and drive outcomes through proactive communication and problem-solving.
• You have a strong understanding of platform-based products and can quickly learn technical concepts and explain them clearly to non-technical audiences.
• You use data to inform decisions, identify trends, measure success, and guide strategic conversations with partners.
• You demonstrate strong judgment when balancing customer needs, business priorities, and escalation paths.
• You are comfortable working across multiple markets, time zones, and competing priorities in a fast-paced environment.
• You communicate clearly and effectively, whether in writing, presentations, or high-stakes conversations.
• You have experience working with podcast hosting, distribution, or monetization platforms such as Megaphone, Spotify for Podcasters, or similar products.
• You are familiar with digital audio advertising concepts, including dynamic ad insertion (DAI), DSPs, SSPs, or programmatic advertising.
• You have experience supporting partners within a scaled or tiered account management model.

Where You'll Be:

• This role is based in London.
• We offer you the flexibility to work where you work best! There will be some in-person meetings, but still allows for flexibility to work from home.

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The Manager, Technical Advertising Solutions will serve as the operational and technical lead for their regional team , driving quality, optimizing campaign delivery, and fostering strong partnerships with internal and external stakeholders. This role works in close coordination with our offshore support teams and reports to the Head of Global Advertising Solutions (Programmatic & Direct).

Responsibilities

• Lead and manage a regional team of troubleshooting and QA professionals focused on programmatic and direct advertising campaigns
• Partner with Product and Sales Training teams to support new product launches, identify skill gaps, and build scalable training programs and operational documentation.
• Work cross-functionally with Sales, Product, and Engineering teams to optimize digital advertising campaign delivery and resolve technical issues
• Partner with buyers and DSP partners to troubleshoot and resolve campaign delivery challenges
• Lead collaboration with global support teams to deliver high-quality campaign operations and consistent customer outcomes
• Own the regional ticket-based support workflow, maintaining quality and SLA standards across the team
• Drive structured QA processes and develop best practices for programmatic and direct ad campaign troubleshooting
• Serve as a regional escalation point for complex technical issues impacting ad delivery and campaign performance
• Identify recurring campaign and platform issues and partner with Product, Engineering, and Ad Product Quality teams to drive long-term solutions.

Requirements

• 5+ years of experience in digital advertising, including 3+ years working with programmatic advertising solutions
• Experience leading, coaching, and developing high-performing technical or operational teams; experience partnering with globally distributed support teams is a plus
• Experience in Ad Operations at a Publisher, SSP, and/or DSP , DSP experience is a strong plus
• Experience building strong cross-functional relationships across go-to-market teams such as Sales and Customer Success
• Strong technical knowledge of the digital ads ecosystem, including ad serving, programmatic buying, campaign delivery, and measurement
• Experience working on a ticket-based support or operations system
• Customer service or client-facing experience, with a track record of managing stakeholder expectations under pressure
• Highly adaptable to new systems, platforms, and technologies
• Strong knowledge of the broader digital advertising industry landscape, including DSPs, SSPs, DMPs, and ad verification tools

Benefits

• Flexible work arrangements, including remote work options
• Opportunities for professional growth and development
• Collaborative and dynamic work environment

Location

• Based in Sydney, Australia or in Singapore
• Some in-person meetings required, but flexible work arrangements available

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If you're excited by working at the intersection of AI, product adoption, and operational excellence,and you want to help define how scaled CS works in practice,this is your role.

Key Responsibilities:

• Drive broad product adoption, with special focus on Fin and AI-powered features: helping customers understand how Fin can automate support, enhance service, and deliver self-serve experiences, alongside human support.

• Design, implement, and iterate on engagement strategies and playbooks that can scale across customer segments,leveraging technology, automation, digital content, and smart touchpoints.

• Own implementation and onboarding conversations for your customers, ensuring they are being set up for success from Day 1.

• Monitor usage & health signals proactively,identifying risks, opportunities, and expansion paths; drive intervention where needed.

• Collaborate closely with Sales, Solution Engineering, Education, and Product to ensure a seamless customer journey from purchase through expansion.

• Act as the Voice of the Customer: feed insights from scaled engagements back into the product roadmap, feature improvements, messaging, and internal training.

• Help define what “Scaled CS” means here: you’ll be a builder,defining processes, tools, metrics, and models for what high volume, high value looks like.

Requirements:

• 2-4+ years in a customer-facing role in SaaS / technology / product success or similar, with a track record of managing many customers or high-volume engagement.

• Strong interest in / experience with AI & automation support tools; ability to explain AI/Fin features and use cases to customers, and help them build workflows around them.

• Comfortable discussing technical topics such as APIs, integrations, and workflows,not an expert, but confident engaging with customers on technical questions and guiding them to resources.

• Excellent communication skills: can break down complex product and technical topics clearly for different audiences (executives, operations, support leaders).

• Data-driven mindset: able to monitor usage metrics, define success metrics, analyse what is / isn’t working, and adapt strategy based on results.

• Self-starter, entrepreneurial, comfortable in ambiguity; able to build processes from scratch and consistently improve them.

• Strong relationship builder: you can maintain trust even with many customers, manage expectations, and partner with internal stakeholders.

Benefits:

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

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

• Regular compensation reviews - we reward great work!

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

• Pension scheme & match up to 4%

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

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

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

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

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Our core work consists of:

• Building custom AI applications that will impact millions of citizens and government employees
• Generating high-quality training data for custom LLMs
• Upskilling and AI advisory services to spread the impact of AI

As a Strategist, you'll be responsible for growing the Global Public Sector business unit and partnering with technical stakeholders to identify and win major opportunities in the public sector and selected accounts across the GCC. You will develop and execute on a go to market strategy for customer acquisition, navigating a dynamic and often unstructured environment to make impactful decisions.

This is a technical role that requires the following:

• A deep interest in AI and data and the ability to articulate technical concepts in simple, precise language
• Experience successfully navigating and partnering with governments and senior stakeholders across the GCC (in near term Qatar, mid-term UAE & KSA)
• Working cross-functionally with Scale Leadership, Product, Marketing, Legal, Finance, Operations, and Compliance to ensure customer success
• An ability to earn trust and develop close relationships with key decision-makers and influencers within accounts
• An ability to uncover business challenges, shape and scope how AI can address these challenges, and build business cases to show the impact and value of Scale’s offerings

At Scale, we’re not just building AI solutions,we’re enabling the public sector to transform their operations and better serve citizens through cutting-edge technology. If you’re ready to shape the future of AI and be a founding member of our team, we’d love to hear from you.

You will:

• Work closely with Scale Leadership, Head of EMEA, Engagement Management, Account Executives and the EMEA Strategy team on overall GTM strategy across Abu Dhabi
• Work with potential clients to identify impactful AI solutions and shape and scope their high level vision for AI
• Demonstrate the value and impact associated with each AI application
• Navigate complicated organizations, developing relationships, and answering client questions to qualify an identified opportunity to a signed deal
• Build trust and credibility with clients, acting as a reliable AI advisor beyond the core operating capacity of projects

Specific responsibilities include:

• Customer Communications
• Relationship Management
• AI analysis and thought leadership
• Financial modeling and commercial literacy
• Pitch deck and proposal development
• AI workshop design and execution
• Creating demos of potential AI solutions using tools like Replit or Lovable
• Measuring and communicating the impact and value of AI applications

Ideally, you’d have:

• 5+ years of public sector sales or consulting experience, with a minimum of 3 years operating in Abu Dhabi
• Experience selling AI products or services
• A track record of personally shaping and closing $500K to $5M+ deals for complex solutions for public sector accounts
• Experience in building GTM strategies to effectively scale growth
• Experience in partnering with both business and technical stakeholders to identify challenges and formulating solutions to address them
• Passion for what you do and the creativity and willingness to think outside of the box
• Demonstrated ability to develop strong consultative relationships with external partners and internal cross-functional teams at all levels
• Experience creating, developing, and communicating executive-level materials
• Written and spoken fluency in Arabic required

Nice to haves:

• Written and spoken fluency in Arabic

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The ideal candidate will have an understanding of Git and typical branching strategies, knowledge of software development lifecycle and development pipeline, understanding of continuous integration, continuous deployment, DevSecOps, prior experience in Customer Success or equivalent history of increasing satisfaction, adoption, and retention, experience partnering with customers to define and achieve business outcomes, familiarity working with customers of sizes relevant to the assigned segment, exceptional verbal, written, organizational, presentation, and communications skills, detailed-oriented and analytical, strong team player but self-starter, project management experience & skills, strong technical, analytic, and problem-solving skills, alignment with our values, and willingness to work in accordance with those values.

How GitLab Supports Full-Time Employees: Benefits to support your health, finances, and well-being Flexible Paid Time Off Team Member Resource Groups Equity Compensation & Employee Stock Purchase Plan Growth and Development Fund Parental Leave

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Coinbase is a remote-first, but not remote-only company. Expect to get together quarterly for intense in-person working sessions called “surges.” learn more about working at Coinbase.

As a Concierge Specialist IV on the Customer Experience team, you'll serve as a senior subject matter expert and relationship owner for Coinbase's highest-value customers. This team delivers world-class, personalized service to our most valued clients, ensuring they have a seamless experience across all Coinbase products. You'll own complex customer relationships end to end, mentor junior Concierge agents, and drive measurable improvements in customer satisfaction, retention, and product adoption across the portfolio.

Responsibilities:

• Own and deepen relationships with a portfolio of Coinbase's highest-value customers, serving as their primary point of contact and trusted advisor across all products and services.

• Lead resolution of complex, escalated customer issues by partnering cross-functionally with Product, Engineering, Compliance, and Operations to identify root causes and drive systemic fixes.

• Serve as a top-tier escalation point for specialized issues, incidents, and recovery strategies

• Drive customer onboarding and product adoption by proactively educating clients on new features, staking, Coinbase One, and other value-added services tailored to their needs.

• Partner with CX leadership to identify trends, surface customer feedback, and shape process improvements that reduce friction and strengthen trust in Coinbase.

• Mentor and support junior Concierge agents on relationship management, issue resolution, and best practices, raising the overall quality bar for the team.

**Required Skills and Experience:"

• 4+ years of experience in customer success, account management, or high-touch client advisory roles within financial services, fintech, or crypto.

• Familiarity with derivatives and prior experience working in financial services supporting derivative products.

• Demonstrated ability to independently manage a portfolio of high-value client relationships, with measurable outcomes in retention, satisfaction, or revenue growth.

• Currently holds or has previously held a CMS 6A license, with willingness to obtain it again in the future if needed.

• Proven track record of resolving complex, cross-functional customer issues end to end, including coordinating across Product, Engineering, and Compliance teams.

• Proficiency with CRM and support tooling (e.g., Salesforce, Zendesk) and Google Suite, with experience preparing client-facing materials and business reviews.

• Utilizes generative AI responsibly, maintaining human oversight to deliver business-ready outputs and drive measurable improvements in workflow efficiency, cost, and quality.

• Professional fluency in both Mandarin and Cantonese, with the ability to communicate confidently in a business and customer-facing capacity.

• Able and willing to support on-call coverage and manage escalations outside normal working hours, including weekends.

Pay Transparency Notice:

The target annual base salary for this position can range as detailed below. Total compensation may also include equity and bonus eligibility and benefits (including medical, dental, and vision).

Annual base salary range (excluding equity and bonus):

$96,900-$96,900 SGD

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The ideal candidate will have 2+ years of experience managing a large book of business, 150 accounts (retention, renewals, & account growth), 1+ year of experience selling SaaS products, experience managing procurement processes, strong sales instincts and track record hitting and exceeding quota, exceptional written and verbal communication skills, comfort and energy operating and problem-solving in a fast-moving organization, exhibits a growth mindset, intellectual curiosity, and ambition, ability to build and maintain deep client relationships across levels in complex organizations, and demonstrable history of leadership, with both immediate and cross-functional teammates.

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The ideal candidate will have 2+ years of experience managing a large book of business, 150 accounts (retention, renewals, & account growth), 1+ year of experience selling SaaS products, experience managing procurement processes, strong sales instincts and track record hitting and exceeding quota, exceptional written and verbal communication skills, comfort and energy operating and problem-solving in a fast-moving organization, exhibits a growth mindset, intellectual curiosity, and ambition, ability to build and maintain deep client relationships across levels in complex organizations, and demonstrable history of leadership, with both immediate and cross-functional teammates.

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In this role, you’ll be the first point of contact for customers after the sales process. You’ll work closely with them to understand their objectives and create a tailored onboarding plan that meets their needs. Over the course of 10-12 weeks, you’ll guide them through configuring and setting up their workspace, training their teams, and celebrating their go-live milestone. Once the onboarding phase is complete, you’ll transition the customer to a Customer Success Manager for ongoing collaboration.

Beyond onboarding, you’ll contribute to developing enablement materials, refining processes, and sharing insights with internal teams to continuously enhance customer experience.

Successful candidates are proactive, detail-oriented, and passionate about delivering outstanding customer experiences. This role offers an exciting opportunity to make a visible impact on both customer experience and company growth.

Your 12-Month Journey During the first 3 months: During your first three months, you’ll focus on mastering all aspects of the onboarding process. You’ll familiarize yourself with workflows, tools, team dynamics, and customer engagement strategies. Working closely with team members, you’ll shadow onboarding calls before taking on your first few customers.

Within 6 months: By the six-month mark, you’ll independently manage multiple client onboardings while continuing to deepen your knowledge of customer needs and industry best practices. You’ll also start contributing to team projects aimed at improving processes and enhancing the onboarding experience.

After 1 year: After a year in the role, you’ll have developed expertise in delivering exceptional onboarding experiences that drive customer satisfaction and success. You’ll have a strong understanding of our customers’ needs and the recruiting/HR landscape. Additionally, you’ll play a key role in shaping the future of the onboarding function by leading impactful projects.

What You’ll Be Doing Lead end-to-end onboarding for new Tellent customers by creating project timelines, managing expectations, providing strategic guidance, offering proactive support, and training customer teams.

Develop a deep understanding of each customer’s goals and design customized onboarding plans to meet their objectives.

Set clear expectations and use persuasive change management techniques to align customer goals with Tellent’s solutions.

Facilitate seamless communication between internal stakeholders to ensure a smooth handover from the Sales team and to the Customer Success team.

Identify potential upsell opportunities for future growth.

Become an expert in Tellent’s software and technical integrations.

Collaborate with product teams by providing valuable customer feedback for future roadmap development.

Continuously optimize onboarding content and processes to enhance efficiency and effectiveness.

What You Bring Experience in Customer Support, Customer Success, or Account Management within a SaaS or tech environment Fluency in Dutch with strong English communication skills. Confidence in engaging with diverse personas such as decision-makers, account owners, end-users, IT teams, and more. Proven ability to manage multiple onboardings simultaneously while maintaining attention to detail. Strong interpersonal skills combined with a passion for delivering exceptional customer experiences. A commercial mindset with the ability to identify growth opportunities for customers. Empathy and persuasiveness paired with emotional intelligence and business acumen.

What We Offer Hybrid working from our beautiful canal-side office in Amsterdam Diverse and international team environment €1,500 annual training budget + 2 dedicated learning days Pension plan, wellness perks & commuting/travel reimbursement 28 paid holiday days + 2 additional days in 2026 Work from anywhere for 4 weeks per year Apple MacBook and all tools you need to succeed €200 home office budget

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A successful onboarding experience is one of the key factors in driving customer retention and renewal. You will be responsible for ensuring that our customers gain immediate value from Tellent by helping them implement best practices, navigate the platform with confidence, and integrate our solution into their recruitment processes.

Your expertise and guidance will directly impact their long-term engagement with our product. Your 12-Month journey

First 3 months: you will spend focusing on learning everything there is to know about Customer Success and Onboarding: understand the workflows, our processes, the team, how we onboard customers and more. You will be working closely together with the other team members in the other regions and be shadowing onboarding calls. Consequentially, you will have taken on your first few onboarding's.

Within 6 months: you will have taken responsibility and ownership of multiple client onboardings and will continue to deepen your understanding of our customers, best practices with Tellent, and become a subject matter expert on all things recruiting and HR. Additionally, you will start contributing to team-oriented projects as we iterate and improve on all of our processes.

After 12 Months: you have mastered your way in how we make our customers successful by ensuring they get the full value from Tellent during the onboarding phase. You developed a deep understanding of our customers needs, the HR industry, and have a huge impact onboarding more happy customers. You also will be involved in multiple projects that continually shape the future of the role.

What You’ll Be Doing

Own the onboarding process: Take over from Sales and guide new customers through a structured onboarding journey, ensuring a smooth transition, strong initial adoption, and long-term success. You will be managing multiple onboardings while maintaining quality, prioritizing efforts based on customer complexity, risk, and business impact.

Be a product expert: Develop a deep understanding of Tellent’s platform, best practices, and industry trends to provide expert guidance, including software and technical integrations.

Understand customer goals: Assess customer needs, define tailored implementation plans, set clear expectations, and apply persuasive change management strategies to align their objectives with Tellent’s value, focusing on accelerating time-to-value while maintaining onboarding quality.

Build strong customer relationships: Maintain proactive engagement, conduct health checks, and provide strategic advice to drive retention and long-term satisfaction.

Collaborate cross-functionally: Act as the bridge between Sales, Customer Success, and Account Management teams to ensure seamless handovers and a continuously positive customer experience

Contribute to product and process improvement: Gather and relay customer feedback to the Product team, refine onboarding content, and continuously optimize processes for better efficiency and customer impact.

Identify growth opportunities: Recognize potential upsell opportunities and ensure customers are positioned for future expansion with Recruitee.

What You Bring

Experience in Customer Support, Customer Success, or Account Management within a tech company.

Strong written and verbal communication skills in French (minimum C1 level or higher) and English (minimum B2 level or higher).

Confident communicator who can engage with various stakeholders, including decision-makers, account owners, end-users, and IT teams.

Strong project management skills, with the ability to create onboarding timelines, keep customers on track, and proactively manage expectations.

Strong multitasking abilities, capable of managing multiple onboardings simultaneously while ensuring high-quality service.

Customer-centric mindset, with excellent interpersonal skills, a passion for delivering outstanding experiences, and the ability to spot growth opportunities.

Empathetic and persuasive, combining emotional intelligence with business acumen to guide customers effectively through change and adoption.

KPIs & Success Metrics

80% of customers onboarded within 10–14 weeks.

Onboarding completion rate.

Go-live readiness & customer satisfaction during onboarding.

Successful handovers to CSM.

What We Offer

Flexible working within our international team environment.

Diverse and international team environment.

€1,500 annual learning budget + 2 dedicated learning days.

Pension scheme & fitness subscription.

25 vacation days + approximately 9 RTT days + 2 wellbeing days.

Work from anywhere for up to 4 weeks per year.

Apple MacBook and all the tools you need to succeed.

Home office budget.

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On the demand gen side, you will develop event strategy, work with our performance marketing team on targeted campaigns, build outbound sequences, and identify the accounts and verticals where Productions can win. This is a green-field role where you will define the playbook from scratch, working cross-functionally with the Productions team, sales, and the broader marketing organization.

We are looking for someone who combines strong B2B marketing instincts with a genuine interest in media production and how enterprises produce content at scale. You will thrive on this team if you:

• Have experience marketing managed services, professional services, or complex B2B products to enterprise buyers in media, entertainment, gaming, publishing, or adjacent industries.

• Can translate deeply technical workflows - dubbing pipelines, voice cloning, audio engineering - into clear value propositions that resonate with non-technical decision makers.

• Have launched products or services and created collateral for enterprise audiences, including sales decks, case studies, battle cards, one-pagers, and landing pages.

• Are comfortable owning demand generation alongside product marketing - building target account lists, developing outbound sequences, identifying relevant events, and collaborating with performance marketing on paid campaigns.

• Take initiative and work autonomously from day one, prioritizing learning and contribution while leaving ego aside.

Bonus: Experience positioning a services or solutions business alongside a technology platform, or marketing to buyers in localization, dubbing, audiobook production, or creative services industries.

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Senior Commercial Account Executive - CIS (Russian Speaker)

Overview

As an Account Executive, you'll be the primary connection between GitLab and customers based in the CIS region selling into organisations of up to 4,000 team members to help them adopt and expand the world's most comprehensive AI-powered DevSecOps platform.

Responsibilities

• Report to an Area Sales Manager and own a broad book of businesses, from new prospects to growing existing accounts across the CIS region.
• Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close.
• Support prospects by clearly articulating GitLab's DevSecOps value proposition and aligning it to customer business outcomes.
• Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams.
• Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline.
• Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement.
• Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success.
• Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.

Requirements

• Proven success in software sales, ideally in a mid-market or enterprise context, managing a varied book of business.
• Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.
• Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management.
• Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.
• Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes.
• Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.
• Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.
• Alignment with GitLab's values, an interest in contributing from diverse or transferable sales backgrounds, and willingness to travel in line with company policy.
• Fluency in Russian and English.

About the Team

The sales team works with growing organisations across their software delivery lifecycle as they modernise how they deliver software with GitLab. You'll join a distributed group of account executives, sales managers, and business development team members who collaborate asynchronously across regions. As a team, we run an efficient, transparent sales process and share what works in our sales handbook. We focus on opportunities like supporting customers through toolchain consolidation and driving platform adoption, and we continually refine how we sell and support GitLab based on what we learn.

#LI-JM2

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You will collaborate with our sales and field engineering teams to accelerate the adoption and growth of the Databricks platform in your customers. You will also help ensure customer success by increasing focus and technical accountability to our most complex customers who need guidance to accelerate usage on Databricks workloads that they have already selected, helping them maximise the value they get of our platform and the return on investment.

This is a hybrid technical and commercial role. It is commercial in the sense that you will drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestration of other focused/specialized teams within Databricks, and creating and driving plans and strategies for Databricks colleagues to build upon. This is in parallel to being technical, with expectations being that you become the post-sale technical lead across all Databricks products.

The impact you will have:

• Engage with Solutions Architects to understand the full use case demand plan for prioritised customers
• Lead the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Be the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders, creating certainty from uncertainty and driving onboarding, enablement, success, go-live and healthy consumption of the workloads where the customer has made the decision to consume Databricks
• Be the first contact for any technical issues or questions related to production/go live status of agreed upon use cases within an account, oftentimes services multiple use cases within the largest and most complex organizations
• Leverage both Shared Services, User Education, Onboarding/Technical Services and Support resources, along with escalating to expert level technical experts to build the right tasks that are beyond your scope of activities or expertise
• Create, own and execute a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigate Databricks Product and Engineering teams for new product Innovations, private previews and upgrade needs
• Develop an execution plan that covers all activities of all customer-facing technical roles and teams to cover the below work streams:

• Main use cases moving from ‘win’ to production
• Enablement / user growth plan
• Product adoption (strategy and activities to increase adoption of Databricks’ Lakehouse vision)
• Organic needs for current investment (e.g. cloud cost control, tuning & optimization)
• Executive and operational governance
• Provide internal and external updates
• KPI reporting on the status of usage and customer health, covering investment status, important risks, product adoption and use case progression

What we look for:

• 5+ years of experience where you have been accountable for technical project / program delivery within the domain of Data and AI and where you can contribute to technical debate and design choices with customers
• Programming experience in Python, Spark and Databricks (or similar data platform)
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role
• Understanding of solution architecture related distributed data systems
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program, or project management including account, stakeholder and resource management accountability
• Experience resolving complex and important escalation with senior customer executives
• Experience conducting open-ended discovery workshops, creating strategic roadmaps, conducting business analysis and managing delivery of complex programmes/projects
• Track record of overachievement against quota, Goals or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience
• Can travel up to 30% when needed

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Intercom's Customer Success organization is scaling to meet the demands of a growing book of business and an increasingly complex customer landscape. We're seeking a Senior Customer Success Enablement Manager based in San Francisco to serve as a strategic business partner to our Customer Success leadership team.

This role blends execution and strategic advisory. You'll build and ship enablement programs end-to-end, and you'll partner with senior leaders to shape direction, drive decisions, and bring a clear point of view to every stakeholder conversation.

The right person identifies the gap, recommends the path forward, and moves the work. You'll be on a team of two, directly supporting the full Customer Success organization across Scale, High-touch, and Enterprise.

What will I be doing?

Reporting to the Senior Manager Enablement, you will co-lead Customer Success enablement efforts and support global program launches. You will:

• Partner directly with Customer Success Directors to define enablement priorities that align to retention, expansion, and customer health goals across all segments - bringing recommendations and proposed direction.

• Proactively identify gaps, risks, and opportunities across the Success org and translate them into recommendations.

• Own the measurement framework for CSM performance - connecting program activity to behavior change to business outcomes. Leveraging tools to diagnose gaps, target interventions, and show lift.

• Build and deliver onboarding, ongoing learning, and coaching programs that improve CSM performance across Scale, High-touch, and Enterprise motions.

• Design playbooks, talk tracks, and tools tailored to each segment so CSMs drive adoption, surface expansion, and de-risk renewals.

• Facilitate live and virtual training, workshops, and coaching yourself.

• Own workstreams end-to-end - set direction, align stakeholders, drive execution, close the loop.

What skills do I need?

• 8+ years in Customer Success, Customer Success Enablement, or GTM Enablement, with exposure to scaled and high-touch motions

• Track record as both a builder and a strategic advisor

• Shipping programs yourself and influencing senior leaders on direction

• Experience designing and delivering high-impact training programs, both in-person and virtually

• Ability to influence senior leaders and navigate ambiguity while driving clarity and results

• Data-driven mindset with experience tracking enablement effectiveness and business outcomes

• Track record of identifying issues, forming recommendations with rationale, and driving them to a decision

• Project management and cross-functional collaboration

• Knowledge of Customer Success processes and methodologies such as MEDDICC or Command of the Message

Bonus skills & attributes

• Experience in a high-growth B2B SaaS company

• Familiarity with Success sales tools including Salesforce, Gong, and Claude

• Experience working with globally distributed teams

• Comfort operating in a fast-paced and evolving environment

Benefits

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

• Competitive salary and meaningful equity

• Comprehensive medical, dental, and vision coverage

• Regular compensation reviews - great work is rewarded!

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

• Flexible paid time off policy

• Paid Parental Leave Program

• 401k plan & match

• In-office bicycle storage

• Fun events for employees, friends, and family!

*Proof of eligibility to work in the United States is required. The base salary range for candidates within the San Francisco Bay Area is $167,000-$199,000. Actual base pay will depend on a variety of factors such as education, skills, experience, location, etc. The base pay range is subject to change and may be modified in the future. All regular employees may also be eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).

#LI-Hybrid

Policies

Fin has a hybrid working policy. We believe that working in person helps us stay connected, collaborate easier and create a great culture while still providing flexibility to work from home. We expect employees to be in the office at least three days per week.

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Intercom's Customer Success organization is scaling to meet the demands of a growing book of business and an increasingly complex customer landscape. We're seeking a Senior Customer Success Enablement Manager based in San Francisco to serve as a strategic business partner to our Customer Success leadership team.

This role blends execution and strategic advisory. You'll build and ship enablement programs end-to-end, and you'll partner with senior leaders to shape direction, drive decisions, and bring a clear point of view to every stakeholder conversation.

The right person identifies the gap, recommends the path forward, and moves the work. You'll be on a team of two, directly supporting the full Customer Success organization across Scale, High-touch, and Enterprise.

What will I be doing?

Reporting to the Senior Manager Enablement, you will co-lead Customer Success enablement efforts and support global program launches. You will:

• Partner directly with Customer Success Directors to define enablement priorities that align to retention, expansion, and customer health goals across all segments - bringing recommendations and proposed direction.

• Proactively identify gaps, risks, and opportunities across the Success org and translate them into recommendations.

• Own the measurement framework for CSM performance - connecting program activity to behavior change to business outcomes. Leveraging tools to diagnose gaps, target interventions, and show lift.

• Build and deliver onboarding, ongoing learning, and coaching programs that improve CSM performance across Scale, High-touch, and Enterprise motions.

• Design playbooks, talk tracks, and tools tailored to each segment so CSMs drive adoption, surface expansion, and de-risk renewals.

• Facilitate live and virtual training, workshops, and coaching yourself.

• Own workstreams end-to-end - set direction, align stakeholders, drive execution, close the loop.

What skills do I need?

• 8+ years in Customer Success, Customer Success Enablement, or GTM Enablement, with exposure to scaled and high-touch motions

• Track record as both a builder and a strategic advisor

• Shipping programs yourself and influencing senior leaders on direction

• Experience designing and delivering high-impact training programs, both in-person and virtually

• Ability to influence senior leaders and navigate ambiguity while driving clarity and results

• Data-driven mindset with experience tracking enablement effectiveness and business outcomes

• Track record of identifying issues, forming recommendations with rationale, and driving them to a decision

• Project management and cross-functional collaboration

• Knowledge of Customer Success processes and methodologies such as MEDDICC or Command of the Message

Bonus skills & attributes

• Experience in a high-growth B2B SaaS company

• Familiarity with Success sales tools including Salesforce, Gong, and Claude

• Experience working with globally distributed teams

• Comfort operating in a fast-paced and evolving environment

Benefits

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

• Competitive salary and meaningful equity

• Comprehensive medical, dental, and vision coverage

• Regular compensation reviews - great work is rewarded!

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

• Flexible paid time off policy

• Paid Parental Leave Program

• 401k plan & match

• In-office bicycle storage

• Fun events for employees, friends, and family!

*Proof of eligibility to work in the United States is required. The base salary range for candidates within the San Francisco Bay Area is $167,000-$199,000. Actual base pay will depend on a variety of factors such as education, skills, experience, location, etc. The base pay range is subject to change and may be modified in the future. All regular employees may also be eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).

#LI-Hybrid

Policies

Fin has a hybrid working policy. We believe that working in person helps us stay connected, collaborate easier and create a great culture while still providing flexibility to work from home. We expect employees to be in the office at least three days per week.

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The Connected Warfare division builds systems to support global command and control missions. We create joint, time-sensitive, multi-domain, ubiquitous, connected mesh ecosystems. Our ecosystem enables connected warfare with disproportionate impact by connecting every robot, human, and sensor in every domain, bringing together hundreds of thousands of endpoints across the globe. We are the substrate that provides the source of truth for time-sensitive decisions, effectively transforming the way that militaries close kill chains and enable mission autonomy.

The Mission Operations (MOPs) team is responsible for managing the execution, growth, and success of our customer accounts. Working across product, engineering, sales, and logistics teams, our Mission Operations Engineers own the customer relationships and develop, plan, and deploy Anduril products in support of their missions. They work side-by-side with customers to understand their specific problem sets and then shape Anduril’s offerings alongside our engineering teams to fit the mission needs. Because the problems we solve are uniquely challenging, our Mission Operations Engineers naturally gravitate toward finding solutions and are adept at navigating organizational hurdles. They are ultimately responsible for customer and mission success and therefore play a critical role in the shaping and future of Anduril Industries.

You will lead a team of Mission Operations Engineers, engaging directly with Corps and Division Commanders and supporting staff for the Army’s Next Generation Command & Control (NGC2) program and associated Army programs and Anduril products. You’ll be tasked with designing and delivering customer solutions, and need to be capable of objectively translating complex technical principles into compelling operational outcomes. Your team will orchestrate deployments, train end-users, and shape products by representing critical mission needs to engineering teams.

• Drive NGC2 engagement from the bottom-up
• Lead ongoing fielding and delivery of NGC2 for Army formations. Establish relationships with action officer and staff leaders at each customer site responsible for operationalizing NGC2 across unit
• Represent voice of the customer to inform Mission Command product priorities
• Manage near-term

Required Qualifications:

• Proven leadership managing complex programs and teams, preferably in the defense or tech space
• Understanding of U.S. and allied military operations, doctrines, and multi-domain environments
• Strong strategic, tactical, and program oversight skills with a demonstrated ability to lead cross-functional teams
• Exceptional interpersonal and stakeholder management skills
• Experience translating and decomposing highly technical concepts into operational requirements and performance specifications
• Strong aptitude for problem-solving in unstructured situations at the interface of hardware, software, and networking. Ability to drive challenging and vague technical problems to clarity and resolution
• Must be willing to travel as necessary (25-50%)
• Eligible to obtain and maintain a U.S. security clearance

Preferred Qualifications:

• Experience in Defense Technology Product/Program Management, Solutions Architect, or Customer Success type roles
• Experience and familiarity with Army intelligence, operational planning, targeting, and fires systems and workflows
• Familiarity with doctrinal, functional, and technical command and control concepts, processes, and principles
• Secret Clearance and above strongly preferred

Salary: $165,000-$218,000 USD

Benefits: At Anduril, we invest in our people. Our comprehensive, competitive benefits package (available at little to no cost to employees) ensures you’re supported in health, recovery, and whatever comes next. For more information, Explore Our Benefits.

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Webflow is seeking a Senior Director of Customer Success to lead the strategy, execution, and business outcomes of our Enterprise customer portfolio. This leader will be responsible for driving customer adoption, retention, expansion, and advocacy across our Enterprise customer base while also building a high-performing, customer-centric organization.

Success within the first 12 months looks like:

• Improve customer retention and adoption outcomes.
• Increase organisational scalability through systems, process, and operating model improvements.
• Strengthen executive relationships with strategic customers.
• Build stronger customer feedback loops that influence product strategy.

About the role:

• Work remotely from the United States.
• Full-time.
• Permanent.
• Exempt.

The cash compensation for this role is tailored to align with the cost of labor in different geographic markets. We've structured the base pay ranges for this role into zones for our geographic markets, and the specific base pay within the range will be determined by the candidate’s geographic location, job-related experience, knowledge, qualifications, and skills.

United States (all figures cited below are in USD and pertain to workers in the United States)

Zone A: $272,000 - $340,000

Zone B: $256,000 - $320,000

Zone C: $240,000 - $300,000

For sales roles, the ranges provided are the role’s On Target Earnings (“OTE”) ranges, meaning that the ranges include both the sales commissions target and annual base salary for the role. This salary range may be inclusive of several career levels at Webflow and will be narrowed during the interview process based on a number of factors, including the candidate’s market location, job related experience, knowledge, qualifications, and skills.

Benefits/additional compensation for this role may include: equity, company bonus or sales commissions/bonuses; retirement plans; health benefits; and wellness stipends

About you:

Requirements:

• 10+ years of experience in Customer Success, Account Management, Professional Services, or related post-sale leadership roles.
• 5+ years leading managers and senior leaders in a SaaS environment.
• Demonstrated success owning retention, adoption, and expansion outcomes.
• Experience building and scaling customer success organisations in high-growth environments.
• Strong executive presence with the ability to engage C-level customer stakeholders.
• Expertise in customer lifecycle management, health scoring, and customer success operations.
• Data-driven approach to decision-making and organisational leadership.
• Experience partnering cross-functionally across Product, Sales, Marketing, and Support organisations.

You’ll thrive as a Sr. Director, Customer Success if you:

• Think like an owner and are energised by accountability for retention, expansion, and long-term customer outcomes.
• Balance customer advocacy with business rigor, making decisions that create durable value for both customers and Webflow.
• Excel at building trusted relationships with executive stakeholders and can confidently engage with leaders across marketing, digital, technology, and operations functions.
• Have a track record of leading through leaders, developing high-performing managers, and scaling teams through periods of growth and change.
• Bring a systems-oriented mindset, creating scalable processes and programmes that improve both customer outcomes and team effectiveness.
• Stay curious and open to growth , demonstrating a proactive embrace of AI, and actively building and applying fluency in emerging technologies to elevate how we work, drive faster outcomes, and expand collective impact.

Our Core Behaviours:

• Build lasting customer trust. We build trust by taking action that puts customer trust first.
• Win together. We play to win, and we win as one team. Success at Webflow isn’t a solo act.
• Reinvent ourselves. We don’t just improve what exists, we imagine what’s possible.
• Deliver with speed, quality, and craft. We move fast because the moment demands it, and we do so without lowering the bar.

Benefits

• Ownership in what you help build. Every permanent Webflower receives equity (RSUs) in our growing, privately held company.
• Health coverage that actually covers you. Comprehensive medical, dental, and vision plans for full-time employees and their dependents, with Webflow covering most premiums.
• Support for every stage of family life. 12 weeks of paid parental leave for all parents and 6+ weeks of additional paid leave for birthing parents. Plus inclusive care for family planning, menopause, and midlife transitions.
• Time off that’s actually off. Flexible vacation, paid holidays, and a sabbatical programme to help you recharge and come back inspired.
• Wellness for the whole you. Access to mental health resources, therapy and coaching.
• Invest in your future. A 401(k) with 100% employer match (up to $6,000/year) in the U.S., and support for retirement savings globally.
• Monthly stipends that flex with your life. Localised support for work and wellness expenses , from Wi-Fi to workouts.
• Bonus for building together. All full-time, permanent, non-commission employees are eligible for our annual WIN bonus programme.

Temporary employees may be eligible for paid holiday and time off, statutory leaves of absence, and company-sponsored medical benefits depending on their Fixed Term Contract and their country/state of employment.

Remote, together

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As an Applied AI Engineer at Anthropic, you will guide customers from technical discovery through successful deployment of our models. You will combine deep engineering expertise with customer-facing skills to help customers understand the potential of working with Large Language Models (LLMs) and build innovative solutions that address complex business challenges while maintaining our high standards for safety and reliability.

Responsibilities

• Serve as a technical advisor to Anthropic customers as they deploy new products & workflows with our models: from discovery through deployment, coordinating internally across multiple teams to drive customer success
• Partner with account executives to deeply understand customer product requirements and architect technical solutions, ensuring alignment between business objectives and technical implementation
• Guide technical architecture decisions and help customers build state-of-the-art products & workflows with LLMs via API
• Develop customized pilots, prototypes, and evaluation suites that make the case for customer deployment of our models into customer products and workflows via our API
• Lead hands-on technical workshops and code reviews with customer engineering teams
• Identify common design patterns and contribute insights back to our Product and Engineering teams
• Maintain strong knowledge of the latest developments in LLM capabilities, implementation patterns, and AI product development stacks
• Travel occasionally to customer sites for workshops, implementation support, and building relationships
• Attend conferences, lead speaking engagements, write blog posts and white papers on topics surrounding the AI space

Requirements

• 8+ years of experience in a technical role such as Customer Engineer, Forward Deployed Engineer or Software Engineer with a desire to work closely with customers
• Production experience with LLMs including advanced prompt engineering, agent development, evaluation frameworks, and deployment at scale
• Strong programming skills with proficiency in Python and experience building production applications
• Expertise working with common LLM implementation patterns, prompt engineering, evaluation frameworks, agent frameworks, and retrieval frameworks.
• Ability to navigate ambiguity and execute across domains with intellectual openness, finding simple solutions to complex problems
• High cooperation mindset for cross-organizational collaboration, balancing competing priorities with integrity
• Passion for advancing safe, beneficial AI systems through creative technical applications
• Exceptional communication skills to convey technical concepts to diverse stakeholders while maintaining a low ego and collaborative approach

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.

How We’re Different

• We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact , advancing our long-term goals of steerable, trustworthy AI , rather than work on smaller and more specific puzzles.
• We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science.
• We’re an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time.
• As such, we greatly value communication skills.

Come Work With Us!

• Anthropic is a public benefit corporation headquartered in San Francisco.
• We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues.
• Guidance on Candidates’ AI Usage: Learn about our policy for using AI in our application process.

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The ideal candidate will have 2+ years selling SaaS products, ideally 1+ years in a closing role. They will have a proven hunter mentality with a track record of sourcing and closing net-new business. They will be able to manage a high-velocity pipeline across a large number of deals simultaneously. They will have strong sales instincts and a consistent track record of hitting and exceeding quota. They will be an exceptional written and verbal communicator. They will be comfortable and energized operating and problem-solving in a fast-moving organization. They will exhibit a growth mindset, intellectual curiosity, and ambition. They will be able to quickly build trust and credibility with buyers across functions and executive seniority levels. They will have demonstrable history of leadership, with both immediate and cross-functional teammates.

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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.

About the role: The Sr. Customer Success Executive - Enterprise role will play a critical part in the exciting growth and retention trajectory of the Enterprise Sector at Okta. You will report to the Regional Manager, Customer Success and be responsible for complementing Okta’s innovations, best practices, and capabilities with our valued customers’ business objectives and priorities.

As a strategic and trusted advisor, you will shift customer mindsets, create demand for our solutions, and drive higher business value and executive alignment between Okta and our customers. The ideal candidate embodies a high-performance mindset,consistently raising the bar, turning action into traction, thriving in change, and moving fast to simplify and repeat.

In this role, you will:

• Deliver Customer Value: Develop and nurture strong customer and C-Level relationships to understand their business goals and needs, ensuring retention, happiness, and a significant return on investment.

• Drive for results: Design and execute proactive success plans and Strategic Business Reviews (SBRs) with clear goals, KPIs, and timelines,turning strategy into measurable traction.

• Win as a team: Champion customers internally and mobilize cross-functional partners across Sales, Support, Engineering, and Product to resolve escalations and lead coordinated success motions.

• Represent the customer's voice: Gather and surface feedback that drives continuous improvement, actively challenging what needs to evolve.

• Guide customers forward: Identify and communicate relevant new products and features, helping customers adopt and benefit from Okta's agentic capabilities.

• Identify renewal risk and collaborate with internal teams to remediate, ensure a successful renewal, and proactively spot expansion opportunities.

You will thrive in this role if you:

• Have 5+ years of experience in a customer success, account management, or consulting role, managing relationships with large, complex enterprises (preferably working with a SaaS-based technical enterprise product).

• Have a solid track record of delivering and scaling an exceptional customer experience, choosing ambition over comfort and consistently raising your own bar.

• Demonstrate strong emotional intelligence and an elite level of relationship management and executive stakeholder development.

• Possess exceptional presentation and communication skills, particularly when engaging with C-level executives to align technical goals with business value.

• Have strong listening and analytical skills with the demonstrated ability to ask effective questions, dive deep, understand the customer’s business priorities, and anticipate their needs.

• Exhibit strong interpersonal skills and the ability to work collaboratively and cross-functionally to win as a team.

• Have good technical and problem-solving skills coupled with the ability to provide quick resolution to problems.

Experience in enterprise security tools is preferred.

Are willing to travel up to 35%.

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At Fin, we are striving to do sales differently. We are asking our customers to put Fin at the core of their businesses, and we can only do this by putting them at the core of ours. We strongly believe in the overall growth and continued development of each new hire. In joining the Account Executive team at Fin, you join a community that believes in development and promotion from within. Along with our rapidly expanding AI business, there is a high degree of opportunity for progression, creativity, and ownership.

Responsibilities

• Owning the full sales cycle for net-new business in the 0–50 FTE segment, from prospecting and discovery through close

• Identify, qualify, and convert high-potential prospects by deeply understanding their business pains and positioning Fin as a transformative solution

• Develop and execute strategic territory plans to maximize new logo acquisition and pipeline coverage

• Build a healthy, accurate pipeline and forecast consistently against quarterly and annual new business targets

• Partner with Marketing and Solutions Engineers to drive efficient pipeline generation and a seamless buyer experience

• Collaborate with Product and Customer Success by feeding market and prospect insights back to the business to drive continued innovation

Requirements

• 2+ years selling SaaS products, ideally 1+ years in a closing role

• Proven hunter mentality with a track record of sourcing and closing net-new business

• Ability to manage a high-velocity pipeline across a large number of deals simultaneously

• Strong sales instincts and a consistent track record of hitting and exceeding quota

• Exceptional written and verbal communicator

• Comfortable and energized operating and problem-solving in a fast-moving organization

• Exhibits a growth mindset, intellectual curiosity, and ambition

• Ability to quickly build trust and credibility with buyers across functions and executive seniority levels

• Demonstrable history of leadership, with both immediate and cross-functional teammates

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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.

About the role: The Sr. Customer Success Executive - Enterprise role will play a critical part in the exciting growth and retention trajectory of the Enterprise Sector at Okta. You will report to the Regional Manager, Customer Success and be responsible for complementing Okta’s innovations, best practices, and capabilities with our valued customers’ business objectives and priorities.

As a strategic and trusted advisor, you will shift customer mindsets, create demand for our solutions, and drive higher business value and executive alignment between Okta and our customers. The ideal candidate embodies a high-performance mindset,consistently raising the bar, turning action into traction, thriving in change, and moving fast to simplify and repeat.

It requires complementing Okta’s innovations, efficiencies and capabilities with our valued customers’ business objectives and priorities thereby driving higher business value and executive alignment between Okta and our customers, but it also demands a leader who can navigate these constraints with urgency and an obsession for concrete outcomes.

Strong problem-solving, orchestration, and consultative skills are necessary for navigating challenges, finding innovative solutions, and winning as a team.

In this role, you will:

• Deliver Customer Value: Develop and nurture strong customer and C-Level relationships to understand their business goals and needs, ensuring retention, happiness, and a significant return on investment.
• Drive for results: Design and execute proactive success plans and Strategic Business Reviews (SBRs) with clear goals, KPIs, and timelines,turning strategy into measurable traction.
• Win as a team: Champion customers internally and mobilize cross-functional partners across Sales, Support, Engineering, and Product to resolve escalations and lead coordinated success motions.
• Represent the customer's voice: Gather and surface feedback that drives continuous improvement, actively challenging what needs to evolve.
• Guide customers forward: Identify and communicate relevant new products and features, helping customers adopt and benefit from Okta's agentic capabilities.
• Identify renewal risk and collaborate with internal teams to remediate, ensure a successful renewal, and proactively spot expansion opportunities.

You will thrive in this role if you:

• Have 10+ years of experience in a customer success, account management, or consulting role, managing relationships with large, complex enterprises (preferably working with a SaaS-based technical enterprise product).
• Have a solid track record of delivering and scaling an exceptional customer experience, choosing ambition over comfort and consistently raising your own bar.
• Demonstrate strong emotional intelligence and an elite level of relationship management and executive stakeholder development.
• Possess exceptional presentation and communication skills, particularly when engaging with C-level executives to align technical goals with business value.
• Have strong listening and analytical skills with the demonstrated ability to ask effective questions, dive deep, understand the customer’s business priorities, and anticipate their needs.
• Exhibit strong interpersonal skills and the ability to work collaboratively and cross-functionally to win as a team.
• Have good technical and problem-solving skills coupled with the ability to provide quick resolution to problems.
• Experience in enterprise security tools is preferred.
• Are willing to travel up to 25%.

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You'll play a critical role in helping customers confidently invest in AI transformation,designing deployment approaches that balance speed, adoption, and long-term value.

This isn't a 'follow the playbook' role. You'll be helping us build the playbook.

Responsibilities:

• Turn ambiguity into clarity: Lead services scoping with customers (Director to C-level) to understand their support operations, goals, and constraints,and turn that into a clear deployment path forward

• Own the story in pre-sales: Partner closely with Sales to position services, shape deals, and give customers confidence in how they'll get value from day one

• Scope what success looks like: Translate business and technical requirements into clear Statements of Work (SOWs),including scope, assumptions, exclusions, timelines, dependencies, and customer responsibilities

• Design AI-powered solutions: Help customers rethink their customer experience using AI,not just replicate old workflows with new tools

• Assess complexity and guide the right approach: Evaluate deals across dimensions like workspace and workflow design, Fin readiness, migration complexity, and integrations - then translate them into clear Statement of Work (SOWs)

• Be the bridge: Connect customer needs with Product, Engineering, and Customer Success,making sure what we sell is what we can deliver (and vice versa)

• Improve the system: Contribute to process improvements, tooling, and scalable ways of working across pre-sales and deployment services

Requirements:

• 3–5 years in consulting, pre-sales, solutions, or customer success

• Proven track record in creating accurate, customer-ready SOWs that led to successful project delivery

• Strong commercial acumen and ability to partner with Sales to drive revenue

• Excellent stakeholder management, negotiation, and communication skills

• Familiarity with SaaS + AI automation, integrations, and change management best practices

• You're AI-curious and hands-on - you don't just talk about it, you try things and understand how it changes workflows

• You're not afraid to challenge customers (and internal teams) when something doesn't make sense

Success Metrics:

• Accelerate deal velocity: Reduce friction and eliminate ambiguity in how deployment services are scoped, ensuring customers understand the path to value faster

• Drive services attach and expansion: Help customers see the critical value of investing upfront to get their AI transformation right from day one

• Scope for delivery success: Build solutions that actually work in the real world,protecting delivery margins through accurate resourcing and clear expectations

• Deliver real-world adoption: Ensure your deployment designs lead to meaningful increases in automation, where customers see Fin working in production, not just on paper

Benefits:

• Competitive salary and meaningful equity

• Comprehensive medical, dental, and vision coverage

• Regular compensation reviews - great work is rewarded!

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

• Flexible paid time off policy

• Paid Parental Leave Program

• 401k plan & match

• In-office bicycle storage

• Fun events for employees, friends, and family!

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Responsibilities:

• Recruit, train, and lead a team of Customer Success Managers within the Enterprise segment
• Help drive an engagement model focused on high growth accounts
• Develop both the long-term vision and strategy for the team and drive progress toward key metrics
• Be accountable for increasing revenue, managing day-to-day operations, and scaling the team
• Coach, mentor, and guide the team in developing consultative and solution-based customer success and sales skills
• Effectively work cross-functionally across the organization to shape Stripe's solutions to meet client needs
• Inspire, motivate, and enable individual development to promote career growth of direct reports

Minimum requirements:

• 7-10 years of technology sales or account management experience with 4+ years of progressive people management experience
• Experience leading Enterprise sales, account management and operations in an early stage, high-growth technology environment
• Ability to hire, train, and coach a high-performance Customer Success team
• Ability to support the Customer Success Managers' efforts through strategic advice on account strategies, and serving as executive sponsor with key relationships
• Demonstrated passion for Stripe's mission

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You'll play a critical role in helping customers confidently invest in AI transformation,designing deployment approaches that balance speed, adoption, and long-term value.

This isn't a 'follow the playbook' role. You'll be helping us build the playbook.

Key Responsibilities:

• Turn ambiguity into clarity: Lead services scoping with customers (Director to C-level) to understand their support operations, goals, and constraints,and turn that into a clear deployment path forward

• Own the story in pre-sales: Partner closely with Sales to position services, shape deals, and give customers confidence in how they'll get value from day one

• Scope what success looks like: Translate business and technical requirements into clear Statements of Work (SOWs),including scope, assumptions, exclusions, timelines, dependencies, and customer responsibilities

• Design AI-powered solutions: Help customers rethink their customer experience using AI,not just replicate old workflows with new tools

• Assess complexity and guide the right approach: Evaluate deals across dimensions like workspace and workflow design, Fin readiness, migration complexity, and integrations - then translate them into clear Statement of Work (SOWs)

• Be the bridge: Connect customer needs with Product, Engineering, and Customer Success,making sure what we sell is what we can deliver (and vice versa)

• Improve the system: Contribute to process improvements, tooling, and scalable ways of working across pre-sales and deployment services

Requirements:

• 3–5 years in consulting, pre-sales, solutions, or customer success - you've solved real customer problems before

• You're great at engaging both technical teams and senior executives - seamlessly switching between deep technical detail and high-level business conversation

• Proven track record in creating accurate, customer-ready SOWs that led to successful project delivery.

• Strong commercial acumen and ability to partner with Sales to drive revenue.

• Excellent stakeholder management, negotiation, and communication skills.

• Familiarity with SaaS + AI automation, integrations, and change management best practices.

• You're AI-curious and hands-on - you don't just talk about it, you try things and understand how it changes workflows

• You're not afraid to challenge customers (and internal teams) when something doesn't make sense

Success Metrics:

• Accelerate deal velocity: Reduce friction and eliminate ambiguity in how deployment services are scoped, ensuring customers understand the path to value faster

• Drive services attach and expansion: Help customers see the critical value of investing upfront to get their AI transformation right from day one

• Scope for delivery success: Build solutions that actually work in the real world,protecting delivery margins through accurate resourcing and clear expectations

• Deliver real-world adoption: Ensure your deployment designs lead to meaningful increases in automation, where customers see Fin working in production, not just on paper

Benefits:

• Competitive salary and meaningful equity

• Comprehensive medical, dental, and vision coverage

• Regular compensation reviews - great work is rewarded!

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

• Flexible paid time off policy

• Paid Parental Leave Program

• 401k plan & match

• In-office bicycle storage

• Fun events for employees, friends, and family!

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Crypto is a priority vertical for us, and we've started building the foundation for how Mercury serves it. We're now looking for the person to own it outright: someone who will set the strategy for the vertical, act as the relationship manager for our highest-value crypto accounts, and build the playbooks that let this motion scale. You'll have real ownership, a clear mandate, and the chance to define how Mercury shows up for one of the most demanding and fastest-moving segments in fintech. If you know this space from the inside, this role was built for you.

Responsibilities

Own the crypto vertical and the relationships that define it

• Set the strategy for how Mercury serves crypto-native businesses, defining target segments, coverage models, and the standards for what great looks like across the vertical. You'll be the person leadership turns to for a point of view on where this market is going and how Mercury should respond.

• Serve as the primary relationship owner for Mercury's highest-value crypto accounts, building trust with founders, finance leaders, and operators at exchanges, stablecoin and payments companies, custody providers, and funds. You'll be the person they call when something matters, and the one anticipating the need before they do.

• Manage and grow Mercury's crypto partner ecosystem, stewarding existing partner relationships and expanding thoughtfully to strengthen Mercury's top-of-funnel presence in the crypto world.

Drive adoption and expansion

• Execute and adapt playbooks for cards, credit, treasury, and new products for the crypto motion, where adoption decisions involve sophisticated finance teams, treasury operations, and a higher bar for diligence than a typical account.

• Build the playbooks, workflows, and tooling that make the crypto motion scalable.. Partner with other functions inside Mercury’s revenue team to manage the long tail business inside the book.

Be the voice of crypto internally and externally

• Partner closely with Compliance, Risk, and BSA/AML teams to navigate the regulatory complexity unique to banking* crypto, helping customers understand requirements and helping Mercury serve the space responsibly and sustainably.

• Channel insights from crypto operators back to Product, Marketing, and Policy Leadership, translating the way these businesses work and the gaps they hit into actionable feedback that shapes our roadmap.

• Represent Mercury in the crypto community, at conferences, in founder and operator networks, and in the conversations that establish Mercury as a credible, serious partner to the space.

Requirements

• 7 to 10 years in customer success, relationship banking*, fintech account management, or expansion-focused roles where you've owned a book of high-value, sophisticated accounts and driven retention and expansion, with a track record of operating as the most senior individual contributor in the room.

• Deep fluency in the crypto ecosystem. You understand how exchanges, stablecoin issuers, payments and infrastructure companies, custody providers, and funds operate, and you can speak credibly about on/off-ramps, custody, treasury management, and the operational realities of running a crypto business.

• A working understanding of the regulatory and compliance environment around crypto and banking*, including BSA/AML, KYC, and the reasons banking this space is uniquely complex. You can hold a credible conversation with a Chief Compliance Officer and with a founder in the same afternoon.

• Experience owning or shaping a vertical, segment, or coverage model, not just executing within one. You've defined strategy, built playbooks, and set the standard others followed.

• Clear, confident communication with finance leaders, founders, and executives. You're comfortable in an executive business review with a CFO and a quick Slack exchange with an operator.

• Comfort with cutting edge AI to build automated operational workflows, allowing you to spend time with what matters most: talking to customers and partners.

Nice to Have

• Direct experience working at or with a crypto-native company such as an exchange, stablecoin issuer, custody provider, payments platform, or crypto fund.

• Background in commercial banking*, treasury management, or capital markets that gives you fluency in the financial products Mercury offers.

• A network in the crypto community, where you've built a reputation as a trusted, knowledgeable partner to founders and operators in the space.

• Experience designing or iterating on customer success playbooks, coverage models, or scalability experiments for a new or emerging vertical.

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We're seeking a Renewals Specialist to join our team in Chicago. As a Renewals Specialist, you will partner with AE's, sales management, Customer Success and internal partners to retain and expand user revenue.

Responsibilities:

• Proactively manage Renewal pipelines and activity / engagement milestones
• Research user purchase and renewal history and make recommendations based on prior activity
• Manage KPIs relating to Renewal coverage scope by segment / region
• Gather requirements from Sales and User account signals for renewal, expansion and upsell opportunities
• Assist with complex quote creation to allow Sales to focus on upsell
• Help develop and execute Stripe’s Renewals Desk strategy, in alignment with Stripe’s Sales business strategy
• Identify and optimise repeatable and scalable processes, looking to automate, re-tool, process improve and vendorise as appropriate
• Help cultivate a team culture that includes high ownership, customer-first focus, fast-paced, high integrity, and an optimistic and positive environment
• Report out on a regular weekly, monthly, and quarterly cadence to key stakeholders, with a strong analytical approach and crisp communication style

Requirements:

• 3+ years of experience in Renewals, Account Management, or Customer Success ideally in a tech environment
• Proven track record in successfully owning and delivering manual and automated processes
• Strong leadership experience, including cultivating high-performance, positive team culture and developing close, cross functional partnerships
• Sound business judgment, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results
• Experience working within a high-growth, technology company with the ability to operate successfully in a lean, fast-paced organisation
• Highly organised, multi-tasking skills, taking ownership and being efficient in ambiguous situations

Preferred Qualifications:

• Lean Six Sigma certification, or proven experience employing the methodology
• Experience working in the financial services/payments industry

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About the Role:

We’re looking for a Renewals Leader to build and scale the function that protects and grows Anthropic’s recurring and committed revenue. This role owns renewals strategy, execution, and forecasting , ensuring we deliver exceptional customer outcomes while sustaining durable, predictable revenue as our enterprise base scales.

Key Responsibilities:

• Build and lead the renewals team. Hire, develop, and retain a team of Renewals Managers. Define how the function covers the customer base, set the performance bar, and create a culture of accountability and customer-centricity.
• Own the renewal number. Own renewal bookings, gross and net retention, on-time renewal metrics, forecast accuracy, and renewal pipeline health. Identify risk early and implement mitigation strategies to reduce churn and contraction.
• Define the operating model. Establish scalable renewal playbooks, stage definitions, qualification criteria, and operational rigor , adapted for the realities of consumption-based revenue rather than fixed contract cycles.
• Forecast with rigor. Drive accurate weekly and monthly renewal forecasting and reporting that leadership can plan against, grounded in usage data and customer health signals.
• Drive expansion at renewal. Partner with Sales and Customer Success to convert adoption depth into expanded commitments, and lead executive-level renewal conversations for strategic accounts where required.
• Collaborate across the GTM organization. Work with Sales on territory and account strategy, with Deal Desk and Finance on pricing, terms, and approvals, and with Strategy & Operations on forecasting and field alignment.
• Lead with an AI-first mindset. Use data, automation, and tooling , including Claude , to optimize renewal processes, monitor KPIs, and continuously raise the bar on performance.

Requirements:

• 8–12+ years of experience in SaaS, PaaS, or consumption-led businesses, with significant exposure to renewals, retention, sales, or customer success
• 3–5+ years of people management experience leading renewals, retention, or commercial teams
• A proven track record of owning and exceeding renewal and retention targets in complex, enterprise deal cycles
• Excellent forecasting and pipeline management skills, with a reliable, evidence-based approach to calling the number
• Demonstrated ability to influence cross-functional stakeholders , Sales, Finance, Deal Desk, and Customer Success , at all levels
• A strong analytical mindset and comfort using data to drive decisions

Preferred Qualifications:

• Direct experience with consumption-based or usage-based pricing models, and the unique retention dynamics they create
• Background in data, AI, cloud, or developer-platform businesses
• Experience building a renewals or retention function from the ground up, including playbooks, forecasting cadence, and team structure
• Experience operating across multiple regions and markets
• Passion for AI and alignment with Anthropic's mission of beneficial AI development

Salary and Benefits:

The annual compensation range for this role is $260,000-$315,000 USD.

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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'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.

About the role

The Go To Market (GTM) team at OpenAI is dedicated to helping customers realize the transformative potential of AI technology. We are seeking a Revenue Operations Manager to support and optimize the operations within our Technical Success team, working closely with cross-functional teams to drive operational excellence and maximize customer impact.

As a Revenue Operations Manager, you will focus on designing processes that enhance the customer experience, optimizing internal workflows, and delivering data-driven insights that support strategic decision-making across teams.

In this role, you'll:

• Design and implement processes to support the OpenAI Technical Success team, ensuring seamless management of customer interactions throughout the lifecycle, from onboarding to ongoing technical support and services delivery.

• Work closely with technical teams to ensure that operational processes are scalable and efficiently integrated into customer success workflows.

• Define and track key performance indicators (KPIs) specific to technical success, developing and maintaining dashboards to provide actionable insights to stakeholders and leadership.

• Manage capacity and coverage strategy for the Technical Success team, working with leadership to ensure alignment with business objectives and offering data-driven recommendations for improvements.

• Partner with the data team to ensure the integrity and accuracy of data, enabling effective reporting and decision-making for revenue-generating activities.

• Lead strategic analyses to identify trends, gaps, and opportunities for process optimization; lead cross-functional projects to drive those optimizations.

You might thrive in this role if you have:

• Experience in revenue operations or strategy at a high-growth, technology company

• Strong analytical skills with a focus on attention to detail

• Exceptional project management skills, with experience leading complex, cross-functional initiatives

• Strong communication skills and executive presence

• An understanding of the AI landscape, our applications, and the problems they solve for our customers.

• The ability to thrive in ambiguity and work autonomously

• Exceptional organizational skills

• The ability to operate with high horsepower, be adept at frequent context switching and working on multiple projects at once with expansive ownership, and ruthless prioritization

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This is a highly strategic leadership role responsible for driving regional revenue growth, building and developing high-performing teams, and establishing OpenAI as a trusted partner to advertisers throughout EMEA. You will own regional commercial performance while partnering closely with Product, Engineering, Marketing, Operations, and Policy teams to ensure customer feedback influences product development and market strategy.

The ideal candidate combines strong people leadership, commercial acumen, operational rigor, and a passion for building businesses in fast-moving environments. You are equally comfortable coaching teams, engaging with senior executives, navigating complex market dynamics, and helping shape the long-term strategy for OpenAI's Ads business.

This role is based in our Dublin or London office. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to eligible candidates.

Responsibilities:

• Lead, coach, recruit, and develop a team of Client Partners and Customer Success Managers across EMEA, fostering a high-performance and customer-centric culture

• Formulate strategies for regional expansion, including country prioritization, partner strategy (both agencies and tech partners), and consideration for outsourced channel partners and resellers

• Own regional revenue goals and business performance across multiple markets, ensuring consistent execution against growth targets

• Develop and execute the EMEA commercial strategy, identifying opportunities to accelerate advertiser adoption, retention, and expansion

• Partner with sales and customer success leaders to optimize customer engagement throughout the entire advertiser lifecycle

• Build and maintain executive-level relationships with key advertisers, agencies, and strategic partners across the region

• Drive forecasting, pipeline management, territory planning, and business reviews to ensure operational excellence and predictable growth

• Serve as the voice of the EMEA market, bringing advertiser insights and customer feedback to Product, Engineering, and leadership teams

• Collaborate cross-functionally to support product launches, market expansion initiatives, and strategic customer opportunities

• Establish scalable processes, playbooks, and best practices that enable growth across diverse markets and customer segments

• Represent OpenAI's advertising offering externally, including industry events, press, and other public speaking opportunities

You might thrive in this role if you:

• Have 15+ years of experience in digital advertising, media, technology, or related commercial leadership roles

• Have 10+ years of experience leading high-performing sales, account management, customer success, or revenue teams

• Are experienced in building new products from the ground up, and comfortable in a fast-paced entrepreneurial environment

• Are passionate and energized by the new possibilities of AI being applied to marketing, and have strong desire to play a role in shaping that future

• Have a proven track record of exceeding revenue targets and scaling businesses across multiple international markets

• Have experience managing distributed teams across EMEA and understand the nuances of operating across diverse cultures and business environments

• Are an exceptional people leader who enjoys recruiting, coaching, developing, and inspiring teams to achieve ambitious goals

• Can build strong relationships with C-suite executives, agency leaders, and senior decision-makers

• Have strong strategic thinking skills while maintaining a bias toward execution and operational excellence

• Are highly data-driven and comfortable using analytics to inform business decisions, prioritize investments, and drive accountability

• Thrive in ambiguous, fast-changing environments and enjoy building new businesses, processes, and teams from the ground up

• Are passionate about AI and excited by the opportunity to shape how advertisers adopt transformative technologies responsibly at scale

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Anthropic operates on a consumption-based model, which makes this fundamentally different from a traditional renewals role. Your team won't simply be renewing contracts on a fixed cycle , they'll be managing customer commitments in step with real usage, catching consumption risk early, and converting healthy adoption into expanded commitments.

You'll lead and develop a team of Renewals Managers, partner closely with Sales, Deal Desk, Finance, and Customer Success, and serve as a trusted commercial voice in front of strategic customers. This is a builder's role: you'll be one of the first dedicated leaders for this function, so the processes, culture, and standards you set become the template.

Responsibilities:

• Build and lead the renewals team. Hire, develop, and retain a team of Renewals Managers. Define how the function covers the customer base, set the performance bar, and create a culture of accountability and customer-centricity.

• Own the renewal number. Own renewal bookings, gross and net retention, on-time renewal metrics, forecast accuracy, and renewal pipeline health. Identify risk early and implement mitigation strategies to reduce churn and contraction.

• Define the operating model. Establish scalable renewal playbooks, stage definitions, qualification criteria, and operational rigor , adapted for the realities of consumption-based revenue rather than fixed contract cycles.

• Forecast with rigor. Drive accurate weekly and monthly renewal forecasting and reporting that leadership can plan against, grounded in usage data and customer health signals.

• Drive expansion at renewal. Partner with Sales and Customer Success to convert adoption depth into expanded commitments, and lead executive-level renewal conversations for strategic accounts where required.

• Collaborate across the GTM organization. Work with Sales on territory and account strategy, with Deal Desk and Finance on pricing, terms, and approvals, and with Strategy & Operations on forecasting and field alignment.

• Lead with an AI-first mindset. Use data, automation, and tooling , including Claude , to optimize renewal processes, monitor KPIs, and continuously raise the bar on performance.

Requirements:

• 8–12+ years of experience in SaaS, PaaS, or consumption-led businesses, with significant exposure to renewals, retention, sales, or customer success

• 3–5+ years of people management experience leading renewals, retention, or commercial teams

• A proven track record of owning and exceeding renewal and retention targets in complex, enterprise deal cycles

• Excellent forecasting and pipeline management skills, with a reliable, evidence-based approach to calling the number

• Demonstrated ability to influence cross-functional stakeholders , Sales, Finance, Deal Desk, and Customer Success , at all levels

• A strong analytical mindset and comfort using data to drive decisions

Preferred qualifications include direct experience with consumption-based or usage-based pricing models, background in data, AI, cloud, or developer-platform businesses, experience building a renewals or retention function from the ground up, and experience operating across multiple regions and markets.

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This is a specialized role that demands deep expertise in government security compliance, identity and access management, and the unique operational cadence of classified and unclassified federal environments. Reports to: Senior Manager, Customer Success - DoD/IC/FSI.

In this role you will operate at the intersection of customer success, regulatory compliance, and product strategy,serving as a trusted strategic advisor to C-suite and technical leadership at your assigned accounts while simultaneously acting as the voice of these specialized customers within Okta's broader organization.

Unlike traditional CSM roles, you will have direct input into product roadmap decisions, regulatory strategy, and cross-functional escalations that impact mission-critical deployments. This role requires someone who not only understands the what of government procurement and compliance but deeply grasps the why,the mission imperatives, security postures, and operational constraints that drive decision-making in these environments.

In this role, you will conduct:

• Strategic Customer Leadership & Relationship Management - Serve as the primary executive point of contact for your assigned DoD/IC/FSI strategic accounts, managing relationships at the C-suite, security leadership, and technical teams
• Develop and execute multi-year customer success strategies that align Okta's identity and access management capabilities with customers' mission objectives, security posture improvements, and compliance requirements
• Conduct regular business reviews with customer executives, presenting data-driven insights on adoption, ROI, risk reduction, and strategic value delivery
• Anticipate and proactively address customer needs before they escalate, leveraging deep knowledge of government procurement cycles, budget constraints, and authorization timelines

Compliance, Security & Regulatory Navigation - Serve as a liaison for government security and compliance inquiries, including Authorization pathways, DISA authorization and security requirements, FedRAMP compliance and continuous monitoring obligations.

• Translate complex regulatory requirements into actionable customer success plans and product recommendations
• Collaborate with Okta's Compliance, Legal, and Product teams to ensure customer accounts remain compliant and authorized
• Educate customers on regulatory changes and proactively identify risks to their authorization status or renewal cycles

Cross-Functional Leadership & Orchestration - Act as the primary orchestrator for complex customer escalations, coordinating between Support, Engineering, Product Management, Sales, and Compliance teams

• Participate in cross-functional forums (product roadmap discussions, engineering prioritization meetings, compliance working groups) as the voice of DoD/IC/FSI customer requirements
• Lead high-priority technical and strategic initiatives
• Escalate and advocate for customer needs through appropriate channels, including senior management and product leadership

Adoption, Value Realization & Retention - Drive application onboarding and adoption by:

• Assessing application portfolios and prioritizing migration based on risk, compliance impact, and business value
• Designing phased implementation plans that account for government change management processes and security gates
• Coordinating with customer teams to remove adoption blockers and ensure successful rollout
• Identify and mitigate renewal risk through early warning systems, proactive remediation, and executive engagement

What You'll Bring to the Role

Preferred Experience & Background

• 10+ years of customer success, account management, or consulting experience focused on government customers (DoD, IC, or Federal agencies)
• 8+ years of hands-on experience with enterprise SaaS products, specifically in the identity and access management (IAM), cloud security, or zero trust space
• Proven track record of managing complex, multi-year government customer relationships with demonstrated success in adoption, retention, and expansion
• Strong understanding of government regulatory and compliance requirements.
• Experience navigating and steering customer engagements to completion with a high level of customer satisfaction.
• Possess exceptional presentation and communication skills, particularly when engaging with executives and leaders.
• Strong listening skills with the demonstrated ability to ask effective questions, dive deep, understand the customer’s business priorities and anticipate the customer’s needs
• Strong interpersonal skills and the ability to work and collaborate with multiple teams who have varying backgrounds and skills
• Strong technical and problem-solving skills coupled with the ability to provide quick resolution to problems.
• Experience with Okta products and platform (or ability to quickly master them)
• US Citizenship required. Former government security clearance holder with previous TS/SCI or equivalent clearance (active clearance not required but highly valued)
• Estimated local travel for onsite customer visits may vary between 25%-30%

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Key responsibilities include:

• Hiring, training, and growing a team of Solutions Architects
• Developing and executing a strategy to drive customer success with Databricks
• Maintaining a robust hiring pipeline at all times
• Establishing relationships across the business to make customers and team successful
• Partnering with sales leadership to hit sales and consumption targets and ensure customer success

The ideal candidate will have 3+ years of experience building and leading technical pre-sales teams, 7+ years of experience in the data space with a technical product, and a deep technical understanding of the impact which Data & AI can drive within various industry segments.

In addition to the key responsibilities listed above, the successful candidate will also be responsible for creating a positive morale for the team and helping to foster a working relationship between Field Engineering, Sales, and other important internal partners.

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Here's what you'll do day-to-day:

• Build and maintain strong relationships with senior stakeholders at large accounting firms to ensure they realise maximum value from GustoPro
• Lead onboarding and deliver tailored training aligned to firm-specific workflows and needs
• Travel to partner sites to lead in-person meetings and effectively leverage on-site technologies
• Develop and execute strategies to drive adoption and engagement across enterprise accounting firms
• Collaborate with partners on co-branded content, case studies, and resources that highlight successful implementations and best practices
• Advise firm leadership on how to strategically use GustoPro to drive operational efficiency and growth
• Partner closely with Enterprise Account Managers to create and execute joint success plans, ensuring seamless onboarding, ongoing support, and expansion opportunities
• Work cross-functionally with Sales, Marketing, and Product to address partner needs and provide actionable feedback
• Track partnership performance metrics and develop strategies to improve outcomes and ROI
• Represent the voice of enterprise partners internally, influencing product and service enhancements
• Contribute to the design and evolution of partner programs tailored to large accounting firms
• Maintain deep knowledge of the accounting industry, regulatory landscape, and GustoPro's product roadmap
• Use AI-powered workflows as a core part of how you sell: running assigned tools daily, surfacing friction and inefficiencies as you find them, and collaborating with your team to influence what gets built or improved next.

The target on-target earnings (OTE) for this role range from $145,000–$178,000 in Denver and most remote locations, and $171,000–$209,000 in San Francisco and New York.

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This is a builder role, not a scaled nurture role. OpenRouter's startup ecosystem is one of the company's most important growth surfaces, powered in part by the OpenRouter for Startups program, which helps AI-native companies access credits, infrastructure, and multi-model tooling to build and scale faster.

Your job is to make that ecosystem work at scale. You'll own the startup customer journey from program approval and onboarding through activation, retention, expansion, and Enterprise readiness. You'll also own day-to-day program operations and communications across the OpenRouter for Startups ecosystem, while helping launch new initiatives, workflows, and partner programs over time.

Build the Startup Success Engine

• Own the scaled success motion for OpenRouter's startup and scaled customer portfolio.
• Partner cross-functionally to iterate and refine the operating system for startup activation, retention, growth, and Enterprise conversion.
• Create and refine the workflows, dashboards, alerts, and playbooks that help the team understand which startups need attention, why they need it, and what action should happen next.
• Turn manual customer success and program operations work into repeatable systems.

Drive Activation, Retention, and Growth

• Own the start-up inbox, day-to-day program communications, and portfolio health across the startup segment.
• Build scaled intervention workflows for customers showing risk signals.
• Create activation paths that help startups reach first value quickly and understand how to use OpenRouter effectively.
• Partner with Sales to surface startups ready for Enterprise conversion, higher usage commitments, premium support, compliance, observability, throughput, or strategic partnership.
• Work across GTM to expand distribution, improve onboarding and activation, and connect the startup program to broader growth initiatives.

Engineer Workflows and Automations

• Build practical systems that make scaled customer success possible.
• Use AI-native tools and automation to reduce manual work across onboarding, follow-up, risk detection, expansion identification, reporting, and feedback capture.
• Build self-serve resources that help technical founders succeed without waiting for human intervention.

Own Startup Health and Expansion Signals

• Define what “healthy” looks like for startup customers.
• Segment the portfolio into cohorts.
• Create the operating cadence for reviewing startup portfolio health.

Improve the Startup Program

• Help evolve OpenRouter’s startup program into a scalable growth engine.
• Improve the application, approval, onboarding, activation, communication, and follow-up experience.
• Build rubrics and workflows that identify high-potential AI-native startups and route them into the right journey.
• Ensure approved startups get value quickly and have clear paths to scale.
• Continuously improve how the program runs by streamlining processes and creating better experiences for founders, partners, and internal teams alike.

Create Product Feedback Loops

• Turn startup customer, founder, and partner interactions into structured product signal.
• Capture and synthesize feedback across onboarding friction, model availability, routing behavior, latency, reliability, pricing, documentation gaps, integration blockers, and developer experience.
• Surface patterns to Product and Engineering based on frequency, customer severity, growth potential, and revenue impact.
• Build feedback loops that improve the experience for the entire startup ecosystem, not just one account at a time.

What We’re Looking For

• You might be a fit if you are energized by building the system, not just running the motion.
• You have managed a scaled customer portfolio, startup program operations, developer ecosystem, PLG customer base, or technical customer segment.
• You care deeply about startups and understand the realities of early-stage building. You enjoy working closely with founders, operators, and emerging teams as they navigate product-market fit, growth, and scale.
• You are comfortable working with technical founders and developer-facing products.
• You understand API-first businesses and can speak credibly about usage, latency, reliability, cost, integrations, and production adoption.
• You know how to identify churn risk, activation blockers, expansion signals, and commercial opportunity in a usage-based business.
• You are fluent in customer data and can use usage trends, support signals, product analytics, and revenue data to drive action.
• You have built workflows, dashboards, automations, lifecycle programs, internal tools, customer journeys, or playbooks that improved customer outcomes at scale.
• You operate with a builder mindset and take ownership beyond your job description.
• You’re energized by creating structure from ambiguity and helping new programs scale from 0 to 1.
• You’re comfortable working in evolving environments where processes are still being defined.
• You do not default to manual touch points. You default to systems, repeatability, and leverage.

You’ll Stand Out If

• You have experience in AI infrastructure, developer tools, API platforms, technical SaaS, or high-growth GenAI products.
• You have worked with startup customers, founders, or startup programs.
• You have experience with tools like HubSpot, Customer.io, Intercom, Zendesk, Linear, Retool, Zapier, Clay, Census, Hightouch, Mixpanel, Amplitude, or similar GTM / workflow / analytics platforms.
• You can build your own agents, write SQL, build lightweight internal tools, create automations, or use AI-assisted workflows to move faster.
• You have partnered with Sales on expansion, renewal, or Enterprise conversion motions.
• You have built customer health dashboards, scaled onboarding journeys, portfolio review cadences, lifecycle programs, or product feedback loops.
• You have strong instincts for which startups are likely to grow, which are likely to churn, and which need intervention.

What Success Looks Like

• Within your first 2 weeks, you will understand the startup customer journey, map the current lifecycle, identify the highest-leverage activation and retention gaps, and define the first version of the startup health model.
• Within your first 4 weeks, you will launch initial workflows.
• Within your first 6 weeks, you will have built the first version of the scaled startup success operating system.
• Longer term, success means higher startup activation, stronger retention, faster time-to-value, clearer Enterprise conversion paths, better product feedback loops, stronger founder and partner feedback loops, and a startup ecosystem that grows without requiring linear headcount.

This Is Not

• This is not a lifecycle marketing role.
• This is not a role focused on sending nurture campaigns and hoping customers engage.
• This is not a traditional customer success role.

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Our ads products are currently live in Australia and New Zealand with launches in Japan and South Korea scheduled for June. Expansion into other APAC markets will continue on an ongoing basis and this leader will play a key role in shaping that strategy and execution.

This is a highly strategic leadership role responsible for driving regional revenue growth, building and developing high-performing teams, and establishing OpenAI as a trusted partner to advertisers throughout APAC. You will own regional commercial performance while partnering closely with Product, Engineering, Marketing, Operations, and Policy teams to ensure customer feedback influences product development and market strategy.

The ideal candidate combines strong people leadership, commercial acumen, operational rigor, and a passion for building businesses in fast-moving environments. You are equally comfortable coaching teams, engaging with senior executives, navigating complex market dynamics, and helping shape the long-term strategy for OpenAI's Ads business.

This role is based in our Singapore office. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to eligible candidates.

In this role, you will:

• Lead, coach, and develop a team of Client Partners and Customer Success Managers across APAC, fostering a high-performance and customer-centric culture.

• Own regional revenue goals and business performance across multiple markets, ensuring consistent execution against growth targets.

• Develop and execute the APAC commercial strategy, identifying opportunities to accelerate advertiser adoption, retention, and expansion.

• Partner with sales and customer success leaders to optimize customer engagement throughout the entire advertiser lifecycle.

• Build and maintain executive-level relationships with key advertisers, agencies, and strategic partners across the region.

• Drive forecasting, pipeline management, territory planning, and business reviews to ensure operational excellence and predictable growth.

• Serve as the voice of the APAC market, bringing advertiser insights and customer feedback to Product, Engineering, and leadership teams.

• Collaborate cross-functionally to support product launches, market expansion initiatives, and strategic customer opportunities.

• Establish scalable processes, playbooks, and best practices that enable growth across diverse markets and customer segments.

• Recruit, onboard, and retain top talent while building leadership bench strength across the organization.

You might thrive in this role if:

• You have 12+ years of experience in digital advertising, media, technology, or related commercial leadership roles.

• You have 5+ years of experience leading high-performing sales, account management, customer success, or revenue teams.

• You have a proven track record of exceeding revenue targets and scaling businesses across multiple international markets.

• You have experience managing distributed teams across APAC and understand the nuances of operating across diverse cultures and business environments.

• You are an exceptional people leader who enjoys coaching, developing, and inspiring teams to achieve ambitious goals.

• You can build strong relationships with C-suite executives, agency leaders, and senior decision-makers.

• You have strong strategic thinking skills while maintaining a bias toward execution and operational excellence.

• You are highly data-driven and comfortable using analytics to inform business decisions, prioritize investments, and drive accountability.

• You thrive in ambiguous, fast-changing environments and enjoy building new businesses, processes, and teams from the ground up.

• You are passionate about AI and excited by the opportunity to shape how advertisers adopt transformative technologies responsibly at scale.

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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.

About the Role: As a Senior Customer Success Manager, DoD/IC/FSI, you will serve as a strategic, senior individual contributor managing our most complex and mission-critical customer relationships within the Department of Defense, Intelligence Community, and Federal System Integrators segment. This is a specialised role that demands deep expertise in government security compliance, identity and access management, and the unique operational cadence of classified and unclassified federal environments.

Reports to: Senior Manager, Customer Success - DoD/IC/FSI. In this role you will operate at the intersection of customer success, regulatory compliance, and product strategy,serving as a trusted strategic advisor to C-suite and technical leadership at your assigned accounts while simultaneously acting as the voice of these specialised customers within Okta's broader organisation.

Unlike traditional CSM roles, you will have direct input into product roadmap decisions, regulatory strategy, and cross-functional escalations that impact mission-critical deployments. This role requires someone who not only understands the what of government procurement and compliance but deeply grasps the why,the mission imperatives, security postures, and operational constraints that drive decision-making in these environments.

In this role, you will conduct:

Strategic Customer Leadership & Relationship Management - Serve as the primary executive point of contact for your assigned DoD/IC/FSI strategic accounts, managing relationships at the C-suite, security leadership, and technical teams - Develop and execute multi-year customer success strategies that align Okta's identity and access management capabilities with customers' mission objectives, security posture improvements, and compliance requirements - Conduct regular business reviews with customer executives, presenting data-driven insights on adoption, ROI, risk reduction, and strategic value delivery - Anticipate and proactively address customer needs before they escalate, leveraging deep knowledge of government procurement cycles, budget constraints, and authorisation timelines

Compliance, Security & Regulatory Navigation - Serve as a liaison for government security and compliance inquiries, including Authorisation pathways, DISA authorisation and security requirements, FedRAMP compliance and continuous monitoring obligations. - Translate complex regulatory requirements into actionable customer success plans and product recommendations - Collaborate with Okta's Compliance, Legal, and Product teams to ensure customer accounts remain compliant and authorised - Educate customers on regulatory changes and proactively identify risks to their authorisation status or renewal cycles

Cross-Functional Leadership & Orchestration - Act as the primary orchestrator for complex customer escalations, coordinating between Support, Engineering, Product Management, Sales, and Compliance teams - Participate in cross-functional forums (product roadmap discussions, engineering prioritisation meetings, compliance working groups) as the voice of DoD/IC/FSI customer requirements - Lead high-priority technical and strategic initiatives - Escalate and advocate for customer needs through appropriate channels, including senior management and product leadership

Adoption, Value Realisation & Retention - Drive application onboarding and adoption by: - Assessing application portfolios and prioritising migration based on risk, compliance impact, and business value - Designing phased implementation plans that account for government change management processes and security gates - Coordinating with customer teams to remove adoption blockers and ensure successful rollout - Identify and mitigate renewal risk through early warning systems, proactive remediation, and executive engagement

What You'll Bring to the Role Preferred Experience & Background:

• 7+ years of customer success, account management, or consulting experience focused on government customers (DoD, IC, or Federal agencies)
• 5+ years of hands-on experience with enterprise SaaS products, specifically in the identity and access management (IAM), cloud security, or zero trust space
• Proven track record of managing complex, multi-year government customer relationships with demonstrated success in adoption, retention, and expansion
• Strong understanding of government regulatory and compliance requirements.
• Experience navigating and steering customer engagements to completion with a high level of customer satisfaction.
• Possess exceptional presentation and communication skills, particularly when engaging with executives and leaders.
• Strong listening skills with the demonstrated ability to ask effective questions, dive deep, understand the customer’s business priorities and anticipate the customer’s needs
• Strong interpersonal skills and the ability to work and collaborate with multiple teams who have varying backgrounds and skills
• Strong technical and problem-solving skills coupled with the ability to provide quick resolution to problems.
• Experience with Okta products and platform (or ability to quickly master them)
• US Citizenship required. Former government security clearance holder with previous TS/SCI or equivalent clearance (active clearance not required but highly valued)
• Estimated local travel for onsite customer visits may vary between 25%-30%.

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Responsibilities As a Partner Success Manager, you’ll play a key role in expanding Gusto’s presence within the accounting market, with a focus on our largest and most strategic accounting partners. This is not a traditional support role,you’ll help define and scale our enterprise partner success motion, working closely with leadership to establish best practices and drive meaningful growth.

Day-to-Day

• Build and maintain strong relationships with senior stakeholders at large accounting firms to ensure they realise maximum value from GustoPro
• Lead onboarding and deliver tailored training aligned to firm-specific workflows and needs
• Travel to partner sites to lead in-person meetings and effectively leverage on-site technologies
• Develop and execute strategies to drive adoption and engagement across enterprise accounting firms
• Collaborate with partners on co-branded content, case studies, and resources that highlight successful implementations and best practices
• Advise firm leadership on how to strategically use GustoPro to drive operational efficiency and growth
• Partner closely with Enterprise Account Managers to create and execute joint success plans, ensuring seamless onboarding, ongoing support, and expansion opportunities
• Work cross-functionally with Sales, Marketing, and Product to address partner needs and provide actionable feedback
• Track partnership performance metrics and develop strategies to improve outcomes and ROI
• Represent the voice of enterprise partners internally, influencing product and service enhancements
• Contribute to the design and evolution of partner programs tailored to large accounting firms
• Maintain deep knowledge of the accounting industry, regulatory landscape, and GustoPro’s product roadmap
• Use AI-powered workflows as a core part of how you sell: running assigned tools daily, surfacing friction and inefficiencies as you find them, and collaborating with your team to influence what gets built or improved next.

Requirements

• 6+ years of experience in partner management, account management, or customer success, with a strong focus on enterprise clients
• 4+ years in a customer-facing role
• 2+ years of experience partnering closely with sales teams (preferred)
• Willingness to travel, with requirements ranging from up to 50% during peak engagement periods to approximately 25% during the remainder of the year
• Strong understanding of the accounting firm ecosystem, including business models, challenges, and technology needs
• Exceptional communication, presentation, and relationship-building skills
• Strong listening and empathic communication abilities
• Analytical and strategic problem-solving mindset
• Ability to quickly learn complex products and operate as a credible advisor
• Comfortable working autonomously while collaborating cross-functionally
• Ability to thrive in a fast-paced, evolving environment
• Experience with CRM, analytics, and success tools (e.g., Salesforce, Tableau) and Learning Management Systems
• A builder mentality, with excitement for shaping and scaling partner success at Gusto
• Proven, day-to-day experience integrating AI into how you work , across writing, research, prep, and summarization as a core part of your workflow, with a track record of giving clear, useful feedback that helps improve your tools and processes.

Target On-Target Earnings (OTE) The target on-target earnings (OTE) for this role range from $145,000–$178,000 in Denver and most remote locations, and $171,000–$209,000 in San Francisco and New York.

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In this role, you'll act as a strategic partner and trusted advisor, enabling clients to leverage our industry-leading models and ElevenAgents - our end-to-end platform for building and deploying AI voice agents - to reimagine their customer experience, internal workflows, and monetization strategies.

Key responsibilities include:

• Building and managing a growing portfolio of enterprise accounts across the Netherlands - with a focus on Financial Services & Insurance, Telecommunications, Healthcare, and Utilities - to help ElevenLabs meet its revenue goals.

• Identifying new business opportunities where ElevenLabs' conversational AI capabilities - including ElevenAgents - can drive customer engagement, contact center automation, and operational efficiency.

• Leading consultative, multi-stakeholder sales cycles, building compelling business cases that translate AI voice technology into measurable business value for senior executives and economic buyers.

• Developing and maintaining a deep understanding of the conversational AI landscape, including customer use cases, competitive solutions, and emerging trends - particularly as they apply to regulated Dutch industries.

• Demonstrating expertise - or a strong willingness to learn - about conversational AI and how ElevenLabs' voice technology can unlock value across customer support, virtual agents, IVR modernization, and in-app assistants.

• Developing and executing account strategies to expand ElevenLabs' presence within key enterprise verticals, navigating complex procurement and organizational structures.

• Partnering closely with Customer Success, FDEs and Solutions Engineering to ensure smooth onboarding, deployment, and expansion of accounts.

• Serving as a trusted advisor to clients, educating C-suite and senior operations leaders on emerging trends in generative AI, voice interfaces, and conversational agents.

Requirements include:

• 7+ years of quota-carrying enterprise sales experience in SaaS or technology, ideally with exposure to AI, generative AI, LLM-based products, or API-driven platforms.

• Proven success closing deals and managing long, complex sales cycles with multiple stakeholders across business, IT, legal, and procurement.

• Well-connected in the Dutch enterprise landscape, with an existing network of senior individuals and strong executive presence and ability to build relationships at the C-suite and board level.

• Experience selling technical solutions to product and engineering leaders; ability to translate complex technology into business value.

• Deep understanding of enterprise procurement and legal processes in the Netherlands, with the ability to accelerate deal velocity within complex organizational structures.

• Comfort operating in an early-stage, high-growth environment, including building new playbooks and iterating quickly.

• Passion for voice and audio AI and how it can unlock transformative value for customers.

• A hybrid of customer & product-driven mentality that prioritizes client satisfaction & scale

• Native or full professional proficiency in Dutch; strong English for internal collaboration

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Key responsibilities include:

1. Building and managing a growing portfolio of enterprise accounts across the Netherlands - with a focus on Financial Services & Insurance, Telecommunications, Healthcare, and Utilities - to help ElevenLabs meet its revenue goals.

1. Identifying new business opportunities where ElevenLabs' conversational AI capabilities - including ElevenAgents - can drive customer engagement, contact center automation, and operational efficiency.

1. Leading consultative, multi-stakeholder sales cycles, building compelling business cases that translate AI voice technology into measurable business value for senior executives and economic buyers.

1. Developing and maintaining a deep understanding of the conversational AI landscape, including customer use cases, competitive solutions, and emerging trends - particularly as they apply to regulated Dutch industries.

1. Demonstrating expertise - or a strong willingness to learn - about conversational AI and how ElevenLabs' voice technology can unlock value across customer support, virtual agents, IVR modernization, and in-app assistants.

1. Developing and executing account strategies to expand ElevenLabs' presence within key enterprise verticals, navigating complex procurement and organizational structures.

1. Partnering closely with Customer Success, FDEs and Solutions Engineering to ensure smooth onboarding, deployment, and expansion of accounts.

1. Serving as a trusted advisor to clients, educating C-suite and senior operations leaders on emerging trends in generative AI, voice interfaces, and conversational agents.

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Key responsibilities include:

• Building and managing a growing portfolio of enterprise accounts across Chile - with a focus on Financial Services & Insurance, Telecommunications, Healthcare, and Utilities - to help ElevenLabs meet its revenue goals.

• Identifying new business opportunities where ElevenLabs' conversational AI capabilities - including ElevenAgents - can drive customer engagement, contact center automation, and operational efficiency.

• Leading consultative, multi-stakeholder sales cycles, building compelling business cases that translate AI voice technology into measurable business value for senior executives and economic buyers.

• Developing and maintaining a deep understanding of the conversational AI landscape, including customer use cases, competitive solutions, and emerging trends - particularly as they apply to regulated Chilean industries.

• Demonstrating expertise - or a strong willingness to learn - about conversational AI and how ElevenLabs' voice technology can unlock value across customer support, virtual agents, IVR modernization, and in-app assistants.

• Developing and executing account strategies to expand ElevenLabs' presence within key enterprise verticals, navigating complex procurement and organizational structures.

• Partnering closely with Customer Success, FDEs and Solutions Engineering to ensure smooth onboarding, deployment, and expansion of accounts.

• Serving as a trusted advisor to clients, educating C-suite and senior operations leaders on emerging trends in generative AI, voice interfaces, and conversational agents.

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In this role, you'll act as a strategic partner and trusted advisor, enabling clients to leverage our industry-leading models and ElevenAgents - our end-to-end platform for building and deploying AI voice agents - to reimagine their customer experience, internal workflows, and monetization strategies.

Key responsibilities include:

• Building and managing a growing portfolio of enterprise accounts across Chile - with a focus on Financial Services & Insurance, Telecommunications, Healthcare, and Utilities - to help ElevenLabs meet its revenue goals.

• Identifying new business opportunities where ElevenLabs' conversational AI capabilities - including ElevenAgents - can drive customer engagement, contact center automation, and operational efficiency.

• Leading consultative, multi-stakeholder sales cycles, building compelling business cases that translate AI voice technology into measurable business value for senior executives and economic buyers.

• Developing and maintaining a deep understanding of the conversational AI landscape, including customer use cases, competitive solutions, and emerging trends - particularly as they apply to regulated Chilean industries.

• Demonstrating expertise - or a strong willingness to learn - about conversational AI and how ElevenLabs' voice technology can unlock value across customer support, virtual agents, IVR modernization, and in-app assistants.

• Developing and executing account strategies to expand ElevenLabs' presence within key enterprise verticals, navigating complex procurement and organizational structures.

• Partnering closely with Customer Success, FDEs and Solutions Engineering to ensure smooth onboarding, deployment, and expansion of accounts.

• Serving as a trusted advisor to clients, educating C-suite and senior operations leaders on emerging trends in generative AI, voice interfaces, and conversational agents.

Requirements include:

• 7+ years of quota-carrying enterprise sales experience in SaaS or technology, ideally with exposure to AI, generative AI, LLM-based products, or API-driven platforms.

• Proven success closing deals and managing long, complex sales cycles with multiple stakeholders across business, IT, legal, and procurement.

• Well-connected in the Chilean enterprise landscape, with an existing network of senior individuals and strong executive presence and ability to build relationships at the C-suite and board level.

• Experience selling technical solutions to product and engineering leaders; ability to translate complex technology into business value.

• Deep understanding of enterprise procurement and legal processes in Chile, with the ability to accelerate deal velocity within complex organizational structures.

• Comfort operating in an early-stage, high-growth environment, including building new playbooks and iterating quickly.

• Passion for voice and audio AI and how it can unlock transformative value for customers.

• A hybrid of customer & product-driven mentality that prioritizes client satisfaction & scale.

• Native or full professional proficiency in Spanish; strong English for internal collaboration.

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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.

About the role: The Sr. Customer Success Manager - Federal role will play a critical part in the exciting growth trajectory of the Public Sector at Okta. You will report to the Regional Manager, Customer Success - Public Sector and be responsible for complementing Okta’s innovations, best practices, and capabilities with our valued customers’ business objectives and priorities.

As a trusted advisor, you will shift customer mindsets, create demand for our solutions, and drive higher business value and executive alignment between Okta and our customers. The ideal candidate embodies a high-performance mindset,consistently raising the bar, turning action into traction, thriving in change, and moving fast to simplify and repeat.

Supporting government customers requires a comprehensive understanding of government processes, regulations, and compliance requirements, but it also demands a leader who can navigate these constraints with urgency and an obsession for concrete outcomes. Strong problem-solving, orchestration, and consultative skills are necessary for navigating Public Sector challenges, finding innovative solutions, and winning as a team.

In this role, you will:

• Deliver Customer Value: Develop and nurture strong customer relationships to understand their business goals and needs, ensuring retention, happiness, and a significant return on investment. Cement yourself as a trusted and strategic advisor, translating complex technical concepts into actionable business outcomes.

• Drive for Results: Create and implement proactive customer success plans and Strategic Business Reviews (SBRs) that outline goals, potential challenges, KPIs, and timelines to turn action into traction and accelerate growth.

• Win as a Team: Act as the liaison for technical inquiries, issues, or escalations. Forge strong multidisciplinary relationships with Sales, Support, Engineering, Product Management, and other stakeholders to lead and coordinate customer success.

• Act as the voice of the customer and collect feedback to drive continuous improvement across all areas, constantly interrogating what needs to evolve to thrive in change.

• Provide insight with respect to the availability and applicability of new products and features, guiding customers into the agentic era.

• Identify renewal risk and collaborate with internal teams to remediate, ensure a successful renewal, and proactively spot expansion opportunities.

You will thrive in this role if you:

• Have 5+ years of experience in a customer success, account management, or consulting role, managing relationships with large, complex federal agencies (preferably working with a SaaS-based technical enterprise product).

• Have a solid track record of delivering and scaling an exceptional customer experience, choosing ambition over comfort and consistently raising your own bar.

• Demonstrate strong emotional intelligence and an elite level of relationship management and executive stakeholder development.

• Understand government regulatory and compliance requirements deeply, yet look for ways to eliminate friction and move fast within those boundaries.

• Possess exceptional presentation and communication skills, particularly when engaging with C-level executives and agency leaders to align technical goals with business value.

• Have strong listening and analytical skills with the demonstrated ability to ask effective questions, dive deep, understand the customer’s business priorities, and anticipate their needs.

• Exhibit strong interpersonal skills and the ability to work collaboratively and cross-functionally to win as a team.

• Have good technical and problem-solving skills coupled with the ability to provide quick resolution to problems. Experience in enterprise security tools is preferred.

• Are willing to travel up to 25%.

• Meet the clearance requirements: US Citizenship required, Government (active) clearance is a bonus, and although not required, must be eligible to become cleared.

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Mixpanel turns data clarity into innovation. Trusted by more than 29,000 companies, including Workday, Pinterest, LG, and Rakuten Viber, Mixpanel's AI-first digital analytics help teams accelerate adoption, improve retention, and ship with confidence.

Powering this is an industry-leading platform that combines product and web analytics, session replay, experimentation, feature flags, and metric trees. Mixpanel delivers insights that customers trust.

Visit mixpanel.com to learn more.

About the Team

The Revenue Strategy & Operations team at Mixpanel partners with Regional and Global Business Leaders to set and execute revenue strategy across the customer lifecycle. We build the strategy, operational processes, reporting infrastructure, and decision-making frameworks that make our GTM teams successful.

About the Role

As Senior Customer Strategy & Operations Manager, you'll be the strategic advisor and operating partner to our VP of Global Customer Success. You'll own how we understand, retain, and grow our customer base - diagnosing what drives upsell, what predicts churn, and what we need to build to scale the post-sales motion.

This isn't a role where you inherit a clean process and tune it at the margins. You'll get your hands dirty in customer-level data, design the systems that turn signals into action, and build AI-powered tooling. You'll work directly with CS leadership day-to-day and feed field-level insight back into the broader Revenue Strategy team and GTM leadership.

Responsibilities

• Customer analysis at the account level. Get hands-on with the data to understand what drives expansion, what predicts churn, and where the highest-leverage interventions live. You'll connect product usage signals, customer health, and commercial outcomes and translate the findings into decisions the CS org acts on.

• Forecasting and pipeline rigor for the post-sales motion. Build and evolve how we forecast GRR, NRR, and expansion pipeline. You're technical enough to wire up the inputs yourself.

• The CS operating cadence. Run the rhythm - business reviews, executive deep dives, leadership offsites - and make sure the right questions get asked with the right data behind them.

• CS systems and tooling. Partner with our systems team on our CS platform and its integrations with Salesforce and our product data. You've deployed or deeply operated one of these before and know where the leverage is.

• AI as a force multiplier. Build skills, agents, and automations that the whole CS org can adopt.

• Strategic partnership with Global CS leadership. Act as a true business partner in the room, in the work, jointly owning the outcomes. You'll also coordinate with peers supporting other functions to make sure the post-sales view connects to the broader GTM picture.

We're Looking for Someone Who Has

• 5+ years operating in Revenue Strategy, Sales Strategy, CS Operations, or Business Operations at a high-growth B2B SaaS company. Ideally smaller, fast-moving environments where you own outcomes end-to-end.

• Direct experience supporting a Customer Success or Post-Sales organization. You've worked alongside CS leadership, understand the mechanics of retention and expansion, and have driven measurable impact on GRR, NRR, or churn.

• Hands-on with a CS platform. You've deployed, administered, or deeply operated a CSP. You understand health scoring, playbooks, and lifecycle workflows.

• Strong technical and analytical instincts. You write your own SQL, build your own models, and work directly with operational data.

• Enterprise product experience. You've worked on a product sold to Enterprise customers.

• Structured thinking and commercial judgment. Your work is rigorous, your priorities are clear, and you build for impact.

• Exceptional communication. You can move from a SQL query to an exec-level recommendation in the same hour.

• Genuine, daily AI fluency. You've built skills, agents, or automated workflows that others use.

#LI-Hybrid

Compensation

The amount listed below is the total target cash compensation (TTCC) and includes base compensation and variable compensation in the form of either a company bonus or commissions. Variable compensation type is determined by your role and level. In addition to the cash compensation provided, this position is also eligible for equity consideration and other benefits including medical, vision, and dental insurance coverage.

Our salary ranges are determined by role and level and are benchmarked to the SF Bay Area Technology data cut released by Radford, a global compensation database. The range displayed represents the minimum and maximum TTCC for new hire salaries for the position across all of our US locations. To stay on top of market conditions, we refresh our salary ranges twice a year so these ranges may change in the future.

Within the range, individual pay is determined by experience, job-related skills, qualifications, and other factors. If you have questions about the specific range, your recruiter can share this information.

Mixpanel Compensation Range

$183,000-$247,500 USD

Benefits and Perks

• Comprehensive Medical, Vision, and Dental Care

• Mental Wellness Benefit

• Generous Vacation Policy & Additional Company Holidays

• Enhanced Parental Leave

• Volunteer Time Off

• Additional US Benefits: Pre-Tax Benefits including 401(K), Wellness Benefit, Holiday Break

please note that benefits and perks for contract positions will vary

Culture Values

• Make Bold Bets: We choose courageous action over comfortable progress.

• Innovate with Insight: We tackle decisions with rigor and judgment - combining data, experience and collective wisdom to drive powerful outcomes.

• One Team: We collaborate across boundaries to achieve far greater impact than any of us could accomplish alone.

• Candor with Connection: We build meaningful relationships that enable honest feedback and direct conversations.

• Champion the Customer: We seek to deeply understand our customers' needs, ensuring their success is our north star.

• Powerful Simplicity: We find elegant solutions to complex problems, making sophisticated things accessible.

Why choose Mixpanel?

We're a leader in analytics with over 9,000 customers and $277M raised from prominent investors: like Andreessen-Horowitz, Sequoia, YC, and, most recently, Bain Capital. Mixpanel's pioneering event-based data analytics platform offers a powerful yet simple solution for companies to understand user behaviors and easily track overarching company success metrics.

Our accomplished teams continuously facilitate our expansion by tackling the ever-evolving challenges tied to scaling, reliability, design, and service. Choosing to work at Mixpanel means you'll be helping the world's most innovative companies learn from their data so they can make better decisions.

Mixpanel is an equal opportunity employer supporting workforce diversity. At Mixpanel, we are focused on things that really matter,our people, our customers, our partners,out of a recognition that those relationships are the most valuable assets we have. We actively encourage women, people with disabilities, veterans, underrepresented minorities, and LGBTQ+ people to apply. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance or other similar laws that may be applicable, we will consider for employment qualified applicants with arrest and conviction records.

We've immersed ourselves in

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This role involves leading and coordinating with cross-functional teams to deliver exceptional customer experiences across diverse geographies, varying SLA requirements, and multiple product lines. It will require a breadth of understanding of both commercial support best practices and defense/government customer requirements, experience managing complex support operations, and a deep appreciation for both technical excellence and customer satisfaction.

As a member of our team, you will:

• Direct customer support activities across multiple business lines and product portfolios, including Tier 1 and Tier 2 operations, process development, technical oversight, and budget management.
• Build, scale, and lead a high-performing global customer support organization, including recruitment, training, career development, and performance management to uplevel team capabilities in line with business growth.
• Implement and maintain support systems, tools, and infrastructure including incident and case management platforms, remote troubleshooting capabilities, predictive monitoring and analytics systems, and knowledge management databases.
• Develop and execute customer support strategies that accommodate complex geographical requirements, varying customer SLA commitments, and diverse product technical requirements across hardware and software systems.
• Establish and optimize support processes for root cause analysis, corrective action planning, escalation management, and continuous improvement to drive first-call resolution and customer satisfaction.
• Collaborate with cross-functional teams, including engineering, product, quality, program management, and field operations, to ensure seamless customer experiences and rapid issue resolution.
• Define and track key performance indicators (KPIs) and metrics to measure support effectiveness, customer satisfaction, and operational efficiency; implement data-driven improvements.
• Partner with Product and Engineering teams to establish feedback loops that translate customer insights and support trends into product improvements and enhanced reliability.
• Develop customer support playbooks, standard operating procedures, and training materials to ensure consistent, high-quality service delivery across all customer touchpoints.
• Influence contract terms, SLA definitions, and support scope during proposal development and contract negotiations to ensure supportability and operational feasibility.
• Build and manage support operations budget, including tooling investments, staffing models, and vendor partnerships to optimize cost efficiency while maintaining service excellence.
• Problem solve and remove obstacles for your team and internal and external partners. Know how to think critically and engage the right teams to help.
• Communicate effectively to keep internal and external teams informed at all times. Use the necessary channels (Slack, email, meetings) to ensure stakeholders understand customer issues, resolution status, and systemic trends.
• Be a team player where no task is too small. Be willing to roll up your sleeves and get the job done. Embrace the startup life.

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Our CSAs will serve as trusted advisors, leveraging their deep understanding of DevSecOps best practices, industry trends, and our software capabilities to help customers navigate complex challenges and achieve their desired outcomes.

The CSA role is a pivotal addition to our customer success team, focusing on building strong, consultative relationships with our key customers.

Our team serves as liaisons between the customer and the GitLab ecosystem, streamlining collaboration with Product Management, Engineering, Sales, Professional Services, and others.

Key responsibilities include:

Partner with our customers in taking what was established in the pre-sales command plan, and turning the customers desired positive business outcomes into actionable objectives

Know the GitLab platform, our more common best practices, and use cases in order to guide the customer

Understand the customer journey and be able to guide them on future adoption

Act as the GitLab liaison for GitLab questions, issues, or escalations. Work with GitLab Support, Product Management (i.e., roadmaps), or other teams as needed

Own a book of assigned customers, with a focus on increasing adoption, ensuring retention and growth, and overall customer satisfaction

Remain knowledgeable and up-to-date on GitLab releases

Provide immediate onboarding activities

Work with assigned customers to build Customer Success Plans, establishing critical goals, or other key performance indicators and aid the customer in achieving their goals

Program manage account escalations

Provide insights with respect to the availability and applicability of new features in GitLab as relevant

Support GitLab Services in identifying and recommending training opportunities

Requirements include:

Understanding of Git and typical branching strategies

Knowledge of software development lifecycle and development pipeline

Understanding of continuous integration, continuous deployment, DevSecOps

Prior experience in Customer Success or equivalent history of increasing satisfaction, adoption, and retention

Experience partnering with customers to define and achieve business outcomes

Familiarity working with customers of sizes relevant to the assigned segment

Exceptional verbal, written, organizational, presentation, and communications skills

Detailed oriented and analytical

Strong team player but self-starter

Project management experience & skills

Strong technical, analytic, and problem-solving skills

Alignment with our values, and willingness to work in accordance with those values

Ability to travel if needed and comply with the company’s travel policy

Demonstrated progressive experience in a related function is required with direct customer advocacy and engagement experience in post-sales or professional services functions

Fluent German

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Compensation

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

Like every team at OpenAI, the Marketing team contributes to our broader mission of ensuring responsible and widespread adoption of artificial intelligence. With that aim in mind, we are responsible for developing and executing strategies that drive awareness, engagement, and usage for OpenAI’s products and platform amongst our core audiences. Our focus extends beyond just promoting product features; we aim to provide valuable insights and resources that help our users make the most out of AI technologies.

About the Role

As an Industry PMM, you will help define how OpenAI brings frontier AI to priority industries. This role sits at the center of OpenAI’s industry marketing motion, helping customers understand where AI can create practical value, improve workflows, and support responsible adoption.

You will shape the market narrative, build the field-facing operating system, and coordinate cross-functional execution across product launches, customer proof, partner moments, events, and account-based campaigns. You will help senior industry leaders understand how OpenAI models, products, and workflows can support meaningful work in either Gov & Edu, CPG & Retail, or Healthcare & Life Science.

We’re looking for a product marketer who can combine strategic narrative, technical curiosity, enterprise GTM judgment, and program leadership. The right person can turn fast-moving capability into clear positioning, credible assets, and practical field execution.

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 positioning and messaging for OpenAI’s industry offering for either Gov & Edu, CPG & Retail, or Healthcare & Life Science, and related product surfaces

• Build field-ready assets for account directors, solution engineers, industry leaders, and executive audiences, including first-call decks, one-pagers, use-case libraries, customer stories, and proof-point packages

• Translate frontier model capabilities into simple, accurate, and defensible GTM language for senior enterprise buyers and industry practitioners

• Partner with Product, Research, Policy, Legal, Comms, Partnerships, Customer Success, and GTM to coordinate launches, claims, proof points, enablement, and customer-facing guidance

• Develop campaigns and activation programs across launches, blogs, webinars, roundtables, executive briefings, conferences, customer proof, and account-based motions

• Turn customer deployments, field signal, and partner feedback into approved stories, evidence, ROI narratives, and repeatable industry use cases

• Serve as the connective tissue for the industry marketing workstream, keeping priorities, owners, launch readiness, open questions, and executive updates clear

• Maintain a high bar for accuracy, governance, customer trust, and responsible marketing in a sensitive and fast-moving category

You might thrive in this role if you have:

• Have 6+ years of experience in product marketing, industry marketing, vertical marketing, enterprise GTM, or adjacent B2B technology roles

• Previous PMM experience in either Gov & Edu, CPG & Retail, or Healthcare & Life Science, or another regulated/high-trust vertical

• Have experience marketing technical enterprise products to industry, developer, IT, business, operational, or C-suite audiences

• Can translate complex model, product, and technical concepts into clear positioning, field assets, and customer-facing narratives

• Have strong cross-functional program leadership instincts and can drive work across Product, GTM, Comms, Partnerships, Policy, Legal, Customer Success, and Research

• Use customer evidence, field signal, product usage, market research, and competitive context to sharpen strategy and prioritize work

• Have experience building GTM programs, operating rhythms, or new playbooks in ambiguous, high-velocity environments

• Bring strong writing, messaging, and editorial judgment, with a high bar for clarity, quality, accuracy, and credibility

• Are deeply curious about AI, industry transformation, enterprise adoption, and how new capabilities become real customer value

• Think strategically about how industry marketing drives awareness, trust, pipeline, adoption, customer proof, and long-term market leadership

• Are highly collaborative and effective at influencing senior stakeholders, field teams, technical teams, and external partners

• Execute quickly while maintaining a high quality bar across messaging, launch work, enablement, customer proof, and campaign execution

About OpenAI

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

We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic.

For additional information, please see [OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement](https://cdn.openai.com/policies/eeo-policy-statement.pdf).

Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance

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Top tier companies like OpenAI, McDonald’s, Instacart, Atlassian, Synopsys, Stripe, Databricks, and Waymo use Pave, transforming every pay decision into a competitive advantage. $190+ billion in total compensation spend is managed in our workflows, and 70% of Forbes AI 50 use Pave to benchmark compensation.

The future of pay is real-time & predictive, and we’re making it happen right now. We’ve raised $160M in funding from leading investors like Andreessen Horowitz, Index Ventures, Y Combinator, Bessemer Venture Partners, and Craft Ventures.

As a Commercial Account Executive, you'll play a pivotal role in our go-to-market strategy, working directly with HR and Finance leaders to revolutionize how companies approach compensation. This role offers unique exposure to founders, investors, and industry leaders while helping shape the future of compensation technology.

Responsibilities:

• Own the full sales cycle from discovery through close, building relationships with HR and Finance decision-makers
• Drive consultative sales processes that help prospects understand and solve their compensation challenges
• Collaborate with product and customer success teams to provide market feedback and improve our offering
• Participate in key strategic initiatives alongside the founding team, from compensation benchmarking to sales process development
• Execute a balanced approach of working inbound opportunities while maintaining strong outbound prospecting efforts
• Contribute to building and refining our sales playbook as we scale our go-to-market motion

Requirements:

• 1+ years of successful SaaS sales experience with a proven track record of quota achievement in the SMB/Mid-Market space
• Strong hunter mentality with the ability to source and close new business independently
• Excellence in discovery, solution positioning, and building relationships with executive stakeholders
• Demonstrated ability to learn quickly and adapt in a fast-paced startup environment
• Strong emotional intelligence and ability to communicate effectively with various stakeholders
• Collaborative mindset with the desire to contribute beyond traditional sales responsibilities
• Passion for mastering your craft and immersing yourself in the compensation technology space

Compensation: The targeted cash compensation for this position is $160K OTE.

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We are looking for a highly experienced technical leader to serve as the primary technical counterpart to AWS field leadership (Solutions Architects, Specialists, and Partner teams).

This role goes beyond individual deal support,you will shape strategy, define engagement models, and build repeatable systems that scale across AWS globally. You will work across pre- and post-sales, guiding complex enterprise customers from ideation to production while enabling AWS and partners to independently drive deployments.

You will combine deep technical expertise, strong judgment, and ecosystem leadership to maximize impact across a portfolio of high-priority opportunities.

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

Strategic AWS Engagement & Influence

Serve as the senior technical counterpart to AWS field leadership, building trust and credibility across regions and teams.

Influence joint account strategy and technical direction for high-priority opportunities.

Shape how OpenAI engages with AWS by defining engagement models, prioritization frameworks, and best practices.

Proactively identify and drive net-new opportunities and high-impact use cases across the AWS ecosystem.

Complex Deal Leadership & Execution

Lead technical strategy for large, ambiguous, and high-stakes enterprise engagements.

Guide AWS and partner teams through customer opportunities from early ideation to architecture design, prototyping, and production deployment.

Act as a technical decision-maker and escalation point, de-risking complex implementations.

Apply strong judgment to prioritize opportunities and allocate limited technical resources for maximum impact.

Solution Architecture & Hands-On Building

Design and communicate end-to-end AI architectures leveraging OpenAI and AWS services.

Build and guide development of prototypes, POCs, and reference implementations to accelerate adoption.

Establish best practices for scalable, secure, and production-ready GenAI systems.

Ensure solutions are designed for repeatability, extensibility, and partner-led delivery.

Ecosystem Enablement & Scale

Enable AWS and partners through scalable technical motions (workshops, playbooks, reference architectures, demos).

Develop reusable solution patterns and assets that can be deployed independently by AWS teams and SIs.

Mentor and uplift partner technical teams, accelerating their path to self-sufficiency.

Scale impact by working through GSIs, RSIs, and ISVs, rather than relying solely on direct engagement.

Cross-Functional Leadership & Feedback

Partner closely with Alliances, Product, Engineering, GTM, and Enablement to align on strategy and execution.

Act as a bridge between field and product, delivering high-signal insights to inform roadmap and prioritization.

Contribute to internal knowledge systems and help define standards, patterns, and playbooks for the ADE function.

You’ll thrive in this role if you:

Have 8+ years of technical consulting (or equivalent) experience, managing C-level technical and business relationships with complex global organizations.

Operate as a technical leader and systems thinker, not just an individual contributor.

Balance hands-on building with strategic influence and scale.

Know when to go deep technically vs. enable others to execute.

Build trust quickly with engineers, architects, and executives alike.

Default to creating repeatable patterns, not one-off solutions.

Are comfortable owning ambiguous, high-visibility problem spaces.

Take a long-term, ecosystem-oriented view of impact.

Are motivated by driving customer and partner success at scale.

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We are looking for a highly experienced technical leader to serve as the primary technical counterpart to AWS field leadership (Solutions Architects, Specialists, and Partner teams).

This role goes beyond individual deal support,you will shape strategy, define engagement models, and build repeatable systems that scale across AWS globally. You will work across pre- and post-sales, guiding complex enterprise customers from ideation to production while enabling AWS and partners to independently drive deployments.

You will combine deep technical expertise, strong judgment, and ecosystem leadership to maximize impact across a portfolio of high-priority opportunities.

Strategic AWS Engagement & Influence

Serve as the senior technical counterpart to AWS field leadership, building trust and credibility across regions and teams.

Influence joint account strategy and technical direction for high-priority opportunities.

Shape how OpenAI engages with AWS by defining engagement models, prioritization frameworks, and best practices.

Proactively identify and drive net-new opportunities and high-impact use cases across the AWS ecosystem.

Complex Deal Leadership & Execution

Lead technical strategy for large, ambiguous, and high-stakes enterprise engagements.

Guide AWS and partner teams through customer opportunities from early ideation to architecture design, prototyping, and production deployment.

Act as a technical decision-maker and escalation point, de-risking complex implementations.

Apply strong judgment to prioritize opportunities and allocate limited technical resources for maximum impact.

Solution Architecture & Hands-On Building

Design and communicate end-to-end AI architectures leveraging OpenAI and AWS services.

Build and guide development of prototypes, POCs, and reference implementations to accelerate adoption.

Establish best practices for scalable, secure, and production-ready GenAI systems.

Ensure solutions are designed for repeatability, extensibility, and partner-led delivery.

Ecosystem Enablement & Scale

Enable AWS and partners through scalable technical motions (workshops, playbooks, reference architectures, demos).

Develop reusable solution patterns and assets that can be deployed independently by AWS teams and SIs.

Mentor and uplift partner technical teams, accelerating their path to self-sufficiency.

Scale impact by working through GSIs, RSIs, and ISVs, rather than relying solely on direct engagement.

Cross-Functional Leadership & Feedback

Partner closely with Alliances, Product, Engineering, GTM, and Enablement to align on strategy and execution.

Act as a bridge between field and product, delivering high-signal insights to inform roadmap and prioritization.

Contribute to internal knowledge systems and help define standards, patterns, and playbooks for the ADE function.

You’ll thrive in this role if you:

Have 8+ years of technical consulting (or equivalent) experience, managing C-level technical and business relationships with complex global organizations.

Operate as a technical leader and systems thinker, not just an individual contributor.

Balance hands-on building with strategic influence and scale.

Know when to go deep technically vs. enable others to execute.

Build trust quickly with engineers, architects, and executives alike.

Default to creating repeatable patterns, not one-off solutions.

Are comfortable owning ambiguous, high-visibility problem spaces.

Take a long-term, ecosystem-oriented view of impact.

Are motivated by driving customer and partner success at scale.

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To succeed in this role, you will need a combination of high-level technical curiosity and the gravitas of a value-based seller. You will need proven track record of success in SaaS subscription sales in Mid-Market accounts, evidenced by overachievement. You will need the ability to craft tailored narratives that link Elastic's technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation. You will need executive negotiation and closing skills. You will need technical and cloud fluency. You will need relationship-building skills. You will need mutual deal strategy and forecast accuracy. You will need the ability to create alignment across teams to accelerate deals. You will need an AI mindset. You will need open-source appreciation.

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Key Responsibilities:

• Drive Adoption: Fuel the adoption of Elastic's AI-powered search solutions, Observability and Security solutions within (new) Enterprise accounts while deepening engagement with existing ones.
• Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights.
• Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
• Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face.
• Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open-Source offerings.
• Identify New Use Cases: Showcase how Elastic's solutions enable users to work more efficiently and intelligently.
• Strategic Planning: Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth.
• Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles.
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
• Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

Requirements:

• The Right Blend: A combination of high-level technical curiosity and the grit of a value-based seller.
• Proven Track Record: Success in SaaS subscription sales in Enterprise accounts, evidenced by overachievement.
• Value Storytelling: The ability to craft tailored narratives that link Elastic's technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation is critical.
• Executive negotiation & closing: Lead high-stakes contract and pricing discussions.
• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization.
• Relationship Building: Adept at establishing credibility with both technical developers and executive leadership.
• Mutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to date.
• Ability to create alignment across teams to accelerate deals.
• AI Mindset: Use new technologies for performance advantage and deal structuring.
• Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions.

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Your responsibilities will include:

• Managing a book of customers to drive overall account health, including performance, product adoption, usage velocity, account renewals and growth, referrals, and customer satisfaction

• Serving as a trusted payments and product advisor to managed customers by delivering payment performance and industry insights

• Performing business reviews to align on user priorities, review payments performance metrics, share Stripe product roadmap and provide guidance on how to optimize the value from Stripe

• Advocating for the customer to internal stakeholders, sharing customer feedback and insights to Product Management, Engineering, Support, Marketing, and Sales on the innovation and improvement needed to optimize the Stripe user experience

• In coordination with an account team, supporting book expansion,identifying and surfacing opportunities to ensure customers are successful

This role requires strong business sense and understanding of underlying drivers and strategy of our user's businesses. You should have a track record of leading technical conversations and persuading others to take action based on requirements and value provided by solutions. Strong analytical skills, excellent operating rigor, and strong executive presence and presentation skills are also essential.

If you meet the minimum requirements and are interested in this role, please apply. We look forward to hearing from you!

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This is an exceptional opportunity to own high-impact objectives at a rapidly scaling, mission-driven company. You will love this role if you have a minimum of 7+ years of experience in the healthcare space, preferably in roles within Customer Success, or in Strategic Customer-facing roles. You should bring deep exposure to health system or provider group models and economics, and be a relationship builder who delights in forging meaningful bonds across all levels of an organization.

The expected base pay range for this position is $120K - $190K, based on a variety of factors including qualifications, experience, and geographic location. In addition to base salary, this role may be eligible for an equity grant, depending on the position and level. We offer a comprehensive and competitive total rewards package, including robust health and wellness benefits, retirement savings, and meaningful ownership opportunities through equity.

Benefits offered include:

• Equity compensation
• Medical, Dental, and Vision coverage
• HSA / FSA
• 401K
• Work-from-Home Stipend
• Therapy Reimbursement
• 16-week parental leave for eligible employees
• Carrot Fertility annual reimbursement and membership
• 13 paid holidays each year as well as a Holiday Break during the week between December 25th and December 31st
• Flexible PTO
• Employee Assistance Program (EAP)
• Training and professional development

We believe a team's strength is in its people, and we cannot achieve this mission without a team that reflects the diversity of this problem – across race, ethnicity, gender, sexuality, age, national origin, religion, family status, disability, military status, and experience. Headway is committed to the full inclusion of all qualified individuals. As part of this commitment, Headway will ensure that persons with disabilities are provided with reasonable accommodations.

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As a Success Programs Manager, you'll own a portfolio of those programs and flex across whatever the function needs to drive adoption and value at scale. You'll work across the full Claude product surface, designing and shipping the programs that take customers from activation to value realization, expansion, and renewal.

Key responsibilities include:

• Building and running a portfolio of programmatic CS plays (activation, scale and expand) across the long tail and unmanaged segments, spanning Claude Enterprise; Cowork, and Claude Code.
• Designing and shipping Claude-powered engagement plays that replace or augment traditional CSM touchpoints: use-case discovery chats, digital QBRs, health reviews, feature nudges, consumption-drop saves, and expansion prompts.
• Designing and delivering high-leverage live engagements. 1:many webinar series, onboarding cohorts, customer communities, and academies, and looking for every opportunity to make them AI-native, repeatable, and self-serve over time.
• Flexing across the needs of the function. Some weeks the priority is an agent; some weeks it's a cohort or a community launch.
• Instrumenting every program with consumption, product telemetry, and qualitative signals. Knowing which touchpoints , digital or live , deliver the most value and where the handoff between digital and human should sit, and investing accordingly.
• Treating every cohort as an experiment. Continuously iterating on agent prompts, workflow logic, content, facilitation, and channel mix. Holding a high bar for measurable impact; killing plays that don't move the numbers.
• Representing the customers a human will never meet. Synthesizing patterns from thousands of program interactions and channeling them to Product, Marketing, and Education so repeat issues get solved once.
• Partnering with Scaled CSMs, Sales, Strategy & Operations, and Support to define the rules of engagement: where programmatic graduates to human, where human hands back to programmatic, and how the modes reinforce rather than duplicate each other.

You may be a good fit if you have:

• 6-8+ years in Customer Success, with meaningful time in a Digital, Scaled, or Programmatic CS function.
• A clear track record of delivering measurable customer outcomes; activation, adoption, NRR, retention, without a dedicated 1:1 relationship.
• You've shipped lifecycle programs, in-app flows, digital QBRs, academies, webinar series, community programs, or churn-save automations that moved real numbers.
• Hands-on fluency with AI in your own workflow. You've prototyped agents, generated content, analyzed accounts, or replaced internal processes with LLMs and you can talk concretely about what worked, what didn't, and what's next.
• Direct experience running live 1:many engagements. Webinar series, onboarding cohorts, communities, or academies and the instinct to make them more AI-native and repeatable every time you run them.
• Comprehensive knowledge of effective CS programs and the range to flex across them. You know the strengths and failure modes of tech-touch, pooled, 1:many, and digital models, and you pick the right one for the problem rather than defaulting to the one you know best.
• A restless 'how could we do this with Claude?' reflex. When you see a manual workflow, your first instinct is to replace it with an agent. When you see a 1:1 touchpoint, you ask whether it could be 1:many or pure digital.
• Strong data instincts. You're comfortable analyzing trends, reading consumption dashboards, and translating product telemetry into triggers. SQL or lightweight scripting is a plus.
• Technical literacy with API-first and developer-facing products. You can follow a Claude Code workflow, reason about token economics, and have a credible product conversation with technical customers and PMs.
• Excellent written communication. Most of your output is customer-facing copy, prompts, agent instructions, facilitation guides, and playbooks. Tone, clarity, and specificity matter.
• Conviction about responsible AI deployment and genuine interest in Anthropic's mission.

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In this role, you will:

• Own relationships with a portfolio of advertising partners, serving as their primary point of contact.
• Guide advertisers through onboarding and campaign launches to ensure strong adoption of OpenAI's ads products.
• Analyze campaign performance and provide clear, actionable recommendations to improve outcomes.
• Identify opportunities to expand partnerships through increased product adoption and incremental investment.
• Partner cross-functionally with Sales, Product, Analytics, Policy, and Operations to resolve issues and enhance platform value.
• Surface advertiser feedback and insights to inform product improvements and long-term strategy.
• Help build scalable processes and best practices that support the growth of OpenAI's advertising ecosystem.

You might thrive in this role if you:

• Have 5-10+ years of experience in digital advertising, account management, customer success, consulting or a related client-facing role.
• Have experience managing advertiser or agency relationships in a platform, publisher, or adtech environment.
• Are comfortable interpreting performance data and translating insights into strategic recommendations.
• Have experience with data querying (e.g. SQL, advanced excel/GSheet).
• Communicate clearly and builds trust with both technical and non-technical stakeholders.
• Operate with ownership and accountability in fast-moving, evolving environments.
• Demonstrate sound judgment and a commitment to user trust and responsible platform growth.

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Location: New York City; San Francisco

Department: Go To Market

Job Type: Full time

Work Arrangement: Hybrid

Compensation

$226K – $251K • 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.

About the company

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

About the team

The GTM Readiness & Activation team translates OpenAI’s product innovation into real-world customer impact. We equip customer-facing teams with the knowledge, tools, and frameworks they need to succeed with customers.

Our work connects strategy to execution , helping the field understand what matters, how to act on it, and how to deliver measurable outcomes for customers and the business.

About the role

OpenAI is hiring a GTM Readiness & Activation Manager to drive the activation of key GTM priorities across sales and customer-facing teams.

This role focuses on translating company and GTM strategy into clear, repeatable execution in the field. You will design and run programs that help teams adopt new selling motions, operationalize launches, and drive measurable impact in pipeline and customer outcomes.

You will work closely with GTM leadership and partner across Product Marketing, RevOps, and Product teams to ensure initiatives land clearly and consistently in field execution.

This role is based in New York. We offer relocation assistance to new employees.

In this role, you will:

• Drive the global rollout of GTM initiatives across segments and regions, building scalable programs and enabling teams to adapt them for local markets and customer contexts

• Define and build repeatable operating playbooks for various GTM initiative types (e.g., launches, vertical programs, operational changes), establishing scalable rhythms for how enablement plans, communicates, and executes these programs across regions and markets

• Own and run GTM programs end-to-end, defining the program plan and operating cadence, aligning Sales and cross-functional stakeholders, and managing rollout so initiatives land clearly in field execution

• Orchestrate cross-functional teams across Sales, Product Marketing, RevOps, Marketing, and Product to align priorities, timing, and execution for GTM initiatives

• Create and ship high-quality, field-ready content experiences and AI-native workflows, such as field content packs and playbooks, messaging hubs, e-learning pathways, and training program materials that help teams execute effectively

• Ensure GTM initiatives translate into measurable outcomes, tracking adoption of new motions, pipeline generation, and overall GTM performance, and iterating programs based on field signals and data

You might thrive in this role if you:

• Enjoy turning complex strategy into clear, repeatable programs that drive real execution

• Have experience building and scaling GTM programs in high-growth technology companies

• Build trust quickly with senior GTM leaders and operate credibly in executive forums

• Are a clear and effective communicator who keeps complex workstreams aligned, stakeholders informed, and programs moving forward

• Are comfortable with ambiguity and proactively define the path forward when it isn’t obvious

• Think in systems and operating rhythms rather than one-off solutions

• Comfortable working in fast-moving environments where priorities evolve or change quickly

• Energized by 0→1 work , defining new programs, building the structure around them, and scaling what works

• Obsessed with pushing the frontier of enablement , building AI-native experiences that help teams learn faster and execute better

Basic qualifications:

• 10+ years in Sales Strategy, Revenue Programs, Sales Ops, Enablement or Sales Leadership, or adjacent GTM roles, with a track record of building programs from zero to scale

• Experience operating in high-growth SaaS or platform environments with complex, multi-motion GTM

• Strong executive presence , you earn trust quickly with Sales and GTM leaders through clarity, judgment, and credibility

• Proven ability to lead complex, cross-functional GTM rollouts across regions and segments, including change management and shifts in how the field sells

• Strong judgment and decision-making ability in ambiguous environments

• Strong technical and product instincts , comfort learning technical concepts quickly, engaging credibly with technical stakeholders, and translating product changes into field-ready motions

• Strong understanding of enterprise sales organizations and how field teams operate in practice

• Fluency in pipeline mechanics, data insights, and GTM tradeoffs, with the ability to translate signals into decisions and decisions into execution

• Experience using AI tools or building AI-driven workflows for learning programs or to improve GTM productivity, enablement, or operational processes

Preferred qualifications

• Direct experience in sales or customer-facing roles

• Experience facilitating trainings, workshops, or field enablement sessions for sales or customer-facing teams

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In this role, you'll connect customer goals with GitLab capabilities, lead workshops and Centers of Excellence efforts, and translate product usage data into clear, actionable recommendations for both customers and GitLab account teams. You'll collaborate closely with Product Management, Engineering, Sales, and Professional Services, with success in your first year measured by customer satisfaction, retention, and the strength of the strategic relationships you build.

Key responsibilities include:

• Building and maintaining a trusted advisor relationship with each assigned customer, focusing on adoption, measurable outcomes, and long-term satisfaction with GitLab.

• Assisting customers with expert deployment guidance, operational best practices, and establishing a GitLab Center of Excellence within their organisation.

• Leading and participating in workshops to help customers understand and use the full value of the GitLab solution across their software development lifecycle.

• Measuring and monitoring customers' progress against critical and key performance indicators, and sharing insights with GitLab account stakeholders and customer sponsors and executives.

• Translating customer product usage data into clear, actionable recommendations that drive adoption and expansion of GitLab within customer environments.

• Establishing and managing regular touchpoints with customers in line with service level agreements to review strategic and technical objectives and adjust plans as needed.

• Collaborating closely with Product Management, Engineering, Sales, and Professional Services to streamline issue resolution, share customer feedback, and align on customer success plans.

You'll bring:

• Experience in a customer-facing role focused on post-sales adoption, value realisation, and advocacy.

• A background in customer success, professional services, technical account management, or a related function with direct customer engagement.

• The ability to understand and discuss Git, common branching strategies, and how customers use version control in their workflows.

• Knowledge of the software development lifecycle, including typical development pipelines and tooling.

• Familiarity with continuous integration, continuous deployment, and DevSecOps concepts and practices.

• Skill in translating product usage data and technical details into clear, actionable insights for both technical and executive stakeholders.

• Proven ability to build trusted advisor relationships, facilitate workshops, and guide customers through best practices and operational change.

• Openness to learning, with transferable skills from adjacent roles or industries that support collaborative, outcome-focused customer partnerships.

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Key responsibilities include building and running a portfolio of programmatic CS plays, designing and shipping Claude-powered engagement plays, and designing and delivering high-leverage live engagements. You'll also flex across the needs of the function, instrument every program with consumption, product telemetry, and qualitative signals, and treat every cohort as an experiment.

To be successful in this role, you'll need 6-8+ years of experience in Customer Success, with meaningful time in a Digital, Scaled, or Programmatic CS function. You'll also need a clear track record of delivering measurable customer outcomes, hands-on fluency with AI in your own workflow, and direct experience running live 1:many engagements.

If you're a seasoned Customer Success professional with a passion for AI and a desire to make a meaningful impact, we'd love to hear from you.

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Key responsibilities include:

• Engaging with Solutions Architects to understand the full use case demand plan for prioritized customers
• Leading the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Being the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders, creating certainty from uncertainty and driving onboarding, enablement, success, go-live, and healthy consumption of the workloads where the customer has made the decision to consume Databricks
• Being the first contact for any technical issues or questions related to the production/go-live status of agreed-upon use cases within an account, oftentimes servicing multiple use cases within the largest and most complex organizations
• Leveraging both Shared Services, User Education, Onboarding/Technical Services, and Support resources, along with escalating to expert-level technical experts, to build the right tasks that are beyond your scope of activities or expertise
• Creating, owning, and executing a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigating Databricks Product and Engineering teams for new product innovations, private previews, and upgrade needs
• Developing an execution plan that covers all activities of all customer-facing technical roles and teams to cover the below work streams:

• Main use cases moving from 'win' to production
• Enablement/user growth plan
• Product adoption (strategy and activities to increase adoption of Databricks' Lakehouse vision)
• Organic needs for current investment (e.g., cloud cost control, tuning & optimization)
• Executive and operational governance
• Providing internal and external updates
• KPI reporting on the status of usage and customer health, covering investment status, important risks, product adoption, and use case progression to your Technical GM

This role requires U.S. citizenship, 7+ years of experience in technical project/program delivery within the domain of Data and AI, programming experience in Python, SQL, or Scala, experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role, understanding of solution architecture related to distributed data systems, and experience in resolving complex and important escalations with senior customer executives.

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You will serve as the primary strategic partner for APAC customers, ensuring they realize measurable business value from Cresta’s AI platform while helping define how Customer Success operates in a new market. This role combines hands-on account ownership with foundational building.

Key Responsibilities:

• Own the end-to-end customer lifecycle for APAC accounts, from onboarding through renewal and expansion
• Act as the primary trusted advisor for customers, aligning Cresta’s capabilities to customer business objectives
• Develop and execute success plans that clearly define outcomes, milestones, and measurable value
• Establish Customer Success best practices for the region, including engagement cadence, success planning, and escalation paths

Regional Customer Journey & Adoption Strategy

• Design and continuously improve the APAC customer journey to accelerate time to value and product adoption
• Identify friction points and regional nuances that impact onboarding, adoption, or retention
• Build repeatable onboarding frameworks and customer engagement models that scale across accounts

Renewal, Expansion & Value Realization

• Own renewals for APAC customers, proactively managing risk and ensuring value is clearly demonstrated
• Partner with Sales to identify and support expansion opportunities, including upsell and cross-sell motions
• Translate product usage, performance data, and outcomes into compelling value narratives for executive stakeholders

Executive Engagement & Stakeholder Management

• Build and maintain multi-threaded relationships across customer organizations, from frontline users to executive sponsors
• Lead executive-level QBRs and EBRs, owning preparation, storytelling, and follow-through
• Navigate complex stakeholder dynamics and drive alignment across regional and global customer teams

Cross-Functional Collaboration & Customer Advocacy

• Partner closely with Sales, Product, Engineering, Marketing, and Data Science to deliver a seamless customer experience
• Serve as the voice of APAC customers in internal planning, roadmap discussions, and prioritization decisions
• Surface regional use cases, market insights, and customer feedback to influence product and GTM strategy

Builder Mindset & Regional Scale

• Configure and implement the Cresta platform for customers as needed
• Build early CS processes, documentation, and tooling that enable scale beyond individual accounts
• Identify opportunities to standardize workflows, reporting, and customer communications
• Help define what “great Customer Success” looks like in APAC as the team grows

Required Qualifications:

• 4–6 years of experience in Customer Success, Account Management, or a similar customer-facing role in B2B SaaS
• Experience managing complex, high-value customer relationships with executive stakeholders
• Strong ability to translate data, product capabilities, and outcomes into clear business value narratives
• Comfort working autonomously in ambiguous environments and building processes from scratch
• Excellent written and verbal communication skills, including executive-level presentations and QBR facilitation
• Strong organizational skills with the ability to manage multiple accounts, stakeholders, and priorities across time zones

Preferred Qualifications:

• Experience in contact center technology, AI-driven platforms, or productivity SaaS
• Background supporting customers across APAC markets
• Familiarity with Customer Success metrics such as NRR, GRR, adoption, and time to value
• Prior experience as an early or founding hire in a region or function
• Comfort collaborating with technical teams on configuration, integrations, or data-driven insights

Success Criteria for This Role:

Within 6–12 months, a successful Founding Customer Success Manager, APAC will have:

• Established strong, trusted relationships with key APAC customers and executive stakeholders
• Delivered clear, measurable customer outcomes that support high renewal and expansion rates
• Built repeatable Customer Success processes and playbooks used across the region
• Influenced product and GTM strategy through consistent customer feedback and regional insights
• Laid the foundation for scaling Customer Success in APAC as the team and customer base grow

Perks & Benefits:

We offer a comprehensive and people-first benefits package to support you at work and in life:

• Comprehensive medical, dental, and vision coverage with plans to fit you and your family
• Paid parental leave for all new parents welcoming a new child
• Remote work setup budget to help you create a productive home office
• Monthly wellness and communication stipend to keep you connected and balanced
• 20 days of vacation time to promote a healthy work-life blend

Compensation at Cresta:

Cresta’s approach to compensation is simple: recognize impact, reward excellence, and invest in our people. We offer competitive, location-based pay that reflects the market and what each individual brings to the table. Final offers are shaped by factors like experience, skills, education, and geography. In addition to base pay, total compensation includes equity and a comprehensive benefits package for you and your family. This role includes Base + Bonus + Equity

XML job scraping automation by YubHub

As a Scaled Customer Success Manager at Anthropic, you'll own the success of a broad portfolio of organisations who are committed to integrating AI to accelerate their impact. You'll walk alongside them through onboarding, early wins, and scaled adoption , helping them stand up durable enablement, upskilling, and change-management practices so that Claude becomes part of how their teams actually work.

Your work will directly shape how we engage with our non-profit organisations at scale while maintaining the personalised, high-value experience that defines Anthropic. You'll collaborate closely with our Beneficial Deployments Customer Success team to develop compelling content, with program leadership to co-develop engagement plans and surface learnings, with Product to channel customer insights, and with Customer Success leadership to continuously optimise our model.

Importantly, this role centres on a carefully selected cohort of non-profit partner organisations who have committed to working closely with us over the next year. You'll partner with each of these organisations in depth , tailoring our programming, enablement, and support so it meets the distinct needs of their teams, and co-creating practices that build lasting internal capacity rather than vendor dependency.

The learning generated through these will directly shape how we support the broader non-profit ecosystem.

Key responsibilities:

• Own scaled customer engagement for a broad portfolio of organisations, deepening relationships through structured touchpoints that drive activation, meaningful adoption, and sustained impact aligned to each organisation's mission

• Design and execute one-to-many programs including workshops, office hours, cohort-based learning, peer learning webinars, partner-led thought leadership opportunities, and shared resources that educate organisations, accelerate adoption, and cultivate a vibrant cross-organisational community of practice.

• Provide technical guidance. Help organisations shape AI roadmaps that are true to their mission and desired impact. Develop deep product expertise to guide implementation decisions, advise on safe and responsible adoption, and translate AI capabilities into mission-aligned outcomes for audiences from practitioners to executives

• Create focus for peer exchange. Elevate customer voices and enterprise, and surface shared lessons that strengthen the broader non-profit ecosystem.

• Channel customer voice back to economic mobility team and product team by learning alongside customers , synthesising feedback from working sessions, enablement programs, and ongoing engagement to influence roadmap and improve their experience

• Partner cross-functionally with program leadership on engagement strategy, Product on adoption-driving features, and Customer Success on playbook development for enablement, upskilling, and change management

• Establish a structured feedback cadence across a one-year program arc, gathering input at regular checkpoints (e.g., 30/60/90 days, mid-year, and end-of-year) and channeling what we hear into shared reporting that keeps customers and program leadership aligned on what's working, what needs to shift, and how we're responding.

You may be a good fit if you have:

• 3-5+ years in customer-facing roles such as Customer Success, Partnerships, Program Management, or Consulting , with experience managing a broad portfolio of relationships or building scaled partner programs

• Experience working with mission-driven, non-profit, public-sector, or purpose-led organisations

• Experience supporting organisational change management, adult learning, or workforce upskilling initiatives

• Experience with digital-first or tech-touch customer engagement: You've built or executed enablement programs including workshops, cohort-based learning, communities of practice, or partner onboarding journeys

• Systems thinking and process orientation: You naturally ask “how might we scale this?“ and have experience building repeatable playbooks, templates, and frameworks that work across a diverse set of partner organisations and missions

• Data-driven mindset: You're comfortable analysing partner engagement signals, adoption data, and program effectiveness to make decisions and optimise approaches

• Technical aptitude and AI enthusiasm: You quickly master complex products, translate technical concepts across audiences, and are genuinely excited about responsible AI's potential to advance mission-driven work. You're committed to helping partner organisations adopt Claude safely and effectively

• Excellent communication skills: You can create compelling written content for partner enablement and communicate effectively with stakeholders at all levels

• Comfortable building in ambiguity: This is an evolving motion,you'll thrive creating structure where none exists, iterating quickly based on what you learn alongside partners, and adapting as the program grows

XML job scraping automation by YubHub

As a Scaled Customer Success Manager at Anthropic, you'll own the success of a broad portfolio of organisations who are committed to integrating AI to accelerate their impact. You'll walk alongside them through onboarding, early wins, and scaled adoption , helping them stand up durable enablement, upskilling, and change-management practices so that Claude becomes part of how their teams actually work.

Your work will directly shape how we engage with our non-profit organisations at scale while maintaining the personalised, high-value experience that defines Anthropic. You'll collaborate closely with our Beneficial Deployments Customer Success team to develop compelling content, with program leadership to co-develop engagement plans and surface learnings, with Product to channel customer insights, and with Customer Success leadership to continuously optimise our model.

Importantly, this role centres on a carefully selected cohort of non-profit partner organisations who have committed to working closely with us over the next year. You'll partner with each of these organisations in depth , tailoring our programming, enablement, and support so it meets the distinct needs of their teams, and co-creating practices that build lasting internal capacity rather than vendor dependency.

The learning generated through these will directly shape how we support the broader non-profit ecosystem.

Key responsibilities:

• Own scaled customer engagement for a broad portfolio of organisations, deepening relationships through structured touchpoints that drive activation, meaningful adoption, and sustained impact aligned to each organisation's mission

• Design and execute one-to-many programs including workshops, office hours, cohort-based learning, peer learning webinars, partner-led thought leadership opportunities, and shared resources that educate organisations, accelerate adoption, and cultivate a vibrant cross-organisational community of practice.

• Provide technical guidance. Help organisations shape AI roadmaps that are true to their mission and desired impact. Develop deep product expertise to guide implementation decisions, advise on safe and responsible adoption, and translate AI capabilities into mission-aligned outcomes for audiences from practitioners to executives

• Create focus for peer exchange. Elevate customer voices and enterprise, and surface shared lessons that strengthen the broader non-profit ecosystem.

• Channel customer voice back to economic mobility team and product team by learning alongside customers , synthesising feedback from working sessions, enablement programs, and ongoing engagement to influence roadmap and improve their experience

• Partner cross-functionally with program leadership on engagement strategy, Product on adoption-driving features, and Customer Success on playbook development for enablement, upskilling, and change management

• Establish a structured feedback cadence across a one-year program arc, gathering input at regular checkpoints (e.g., 30/60/90 days, mid-year, and end-of-year) and channeling what we hear into shared reporting that keeps customers and program leadership aligned on what's working, what needs to shift, and how we're responding.

You may be a good fit if you have:

• 3-5+ years in customer-facing roles such as Customer Success, Partnerships, Program Management, or Consulting , with experience managing a broad portfolio of relationships or building scaled partner programs

• Experience working with mission-driven, non-profit, public-sector, or purpose-led organisations

• Experience supporting organisational change management, adult learning, or workforce upskilling initiatives

• Experience with digital-first or tech-touch customer engagement: You've built or executed enablement programs including workshops, cohort-based learning, communities of practice, or partner onboarding journeys

• Systems thinking and process orientation: You naturally ask “how might we scale this?“ and have experience building repeatable playbooks, templates, and frameworks that work across a diverse set of partner organisations and missions

• Data-driven mindset: You're comfortable analysing partner engagement signals, adoption data, and program effectiveness to make decisions and optimise approaches

• Technical aptitude and AI enthusiasm: You quickly master complex products, translate technical concepts across audiences, and are genuinely excited about responsible AI's potential to advance mission-driven work. You're committed to helping partner organisations adopt Claude safely and effectively

• Excellent communication skills: You can create compelling written content for partner enablement and communicate effectively with stakeholders at all levels

• Comfortable building in ambiguity: This is an evolving motion,you'll thrive creating structure where none exists, iterating quickly based on what you learn alongside partners, and adapting as the program grows

XML job scraping automation by YubHub

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.

The Vision

At Okta, growth is our mandate, but a secure foundation is the prerequisite. To protect our critical customer relationships and empower our teams, we are enhancing our GTM function with AI capabilities as a part of our broader retention strategy.

The Role

We are looking for a technical operator with strong strategic vision and business acumen to own the development and operationalization of Guided Renewals, our AI-powered approach to proactive retention. As the Senior Manager of Retention Strategy & Intelligence, you will partner directly with our Renewals organisation while collaborating with GTM functions across the customer lifecycle and our Technology, Data, and Insights (TDI) team.

In this role, you will own the intelligence layer that drives retention: identifying and tracking risk signals, partnering with teams to build AI models that surface risk and recommend personalised interventions, and leading the field cadences that turn insights into action.

Core Responsibilities

1. Risk Signal Ownership & Analysis

• Own definition, tracking, and interpretation of customer risk signals including usage, engagement, sentiment, and commercial health.

• Partner with TDI to establish signal weighting, scoring thresholds, and supporting data infrastructure.

• Translate risk analysis into clear, actionable intelligence for field teams and leadership.

2. AI Model Design & Recommendation Engine

• Define the guidelines, guardrails, and decision logic that govern AI-driven retention recommendations.

• Partner with TDI and Data Science to build models that generate personalised playbook recommendations based on account context, risk type, and lifecycle stage.

• Evaluate recommendation quality and drive model refinement where AI output and business reality diverge.

3. Tooling & Recommendations Infrastructure

• Own product requirements for risk and recommendation tooling, defining UX, workflows, and outputs that make AI recommendations actionable for field teams.

• Manage the roadmap from pilot to GA, prioritising enhancements based on field feedback and model performance.

• Ensure integration with CRM, ERP, and existing tools to minimise friction and drive adoption.

4. Field Cadences & Risk Mitigation Leadership

• Design and lead recurring risk review cadences, including customer health reviews, that drive systematic action on AI-generated signals.

• Embed cadences into Territory Planning, WIN Labs, and renewal cycles through clear workflows and supporting materials.

• Serve as the primary field advocate, ensuring recommendations reduce cognitive load and drive decisive action.

5. Performance Intelligence & Optimisation

• Track performance across signal accuracy, recommendation acceptance, tooling adoption, and retention outcomes.

• Establish feedback loops with field teams and TDI to continuously refine model logic and system design.

• Conduct root cause analysis on churn and contraction to identify gaps and inform future iterations.

Qualifications

• 7+ years across Customer Success, Renewals, Sales Enablement, or Revenue Operations with hands-on experience in data, analytics, or process automation.

• Technical Fluency: Working knowledge of AI/ML, data architecture, and APIs. Able to engage technical teams and translate business needs into solutions.

• AI Systems Thinking: Able to design the logic and guardrails that govern AI behaviour and ensure outputs are accurate and operationally useful.

• Strategic Translator: Connects data signals to customer realities and understands how field teams actually work.

• Product Thinking: Experience defining requirements, managing roadmaps, and iterating on user feedback.

• Cross-Functional Leadership: Able to influence and align across Engineering, Data Science, Sales, CS, and Renewals.

Measures of Success

• Model Quality: Risk scores and recommendations achieve >80% accuracy with strong field feedback on actionability.

• Tooling Adoption: High, sustained engagement across field teams.

• Recommendation Acceptance: Measurable lift in retention outcomes where AI recommendations are followed.

• Cadence Effectiveness: Cadences running consistently with improvement in early risk identification.

• Revenue Impact: ARR at risk stabilised and recovered through program interventions.

Roadmap Delivery: On-track execution against FY'27 milestones with a Phase 2 plan in place.

#LI-KC4 #LI-Hybrid

XML job scraping automation by YubHub

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.

The Vision

At Okta, growth is our mandate, but a secure foundation is the prerequisite. To protect our critical customer relationships and empower our teams, we are enhancing our GTM function with AI capabilities as a part of our broader retention strategy.

The Role

We are looking for a technical operator with strong strategic vision and business acumen to own the development and operationalization of Guided Renewals, our AI-powered approach to proactive retention. As the Senior Manager of Retention Strategy & Intelligence, you will partner directly with our Renewals organisation while collaborating with GTM functions across the customer lifecycle and our Technology, Data, and Insights (TDI) team.

In this role, you will own the intelligence layer that drives retention: identifying and tracking risk signals, partnering with teams to build AI models that surface risk and recommend personalised interventions, and leading the field cadences that turn insights into action.

Core Responsibilities

1. Risk Signal Ownership & Analysis

Own definition, tracking, and interpretation of customer risk signals including usage, engagement, sentiment, and commercial health.

Partner with TDI to establish signal weighting, scoring thresholds, and supporting data infrastructure.

Translate risk analysis into clear, actionable intelligence for field teams and leadership.

2. AI Model Design & Recommendation Engine

Define the guidelines, guardrails, and decision logic that govern AI-driven retention recommendations.

Partner with TDI and Data Science to build models that generate personalised playbook recommendations based on account context, risk type, and lifecycle stage.

Evaluate recommendation quality and drive model refinement where AI output and business reality diverge.

3. Tooling & Recommendations Infrastructure

Own product requirements for risk and recommendation tooling, defining UX, workflows, and outputs that make AI recommendations actionable for field teams.

Manage the roadmap from pilot to GA, prioritising enhancements based on field feedback and model performance.

Ensure integration with CRM, ERP, and existing tools to minimise friction and drive adoption.

4. Field Cadences & Risk Mitigation Leadership

Design and lead recurring risk review cadences, including customer health reviews, that drive systematic action on AI-generated signals.

Embed cadences into Territory Planning, WIN Labs, and renewal cycles through clear workflows and supporting materials.

Serve as the primary field advocate, ensuring recommendations reduce cognitive load and drive decisive action.

5. Performance Intelligence & Optimisation

Track performance across signal accuracy, recommendation acceptance, tooling adoption, and retention outcomes.

Establish feedback loops with field teams and TDI to continuously refine model logic and system design.

Conduct root cause analysis on churn and contraction to identify gaps and inform future iterations.

Qualifications

• 7+ years across Customer Success, Renewals, Sales Enablement, or Revenue Operations with hands-on experience in data, analytics, or process automation.

• Technical Fluency: Working knowledge of AI/ML, data architecture, and APIs. Able to engage technical teams and translate business needs into solutions.

• AI Systems Thinking: Able to design the logic and guardrails that govern AI behaviour and ensure outputs are accurate and operationally useful.

• Strategic Translator: Connects data signals to customer realities and understands how field teams actually work.

• Product Thinking: Experience defining requirements, managing roadmaps, and iterating on user feedback.

• Cross-Functional Leadership: Able to influence and align across Engineering, Data Science, Sales, CS, and Renewals.

Measures of Success

• Model Quality: Risk scores and recommendations achieve >80% accuracy with strong field feedback on actionability.

• Tooling Adoption: High, sustained engagement across field teams.

• Recommendation Acceptance: Measurable lift in retention outcomes where AI recommendations are followed.

• Cadence Effectiveness: Cadences running consistently with improvement in early risk identification.

• Revenue Impact: ARR at risk stabilised and recovered through program interventions.

Roadmap Delivery: On-track execution against FY'27 milestones with a Phase 2 plan in place.

#LI-KC4

#LI-Hybrid

XML job scraping automation by YubHub

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.

The Vision

At Okta, growth is our mandate, but a secure foundation is the prerequisite. To protect our critical customer relationships and empower our teams, we are enhancing our GTM function with AI capabilities as a part of our broader retention strategy.

The Role

We are looking for a technical operator with strong strategic vision and business acumen to own the development and operationalization of Guided Renewals, our AI-powered approach to proactive retention. As the Senior Manager of Retention Strategy & Intelligence, you will partner directly with our Renewals organisation while collaborating with GTM functions across the customer lifecycle and our Technology, Data, and Insights (TDI) team.

In this role, you will own the intelligence layer that drives retention: identifying and tracking risk signals, partnering with teams to build AI models that surface risk and recommend personalised interventions, and leading the field cadences that turn insights into action.

Core Responsibilities

Risk Signal Ownership & Analysis

• Own definition, tracking, and interpretation of customer risk signals including usage, engagement, sentiment, and commercial health.

• Partner with TDI to establish signal weighting, scoring thresholds, and supporting data infrastructure.

• Translate risk analysis into clear, actionable intelligence for field teams and leadership.

AI Model Design & Recommendation Engine

• Define the guidelines, guardrails, and decision logic that govern AI-driven retention recommendations.

• Partner with TDI and Data Science to build models that generate personalised playbook recommendations based on account context, risk type, and lifecycle stage.

• Evaluate recommendation quality and drive model refinement where AI output and business reality diverge.

Tooling & Recommendations Infrastructure

• Own product requirements for risk and recommendation tooling, defining UX, workflows, and outputs that make AI recommendations actionable for field teams.

• Manage the roadmap from pilot to GA, prioritising enhancements based on field feedback and model performance.

• Ensure integration with CRM, ERP, and existing tools to minimise friction and drive adoption.

Field Cadences & Risk Mitigation Leadership

• Design and lead recurring risk review cadences, including customer health reviews, that drive systematic action on AI-generated signals.

• Embed cadences into Territory Planning, WIN Labs, and renewal cycles through clear workflows and supporting materials.

• Serve as the primary field advocate, ensuring recommendations reduce cognitive load and drive decisive action.

Performance Intelligence & Optimisation

• Track performance across signal accuracy, recommendation acceptance, tooling adoption, and retention outcomes.

• Establish feedback loops with field teams and TDI to continuously refine model logic and system design.

• Conduct root cause analysis on churn and contraction to identify gaps and inform future iterations.

Qualifications

• 7+ years across Customer Success, Renewals, Sales Enablement, or Revenue Operations with hands-on experience in data, analytics, or process automation.

• Technical Fluency: Working knowledge of AI/ML, data architecture, and APIs. Able to engage technical teams and translate business needs into solutions.

• AI Systems Thinking: Able to design the logic and guardrails that govern AI behaviour and ensure outputs are accurate and operationally useful.

• Strategic Translator: Connects data signals to customer realities and understands how field teams actually work.

• Product Thinking: Experience defining requirements, managing roadmaps, and iterating on user feedback.

• Cross-Functional Leadership: Able to influence and align across Engineering, Data Science, Sales, CS, and Renewals.

Measures of Success

• Model Quality: Risk scores and recommendations achieve >80% accuracy with strong field feedback on actionability.

• Tooling Adoption: High, sustained engagement across field teams.

• Recommendation Acceptance: Measurable lift in retention outcomes where AI recommendations are followed.

• Cadence Effectiveness: Cadences running consistently with improvement in early risk identification.

• Revenue Impact: ARR at risk stabilised and recovered through program interventions.

Roadmap Delivery: On-track execution against FY'27 milestones with a Phase 2 plan in place.

#LI-KC4 #LI-Hybrid

XML job scraping automation by YubHub

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.

The Vision

At Okta, growth is our mandate, but a secure foundation is the prerequisite. To protect our critical customer relationships and empower our teams, we are enhancing our GTM function with AI capabilities as a part of our broader retention strategy.

The Role

We are looking for a technical operator with strong strategic vision and business acumen to own the development and operationalization of Guided Renewals, our AI-powered approach to proactive retention. As the Senior Manager of Retention Strategy & Intelligence, you will partner directly with our Renewals organisation while collaborating with GTM functions across the customer lifecycle and our Technology, Data, and Insights (TDI) team.

In this role, you will own the intelligence layer that drives retention: identifying and tracking risk signals, partnering with teams to build AI models that surface risk and recommend personalised interventions, and leading the field cadences that turn insights into action.

Core Responsibilities

1. Risk Signal Ownership & Analysis

• Own definition, tracking, and interpretation of customer risk signals including usage, engagement, sentiment, and commercial health.

• Partner with TDI to establish signal weighting, scoring thresholds, and supporting data infrastructure.

• Translate risk analysis into clear, actionable intelligence for field teams and leadership.

2. AI Model Design & Recommendation Engine

• Define the guidelines, guardrails, and decision logic that govern AI-driven retention recommendations.

• Partner with TDI and Data Science to build models that generate personalised playbook recommendations based on account context, risk type, and lifecycle stage.

• Evaluate recommendation quality and drive model refinement where AI output and business reality diverge.

3. Tooling & Recommendations Infrastructure

• Own product requirements for risk and recommendation tooling, defining UX, workflows, and outputs that make AI recommendations actionable for field teams.

• Manage the roadmap from pilot to GA, prioritising enhancements based on field feedback and model performance.

• Ensure integration with CRM, ERP, and existing tools to minimise friction and drive adoption.

4. Field Cadences & Risk Mitigation Leadership

• Design and lead recurring risk review cadences, including customer health reviews, that drive systematic action on AI-generated signals.

• Embed cadences into Territory Planning, WIN Labs, and renewal cycles through clear workflows and supporting materials.

• Serve as the primary field advocate, ensuring recommendations reduce cognitive load and drive decisive action.

5. Performance Intelligence & Optimisation

• Track performance across signal accuracy, recommendation acceptance, tooling adoption, and retention outcomes.

• Establish feedback loops with field teams and TDI to continuously refine model logic and system design.

• Conduct root cause analysis on churn and contraction to identify gaps and inform future iterations.

Qualifications

• 7+ years across Customer Success, Renewals, Sales Enablement, or Revenue Operations with hands-on experience in data, analytics, or process automation.

• Technical Fluency: Working knowledge of AI/ML, data architecture, and APIs. Able to engage technical teams and translate business needs into solutions.

• AI Systems Thinking: Able to design the logic and guardrails that govern AI behaviour and ensure outputs are accurate and operationally useful.

• Strategic Translator: Connects data signals to customer realities and understands how field teams actually work.

• Product Thinking: Experience defining requirements, managing roadmaps, and iterating on user feedback.

• Cross-Functional Leadership: Able to influence and align across Engineering, Data Science, Sales, CS, and Renewals.

Measures of Success

• Model Quality: Risk scores and recommendations achieve >80% accuracy with strong field feedback on actionability.

• Tooling Adoption: High, sustained engagement across field teams.

• Recommendation Acceptance: Measurable lift in retention outcomes where AI recommendations are followed.

• Cadence Effectiveness: Cadences running consistently with improvement in early risk identification.

• Revenue Impact: ARR at risk stabilised and recovered through program interventions.

Roadmap Delivery: On-track execution against FY'27 milestones with a Phase 2 plan in place.

#LI-KC4 #LI-Hybrid

XML job scraping automation by YubHub

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.

The Vision

At Okta, growth is our mandate, but a secure foundation is the prerequisite. To protect our critical customer relationships and empower our teams, we are enhancing our GTM function with AI capabilities as a part of our broader retention strategy.

The Role

We are looking for a technical operator with strong strategic vision and business acumen to own the development and operationalization of Guided Renewals, our AI-powered approach to proactive retention. As the Senior Manager of Retention Strategy & Intelligence, you will partner directly with our Renewals organisation while collaborating with GTM functions across the customer lifecycle and our Technology, Data, and Insights (TDI) team.

In this role, you will own the intelligence layer that drives retention: identifying and tracking risk signals, partnering with teams to build AI models that surface risk and recommend personalised interventions, and leading the field cadences that turn insights into action.

Core Responsibilities

1. Risk Signal Ownership & Analysis

• Own definition, tracking, and interpretation of customer risk signals including usage, engagement, sentiment, and commercial health.

• Partner with TDI to establish signal weighting, scoring thresholds, and supporting data infrastructure.

• Translate risk analysis into clear, actionable intelligence for field teams and leadership.

2. AI Model Design & Recommendation Engine

• Define the guidelines, guardrails, and decision logic that govern AI-driven retention recommendations.

• Partner with TDI and Data Science to build models that generate personalised playbook recommendations based on account context, risk type, and lifecycle stage.

• Evaluate recommendation quality and drive model refinement where AI output and business reality diverge.

3. Tooling & Recommendations Infrastructure

• Own product requirements for risk and recommendation tooling, defining UX, workflows, and outputs that make AI recommendations actionable for field teams.

• Manage the roadmap from pilot to GA, prioritising enhancements based on field feedback and model performance.

• Ensure integration with CRM, ERP, and existing tools to minimise friction and drive adoption.

4. Field Cadences & Risk Mitigation Leadership

• Design and lead recurring risk review cadences, including customer health reviews, that drive systematic action on AI-generated signals.

• Embed cadences into Territory Planning, WIN Labs, and renewal cycles through clear workflows and supporting materials.

• Serve as the primary field advocate, ensuring recommendations reduce cognitive load and drive decisive action.

5. Performance Intelligence & Optimisation

• Track performance across signal accuracy, recommendation acceptance, tooling adoption, and retention outcomes.

• Establish feedback loops with field teams and TDI to continuously refine model logic and system design.

• Conduct root cause analysis on churn and contraction to identify gaps and inform future iterations.

Qualifications

• 7+ years across Customer Success, Renewals, Sales Enablement, or Revenue Operations with hands-on experience in data, analytics, or process automation.

• Technical Fluency: Working knowledge of AI/ML, data architecture, and APIs. Able to engage technical teams and translate business needs into solutions.

• AI Systems Thinking: Able to design the logic and guardrails that govern AI behaviour and ensure outputs are accurate and operationally useful.

• Strategic Translator: Connects data signals to customer realities and understands how field teams actually work.

• Product Thinking: Experience defining requirements, managing roadmaps, and iterating on user feedback.

• Cross-Functional Leadership: Able to influence and align across Engineering, Data Science, Sales, CS, and Renewals.

Measures of Success

• Model Quality: Risk scores and recommendations achieve >80% accuracy with strong field feedback on actionability.

• Tooling Adoption: High, sustained engagement across field teams.

• Recommendation Acceptance: Measurable lift in retention outcomes where AI recommendations are followed.

• Cadence Effectiveness: Cadences running consistently with improvement in early risk identification.

• Revenue Impact: ARR at risk stabilised and recovered through program interventions.

Roadmap Delivery: On-track execution against FY'27 milestones with a Phase 2 plan in place.

#LI-KC4 #LI-Hybrid

XML job scraping automation by YubHub

We're building a dedicated team to serve them. This is not a secondary motion, but a first-class partnership where the accounting firm is the primary relationship and their client portfolio is the opportunity.

As a Senior Relationship Manager - Accounting Partners, you will steward a portfolio of accounting firms and deepen how they use Mercury.

Responsibilities:

• Serve as the primary relationship owner for a book of existing partner accounting firms that use Mercury on behalf of their clients.
• Map each firm's full client network. Track product utilization across complex entities and stakeholders, and proactively identify where the experience can improve.
• Execute a structured cadence of success calls, business reviews, and proactive check-ins tailored to the accounting firm's book of business rhythm.

Drive product adoption from the firm down to their clients:

• Execute playbooks for accounting, spend management, payroll, treasury, and new product features,adapted for the accounting partner motion where adoption decisions often flow from the firm’s recommendation down to client action.
• Increase client adoption of Mercury products via accounting firms. Ensure critical workflow features (reconciliation-friendly transactions, multi-entity views, bookkeeper access) are utilized by the clients they serve.

Be the voice of the accounting partner inside Mercury:

• Channel accounting practitioner insights to Product, Marketing, and Leadership. Translate firm workflows and pain points into actionable feedback that shapes the product roadmap.
• Contribute to the design and iteration of accounting-partner-specific playbooks, workflows, and tooling that make this motion scalable.

You should have:

• 4–6 years in customer success, relationship banking, fintech account management, or a similar client-facing role where you’ve owned a book of business and driven retention and expansion.
• 3+ years of experience working directly with accounting firms or inside an accounting firm, where you’ve built relationships with practitioners and understand how firms operate day to day.
• Strong working knowledge of general ledger systems, chart of accounts structures, bank reconciliations, and accrual vs. cash basis accounting.
• Familiarity with the accounting technology ecosystem.
• Experience managing a book of business across multiple firms or multi-entity client portfolios, where you’ve tracked adoption, driven product utilization, and identified expansion opportunities across a complex web of stakeholders.
• Clear, confident communication skills with finance leaders and firm principals.
• Comfort with Salesforce (or similar CRM), health-score tooling, and Slack-based workflows.

Nice to have:

• Experience in a multi-threaded or account-based coverage model where you’ve managed both the primary account (the firm) and downstream stakeholders (the firm’s clients).
• Background in commercial banking, treasury management, or venture debt that gives you fluency in the financial products Mercury offers.
• A network in the accounting or bookkeeping community.
• Experience designing or iterating on customer success playbooks, workflows, or scalability experiments.

The total rewards package at Mercury includes base salary, equity (stock options/RSUs), and benefits.

Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry. New hire offers are made based on a candidate’s experience, expertise, geographic location, and internal pay equity relative to peers.

Our target new hire base salary ranges for this role are the following:

• US employees in New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $142,900-$178,600
• US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $128,600-$160,700

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We're looking for a Senior Manager to lead a team of Relationship Managers, coach them, and drive commercial results across a growing book of accounts. You'll start with 4 to 5 direct reports, intentionally small so you have space to build the right systems, coaching rhythms, and workflows before scaling up. You'll also help us figure out what great RM management looks like at scale, leveraging AI to free your team up for the work that actually matters: building real relationships with customers.

Responsibilities:

• Put customers first: Make sure your team's work starts and ends with the customer. Growth that erodes trust isn't growth. You're building a team that earns the right to expand relationships, not one that just chases numbers.

• Lead and coach your team: Run regular 1:1s, business reviews and deal reviews. Give direct, honest feedback. Help each person on your team get meaningfully better at their job.

• Drive expansion revenue: Own your team's commercial targets across product attach, upsell, and wallet share growth. Know which accounts to push and when.

• Use technology to scale: Identify where AI and automation can take operational work off your team's plate so they spend more time talking to customers. Build native automations, design AI-forward workflows, and partner with RevOps and Engineering to push the limits of what your team can do with fewer manual processes.

• Stay nimble and test constantly: Run small experiments to find signal. Test messaging, segmentation, cadence, and channels. Look at the data, learn fast, and adjust. The competitive landscape shifts regularly, and your team's approach needs to shift with it.

• Work cross-functionally: Translate what you're hearing from customers into something Product, Operations, Marketing, and Compliance can act on.

Requirements:

• 8+ years in account management, customer success or expansion sales with commercial ownership, with at least 3 years managing a revenue-owning team.

• A track record of running experiments and iterating quickly in a fast-moving, competitive environment.

• Strong coaching instincts. You've hired and developed reps, and you can point to people whose careers you've shaped.

• AI fluency is a must. You should have real experience automating processes and leveraging data to make your team more effective. We're not looking for someone who configures off-the-shelf tools. We want someone scrappy who builds native automations and is always looking for ways to do more with less.

• Demonstrated ability to gain trust and buy-in from a team, especially in a fast-paced environment where things are still being figured out.

• Experience building relationships with key stakeholders and customers. You're comfortable networking, representing the team at events, and developing the kind of rapport that turns customers into advocates.

Nice to Have:

• Experience managing people in different functional sub-roles (vertical specialists, scaled account managers, strategic RMs) with related but distinct goals.

• Pre-sales or net-new sales experience in addition to post-sale expansion.

• Background in fintech, banking, or SaaS serving startups and growth-stage companies.

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Your First Year Journey

First 3 Months

You will focus on learning Tellent's products, customer base, and scalable CS strategies. Through onboarding sessions, training on engagement techniques, and hands-on participation in customer interactions, you will build a strong foundation. By the end of this period, you will be comfortable using CS tools and contributing to small-scale initiatives like webinars and customer workshops.

After 6 Months

You will independently manage your portfolio, executing scalable initiatives to drive product adoption and customer satisfaction. You will actively lead webinars, community engagement events, and improve self-service resources. You will also collaborate with AMs on renewals and upsell opportunities while refining customer engagement processes.

After 12 Months

You will have a measurable impact on customer satisfaction, churn prevention, and NRR. You will be fully embedded in scalable customer success initiatives, fostering strong customer communities, and optimizing processes. With a proven track record in driving value, you will be well-positioned for growth and professional development.

What You'll Be Doing

Hybrid Engagement Strategy: Manage and retain a dedicated portfolio using both 1:1 consultative deep dives and scalable 1-to-many initiatives.

Digital Customer Journey Design: Design, execute, and continuously improve the digital journey for mid-market customers, ensuring value-driven touchpoints from onboarding through renewal.

Scaled Program Execution: Build and run digital programs using email, in-app messaging, video, and webinars to drive product adoption at scale.

Data-Driven Proactivity: Analyze usage patterns and behavioral signals to prioritize outreach, identifying 'silent' customers or those at risk before churn occurs.

Commercial Growth: Partner with Account Managers to identify, qualify, and document expansion (upsell/cross-sell) opportunities discovered during your digital campaigns or 1:1 sessions.

Community & Feedback: Foster a sense of community by hosting user groups and events, while relaying critical customer feedback to Product and Development teams to shape the roadmap.

What You Bring

Native-level fluency in German and professional proficiency in English are required. Dutch is a plus!

Proven experience in Customer Success, Account Management, or Digital Marketing within a SaaS environment.

Ability to translate complex customer needs into automated, scalable playbooks and campaigns.

Exceptional 1:1 presentation and relationship-building skills, with the ability to build trust quickly with mid-market stakeholders.

Proficiency in using data and CS tools to measure campaign effectiveness and portfolio health.

A proactive, 'experiment-and-learn' approach to building a new role in a fast-growing team.

KPIs & Success Metrics

Gross & Net Revenue Retention (GRR/NRR): Direct impact on retention and expansion within your portfolio.

Adoption: Improving product engagement metrics through scaled initiatives.

Campaign Impact: Effectiveness and conversion rates of digital programs and webinars.

Qualified Pipeline: Number of expansion opportunities sourced and handed over to the AM team.

What we offer

Flexible working in the Cologne area as we continue building our local team presence.

Diverse and international team environment.

€1,500 annual learning budget.

Pension scheme & wellness/fitness benefits.

Country-specific holiday policies apply.

Work from anywhere for up to 4 weeks per year.

Apple MacBook and all the tools you need to succeed.

Home office budget and allowance.

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Key responsibilities include:

• Engaging with Solutions Architects to understand the full use case demand plan for prioritized customers
• Leading the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within strategic accounts
• Being the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders
• Creating certainty from uncertainty and driving onboarding, enablement, success, go-live, and healthy consumption of workloads where the customer has decided to consume Databricks
• Being the first contact for any technical issues or questions related to production/go-live status of agreed-upon use cases within an account
• Leveraging Shared Services, User Education, Onboarding/Technical Services, and Support resources to build the right tasks beyond your scope of activities or expertise
• Creating, owning, and executing a point-of-view on how key use cases can be accelerated into production, coordinating with Professional Services resources on the delivery of PS Engagement proposals
• Navigating Databricks Product and Engineering teams for new product innovations, private previews, and upgrade needs
• Developing an execution plan covering all activities of customer-facing technical roles and teams to cover main use cases moving from 'win' to production, enablement/user growth plan, product adoption, organic needs for current investment, executive and operational governance, and KPI reporting on the status of usage and customer health

Requirements include:

• 5+ years of experience in technical project/program delivery within the domain of Data and AI, contributing to technical debate and design choices with customers
• Programming experience in Python, SQL, or Scala
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role
• Understanding of solution architecture related distributed data systems
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program/project management, including account, stakeholder, and resource management accountability
• Experience resolving complex and important escalations with senior customer executives
• Experience conducting open-ended discovery workshops, creating strategic roadmaps, conducting business analysis, and managing delivery of complex programs/projects
• Track record of overachievement against quota, goals, or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience

Benefits include comprehensive benefits and perks that meet the needs of all employees, a commitment to diversity and inclusion, and compliance with equal employment opportunity standards.

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Key responsibilities include:

• Engaging with Solutions Architects to understand the full use case demand plan for prioritized customers
• Leading the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Being the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders
• Creating certainty from uncertainty and driving onboarding, enablement, success, go-live, and healthy consumption of the workloads where the customer has made the decision to consume Databricks
• Being the first contact for any technical issues or questions related to production/go live status of agreed-upon use cases within an account
• Leveraging Shared Services, User Education, Onboarding/Technical Services, and Support resources to build the right tasks that are beyond your scope of activities or expertise
• Creating, owning, and executing a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigating Databricks Product and Engineering teams for new product innovations, private previews, and upgrade needs
• Developing an execution plan that covers all activities of all customer-facing technical roles and teams to cover main use cases moving from 'win' to production, enablement/user growth plan, product adoption, organic needs for current investment, executive and operational governance, and providing internal and external updates

Requirements include:

• 5+ years of experience in technical project or program delivery within the domain of Data and AI
• Programming experience in Python or Spark
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role
• Understanding of solution architecture related distributed data systems
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program or project management including account, stakeholder, and resource management accountability
• Experience resolving complex and important escalations with senior customer executives
• Experience conducting open-ended discovery workshops, creating strategic roadmaps, conducting business analysis, and managing delivery of complex programs/projects
• Track record of overachievement against quota, goals, or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience

Benefits include:

• Comprehensive benefits and perks that meet the needs of all employees
• Fostering a diverse and inclusive culture where everyone can excel
• Equal employment opportunity standards

Compliance includes:

• Access to export-controlled technology or source code is required for performance of job duties
• Employer's discretion whether to apply for a U.S. government license for such positions

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Your responsibilities will include developing trusted advisor relationships with customers, facilitating requirements gathering and process mapping, collaborating with engineers to translate customer requirements into Fin solution designs, monitoring Fin usage patterns to identify risks and recommend optimizations, maintaining deep product knowledge of Fin's capabilities, and leading Success Plans, QBRs/EBRs, and strategic planning sessions with the customer.

To be successful in this role, you will need 8+ years of customer-facing experience in management consulting, strategy, advisory, or enterprise SaaS CSM roles, experience with business process mapping, requirements analysis, and solution design, strong technical acumen and passion for AI/agent-building, ability to simplify and communicate complex problems clearly across audiences, strong prioritization skills, and demonstrated success driving adoption, process improvement, and measurable outcomes for enterprise customers.

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You will establish and lead a specialised team of enterprise sales professionals across the ANZ region, creating our foundational sales infrastructure for the enterprise customer segment. After successfully establishing our regional presence, this role will likely evolve to focus on specific verticals or sub-segments as we scale our ANZ operations.

Your responsibilities will encompass building the sales team, developing strategic partnerships with enterprise customers, collaborating with our Product team to ensure regional market fit, and maintaining alignment with our global headquarters strategy. This position requires deep enterprise sales expertise , preferably with exposure to AI technologies , and the ability to navigate the regulatory, commercial, and cultural landscape of the Australian and New Zealand markets.

Responsibilities:

Develop and execute a comprehensive ANZ go-to-market strategy for enterprise customers across key industry verticals

Build and lead a high-performing, sustainable enterprise sales team and motion across Australia and New Zealand, including executing against a predefined list of strategic target accounts

Establish strategic partnerships with major technology partners and cloud providers active in the ANZ market

Collaborate with Product, Marketing, and Customer Success teams to adapt Anthropic's offerings for the ANZ market

Conduct market analysis to identify opportunities and refine our regional approach across key verticals (financial services, resources, healthcare, government, retail, and more)

Navigate complex, multi-stakeholder sales processes within large organisations

Craft and execute strategies to differentiate Anthropic and capture market share, addressing the unique challenges of being a second-mover in the AI industry

Ensure alignment between regional operations and global corporate strategy, representing ANZ's priorities to local and global leadership

Represent Anthropic with key customers and across partner events, communicating our trust and safety principles effectively

Ensure our trust and safety principles are effectively communicated to enterprise clients across the region

You May Be a Good Fit If You Have:

15+ years of experience in enterprise sales, with at least 5+ years in leadership roles managing large-scale sales operations for Industries across ANZ

A proven track record of success in enterprise sales, particularly in selling technical API products, cloud services, or SaaS solutions

Experience selling through partner sales motions and ideally through cloud partners (AWS, Azure, Google Cloud)

Demonstrated ability to build and scale enterprise sales teams in a high-growth environment

Successfully sold into Australia's and New Zealand's leading enterprises, financial institutions, government agencies, and digital-native organisations

A history of creative problem-solving and persistence in competitive markets

Deep knowledge of the enterprise tech industry, particularly in areas like cloud services, data management, or AI

Excellence in building internal champions within client organisations

A desire to build trust and experience overcoming significant market challenges

Ideal Candidate Profile: The successful candidate will possess both strategic vision and operational excellence, with the ability to navigate the diverse enterprise landscape across Australia and New Zealand. You will be responsible for establishing Anthropic's enterprise sales presence in this region while building the foundation for future expansion and specialisation.

This role offers an exceptional opportunity for a seasoned sales leader to shape the adoption of frontier AI technology in one of the world's most commercially sophisticated and trusted technology markets.

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You will establish and lead a specialised team of enterprise sales professionals across the ANZ region, creating our foundational sales infrastructure for the enterprise customer segment. After successfully establishing our regional presence, this role will likely evolve to focus on specific verticals or sub-segments as we scale our ANZ operations.

Your responsibilities will encompass building the sales team, developing strategic partnerships with enterprise customers, collaborating with our Product team to ensure regional market fit, and maintaining alignment with our global headquarters strategy. This position requires deep enterprise sales expertise , preferably with exposure to AI technologies , and the ability to navigate the regulatory, commercial, and cultural landscape of the Australian and New Zealand markets.

Responsibilities:

• Develop and execute a comprehensive ANZ go-to-market strategy for enterprise customers across key industry verticals

• Build and lead a high-performing, sustainable enterprise sales team and motion across Australia and New Zealand, including executing against a predefined list of strategic target accounts

• Establish strategic partnerships with major technology partners and cloud providers active in the ANZ market

• Collaborate with Product, Marketing, and Customer Success teams to adapt Anthropic's offerings for the ANZ market

• Conduct market analysis to identify opportunities and refine our regional approach across key verticals (financial services, resources, healthcare, government, retail, and more)

• Navigate complex, multi-stakeholder sales processes within large organisations

• Craft and execute strategies to differentiate Anthropic and capture market share, addressing the unique challenges of being a second-mover in the AI industry

• Ensure alignment between regional operations and global corporate strategy, representing ANZ's priorities to local and global leadership

• Represent Anthropic with key customers and across partner events, communicating our trust and safety principles effectively

• Ensure our trust and safety principles are effectively communicated to enterprise clients across the region

You May Be a Good Fit If You Have:

• 15+ years of experience in enterprise sales, with at least 5+ years in leadership roles managing large-scale sales operations for Industries across ANZ

• A proven track record of success in enterprise sales, particularly in selling technical API products, cloud services, or SaaS solutions

• Experience selling through partner sales motions and ideally through cloud partners (AWS, Azure, Google Cloud)

• Demonstrated ability to build and scale enterprise sales teams in a high-growth environment

• Successfully sold into Australia's and New Zealand's leading enterprises, financial institutions, government agencies, and digital-native organisations

• A history of creative problem-solving and persistence in competitive markets

• Deep knowledge of the enterprise tech industry, particularly in areas like cloud services, data management, or AI

• Excellence in building internal champions within client organisations

• A desire to build trust and experience overcoming significant market challenges

Ideal Candidate Profile:

The successful candidate will possess both strategic vision and operational excellence, with the ability to navigate the diverse enterprise landscape across Australia and New Zealand. You will be responsible for establishing Anthropic's enterprise sales presence in this region while building the foundation for future expansion and specialisation.

This role offers an exceptional opportunity for a seasoned sales leader to shape the adoption of frontier AI technology in one of the world's most commercially sophisticated and trusted technology markets.

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Customer Success at Brex --------------------- Customer Success is responsible for ensuring all of our customers meet their desired outcomes with Brex’s suite of financial services and software.

What you’ll do ------------ As a Scaled Customer Success Manager, you will leverage technology and operational rigor to support our customers at scale. You will ensure their experience with Brex is seamless - this includes developing strategies to retain and grow their business, responding to their requests, and proactively reaching out as needed to ensure they are getting all of their needs met with Brex. The Scaled Customer Success Team operates like a creative studio, testing data-driven hunches with various initiatives. Sometimes, this might be as simple as experimenting with different versions of email outreach. In other cases, it might be developing a training series that zeroes in on specific areas of the product. In this role, you’ll be innovative and agile in your approach - helping us build a world-class scaled Customer Success program. You’ll work with a combination of low-touch and high-touch customers, leveraging data, technology, and repeatable playbooks to drive business value for our customers. In short, you’ll think about Customer Success in a programmatic way. At the end of each year with Brex, customers should be able to articulate the ROI they’ve gotten from Brex’s solutions based on your outreach and ideas.

Responsibilities --------------

• Independently develop strategies to retain and grow Brex Customers.
• Use Customer Success and other marketing automation platforms to engage with customers at scale.
• Partner with other Scaled CSMs to contribute to and test scaled playbooks and engagement strategies. Design and execute one-to-many programs, including email campaigns, webinars, office hours, and digital content that educate customers, drive product adoption, and surface expansion opportunities across customer segments
• Proactively identify and mitigate risk
• Monitor accounts through cases, product usage dashboards, account health triggers, and other ongoing, customized alerts.
• Partner with the Sales teams to source expansion opportunities and find the next group of “unicorns” in our book of business
• Work closely with the VIP Support team to ensure customer issues are resolved in a timely fashion.
• Advocate for the voice of the customer internally at Brex, identifying customer trends and providing internal feedback on how Brex can better serve our customers.

Requirements ----------

• At least 3 years experience in customer-facing, marketing, or program management roles
• Experience and comfort interacting with a high volume of customers at different stages of the customer lifecycle
• Experience working at a SaaS or Fintech organization.
• You are passionate about working with customers to ensure they achieve their goals.
• You’re a creative self-starter who understands customers, their use cases, and how to be a trusted partner
• You see yourself as a relationship and business builder
• and have a proven track record of doing this with external and internal parties at Brex or in other roles.
• You’re comfortable presenting new ideas, challenging the status quo, and asking, “How can we scale or streamline this?”

Preferred ------

• Track record of building customer programs from scratch that drove measurable retention or expansion outcomes
• Experience leading large-scale webinars and workshops
• Experience creating successful email outreach programs
• Experience creating & leading customer education initiatives
• Experience leveraging AI strategically and responsibly for large data sets

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The Scaled Customer Success Team operates like a creative studio, testing data-driven hunches with various initiatives. Sometimes, this might be as simple as experimenting with different versions of email outreach. In other cases, it might be developing a training series that zeroes in on specific areas of the product. In this role, you’ll be innovative and agile in your approach - helping us build a world-class scaled Customer Success program.

You’ll work with a combination of low-touch and high-touch customers, leveraging data, technology, and repeatable playbooks to drive business value for our customers. In short, you’ll think about Customer Success in a programmatic way. At the end of each year with Brex, customers should be able to articulate the ROI they’ve gotten from Brex’s solutions based on your outreach and ideas.

Responsibilities:

• Independently develop strategies to retain and grow Brex Customers.
• Use Customer Success and other marketing automation platforms to engage with customers at scale.
• Partner with other Scaled CSMs to contribute to and test scaled playbooks and engagement strategies.
• Design and execute one-to-many programs, including email campaigns, webinars, office hours, and digital content that educate customers, drive product adoption, and surface expansion opportunities across customer segments.
• Proactively identify and mitigate risk.
• Monitor accounts through cases, product usage dashboards, account health triggers, and other ongoing, customized alerts.
• Partner with the Sales teams to source expansion opportunities and find the next group of “unicorns” in our book of business.
• Work closely with the VIP Support team to ensure customer issues are resolved in a timely fashion.
• Advocate for the voice of the customer internally at Brex, identifying customer trends and providing internal feedback on how Brex can better serve our customers.

Requirements:

• At least 3 years experience in customer-facing, marketing, or program management roles.
• Experience and comfort interacting with a high volume of customers at different stages of the customer lifecycle.
• Experience working at a SaaS or Fintech organization.
• You are passionate about working with customers to ensure they achieve their goals.
• You’re a creative self-starter who understands customers, their use cases, and how to be a trusted partner.
• You see yourself as a relationship and business builder - and have a proven track record of doing this with external and internal parties at Brex or in other roles.
• You’re comfortable presenting new ideas, challenging the status quo, and asking, “How can we scale or streamline this?”

Preferred:

• Track record of building customer programs from scratch that drove measurable retention or expansion outcomes.
• Experience leading large-scale webinars and workshops.
• Experience creating successful email outreach programs.
• Experience creating & leading customer education initiatives.
• Experience leveraging AI strategically and responsibly for large data sets.

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The Scaled Customer Success Team operates like a creative studio, testing data-driven hunches with various initiatives. Sometimes, this might be as simple as experimenting with different versions of email outreach. In other cases, it might be developing a training series that zeroes in on specific areas of the product. In this role, you’ll be innovative and agile in your approach - helping us build a world-class scaled Customer Success program.

You’ll work with a combination of low-touch and high-touch customers, leveraging data, technology, and repeatable playbooks to drive business value for our customers. In short, you’ll think about Customer Success in a programmatic way. At the end of each year with Brex, customers should be able to articulate the ROI they’ve gotten from Brex’s solutions based on your outreach and ideas.

Responsibilities:

• Independently develop strategies to retain and grow Brex Customers.
• Use Customer Success and other marketing automation platforms to engage with customers at scale.
• Partner with other Scaled CSMs to contribute to and test scaled playbooks and engagement strategies.
• Design and execute one-to-many programs, including email campaigns, webinars, office hours, and digital content that educate customers, drive product adoption, and surface expansion opportunities across customer segments.
• Proactively identify and mitigate risk.
• Monitor accounts through cases, product usage dashboards, account health triggers, and other ongoing, customized alerts.
• Partner with the Sales teams to source expansion opportunities and find the next group of “unicorns” in our book of business.
• Work closely with the VIP Support team to ensure customer issues are resolved in a timely fashion.
• Advocate for the voice of the customer internally at Brex, identifying customer trends and providing internal feedback on how Brex can better serve our customers.

Requirements:

• At least 3 years experience in customer-facing, marketing, or program management roles.
• Experience and comfort interacting with a high volume of customers at different stages of the customer lifecycle.
• Experience working at a SaaS or Fintech organization.
• You are passionate about working with customers to ensure they achieve their goals.
• You’re a creative self-starter who understands customers, their use cases, and how to be a trusted partner.
• You see yourself as a relationship and business builder - and have a proven track record of doing this with external and internal parties at Brex or in other roles.
• You’re comfortable presenting new ideas, challenging the status quo, and asking, “How can we scale or streamline this?

Preferred:

• Track record of building customer programs from scratch that drove measurable retention or expansion outcomes.
• Experience leading large-scale webinars and workshops.
• Experience creating successful email outreach programs.
• Experience creating & leading customer education initiatives.
• Experience leveraging AI strategically and responsibly for large data sets.

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Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly.

Brex’s AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek.

Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We’re committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career.

Customer Success at Brex

Customer Success is responsible for ensuring all of our customers meet their desired outcomes with Brex’s suite of financial services and software.

What you’ll do

As a Scaled Customer Success Manager, you will leverage technology and operational rigor to support our customers at scale. You will ensure their experience with Brex is seamless - this includes developing strategies to retain and grow their business, responding to their requests, and proactively reaching out as needed to ensure they are getting all of their needs met with Brex.

The Scaled Customer Success Team operates like a creative studio, testing data-driven hunches with various initiatives. Sometimes, this might be as simple as experimenting with different versions of email outreach. In other cases, it might be developing a training series that zeroes in on specific areas of the product. In this role, you’ll be innovative and agile in your approach - helping us build a world-class scaled Customer Success program.

You’ll work with a combination of low-touch and high-touch customers, leveraging data, technology, and repeatable playbooks to drive business value for our customers. In short, you’ll think about Customer Success in a programmatic way. At the end of each year with Brex, customers should be able to articulate the ROI they’ve gotten from Brex’s solutions based on your outreach and ideas.

Responsibilities

• Independently develop strategies to retain and grow Brex Customers.
• Use Customer Success and other marketing automation platforms to engage with customers at scale.
• Partner with other Scaled CSMs to contribute to and test scaled playbooks and engagement strategies. Design and execute one-to-many programs, including email campaigns, webinars, office hours, and digital content that educate customers, drive product adoption, and surface expansion opportunities across customer segments
• Proactively identify and mitigate risk
• Monitor accounts through cases, product usage dashboards, account health triggers, and other ongoing, customized alerts.
• Partner with the Sales teams to source expansion opportunities and find the next group of “unicorns” in our book of business
• Work closely with the VIP Support team to ensure customer issues are resolved in a timely fashion.
• Advocate for the voice of the customer internally at Brex, identifying customer trends and providing internal feedback on how Brex can better serve our customers.

Requirements

• At least 3 years experience in customer-facing, marketing, or program management roles
• Experience and comfort interacting with a high volume of customers at different stages of the customer lifecycle
• Experience working at a SaaS or Fintech organization.
• You are passionate about working with customers to ensure they achieve their goals.
• You’re a creative self-starter who understands customers, their use cases, and how to be a trusted partner
• You see yourself as a relationship and business builder - and have a proven track record of doing this with external and internal parties at Brex or in other roles.
• You’re comfortable presenting new ideas, challenging the status quo, and asking, “How can we scale or streamline this?”

Preferred

• Track record of building customer programs from scratch that drove measurable retention or expansion outcomes
• Experience leading large-scale webinars and workshops
• Experience creating successful email outreach programs
• Experience creating & leading customer education initiatives
• Experience leveraging AI strategically and responsibly for large data sets

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Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly.

As the financial OS, we’re building software and services in one place,disrupting long-entrenched institutions with products and experiences that better serve the ambitions of our customers.

Customer Success at Brex

Customer Success is responsible for ensuring all of our customers meet their desired outcomes with Brex’s suite of financial services and software.

What you’ll do

As a Scaled Customer Success Manager, you will leverage technology and operational rigor to support our customers at scale. You will ensure their experience with Brex is seamless - this includes developing strategies to retain and grow their business, responding to their requests, and proactively reaching out as needed to ensure they are getting all of their needs met with Brex.

The Scaled Customer Success Team operates like a creative studio, testing data-driven hunches with various initiatives. Sometimes, this might be as simple as experimenting with different versions of email outreach. In other cases, it might be developing a training series that zeroes in on specific areas of the product.

In this role, you’ll be innovative and agile in your approach - helping us build a world-class scaled Customer Success program. You’ll work with a combination of low-touch and high-touch customers, leveraging data, technology, and repeatable playbooks to drive business value for our customers.

In short, you’ll think about Customer Success in a programmatic way. At the end of each year with Brex, customers should be able to articulate the ROI they’ve gotten from Brex’s solutions based on your outreach and ideas.

Responsibilities

• Independently develop strategies to retain and grow Brex Customers.
• Use Customer Success and other marketing automation platforms to engage with customers at scale.
• Partner with other Scaled CSMs to contribute to and test scaled playbooks and engagement strategies.
• Design and execute one-to-many programs, including email campaigns, webinars, office hours, and digital content that educate customers, drive product adoption, and surface expansion opportunities across customer segments
• Proactively identify and mitigate risk
• Monitor accounts through cases, product usage dashboards, account health triggers, and other ongoing, customized alerts.
• Partner with the Sales teams to source expansion opportunities and find the next group of “unicorns” in our book of business
• Work closely with the VIP Support team to ensure customer issues are resolved in a timely fashion.
• Advocate for the voice of the customer internally at Brex, identifying customer trends and providing internal feedback on how Brex can better serve our customers.

Requirements

• At least 3 years experience in customer-facing, marketing, or program management roles
• Experience and comfort interacting with a high volume of customers at different stages of the customer lifecycle
• Experience working at a SaaS or Fintech organization.
• You are passionate about working with customers to ensure they achieve their goals.
• You’re a creative self-starter who understands customers, their use cases, and how to be a trusted partner
• You see yourself as a relationship and business builder
• and have a proven track record of doing this with external and internal parties at Brex or in other roles.
• You’re comfortable presenting new ideas, challenging the status quo, and asking, “How can we scale or streamline this?”

Preferred

• Track record of building customer programs from scratch that drove measurable retention or expansion outcomes
• Experience leading large-scale webinars and workshops
• Experience creating successful email outreach programs
• Experience creating & leading customer education initiatives
• Experience leveraging AI strategically and responsibly for large data sets

Compensation

The expected OTE range for this role is $88,000 - $110,000. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.

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This is a hybrid technical and commercial role. It is commercial in the sense that you will drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestration of other focused/specialized teams within Databricks, and creating and driving plans and strategies for Databricks colleagues to build upon. This is in parallel to being technical, with expectations being that you become the post-sale technical lead across all Databricks products. This requires you to use your skills and technical credibility to engage and communicate at all levels with an organisation.

The impact you will have:

• Engage with Solutions Architects to understand the full use case demand plan for prioritised customers
• Lead the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Be the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders, creating certainty from uncertainty and driving onboarding, enablement, success, go-live and healthy consumption of the workloads where the customer has made the decision to consume Databricks
• Be the first contact for any technical issues or questions related to production/go live status of agreed upon use cases within an account, oftentimes services multiple use cases within the largest and most complex organisations
• Leverage both Shared Services, User Education, Onboarding/Technical Services and Support resources, along with escalating to expert level technical experts to build the right tasks that are beyond your scope of activities or expertise
• Create, own and execute a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigate Databricks Product and Engineering teams for new product Innovations, private previews and upgrade needs
• Develop an execution plan that covers all activities of all customer-facing technical roles and teams to cover the below work streams:

• Main use cases moving from ‘win’ to production
• Enablement / user growth plan
• Product adoption (strategy and activities to increase adoption of Databricks’ Lakehouse vision)
• Organic needs for current investment (e.g. cloud cost control, tuning & optimisation)
• Executive and operational governance
• Provide internal and external updates
• KPI reporting on the status of usage and customer health, covering investment status, important risks, product adoption and use case progression - to your Technical GM

What we look for:

• 5+ years of experience where you have been accountable for technical project / program delivery within the domain of Data and AI and where you can contribute to technical debate and design choices with customers
• Programming experience in Python, SQL or Scala
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role
• Understanding of solution architecture related distributed data systems
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program, or project management including account, stakeholder and resource management accountability
• Experience resolving complex and important escalation with senior customer executives
• Experience conducting open-ended discovery workshops, creating strategic roadmaps, conducting business analysis and managing delivery of complex programmes/projects
• Track record of overachievement against quota, Goals or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience
• Can travel up to 30% when needed

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As a Delivery Solutions Architect (DSA), you will play an important role during this journey. You will collaborate with our sales and field engineering teams to accelerate the adoption and growth of the Databricks platform in your customers. You will also help ensure customer success by increasing focus and technical accountability to our most complex customers who need guidance to accelerate usage on Databricks workloads that they have already selected, helping them maximise the value they get of our platform and the return on investment.

This is a hybrid technical and commercial role. It is commercial in the sense that you will drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestration of other focused/specialized teams within Databricks, and creating and driving plans and strategies for Databricks colleagues to build upon. This is in parallel to being technical, with expectations being that you become the post-sale technical lead across all Databricks products. This requires you to use your skills and technical credibility to engage and communicate at all levels with an organisation.

The impact you will have:

• Engage with Solutions Architects to understand the full use case demand plan for prioritised customers
• Lead the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Be the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders, creating certainty from uncertainty and driving onboarding, enablement, success, go-live and healthy consumption of the workloads where the customer has made the decision to consume Databricks
• Be the first contact for any technical issues or questions related to production/go live status of agreed upon use cases within an account, oftentimes services multiple use cases within the largest and most complex organisations
• Leverage both Shared Services, User Education, Onboarding/Technical Services and Support resources, along with escalating to expert level technical experts to build the right tasks that are beyond your scope of activities or expertise
• Create, own and execute a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigate Databricks Product and Engineering teams for new product Innovations, private previews and upgrade needs
• Develop an execution plan that covers all activities of all customer-facing technical roles and teams to cover the below work streams:

• Main use cases moving from ‘win’ to production
• Enablement / user growth plan
• Product adoption (strategy and activities to increase adoption of Databricks’ Lakehouse vision)
• Organic needs for current investment (e.g. cloud cost control, tuning & optimisation)
• Executive and operational governance
• Provide internal and external updates
• KPI reporting on the status of usage and customer health, covering investment status, important risks, product adoption and use case progression to your Technical GM

What we look for:

• 5+ years of experience where you have been accountable for technical project / program delivery within the domain of Data and AI and where you can contribute to technical debate and design choices with customers
• Programming experience in Python, SQL or Scala
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role
• Understanding of solution architecture related distributed data systems
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program, or project management including account, stakeholder and resource management accountability
• Experience resolving complex and important escalation with senior customer executives
• Experience conducting open-ended discovery workshops, creating strategic roadmaps, conducting business analysis and managing delivery of complex programmes/projects
• Track record of overachievement against quota, Goals or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience
• Can travel up to 30% when needed

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The ideal candidate has a strong foundation in Customer Success or Account Management within a scaling technology company, with the ability to use data, repeatable programs, and sharp customer judgment to create impact across many accounts.

You will work closely with members of the Enterprise, Sales, Product, Support, and Marketing teams to help customers realize value from Perplexity at scale. This role requires strong communication, operational discipline, comfort with ambiguity, and a proactive 'can-do' attitude.

Your success will play a crucial role in expanding Perplexity's enterprise customer base, identifying conversion opportunities from self-serve customers, and helping build the next generation of scaled customer success motions.

Responsibilities:

• Execute the scaled Enterprise customer success strategy developed by leadership

• Manage a high-volume portfolio of SMB and Mid-Market customers through a lower-touch, data-informed engagement model

• Serve as a point of contact for customers across onboarding, adoption, value realization, renewal, and expansion moments

• Drive initial enablement through repeatable onboarding programs, training sessions, office hours, webinars, and digital content

• Monitor customer health, usage trends, and engagement signals to prioritize outreach and identify risks or growth opportunities

• Identify self-serve customers with strong usage, business fit, or expansion potential and support conversion opportunities into Enterprise

• Partner with Sales and Account Management to surface expansion, upgrade, and renewal opportunities across scaled accounts

• Help customers quantify value delivered by Perplexity through usage insights, adoption milestones, and business outcomes

• Advocate for customer needs and collaborate with cross-functional teams to improve product experience, enablement materials, support processes, and scaled CS playbooks

• Track and report on key performance indicators, analyze data to identify trends, and recommend improvements to scaled engagement programs

Qualifications:

• 3+ years of experience in Customer Success, Account Management, Sales, or related customer-facing roles at scaling technology companies

• Experience supporting SMB, Mid-Market, or high-volume customer segments, ideally in a SaaS or AI/productivity tooling environment

• Strong customer judgment with the ability to balance personalized engagement and scalable program execution

• Proven ability to drive adoption, retention, and growth across a book of business

• Excellent written and verbal communication skills, with the ability to clearly explain value to business and technical stakeholders

• Comfortable using data to prioritize outreach, diagnose account health, identify product usage trends, and uncover expansion signals

• A self-starter by nature, comfortable dealing with ambiguity and juggling multiple initiatives

• Ability to work under pressure, thriving in demanding environments

• Ability to work independently and as part of a collaborative team

• Proficiency in CRM systems, customer success platforms, analytics tools, and customer engagement workflows

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$162K – $230K • 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.

About the team

OpenAI’s mission is to ensure the responsible and widespread adoption of artificial intelligence. In support of that mission, the Ads Solutions team partners closely with advertisers to deeply understand their businesses and needs, helping inform the development of products and solutions that drive meaningful revenue growth and long-term success on the platform,while maintaining strong standards for user trust and platform integrity.

About the role

We’re looking for a Customer Success Manager to support advertisers in onboarding, launching, and growing on OpenAI’s advertising platform. You will manage a portfolio of partners and serve as a trusted advisor, helping them achieve their business objectives while ensuring a strong and responsible experience on our platform.

This role sits at the intersection of relationship management, strategy, and execution. You’ll work closely with Sales to drive long-term partner growth and with internal teams to continuously improve the advertiser experience.

Responsibilities

• Own relationships with a portfolio of advertising partners, serving as their primary point of contact.

• Guide advertisers through onboarding and campaign launches to ensure strong adoption of OpenAI’s ads products.

• Analyze campaign performance and provide clear, actionable recommendations to improve outcomes.

• Identify opportunities to expand partnerships through increased product adoption and incremental investment.

• Partner cross-functionally with Sales, Product, Analytics, Policy, and Operations to resolve issues and enhance platform value.

• Surface advertiser feedback and insights to inform product improvements and long-term strategy.

• Help build scalable processes and best practices that support the growth of OpenAI’s advertising ecosystem.

Requirements

• Has 5-10+ years of experience in digital advertising, account management, customer success, consulting or a related client-facing role.

• Has experience managing advertiser or agency relationships in a platform, publisher, or adtech environment.

• Is comfortable interpreting performance data and translating insights into strategic recommendations.

• Has experience with data querying (e.g. SQL, advanced excel/GSheet).

• Communicates clearly and builds trust with both technical and non-technical stakeholders.

• Operates with ownership and accountability in fast-moving, evolving environments.

• Demonstrates sound judgment and a commitment to user trust and responsible platform growth.

Preferred qualifications

• Experience working with Google Ads, Facebook Ads, or other major advertising platforms.

• Familiarity with data analysis tools and techniques, such as Google Data Studio or Tableau.

• Strong understanding of digital marketing principles and strategies.

• Experience working in a fast-paced, dynamic environment with multiple priorities and deadlines.

What we offer

• Competitive salary and bonus structure

• Comprehensive benefits package, including medical, dental, and vision insurance

• 401(k) retirement plan with employer match

• Paid parental leave and medical/caregiver leave

• Flexible PTO policy

• Professional development opportunities, including training and education assistance

• Collaborative and dynamic work environment

• Access to cutting-edge technology and tools

• Opportunities for growth and advancement within the company

How to apply

If you’re passionate about digital advertising and customer success, and you have a strong track record of driving business growth and building strong relationships, we encourage you to apply for this exciting opportunity.

Please submit your resume and a cover letter explaining why you’re the ideal candidate for this role. We can’t wait to hear from you!

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As the Senior Manager, Army Mission Operations, you will design and deliver customer solutions, and need to be capable of objectively translating complex technical principles into compelling operational outcomes.

Your team will orchestrate deployments, train end-users, and shape products by representing critical mission needs to engineering teams.

Key Responsibilities:

• Drive NGC2 engagement from the bottom-up
• Lead ongoing fielding and delivery of NGC2 for Army formations
• Establish relationships with action officer and staff leaders at each customer site responsible for operationalizing NGC2 across unit
• Represent voice of the customer to inform Mission Command product priorities

Requirements:

• Proven leadership managing complex programs and teams, preferably in the defense or tech space
• Understanding of U.S. and allied military operations, doctrines, and multi-domain environments
• Strong strategic, tactical, and program oversight skills with a demonstrated ability to lead cross-functional teams
• Exceptional interpersonal and stakeholder management skills
• Experience translating and decomposing highly technical concepts into operational requirements and performance specifications
• Strong aptitude for problem solving in unstructured situations at the interface of hardware, software, and networking
• Ability to drive challenging and vague technical problems to clarity and resolution
• Must be willing to travel as necessary (25-50%)
• Eligible to obtain and maintain a U.S. security clearance

Preferred Qualifications:

• Experience in Defense Technology Product/Program Management, Solutions Architect, or Customer Success type roles
• Experience and familiarity with Army intelligence, operational planning, targeting, and fires systems and workflows
• Familiarity with doctrinal, functional, and technical command and control concepts, processes, and principles
• Secret Clearance and above strongly preferred

XML job scraping automation by YubHub

As the Senior Manager, Army Mission Operations, you will be responsible for designing and delivering customer solutions, and need to be capable of objectively translating complex technical principles into compelling operational outcomes.

Your team will orchestrate deployments, train end-users, and shape products by representing critical mission needs to engineering teams.

Key responsibilities include:

• Drive NGC2 engagement from the bottom-up
• Lead ongoing fielding and delivery of NGC2 for Army formations
• Establish relationships with action officer and staff leaders at each customer site responsible for operationalizing NGC2 across unit
• Represent voice of the customer to inform Mission Command product priorities

Requirements include:

• Proven leadership managing complex programs and teams, preferably in the defense or tech space
• Understanding of U.S. and allied military operations, doctrines, and multi-domain environments
• Strong strategic, tactical, and program oversight skills with a demonstrated ability to lead cross-functional teams
• Exceptional interpersonal and stakeholder management skills
• Experience translating and decomposing highly technical concepts into operational requirements and performance specifications
• Strong aptitude for problem solving in unstructured situations at the interface of hardware, software, and networking
• Must be willing to travel as necessary (25-50%)
• Eligible to obtain and maintain a U.S. security clearance

Preferred qualifications include:

• Experience in Defense Technology Product/Program Management, Solutions Architect, or Customer Success type roles
• Experience and familiarity with Army intelligence, operational planning, targeting, and fires systems and workflows
• Familiarity with doctrinal, functional, and technical command and control concepts, processes, and principles
• Secret Clearance and above strongly preferred

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Backstage was created at Spotify and has grown into a leading SaaS and open source platform for developer portals. Thousands of companies use Backstage to bring structure to complex microservices environments, improve developer experience, and ship high-quality software faster , including in the age of AI , without losing autonomy or control.

This role leads sales for Shipping Our Expertise (SOE), Spotify's B2B SaaS business built on our platform capabilities. Our flagship products , Backstage Portal and Confidence , are AI-first and built to support both human developers and automated systems. Everything we bring to market is battle-tested at Spotify scale, giving our customers confidence that our solutions work in the most complex R&D environments.

Responsibilities

• Own revenue targets across new business, expansion, and retention for the SOE product portfolio
• Lead, coach, and grow a distributed team across Account Executives, Sales Engineers, and Customer Support
• Define and execute a sales strategy focused on engineering leaders, platform teams, and developer experience buyers
• Partner closely with Marketing to align on pipeline generation, messaging, and go-to-market strategy
• Collaborate with Product and Engineering to represent customer needs and influence roadmap priorities
• Build deep expertise in Backstage Portal and Confidence, translating technical value into clear customer outcomes
• Tell a compelling story about Spotify’s dogfooding approach and how our products are proven internally at scale
• Establish strong forecasting discipline and maintain a healthy, predictable pipeline
• Track and improve key metrics such as pipeline coverage, conversion rates, time to close, and net revenue retention
• Design scalable sales processes, onboarding programs, and playbooks as the business grows
• Represent Spotify externally at industry events, conferences, and key customer engagements

Who You Are

• You have 8+ years of experience in B2B SaaS sales, including 3+ years leading and developing high-performing teams
• You are excited about how AI is transforming software development and can connect that shift to real customer value
• You are comfortable engaging with engineering leaders, CTOs, and platform teams, and build credibility through understanding their challenges
• You have experience selling to R&D, engineering, or developer experience buyers and understand their decision-making processes
• You bring experience working alongside Sales Engineering and understand the importance of technical depth in complex sales
• You have owned or partnered closely with Customer Support or Customer Success and view post-sale health as part of revenue strategy
• You are data-driven and use metrics to guide forecasting, performance, and decision-making
• You are able to build structure and process from the ground up without adding unnecessary complexity
• You thrive in environments where the product is innovative and requires educating the market

Where You'll Be

• This role is based in the Eastern Standard Time (EST) zone
• We offer you the flexibility to work where you work best! There will be some in-person meetings, but still allows for flexibility to work from home

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The ideal candidate is analytical and meticulous, and enjoys engaging customers to investigate issues and deliver insights. This role involves working closely with sales, technical account managers, and operations teams to engage customers in product, payment, and technical conversations.

Responsibilities:

• Partner closely with account executives and technical account managers to support post-sale engagements focused on the optimization, retention, and growth of Stripe's enterprise customers
• Manage a book of customers to drive overall account health including performance, product adoption, usage velocity, account renewals and growth, referrals, and customer satisfaction
• Serve as a trusted payments and product advisor to managed customers by delivering payment performance and industry insights
• Perform business reviews to align on user priorities, review payments performance metrics, share Stripe product roadmap and provide guidance on how to optimize the value from Stripe
• Advocate for the customer to internal stakeholders. Share customer feedback and insights to Product Management, Engineering, Support, Marketing, and Sales on the innovation and improvement needed to optimize the Stripe user experience
• In coordination with an account team, support book expansion--identifying and surfacing opportunities to ensure customers are successful.

Requirements:

• 4+ years of experience in a client-facing role ideally in enterprise relationship management, partnering with large, global, and complex organizations, preferably working with a technical product
• Fluency in both Spanish and English
• Strong business sense and understanding of underlying drivers and strategy of our user’s businesses
• Track record of leading technical conversations and persuading others to take action based on requirements and value provided by solutions
• Strong analytical skills
• Excellent operating rigor including organizational and time management skills
• Strong executive presence and presentation skills, particularly for in-person meetings with multiple stakeholders
• History of success as a consultant, pre-sales, technical account management, or equivalent
• Proven track record of achieving targets and goals, preferably in a sales setting
• Track record of managing large, complex projects and/or programs
• Has handled difficult customers or situations and can demonstrate resolutions
• Willingness to tackle things on your own
• Ability to navigate data and people to find answers
• A capability to work well with a wide range of people, both internally and externally
• The motivation and flexibility to work well in a high-growth environment where things change quickly

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You will guide customers through best practices for deploying and scaling agents across web, mobile, and telephony, and for integrating agents with existing data sources and systems. You will analyze agent performance data and conversational logs to identify friction points and optimization opportunities that improve accuracy, user experience, and reliability at scale.

In parallel, you will own expansion outcomes across a defined portfolio of enterprise accounts. Success is measured by net revenue retention and sustained multi-product adoption. You will identify expansion opportunities, drive cross-sell through deeper agent usage, and partner with Sales, Engineering, and Customer Success to convert technical success into durable revenue growth and long-term customer commitment.

XML job scraping automation by YubHub

You will guide customers through best practices for deploying and scaling agents across web, mobile, and telephony, and for integrating agents with existing data sources and systems. You will analyze agent performance data and conversational logs to identify friction points and optimization opportunities that improve accuracy, user experience, and reliability at scale.

In parallel, you will own expansion outcomes across a defined portfolio of enterprise accounts. Success is measured by net revenue retention and sustained multi-product adoption. You will identify expansion opportunities, drive cross-sell through deeper agent usage, and partner with Sales, Engineering, and Customer Success to convert technical success into durable revenue growth and long-term customer commitment.

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This role partners directly with enterprise customers building and deploying conversational agents on the ElevenLabs Agents Platform. The focus is hands-on execution - advising on agent design, personas, conversation flows, tool integrations, and voice customization to deliver clear business outcomes in production environments.

You will guide customers through best practices for deploying and scaling agents across web, mobile, and telephony, and for integrating agents with existing data sources and systems. You will analyze agent performance data and conversational logs to identify friction points and optimization opportunities that improve accuracy, user experience, and reliability at scale.

In parallel, you will own expansion outcomes across a defined portfolio of enterprise accounts. Success is measured by net revenue retention and sustained multi-product adoption. You will identify expansion opportunities, drive cross-sell through deeper agent usage, and partner with Sales, Engineering, and Customer Success to convert technical success into durable revenue growth and long-term customer commitment.

Key requirements include 5-7 years of Customer Success or Account Management experience supporting complex B2B SaaS, Developer Tools, or AI/ML products in Japan, familiarity and experience with building and deploying AI agents, and proven experience driving revenue outcomes.

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Your main responsibilities will include:

• Hiring, coaching, and supporting a diverse team to ensure customer success in their roadmap delivery
• Contributing to the growth of the region and investment/co-investment positioning of your team with customers
• Being the technical sponsor and thought leader for a number of selected customers

You will also be responsible for managing a diverse team of DSAs to achieve customer, company, and team goals, leading by example using AI tooling to deliver C-level thought leadership discussions with customers, and inspiring the team to be customer-obsessed by understanding customer goals, their use cases, and Databricks technology.

To succeed in this role, you will need to have 10+ years of experience in a customer-facing role, experience leading a team of pre or post-sale consultants/solution architects, technical account managers, or customer success engineers, and experience in Cloud, Data, AI domains.

You should also be conversant with business issues our customers face today and likely big data use cases in different industries, fluent in Italian and English, and based in Milan or within a 1-hour commute time.

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Key responsibilities include:

• Independently owning and executing new business and upsell client implementations
• Serving as the primary point of contact for all client, consultant, and partner questions in the SMB segment and collaborating with internal teams to investigate, triage, and resolve cases from our external stakeholders
• Contributing to individual and team-level operational metrics for CSAT, implementation, response time, and client churn
• Working side-by-side with our marketing, sales, and client operations teams to maintain and enhance cross-functional processes
• Promoting Omada outreach best practices through client adoption of Omada's quarterly refresh campaign strategy
• Identifying opportunities for scale and building strategic plans to execute
• Driving overall customer satisfaction, enrollments, and customer interest in additional products
• Contributing to team and cross-functional projects and initiatives

You will love this job if you have:

• A bachelor's degree and 2+ years of relevant professional experience
• Background or experience working in Healthcare and Digital Health
• Experience in startup to Fortune 50 company employee size (industry experience: manufacturing, retail, etc)
• Have a proven track record of driving revenue expansion and relationship development strategies
• Experience in or knowledge of field sales or account management
• Successfully managed complex projects and have an aptitude for using data to drive decisions
• The ability to demonstrate strong capabilities in the following areas:

+ Written and Verbal Communication + Organization + Client Facing Presentation + Customer Service + Problem Solving + Conflict Management + Self-motivated + Collaboration + A strong aptitude for using various programs and tools, including, but not limited to: Salesforce, Zendesk, Excel, PowerPoint, Google Suite, etc.

Benefits:

• Competitive salary with generous annual cash bonus
• Remote first work from home culture
• Flexible Time Off to help you rest, recharge, and connect with loved ones
• Generous parental leave
• Health, dental, and vision insurance (and above market employer contributions)
• 401k retirement savings plan
• Lifestyle Spending Account (LSA)
• Mental Health Support Solutions
• ...and more!

It takes a village to change health care. As we build together toward our mission, we strive to embody the following values in our day-to-day work. We hope these hold meaning for you as well as you consider Omada!

• Cultivate Trust
• Seek Context
• Act Boldly
• Deliver Results
• Succeed Together
• Remember Why We're Here

About Omada Health: Omada Health (Nasdaq: OMDA) is reverse engineering the way healthcare is delivered in America, putting the space between doctor visits–where health is won or lost–at the center of care. Today's healthcare system poorly serves chronic conditions that require ongoing support outside of the exam room, like obesity, diabetes, hypertension, cholesterol, and musculoskeletal conditions. Omada's virtual-first model combines human-led care teams, connected devices, and AI-enabled technology to deliver personalized care at scale, including support for GLP-1 therapy. Omada has served more than two million members since launch across 2,000+ employers, health plans, pharmacy benefit managers, and health systems. Learn more at omadahealth.com.

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Dialpad is the AI-native business communications platform. We unify calling, messaging, meetings, and contact center on a single platform - powered by AI that understands every conversation in real time.

More than 70,000 companies around the globe, including WeWork, Asana, NASDAQ, AAA Insurance, COMPASS Realty, Uber, Randstad, and Tractor Supply, rely on Dialpad to build stronger customer connections using real-time, AI-driven insights.

We’re now leading the shift to Agentic AI: intelligent agents that don’t just analyse conversations but take action by automating workflows, resolving customer issues, and accelerating revenue in real time. Our DAART initiative (Dialpad Agentic AI in Real Time) is redefining what a communications platform can do.

Visit dialpad.com to learn more.

Being a Dialer

At Dialpad, AI isn’t just a feature; it’s how our teams do their best work every day. We put powerful AI tools in every employee’s hands so they can move faster, think bigger, and achieve more.

We believe every conversation matters. And we’ve built the platform that turns those conversations into insight and action, for our customers and ourselves.

We look for people who are intensely curious and hold themselves to a high bar. Our ambition is significant, and achieving it requires a team that operates at the highest level.

We seek individuals who embody our core traits: Scrappy, Curious, Optimistic, Persistent, and Empathetic.

Your Role

As a Customer Success Manager for Enterprise Accounts, you’ll play an essential role in assisting our customers throughout their entire Dialpad journey - from start to finish.

You’ll work closely with Sales, Support, and Product teams to ensure our customers derive measurable value from their investment in Dialpad products, driving success, retention, and renewal.

This position reports to our Sr. Manager of Customer Success, Enterprise Accounts, and is hybrid from either our Denver, Colorado or Austin, Texas office.

What you’ll do

• Lead all post-sales activities for Dialpad’s customers through strong relationship-building, product knowledge, planning, and execution.

• Establish and oversee the customer's adoption, training, and development of best practices to continually drive incremental value and return on the customer's investment.

• Conduct Business Reviews and status calls to align on common goals, identify growth or risk opportunities, and communicate performance metrics and insights.

• Maintain a deep understanding of our solutions and discuss with customers the most meaningful features and functionality for their specific business needs.

• Manage customer escalations with urgency by documenting open issues, facilitating regular status meetings, and working cross-functionally to resolve them.

Skills you'll bring

• 8+ years of Customer Success experience at a SaaS company

• Experience working in and general knowledge of the Telecommunications and Contact Center space (UcaaS/CcaaS).

• Experience and comfort in interacting with and influencing C-level executives.

• Referenceable experience in working with large Enterprise customers.

• Strong presentation, meeting facilitation, and written communication skills.

• Excellent time management and organisational skills with the ability to track numerous details and prioritise appropriately.

• Desire to work in a dynamic startup where your input is valued to help craft our offerings and how we interact with clients.

• Ability to work cross-departmentally.

• Must have the ability to lead, manage, or influence both internal and customer resources to achieve positive outcomes.

• Strong analytical and problem-solving skills with the ability to develop quick, accurate situational awareness.

• Willingness to travel to customer locations.

Why Join Dialpad

• Work at the centre 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 recognised 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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About the Role As Go-To-Market Engineer Intern, you will build the tools and automations that help our Sales, Partnerships, and Customer Success teams work better. Revenue Operations sits at the centre of the company. We manage the data, tools, and processes that connect every go-to-market team and make sure the company grows efficiently.

Responsibilities

• Assist the operations team in implementing strategic projects and managing daily operations
• Build automations connecting our core tools (Claude, Salesforce, Clay, n8n, Gong) to reduce manual steps and make sure the right information reaches the right person at the right time
• Improve our lead scoring models using product, marketing, and ecosystem data so our teams focus on the accounts most likely to convert
• Write SQL queries to answer concrete business questions: which accounts should we contact, which deals are stalling, where are we losing time
• Build AI agents and workflows that save our customer-facing teams hours every week
• Create dashboards and data visualizations that help Sales and Customer Success track their results and make better decisions

Requirements

• You're comfortable working with data and writing code or queries (the language doesn't matter) or you're actively learning and can show it
• You're curious about how a B2B software company actually sells and grows, not just how the product works
• When you see a repetitive or broken process, you want to fix it
• Ideally a previous internship in Operations, Sales, or Product at a fast-paced SaaS company, or in a structured environment like consulting, VC, or M&A
• Final-year student or second half of a gap year, with availability to start in early September 2026

Hiring Process

• The journey starts with a first interview with the HR Generalist (30min)
• This will be followed by a take-home case study to assess your practical skills
• Then a face-to-face meeting with the Revenue Operations Lead to debrief your case study (1 hour)
• For the very final round, a culture fit interview with our COO and the rest of the team

Core Values Crossbeam's core value of Equity sits at the heart of our hiring process, and we're proud to be building a culture where difference is valued. Applicants from diverse and non-traditional backgrounds are strongly encouraged to apply. We recruit, employ, train, compensate and promote regardless of race, religion, color, national origin, sex, sexual orientation, gender, disability, age, or veteran status.

Benefits

• Collaborative teammates and a culture built on trust and accountability
• Competitive compensation and equity
• Comprehensive healthcare coverage for you and your family
• Remote-flexible with access to co-working spaces in your area
• Learning, wellness, and WFH stipends
• Flexible time off
• Paid parental leave
• …and more!

Equal Opportunity Employer We’re proud to be an Equal Opportunity Employer and are committed to building a team that reflects a wide variety of backgrounds, perspectives, and skills. We don’t discriminate on the basis of race, color, religion, national origin, age, sex, gender identity or expression, sexual orientation, disability, veteran status, genetic information, or any other protected characteristic.

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This is a highly strategic, customer-facing role that combines conversational design expertise with strong project ownership and regional influence. As one of the first hires focused on Conversation Design in EMEA, you will help establish delivery best practices, scale customer impact, and serve as a key partner in expanding Cresta’s presence across international markets.

You will manage complex AI delivery engagements from initial discovery through deployment and optimization, ensuring projects stay on track, stakeholders remain aligned, and outcomes drive measurable business value. You’ll collaborate closely with cross-functional teams across Machine Learning, Data Science, Engineering, Product, Project Management, and Customer Success, while acting as a trusted advisor to customers throughout implementation.

You’ll also help customers design, build, and maintain their own models using Cresta Opera, our proprietary self-service platform.

Responsibilities

• Own end-to-end AI delivery projects across EMEA, including discovery, requirements gathering, solution design, build, deployment, QA, and post-launch optimization
• Serve as a founding regional expert in conversational design, helping shape scalable delivery frameworks and best practices for international customers
• Manage multiple concurrent customer implementations while balancing timelines, priorities, and stakeholder expectations
• Partner cross-functionally to define scope, track milestones, mitigate risks, and ensure successful execution
• Translate customer business objectives into scalable conversational AI solutions across sales, retention, collections, and customer service use cases
• Drive alignment with customer stakeholders through regular working sessions, solution reviews, and executive-level presentations
• Lead model maintenance and performance tuning efforts to ensure ongoing quality and measurable impact
• Deliver Cresta’s Opera Enablement Program to key stakeholders, empowering customers to independently design, build, and QA their own AI models
• Design and develop virtual agent solutions using flow-based, prompt-based, and hybrid architectures
• Contribute to internal documentation, implementation standards, and repeatable delivery methodologies as Cresta scales globally
• Partner closely with teams in North America while helping establish regional expertise and customer success across EMEA

Qualifications

We Value

• Strong written and verbal communication skills, with the ability to influence both technical and business stakeholders
• Demonstrated project management experience, including managing multiple complex workstreams simultaneously
• Proven ability to independently own deliverables, timelines, and cross-functional coordination in a fast-paced environment
• 2+ years of experience in conversational design, conversational AI, bot development, or related fields
• Experience presenting complex solutions to enterprise customer stakeholders, including executive audiences
• Experience working directly with enterprise customers in implementation, consulting, or delivery roles
• Experience operating in global or international customer environments preferred
• Fluency in a second language strongly preferred
• Background in Linguistics preferred
• Experience with prompt engineering preferred
• Experience with Dialogflow CX preferred

Perks & Benefits

We offer a comprehensive and people-first benefits package to support you at work and in life:

• Comprehensive medical, dental, and vision coverage with plans to fit you and your family
• Paid parental leave for all new parents welcoming a new child
• Remote work setup budget to help you create a productive home office
• Monthly wellness and communication stipend to keep you connected and balanced
• 20 days of vacation time to promote a healthy work-life blend

Compensation at Cresta

Cresta’s approach to compensation is simple: recognize impact, reward excellence, and invest in our people. We offer competitive, location-based pay that reflects the market and what each individual brings to the table. Total compensation includes Base + Bonus + Equity, along with a comprehensive benefits package for you and your family.

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Since 1998, we've grown into a global network of 70+ studios, partnering with the biggest names in gaming across every stage of development , from early concept to launch and live operations.

Our goal is simple: to be the go-to global platform for technical and creative services in the video games industry.

We help teams stay agile, scale quickly, and focus on building unforgettable player experiences.

With deep expertise across our industry-leading service lines and a worldwide team of specialists, we work side by side with our clients as their trusted partner, providing the talent, technology, and reach needed to bring great games to life.

If you're passionate about driving customer success and delivering measurable impact, we'd love to hear from you.

Join us and help our partners unlock the full value of their player engagement strategies!

Role overview

The Customer Success Manager will be responsible for driving product adoption and supporting customer retention and growth across a portfolio of mid-market clients.

Working in close partnership with Account Managers, this role focuses on enabling customers to achieve their business objectives through effective use of the Helpshift platform, delivering measurable outcomes through a data-driven and strategic approach.

As part of a global organization, the role requires strong cross-functional collaboration across diverse teams and cultures.

The ideal candidate brings demonstrated experience supporting mid-size global gaming companies, combining strong business acumen, critical thinking, and a data-informed mindset to deliver consistent value for both customers and Keywords.

Key responsibilities:

Leadership

Collaborate directly with the Account Manager (AM) to manage a portfolio of customers and partner on value creation, with the joint goal of driving successful customer renewal and account growth

Be the Helpshift product expert from the business user perspective, becoming a trusted, strategic advisor for your customers

Advocate for customer needs cross-departmentally and manage issue escalation to the development team as needed

Communication

Work with customers to establish critical goals, or other key performance indicators that aid them in achieving their goals and demonstrating the value of Helpshift to their organization

Jointly with your AMs, create and present quarterly business review to your customers

Communicate your technical knowledge of Helpshift’s platform educating clients on best practices regarding SDK configurations, Key features and internal Dashboard administration

Analytics

Execute 1:many success programs to impact target customers facilitated by data and maturity of their product usage

Use a combination of data and anecdotes to help work through ambiguity and deliver results that benefit both customers and Keywords

Prepare post-meeting reports after quarterly business reviews with clear action items forming customer roadmap for the coming quarters

Business

Support the AM's commercial objectives by serving as the customer’s advocate throughout the duration of the contract lifecycle, from successful completion of the onboarding process to the identification and development of upsell opportunities

Manage several projects and customers at one time, responding as needed to high priority client inquiries throughout the day, evening, and weekend when necessary

Requirements

3+ years of experience supporting Game Industry customers

Experience managing 30–40 SMB and mid-market customers simultaneously

Strong team player with high EQ and a customer-obsessed mindset

Strong critical thinking, problem-solving, and project management skills

Commercial awareness and business creativity, with a process-driven and execution-oriented approach

Data-driven mindset with high attention to detail and ability to act as a trusted advisor for customers

Ability to work through ambiguity and adapt quickly in a fast-paced, growing, and deadline-driven environment

Excellent written and verbal communication skills

Self-motivated and able to operate effectively in a remote environment

Willingness to travel as required

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You'll partner with customers after the sale to translate pre-sales command plans into clear success plans, guide adoption and maturity, and provide hands-on technical enablement across Git workflows, software development lifecycles, continuous integration, continuous deployment, and DevSecOps practices.

Reporting to a Senior Manager within our North America Customer Success organization, you'll own a portfolio of customers, serve as their primary GitLab liaison, and work across Product Management, Engineering, Sales, Professional Services, and Customer Service to help them navigate technical and organizational complexity.

Responsibilities:

• Partner with customers to turn pre-sales command plans and desired business outcomes into actionable objectives and clear success criteria.

• Guide customers on effective use of the GitLab platform, including DevSecOps best practices, Git workflows, continuous integration, continuous deployment, and adoption patterns.

• Own a portfolio of customers and advance adoption, retention, expansion, and overall satisfaction through ongoing strategic and technical engagement.

• Build and maintain Customer Success Plans that define customer goals, key performance indicators, and progress over time.

• Act as the primary GitLab liaison for assigned accounts, coordinating questions, issues, and escalations across Customer Service, Product Management, Sales, and Professional Services.

• Provide hands-on onboarding and technical enablement, including education on new GitLab features, releases, and relevant use cases.

• Program manage account escalations by clarifying root causes, coordinating follow-up actions, and keeping stakeholders informed.

• Collaborate with Services and internal partners to identify training, enablement, and maturity opportunities aligned to customer needs.

Requirements:

• Practical understanding of Git, common branching strategies, and modern software development lifecycles.

• Working knowledge of continuous integration, continuous deployment, and DevSecOps practices.

• Experience partnering with customers to define business outcomes and translate them into success plans, goals, and measures.

• Background in customer success, post-sales, or professional services work focused on adoption, retention, and customer satisfaction.

• Ability to manage a portfolio of customers, including coordinating across Customer Service, Product Management, Sales, and Professional Services.

• Skill in handling escalations in technical environments with clear communication and structured follow-through.

• Strong communication, presentation, and organization skills, with attention to detail and analytical thinking.

• Ability to apply transferable skills from related roles or industries to customer-facing technical adoption and success planning work.

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Your primary responsibility will be to run targeted engagements with customers to ensure they are successful, growing, and maximizing their investment on Stripe. You will work closely with sales, partner managers, and operations teams to engage customers in product, payment, technical, and risk conversations.

Responsibilities:

• Help scope, build, and execute processes and programs to drive success for users across Stripe's Revenue Suite product, at scale
• Manage account health of Revenue Suite customers via proactive outreach
• Serve as a trusted product advisor to customers by delivering digital and 1:many content on Stripe's Revenue Suite product
• In coordination with account teams, support expansion of Revenue Suite customers - identifying & surfacing opportunities to ensure customers are successful

Requirements:

• 7+ years experience in a client-facing role, ideally customer success, consulting, financial services, account management, or sales, preferably working with a technical product
• Strong business sense and ability to understand the drivers and strategy of our users' businesses
• Proven experience with complex, regulated SaaS/Fintech products, particularly in domains like tax, compliance, or financial reporting
• Track record of leading technical conversations and persuading others to take action based on requirements and value provided by solutions
• Strong analytical skills and ability to navigate data and people to find answers
• Strong operating rigor, including organizational and time management skills
• Strong business presence and presentation skills
• A capability to work well with a wide range of people, both internally and externally, including working with a team of sales and services peers
• Motivation and flexibility to work well in a high-growth, dynamic environment

Hybrid work at Stripe:

Office-assigned Stripes spend at least 50% of the time in a given month in their local office or with users. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for individuals and their teams.

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