As an Account Manager, you will improve the performance of your accounts by analyzing existing data and develop a solution-oriented strategy. You will build strong relationships with our key-customers and actively support them in increasing revenues. You will be the main contact person for our vacation rental owners in the Balearic Islands, advise them on how to use our product and use your negotiation and upselling skills. You will organize lead generating and networking events (remote or in-person) to build a community of vacation rental owners. You will coordinate the going live of our vacation rentals and ensure a continuously high level of customer success-oriented service. You will interact with our product and content team to guarantee a smooth onboarding process.

The ideal candidate will have a high level of self-motivation and ability to convince our vacation rental homeowners both on the phone (cold calling), in remote meetings and face-to-face. They will have a positive mindset towards new challenges and empathic personality that enables strong interpersonal relationships. They will have a solution-driven attitude and the ability to work in a responsible and organized way. They will have strong communication and negotiation skills and the ability to remain friendly and calm in all situations. They will have experience in sales or account management, travel industry or online business. They will have near-native Spanish skills and fluent English. They will have a driver's license.

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As a Customer Success Manager at Anthropic, you'll be the strategic partner and trusted advisor to our most complex customers across EMEA helping them harness the full potential of all our Claude capabilities - API, Claude for Enterprise, and Claude Code.

You'll develop genuine partnerships with customers, gaining a deep understanding of their business objectives, strategic direction, AI vision, and technical needs.

You'll draw on both your business acumen and technical expertise to serve as a strategic advisor throughout their journey.

Responsibilities:

• Establish trust-based and strategic relationships with key decision-makers across EMEA to understand their activities and objectives, identifying opportunities for optimization and expansion

• Become an expert in Anthropic's products via API, Claude for Enterprise, and Claude Code, understanding the nuances and best practices of each to guide customers towards the right solutions

• Leverage your deep understanding of the customer and regional specifics to proactively drive usage planning, identifying current and future consumption and adoption trends, and how they translate into value-added for the customer

• Monitor usage patterns and identify opportunities for optimization, proactively addressing underutilization of product-based consumption (API) and subscription-based (Claude for Enterprise/Claude Code) to fully leverage contractual commitments

• Serve as a strategic partner to customers, enriching their knowledge of Claude through the dissemination of Anthropic's product roadmap, introducing new products, and involving product leads to act as customer advocates for the EMEA region

• Document and quantify customer value realized through commercial results, ROI, and impact indicators to form compelling internal business cases to pursue and increase investments

• Identify potential use cases and sectors not yet exploited, collaborating with customers to discover new applications for Claude within different services, teams, and workflows

• Develop and implement change management strategies to drive adoption by end-users and maximize value within customer organizations, including training programs, center of excellence development, and organizational support

• Manage the customer experience throughout their lifecycle: manage comprehensive accounts and success plans based on customer business objectives, conduct quarterly business reviews, and serve as the primary liaison between the customer and Anthropic

• Contribute to Anthropic's brand development and customer relationships as a member of the first customer success team in the region, developing processes, operational guides, and best practices tailored to the EMEA region and taking into account regional corporate cultures

About the role:

• More than 6 years of experience in customer-facing roles (Customer Success, Consulting, Solutions Architect, Solutions/Functional Consultant, Success Engineer, or similar)

• Proven experience in driving success in consumption-based and subscription-based business models, with a good understanding of growth levers and associated performance indicators

• Technical mastery and ability to understand and articulate AI/ML concepts, API integrations, and software implementation models

• Experience presenting and demonstrating technical products to diverse audiences

• Strategic mindset to identify growth opportunities and translate them into concrete expansion plans

• Collaborative and versatile individual representing the customer positively and proactively, mobilizing the entire team around solutions to meet customer needs

• Strong project management skills and ability to manage multiple customer relationships

• Passion for AI and interest in responsible development of advanced systems

• Gain experience working and contributing to a rapidly growing region, balancing time zones from the US-based headquarters

• Talent for order and enthusiasm for 'rolling up sleeves'. You have a team spirit

( Bonus ) Mastery of French, German, Spanish, or Italian

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As a Customer Success Manager at Anthropic, you'll be the strategic partner and trusted advisor to our most complex customers across EMEA helping them harness the full potential of all our Claude capabilities - API, Claude for Enterprise, and Claude Code.

You'll develop genuine partnerships with customers, gaining a deep understanding of their business objectives, strategic direction, AI vision, and technical needs.

In partnership with the broader account team you will help customers identify the right Claude capabilities for their specific business objectives, working closely with them to provide best practices and guidance while supporting them as their usage (consumption & seat based) grows and evolves.

Your role focuses on helping customers scale their usage effectively, implement change management strategies, optimize use cases, and maximize the value of their investment through expanded use cases across their organization.

The insights you gather from your customers will directly inform our research priorities, product development, and go-to-market strategies , making you a key voice in shaping how we build and deliver ongoing value as a business.

As one of our early CSMs in EMEA, you'll be a pioneer - helping to build regional processes, establishing new customer relationships, and representing Anthropic's brand in a high-growth market.

You'll operate with significant autonomy while maintaining strong alignment with global teams, requiring someone who thrives in ambiguous environments and can work effectively across time zones.

Responsibilities:

• Build trusting, strategic relationships with key EMEA customer decision makers to understand their business and objectives, identifying opportunities for optimization and expansion

• Become an expert in Anthropic's products across API, Claude for Enterprise, and Claude Code, understanding the technical nuances and best practices for each to guide customers to the right solutions

• Leverage your deep knowledge of the customer and regional nuances to proactively drive usage planning, understanding current and future consumption/ adoption and how it creates realized value for the customer

• Monitor usage patterns and identify optimization opportunities, proactively addressing underutilization across both consumption-based (API) and seat-based (Claude for Enterprise / Claude Code) products to drive full value from contracted commitments

• Serve as the customer’s thought partner, enhancing their knowledge of Claude products by socializing Anthropic’s product roadmap, driving awareness on new products and engaging Product PMs as the voice of EMEA customers

• Document and quantify customer value realized through business outcomes, ROI, and impact metrics to build compelling internal business cases for continued and expanded investment

• Identify potential use cases and lines of business not currently onboarded, partnering with customers to discover new applications for Claude across different departments, teams, and workflows

• Develop and execute change management strategies to drive end-user adoption and maximize value within customer organizations, including Train the Trainer programs, Center of Excellence development, and organizational enablement

• Own the customer experience across their lifecycle , managing comprehensive account and success plans grounded in the customer's business objectives, conducting Quarterly Business Reviews, and serving as the primary conduit between the customer and Anthropic

• Build Anthropic's brand and customer relationships as a member of the first in-region CS team, developing EMEA-specific processes, playbooks, and best practices where needed that account for regional business cultures

You may be a good fit if you have:

• 6+ years of experience in customer-facing roles (Customer Success, Consulting, Solutions Architect, Solutions/ Functional Consultant, Success Engineer or similar)

• Experience driving success across both consumption-based and seat-based business models, with understanding of different expansion levers and success metrics for each

• Technical fluency with ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns

• Experience explaining and demonstrating technical products to various audiences

• Strategic mindset to identify growth opportunities and translate them into actionable expansion plans

• Cross-functional collaborator who represents the customer in a positive, proactive manner, rallying everyone around paths forward that solve customer needs

• Strong project management skills and ability to manage multiple customer relationships

• Passion for AI and interest in responsible development of advanced systems

• Experience working in and building a growing region, while navigating across time zones with US-based headquarters

• A knack for bringing order to chaos and an enthusiastic “roll up your sleeves'' mentality.

You are a true team player

(Bonus) Fluency in French, German, Spanish or Italian

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In this role, you'll apply enterprise-grade customer success practices to partnerships with mission-driven organisations. Anthropic's Beneficial Deployments team is focused on building AI for good through partnerships with high-impact organisations across education, public health, life sciences, economic mobility, and more.

As the dedicated Customer Success Manager, you'll be the strategic partner and trusted advisor across EMEA - helping them harness Claude's full potential of all our Claude capabilities - API, Claude for Enterprise, and Claude Code to amplify their social impact across program delivery, research, fundraising, and operations.

You'll develop genuine partnerships with organisations, gaining a deep understanding of their mission, strategic objectives, programmatic goals, and technical capacity. Drawing on your social impact expertise, business acumen, and technical knowledge, you'll serve as a strategic advisor throughout their journey,helping them identify the right Claude capabilities for their specific objectives while providing best practices tailored to the unique constraints of the social sector.

Your role focuses on helping nonprofit organisations scale their AI adoption effectively, implement change management strategies suited to mission-driven cultures, optimise use cases for maximum social impact, and demonstrate value that supports continued investment and expansion.

As one of our early CSMs in EMEA, you'll be a pioneer - helping to build regional processes, establishing new customer relationships, and representing Anthropic's brand in a high-growth market. You'll operate with significant autonomy while maintaining strong alignment with global teams, requiring someone who thrives in ambiguous environments and can work effectively across time zones.

Responsibilities:

• Build trusting, strategic relationships with nonprofit leaders, program officers, and mission-driven stakeholders to understand their organisational goals, programmatic needs, and social impact objectives, identifying opportunities for optimisation and expanded AI deployment

• Become an expert in Anthropic's products across API, Claude for Enterprise, and Claude Code, understanding the technical nuances and best practices for each to guide customers to the right solutions

• Leverage your deep knowledge of the customer and regional nuances to proactively drive usage planning, understanding current and future consumption/ adoption and how it creates realised value for the customer

• Monitor usage patterns and proactively drive adoption,identifying optimisation opportunities, addressing underutilisation across consumption-based (API) and seat-based products, and discovering new applications for Claude across departments and workflows

• Create and maintain customer enablement resources ,identifying opportunities to develop scalable assets that drive efficiency across the partner portfolio

• Serve as the customer’s thought partner, enhancing their knowledge of Claude products by socialising Anthropic’s product roadmap, driving awareness on new products and engaging Product PMs

• Document and quantify value realised through social impact outcomes, program effectiveness metrics, cost savings, and mission amplification to build compelling cases for continued investment in AI

• Own the partnership experience across the organisation's lifecycle,managing comprehensive account and success plans grounded in the organisation's mission and social impact objectives, conducting Quarterly Impact Reviews that demonstrate measurable impact, and serving as the primary conduit between the organisation and Anthropic

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Your primary responsibilities will include designing and managing the global Solutions Partner Program and methodology, working with the partner team, delivery and account teams to ensure the proper program elements, resources, and processes are in place to support solutions partner's success, providing full program strategy, project management and timely updates on key solutions partner success initiatives, and being the trusted advisor for ZoomInfo solutions partners.

You will also work collaboratively with Partners and internal ZoomInfo delivery and technical experts to develop repeatable frameworks built from successful customer deployments, collect qualitative and quantitative data points to measure and report on individual partner performance based upon key metrics (KPIs) to ensure a high standard of implementation quality from our top partners, and play an active role in contributing to the evolution of ZoomInfo’s overall partner program and strategy.

Additionally, you will architect and manage partner business planning, QBRs, assessments, etc., own and manage partner interactions with ZoomInfo Team (Marketing, Product, Pre-Sales, Sales, Services, Enablement, Customer Success, Partner Operations, and Executive Leadership), handle administrative functions related to Partner Account and ensure internal tools are updated and sales hygiene is maintained, and support Partners and internal stakeholders’ ad-hoc requests and jump in where needed.

Core systems and tools you may be working with include Salesforce, Jira, Confluence, GSuite, Netsuite, Snowflake, GCP, AWS, plus multiple other peripheral software tools in these ecosystems.

Requirements include 5-8 years of experience working with and handling solutions partners, confirmed track records of sales over-performance, existing SI partner relationships and network, strategic business and marketing planning capabilities, excellent interpersonal skills and a confirmed capacity to build positive relationships and close business with partners, proven ability to work cross-functionally, and self-motivation, strong self-management skills, and leadership qualities.

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As a successful candidate, you are a creative, energetic self-starter who understands the sales process. You know how to sell innovation and change through customer vision expansion and can drive deals forward to compress decision cycles. You love understanding a product in depth and are passionate about communicating its value to Customers and System Integrators. Always hunting for new opportunities, you will be asked to close net new accounts while maintaining existing accounts. Along with the chance to close an exciting deal, we also offer accelerators above 100% quota accomplishment.

The Impact You Will Have:

• Driving Consumption: Help customers derive value from the platform by identifying key use cases and increasing usage.
• Champion real-world change: Lead initiatives that make measurable impact , from accelerating innovation in health and education to supporting sustainability and economic development.
• Shape Databricks’ Public Sector footprint: Identify, structure, and close strategic opportunities that align our capabilities with Australia’s digital priorities.
• Inspire through connection: Build trusted relationships with senior decision-makers, tell compelling stories about our impact, and influence at the highest levels.
• Execute with excellence: Manage the end-to-end sales cycle , from prospecting and initial engagement to closing transformative deals and driving platform adoption.
• Collaborate for success: Work with solution architects, customer success, and global teams to deliver solutions that empower customers and ensure long-term success.

What We Look For:

• A passion for impact , you’re motivated by helping organisations use technology for the public good.
• Proven experience in enterprise or Public Sector sales, ideally in Cloud, Data, or SaaS.
• Strategic and structured in approach, with strong execution and accountability.
• Excellent communication and relationship-building skills with senior stakeholders.
• Growth mindset, creativity, and adaptability in dynamic, innovative environments.
• Knowledge of Spark and Big Data is highly desirable

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We are seeking an experienced Engagement Manager to join our team in Tokyo. As an Engagement Manager, you will be responsible for driving customer success by ensuring that our customers are making the most value of our products and services.

Key Responsibilities:

• Collaborate with sales counterparts to understand customer needs and develop valued solutions
• Identify opportunities for new services and articulate the business value
• Perform as the Engagement Manager in the assigned area with full accountability for meeting/exceeding Professional Services and Training bookings and revenue targets
• Consult with clients to understand and analyze engagement scope, requirements, time, cost, and benefits
• Drive resolution of delivery challenges, address resource contentions, scoping issues, and manage expectations

Requirements:

• Strong fundamental knowledge around Big Data Platforms Implementation from both the technology, operations, and security/governance lenses
• Proven experience in selling services offerings at either implementation, advisory, education, and change management capacity
• Senior customer-facing roles that require a mix of influencing, validating, negotiating, understanding, and execution to both business and technology audiences
• Consistent track record of identifying customer needs and successfully implementing solutions
• Owning projects/programs in agile scrum/kanban delivery methodology as well as waterfall methodology
• Strong problem-solving skill about customer's pain points by using modern technologies
• Excellence in presentation skills, providing proposals that enforce good project governance and drive scalable delivery practices to both internal and external executives
• High-level orchestration skills to align both internal and external stakeholders when proposing large initiatives
• Strong service delivery and program management skills with the ability to synthesize customer success outcomes into well-structured program plans that deliver against such outcomes

Preferred Qualifications:

• Prior experience in project/program proposal to customers at Consulting, SI, Software/Cloud Vendor
• Bachelor's degree in Computer Science or related educational background

Benefits:

• Comprehensive benefits and perks that meet the needs of all employees

Commitment to Diversity and Inclusion:

• Databricks is committed to fostering a diverse and inclusive culture where everyone can excel

Compliance:

• Access to export-controlled technology or source code is required for performance of job duties, and it is within Employer's discretion whether to apply for a U.S. government license for such positions

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Key Responsibilities:

• Foster strategic relationships with customers by acting as a trusted advisor, developing and executing success plans that align customer goals with business objectives, and holding the team accountable for delivering measurable, outcome-driven results.

• Continuously analyse and improve the customer journey, identifying opportunities to enhance customer experience and drive product adoption.

• Drive stakeholder mapping and multi-threaded engagement strategies to strengthen relationships.

• Drive renewal and expansion efforts, ensuring customers maximise the value of our products and services and identify opportunities for upselling and cross-selling.

• Track and be driven by key Customer Success metrics (e.g. NRR, GRR, Time to Value) and use insights to guide decisions and uncover improvement opportunities.

• Collaborate closely with sales, marketing, product, and engineering teams to ensure a seamless customer experience and drive business growth.

• Regularly interface with multiple levels of customers from individual agents to executives through regular recurring meetings and quarterly business reviews.

• Advocate for customer needs in product roadmap discussions and internal planning.

We're looking for someone who:

• Has 4-6 years of Customer Success, Account Management or similar customer-facing roles in a SaaS or Contact Center environment.

• Is a fantastic written and verbal communicator: able to put together presentations that tell a compelling story, to have difficult conversations on changing processes or behaviours across multiple levels of customers, and to be able to stand their ground or back up their recommendations with data.

• Is highly organised: able to manage complex internal and external processes with many different stakeholders and timelines ensuring that all parties are kept in the loop with clear notes, action items, and next steps to keep projects on track and successful.

• Is autonomous and able to be self-sufficient in tasks like fundamental data analysis, lightweight software configuration, and in general able to pick up new skills quickly and build out processes and tools to scale work beyond single customers.

• Is willing to travel (~25%) and be willing to be on frequent video calls with customers in EST - PST time zones.

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This is a hybrid technical and commercial role, requiring you to drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, and creating and driving plans and strategies for Databricks colleagues to build upon. You will also be responsible for becoming the post-sale technical lead across all Databricks products, using your skills and technical credibility to engage and communicate at all levels with an organisation.

Your impact will be significant, as you will be engaged 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, and be the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders.

Key responsibilities include:

• Engaging with Solutions Architects to understand the full use case demand plan for prioritised 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, 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

To succeed in this role, you will need to have 10+ years of experience in technical project or program delivery within the domain of Data and AI, with a strong understanding of solution architecture related distributed data systems, programming experience in Python, SQL, or Scala, and experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role.

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You will bring strong relationship-building experience, product knowledge, project management and organizational skills, as well as a high degree of empathy to ensure the customer's satisfaction with Cloudflare's services.

You will maintain a deep understanding of our solutions and present to customers about the most relevant features/functionality for their specific business needs.

You will act as the primary point of contact for Cloudflare customers and will be 'the face of the business'.

You will act as an internal escalation point for customer requests including: technical questions, contract questions, and other account-related questions.

You will advocate for customers internally and balance the needs of the customer with the business needs of Cloudflare.

You will own your book of business and will be responsible for delivering results on KPIs including revenue retention.

This is driven through demonstrating the value of the products and services provided to the customer's business via quarterly reviews.

To succeed, you will need to:

• Manage the customer lifecycle post-contract, identifying and communicating relevant features and functionality to support specific business needs.

• Foster strong relationships with customers and internal teams to find solutions to problems and ensure customer satisfaction.

• Lead retention efforts by demonstrating the value Cloudflare's products and services provide, through all suitable interactions.

• Coordinate and execute business reviews, delivering insights and recommendations to ensure customer alignment with business objectives.

• Leverage customer data to uncover potential risks and expansion opportunities, supporting growth and long-term retention.

• Work collaboratively with Product, Engineering, Marketing, and other internal teams to resolve customer business issues to drive customer business outcomes.

• Communicate and escalate potential customer issues through the appropriate channels to ensure timely resolution.

• Triage and manage inbound inquiries, gathering necessary detail for internal follow-up.

• Identify areas for improvement with internal processes.

Required skills, knowledge and experience:

• Strong communication skills in German and English (verbal and written)

• Bachelor's degree required, Master's degree is a plus

• 5+ years of experience in post-sales customer-facing roles in enterprise SaaS businesses, ideally in Customer Success Management

• Strong understanding of computer networking, application and network security, and 'how the internet works'

• Strong relationship-building skills and experience working with high value enterprise-level customers.

• Strong organizational skills with a proven ability to prioritize and multitask in a dynamic environment, and to perform under pressure

• Excellent interpersonal communication and presentation skills.

• Experience with customer negotiations and handling difficult customer conversations

• High degree of empathy and a customer-centric mindset to ensure our customers' success and satisfaction.

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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 Internship: The Digital Success team helps Okta customers of all sizes adopt our platform and maximise their investment. We bridge the gap between customer pain points and tangible value, guiding companies from onboarding to a successful renewal. As a Digital Success Intern focusing on Automated Field Insights, you will play a pivotal role in our ability to scale value realisation by leveraging cutting-edge automation and AI to deliver insights at scale.

Throughout your internship, you will contribute to high-impact projects leveraged by our customer-facing teams, directly influencing how our customers perceive value.

What You’ll Get to Do:

• Content Audit & Optimisation: Lead the end-to-end audit of our automated presentation decks. You’ll ensure content is current, on-brand, and consistent across our decks and Highspot, collaborating cross-functionally to maintain a 'single source of truth' while identifying ways to better use AI to maintain content over time.

• Customer Sentiment & Gong Analysis: Dive deep into Gong data to analyse customer calls. You will identify emerging business goals (specifically around AI adoption), uncover recurring themes, and compare these insights against our current Matik content to recommend high-impact updates.

• AI Functionality Deep-Dive: Act as the team’s 'AI Scout' by exploring Platform AI capabilities. You will evaluate and build internal use cases for AI Insights, AI Query Builder, and email to streamline our digital success motion.

• Strategic Execution: Identify iterative improvements for existing programs based on product usage data and feedback from the broader Customer Success organisation.

• Stakeholder Presentation: Conclude your internship by presenting your findings, AI recommendations, and project impact to Okta leadership and key stakeholders.

Who We are Looking For:

• Education: Rising senior pursuing a Bachelor’s degree or higher (Business, Marketing, Data Science, or Communications preferred).

• Graduating Dec 2026 or Spring 2027

• Analytical Mindset: You enjoy 'connecting the dots' between raw data and customer stories, and have a high level of attention to detail.

• Technical Curiosity: A genuine interest in Identity Security and the intersection of AI and Customer Success.

• Collaboration: Proven ability to work across teams like Marketing, Product, and Operations.

• Communication: Strong copywriting skills with an eye for design consistency and brand voice.

• Bonus Points: Familiarity with Data Visualisation and Customer Success Software (e.g. Matik, Gong, Gainsight, Pendo, or Tableau).

Okta’s Intern Program

As an intern, you’ll do real work that matters. While you’re on board, you’ll work on meaningful projects and have an opportunity to see what working at Okta is all about. You’ll also have the support of your mentor and manager to help you develop new skills.

Our interns have the opportunity to build a strong community - with their fellow interns, within their teams, and with the broader company. We want you to grow professionally and you’ll do that through participating in events like our Executive Speaker Series and Brown Bags.

And of course, we want you to have fun, too. Our internship program includes exciting opportunities to connect with your cohort beyond the office through fun and classic local outings.

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As a Scaled Customer Success Manager, you'll be the customer's trusted guide,helping them adopt and embed Intercom's suite at scale, extracting real value, and scaling processes so more businesses succeed, more reliably.

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.

What You'll Need:

• 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.

Bonus Skills & Attributes:

• Interest in consumption or usage-based SaaS models.

• Exposure to Generative AI, chatbots, virtual agents, or AI-assisted support tools.

• Experience in operations, scaling CS / onboarding / customer education / digital engagement programs.

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 Intercomrades, friends, and family!

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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.

The Okta Sales Team

Okta has a vision to free anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that secures billions of workforce log-ins every year. As an Okta AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers.

The Enterprise Sales Team

Okta’s Enterprise Sales Team manages the sales process for medium-sized customers. The team organises and conducts sales presentations, site visits and product demonstrations to prospects and represents Okta in a consistent, effective and professional manner to best develop and win new clients and current customers.

The Vice President of Enterprise Sales, East Opportunity

The Vice President of Enterprise Sales, East and Canada is a senior leadership position reporting to the Senior Vice President of Enterprise Sales. We are seeking an entrepreneurial, growth-minded, and inspiring leader to build and manage a large, high-performing sales organisation that drives a significant share of revenue for Okta. This leader will be responsible for defining market tactics and executing an effective go-to-market plan to achieve substantial annual growth and evolve a world-class field operation.

Leading from the front, the successful candidate will work alongside their team of sales leaders and account executives to exceed targets, while also acting as a key spokesperson for Okta in the region and the executive sponsor for critical customer and partner relationships.

The Responsibilities

• Team Leadership: Attract, recruit, hire, and mentor the Enterprise sales leadership team, fostering an open, inclusive, and results-driven culture of accountability and transparency.

• Performance & Execution: Be accountable for consistently delivering and overachieving against sales targets, ensuring Okta’s goals are met sustainably.

• Forecasting & Strategy: Accurately forecast monthly, quarterly, and annual targets. Develop, design, and execute a comprehensive business plan to generate short-term results while maintaining a long-term strategic perspective.

• Go-to-Market: Define the value proposition and implement sales and marketing strategies to maximise growth. Own the pipeline generation strategy and maintain market intelligence to secure Okta’s leadership position.

• Cross-Functional Collaboration: Provide leadership and oversight to ensure the team deploys resources efficiently. Collaborate with sales engineering, channels, customer success, professional services, product, legal, marketing, and engineering to create a seamless customer experience.

• Ecosystem Development: Develop and maintain senior-level contacts within the Okta partner ecosystem, including ISVs, resellers, and GSIs.

The Requirements

• Experience: 10+ years building and running Enterprise sales teams in the software industry, with at least 3+ years as a second-line sales leader. Must have previously led a sales organisation of at least $20M+ ARR with over 40% growth.

• Industry Knowledge: Relevant experience in IT systems, cloud infrastructure, application management, security, or business applications. Deep understanding of SaaS/Cloud Go-to-Market models and subscription software is required.

• Sales Acumen: A proven history of exceeding targets, with a mastery of consultative selling methodologies (e.g., MEDDPICC, Challenger). Experience selling to C-level executives (CEOs, CFOs, CIOs, CTOs) and Lines of Business.

• Leadership Skills: Excellent leadership, influencing, and business planning skills. The ability to build strong partnerships, develop talent, and lead high-performing teams in fast-growing environments.

• Personal Attributes: A strategic and growth mindset, strong operational skills, high emotional intelligence (EQ), and a polished, professional demeanour with excellent communication and presentation abilities.

#LI-Remote (P14191_3372633)

Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards programme please visit: https://rewards.okta.com/us.

The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $560,000-$840,000 USD

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We are seeking a seasoned product marketing manager to join our team and lead the product marketing efforts for Genie, our agentic AI products for business productivity. As a key member of our marketing team, you will be responsible for developing and executing cross-channel marketing strategies to drive awareness, adoption, and engagement among business and technical buyers.

Key Responsibilities:

• Develop and execute product marketing strategies to establish Genie as a leading agentic AI solution for business productivity
• Create and manage messaging and content for both technical and business personas to drive engagement and pipeline
• Partner closely with sales teams and partner teams to build and execute GTM and enablement programs
• Build a strong portfolio of customer stories and proof points that demonstrate measurable Genie impact on business outcomes

Requirements:

• 5+ years of product marketing experience at an enterprise software company
• Experience marketing Data & AI, analytics, or AI-powered products, with a strong understanding of the AI market and technologies
• Proven track record creating messaging and content for both technical and business personas that drives engagement and pipeline
• Experience partnering closely with sales teams and partner teams to build and execute GTM and enablement programs

Pay Range Transparency:

Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected base salary range for non-commissionable roles or on-target earnings for commissionable roles.

Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipated utilizing the full width of the range.

The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above.

For more information regarding which range your location is in visit our page here.

Zone 1 Pay Range $163,400-$224,750 USD Zone 2 Pay Range $147,100-$202,300 USD Zone 3 Pay Range $139,000-$191,050 USD Zone 4 Pay Range $130,700-$179,750 USD

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Key responsibilities include:

• Ensuring successful business outcomes for customers that lead to world-class retention and expansion for Tanium by collaborating with an account team of Sales, Solution Engineers, Domain Architects, and more
• Working with senior team members to understand the unique complexity and segmentation of the customers served and creating the best path to full Tanium platform adoption and expansion, leveraging understanding of not only the customer's environment but also insights as to how to overcome obstacles to implement new technologies
• Developing and maintaining necessary relationships with customers to ensure alignment to their business needs
• Identifying where Tanium can be further integrated into customer business processes and controls to increase ROI and expand into new solution areas
• Performing activities and data management that help to drive adoption and value against an agreed-upon plan with the customer

The ideal candidate will have 1-3 years of experience in Customer Success, Account Management, Technical Project Management, Sales Development, Service Management / Professional Services, preferably in a SaaS business model or within SLED organisations. Experience in Information Technology Operations, Security, or Vulnerability Management workflows is a plus.

We are looking for a highly organised self-starter who thrives in a fast-paced environment and is comfortable working in ambiguity. The successful candidate will be curious, willing to learn from others in their discipline, their customers, and other roles at Tanium, and eager to contribute suggestions and ideas to further customer and Tanium goals.

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

This is a critical role where you will be responsible for ensuring the success of Cloudflare's customers and managing all of their post-sale experiences. You will bring strong relationship-building experience, product knowledge, project management and organizational skills, as well as a high degree of empathy to ensure the customer's satisfaction with Cloudflare's services.

Our mission is to deliver great customer outcomes and also growth of adoption and utilization of Cloudflare solutions. You will maintain a deep understanding of our solutions and present to customers about the most relevant features/functionality for their specific business needs.

Responsibilities

• Be a Trusted Advisor to your customers,
• Work with your account teams to plan and execute long term Success Plans with our largest customers to facilitate retention and growth via product and new business unit expansion,
• Develop and maintain long-term relationships with stakeholders in your account portfolio,
• Work cross-functionally with Product, Engineering, Systems Reliability Engineering, Marketing and other teams to resolve customer business issues and work towards their stated goals,
• Manage customer feedback and product needs by providing feature requests to internal partner teams,
• Able to demonstrate how your customer engagement directly impacts their growth and adoption of Cloudflare Solutions and Services,
• Expected up to 50% travel for customer visits.

Requirements

• Bachelor's degree and/or other professional qualification,
• 3+ years of experience in a Customer Success/Account Management role,
• Understanding of SAAS/SASE/Cloud Applications landscape,
• Strong understanding of or willing to learn about computer networking and 'how the internet works' with network security a plus,
• Experience in cloud security and/or performance industries preferred,
• Experience with project management, account portfolio planning, Cloud implementation and prioritization,
• Ability to prioritize, multi-task, and perform effectively under pressure,
• Strong interpersonal communication skills (verbal, written and video call) as well as organizational skills,
• Track record of successful planning and execution of Executive Business Reviews,
• Commercial acumen and awareness to drive successful outcomes.

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

This is a critical role where you will be responsible for ensuring the success of Cloudflare's customers and managing all of their post-sale experiences. You will bring strong relationship-building experience, product knowledge, project management and organizational skills, as well as a high degree of empathy to ensure the customer's satisfaction with Cloudflare's services.

Our mission is to deliver great customer outcomes and also growth of adoption and utilization of Cloudflare solutions. You will maintain a deep understanding of our solutions and present to customers about the most relevant features/functionality for their specific business needs.

Responsibilities

• Be a Trusted Advisor to your customers
• Work with your account teams to plan and execute long term Success Plans with our largest customers to facilitate retention and growth via product and new business unit expansion
• Develop and maintain long-term relationships with stakeholders in your account portfolio
• Work cross-functionally with Product, Engineering, Systems Reliability Engineering, Marketing and other teams to resolve customer business issues and work towards their stated goals
• Manage customer feedback and product needs by providing feature requests to internal partner teams
• Able to demonstrate how your customer engagement directly impacts their growth and adoption of Cloudflare Solutions and Services

Additional responsibilities will include:

• Up to 50% travel for customer visits

Requirements

• Bachelor's degree and/or other professional qualification
• 3+ years of experience in a Customer Success/Account Management role
• Understanding of SAAS/SASE/Cloud Applications landscape
• Strong understanding of or willing to learn about computer networking and 'how the internet works' with network security a plus
• Experience in cloud security and/or performance industries preferred
• Experience with project management, account portfolio planning, Cloud implementation and prioritization
• Ability to prioritize, multi-task, and perform effectively under pressure
• Strong interpersonal communication skills (verbal, written and video call) as well as organizational skills
• Track record of successful planning and execution of Executive Business Reviews
• Commercial acumen and awareness to drive successful outcomes

Benefits

• Compensation may be adjusted depending on work location
• This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan
• The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan
• Equity
• This role is eligible to participate in Cloudflare's equity plan
• Benefits
• Cloudflare offers a complete package of benefits and programs to support you and your family
• Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!
• The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
• Health & Welfare Benefits
• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance
• Financial Benefits
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
• Time Off
• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

What Makes Cloudflare Special?

We're not just a highly ambitious, large-scale technology company. We're a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare's enterprise customers--at no cost.

Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and

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We're looking for someone with 3 years+ experience selling into the UK Public Sector, ideally with exposure to central government departments such as Department for Transport, Defra, or devolved governments. You should have a hunter mentality with strong energy, resilience, and drive to build pipeline and create new opportunities. You should have curiosity and creativity in tackling complex government challenges involving data, security, and digital transformation. You should have strong business and technical curiosity, with the ability to engage both senior stakeholders and technical practitioners. You should have a collaborative mindset with the ability to work effectively across distributed teams. You should have a structured and disciplined approach to sales, combined with the ability to think creatively and challenge conventional approaches. You should be motivated to succeed in a fast-moving, ambitious environment.

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Responsibilities

• Help large enterprise customers solve complex problems that add value and transform their organizations over the long term.
• Manage the full sales cycle for potential enterprise customer from prospecting to close
• Take ownership of pipeline generation for your region in partnership with the Sales Development team.
• Demonstrate expertise and curiosity in the discovery process
• Tie challenges, business needs and goals to a solution, focusing on value at every stage and partnering with the Sales Engineering team to drive strategic technical demos.
• Share insights and learnings from your sales conversations. Collaborate with Customer Success to build high-quality onboarding and customer experiences. Collect insights from sales calls for our product team.
• Approach the sales process with empathy.

Requirements

• 7+ years of experience in B2B SaaS Sales
• 2+ years of experience selling to companies +1000 employees and an understanding of how to navigate buying process at larger organizations
• Demonstrated understanding of MEDDPICC sales methodology
• Experience working with IT, Security, GRC or similar technical buyers (experience selling cybersecurity is a plus)
• Ability to be nimble and a desire to be in a start-up environment where resources are still being built or refined
• Salesforce and tooling hygiene and deal management rigor
• Strong communication skills and ability to partner with cross-functional teams

Benefits and Perks

• Remote work culture (+/-4 hours Pacific Time)
• Medical, Vision, & Dental coverage covered by Lumos
• Company and team bonding trips throughout the year fully covered by Lumos
• Flexible PTO, with minimum time off to make sure you are rested and able to be at your best
• Up to 16 weeks for expecting parents
• Monthly wellness stipend
• 401k matching plan

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You'll leverage deep workflow expertise and legal industry knowledge to help customers realise the full value of Everlaw, proactively guiding them through change management and enabling them to integrate our solutions into their core business strategies.

With a focus on building high-trust relationships, you'll demonstrate credibility, reliability, and a consultative approach,ensuring customer success, driving adoption, and delivering measurable results.

If you are passionate about empowering customers, thrive in dynamic environments, and are committed to doing what's right for both clients and Everlaw, we encourage you to join our mission to promote justice by illuminating the truth.

At Everlaw, our mission is to promote justice by illuminating the truth. Our company culture is open and democratic and we're committed to the professional growth of our team members, offering an annual learning and development stipend and regular check-ins with managers regarding career goals.

This is a full-time, exempt position based in our Oakland, CA or New York City, NY office with a hybrid work schedule: in office M/W/Th with the option to work from home on Tu/Fr.

Getting started

• We want you to feel like part of the team early on. Our onboarding process will integrate you into the company with informative sessions on our product, policies, processes, and team structure and goals.

• We’re excited for you to learn, grow, and contribute right away. We trust that you’ll bring experience and knowledge that will uplift and uplevel the team, but we don’t expect you to know everything on Day 1. You’ll work to become a product expert, helping you provide industry-leading coaching and training to improve adoption of Everlaw.

In your role, you'll...

• Own net dollar retention and case growth across your strategic book of business

• Become a trusted advisor to executive and practice group leaders, leveraging deep Fortune 500 workflow expertise to shape eDiscovery and GAI strategy and tie Everlaw to top corporate initiatives

• Confidently position and demo Everlaw, showcasing sub-segment–specific use cases and enabling customers to launch and refine workflows that drive measurable adoption, utilization, and value

• Use change management skills to lead customers through the full journey, proactively driving feature adoption, closing assigned Calls to Action, shortening time-to-value, and balancing what’s right for customers and Everlaw

• Lead regular check-ins, Business Reviews, and ROI conversations, clearly communicating complex concepts in verbal, written, and presentation formats

• Own account health, identifying growth opportunities, mitigating churn risk, and expanding relationships through credibility, reliability, and personal trust

• Partner with Sales, Product, and Support to align stakeholders, surface and progress renewal and expansion opportunities, and demonstrate strong executive presence with internal and external leaders

• Serve as the primary point of contact accountable for customers’ business outcomes with Everlaw, operating with proactive ownership, a growth mindset, and minimal need for oversight

• Continuously improve the Customer Success function by refining processes, codifying best practices, and acting as both a voice of the customer and a mentor to early-in-career teammates

About you

• You have at least 8 years of experience in customer success with enterprise and strategic accounts; industry experience in eDiscovery, legal tech, or software consulting (especially with AmLaw 200 or large law firms) is a plus.

• You operate as a trusted advisor and strategic partner, not a reactive order-taker, by combining deep workflow knowledge with change-management expertise to help customers modernize workflows, manage risk, and drive efficiency through thoughtful change management and solution adoption

• You take a consultative, value-led approach to account growth, collaborating with Sales on account management exercises that uncover expansion opportunities, support renewals, and grow ARR while maintaining strong customer advocacy and long-term relationships

• You are outcomes- and data-driven, leveraging usage metrics, health indicators, and customer insights to proactively manage your book of business, prioritize engagement, and focus on the highest-impact initiatives

• You excel at navigating complex corporate environments, engaging stakeholders across Legal, Legal Operations, IT / InfoSec, Procurement, and executive leadership, and building internal champions who drive adoption and long-term success

• You are comfortable presenting business value and strategic insights to senior leaders, including General Counsel, Legal Operations leaders, and other executives, and can confidently lead high-stakes or sensitive conversations with confidence, composure, and executive presence

• You are strategic, analytical, process-oriented, and able to manage competing priorities in a fast-paced environment while taking full ownership of outcomes without the need for close oversight

• You are an exceptional communicator (verbally, in writing, and in presentations) and thrive in environments that demand strong time management, adaptability, and resilience

• You are authorized to work in the United States; please note that at this time, Everlaw is not sponsoring visas for any positions

Benefits

• The expected salary range for this role is between $157,000 - $199,000. This role is also eligible for additional incentive pay/commission. The final offered salary will be dependent upon many factors including the candidate’s experience and skills. The base pay range is subject to change in the future.

• Equity program

• 401(k) retirement plan with company matching

• Health, dental, and vision

• Flexible Spending Accounts for health and dependent care expenses

• Paid parental leave and approximately 10 days (80 hours) per year of sick leave

• Seventeen paid vacation days plus 11 federal holidays

• Time off for company-sponsored volunteer events and 4 paid hours per quarter to volunteer at a charitable organization of your choice

• Membership to Modern Health to help employees prioritize mental health and wellness

• Annual allocation for Learning & Development opportunities and applicable professional membership dues

• Company-sponsored life and disability insurance

Perks

• Work in uptown Oakland or mid-town New York City with easy access to multiple subway lines

• Flexible work-from-home days on Tuesdays and Fridays

• Monthly home internet reimbursement

• Select your preference of hardware (Mac or PC) and customize your desk setup

• Enjoy a wide variety of snacks and beverages in the office

• Bond over company-wide out-of-the-box events and fun activities with your team

• Take advantage of learning and career development opportunities

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

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

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

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

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As a strategic partner to our customers, you will bring a proven ability to lead sophisticated sales processes, uncover opportunities within massive organizations, and drive adoption of Temporal's solutions.

Your entrepreneurial mindset will help you thrive in a high-growth, startup environment, while your expertise in scaling revenue within complex organizations will make you an invaluable asset to our team.

Responsibilities

• Own and manage the entire sales cycle, from prospecting to close, with a focus on acquiring new enterprise customers
• Develop and execute strategic sales plans to break into large, matrixed enterprise accounts
• Engage with software engineers, architects, and technical stakeholders to understand their needs and position Temporal effectively across a wide range of use cases
• Navigate complex technical discussions and align Temporal's capabilities with customer priorities
• Build and nurture quality relationships with prospects, acting as a trusted advisor throughout the sales process
• Partner with customer success, solutions architecture, and product teams to ensure a seamless customer experience
• Leverage your expertise in enterprise sales to identify and capture high-value opportunities within large, complex organizations, driving net-new customer acquisition
• Innovate and adapt sales strategies to meet the dynamic needs of enterprise businesses in a rapidly evolving market

Requirements

• Demonstrated expertise in enterprise software sales, typically gained through 7+ years of experience in similar roles
• Proven track record of selling to software engineers, technical decision-makers, and engineering leaders
• Navigate complex technical discussions and collaboratively align Temporal's capabilities with customer priorities
• Demonstrated success navigating and closing deals within large, matrixed enterprise organizations
• Experience driving high-growth sales motions within enterprise accounts, identifying opportunities, and scaling revenue
• Comfortable operating in a fast-paced, high-growth environment with a hands-on approach and entrepreneurial mindset
• Exceptional relationship management skills, with the ability to influence and build trust across multiple levels of an organization
• Demonstrated success in consistently achieving or surpassing sales goals
• Experience working with cutting-edge developer tools or infrastructure products
• Familiarity with consumption-based sales models and driving adoption of technical products
• Outstanding communication and negotiation skills, with the ability to present to technical and executive audiences
• A passion for technology and a deep curiosity for solving complex customer challenges

Compensation

• The estimated pay range for this role is an OTE of $300,000 - $350,000 OTE (50/50 split)

Benefits

• Unlimited PTO, 12 Holidays + 2 Floating Holidays
• 100% Premiums Coverage for Medical, Dental, and Vision
• AD&D, LT & ST Disability, and Life Insurance (Standard & Supplemental Available)
• Empower 401K Plan
• Additional Perks for Learning & Development, Lifestyle Spending, In-Home Office Setup, Professional Memberships, WFH Meals, Internet Stipend and more!

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Customer Success Manager, High Touch - French Speaking

Department

Customer Success & Solutions

Job Description

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

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

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

What's the Opportunity?

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

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

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

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

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

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

What Will I Be Doing?

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

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

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

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

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

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

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

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

What Skills Do I Need?

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

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

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

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

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

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

• Self-motivating and entrepreneurial team player.

• Experience building lasting relationships with customers and colleagues.

• Experience setting up and using SaaS Communication Products.

• Fluent French.

Benefits

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

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

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

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

• Regular compensation reviews - we reward great work!

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

• Pension scheme & match up to 4%.

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

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

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

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

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

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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

The Revenue Operations Manager – Post Sales owns the operational mechanics of Dialpad’s recurring revenue engine. This role is accountable for:

• Gross Revenue Retention (GRR)
• Net Revenue Retention (NRR)
• Renewals forecast accuracy
• Expansion pipeline governance
• Customer Success & Renewals operating cadence
• Land → Expand → Adopt → Renew journey integrity
• Product interlocks & operationalization of new product introductions within the installed base

This is a revenue ownership role,not a reporting function or a CS business partner role. This position reports to our Director of Business Operations and has the opportunity to be based in our Austin or Tempe offices.

What you’ll do

• Own operational governance of Gross and Net Revenue Retention.
• Monitor churn, contraction, and expansion drivers.
• Identify structural gaps impacting retention.
• Establish leading indicators for revenue risk.
• Provide executive-level visibility into recurring revenue health.
• Own renewal forecasting methodology and discipline.
• Validate renewal commitments and risk assessments.
• Improve renewal forecast accuracy across segments.
• Establish a structured renewal inspection cadence.
• Design and run operational forums for CS and Renewals.
• Standardize inspection standards across segments.
• Align expansion governance with sales forecasting rigor.
• Ensure consistent pipeline hygiene within post-sales motions.
• Own expansion opportunity visibility and stage discipline.
• Monitor cross-sell/upsell pipeline health.
• Identify leakage within installed accounts.
• Align expansion inspection standards with new logo practices.
• Define and govern operational handoffs across lifecycle stages.
• Ensure adoption signals are visible and measurable.
• Identify friction points in the customer journey.
• Partner cross-functionally to improve retention mechanics.
• Serve as RevOps lead for new product rollouts within the installed base.
• Ensure expansion, attach visibility, and adoption tracking.
• Monitor product adoption metrics impacting retention.
• Provide feedback loops to Product on customer behaviour trends.

Skills you’ll bring

• 6–8+ years in Revenue Operations, CS Operations, or Post-Sales Strategy.
• Experience supporting subscription SaaS retention motions.
• Deep understanding of renewal forecasting and expansion mechanics.
• Strong analytical capability and structured thinking.
• Comfortable influencing CS and executive leadership.
• Ability to operate in high-growth, cross-functional environments.
• Experience with Customer Success platforms (Planhat preferred; Gainsight, Totango, or ChurnZero acceptable).
• Strong understanding of renewal forecasting and GRR/NRR modeling.
• Advanced Excel / Sheets modeling skills; SQL proficiency preferred.
• Deep familiarity with Salesforce opportunity and account data structures.
• Experience integrating CS platforms with CRM systems.
• Ability to translate product usage data into retention insights.
• Strong BI and data visualisation experience.

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

Our network protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks.

The Customer Success Team works closely across all of the Cloudflare Team particularly with Account Executives, Business Development Representatives, Solution Engineers, Product and Sales Operations to help our customers adopt Cloudflare and create great Internet-enabled experiences.

Responsibilities

This is a critical role where you will be responsible for ensuring the success of Cloudflare’s customers and managing all of their post-sale experiences. You will bring strong relationship-building experience, product knowledge, project management and organizational skills, as well as a high degree of empathy to ensure the customer’s satisfaction with Cloudflare’s services.

Our mission is to deliver great customer outcomes and also growth of adoption and utilization of Cloudflare solutions. You will maintain a deep understanding of our solutions and present to customers about the most relevant features/functionality for their specific business needs.

You are ultimately responsible for the retention and growth of your book of business; this is driven through demonstrating the value the products and services provide to the customer’s business via quarterly reviews and understanding what next and at what time based upon your customers needs and goals.

Additional responsibilities will include:

• Be a Trusted Advisor to your customers,
• Work with your account teams to plan and execute long term Success Plans with our largest customers to facilitate retention and growth via product and new business unit expansion,
• Develop and maintain long-term relationships with stakeholders in your account portfolio,
• Work cross-functionally with Product, Engineering, Systems Reliability Engineering, Marketing and other teams to resolve customer business issues and work towards their stated goals,
• Manage customer feedback and product needs by providing feature requests to internal partner teams,
• Able to demonstrate how your customer engagement directly impacts their growth and adoption of Cloudflare Solutions and Services,
• Expected up to 50% travel for customer visits.

Requirements

• Bachelor's degree and / or other professional qualification,
• 3+ years of experience in a Customer Success/Account Management role,
• Understanding of SAAS / SASE / Cloud Applications landscape,
• Strong understanding of or willing to learn about computer networking and “how the internet works” with network security a plus,
• Experience in cloud security and/or performance industries preferred,
• Experience with project management, account portfolio planning, Cloud implementation and prioritization,
• Ability to prioritize, multi-task, and perform effectively under pressure,
• Strong interpersonal communication skills (verbal, written and video call) as well as organizational skills,
• Track record of successful planning and execution of Executive Business Reviews,
• Commercial acumen and awareness to drive successful outcomes.

Compensation

This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.

For New York City based hires: Estimated annual salary of $111,000.00 to $153,000.00

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The impact you will have:

• Leadership & Strategy: Build, lead, and develop a team of Renewals Managers across EMEA, define and execute the regional renewals strategy aligned with global GTM priorities, establish scalable processes, playbooks, and operational rigor for renewals, drive a culture of accountability, customer-centricity, and operational excellence.

• Revenue Ownership: Own EMEA Renewals Bookings, Renewal Rate, On-Time Metrics, forecast accuracy, and renewal pipeline health, identify risks early and implement mitigation strategies to reduce churn, partner with Sales and Field Engineering to drive expansions and upsell opportunities at renewal, lead executive-level renewal negotiations for strategic accounts where required.

• Cross-Functional Collaboration: Work closely with Sales on territory and account strategy and forecasting, Deal Desk / Deal Strategy & Pricing / Finance on pricing, terms, and approvals, and Strategy & Operations on forecasting, strategy and field communications and alignment, influence and contribute to global renewals programs.

• Operational Excellence: Lead with an AI-first mindset, drive accurate weekly/monthly forecasting and reporting for EMEA, optimize renewal processes using data, automation, and tooling (SFDC, AI, Automation etc), monitor key KPIs and continuously improve performance across EMEA, ensure compliance with contract terms and renewal policies.

What we look for:

• Extensive experience in SaaS/PaaS and/or Consumption Led businesses, with significant exposure to renewals, sales, or customer success.

• Proven track record of people management and experience leading regional or distributed teams.

• Strong experience in complex, enterprise deal cycles.

• Excellent forecasting and pipeline management skills.

• Ability to influence cross-functional stakeholders at all levels.

• Experience in data, AI, or cloud platforms.

• Familiarity with consumption-based or usage-based pricing models.

• Experience operating in EMEA markets (multi-country, multi-language environments).

• Strong analytical mindset with comfort using data to drive decisions.

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

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

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

Responsibilities:

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

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

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

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

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

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

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

Requirements:

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

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

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

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

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

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

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

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

About the team:

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

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

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

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As a Director, Enterprise Client Sales, you will lead a team responsible for managing and expanding relationships across some of Brex's most strategic and high-value Enterprise accounts. This leader will own retention, expansion (upsell and cross-sell), and churn prevention within the Enterprise segment.

Success in this role requires a deep understanding of complex enterprise sales cycles, executive stakeholder engagement, and the ability to drive both card spend growth and SaaS product adoption across global organizations. You will operate as a senior revenue leader - building a disciplined, forecastable expansion engine while partnering closely with Customer Success to deliver measurable business outcomes for our customers.

Key responsibilities include:

• Owning Enterprise Retention & Expansion Strategy - owning Net Revenue (NR), gross retention, upsell/cross-sell pipeline, and churn prevention across Brex's largest Enterprise customers.
• Developing and executing multi-threaded account strategies that drive both card growth and SaaS adoption.
• Leading expansion efforts across product lines, geographies, business units, and executive stakeholders.
• Ensuring disciplined forecasting and predictable revenue outcomes within the Enterprise segment.

You will also have the opportunity to:

• Manage and develop a team of Enterprise Client Sales Executives covering Brex's most complex accounts.
• Elevate team capability in executive selling, deal orchestration, champion development, and value articulation.
• Coach to MEDDIC rigor, including clear identification of Economic Buyers, Decision Criteria, Decision Process, and Champions.
• Drive accountability around pipeline hygiene, forecast accuracy, and strategic account planning.

In addition, you will partner deeply with Customer Success to establish a strong operating model between CSE and CSM to align on retention risk, expansion signals, and value realization.

If you are a seasoned sales professional with a track record of success in enterprise sales, we encourage you to apply for this exciting opportunity.

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This role requires a strong blend of leadership, commercial acumen, and customer-centric thinking in a high-growth SaaS environment. You will serve as a key voice of the customer within Dialpad, partnering cross-functionally to ensure our solutions meet the evolving needs of the Japanese market.

Key responsibilities include:

• Building, managing, and mentoring a high-performing team of Customer Success Managers across Japan and APAC
• Acting as the executive leader responsible for customer satisfaction and retention, building and maintaining strong relationships with key stakeholders across customer organizations
• Partnering with customers to understand their business goals and drive measurable outcomes, identifying and executing on opportunities for expansion and increased adoption
• Collaborating with Sales, Marketing, Product, and Engineering teams to deliver a seamless customer experience and influence product direction based on market feedback

You will be a key driver of customer success, working closely with customers to maximize the value of the Dialpad platform and proactively identifying opportunities to expand use cases and deepen engagement.

If you're a results-driven leader with a passion for customer success, we'd love to hear from you!

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As a Customer Success Manager at Cresta, you will play a pivotal role in ensuring our customers' success and driving business growth. You will foster strong customer relationships, play a major role in retention and expansion, and be an advocate for our customers internally to influence roadmap and process improvements.

Responsibilities:

• Enterprise Portfolio Management: Oversee a portfolio of approximately 10-15 enterprise clients, ensuring comprehensive management of large-scale organisations and effectively handling a mid-size volume of accounts.
• Customer Relationship Management: Foster deep and strategic relationships with our customers, acting as a trusted advisor and advocate
• Customer Journey Optimisation: Continuously analyse and improve the customer journey, identifying opportunities to enhance customer experience and drive product adoption
• Renewal and Expansion: Drive renewal and expansion efforts, ensuring customers are maximising the value of our products and services and identifying opportunities for upselling and cross-selling
• Metrics and KPIs: Track and be driven by broader Customer Success team KPIs including NRR and GRR.
• Data-Driven Decision Making: Leverage data and analytics to inform decision-making and identify areas for improvement
• Collaboration: Collaborate closely with sales, marketing, product, and engineering teams to ensure a seamless customer experience and drive business growth
• Account Management: Lead project and stakeholder management efforts by engaging with customers at all levels, from individual agents to executives, through regular meetings and executive business reviews (which you'll run)
• Be a Builder: Build and configure the Cresta product for customers, while also enabling them to be fully enabled and self-sufficient

Qualifications We Value:

• Being a fantastic written and verbal communicator: Ability to put together presentations that tell a compelling story, to have difficult conversations on changing processes or behaviours across multiple levels of customers, and to be able to stand your ground or back up your recommendations with data.
• Ability to manage complex internal and external processes: Involving multiple stakeholders and timelines, prioritising accounts based on business needs Ensure all parties are kept informed with clear notes, action items, and next steps to keep projects on track and drive successful outcomes.
• Autonomy and Scalability: Ability to independently handle tasks such as basic data analysis, lightweight software configuration, and in general able to pick up new skills quickly and build out processes and tools to scale work beyond single customers.
• Go-To-Market Experience: Has a background in customer success (or a role where you were primarily interacting with external customers) and ideally experience with sales, care, or retention teams with an added bonus of working at or in a contact centre environment
• Travel & Customer Engagement: Willingness to travel (~25%) and be willing to be on frequent video calls with customers in EST - PST time zones

Perks & Benefits:

• We offer Cresta employees a variety of medical, dental, and vision plans, designed to fit you and your family’s needs
• Paid parental leave to support you and your family
• Monthly Health & Wellness allowance
• Work from home office stipend to help you succeed in a remote environment
• Lunch reimbursement for in-office employees
• PTO: Flexible Compensation at Cresta Cresta’s approach to compensation is simple: recognise 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. The posted base salary range represents what we expect to pay for this role in a given location. 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.

Salary Range: $110,000–$145,000K base + Bonus + Offers Equity

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Feedback at Anthropic is uniquely high-leverage. We're building on frontier models that evolve constantly, serving customers from individual developers to the largest enterprises, across multiple surfaces (API, claude.ai, Claude Code). Customer signal arrives from everywhere , field conversations, support interactions, early access programs, in-product telemetry , and the opportunity is to make that signal a first-class, structured input to every product and research decision.

This role will build the system that makes customer voice as easy to act on as any other data source. You treat feedback loops as a product. You're obsessed with making it effortless for the field to share what they're hearing and for product teams to know what matters most. You build AI-enabled systems that do the first pass so humans can focus on judgment, not triage. You think like a product manager, not a process administrator.

Your work will directly impact how fast Anthropic learns from its customers and how reliably that learning shapes what we build next.

Key Responsibilities

You'll own the operating system for customer feedback across all of Anthropic , one shared platform, not a collection of per-team processes. Working horizontally across every Product team, Research PM, GTM, Customer Success, and Support, you'll establish the intake, synthesis, and routing infrastructure that makes voice of the customer a first-class input to every roadmap.

You'll drive adoption through influence, making it so obviously useful that teams pull from it rather than get pushed to it.

Feedback Intake & System of Record

Own the single, org-wide pipeline that captures customer feedback from every channel , field teams, support, early access programs, in-product signals , into one structured system of record that serves every product surface.

Build intake workflows that meet teams where they already work (Slack, Gong, CRM) without creating a documentation tax. Obsess over the submitter experience so that sharing feedback is faster than not sharing it.

AI-Enabled Synthesis & Triage

Build Claude-powered pipelines that enrich, tag, cluster, and summarize unstructured feedback into trackable issues , doing the first-pass work so humans focus on verification and judgment.

Design the human-in-the-loop model: Claude proposes, PMs and field teams correct, and the system learns from those corrections over time.

Partner with Engineering and Research on tooling strategy, evals, and the closed-loop data that makes synthesis quality measurably improve.

Routing & Closing the Loop

Establish clear routing so the right feedback reaches the right product or research owner at the right time , including the path from product signal back into model training priorities.

Build the visibility layer that gives GTM and Support a clear line of sight from customer input to roadmap outcome, so they can close the loop with customers confidently and in real time.

Voice of the Customer Programs

Partner deeply with GTM, Customer Success, and Sales to design and run structured voice of the customer programs , customer advisory boards, early access programs, design partner cohorts , that generate high-signal feedback by design.

Define what 'high-signal' means: feedback tied to specific use cases, blocker severity, revenue context, and customer segments so product teams can make confident tradeoffs.

Continuous Improvement

Define and track success metrics for feedback loop health , time-to-triage, signal quality, roadmap influence, field satisfaction , and use them to identify bottlenecks.

Run regular retros with Product and GTM partners and feed learnings back into process and tooling improvements. Scale what works through documentation and enablement.

You may be a good fit if you:

Have 7+ years in product operations, customer insights, voice of the customer programs, or related roles in fast-paced tech companies.

Have personally shipped AI-enabled processes and systems , you've written the prompts, built the evals, and iterated on production LLM workflows yourself. You can talk about model behavior with specificity, not just direct others to build.

Have owned a customer feedback program end-to-end , intake, synthesis, routing, and closing the loop , that product teams actually used to make decisions. The customer mix can be enterprise, PLG, design partner, or dev community; what matters is that you designed it and ran it.

Have operated at earlier-stage and scaling companies (Series B-D or equivalent) where you built things that didn't exist yet, shipped v1s in weeks not quarters, and iterated in public.

Have operated in horizontal, cross-org roles before , you know how to build shared infrastructure that many teams depend on, drive adoption through influence rather than mandate, and earn trust across functions that don't report to you.

Are comfortable with ambiguity and can create structure where none exists , you've built the v1 of a system and iterated it into something teams rely on.

Are service-oriented and obsessed with making it easy for others to do great work.

Strong candidates may also have experience with:

Building AI-native workflows end-to-end , prompt design, evals, closed-loop improvement , and pushing the boundaries of what automation can own.

Product Management, Customer Success Operations, or Research Operations.

Feedback tooling ecosystems (Productboard, Dovetail, or homegrown equivalents) and the tradeoffs between buy vs. build.

Treating process as a product with users, metrics, and continuous iteration.

Track record of building and scaling operations programs from zero to one.

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As a Forward Deployed Product Manager, AI Agent, you will create, deploy and optimize AI Agents that transform our customers' businesses and delight their customers. This highly cross-functional and customer-facing role blends product thinking, a nose for value, and project leadership with senior customer executives.

At the end of the day, you own each AI Agent and the outcomes they drive for our customers, and you take that personally. You are a creative, pragmatic problem solver who thrives in fast-paced environments, rolls up your sleeves to build, and excels at turning ambiguity into execution.

In this role, you’ll partner with Forward Deployed Engineers (FDEs) who will support the build, integrations and optimization to make the AI Agent product successful. You’ll also work closely with product and engineering, providing a tight feedback loop and custom tooling that will shape the future of our platform.

What You’ll Do:

• Own AI Agent outcomes for our customers , defining and delivering on the metrics that move the needle. This includes finding additional automation opportunities that can provide even more value!

• Own the deployment lifecycle for AI Agents , from pre-sale scoping and kickoff to launch and post-go-live optimization

• Design, build, test and iterate on AI agents in partnership with FDEs using Cresta’s internal tools and the latest technologies to deliver the highest customer ROI

• Lead customer relationships and act as the primary point of contact for AI Agent. Help prospects and customers move faster to ensure we can deliver quickly and effectively.

• Facilitate workshops and design sessions with customer stakeholders to align on agent use cases, workflows, and success criteria while gathering feedback to improve the AI agent platform

• Work closely with FDEs to ensure smooth implementation, build new capabilities as needed and provide feedback and improvements to our broader platform

• Improve our playbooks for agent development and customer deployment

What We’re Looking For:

• 5+ years of experience in Technology Consulting, Implementations, Product, or Customer Success roles, ideally working closely with AI or LLM first products

• Hands-on work style – curiosity with a bias for action. You anticipate needs and bottlenecks and deliver with urgency and care.

• Experience leading complex deployments, owning customer relationships (including senior customer stakeholders), and working cross-functionally

• Strong technical understanding, systems thinking and exposure to building Agents (not necessarily conversational, personal projects count!)

• Comfortable working with ambiguity and learning quickly in a dynamic startup environment

• Passion for AI, automation, and shaping the future of customer experience

Bonus Points:

• Background in product management, conversation design or forward deployed engineering roles

• Experience in a startup or high-growth SaaS environment

• Familiarity with customer support and contact center operations

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

• Flexible PTO to take the time you need, when you need it

• Paid parental leave for all new parents welcoming a new child

• Retirement savings plan to help you plan for the future

• Remote work setup budget to help you create a productive home office

• Monthly wellness and communication stipend to keep you connected and balanced

• In-office meal program and commuter benefits provided for onsite employees

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. The posted base salary range represents what we expect to pay for this role in a given location. 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.

OTE Range: $170,000–$280,000 + Offers Equity

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Responsibilities:

Prospect into new business units of your targeted customer accounts , build and maintain a pipeline while owning the sales cycle from start to finish.

Drive awareness of Mixpanel as a solution within the marketplace and handle inbound requests from interested prospects.

Maintains accurate Salesforce records related to New Business opportunities, and delivers accurate weekly forecasts related to revenue targets.

Approach all deals with a customer-focused mentality. Develop relationships and uncover the needs of multiple key stakeholders to find value moments.

Sell with a long-term consultative approach.

Collaborate cross-functionally with key partners such as Solutions Engineering, Customer Success, Product, Marketing, and Legal.

Intimately understand Mixpanel's competition as well as technology partners to consult customers on our place in the broader analytics market.

We're looking for someone who has:

At least 3-5 years of experience in full-cycle SaaS Sales from prospect to close, as an Account Executive.

Strong outbound prospecting experience and have had success at closing net new business deals.

Experience running a consultative sales process for complex, multi-product SaaS solutions , comfortable navigating multiple stakeholders and driving strategic conversations beyond a single use case.

Effective communicator and collaborator , you have strong interpersonal skills and are an excellent team player.

Adaptability , you understand that change is constant, and you embrace it.

Agility and resilience , you move quickly and encourage continued improvement.

Strong work ethic, desire to learn, and a drive to excel.

Curious about the product analytics space.

Bonus points for:

Experience selling into high-growth tech companies.

Experience with Mixpanel or other analytics tools.

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In this highly collaborative role, you will partner with various internal teams to deliver a seamless and impactful customer experience; to deliver thoughtful, engaging experiences for our customers. Your ability to build strong relationships, connect the dots between product features and customer goals, and communicate with clarity will make you a trusted advisor and strategic partner.

If you're passionate about helping customers thrive, enjoy solving complex problems, and love working at the intersection of product and customer success, we'd love to meet you. This role can be held from our New York hub on a hybrid basis.

Responsibilities:

• Manage the adoption journey for a portfolio of large, commercial and enterprise customers
• Understand customer goals and success metrics, and use product data to inform proactive engagement strategies
• Share best practices, use cases, and product expertise to help teams unlock the full value of Figma Weave
• Build trusted relationships with stakeholders across roles and departments; from individual contributors to senior leaders
• Identify and empower internal champions who can advocate for Figma Weave within their organizations
• Collaborate with Account Executives on account reviews, expansion opportunities, and renewal risk migration
• Deliver live and scalable training sessions customized to customer maturity and needs.
• Partner cross-functionally with Onboarding Managers, Technical Account Managers, Solutions Consultants, and Industry Advocates to ensure customer success

Requirements:

• 4+ years of experience in Customer Success, Customer Enablement, Account Management or a relevant customer-facing role in SaaS
• Excellent communication skills, with the ability to connect with a wide range of customer personas
• Strong product knowledge and a customer-first, consultative approach to solving challenges and driving adoption
• A track record of driving impactful outcomes, adapting to evolving customer needs, and collaborating effectively with cross-functional teams

Preferred Qualifications:

• Experience using node-based design products or working with design and collaboration tools
• Background in UX/UI, Design Ops, or Frontend Development

Pay Transparency Disclosure:

If based in Figma's San Francisco or New York hub offices, this role has the annual base salary range stated below. Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range. Please discuss your specific work location with your recruiter for more information.

Figma offers equity to employees, as well a competitive package of additional benefits, including health, dental & vision, retirement with company contribution, parental leave & reproductive or family planning support, mental health & wellness benefits, generous PTO, company recharge days, a learning & development stipend, a work from home stipend, and cell phone reimbursement. Figma also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. Figma's compensation and benefits are subject to change and may be modified in the future.

Annual Base Salary Range: $127,000-$269,000 USD

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

What will I be doing?

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

What skills do I need?

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

Benefits

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

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

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

Responsibilities:

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

You may be a good fit if you have:

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

Strong candidates may have:

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

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

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Carta connects founders, investors, and limited partners through world-class software, purpose-built for everyone in venture capital, private equity and private credit. Trusted by 65,000+ companies in 160+ countries, Carta’s platform of software and services lays the groundwork so you can build, invest, and scale with confidence.

The Problems You'll Solve

At Carta, our employees set out on a mission to unlock the power of equity ownership for more people in more places. We believe that the problems we solve today unlock the opportunities of tomorrow. As a Senior Program Manager, Account Management Strategy & Operations, you’ll work to:

Enable our Venture Capital Account Management team to deliver consistent, high-quality service and customer experience to our customers by driving core initiatives across cross-functional teams in GTM, Delivery, R&D and Finance.

Responsibilities

• Develop and implement scalable programs to shape long-term processes and tooling that support Carta’s VC account management team at different stages of customer lifecycle

• Own the governance of the key account management motions – business reviews, renewals, account growth, customer engagement, customer sentiment, etc.

• Support cross-functional programs that improve customer retention, limit churn and contraction and unlock upsell and cross-sell opportunities

• Work closely with leadership on executing strategic initiatives and driving outcomes

• Design, track, analyze and report on KPIs to develop operational insights and drive improved team performance

• Identify blockers to operational efficiency and lead programs to improve workflows, systems, and team experience on an ongoing basis

• Partner with cross-functional teams to evolve account management motions based on customer need and organizational priorities

The Team You'll Work With

You’ll be joining our Venture Capital Account Manager Strategy & Operations team. We work across product, go-to-market, and service delivery teams to design and implement the operating system that enables Carta to scale fund administration software and services to thousands of firms globally. This is a highly cross-functional and analytical team that thrives at the intersection of systems thinking, strategy, and program execution.

About You

• 5+ years of experience recommended in program management, business operations, sales strategy, or a similar function , ideally in a SaaS, fintech, or high-growth environment

• Able to navigate ambiguity and break complex problems into simple pieces, moving quickly through testing and iteration toward long-term solutions

• Data driven and able to quickly turn quantitative data into actionable insights

• Clear and collaborative communicator with cross-functional partners ranging from Account Managers to Product Managers to senior leadership

• Customer- and outcomes-obsessed: you care deeply about helping others succeed and want to improve the experience of our customers and our internal teams

Salary

Carta’s compensation package includes a market competitive salary, equity for all full time roles, exceptional benefits, and, for applicable roles, commissions plans. Our expected cash compensation (salary + commission if applicable) range for this role is: $129,200.00 - $152,000.00 in New York, NY

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Key responsibilities include:

• Creating and managing a pipeline of Enterprise accounts to consistently meet or exceed quarterly and annual sales targets
• Applying effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers
• Aligning with executives on business challenges and gaining sponsorship for enterprise-wide deployments for a suite of products
• Conducting thorough analysis to create strategic account plans that outline company priorities and initiatives
• Managing a book of business by tiering accounts and initiating techniques to save contractions
• Co-creating with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success

We'd love to hear from you if you have:

• Experience closing sales, over multiple years, for a software or SaaS business with an Enterprise book of customers
• Consistent performance meeting pipeline generation targets for net new business
• Demonstrated experience successfully managing complex sales cycles

While not required, it's an added plus if you also have:

• Experience selling solutions to technical audiences at a strategic level
• Demonstrated ability to succeed in a changing environment
• Certified in deal qualification and prospect discovery

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As a Customer Success Manager at Anthropic, you'll be the strategic partner and trusted advisor to our most complex customers across Japan helping them harness the full potential of all our Claude capabilities - API, Claude for Enterprise, and Claude Code.

You'll develop genuine partnerships with customers, gaining a deep understanding of their business objectives, strategic direction, AI vision, and technical needs.

In partnership with the broader account team you will help customers identify the right Claude capabilities for their specific business objectives, working closely with them to provide best practices and guidance while supporting them as their usage (consumption & seat based) grows and evolves.

Your role focuses on helping customers scale their usage effectively, implement change management strategies, optimize use cases, and maximize the value of their investment through expanded use cases across their organization.

The insights you gather from your customers will directly inform our research priorities, product development, and go-to-market strategies , making you a key voice in shaping how we build and deliver ongoing value as a business.

As the founding CSM in Japan, you'll be a pioneer - helping to build regional processes, establishing new customer relationships, and representing Anthropic's brand in a high-growth market.

You'll operate with significant autonomy while maintaining strong alignment with global teams, requiring someone who thrives in ambiguous environments and can work effectively across time zones.

Responsibilities:

• Build trusting, strategic relationships with key Japanese and other APAJ customer decision makers to understand their business and objectives, identifying opportunities for optimization and expansion

• Become an expert in Anthropic's products across API, Claude for Enterprise, and Claude Code, understanding the technical nuances and best practices for each to guide customers to the right solutions

• Leverage your deep knowledge of the customer and regional nuances to proactively drive usage planning, understanding current and future consumption/ adoption and how it creates realized value for the customer

• Monitor usage patterns and identify optimization opportunities, proactively addressing underutilization across both our consumption-based and seat-based products to drive full value from contracted commitments

• Serve as the customer’s thought partner, enhancing their knowledge of Claude products by socializing Anthropic’s product roadmap, driving awareness on new products and engaging Product PMs as the voice of Japanese and APAJ customers

• Document and quantify customer value realized through business outcomes, ROI, and impact metrics to build compelling internal business cases for continued and expanded investment

• Identify potential use cases and lines of business not currently onboarded, partnering with customers to discover new applications for Claude across different departments, teams, and workflows

• Develop and execute change management strategies to drive end-user adoption and maximize value within customer organizations, including Train the Trainer programs, Center of Excellence development, and organizational enablement

• Own the customer experience across their lifecycle , managing comprehensive account and success plans grounded in the customer's business objectives, conducting Quarterly Business Reviews, and serving as the primary conduit between the customer and Anthropic

• Build Anthropic's brand and customer relationships as the first in-region CS presence, developing where needed, Japan-specific processes, playbooks, and best practices that account for regional business cultures

You may be a good fit if you have:

• 6+ years of experience in customer-facing roles (Customer Success, Consulting, Solutions Architect, Solutions/ Functional Consultant, Success Engineer or similar)

• Experience driving success across both consumption-based and seat-based business models, with understanding of different expansion levers and success metrics for each

• Technical fluency with ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns

• Experience explaining and demonstrating technical products to various audiences

• Strategic mindset to identify growth opportunities and translate them into actionable expansion plans

• Cross-functional collaborator who represents the customer in a positive, proactive manner, rallying everyone around paths forward that solve customer needs

• Strong project management skills and ability to manage multiple customer relationships

• Passion for AI and interest in responsible development of advanced systems

• Experience working in and building a growing region, while navigating across time zones with US-based headquarters

• A knack for bringing order to chaos and an enthusiastic “roll up your sleeves'' mentality

You are a true team player

Fluency in English and Japanese

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This will give you the opportunity to have a meaningful impact with a diverse group of customers. You will uncover and optimise workflows and advanced use cases that power today's businesses. You will be driving all facets of success across the customer journey for Dropbox's most valued customers.

You will partner with the Account Manager team to support Dropbox business objectives, including driving customer retention and growth for Dropbox's expanding product portfolio. We are a collaborative, customer-oriented team, are 'worthy of trust' and strong advocates for our customers.

Responsibilities:

• Build and maintain strong relationships with customers as a trusted advisor throughout their journey with Dropbox
• Lead customer engagement efforts to drive deployment, product education, usage, adoption, and integration into daily workflows
• Drive increased product value realisation across the customer base and improved user advocacy
• Ensure customers achieve their desired outcomes through Mutual Success Plans and influence account growth in close partnership with Sales
• Proactively flag and collaborate with CX or Product teams to resolve customer issues efficiently
• Prepare and deliver Success Business Reviews, providing insights on adoption, planning, and product updates
• Maintain a deep understanding of Dropbox products and roadmap, promote new features, and serve as the voice of the customer internally
• Collaborate with internal teams such as marketing, product, and sales to ensure customer satisfaction, retention, and growth

Requirements:

• 5+ years of experience in B2B SaaS Customer Success, with a proven record of driving product deployment, increasing customer adoption, and improving retention
• Strong experience managing strategic customer relationships at large enterprises (2,000+ employees) with a collaborative and proactive approach
• Experience with e-signature API or other API products and integrations
• A technical aptitude with experience in communicating effectively at all levels
• Customer-oriented problem-solving and analytical mindset
• Possesses the ability to communicate with end-users, IT administrators, developers, and stakeholders at all levels
• A self-starter with demonstrated success navigating complex scenarios, leading cross-functional initiatives, and thriving in fast-paced, dynamic environments
• Positive, team-oriented mindset with the ability to contribute meaningfully to overall team culture
• Excellent collaboration skills and the ability to build strong, long-lasting relationships across teams and the organisation
• Bachelor's degree or equivalent experience required
• Flexibility to travel occasionally for global offsites and customer on-site meetings (generally less than 10% of the time)

Preferred Qualifications:

• Solid knowledge of generative AI and search infrastructure
• Experience with technical products like e-signature API, other API products or security products with strong experience with integrations for deployments
• Experience with integrations and AI tools
• Previous experience with CRM systems, paired with strong analytical and quantitative skills

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

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

Responsibilities

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

Requirements

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

About the Team

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

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

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You will solve complex challenges across the software lifecycle by connecting GitLab, AI agents, security, and cloud-native capabilities to real business outcomes, guiding customers through digital transformation and modern software delivery.

Reporting into the Senior Director and acting as the AI subject matter expert on a team of specialists, you'll own technical strategy for strategic accounts, lead value stream and Proof of Value (PoV) engagements, and serve as the technical 'CTO' for your accounts.

In your first year, you'll be focused on driving successful platform evaluations and adoption as part of the pre-sales process, shaping AI-led solution architectures, influencing product direction with field feedback, and creating reusable assets and providing thought leadership for raising GitLab's technical bar globally.

Responsibilities

• You will be operating as an AI SME with a focus on Platforms
• Lead technical discovery, architecture design, demos, and end-to-end evaluations (POC/POV) to validate GitLab as the preferred agentic, AI-powered DevSecOps platform for prospects and customers.
• Drive AI-focused solution strategy as the team's AI subject matter expert, including competitive positioning and business value justifications.
• Own the technical strategy and influence Customer Success Plans for assigned accounts, acting as the 'technical CTO' to guide multi-team, multi-year transformation initiatives across the DevSecOps lifecycle.
• Collaborate with Sales, Customer Success, Product Management, Engineering, and Marketing to shape account strategies, inform territory planning, and ensure successful platform adoption.
• Provide advanced technical guidance during the pre-sales cycle, including tender and audit support, workshop design, and solving complex integration and implementation challenges.
• Serve as the voice of the customer by translating real-world feedback into product requirements, documentation improvements, and roadmap input, especially for AI, security, and platform capabilities.
• Create and share reusable technical assets such as reference architectures, working examples, best practice guides, and internal enablement content to scale impact across regions.
• Mentor other Solutions Architects, contribute to global initiatives for the Centre of Excellence, and act as an external industry authority through thought leadership, standards participation, and ecosystem relationships.

Requirements

• Expert resonance for the most strategic aspects of GitLab's product and customer personas while empowering the field with domain knowledge.
• Deep hands-on expertise with AI, such as designing or implementing AI-powered solutions, advising on AI adoption, or acting as an AI subject matter expert for customers or internal teams.
• Experience in technical pre-sales, software consulting, or similar roles where you connect complex technology to business outcomes.
• Practical background in modern software development or operations, including CI/CD, DevSecOps practices, and related tooling.
• Knowledge of cloud computing concepts and architectures, and how cloud services integrate into secure, scalable application delivery.
• Ability to design and explain technical architectures that span multiple teams and phases of the software lifecycle, from planning through monitoring.
• Skill in leading technical evaluations and workshops (for example, proofs of value or solution design sessions) with diverse stakeholders, from engineers to executives.
• Strong communication, relationship-building, and stakeholder management skills, with the ability to act as a trusted advisor and customer advocate across sales, product, and engineering teams.
• Openness to learning and growth, with experience building new skills over time; candidates with transferable experience in adjacent domains (for example security, data, or cloud architecture) are encouraged to apply.

About the Team

This role sits within GitLab's global Solutions Architecture Centre of Excellence, our distributed team of subject matter experts focused on AI, application security, and monetization.

Our mission is to accelerate GitLab's market leadership by helping shape how customers adopt GitLab and partnering with Sales, Product, and Engineering to drive successful platform outcomes.

We collaborate asynchronously across regions, sharing best practices, reusable assets, and field insights that influence product direction and go-to-market motions.

As an AI-focused Solutions Architect on our team, you'll help tackle complex customer challenges around AI adoption, security, and value realization, while contributing to the technical standards, frameworks, and thought leadership that support GitLab's most strategic accounts.

How GitLab Supports Full-Time Employees

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental leave
• Home office support

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As an Enterprise Customer Success Manager for Industries, you'll be the strategic partner and a trusted advisor to our most complex customers with a portfolio spanning Financial Services, Systems Integrators, Semiconductor, Manufacturing and Retail organisations – helping them harness the full potential of all our Claude capabilities - API, Claude for Enterprise, and Claude Code.

You'll work with organisations across diverse industries that are transforming their businesses with AI technology. Developing genuine partnerships with customers, gaining a deep understanding of their business objectives, strategic direction, AI vision, and technical needs.

In partnership with the broader account team you will help customers identify the right Claude capabilities for their specific business objectives, working closely with them to provide best practices and guidance while supporting them as their usage (consumption & seat based) grows and evolves.

Your role focuses on helping customers scale their usage effectively, drive model and use case optimisations, implement change management strategies, and maximise the value of their investment through expanded use cases across their organisation.

The insights you gather from your customers will directly inform our research priorities, product development, and go-to-market strategies – making you a key voice in shaping how we build and deliver ongoing value as a business.

Responsibilities:

• Build trusting, strategic relationships with key customer decision makers to understand their business and objectives, identifying opportunities for optimisation and expansion

• Become an expert in Anthropic's products across API, Claude Code and Claude for Enterprise, understanding the technical nuances and best practices for each to guide customers to the right solutions

• Leverage your deep knowledge of the customer and their industry vertical to proactively drive usage planning, understanding current and future consumption/adoption and how it creates realised value for the customer

• Monitor usage patterns and identify optimisation opportunities, proactively addressing underutilisation across both consumption-based (API) and seat-based (Claude for Enterprise / Claude Code) products to drive full value from contracted commitments

• Serve as the customer's thought partner, enhancing their knowledge of Claude products by socialising Anthropic's product roadmap, driving awareness on new products and engaging Product PMs

• Document and quantify customer value realised through business outcomes, ROI, and impact metrics to build compelling internal business cases for continued and expanded investment

• Identify potential use cases and lines of business not currently onboarded, partnering with customers and Sales to discover new applications for Claude across different departments, teams, and workflows

• Develop and execute change management strategies to drive end-user adoption and maximise value within customer organisations, including Train the Trainer programs, Centre of Excellence development, and organisational enablement

• Own the customer experience across their lifecycle – managing comprehensive account and success plans grounded in the customer's business objectives, conducting Quarterly Business Reviews, and serving as the primary conduit between the customer and Anthropic

• Develop scalable engagement strategies and playbooks for your Industry portfolio, balancing high-touch strategic accounts with efficient coverage models to maximise impact across all customers

You may be a good fit if you have:

• 6+ years of experience in Customer Success, Technical Account Management, or Solutions Engineering

• Experience working with enterprises in Financial Services, Systems Integrators, Semiconductor, Manufacturing or Retail industries

• Technical fluency with ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns across a set of diverse stakeholders – from developers and product managers to executives and end users

• Experience driving success across both consumption-based and seat-based business models, with understanding of different expansion levers and success metrics for each

• Strategic mindset to identify growth opportunities and translate them into actionable expansion plans

• Proven track record managing a portfolio of accounts while maintaining strong relationships and driving measurable outcomes

• Cross-functional collaborator who represents the customer in a positive, proactive manner, rallying everyone around paths forward that solve customer needs

• Passion for AI and interest in responsible development of advanced systems

• A knack for bringing order to chaos and an enthusiastic 'roll up your sleeves' mentality – you're a true team player

The annual compensation range for this role is listed below. For sales roles, the range provided is the role's On Target Earnings ('OTE') range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary: $200,000-$260,000 USD

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This critical role is focused on maximizing retention by delivering a seamless, valuable, and consistent service through a hybrid digital and human approach, directly improving product adoption and customer engagement.

You will establish a digital-first baseline of automated touchpoints for all scaled (downmarket) customers, complete with clear, data-driven escalation paths to human support for complex issues.

Simultaneously, you will deliver workflows and automation that enable our Customer Success Architects to work faster and smarter.

The ideal candidate thrives at the intersection of process, technology, and customer experience, and will be responsible for creating the playbooks and automations required to service a large volume of customers effectively and efficiently.

Responsibilities:

• Define and execute the comprehensive digital Customer Experience (CX) strategy to align with overall business objectives, maximize customer value, and proactively address the needs of the scaled segment.

• Architect and deploy efficient and effective digital workflows for core customer journeys, including standardized customer onboarding and continuous lifecycle engagement programs.

• Manage end-to-end digital programs (e.g., onboarding, adoption campaigns, renewal notifications) tailored for the scaled customer segment.

• Design and execute campaigns using digital channels (email, Slack, webinars, etc) to drive feature adoption and sustained product engagement.

• Continuously test, measure, and iterate on program performance to improve conversion rates, customer satisfaction scores (CSAT), and other key performance indicators (KPIs).

• Design the escalation logic and scoring models that trigger human intervention from automated sequences.

• Support the growth of our business by automating workflow elements for our higher-touch Enterprise team, such as programmatically identifying and flagging customer risk and surfacing high-value upsell opportunities.

• Create and document clear, repeatable operations playbooks and Standard Operating Procedures (SOPs) for key digital customer journeys.

• Serve as the primary liaison, working with Customer Success, Product, Sales, and Marketing teams to ensure alignment, gather requirements, and guarantee the effective execution of all digital CX initiatives.

• Collaborate with our data engineering and ops teams to ensure data cleanliness and segmentation accuracy within our customer systems to enable highly targeted and personalized digital outreach.

• Own, track, and analyze key program metrics and operational KPIs (e.g., digital engagement rates, adoption rates, churn reduction, customer health scores).

• Provide regular, insightful reporting to leadership and relevant stakeholders on the overall effectiveness, performance, and impact of digital programs within the scaled customer segment.

• Stay current with industry trends, emerging technologies, and best practices in digital CX. Iterate on programs based on direct customer feedback and data-driven insights.

We're Looking For Someone Who Has:

• 5+ years of experience in Program Management, Customer Success Operations, Digital Success, or a related role, preferably supporting a high-volume, scaled customer segment with hybrid digital/human experience and/or pooled coverage (B2B SaaS experience is a plus).

• Demonstrated experience in building, launching, and scaling digital programs designed to influence customer behavior (adoption, engagement, retention). Proven impact on activation and value adoption (beyond open rates/clicks)

• Strong operational skills, with expertise in process mapping, creating playbooks, and defining automation requirements.

• Proficiency with CRM systems, Marketing Automation platforms, and CS software.

• Excellent analytical skills and a data-driven approach, comfortable using data to tell a story and make recommendations.

• Excellent written and communication skills

• Strong process and project delivery discipline

• Eager to learn new technologies and adapt to evolving customer needs

We'd Be Extra Excited For Someone Who Has:

• Familiarity with Mixpanel, or a similar analytics tool, including familiarity with analytics implementation methods like SDKs, Customer Data Platforms (CDPs), and Event Streaming.

• Ability to build, script, or configure custom solutions to drive process automation or custom workflow creation.

• Experience writing SQL queries to pull, validate, and analyze customer data directly from a database.

• Experience architecting systems and data flows

• Familiarity with analytics best practices across business segments and verticals

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We're looking for a Monetization Services Analyst to join our growing team. This individual will help us improve user experience through accurate and timely onboarding of contracts and workflows, and deliver improvements in our integrated financial systems with business partners, financial colleagues, and engineers.

Responsibilities

• Onboard sold custom contracts into our billing systems with strong attention to detail and accuracy.
• Develop and manage scalable billing and collection processes for complex user agreements and new business operations.
• Build scalable and auditable onboarding processes for new and existing users.
• Partner with internal systems, global deal management, legal, sales ops, internal audit, go-to-market, engineering, and accounting teams to develop and improve processes for contract reviews and to anticipate changing business requirements.
• Partner with account managers to resolve user inquiries related to onboarding implementation, billing, and collections.
• Advocate for the customer to internal stakeholders. Share system feedback and insights with Sales, Product Management, Engineering, Support, and Legal on innovation and improvements needed to optimize the Stripe user experience.
• Help scope, build, and deliver continuous process improvements that enhance operations.

What You'll Do

You will:

• Be responsible for onboarding sold custom contracts into our billing systems.
• Work with legal contracts with strong attention to detail and accuracy.
• Develop and manage scalable billing and collection processes for complex user agreements and new business operations.
• Build scalable and auditable onboarding processes for new and existing users.
• Partner with internal systems, global deal management, legal, sales ops, internal audit, go-to-market, engineering, and accounting teams to develop and improve processes for contract reviews and to anticipate changing business requirements.
• Partner with account managers to resolve user inquiries related to onboarding implementation, billing, and collections.
• Advocate for the customer to internal stakeholders. Share system feedback and insights with Sales, Product Management, Engineering, Support, and Legal on innovation and improvements needed to optimize the Stripe user experience.
• Help scope, build, and deliver continuous process improvements that enhance operations.

Who You Are

We're looking for someone with 2+ years of experience in a client-facing role, ideally in customer success, consulting, financial services, account management, or sales, preferably working with technical products.

Minimum Requirements

• 2+ years of experience in a client-facing role, ideally in customer success, consulting, financial services, account management, or sales, preferably working with technical products.
• Track record of leading technical conversations and persuading others to take action based on requirements and value provided by solutions.
• Ability to be detail-oriented while visualizing the larger impact of a series of transactions.
• Strong analytical skills and the ability to navigate data and people to find answers.
• Strong operating rigor, including organizational and time management skills.
• Ability 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 environment where things change quickly.

Preferred Qualifications

• Ability to trace process impacts from situation to end customers and business financial outcomes.
• Knowledge of or experience in the payments industry.
• Demonstrated professional experience using GSuite, Excel, and working with large data sets; experience with SQL is a plus.
• Demonstrated project management or consulting experience and the ability to work cross-functionally.
• A builder's mindset and a willingness to question assumptions and conventional wisdom.
• A passion for learning and solving problems through infrastructure and automation.

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Responsibilities:

• Lead the post-sale engagement, retention, and growth of your customers, partnering closely with the Account Executive
• Support expansion of your accounts - identify opportunities, drive business outcomes, ensure customers are successful in partnership with the account team
• Build and foster relationships with senior executives in business, product, engineering, finance, and IT in partnership with the Account Executive and team
• Evangelize Stripe customer success stories and customer success systems and processes
• Articulate and drive customer use cases, customer value and expansion while maintaining trusted customer advisor status
• Serve as a trusted payments and commerce advisor to the customer and educate them on the use and benefits of our products and our industry
• Aligned with the account team, perform business reviews to align on business priorities, Stripe product roadmap, review services satisfaction, share usage patterns or insights, surface issues, provide guidance on how to optimize the value from Stripe, and identify product expansion opportunities.

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

• Drive overall account health including payments performance, cost optimization, product adoption, usage velocity, account renewals and growth, referrals, and customer satisfaction

We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement.

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As a dedicated Customer Success Manager, you'll be the strategic partner and trusted advisor to universities - helping them harness Claude's full potential of all our Claude capabilities - API, Claude for Enterprise, and Claude Code to amplify their social impact.

You'll develop genuine partnerships with education institutions gaining a deep understanding of their mission, strategic objectives, programmatic goals, and technical capacity. Drawing on your education expertise, business acumen, and technical knowledge, you'll serve as a strategic advisor throughout their journey,helping them identify the right Claude capabilities for their specific objectives while providing best practices tailored to the unique constraints of institutions and education organisations.

You'll help universities scale their AI usage safely and effectively, implementing change management strategies and driving toward impact for students, faculty, and administrators.

Responsibilities:

• Build and maintain strategic relationships with key university decision-makers while serving as the primary point of contact between universities and Anthropic, navigating complex academic stakeholder ecosystems including faculty, administrators, IT departments, and procurement offices.

• Become an expert in Anthropic's products across API, Claude for Enterprise, and Claude Code, understanding the technical nuances and best practices for each to guide customers to the right solutions

• Monitor usage patterns and proactively drive adoption,identifying optimisation opportunities, addressing underutilisation across consumption-based (API) and seat-based products, and discovering new applications for Claude across departments and workflows

• Develop and execute change management strategies appropriate for universities, driving adoption through Train the Trainer programs, Centre of Excellence development, and organisational enablement that respects education institutions constraints and decision-making processes

• Create and maintain enablement resources ,identifying opportunities to develop scalable assets that drive efficiency across the partner portfolio

• Serve as the customer’s thought partner, enhancing their knowledge of Claude products by socialising Anthropic’s product roadmap, driving awareness on new products and engaging Product PMs

• Identify and create opportunities for thought leadership and community activation, developing 1:many engagement programs such as webinars, cohort-based learning, and peer networking that extend impact beyond individual partner relationships

• Design initiatives that showcase impactful use cases for teaching, learning and research, and helping them embed and deploy AI while uncovering its full range of capabilities in teaching, research, and administration.

If you have 5+ years of experience in higher education technology, preferably in SaaS or emerging technologies, with a strong background in Customer Success, you may be a good fit for this role.

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

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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 Sales Team

Our Sales team manages the entire sales cycle, helping prospects and existing customers leverage Mixpanel to analyze, measure, and improve their customer experience. The team consists of two roles - Account Executives who bring in new business and Account Managers responsible for nurturing existing customers.

The team specifically covers companies with employee sizes from 1-200, emphasizing high-growth tech companies changing the world around us.

About Mixpanel in Israel

Mixpanel is the best-known and most respected Digital Analytics platform in Israel. With hundreds of paying customers from Israel, from the entire spectrum of industries, we are proud to work with some of the largest and most fascinating customers that have come out of Israel in recent years, including Viber, eToro, Taboola, Fiverr, Monday.com, and many more.

The Israeli market represents one of Mixpanel’s most exciting markets, with a concentration of Tier 1 tech and start-ups and a high focus on VCs. We have witnessed a high level of growth in the Israeli market since we put a team on the ground in November 2021.

For this reason, we are looking to add a Sales representative in the territory. This Sales representative will work under the direction of our Country Manager in Israel and be part of a team on the ground in Tel Aviv.

About the Role

As an Account Executive II, you'll help our future customers understand the power of Mixpanel as the best-in-class digital analytics solution in targeted markets: Greece, Cyprus, Gibraltar, and Malta. Collaboration is critical, from building solid relationships with prospects and key stakeholders to working with internal cross-functional partners like Solutions Engineering to win together as one team.

You'll leverage your prospecting skills selling SaaS to tech companies alongside solid knowledge of Mixpanel's product and ecosystem to close new business, powering the next generation of innovative companies in these fast-growing European markets.

Responsibilities

• Half of your time will be spent closing new business opportunities, and half of your time will be spent developing a pipeline into stage two opportunities.

• Prospect into specific targeted accounts , build and maintain a pipeline while owning the sales cycle from start to finish.

• Drive awareness of Mixpanel as a solution within the marketplace and handle inbound requests from interested prospects.

• Maintains accurate Salesforce records related to New Business opportunities and delivers accurate weekly forecasts related to revenue targets.

• Approach all deals with a customer-focused mentality. Develop relationships and uncover the needs of multiple key stakeholders to find value moments.

• Sell with a long-term consultative approach.

• Collaborate cross-functionally with key partners such as Solutions Engineering, Customer Success, Product, Marketing, and Legal.

• Intimately understand Mixpanel's competition and technology partners to consult customers on our place in the broader analytics market.

We're Looking For Someone Who Has

• Minimum two years of related experience in full-cycle SaaS Sales from prospect to close, as an Account Executive or related cross-functional role like Sales Engineer.

• Strong outbound prospector and have successfully closed net new business deals.

• Effective communicator and collaborator , you have strong interpersonal skills and are an excellent team player.

• Adaptability , you understand that change is constant and embrace it.

• Agility and resilience , you move quickly and encourage continued improvement.

Strong work ethic, desire to learn, and a drive to excel.

• Curious about the product analytics space.

Bonus Points For

• Experience selling to high-growth tech companies.

• Experience with Mixpanel or other analytics tools.

• Experience selling in Greece, Cyprus, Gibraltar, Malta - Greek speaker

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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.

As a Solutions Engineer at Mixpanel, you will help scale our potential by working with both our Sales and Partnerships teams. You will be collaborating with Account Executives as a trusted advisor to customers, working to tie Mixpanel's solutions to their business needs.

Responsibilities:

Partner with Account Executives to drive revenue growth by serving as the key technical contact for the customer

Utilize your Mixpanel knowledge and technical and consultative skills to impart best practices throughout proof of concept projects.

Partner with post-sales teams to ensure the articulated pre-sales value proposition translates into tangible post-sales value.

Develop relationships and uncover the needs of key technical stakeholders within your assigned book of business.

Set partners up for success on projects with mutual customers

Work with Partnership Managers and Partner Success to develop an intimate understanding of the businesses and strategic objectives of each partner & then align our Partner Programs to support those objectives through effective delivery of Partner onboarding and training curriculum

Continuously evaluate existing Partners' competencies/needs along with customer needs in order to surface areas for improvement or new opportunities for partners

Effectively present resources for partners for repeatable services at scale: updates on positioning, differentiating our offering, best practices in demo'ing, measuring analytics ROI, and creating a services economy around Mixpanel

We're Looking For Someone Who Has:

3 to 5 years of experience in a client-facing professional services or sales engineering, or pre-sales role in a SAAS company

Adept at managing complex projects with assorted stakeholders, working across teams and departments

Understands analytics best practices and use cases across industries/verticals and can translate these strategies into tailored Partner onboarding & training

Desire and energy from making others successful - a 'teach someone how to fish' mentality

Has a passion for data and analytics, with the ability to apply creativity and curiosity to the problem-solving process.

Bonus points for depth in user analytics/product analytics -- you will become a Mixpanel expert!

Experience analyzing data to drive continuous improvement and prove the efficacy of programs

Have experience working with customers and ecosystem partners in the APAC region

Bonus Points For:

Experience using Mixpanel

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

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 our Culture and Values as our guiding principles for the impact we want to have and the future we are building.

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The successful candidate will be able to manage a significant set of customers and use data and qualitative feedback to decide how best to engage resources to drive desired results. This position follows the Company's hybrid schedule, which currently requires employees to work in the office at one of the following locations a minimum of three days per week: Addison, TX or Durham, NC.

Key responsibilities include ensuring successful business outcomes for customers, understanding the unique complexity of customers, developing and maintaining relationships with customers, identifying opportunities for Tanium to be further integrated into customer business processes, and performing activities and data management to drive adoption and value against an agreed-upon plan with the customer.

The ideal candidate will be a highly organized self-starter who thrives in a fast-paced environment and is comfortable working in ambiguity. They will be curious, willing to learn from others in their discipline, their customers, and other roles at Tanium, and eager to contribute suggestions and ideas to further customer and Tanium goals.

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As an Enterprise Customer Success Manager for DNB, you'll be the strategic partner and a trusted advisor to our most complex customers with a portfolio of innovative, technology-forward companies,from high-growth to established tech leaders,helping them harness the full potential of all our Claude capabilities - API, Claude for Enterprise, and Claude Code.

You'll work with organisations that move fast and push the boundaries of what's possible with LLM technology. Developing genuine partnerships with customers, gaining a deep understanding of their business objectives, strategic direction, AI vision, and technical needs.

You'll draw on both your business acumen and technical expertise to serve as a strategic advisor throughout their journey with us. In partnership with the broader account team you will help customers identify the right Claude capabilities for their specific business objectives, working closely with them to provide best practices and guidance while supporting them as their usage (consumption & seat based) grows and evolves.

Your role focuses on helping customers scale their usage effectively, drive model and use case optimisations, implement change management strategies, and maximise the value of their investment through expanded use cases across their organisation.

The insights you gather from your customers will directly inform our research priorities, product development, and go-to-market strategies , making you a key voice in shaping how we build and deliver ongoing value as a business.

Responsibilities:

• Build trusting, strategic relationships with key customer decision makers to understand their business and objectives, identifying opportunities for optimisation and expansion
• Become an expert in Anthropic's products across API, Claude Code and Claude for Enterprise, understanding the technical nuances and best practices for each to guide customers to the right solutions
• Leverage your deep knowledge of the customer and other Digital Native Businesses to proactively drive usage planning, understanding current and future consumption/ adoption and how it creates realised value for the customer
• Monitor usage patterns and identify optimisation opportunities, proactively addressing underutilisation across both consumption-based (API) and seat-based (Claude for Enterprise / Claude Code) products to drive full value from contracted commitments
• Serve as the customer’s thought partner, enhancing their knowledge of Claude products by socialising Anthropic’s product roadmap, driving awareness on new products and engaging Product PMs
• Document and quantify customer value realised through business outcomes, ROI, and impact metrics to build compelling internal business cases for continued and expanded investment
• Identify potential use cases and lines of business not currently onboarded, partnering with customers and Sales to discover new applications for Claude across different departments, teams, and workflows
• Develop and execute change management strategies to drive end-user adoption and maximise value within customer organisations, including Train the Trainer programs, Centre of Excellence development, and organisational enablement
• Own the customer experience across their lifecycle , managing comprehensive account and success plans grounded in the customer's business objectives, conducting Quarterly Business Reviews, and serving as the primary conduit between the customer and Anthropic
• Develop scalable engagement strategies and playbooks for your DNB portfolio, balancing high-touch strategic accounts with efficient coverage models to maximise impact across all customers

Requirements:

• 6+ years of experience in Customer Success, Technical Account Management, or Solutions Engineering
• Experience working with technology companies, SaaS platforms, or digital-first businesses,ideally including high-growth and established tech companies
• Technical fluency with ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns across a set of diverse stakeholders,from developers and product managers to executives and end users
• Experience driving success across both consumption-based and seat-based business models, with understanding of different expansion levers and success metrics for each
• Strategic mindset to identify growth opportunities and translate them into actionable expansion plans
• Proven track record managing a portfolio of accounts while maintaining strong relationships and driving measurable outcomes
• Cross-functional collaborator who represents the customer in a positive, proactive manner, rallying everyone around paths forward that solve customer needs
• Passion for AI and interest in responsible development of advanced systems
• A knack for bringing order to chaos and an enthusiastic “roll up your sleeves” mentality,you’re a true team player

Salary:

The annual compensation range for this role is $200,000-$315,000 USD.

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In this role, you'll own the end-to-end customer journey for your assigned domain, from first touchpoint through deeper platform adoption, with a focus on how customers are served through scaled and digital experiences, Customer Success tiers, Professional Services, and Education and Training.

You'll sit at the intersection of service design, product thinking, and cross-functional work. Rather than delivering customer engagements directly, you'll design the offerings, frameworks, tooling requirements, and enablement that help field teams deliver those services effectively at scale.

You'll also partner closely with the CX Engineering Platform team to help shape the CX Services roadmap for your area.

This role is a strong fit for someone who brings an AI-forward working style and can apply it in practical ways, whether that means accelerating research, drafting requirements, building enablement, or improving how services are designed.

You'll work across a broad set of stakeholders, from practitioners in the field to senior leadership, and help ensure GitLab services make it easier for customers to achieve meaningful outcomes with our platform.

Some examples of our projects:

• Designing and evolving service offerings, delivery frameworks, and enablement for a specific product domain across the customer lifecycle

• Translating field feedback and customer needs into tooling requirements, service improvements, and scalable adoption paths for GitLab customers

What you’ll do

• Own the end-to-end services portfolio for your assigned product area, including offer design, pricing, bill of materials standards, lifecycle management, field enablement, and sunset decisions.

• Map and continuously improve the customer journey for your product domain, defining how customers move across digital experiences, Customer Success tiers, Professional Services, and Education and Training.

• Define clear customer outcomes and value anchors for each offering so teams can communicate success consistently and track adoption, utilization, or expansion against agreed measures.

• Act as the product manager for tooling requirements related to your domain by partnering with the CX Engineering Platform team on requirements, backlog management, prototype reviews, and user acceptance testing to improve service delivery efficiency and user adoption.

• Build and maintain strong working relationships across the organization, from team members who deliver services day to day to senior managers shaping broader CX Services priorities.

• Partner with peers across the CX Services team to create consistent service experiences and ensure offerings are sequenced effectively across the customer lifecycle.

• Create and maintain field enablement materials such as playbooks, talk tracks, objection handling guides, and training resources that help teams deliver services at scale and improve readiness, consistency, and time to delivery.

What you’ll bring

• Significant experience in professional services, customer success, solutions architecture, or product management within a SaaS environment.

• Strong foundation in DevOps, application development, software development lifecycle, or security concepts, with the ability to apply that knowledge when designing credible services for a technical product space.

• Familiarity with AI and machine learning workflows, large language model capabilities, and agent-based systems, especially in the context of enterprise adoption and change management.

• A clearly AI-forward approach to work, with practical experience using AI tools to improve speed, quality, synthesis, or prioritization in your day-to-day responsibilities.

• Strong communication and stakeholder management skills, with the ability to work effectively across a remote, asynchronous organization and adapt your message for different audiences.

• Strong writing skills, including the ability to create clear requirements, concise summaries, and field-ready materials with minimal revision.

About the team

The CX Services team is part of CX Engineering at GitLab. We design, enable, and improve the service offerings that help customers achieve business outcomes across GitLab's modernization journeys, including AI, Security, and DevOps.

Our focus is on building the structures that let customer-facing teams deliver consistent, scalable services.

You'll work with a team that links strategy to execution by turning customer needs, field insight, and product direction into practical services and internal capabilities.

We partner closely with organizations across Professional Services, Customer Success, Education Services, and CX Engineering Platform, helping create a more consistent customer experience across the lifecycle.

We're a good team for someone who enjoys solving problems that require both systems thinking and cross-functional work, especially in a company that values transparency, iteration, and asynchronous work.

Our work is cross-functional, outcome-oriented, and closely tied to how we help customers adopt the platform more effectively at scale.

How GitLab Supports Full-Time Employees

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

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental leave

• Home office support

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement.

Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification.

If you're excited about this role, please apply and allow our recruiters to assess your application.

Country Hiring Guidelines: GitLab hires new team members in countries around the world.

All of our roles are remote, however some roles may carry specific location-based eligibility requirements.

Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

Privacy Policy: Please review our Recruitment Privacy Policy.

Your privacy is important to us.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer.

GitLab’s policies and practices relating to recruitment, employment, and termination are designed to ensure equal employment opportunities without discrimination or harassment based on race, color, religion, sex, national origin, age, disability, veteran status, marital status, sexual orientation, gender identity, or any other protected characteristic as established by law.

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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.

As an intern, you will get hands-on experience in understanding how a Technical Account Manager partners with customers to ensure they achieve their identity goals with Okta and Auth0. The internship will prepare the candidate to be an individual collaborator in a customer-facing role.

You will have the opportunity to gain experience in the following areas:

Business: Customer's journey from prospect (not yet customer) to advocate (loyal customer) - Customer Success concepts such as recurring revenue, license activation & adoption, and subscription management

Technical: Understand Identity and Access Management, Cybersecurity, Zero Trust, and Least Privilege concepts - Opportunity to learn Okta's technology portfolio and earn official certifications on Okta's suite of products

Functional: Proficiency in both business communication (including written and verbal) and communicating technical concepts in a consumable, clear, and concise manner - Develop presentation skills to external customers and executives - Collaborate with cross-functional teams in Okta and orchestrate the action to drive implementation, adoption, and best practices

What You'll Get to Do:

Learn to communicate the alignment of Okta's products and solutions with customer Identity goals through demonstrations, presentations, and storytelling.

Observe Technical Account Managers to build knowledge of customer identity goals and use case scenarios, implementation plans and challenges, and IAM best practices to support customer outcomes.

Support and participate in playbook initiatives and process development.

Who We are Looking For:

Currently pursuing a Bachelor's degree (graduating in December 2026 or Spring 2027) in, or has completed coursework in, a Technical field (Computer Science, Information Systems, Math, Statistics, Informatics, Data Science, or related field).

A passion to serve the customer by learning how to communicate complex ideas and solutions to their business challenges.

Ability to intern for 12 weeks.

Excellent verbal and written communication skills.

Ability to manage multiple projects simultaneously, perform customer research, generate reports, and analyze data.

Analytical and problem-solving minded, detail and results-oriented, and a quick learner.

Willingness to present in front of others and give presentations.

Passionate for a career in SaaS / Cloud technology that requires technical acumen.

Okta's Intern Program As an intern, you'll do real work that matters. While you're on board, you'll work on meaningful projects and have an opportunity to see what working at Okta is all about. You'll also have the support of your mentor and manager to help you develop new skills.

Our interns have the opportunity to build a strong community - with their fellow interns, within their teams, and with the broader company. We want you to grow professionally and you'll do that through participating in events like our Executive Speaker Series and Brown Bags.

And of course, we want you to have fun, too. Our internship program includes exciting opportunities to connect with your cohort beyond the office through classic local outings like Cubs games and the Chicago Architecture Boat Tour.

The Okta Experience - Supporting Your Well-Being - Driving Social Impact - Developing Talent and Fostering Connection + Community

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

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran.

We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.

If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.

Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process.

In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Personnel and Job Candidate Privacy Notice at https://www.okta.com/legal/personnel-policy/

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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.

About our team

The EMEA Field Marketing team is a critical component of Okta’s ambitious growth strategy in the region. We are a high-impact group that works in close partnership with Sales and other cross-functional teams to drive pipeline, accelerate opportunities, and build brand presence.

About this role

This is a newly created, high-impact role within the EMEA Marketing function, dedicated to ensuring Okta's customers receive maximum value from their investment. You will be instrumental in building and executing content and community programs designed to foster customer loyalty, drive adoption, and fuel sustainable growth across the region. You will work cross-functionally with key internal stakeholders to deliver a cohesive customer experience.

Responsibilities

• Create and execute customer reference programs that showcase successful customer journeys.
• Develop and lead the EMEA customer user group strategy, fostering strong peer-to-peer engagement and community.
• Organize and manage regional Customer Advisory Boards (CABs) to gather strategic insights and deepen executive relationships.
• Design and implement customer cross-sell and upsell programs in close collaboration with the Sales and Customer Success teams.
• Partner closely with the EMEA Field Marketing team and Global Customer Marketing stakeholders to ensure alignment and consistency in all customer-facing initiatives.
• Champion the voice of the customer within the organisation, translating customer needs into actionable marketing programs.

What experience you have

• Experience in customer marketing, customer success, or growth-focused roles, ideally within the EMEA region.
• Demonstrated ability to build, launch, and scale community or content-driven programs that measurably impact customer growth and retention.
• Experience working cross-functionally with Sales, Customer Success, and global teams.
• A keen interest in leveraging Artificial Intelligence (AI) and new technologies to enhance marketing effectiveness and customer engagement.

Why you are excited about the role

You are excited to be the customer's champion, directly influencing their success and maximising their investment in Okta. You thrive in a dynamic, high-growth EMEA environment and are eager to build a foundational program from the ground up, making a visible, measurable impact on the business. You are a forward-thinking innovator ready to experiment with new approaches, particularly around content and community.

Why we are excited about you

We are looking for a collaborative and ‘can-do’ individual who is passionate about putting the customer first. You have a forward-thinking mindset and the ability to turn innovative ideas into successful execution. You’re an ace collaborator and have the drive to achieve the best results for our customers and the business.

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You will shape how customers adopt GitLab, grow with our platform, and engage with service offerings that support their goals. Working across Sales, Product, Engineering, Support, Marketing, and Operations, you will help define a clear vision for customer lifecycle programs, paid success plans, and scalable service delivery.

In this role, you will combine strategic thinking with hands-on execution, using customer insights, data, and strong cross-functional partnership to improve outcomes for customers and the business. This is a unique opportunity to influence adoption, retention, expansion, and the overall customer journey at GitLab.

Responsibilities

• Set the vision and strategic plan for the CX Services organisation, with a focus on product adoption, customer outcomes, and business growth.

• Architect and improve the post-sales customer experience by defining scalable lifecycle programs, engagement models, and customer success practices.

• Lead the design, launch, and ongoing iteration of new and existing service offerings, including paid success plan approaches aligned to company goals.

• Define and monitor key performance indicators for customer success/services, using data to evaluate program health and identify areas for improvement.

• Lead and develop a high-performing CX Services Management team across distributed environments, including hiring, coaching, enablement, and performance management.

• Partner closely with Sales leadership on renewal forecasting, account coverage, and growth planning to support retention and expansion.

• Work across Product, Engineering, Support, Marketing, and Operations to align service delivery, resolve escalations, and improve the end-to-end customer experience.

• Manage the commercial and operational aspects of the services portfolio, translating customer needs into practical offerings that deliver measurable value.

Requirements

• Significant experience leading customer success/services teams in SaaS or subscription enterprise software environments, including experience managing managers and global teams.

• Demonstrated success building customer success/services strategies that improve adoption, retention, expansion, and long-term customer value.

• Strong leadership and people management skills, with the ability to recruit, develop, and mentor high-performing teams in a distributed organisation.

• Experience designing or evolving service offerings and customer programs based on customer needs, business priorities, and operational scalability.

• Strong understanding of technical product implementation, adoption strategies, and the software development lifecycle, ideally in DevOps or related environments.

• A data-driven approach to decision-making, with experience defining success metrics, analysing performance, and using insights to guide action.

• Excellent communication and presentation skills, with the ability to influence senior stakeholders and build effective cross-functional partnerships.

• Willingness to travel as needed and comfort working across cultures, geographies, and asynchronous ways of working.

About the Team

The CX Services team at GitLab helps customers achieve meaningful outcomes with our platform after the sale. We focus on adoption, value realisation, service delivery, and long-term customer growth. We work across the customer lifecycle to create consistent experiences, improve engagement models, and develop services that meet the needs of a broad range of customers.

We partner closely with Sales, Support, Product, Engineering, Marketing, and Operations to connect customer goals with the right strategy, resources, and programs. In our globally distributed and asynchronous environment, we value clear communication, strong ownership, and continuous improvement.

Our team is an important part of how GitLab supports customers as they build, secure, and deliver software more effectively.

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In this role, you will be responsible for regularly hitting quotas for new business and growing revenue across existing accounts. This position requires creativity, attention to detail, value-based sales skills, and an insatiable desire to help clients succeed.

Responsibilities:

• Manage a sales pipeline and forecast revenue effectively.
• Interact with prospects and clients via Zoom, telephone, and email with a high attention to customization and detail.
• Consistently achieve quarterly and annual revenue quotas.
• Diligently update and maintain clean pipeline data using Salesforce.com.
• Quickly learn the CoreWeave product(s), effectively communicate the value proposition, and handle objections in competitive situations.
• Develop a deep understanding of client goals, pain points, and timelines in order to communicate priorities across the CoreWeave organization.
• Develop a deep understanding of our target markets, and stay up to date on industry news.
• Travel up to 35% to meet with clients and prospects, attend industry events, and participate in on-site meetings.

Qualifications:

• 10+ years of experience in B2B sales and/or account management roles.
• Minimum of 7 years Direct Enterprise selling experience.
• Track record of exceeding sales quotas.
• Excellent communication skills, with the ability to clearly explain complex concepts.
• Strong understanding of value-based sales best practices and procedures.
• Proven ability to perform successfully in a fast-paced and flexible environment.
• Passion for developing account expansion strategies and the value of post-sales customer success.
• Excellent time management and communication skills.
• Desire to drive change and evangelize new technologies in a way that resonates with customers.
• Ability to thrive in a fast-paced environment experience is key, a mix of large company and startup experience.
• The ability to speak with customers and partners at both a business-level and technical-level.
• Knowledge of the storage industry specifically: NFS, Object Storage and Enterprise Computing architectures.
• Competitive attitude and strong work ethic with the ability to enthusiastically represent the company.
• Proficient with Salesforce.com and Microsoft Office.

At CoreWeave, we work hard, have fun, and move fast! We're in an exciting stage of hyper-growth that you will not want to miss out on. We're not afraid of a little chaos, and we're constantly learning. Our team cares deeply about how we build our product and how we work together, which is represented through our core values:

• Be Curious at Your Core
• Act Like an Owner
• Empower Employees
• Deliver Best-in-Class Client Experiences
• Achieve More Together

The base salary range for this role is $160,000–$190,000 per year with uncapped commission and total On Target Earnings (OTE) of $320,000–$380,000. The starting salary will be determined by job-related knowledge, skills, experience, and the market location. We strive for both market alignment and internal equity when determining compensation. In addition to base salary, our total rewards package includes a discretionary bonus, equity awards, and a comprehensive benefits program (all based on eligibility).

What We Offer

The range we've posted represents the typical compensation range for this role. To determine actual compensation, we review the market rate for each candidate which can include a variety of factors. These include qualifications, experience, interview performance, and location. In addition to a competitive salary, we offer a variety of benefits to support your needs, including:

• Medical, dental, and vision insurance
• 100% paid for by CoreWeave
• Company-paid Life Insurance
• Voluntary supplemental life insurance
• Short and long-term disability insurance
• Flexible Spending Account
• Health Savings Account
• Tuition Reimbursement
• Ability to Participate in Employee Stock Purchase Program (ESPP)
• Mental Wellness Benefits through Spring Health
• Family-Forming support provided by Carrot
• Paid Parental Leave
• Flexible, full-service childcare support with Kinside
• 401(k) with a generous employer match
• Flexible PTO
• Catered lunch each day in our office and data center locations
• A casual work environment
• A work culture focused on innovative disruption

Our Workplace

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

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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, 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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Lead the planning and deployment of Anduril's flagship hardware and software products in support of customer missions.

Through collaboration with our engineering, logistics, and technical operations teams, Mission Operators are in charge of deploying our products to the field, training end users, and ensuring the high performance of our products.

We are obsessed about engagement and keeping our finger on the pulse of how customers interact with our products.

This helps us improve the user experience and evolve their operational tactics and techniques.

And if something isn't quite right, we work with product teams to quickly address the issue on behalf of our customer.

Grow your business through customer success.

In addition to the operational and executive relationships you own, you will be responsible for meeting commercial targets that drive top line growth.

This requires establishing committed and trust-based partnerships with our customers to not only help them solve their immediate problems, but also to foresee future opportunities where Anduril's technology can make them more effective.

Understanding Anduril's value proposition and articulating how we can have an impact on a customer's problem set, from the executive level to the end user, is critical to positioning Anduril for the future.

Shape our products to meet mission needs.

Work side-by-side with our customers to understand their specific mission challenges and represent the customer as you work with Anduril engineers to shape products that solve critical national and international security challenges.

Anduril engineers rely on Mission Operators to understand the lay of the land and bring a perspective that informs the product development process.

Collaborate across nearly every Anduril team.

Successfully deploying our complex hardware and software products requires collaborating with nearly every internal Anduril team - business development, engineering, product, logistics, finance, legal, contracting, technical operations, and many more.

You'll be responsible for ensuring each party is engaged and informed, and will therefore become well-versed in what it takes to really bring the best of Anduril to our customers.

Mission First Mindset.

We put the needs of the mission and our customers first and understand that the US and its allies have no preordained right to victory in any future conflict.

We actively seek out opportunities to better understand our customers' mission needs, with a goal to build the best possible products for the warfighter and radically evolve our national and international defense capabilities.

Ownership Mentality.

We're looking for owners; those who have a natural bias to assume responsibility, a healthy dose of skepticism, and contribute to a culture of performance.

We empower our Mission Operators to quickly assume high levels of responsibility and entrust them to actively own their account and shape its success.

Our Mission Operators are just as comfortable helping to shape a proposal or pitch a new customer as they are working with engineers on new features or deploying products in the field.

Technical Aptitude and Intellectual Curiosity.

We are first and foremost a technology company, working at the leading edge of capabilities like machine learning, autonomy, distributed networking, and multi-modal sensor fusion.

Do you have a natural desire to see beyond simple cause and effect relationships to really understand how complex systems operate?

Do you actively seek out opportunities to educate yourself?

These capabilities form the foundation of our product offerings, so we are looking for those who are comfortable communicating technical concepts and can articulate them in the context of the customer's mission.

Structured Thinker and Problem Solver.

Leading technical programs requires clear communication and well thought-out plans.

We are looking for assertive communicators who bring a thoughtful perspective and honest dialogue.

A solution-driven approach, the ability to distill complexity into its essential, digestible components, and the ability to supervise execution are critical to ensure mission success.

High Value Team Member.

Do you enjoy working as part of a team?

At Anduril, the path to success weaves through the organization - account teams, engineering, logistics, technical operations, and more.

It requires humility, an eagerness to learn, and empathy toward your fellow team member.

We assume best intentions and empathize with customers just as we do with our colleagues.

Can you develop rapport at both the user and executive levels?

Do you enjoy sharing successes?

We are a low ego group that promotes teamwork and collaboration to bring about success.

360 Degree Leader.

We are a flat, non-hierarchical organization with a matrix structure that is dynamic and evolving.

We expect you to be self-aware enough to recognize your position of unstated leadership within the company.

You should have a demonstrated ability to lead and influence people through both formal and informal constructs and in situations where there is lack of clarity across teams.

Finally, we need people who identify gaps and breakdowns and solve them immediately, rather than point them out and step back.

You should also seek 360 feedback to help inform your growth trajectory as a leader.

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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. As a DSA, you will 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. You will report directly to a Field Engineering Director in Japan.

The impact you will have:

• Engage with the Solutions Architect 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.
• You will 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 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 Eg. 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:

• 8+ 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 our 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
• A 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

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At CoreWeave, we're building the next generation public cloud for accelerated workloads, supporting cutting-edge Machine Learning and Batch Processing use cases. As an Account Executive, you will own the full sales cycle from prospecting through close and expansion. You will manage a pipeline of opportunities, forecast revenue accurately, and consistently meet or exceed quota targets.

Key Responsibilities:

• Engage with both technical and business stakeholders to communicate CoreWeave's value proposition, tailoring solutions to customer needs
• Collaborate cross-functionally to ensure customer success and identify growth opportunities across accounts
• Manage a pipeline of opportunities, forecast revenue accurately, and consistently meet or exceed quota targets

Requirements:

• 7+ years of experience in B2B sales and/or account management
• Proven track record of consistently exceeding quota targets
• Experience managing and forecasting a sales pipeline using Salesforce.com
• Ability to communicate complex technical concepts (e.g., cloud infrastructure, ML workloads) to both technical and business audiences

Preferred Qualifications:

• Experience selling cloud, infrastructure, or AI/ML-related solutions
• Familiarity with competitive cloud environments and positioning differentiated offerings

Why CoreWeave?

• We work hard, have fun, and move fast!
• We're in an exciting stage of hyper-growth that you will not want to miss out on
• We're not afraid of a little chaos, and we're constantly learning

Total Rewards Package:

• Base salary range: $165,000 to $200,000
• Uncapped commissions and On Target Earnings (OTE) of $330,000–$400,000
• Comprehensive benefits program, including medical, dental, and vision insurance, 401(k) with a generous employer match, and flexible PTO

What We Offer:

• A competitive salary and benefits package
• Opportunities for professional growth and development
• A dynamic and supportive work environment

If you're a motivated and results-driven individual who is passionate about sales and customer success, we encourage you to apply for this exciting opportunity!

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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 Digital Native 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.

You will report directly to a DSA Manager within the Field Engineering organization.

The impact you will have:

• Engage with Solutions Architects to understand the full use case demand plan for prioritized 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

Pay Range Transparency Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here. Local Pay Range $180,000-$247,500 USD

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The ideal candidate will have a proven track record in software/technology sales, consulting or customer success. They will have proven experience leading teams, driving software adoption, and building and scaling customer success management practices. They will have experience with software development lifecycle processes and tools as well as agile and/or DevOps practices. They will be knowledgeable with cloud/container technologies (e.g., Kubernetes, Docker), application security (SAST, DAST) and/or cloud deployment models (AWS, GCP, Azure) is a plus. They will have a proven ability to develop strategies, translate them into initiatives and track successful delivery. They will have demonstrated ability to lead managers and successfully manage global, distributed teams across cultures, lines of business, and geographies. They will possess a strong management presence and leadership ability, with communication and interpersonal skills that inspire and motivate leaders and teams. They will demonstrate operational excellence in analytical thinking, process development and improvement, problem-solving, communication, delegation, and planning. They will be able to collaborate across the organization and with external stakeholders. They will have experience successfully working with senior executives (VP/CxO). They will hold strong operational skills that will drive organizational efficiencies and customer satisfaction. They will be comfortable giving and receiving positive and constructive feedback. They will be able to connect technology with measurable business value. They will have strategic thinking about business, products, and technical challenges.

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Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organisations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

The Okta Technical Account Management Team

The TAM team empowers Okta customers to deliver secure, scalable, and transformative identity solutions by acting as their trusted identity coach. We drive lasting success through elevated technical maturity. We act as “Field CPO” for our customers, proactively guiding their identity decisions and long-term identity vision. We guide a customer’s workforce identity strategy, customer identity strategy, and security posture while driving value in Okta’s suite of products and, ultimately, retention at contract renewal.

The TAM Manager Opportunity

We are looking for a highly motivated and experienced Sr Manager, Technical Account Management (TAM) to lead and develop a team of Technical Account Managers. In this role, you will oversee TAMs who support our clients, ensuring high levels of customer satisfaction, technical enablement, and strategic alignment. Your leadership will be instrumental in ensuring our customers receive the highest security and IAM advice while achieving their business objectives. You will drive operational excellence, foster cross-functional collaboration, and ensure your team delivers exceptional service to meet the unique needs of our growing commercial organisations.

What you’ll be doing

• Recruit, mentor, and manage a team of highly skilled Technical Account Managers focused on commercial accounts.

• Set clear performance goals and provide ongoing feedback and development opportunities to ensure team success.

• Partner with leaders across TAM, Customer Success, Sales, and Product to implement customer-first thinking within the team.

• Create a compelling vision for the organisation and for customers.

• Define and drive the strategy and detailed execution plan for Okta’s NPI/Specialist TAM team, ultimately driving faster customer time to value, renewal rates, and growth for NPI and add-on products.

• Develop and implement processes, customer journeys and metrics to drive customer business outcomes and successful execution of customer use cases.

• Build a world-class internship program aimed at recruiting some of the world's top early-career talent.

• Build, develop and lead a high-impact, early-career TAM team that operates with urgency and drives measurable results.

• Personally lead the team and as needed, build strong relationships with key customers.

• Continuously test, measure, and improve the process and tactics.

• Establish clear performance objectives and regularly assess team members. Offer constructive feedback and support to enhance their skills while providing leadership and guidance to coach and motivate them toward optimal performance and career development.

• Collaborate with TAMs to strengthen client relationships, addressing complex issues and ensuring customers receive proactive support tailored to their needs.

• Ensure the TAMs exceed Okta’s expectations in core product and identity knowledge pertaining to industry standards and execution, and contribute to the larger TAM function.

• Ensure that individual contributors create high-quality, customer-facing materials, including but not limited to Technical Success Plans, Business Reviews and Best Practices.

• Proactively identify potential churn or attrition risks in client accounts and develop strategies to mitigate those risks effectively.

• Work closely with the assigned accounts to proactively find revenue growth opportunities and seamlessly pass the opportunity to sales/presales.

• Identify and implement best practices and process improvements to enhance service delivery, efficiency, and customer satisfaction.

What you’ll bring to the role

• Previous leadership role at a high-growth software SaaS organisation.

• 5-10+ years combined experience in the following functions: technical account management, sales, customer success, renewal sales, or consulting.

• Bachelor’s Degree, preferably in a technical discipline, or equivalent. Master’s degree/MBA is a plus.

• Experience with recruiting, developing and managing internship and early-career programs.

• Experience delivering TAM/CS at scale.

• Ability to persuade and influence others, internally and externally

• Ability to handle conflict and drive agreement on decisions for which conflicting opinions and input exist.

• Ability to identify thematic issues and drive to outcomes

• Ability to identify risks and dependencies and put in place plans to mitigate them.

• Adaptability, flexibility and the conviction to “do the right thing” under stress, high tension and tight deadlines.

• Familiarity with the security or identity management industry is a strong plus.

• Strong data-driven decision-making skills

• Strong work ethic and ability to work in a dynamic environment.

• Ability to travel up to 35%

Our Values - Core competencies expected of our managers

• Always Secure, always on: Relentlessly champion Okta’s security-centric mission with our customers

• Drive what’s next: Distinguish ourselves as Identity thought leaders who mature our customers Identity architectures

• Love our customers: Give our customers a premium Identity experience

• Build it and own it: Solve hard problems together, own the outcome and impact, and empower each other to do the best work of our careers

#LI-MM1 #LI-Hybrid P24937

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Key responsibilities include:

• Engaging with Solutions Architects to understand full use case demand plans for prioritized customers
• Leading post-technical win technical account strategy and execution plans for Databricks use cases within our most strategic Public Sector accounts
• Being the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders
• Creating, owning, and executing a point-of-view as to how key use cases can be accelerated into production
• Developing an execution plan that covers all activities of all customer-facing technical roles and teams

Requirements include:

• 7+ years of experience in technical project or 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
• Ability to attribute business value and outcomes to specific project deliverables

Salary range: $180,000-$247,500 USD

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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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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 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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You'll partner with customers after the sale to align on objectives, enable them on key GitLab use cases, and guide their adoption journey so they get ongoing and increasing return on investment.

You'll act as the primary GitLab liaison for your book of customers, connecting them with Product Management, Engineering, Support, Sales, and Professional Services as needed, while staying current on GitLab releases, best practices, and common workflows including Git, CI/CD, and DevSecOps.

In this role, you'll focus on driving adoption, retention, growth, and overall satisfaction, using your technical understanding of software development pipelines and your ability to build strong, outcome-focused relationships.

Responsibilities:

• Partner with customers to translate pre-sales command plans and desired business outcomes into clear, actionable objectives.

• Guide customers on how to use the GitLab platform, best practices, and common use cases to support adoption and value realization.

• Map and manage the customer journey, helping customers plan for future adoption across additional use cases.

• Act as the primary GitLab liaison for your customers, coordinating responses to questions, issues, and escalations.

• Collaborate with GitLab Support, Product Management, Sales, Professional Services, and other teams to address needs and share customer feedback.

• Own a book of business focused on driving product adoption, customer retention, growth, and overall satisfaction.

• Stay current on GitLab releases and updates, and proactively educate customers on relevant new capabilities and improvements.

Requirements:

• Experience working directly with customers to understand their goals and translate desired business outcomes into clear, actionable objectives.

• Understanding of Git, typical branching strategies, and the software development lifecycle, including continuous integration, continuous deployment, and DevSecOps practices.

• Ability to learn and explain the GitLab platform, common best practices, and use cases to guide customers through their adoption journey.

• Background in customer success or a related function with a focus on driving adoption, retention, satisfaction, and account growth.

• Skill in managing a portfolio or book of customers, prioritizing engagement, and tracking progress against agreed outcomes.

• Strong verbal, written, presentation, and organizational skills, with the ability to communicate complex technical concepts in simple terms.

• Demonstrated analytical, problem-solving, and project management skills, with attention to detail and follow-through.

• Alignment with GitLab's values, ability to work as a self-directed team player in an all-remote environment, and openness to leveraging transferable experience from varied backgrounds.

About the Team:

The Customer Success Management team aligns GitLab customers' business outcomes with the value of our AI-powered DevSecOps platform by focusing on three core themes: align, enable, and expand.

We serve as a central liaison between customers and the broader GitLab ecosystem, collaborating closely with Product Management, Engineering, Sales, Professional Services, and Support to streamline communication and resolve issues.

As a fully remote, globally distributed team, we work asynchronously across time zones using GitLab and our handbook as the single source of truth, with a shared focus on driving adoption, retention, and expansion while continually improving customer return on investment.

For more on how we work, see the CSM Handbook.

How GitLab Will Support You:

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

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental leave

• Home office support

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You'll design and run scalable technical enablement programs that help customers unlock business outcomes from GitLab across source code management, CI/CD, DevSecOps, and Agile planning, while building repeatable frameworks to remove adoption barriers.

Reporting to the Senior Director of Customer Success Managers, you'll combine deep DevSecOps expertise with strategic program development, partnering closely with Sales, Renewals, and cross-functional teams to turn technical insights into commercial impact, reduce churn risk, and surface expansion opportunities.

In your first year, you'll be focused on establishing clear metrics for technical value, strengthening voice-of-the-customer feedback loops with Product and Engineering, and elevating the effectiveness and impact of the Customer Success Engineering team across a pooled book of business in the EMEA region.

Responsibilities

• Lead a distributed team of Customer Success Engineers in EMEA to drive GitLab adoption and technical value realization across a pooled book of business.

• Develop and execute scalable technical enablement strategies and programs that help customers use GitLab for source code management, CI/CD, DevSecOps, and Agile planning.

• Drive creation of repeatable frameworks and systematic solutions that remove adoption barriers and support measurable customer business outcomes.

• Collaborate closely with Sales, Renewals, and Customer Success Managers to align technical enablement with commercial objectives, supporting retention and expansion across accounts.

• Use data and performance indicators to assess program effectiveness, identify adoption trends, and adjust technical initiatives for greater impact at scale.

• Mentor and coach team members to strengthen their DevSecOps expertise, customer engagement skills, and ability to translate technical capabilities into business value.

• Champion the voice of the customer by translating field insights and technical pain points into actionable feedback for Product, Engineering, and other cross-functional teams.

• Partner with internal stakeholders to ensure customer feedback, feature requests, and adoption insights inform roadmap priorities and improvements to the overall customer experience.

Requirements

• Strong understanding of DevSecOps practices, with the ability to connect GitLab capabilities across source code management, CI/CD, security, and Agile planning to tangible business outcomes.

• Experience leading and developing technical teams in a distributed, remote environment, with a focus on customer outcomes and scalable impact.

• Background in software development or engineering that enables you to guide technical conversations, remove adoption barriers, and design effective enablement paths.

• Experience designing and implementing scalable customer success or technical enablement programs, using data to measure impact and refine approaches.

• Ability to translate complex technical concepts into clear, outcome-focused messaging for both technical and non-technical stakeholders.

• Proven skill in collaborating with Sales, Renewals, and other cross-functional teams to align technical adoption work with commercial objectives.

• Comfort using customer insights and feedback to influence internal priorities, including product, process, and program decisions.

• Openness to diverse backgrounds and transferable skills, with a growth mindset toward learning GitLab's platform and evolving DevSecOps practices.

About the Team

We're the Customer Success Engineering team within the broader Customer Success organization. We're a distributed, remote group that collaborates asynchronously across time zones, using GitLab and our handbook-first approach to coordinate work rather than relying on dedicated account assignments.

This structure helps us deliver a consistent customer experience, quickly share learnings across accounts, and continuously improve how we support customers.

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This is a hybrid technical and commercial role that requires you to drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestrating other focused/specialized teams within Databricks, and creating and driving plans and strategies for Databricks colleagues to build upon. You will also be responsible for becoming the post-sale technical lead across all Databricks products and using your skills and technical credibility to engage and communicate at all levels with an organization.

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, 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

Key qualifications include:

• 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 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
• Ability to travel up to 30% when needed

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You will help design, implement, and scale data and AI solutions, focusing on architecture, operational excellence, and customer enablement. Internally, you will collaborate with our sales and field engineering teams to accelerate the adoption and growth of the Databricks Platform in your customers.

Key responsibilities include:

• Designing secure, scalable architecture
• Aligning people, processes, and technology
• Establishing trusted advisor relationships
• Leveraging the broader ecosystem of Databricks experts

This is a hybrid technical and commercial role. Technically, the expectations are that you become the post-sales technical lead and trusted advisor across all Databricks products for the customer's top priority use cases. This requires you to use your technical skills and credibility to engage and communicate with technical/technical leadership stakeholders in our customer organizations, do architecture reviews, help with performance and cost optimizations, demonstrate new capabilities, remove blockers, etc.

In parallel, 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, orchestrating other focused/specialized teams within Databricks, and creating and driving onboarding plans.

While not a hands-on-keyboard role, this is a highly technical position where architectural skills in fields such as Data Architecture, Data Engineering, Data Warehousing, or Data Science are essential.

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In this role, you will manage the comprehensive onboarding for all ZoomInfo customers, including new business, renewals, and upsells. You will serve as the primary point of contact for customers during the onboarding and implementation phase of the customer lifecycle.

You will build implementation strategies to ensure customers in all customer segments are onboarded within defined SLAs. You will coordinate communication with other areas of the business to ensure a streamlined approach for each and every customer.

You will work directly with customers to set appropriate expectations, address customer goals, determine target dates, manage customer tasks, and provide regular project updates during the onboarding phase of the customer lifecycle.

You will collaborate with the customer success team, customer training team, and customer integrations team to create a streamlined and cohesive approach that allows customers to get successfully implemented and trained.

You will manage multiple simultaneous onboarding projects at one time, balancing priorities of business results, customer satisfaction, and technical quality.

This is a high-visibility role within an exciting area of the business with a chance to quickly make a difference.

What You'll Bring:

• BA/BS degree
• At least 5+ years of customer success and/or project management, ideally in a SaaS environment
• Ability to manage multiple competing priorities, rapidly adapt and respond to customer requests and timeline changes
• Highly collaborative, organized, and execution-oriented with strong presentation skills
• Excellent project management skills with an emphasis on attention to detail, timelines, and quality of work
• Excellent problem-solving skills and ability to be flexible to project situations
• Ability to research, analyze and provide a solution to newly identified issues
• Experience developing, installing, training, and/or supporting B2B solutions (previous experience with ZoomInfo and/or ZoomInfo certification strongly preferred)
• Highly familiar with Salesforce CRM
• Able to be successful in a fast-paced environment that rewards hard work and self-motivation
• Superior relationship and communication skills (both verbal and written)

This is a hybrid position, working a minimum of three days per week from one of our office locations - Waltham MA, Bethesda MD, or Vancouver WA

The US base salary range for this position is $74,270 - $98,000 + annual bonus + benefits.

We want our employees and their families to thrive. In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being.

ZoomInfo is proud to be an equal opportunity employer, hiring based on qualifications, merit, and business needs, and does not discriminate based on protected status.

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You'll turn pre-sales command plans into clear, actionable objectives, guide customers through their adoption journey, and enable them on common Git, CI/CD, and DevSecOps best practices so they can deliver secure software more efficiently.

Acting as a trusted liaison between your customers and GitLab Support, Product Management, Engineering, Sales, and Professional Services, you'll own a portfolio of accounts and focus on increasing adoption, retention, growth, and overall satisfaction while staying current on GitLab product releases.

This role is based in the United States public sector space and is best suited for a United States Person who is comfortable working cross-functionally, managing complex projects, and representing the voice of the customer across GitLab.

Responsibilities:

• Partner with Public Sector customers to translate pre-sales command plans and desired business outcomes into clear, actionable objectives.

• Guide customers on how to use the GitLab platform effectively, drawing on common best practices, DevSecOps principles, and typical Git workflows and branching strategies.

• Map and manage the customer journey, and coach customers on how to adopt new GitLab use cases over time.

• Act as the primary GitLab liaison for your customers, coordinating responses to questions, issues, and escalations by working closely with Support, Product Management, Sales, Professional Services, and other teams.

• Own a defined book of business with responsibility for driving adoption, retention, expansion, and overall customer satisfaction.

• Stay current on GitLab releases and help customers understand and apply new features to their environments and use cases.

• Use project management skills to plan, track, and deliver customer enablement and success initiatives across multiple stakeholders.

Requirements:

• Eligibility as a United States Person (U.S. citizen, lawful permanent resident, refugee, or asylee), in line with government requirements for this role.

• Background in Customer Success or a similar customer-facing role with a track record of driving satisfaction, adoption, and retention.

• Experience partnering with customers to connect technical capabilities to business outcomes and define measurable objectives.

• Understanding of Git and common branching strategies, along with familiarity with the software development lifecycle and development pipelines.

• Knowledge of continuous integration, continuous deployment, and DevSecOps concepts and how customers apply them.

• Ability to manage a portfolio of customers of varying sizes in the public sector, balancing priorities across multiple stakeholders.

• Strong verbal, written, presentation, and organizational skills, with the ability to explain technical topics in clear, simple language.

• Demonstrated project management, analytical, and problem-solving skills, with openness to learning and applying transferable skills in new situations.

About the team:

The Customer Success Manager role sits within our Public Sector Customer Success team, which partners with United States government and public sector organizations to help them realize ongoing value from the GitLab platform.

We own the post-sales relationship, driving adoption, retention, and growth by aligning GitLab capabilities to each customer’s mission, enabling them on DevSecOps best practices, and coordinating cross-functionally with Sales, Support, Product Management, Engineering, and Professional Services.

Our team members work in an all-remote, distributed environment and collaborate asynchronously across time zones, using GitLab’s tools and processes to stay aligned while we tackle opportunities such as expanding use cases, improving customer return on investment, and simplifying engagement with the broader GitLab ecosystem.

Salary: The base salary range for this role’s listed level is currently $88,200-$189,000 USD for residents of the United States only.

This range is intended to reflect the role's base salary rate in locations throughout the US.

Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location.

The base salary range does not include any bonuses, equity, or benefits.

See more information on our benefits and equity.

Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

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Key responsibilities include:

• Partner with our customers to define and achieve business outcomes
• Guide the customer on future adoption and ensure ongoing and ever-improving customer return-on-investment
• Act as the GitLab liaison for GitLab questions, issues, or escalations
• Own a book of assigned customers, with a focus on increasing adoption, ensuring retention and growth, and overall customer satisfaction

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
• Willingness to travel if needed and comply with the company's travel policy
• Fluent German

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

Key responsibilities include:

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

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

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

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

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

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

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

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

To succeed in this role, you'll need:

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

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

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

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

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

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

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

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

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This is a role that sits at the intersection of product thinking, service design, and cross-functional influence. You will design, manage, and enable the services that move customers forward at every stage of that journey.

Your responsibilities will include:

• Owning the end-to-end service portfolio for your assigned product area , offer design, pricing, BOM standards, lifecycle management, field enablement, and sunset decisions
• Mapping and continuously refining the complete customer journey for your product area, defining how customers are guided across scaled digital motions, Customer Success Tiers, Professional Services, and Education and Training
• Defining measurable customer outcomes and value anchors for each offering, ensuring every service can clearly articulate what success looks like and how it is verified
• Acting as product manager for your product area tooling requirements into the CX Engineering Platform team , writing requirements, reviewing prototypes, managing a backlog, and conducting UAT
• Partnering with PS Engineers, Customer Success, Project Managers, and Solution Architects to gather field input and translate it into refined or net-new service offerings
• Building and maintaining relationships with stakeholders across the full organizational range , from PSEs and CSMs who deliver your services in the field, through to VP-level PS and CS leadership and C-suite executives
• Collaborating with your peers across the CX Services Portfolio team to design consistent customer experiences and ensure services are properly sequenced across the customer lifecycle
• Creating and maintaining field enablement materials , playbooks, objection handling guides, Highspot pages, talk tracks, and training sessions , for CSMs, CSAs, PSEs, and AEs
• Using AI tools actively in your daily workflow to accelerate research, drafting, synthesis, and requirement writing , and contributing what you learn to the team shared AI practice

To succeed in this role, you will need:

• 7+ years of experience in professional services, customer success, solutions architecture, or product management at a SaaS company
• Demonstrated experience designing or managing service offerings , not just delivering them. You have written a scope of work, defined pricing, and built a delivery kit
• Strong understanding of DevOps, application development, SDLC, or security domains , you do not need GitLab product knowledge on day one, but you need the technical foundation to develop it quickly
• Technical depth sufficient to design credible services. You do not need to have delivered these engagements yourself, but you need to understand them well enough that the practitioners who do will trust your judgment
• Deep familiarity with AI/ML engineering workflows, LLM capabilities, and agentic systems , and the organizational change management required for enterprise AI adoption
• A demonstrated AI-forward working style , you actively use agentic coding and AI tools as part of your daily workflow. You have formed opinions about how these tools change the way you work, and you can walk us through a specific workflow you have built or discovered that materially changed your output quality or speed
• Proven ability to build trust and communicate effectively across the full stakeholder range , individual contributors, managers, directors, VPs, and C-suite , in a remote, async-first environment
• Commercial acumen: fluency in how professional services and subscription services are priced, packaged, and sold in an enterprise context
• Strong written communication skills: you can produce clear, concise, and compelling content that resonates with diverse audiences

If you're passionate about designing and delivering exceptional customer experiences, and you have a strong background in professional services, customer success, or product management, we encourage you to apply for this exciting opportunity.

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Your main objective will be to convert participation in Databricks' scale programs (webinars, workshops, digital learning) into structured training engagements. You will own a high-volume enablement pipeline, identifying learner needs, recommending tailored paths, and tracking adoption progress.

To achieve this, you will deliver engaging L100–L200 sessions and demos to help new personas understand what's possible with Databricks. You will build enablement plans for each account, tracking trained users, completion rates, and milestone achievement.

You will partner with Customer Success Managers (CSMs), Account Executives (AEs), and senior CEAs to align training with customer goals and renewal cycles. You will report key metrics – trained accounts, learner growth, conversion rates, and training revenue – using data to guide your priorities.

In addition, you will provide structured feedback to program and curriculum teams to sharpen future customer learning experiences.

We are looking for a highly motivated and organized individual with excellent communication skills and a consultative approach. You should have hands-on familiarity with modern data and analytics platforms, confidence delivering introductory technical content to non-expert audiences, and a working knowledge of AI/ML concepts.

If you are passionate about helping customers succeed and have a strong desire to learn and grow with our company, we encourage you to apply for this exciting opportunity.

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This is a hybrid technical and commercial role. You will drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestrating other focused/specialized teams within Databricks, and creating and driving plans and strategies for Databricks colleagues to build upon. You will also be the post-sale technical lead across all Databricks products, requiring you to use your skills and technical credibility to engage and communicate at all levels with an organization.

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, often services 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 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

Requirements include:

• 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 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
• Ability to travel up to 30% when needed

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Your primary responsibilities will include:

• Creating elegant yet simple policy models that enable customers to control access to their most important assets.
• Building a vision for a best-in-class network and data security policy model that provides secure access to customer workloads and data while minimizing exposure to unauthorized access and risk of data loss.
• Partnering with privacy, legal, and security teams to deliver anonymization, retention, and residency for regulated data and sensitive assets such as AI models.
• Deepening our understanding of evolving threats and corresponding technologies in data security.
• Using customer inputs to serve as an expert and propose new innovations or best practices from the industry.

In this role, you will report to a Senior Director of Product Management and will be responsible for driving business results through influential leadership across multiple partner teams including engineering, sales, marketing, solution architects, and customer success.

We are looking for a seasoned product manager with 7+ years of experience in delivering successful customer-facing products and features, particularly in the areas of data security, data privacy, and encryption.

If you have a passion for designing products that simplify user experience of technically complex products, we encourage you to apply.

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This is a horizontal, org-wide role , you won't be embedded in a single product team, you'll build the shared operating system for voice of the customer that every product team, every surface, and every GTM motion plugs into.

Feedback at Anthropic is uniquely high-leverage. We're building on frontier models that evolve constantly, serving customers from individual developers to the largest enterprises, across multiple surfaces (API, claude.ai, Claude Code).

Customer signal arrives from everywhere , field conversations, support interactions, early access programs, in-product telemetry , and the opportunity is to make that signal a first-class, structured input to every product and research decision.

You treat feedback loops as a product. You're obsessed with making it effortless for the field to share what they're hearing and for product teams to know what matters most.

You build AI-enabled systems that do the first pass so humans can focus on judgment, not triage. You think like a product manager, not a process administrator.

Your work will directly impact how fast Anthropic learns from its customers and how reliably that learning shapes what we build next.

Key Responsibilities

You'll own the operating system for customer feedback across all of Anthropic , one shared platform, not a collection of per-team processes.

Working horizontally across every Product team, Research PM, GTM, Customer Success, and Support, you'll establish the intake, synthesis, and routing infrastructure that makes voice of the customer a first-class input to every roadmap.

You'll drive adoption through influence, making it so obviously useful that teams pull from it rather than get pushed to it.

Feedback Intake & System of Record

• Own the single, org-wide pipeline that captures customer feedback from every channel , field teams, support, early access programs, in-product signals , into one structured system of record that serves every product surface.

• Build intake workflows that meet teams where they already work (Slack, Gong, CRM) without creating a documentation tax. Obsess over the submitter experience so that sharing feedback is faster than not sharing it.

AI-Enabled Synthesis & Triage

• Build Claude-powered pipelines that enrich, tag, cluster, and summarize unstructured feedback into trackable issues , doing the first-pass work so humans focus on verification and judgment.

• Design the human-in-the-loop model: Claude proposes, PMs and field teams correct, and the system learns from those corrections over time.

• Partner with Engineering and Research on tooling strategy, evals, and the closed-loop data that makes synthesis quality measurably improve.

Routing & Closing the Loop

• Establish clear routing so the right feedback reaches the right product or research owner at the right time , including the path from product signal back into model training priorities.

• Build the visibility layer that gives GTM and Support a clear line of sight from customer input to roadmap outcome, so they can close the loop with customers confidently and in real time.

Voice of the Customer Programs

• Partner deeply with GTM, Customer Success, and Sales to design and run structured voice of the customer programs , customer advisory boards, early access programs, design partner cohorts , that generate high-signal feedback by design.

• Define what 'high-signal' means: feedback tied to specific use cases, blocker severity, revenue context, and customer segments so product teams can make confident tradeoffs.

Continuous Improvement

• Define and track success metrics for feedback loop health , time-to-triage, signal quality, roadmap influence, field satisfaction , and use them to identify bottlenecks.

• Run regular retros with Product and GTM partners and feed learnings back into process and tooling improvements. Scale what works through documentation and enablement.

You may be a good fit if you:

• Have 7+ years in product operations, customer insights, voice of the customer programs, or related roles in fast-paced tech companies.

• Have personally shipped AI-enabled processes and systems , you've written the prompts, built the evals, and iterated on production LLM workflows yourself.

• Have owned a customer feedback program end-to-end , intake, synthesis, routing, and closing the loop , that product teams actually used to make decisions.

• Have operated at earlier-stage and scaling companies (Series B-D or equivalent) where you built things that didn't exist yet, shipped v1s in weeks not quarters, and iterated in public.

• Have operated in horizontal, cross-org roles before , you know how to build shared infrastructure that many teams depend on, drive adoption through influence rather than mandate, and earn trust across functions that don't report to you.

• Are comfortable with ambiguity and can create structure where none exists , you've built the v1 of a system and iterated it into something teams rely on.

• Are service-oriented and obsessed with making it easy for others to do great work.

Strong candidates may also have experience with:

• Building AI-native workflows end-to-end , prompt design, evals, closed-loop improvement , and pushing the boundaries of what automation can own.

• Product Management, Customer Success Operations, or Research Operations.

• Feedback tooling ecosystems (Productboard, Dovetail, or homegrown equivalents) and the tradeoffs between buy vs. build.

• Treating process as a product with users, metrics, and continuous iteration.

• Track record of building and scaling operations programs from zero to one.

Annual compensation range for this role is $260,000-$325,000 USD

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Responsibilities:

• Become an expert in all Anthropic products
• Respond to user support cases, in English and Japanese, with a variety of complexity
• Clearly and empathetically communicate with a wide range of user personas
• Manage on-call tasks for high-urgency user issues with extreme ownership
• Prioritize critically and comfortably adapt to an ever-evolving product landscape
• Operate in ambiguity, making informed decisions even in never-before-seen situations
• Partner with engineers, teammates, and other internal stakeholders to diagnose and resolve user issues, both individually and at scale
• Suggest and drive improvements to increase user satisfaction through support processes as well as own initiatives that increase efficiency and drive down contact rates
• Uplevel our team's technical knowledge by scoping gaps, working with cross-functional partners to deeply understand relevant nuances, and building resources that grow with our products

Requirements:

• Experience in providing technical product support, in both English and Japanese, within a second tier, escalated, or priority support team
• Familiarity with APIs and technical SaaS products and can deeply understand technical docs with ease
• Demonstrated ability to thrive in fast-paced, reactive situations while meeting core support metrics targets
• Strong user empathy and are expert in the lifecycle of a support case
• Crisp but kind written communication skills and a deep care for the details
• Enjoy helping others learn about new features and complex concepts
• Persistent and curious, delighting in the hunt of tracking down a bug or issue, and energized by fixing this for all similar users going forward
• Experience contributing to the foundations of a support team
• Proficient at working in a technical environment and are interested in Anthropic's products
• Deep sense of ownership, and excited to help us build our team!

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Your work will help IT and security administrators feel at ease with increasing Databricks usage in their organization. Our data champions will benefit from the data security and operational simplicity you provide, to ensure that they can focus their time on creating most value for their users.

The impact you will have:

• Make security a market differentiator that enables Databricks to succeed in enterprise and regulated industries.
• Help Databricks gain the trust of CSO teams of security sensitive customers and qualify the Lakehouse platform for all data classes in the customer organization.
• Build a vision for a best-in-class network and data security policy model that provides secure access to customer workloads and data while minimizing exposure to unauthorized access and risk of data loss.
• Partner with privacy, legal, and security teams to deliver anonymization, retention, and residency for regulated data and sensitive assets such as AI models.
• Deepen our understanding of evolving threats and corresponding technologies in data security. Use customer inputs to serve as an expert and propose new innovations or best practices from the industry.
• Partner with cloud providers and support confidential compute - Rationalize and refine the differences in customer experience and data security technologies across multiple clouds including Azure, AWS and Google Cloud.

What we look for:

• 7+ years of product management experience with enterprise B2B or SaaS products, with experience delivering successful customer-facing products/features.
• Domain expertise in data security, data privacy, and encryption
• An accomplished senior product manager who can define and deliver on success metrics, summarize customer inputs into actionable requirements, and crisply communicate product value propositions to customers and sales teams.
• Experience partnering with senior engineering leadership with an ability to deep-dive into complex technical concepts.
• Experience driving business results through influential leadership across multiple partner teams including engineering, sales, marketing, solution architects and customer success.
• Passion for designing products that simplify user experience of technically complex products.

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

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You will partner with fellow CSMs to align on strategy, while collaborating with product and engineering to ensure our tools truly meet user needs. If you are passionate about empowering people to get the most out of their tools and want to drive a culture of technical proficiency across the business, this role is for you.

Responsibilities: Relevant experience in Project Management / Customer Success, product adoption, or internal training and onboarding. Experience managing and delivering software rollout projects, including defining milestones, balancing different stakeholder needs, and coordinating training resources. Proven ability to collect, arrange, interpret, and act on data to drive strategic decisions and increase overall adoption rates. Demonstrated track record of cross-functional collaboration, specifically bridging the gap between engineering, product, and wider business teams.

How you succeed: Achieve a 25% increase in overall software adoption rates across the organisation within your first 12 months. Implement a continuous feedback loop between users, Customer Success and the Product/Engineering teams. Create and distribute monthly reports on software usage and user satisfaction. Maintain a regular cadence of training sessions and recaps to bring new team members up to speed. Communicate clearly and constructively, presenting tracking details to key stakeholders and gathering in-depth feedback from power users. Contribute to a positive team culture, supporting others through the mentorship programme and leading by example.

What's in it for you: Hybrid Salary (50% of net salary paid in USD) 20 working days vacation plus all Argentina public holidays. Private healthcare (OSDE 360). Adaptive/hybrid working from our offices in HIT Polo (Palermo). Free breakfast and lunch when in office. Access to learning and development opportunities. Mobility programmes - work from another country for up to 30 days!

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You'll serve as a trusted advisor to a portfolio of customers, guiding them on Git, branching strategies, software development lifecycle, continuous integration, continuous deployment, and DevSecOps best practices.

In this role, you'll connect customer goals with GitLab capabilities, lead workshops and Centres 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.

Responsibilities

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

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

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

• Measure and monitor customers' progress against critical and key performance indicators, and share insights with GitLab account stakeholders and customer sponsors and executives.

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

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

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

Requirements

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

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

• 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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As an Enterprise Account Executive reporting to the Regional Sales Director, you will have experience selling in the Enterprise segment. Your informed point of view on Big Data and Advanced Analytics will guide your successful sales strategy together with our teams and partners, allowing you to provide value to our biggest and most valued customers.

Key responsibilities include:

• Evangelising Databricks' Unified Analytics Platform powered by Spark and launching the Databricks brand in Enterprise Accounts across all industries
• Prospecting, identifying and sourcing new sales opportunities, building pipeline individually and with the Databricks SDR team
• Engaging with business and technical decision-makers and leading them through the evaluation and buying process
• Exceeding individual activity, pipeline, and annual revenue targets
• Engaging with and driving business through local partners (technology partners, ISVs, SIs, and GSIs)
• Driving customer success and upselling existing customers
• Creating a Territory Strategy across all industries

Requirements include:

• 5+ years of experience selling SaaS solutions to Enterprise customers in ASEAN region
• Proven success in Enterprise Sales roles, ideally in big data, Cloud, or SaaS technology
• Demonstrable experience in selling innovation, ideally in big data, Cloud, or SaaS technology
• Solution and business-outcomes-focused sales approach
• Ability to simply articulate intricate cloud & big data technologies and their business value for the customer

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As a Customer Success Manager at Anthropic, you'll be the strategic partner and trusted advisor to our most complex customers across EMEA helping them harness the full potential of all our Claude capabilities - API, Claude for Enterprise, and Claude Code.

You'll develop genuine partnerships with customers, gaining a deep understanding of their business objectives, strategic direction, AI vision, and technical needs.

You'll draw on both your business acumen and technical expertise to serve as a strategic advisor throughout their journey.

Key Responsibilities:

• Establish trust-based and strategic relationships with key decision-makers across EMEA to understand their activities and objectives, identifying opportunities for optimization and expansion.

• Become an expert in Anthropic's products via API, Claude for Enterprise, and Claude Code, understanding the nuances and best practices of each to guide customers towards the right solutions.

• Leverage your deep understanding of the customer and regional specifics to proactively drive usage planning, identifying current and future consumption and adoption trends, and how they translate into value-added for the customer.

• Monitor usage patterns and identify opportunities for optimization, proactively addressing underutilization of product-based consumption (API) and subscription-based (Claude for Enterprise/Claude Code) to fully leverage contractual commitments.

• Play a strategic partner role with customers, enriching their knowledge of Claude through the dissemination of Anthropic's product roadmap, introducing new products, and involving product leads to make customers the voice of the region EMEA.

• Document and quantify customer value realized through commercial results, ROI, and impact indicators to form compelling internal business cases to pursue and increase investments.

• Identify potential use cases and sectors not yet exploited, collaborating with customers to discover new applications for Claude within different services, teams, and workflows.

• Develop and implement change management strategies to drive adoption by end-users and maximize value within customer organizations, including training programs, center of excellence development, and organizational support.

• Manage the customer experience throughout their lifecycle: manage comprehensive accounts and success plans based on customer business objectives, conduct quarterly business reviews, and serve as the primary intermediary between the customer and Anthropic.

• Contribute to Anthropic's brand development and customer relationships as a member of the first customer success team in the region, developing processes, operational guides, and best practices tailored to the EMEA region and taking into account regional corporate cultures.

Requirements:

• More than 6 years of experience in customer-facing roles (Customer Success, Consulting, Solutions Architect, Solutions/Functional Consultant, Success Engineer, or similar).

• Proven experience in driving success in consumption-based and subscription-based commercial models, with a good understanding of growth levers and associated performance indicators.

• Technical mastery and ability to understand and articulate AI/ML concepts, API integrations, and software implementation models.

• Experience presenting and demonstrating technical products to diverse audiences.

• Strategic mindset to identify growth opportunities and translate them into concrete expansion plans.

• Collaborative and adaptable individual who represents the customer positively and proactively, mobilizing the entire team around solutions to meet customer needs.

• Strong project management skills and ability to manage multiple customer relationships.

• Passion for AI and interest in responsible development of advanced systems.

• Gain experience working and contributing to a rapidly growing region, balancing time zones from the US-headquartered headquarters.

• Ability to bring order to chaos and an enthusiastic 'roll-up-your-sleeves' attitude. You have a team spirit.

Preferred skills: French, German, Spanish, or Italian language proficiency.

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As an Enterprise Account Executive, you will be responsible for building awareness and driving demand for Elastic solutions within new Enterprise accounts, by helping users and customers derive value from their data sets. You will serve as an evangelist for our Open Source offerings while communicating and demonstrating the capabilities of our commercial features. You will uncover new and diverse use cases to enable our users to work smarter, not harder. You will collaborate across Elastic business functions to ensure a seamless customer experience. You will work thoughtfully with customers to identify new business opportunities, manage through the sales cycle and close complex transactions. You will build a robust business plan through community, customer and partner ecosystems to achieve significant Elastic growth within your accounts.

To be successful in this role, you will need 8-10 years of sales experience, ideally in a hunter/new business role. You will need previous experience selling into the Enterprise accounts in Taiwan. You will need a proven track record of success in selling Term and SaaS subscriptions into net new complex accounts, demonstrated by overachievement of quota and strong customer references. You will need a deep understanding and preferably experience selling into the ecosystem we live in, including Enterprise Search, Logging, Security, APM and Cloud. You will need the ability to build relationships and credibility with both Developers and Executives. You will need predictability and accurate forecasting capabilities using SFDC. You will need an appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every single day. Mandarin will be required for this role due to the focus market.

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As a dedicated Customer Success Manager, you'll be the strategic partner and trusted advisor to universities - helping them harness Claude's full potential of all our Claude capabilities - API, Claude for Enterprise, and Claude Code to amplify their social impact.

You'll develop genuine partnerships with education institutions gaining a deep understanding of their mission, strategic objectives, programmatic goals, and technical capacity. Drawing on your education expertise, business acumen, and technical knowledge, you'll serve as a strategic advisor throughout their journey,helping them identify the right Claude capabilities for their specific objectives while providing best practices tailored to the unique constraints of institutions and education organisations.

You'll help universities scale their AI usage safely and effectively, implementing change management strategies and driving toward impact for students, faculty, and administrators.

Responsibilities:

• Build and maintain strategic relationships with key university decision-makers while serving as the primary point of contact between universities and Anthropic, navigating complex academic stakeholder ecosystems including faculty, administrators, IT departments, and procurement offices.

• Become an expert in Anthropic's products across API, Claude for Enterprise, and Claude Code, understanding the technical nuances and best practices for each to guide customers to the right solutions

• Monitor usage patterns and proactively drive adoption,identifying optimisation opportunities, addressing underutilisation across consumption-based (API) and seat-based products, and discovering new applications for Claude across departments and workflows

• Develop and execute change management strategies appropriate for universities, driving adoption through Train the Trainer programs, Centre of Excellence development, and organisational enablement that respects education institutions constraints and decision-making processes

• Create and maintain enablement resources ,identifying opportunities to develop scalable assets that drive efficiency across the partner portfolio

• Serve as the customer’s thought partner, enhancing their knowledge of Claude products by socialising Anthropic’s product roadmap, driving awareness on new products and engaging Product PMs

• Identify and create opportunities for thought leadership and community activation, developing 1:many engagement programs such as webinars, cohort-based learning, and peer networking that extend impact beyond individual partner relationships

• Design initiatives that showcase impactful use cases for teaching, learning and research, and helping them embed and deploy AI while uncovering its full range of capabilities in teaching, research, and administration.

You may be a good fit if you have:

• 5+ years of experience in higher education technology, preferably in SaaS or emerging technologies, with a strong background in Customer Success

• Demonstrated ability to navigate academic bureaucracies and build consensus among diverse stakeholders including faculty, administrators, and IT departments

• Deep understanding of higher education buying cycles, decision-making processes, and key pain points, with a track record of driving adoption across academic institutions

• Excellent communication skills with the ability to translate technical concepts for various audiences, from faculty and researchers to senior administration

• Technical fluency with ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns

• Experience explaining and demonstrating technical products to various audiences

• Strategic mindset to identify growth opportunities and translate them into actionable expansion plans

• Strong cross-functional collaboration skills with ability to advocate effectively for customer needs

• Passion for both AI and social impact work, with strong interest in ensuring frontier AI systems are developed safely, ethically, and deployed to benefit society

• A knack for bringing order to chaos and an enthusiastic “roll up your sleeves'' mentality. You are a true team player

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings (“OTE”) range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary: $200,000-$260,000 USD

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You'll partner closely with customers after the sale to turn pre-sales command plans into concrete success plans, guide them along the customer journey, and drive hands-on enablement, adoption, utilisation, and maturity.

Reporting into the APJ Customer Success organisation, you'll own a book of customers, act as their primary GitLab liaison for questions and escalations, and coordinate with Product Management, Engineering, Sales, Professional Services, and Support so customers can navigate complex technical and organisational challenges with confidence.

You'll use your understanding of Git, software development lifecycles, and continuous integration, continuous deployment, and DevSecOps practices to help customers adopt best practices and stay current with new GitLab capabilities.

In your first year, success looks like building strong, consultative relationships with key stakeholders, increasing adoption of the GitLab platform, and strengthening retention, growth, and customer satisfaction across your portfolio.

Responsibilities

• Partner with customers to translate pre-sales command plans and desired business outcomes into actionable objectives and clear success criteria.

• Guide customers on how to best use the GitLab platform, including common DevSecOps best practices, Git workflows, CI/CD, and adoption patterns.

• Own a book of customers and drive adoption, retention, expansion, and overall satisfaction through ongoing strategic and technical engagement.

• Build and maintain Customer Success Plans, define critical goals and key performance indicators, and track progress with customers over time.

• Act as the primary GitLab liaison for assigned accounts, coordinating responses to questions, issues, and escalations across Support, Product Management, Sales, and Professional Services.

• Provide hands-on technical enablement and onboarding, including education on new GitLab features, releases, and relevant use cases.

• Program manage account escalations, ensuring root causes are understood, follow-up actions are owned, and stakeholders are informed.

• Collaborate with Services and other internal teams to identify and recommend 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 actionable success plans, key goals, and measures.

• Background in customer success, post-sales, or professional services roles focused on adoption, retention, and satisfaction.

• Ability to manage a portfolio of customers, including handling escalations and coordinating across Support, Product Management, Sales, and Professional Services.

• Strong communication, presentation, and organisational skills, with attention to detail and analytical thinking.

• Experience planning and managing projects or initiatives in technical environments, including identifying training and enablement needs.

• Alignment with GitLab's values and interest in applying transferable skills from related roles or industries, with flexibility to travel as needed according to company policy.

About the Team

We are part of GitLab's Customer Success organisation. Our mission is to help customers align the GitLab platform with their business objectives through hands-on technical enablement, driving adoption, utilisation, and DevSecOps maturity while building strong, consultative relationships.

As Customer Success Architects, we act as trusted advisors and key liaisons between customers and the broader GitLab ecosystem, collaborating closely with Product Management, Engineering, Sales, Support, and Professional Services to address questions, guide roadmaps, and navigate escalations.

We work in an all-remote, asynchronous way, coordinating across time zones to support a focused set of strategic accounts and ensure long-term customer success.

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In this role, you'll apply enterprise-grade customer success practices to partnerships with mission-driven organisations. Anthropic's Beneficial Deployments team is focused on building AI for good through partnerships with high-impact organisations across education, public health, life sciences, economic mobility, and more.

As the dedicated Customer Success Manager, you'll be the strategic partner and trusted advisor across EMEA - helping them harness Claude's full potential of all our Claude capabilities - API, Claude for Enterprise, and Claude Code to amplify their social impact across program delivery, research, fundraising, and operations.

You'll develop genuine partnerships with organisations, gaining a deep understanding of their mission, strategic objectives, programmatic goals, and technical capacity. Drawing on your social impact expertise, business acumen, and technical knowledge, you'll serve as a strategic advisor throughout their journey,helping them identify the right Claude capabilities for their specific objectives while providing best practices tailored to the unique constraints of the social sector.

Your role focuses on helping non-profit organisations scale their AI adoption effectively, implement change management strategies suited to mission-driven cultures, optimise use cases for maximum social impact, and demonstrate value that supports continued investment and expansion.

As one of our early CSMs in EMEA, you'll be a pioneer - helping to build regional processes, establishing new customer relationships, and representing Anthropic's brand in a high-growth market. You'll operate with significant autonomy while maintaining strong alignment with global teams, requiring someone who thrives in ambiguous environments and can work effectively across time zones.

Responsibilities:

• Build trusting, strategic relationships with non-profit leaders, program officers, and mission-driven stakeholders to understand their organisational goals, programmatic needs, and social impact objectives, identifying opportunities for optimisation and expanded AI deployment

• Become an expert in Anthropic's products across API, Claude for Enterprise, and Claude Code, understanding the technical nuances and best practices for each to guide customers to the right solutions

• Leverage your deep knowledge of the customer and regional nuances to proactively drive usage planning, understanding current and future consumption/adoption and how it creates realised value for the customer

• Monitor usage patterns and proactively drive adoption,identifying optimisation opportunities, addressing underutilisation across consumption-based (API) and seat-based products, and discovering new applications for Claude across departments and workflows

• Create and maintain customer enablement resources ,identifying opportunities to develop scalable assets that drive efficiency across the partner portfolio

• Serve as the customer’s thought partner, enhancing their knowledge of Claude products by socialising Anthropic’s product roadmap, driving awareness on new products and engaging Product PMs

• Document and quantify value realised through social impact outcomes, program effectiveness metrics, cost savings, and mission amplification to build compelling cases for continued investment in AI

• Own the partnership experience across the organisation's lifecycle,managing comprehensive account and success plans grounded in the organisation's mission and social impact objectives, conducting Quarterly Impact Reviews that demonstrate measurable impact, and serving as the primary conduit between the organisation and Anthropic

You may be a good fit if you have:

• 5+ years of experience in customer-facing roles (Customer Success, Consulting, Solutions Architect, Solutions/Functional Consultant, Success Engineer or similar), with preference for experience supporting mission-driven organisations or working at the intersection of technology and public good,including non-profits, foundations, educational institutions, government agencies, or social impact programmes

• Experience driving success across both consumption-based and seat-based business models, with understanding of different expansion levers and success metrics for each

• Technical fluency with ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns

• Experience explaining and demonstrating technical products to various audiences

• Strategic mindset to identify growth opportunities for expanded social impact and translate them into actionable expansion plans

• Strong cross-functional collaboration skills with ability to advocate effectively for customer needs

• Passion for both AI and social impact work, with strong interest in ensuring frontier AI systems are developed safely, ethically, and deployed to benefit society

• A knack for bringing order to chaos and an enthusiastic “roll up your sleeves'' mentality. You are a true team player

• (Bonus) Fluency in French, German, Spanish or Italian

Annual compensation range for this role is £125,000-£165,000 GBP

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As an Enterprise Customer Success Manager for DNB, you'll be the strategic partner and a trusted advisor to our most complex customers with a portfolio of innovative, technology-forward companies,from high-growth to established tech leaders,helping them harness the full potential of all our Claude capabilities - API, Claude for Enterprise, and Claude Code.

You'll work with organisations that move fast and push the boundaries of what's possible with LLM technology. Developing genuine partnerships with customers, gaining a deep understanding of their business objectives, strategic direction, AI vision, and technical needs.

You'll draw on both your business acumen and technical expertise to serve as a strategic advisor throughout their journey with us.

In partnership with the broader account team you will help customers identify the right Claude capabilities for their specific business objectives, working closely with them to provide best practices and guidance while supporting them as their usage (consumption & seat based) grows and evolves.

Your role focuses on helping customers scale their usage effectively, drive model and use case optimisations, implement change management strategies, and maximise the value of their investment through expanded use cases across their organisation.

The insights you gather from your customers will directly inform our research priorities, product development, and go-to-market strategies , making you a key voice in shaping how we build and deliver ongoing value as a business.

Responsibilities:

• Build trusting, strategic relationships with key customer decision makers to understand their business and objectives, identifying opportunities for optimisation and expansion

• Become an expert in Anthropic's products across API, Claude Code and Claude for Enterprise, understanding the technical nuances and best practices for each to guide customers to the right solutions

• Leverage your deep knowledge of the customer and other Digital Native Businesses to proactively drive usage planning, understanding current and future consumption/ adoption and how it creates realised value for the customer

• Monitor usage patterns and identify optimisation opportunities, proactively addressing underutilisation across both consumption-based (API) and seat-based (Claude for Enterprise / Claude Code) products to drive full value from contracted commitments

• Serve as the customer’s thought partner, enhancing their knowledge of Claude products by socialising Anthropic’s product roadmap, driving awareness on new products and engaging Product PMs

• Document and quantify customer value realised through business outcomes, ROI, and impact metrics to build compelling internal business cases for continued and expanded investment

• Identify potential use cases and lines of business not currently onboarded, partnering with customers and Sales to discover new applications for Claude across different departments, teams, and workflows

• Develop and execute change management strategies to drive end-user adoption and maximise value within customer organisations, including Train the Trainer programs, Centre of Excellence development, and organisational enablement

• Own the customer experience across their lifecycle , managing comprehensive account and success plans grounded in the customer's business objectives, conducting Quarterly Business Reviews, and serving as the primary conduit between the customer and Anthropic

• Develop scalable engagement strategies and playbooks for your DNB portfolio, balancing high-touch strategic accounts with efficient coverage models to maximise impact across all customers

You may be a good fit if you have:

• 6+ years of experience in Customer Success, Technical Account Management, or Solutions Engineering

• Experience working with technology companies, SaaS platforms, or digital-first businesses,ideally including high-growth and established tech companies

• Technical fluency with ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns across a set of diverse stakeholders,from developers and product managers to executives and end users

• Experience driving success across both consumption-based and seat-based business models, with understanding of different expansion levers and success metrics for each

• Strategic mindset to identify growth opportunities and translate them into actionable expansion plans

• Proven track record managing a portfolio of accounts while maintaining strong relationships and driving measurable outcomes

• Cross-functional collaborator who represents the customer in a positive, proactive manner, rallying everyone around paths forward that solve customer needs

• Passion for AI and interest in responsible development of advanced systems

• A knack for bringing order to chaos and an enthusiastic “roll up your sleeves” mentality,you’re a true team player

Annual compensation range for this role is $200,000-$315,000 USD.

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About the Role: The Head of Programmatic Outcomes (Product) shapes the product-led growth strategy, in-product activation design, and adoption loops that reach every knowledge worker , not account by account, but at population scale , in deep partnership with Anthropic’s Product, Growth Marketing, and Strategy functions.

Responsibilities:

• Drive the PLG activation strategy across Claude Teams, Claude for Enterprise, Claude Code, and API , partnering with Product PMs and Growth Marketing to define plays that drive adoption from first login to habitual daily use

• Co-design onboarding sequences, in-product nudges, and activation milestones with Product , then codify them so the Customer Success team and partners execute at scale

• Partner with Product and Strategy to define which usage signals indicate healthy vs. at-risk accounts and trigger the right human or automated interventions

• Partner closely with Product PMs to ensure the activation motion is built into the product, not bolted on , serving as the dedicated GTM voice advocating for UX patterns and enablement features that reduce time-to-value, and reducing duplication between Product-owned onboarding and CS-owned playbooks

• Develop and test hypothesis-driven activation plays across specific knowledge-worker use cases (Finance, Legal, HR, exec workflows) , codifying what converts at scale

• Hold the connective tissue across the Partners and Growth Marketing capability leads to ensure PLG motions are product-anchored, not just relationship-driven or campaign-driven , this leader is the integration point, not a parallel function

• Establish adoption benchmarks, population-level penetration metrics, and health indicators the programmatic team uses to track progress on the knowledge-worker gap

• Feed product activation learnings back into the Success motion , creating the intelligence loop between population-level data and account-level execution

Requirements:

• 8+ years in PLG, growth PM, product marketing, or CS strategy with direct ownership of activation or adoption metrics

• Experience designing and running product-led onboarding or activation programs at enterprise SaaS or AI companies , not just contributing to them

• Deep understanding of how product telemetry translates into adoption signals and how to trigger the right human and automated interventions

• Strong cross-functional fluency: you’ve worked embedded with Product teams while maintaining a GTM orientation and commercial accountability

• Track record of building programmatic motions that generate scale across a large customer base , not one-off account customizations

• Real perspective on what drives knowledge workers to build habits around new tools, backed by experience

Salary: The annual compensation range for this role is $315,000-$350,000 USD.

Logistics:

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

• Required field of study: A field relevant to the product management role

• Minimum years of experience: 8+ years

• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time

• Visa sponsorship: We do sponsor visas!

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As a Customer Success Manager at Anthropic, you'll be the strategic partner and trusted advisor to our most complex customers across EMEA helping them harness the full potential of all our Claude capabilities - API, Claude for Enterprise, and Claude Code.

You'll develop genuine partnerships with customers, gaining a deep understanding of their business objectives, strategic direction, AI vision, and technical needs.

In partnership with the broader account team you will help customers identify the right Claude capabilities for their specific business objectives, working closely with them to provide best practices and guidance while supporting them as their usage (consumption & seat based) grows and evolves.

Your role focuses on helping customers scale their usage effectively, implement change management strategies, optimize use cases, and maximize the value of their investment through expanded use cases across their organization.

The insights you gather from your customers will directly inform our research priorities, product development, and go-to-market strategies , making you a key voice in shaping how we build and deliver ongoing value as a business.

As one of our early CSMs in EMEA, you'll be a pioneer - helping to build regional processes, establishing new customer relationships, and representing Anthropic's brand in a high-growth market.

You'll operate with significant autonomy while maintaining strong alignment with global teams, requiring someone who thrives in ambiguous environments and can work effectively across time zones.

Responsibilities:

• Build trusting, strategic relationships with key EMEA customer decision makers to understand their business and objectives, identifying opportunities for optimization and expansion
• Become an expert in Anthropic's products across API, Claude for Enterprise, and Claude Code, understanding the technical nuances and best practices for each to guide customers to the right solutions
• Leverage your deep knowledge of the customer and regional nuances to proactively drive usage planning, understanding current and future consumption/ adoption and how it creates realized value for the customer
• Monitor usage patterns and identify optimization opportunities, proactively addressing underutilization across both consumption-based (API) and seat-based (Claude for Enterprise / Claude Code) products to drive full value from contracted commitments
• Serve as the customer’s thought partner, enhancing their knowledge of Claude products by socializing Anthropic’s product roadmap, driving awareness on new products and engaging Product PMs as the voice of EMEA customers
• Document and quantify customer value realized through business outcomes, ROI, and impact metrics to build compelling internal business cases for continued and expanded investment
• Identify potential use cases and lines of business not currently onboarded, partnering with customers to discover new applications for Claude across different departments, teams, and workflows
• Develop and execute change management strategies to drive end-user adoption and maximize value within customer organizations, including Train the Trainer programs, Center of Excellence development, and organizational enablement
• Own the customer experience across their lifecycle , managing comprehensive account and success plans grounded in the customer's business objectives, conducting Quarterly Business Reviews, and serving as the primary conduit between the customer and Anthropic
• Build Anthropic's brand and customer relationships as a member of the first in-region CS team, developing EMEA-specific processes, playbooks, and best practices where needed that account for regional business cultures

Requirements:

• 6+ years of experience in customer-facing roles (Customer Success, Consulting, Solutions Architect, Solutions/ Functional Consultant, Success Engineer or similar)
• Experience driving success across both consumption-based and seat-based business models, with understanding of different expansion levers and success metrics for each
• Technical fluency with ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns
• Experience explaining and demonstrating technical products to various audiences
• Strategic mindset to identify growth opportunities and translate them into actionable expansion plans
• Cross-functional collaborator who represents the customer in a positive, proactive manner, rallying everyone around paths forward that solve customer needs
• Strong project management skills and ability to manage multiple customer relationships
• Passion for AI and interest in responsible development of advanced systems
• Experience working in and building a growing region, while navigating across time zones with US-based headquarters
• A knack for bringing order to chaos and an enthusiastic “roll up your sleeves'' mentality

Bonus:

• Fluency in French, German, Spanish or Italian

Logistics:

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

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Key responsibilities include:

• Designing and building a scalable customer training program focused on activation, adoption, and value realization
• Developing onboarding resources, workshops, and deep-dive content around our platform and products
• Defining and tracking the metrics that determine whether customers are achieving value, partnering with Sales and Customer Success to close gaps
• Partnering with Product and Product Marketing to build enablement materials aligned to new product releases and evolving use cases
• Serving as a resource and advisor to GTM teams for customer engagements, helping them articulate value and guide adoption
• Building and maintaining a knowledge base and self-service learning resources that scale beyond one-to-one engagement

You will be a key member of the Go-to-Market team and will work closely with Sales, Customer Success, Product, and Product Marketing to ensure our training approach evolves alongside our product and GTM strategy.

If you have 8+ years of experience in a customer-facing role such as sales engineering, solutions consulting, or technical enablement within AI/ML or enterprise technology organizations, and you are comfortable in front of both technical and executive audiences, then you may be a good fit for this role.

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A typical day will involve building and managing partner relationships, directly managing accounts to meet and exceed quarterly/annual sales goals, analysing data to identify strategic opportunities, and prospecting and onboarding new supply.

You will also maintain a baseline understanding of technical integrations, represent Airbnb in external meetings, educate clients on product changes, and hold regular optimisation calls and business reviews.

Your expertise will be in sales, account management, business development, customer success, or partner support, with a proven track record of working a leads pipeline and/or a book of business.

You will have excellent communication and presentation skills, and be highly analytical, able to transform and interpret data into actionable insights.

You will be available to travel to assigned markets and have a passion for Airbnb, travel, and the sharing economy.

The ideal candidate will have 5+ years of experience in sales, account management, business development, customer success, or partner support, and 2+ years of technology, travel, or hospitality industry experience.

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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:

• 4+ years of experience in a technical role such as Customer Engineer, Forward Deployed Engineer, Software Engineer or Technical Product Manager 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

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As our dedicated Enterprise Customer Success Manager for a global technology leader with 100k employees, you’ll be their strategic partner and trusted advisor helping them harness the full potential of all our Claude capabilities - API, Claude for Enterprise, and Claude Code.

You'll work with a global technology leader with 100k employees to actively deploy AI to reshape the technology landscape. You’ll be working with key partners who are moving fast and pushing the boundaries of what's possible with LLM technology.

Your role will entail developing genuine partnerships with the customer and key stakeholders, gaining a deep understanding of their multi-pronged business objectives, strategic direction, AI vision, and technical needs.

You'll draw on both your business acumen and technical expertise to serve as a strategic advisor throughout their journey with us.

In partnership with the broader account team, you will help customers identify the right Claude capabilities for their specific business objectives, working closely with them to provide best practices and guidance while supporting them as their usage (consumption & seat based) grows and evolves.

Your role focuses on helping customers scale their usage effectively, drive model and use case optimizations, implement change management strategies, and maximize the value of their investment through expanded use cases across their organization.

The insights you gather from your customers will directly inform our research priorities, product development, and go-to-market strategies , making you a key voice in shaping how we build and deliver ongoing value as a business.

Responsibilities:

• Build trusting, strategic relationships with key customer decision makers in complex, matrixed organizations; understand their business and objectives and identify opportunities for optimization and expansion

• Become an expert in Anthropic's products across API, Claude Code and Claude for Enterprise, understanding the technical nuances and best practices for each to guide customers to the right solutions

• Leverage your deep knowledge of the customer and other Digital Native Businesses to proactively drive usage planning, understanding current and future consumption/ adoption and how it creates realized value for the customer

• Monitor usage patterns and identify optimization opportunities, proactively addressing underutilization across both consumption-based (API) and seat-based (Claude for Enterprise / Claude Code) products to drive full value from contracted commitments

• Serve as the customer’s thought partner, enhancing their knowledge of Claude products by socializing Anthropic’s product roadmap, driving awareness on new products and engaging Product PMs

• Document and quantify customer value realized through business outcomes, ROI, and impact metrics to build compelling internal business cases for continued and expanded investment

• Identify potential use cases and lines of business not currently onboarded, partnering with customers and Sales/Product to discover new applications for Claude across different departments, teams, and workflows

• Develop and execute change management strategies to drive end-user adoption and maximize value within customer organizations, including Train the Trainer programs, Center of Excellence development, and organizational enablement

• Own the customer experience across their lifecycle , managing comprehensive account and success plans grounded in the customer's business objectives, conducting Quarterly Business Reviews, and serving as the primary conduit between the customer and Anthropic

• Develop scalable engagement strategies and playbooks for your customer that can be utilized across other high-touch strategic DNB accounts to maximize impact across all customers

You may be a good fit if you have:

• 8+ years of experience in Customer Success, Technical Account Management, or Solutions Engineering

• Experience working with both F10 and F500 technology companies, SaaS platforms, or digital-first businesses,ideally including high-growth and established tech companies

• Deep understanding of the AI landscape, including direct experience working for or with large technology companies with investments/products at every layer of the AI tech stack

• Technical fluency with ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns across a set of diverse stakeholders,from developers and product managers to executives and end users

• Experience driving success across both consumption-based and seat-based business models, with understanding of different expansion levers and success metrics for each

• Strategic mindset to identify growth opportunities and translate them into actionable expansion plans

• Proven track record managing a portfolio of accounts while maintaining strong relationships and driving measurable outcomes

• Cross-functional collaborator who represents the customer in a positive, proactive manner, rallying everyone around paths forward that solve customer needs

• Passion for AI and interest in responsible development of advanced systems

• A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality,you’re a true team player and view yourself as the COO of your customer accounts

Logistics

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

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

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

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

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

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Your primary focus will be on acquisition strategy development, generating and converting supply leads, and strategic partners relationship management. You will also create and iterate scalable localised supply management strategies for both developed and highly competed market destinations and nascent and relatively untapped new markets.

A typical day will involve building and managing partner relationships within assigned territory, directly managing accounts to meet and exceed quarterly/annual sales goals, analysing data and utilising data-driven recommendations to identify and action on strategic opportunities in your region.

You will also prospect and onboard new, high quality supply in your assigned geography, maintain a baseline understanding of the technical integration of various software partners, and represent Airbnb in external meetings with Professional Hosts and at industry conferences in your market.

You will educate clients on all significant product changes and cascade feedback on product and policy to the relevant internal stakeholders, hold regular optimisation calls and business reviews with your partners, and develop a deep knowledge of your assigned geographic markets.

Responsibilities:

• Build and manage partner relationships within assigned territory
• Directly manage accounts to meet and exceed quarterly/annual sales goals
• Analyse data and utilise data-driven recommendations to identify and action on strategic opportunities in your region
• Prospect and onboard new, high quality supply in your assigned geography
• Maintain a baseline understanding of the technical integration of various software partners
• Represent Airbnb in external meetings with Professional Hosts and at industry conferences in your market
• Educate clients on all significant product changes and cascade feedback on product and policy to the relevant internal stakeholders
• Hold regular optimisation calls and business reviews with your partners
• Develop a deep knowledge of your assigned geographic markets

Requirements:

• 5+ years of experience in sales, account management, business development, customer success or partner support
• 2+ years of technology, travel or hospitality industry experience
• Fluency in English & Korean
• Strong time management and prioritisation skills
• Proven track record of being able to effectively work a leads pipeline and/or a book of business
• Excellent communication and presentation skills and ability to communicate effectively with clients via phone, email, and in-person
• Highly analytical and ability to transform and interpret data into actionable insights for your hosts and the business
• The ability to get things done with constantly changing priorities, projects and deadlines
• Available to travel to assigned markets
• Passion for Airbnb, travel, and the sharing economy
• Being an Airbnb host is a plus
• Proven experience working cross-functionally
• Ability to work at both strategic and tactical levels, with a proven track record to execute in ambiguous environments
• Ability to work within tight deadlines, adjust to changes in priorities, and balance short-term needs with long-term strategic initiatives
• Highly proficient in using CRM software, specifically in working with leads, opportunities and other core objects
• Salesforce experience is a plus
• Charismatic self-starter who is resourceful and self-sufficient

Our Commitment To Inclusion & Belonging:

Airbnb is committed to working with the broadest talent pool possible. We believe diverse ideas foster innovation and engagement, and allow us to attract creatively-led people, and to develop the best products, services and solutions. All qualified individuals are encouraged to apply.

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This role sits at the intersection of Customer Success innovation and AI transformation. As a Scaled Customer Success Manager at Anthropic, you'll be owning the success of a large portfolio of Commercial and Enterprise customers, you’ll design and execute scalable customer journeys through digital touch points, automated programs, one-to-many engagements, and strategic human intervention.

You won't just manage customers , you'll 'Claudify' the customer experience by building AI-powered processes that transform how customers adopt and derive value from Claude. Your work will directly shape how we engage customers at scale while maintaining the personalized, high-value experience that defines Anthropic.

You'll collaborate closely with our Programmatic Success team to develop compelling customer content, with Sales organization to co-develop strategic plans, ensure seamless handoffs, and drive growth opportunities, with Product to channel customer insights and build consumption-driving features, and with Customer Success leadership to continuously optimize our scaled engagement model, all while pioneering how we leverage our own AI capabilities to transform digital customer engagement.

Responsibilities:

• Own scaled customer engagement for a large portfolio of Commercial and Enterprise accounts, managing customers through timebound, digital-first touchpoints that drive activation, consumption, retention, and expansion across Claude Enterprise, Claude Code, and API products

• Execute timebound strategic human touchpoints at key moments, customer activation, expansion discussions, renewal conversations, risk interventions , ensuring high-impact interactions when customers need them most

• Provide technical guidance. Develop deep product expertise to guide implementation decisions, advise on safe, impactful adoption of new features, and translate AI capabilities into business value for audiences from developers to executives

• Channel customer voice back to Product and leadership by aggregating insights from digital interactions, surveys, and community engagement to influence roadmap and improve customer experience

• Partner cross-functionally with Marketing on customer campaigns, Sales on handoffs and growth, Product on adoption-driving features, and Customer Success on playbook development and optimization

• Triage and prioritize across a pooled book. Work from a shared queue of engagement requests across a large customer pool. Ramp quickly on unfamiliar accounts, ruthlessly prioritize through a business-impact lens, and maintain quality across high concurrent volume

• 'Claudify' customer touch points by designing and implementing AI-powered processes that enhance the customer experience,using Claude to personalize communications, automate repetitive tasks, and deliver proactive insights at scale

• Design and execute one-to-many programs including email campaigns, webinars, office hours, and digital content that educate customers, drive product adoption, and surface expansion opportunities across customer segments

• Develop scalable onboarding and activation programs that ensure customers achieve rapid time-to-value, including digital onboarding sequences, self-service resources, and pooled support models

Requirements:

• 3-5+ years in customer-facing roles such as Customer Success, Customer Marketing, or Account Management or Consulting ,with experience managing a high volume of accounts or building scaled programs

• Experience with digital-first or tech-touch customer engagement: You've built or executed one-to-many programs including email campaigns, webinars, customer communities, or automated customer journeys

• Systems thinking and process orientation: You naturally ask 'how might we scale this?' and have experience building repeatable playbooks, templates, and frameworks that work across diverse customer types

• Data-driven mindset: You're comfortable analyzing customer health metrics, product usage data, and program effectiveness to make decisions and optimize approaches

• Technical aptitude and AI enthusiasm: You quickly master complex products, translate technical concepts across audiences, and are genuinely excited about responsible AI's potential to transform business. You're committed to helping customers adopt Claude safely and effectively

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

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

Nice to Have:

• Familiarity with AI/ML products, developer tools, or API-based products

• Experience in consumption-based or usage-driven business models

• Track record of building customer programs from scratch that drove measurable retention or expansion outcomes

• Experience with Customer Success platforms (Gainsight, Vitally, ChurnZero) and marketing automation tools

• Background in Digital Customer Success, Scaled Success, Customer Education, or Customer Marketing

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