Biffa is seeking an exceptional Regional General Manager to take full strategic ownership of our South West region.

Reporting to the Area Business Director, you are the driving force behind multi-site operational excellence. Through people-first leadership, strategic foresight, and an unwavering commitment to service and safety, you shape the region’s success story.

Your leadership sets the tone for sustained growth, customer satisfaction, and cultural resonance across all sites. In this high-impact role, you will lead from the front,ensuring every operation is safe, compliant, and cost-effective.

Key Responsibilities:

Strategic Leadership

• Define and deliver the regional strategy aligned with organisational goals
• Influence the wider business and contribute to national planning conversations
• Set and support strategic growth initiatives (organic and M&A)
• Represent the region in key stakeholder engagements and Town Halls

Operational Management

• Ensure safe and compliant operations with visible safety leadership
• Deliver P&L accountability and meet budget targets
• Foster operational excellence through simplicity, consistency, and data-driven performance
• Drive efficiencies across disposal, payroll, and asset utilisation
• Drive efficient processes and high recovery rates in Transfer Stations

People & Culture

• Develop and sustain a high-performance culture through coaching and leadership behaviours
• Lead succession planning and colleague development
• Engage and inspire teams through genuine, accountable leadership
• Champion diversity, inclusion, and collaborative working across sites

Customer Excellence

• Ensure industry-leading service with a relentless customer-first mindset
• Lead successful mobilization and reduce customer churn
• Ensure strong links with the Customer Services and Credit Control team to ensure that churn is managed in the appropriate way for the region
• Achieve On-Time-In-Full (OTIF) delivery targets

Commercial Enablement

• Enable growth through commercial partnerships and local market opportunities
• Support capacity expansion and talent development across regional and site teams through partnering with Central support teams
• Collaborate and influence with disposal procurement team to negotiate competitive disposal rates/terms to support the disposal budget.

What We’re Looking For

• A proven track record of running large, operationally complex businesses
• Strong financial acumen and experience owning a P&L
• Senior leadership experience across commercial, operational, and people functions
• The ability to build performance cultures that deliver results
• Executive presence with strong stakeholder influence
• Experience driving transformation or business improvement
• Degree-level education (or equivalent experience); Transport CPC advantageous

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In this role, you will:

• Build and manage a growing portfolio of new accounts across industries adopting conversational AI to help ElevenLabs meet its revenue goals
• Identify new business opportunities where ElevenLabs’ conversational AI capabilities can drive user engagement, automation, or cost efficiency
• Develop and maintain a deep understanding of the conversational AI landscape, including customer use cases, competitive solutions, and emerging trends
• Demonstrate expertise,or a strong willingness to learn,about conversational AI and how ElevenLabs’ voice technology can unlock value across customer support, virtual agents, in-app assistants, and more
• Develop and execute account strategies to expand ElevenLabs’ presence within key enterprise verticals
• Partner closely with customer success and solutions engineering to ensure smooth onboarding and expansion of accounts

Requirements:

• 7+ years of quota-carrying enterprise sales experience in SaaS or technology, ideally with exposure to AI, generative AI, LLM-based products, or API-driven platforms
• Proven success closing seven-figure deals and managing complex sales cycles with multiple stakeholders
• Deep understanding of enterprise procurement and legal processes, with ability to accelerate deal velocity
• Experience selling technical solutions to product and engineering leaders; ability to translate complex technology into business value
• Strong executive presence and ability to build relationships at the C-suite and board level
• Comfort operating in an early-stage, high-growth environment, including building new playbooks and iterating quickly
• Passion for voice and audio AI and how it can unlock transformative value for customers
• A hybrid of customer & product-driven mentality that prioritises client satisfaction & scale

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Central to this role is your ability to communicate value effectively, inspire prospects, and sell the Synthesia solution with conviction. We have ambitious revenue goals this year, and you will play a key role in how the Enterprise team contributes to achieving them.

We're building a world-class Go-to-Market organisation where talented, driven salespeople can thrive. If you're excited to make an impact and hungry for opportunity, we'd love to hear from you.

Responsibilities

• Managing the full sales cycle within our Enterprise (1k–20k employees) segment.

• Landing new logos and expanding existing relationships through upselling and cross-selling into new departments and use cases.

• Taking full ownership of your pipeline, building detailed account plans and identifying top targets within your accounts.

• Using MEDDPICC to qualify opportunities and identify risk across all stages of the sales funnel.

• Managing all sales activities in Salesforce (CRM).

Requirements

• Proven experience landing and expanding within organisations of 1k–10k employees, with a track record as a consistent top performer.

• A PG mindset, with strong outbound prospecting experience and confidence in value-based product demonstrations.

• The ability to identify client pain points and develop compelling ROI-driven value propositions.

• Experience in reputable, value-driven, methodological sales environments, ideally using MEDDPICC, CoM, or similar frameworks.

• Strong business acumen, with examples of how you've built business value and cultivated champions across organisations.

• Experience thriving in rapid-growth environments, embracing both the opportunities and challenges they bring.

• Executive presence, paired with exceptional verbal and written communication skills in English.

Culture

At Synthesia, we're passionate about building, not talking, planning or politicising. We strive to hire the smartest, kindest and most unrelenting people and let them do their best work without distractions. Our work principles serve as our charter for how we make decisions, give feedback, and structure our work, empowering everyone to go as fast as possible.

Benefits

• A hybrid setting where you can work from our London office.

• Paid parental leave entitles primary caregivers to 16 weeks of full pay, and secondary 5 weeks of full pay.

• 25 days of annual leave + public holidays.

• Cycle to work scheme (London).

• Private Medical Insurance (Medical History Disregarded basis), including mental health support, dental & vision, cashback and gym discounts.

• A generous referral scheme if you help us hire.

• Pension contribution/salary sacrifice.

• Work from home set up.

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This is a named-account role with a focused portfolio. You'll drive new business and expansion inside complex enterprise organizations, building multi-threaded executive relationships and positioning yourself as a trusted advisor to senior stakeholders navigating real transformation - across customer experience, product, and operations.

These aren't transactional engagements. You'll architect custom solutions that combine our technology and services, collaborate cross-functionally to deliver measurable outcomes, and bring field intelligence directly into our product roadmap. You're not just executing a playbook - you're writing it.

In this role, you will:

• Own and grow a focused portfolio of strategic accounts, driving both net-new business and expansion

• Develop and execute multi-year account strategies across business units, geographies, and use cases

• Identify, scope, and close large, complex deals (multi-product, multi-region, custom solutions)

• Build deep, multi-threaded relationships across executive, product, engineering, and business stakeholders

• Act as a strategic advisor, educating on emerging trends and shaping customers’ long-term AI roadmap

• Partner cross-functionally with Solutions Engineering, Customer Success, and Partnerships to deliver and expand

• Translate patterns from bespoke deals into repeatable frameworks, offerings, and product insights

• Feed learnings from the field into the product roadmap and broader strategic sales playbook

• Drive creative outbound and high-touch engagement strategies (onsites, exec briefings, events)

Requirements:

• 6-10+ years of quota-carrying experience with a focus on strategic / enterprise accounts

• Proven track record of closing and expanding seven-figure+ deals within named accounts

• Experience leading complex, multi-threaded sales cycles across large organizations

• Strong ability to drive land-and-expand motions and long-term account growth

• Experience scoping consultative, custom deals that go beyond standard SKUs

• Technical fluency - able to engage product and engineering leaders on APIs, integrations, and architecture

• Executive presence with the ability to influence C-suite stakeholders and long-term strategy

• Track record of translating customer needs into product feedback and roadmap influence

• Creative, self-driven approach to outbound and pipeline generation

• Comfortable operating in a high-growth, ambiguous environment, building playbooks from scratch

• Willingness to travel for customer engagements (onsites, QBRs, executive meetings)

• Strong bias toward action, ownership, and leveraging AI in day-to-day workflows

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

Role Summary:

As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral's AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes.

Responsibilities:

Strategic Discovery & Vision Setting

• Lead executive-level workshops to identify business challenges and opportunities where Mistral's AI can drive step-change improvements.
• Co-create AI adoption roadmaps with customers, articulating the 'art of the possible' and a clear path to value.
• Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment

• Architect end-to-end AI solutions, integrating Mistral's models and platform into customer workflows and technical infrastructure.
• Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact.
• Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success

• Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral.
• Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors.
• Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration

• Act as the bridge between customers and Mistral's internal teams, synthesizing feedback to influence product and research roadmaps.
• Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence.
• Travel (~30-60%) to foster deep client relationships and support on-site deployment.

About You

• 2+ years in a client-facing strategic and technical role (e.g., data science consulting, value engineering, or technical sales).
• You hold a degree in a relevant scientific field (e.g., Computer Science, Data Science, Engineering, etc.).
• Foundational knowledge of AI/ML/Data Science, with the credibility to advise both technical and non-technical audiences.
• Hands-on experience building and deploying AI applications (Python, JavaScript, or similar) to demonstrate value.
• Strong business acumen and problem-solving skills, with the ability to structure ambiguous challenges into actionable solutions.
• Executive presence and communication skills to influence senior stakeholders (VP, C-level).

Why This Role Matters

You will play a pivotal role in shaping how enterprises adopt and deploy AI, ensuring Mistral's solutions deliver measurable impact. By partnering with the Applied AI team, you'll help turn strategic visions into production-ready solutions, making Mistral an indispensable partner for our customers.

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Role Summary : AI Deployment Strategist As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral’s AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes. You will partner with senior executives to design AI roadmaps, collaborate with the Applied AI team to deliver solutions in production, and ensure seamless transitions from presales to postsales. Your work will directly contribute to customer success, bridging the gap between strategy and execution. This role is ideal for those who thrive in a fast-paced environment, enjoy solving complex business challenges, and are passionate about turning AI potential into real-world impact.

What you will do

Strategic Discovery & Vision Setting • Lead executive-level workshops to identify business challenges and opportunities where Mistral’s AI can drive step-change improvements. • Co-create AI adoption roadmaps with customers, articulating the “art of the possible” and a clear path to value. • Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment • Architect end-to-end AI solutions, integrating Mistral’s models and platform into customer workflows and technical infrastructure. • Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact. • Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success • Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral. • Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors. • Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration • Act as the bridge between customers and Mistral’s internal teams, synthesizing feedback to influence product and research roadmaps. • Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence. • Travel (~30-60%) to foster deep client relationships and support on-site deployment.

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You will be accountable for the success of the overall program - sequencing work, aligning stakeholders, managing risk/change control, and making the trade-offs that protect the critical path. You’ll engage pre-close to shape scope, milestones, resourcing, and acceptance criteria, then lead post-close execution to measurable value. You’ll also ensure field insights are captured and fed back to Product and Research so patterns harden into platform capabilities.

You’ll coordinate and leverage a cross-functional bench that includes FDEs, Technical Deployment Leads (TDLs), Researchers, and Partnerships - effectively influencing without formal authority.

Success will be measured first and foremost by impact - time-to-first value, production adoption against clear acceptance criteria, and executive-level outcomes realized.

This is a high-trust, high-autonomy role. Success requires deep transformation program leadership, executive presence, and an ability to bring structure to ambiguity while keeping pace high.

In this role, you will:

• Own strategic delivery for complex, multi-track programs. Act as the single accountable DRI overseeing program success. Translate business objectives into a roadmap with milestones, dependencies, acceptance criteria, and value KPIs.

• Run day-to-day program execution. Sequence and unblock work across FDE, Research, Product, Partnerships, and customer teams. Operate robust program management processes.

• Protect the critical path. Identify delivery risks early and work cross-functionally to mitigate blockers and maintain program velocity.

• Own executive communication and alignment. Set the narrative, run SteerCos and decision-ready readouts, surface risks early, and have the hard conversations to protect the critical path. Leverage your technical fluency to crisply articulate technical details to executives.

• Engage pre-close to de-risk delivery. Co-lead discovery; shape scope and commercials; design the delivery plan and acceptance criteria; validate resourcing and risks.

• Drive adoption and change management. Embed with customer stakeholders to map workflows, land production deployments, and ensure onboarding, training, and operating models support sustained use.

• Codify patterns and playbooks. Extract reusable solution patterns and package field signal into pattern cards and product requests; shorten time-to-value on future deployments.

• Own value cases and ROI. Set impact hypotheses, baselines, and KPIs; run pre-/post-measurement; report outcomes to executive sponsors and align on expansion.

You’ll thrive in this role if you:

• Own end-to-end strategic deployments. 10+ years leading multi-workstream technical programs and 5+ years steering C-suite governance in a consulting role or a comparable leadership position in a technology company - taking technical initiatives from problem framing through production and adoption.

• Orchestrate multidisciplinary teams. Comfortable leading engineers, researchers, product, and partnerships; you create crisp roles, decision paths, and interfaces that keep pace high and blockers few.

• Bring structure to ambiguity. You quickly untangle complexity, apply logical framing, and communicate options clearly - balancing near-term delivery with a strategic view of the big picture.

• Bring technical fluency to exercise technical judgment. You understand core LLM solution patterns and integration fundamentals and use that fluency to pressure-test architectures and plans, surface risks and dependencies, make scope/speed/quality trade-offs, and ensure the path to production is feasible and value-aligned.

• Translate between business and technical. You can make complex work legible to non-technical executives and convert strategy into day-to-day execution plans for technical teams.

• Guide transformation with executives. You’ve partnered with the C-suite to align on vision, strategy, governance, and change management.

• Lean in on embedded execution. Willing to spend meaningful time on-site with customers (often 25–50%, sometimes higher) to unblock decisions, build trust, and accelerate adoption.

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This is not a management role, however you'll own delivery end-to-end: embedding with customers to map workflows and success criteria, ensuring components ship on time, and leading readiness and change management for adoption. You’ll track progress, manage dependencies, make sequencing decisions, and drive 0→1 prototypes through MVP and scale. You will also share field insights with Product and Research to guide roadmap and priorities.

Success will be measured first and foremost by impact - deployments that deliver measurable value against customer goals, drive adoption, and become critical to their workflows. Additional measures of success include delivery reliability (milestones hit, low reopen/churn), operating leverage (patterns reused across deployments), judgment under pressure, and product impact (field signal that shifts roadmaps/architectures).

This is a high-trust, high-autonomy role. Success requires deep technical project management expertise, extreme ownership of outcomes, and an ability to immerse in customer workflows and partner with customer teams to solve complex engineering problems at pace.

This role is based in Tokyo. We use a hybrid model of 3 days in office and offer relocation assistance. Travel up to 25-50% is required.

In this role, you will:

• Own the technical delivery plan for multiple interdependent workstreams. Translate business objectives into a roadmap with milestones, dependencies, and acceptance criteria.

• Run day-to-day engineering execution. Track and drive delivery across OpenAI FDE and customer teams. Keep progress unblocked and sequenced. Make real-time trade-offs on scope and priority to protect the critical path.

• Embed with customer teams to land production deployments and drive adoption. Map workflows, shape tools/integrations, and translate requirements into a delivery plan. Lead onboarding, adoption, and change management.

• Partner with Product and Research so platform components and research workstreams land in time to support deployment goals.

• Codify solution patterns and evals. Extract reusable patterns and package field signals to improve product and models.

• Own value cases and ROI. Set impact hypotheses, baselines, and KPIs; run pre-/post-deployment measurement and report to exec sponsors.

You’ll thrive in this role if you:

• Bring 7+ years of customer-facing technical delivery leadership.

• Track record of successfully leading large, complex, high-stakes customer engagements where customer outcomes depended on tight coordination and fast decision making, ideally involving AI.

• Excel in high ambiguity environments. Know how to simplify complex and dynamic work.

• Move fluidly between system level understanding and execution level detail; can dive into customer workflows/data, map constraints, sketch architectures and move ambiguous problems to shipped systems.

• Think strategically and pattern-match. Able to step back from execution detail, recognise broader trends across deployments, and connect customer needs to scalable, reusable solutions.

• Have strong technical fluency and sharp sequencing instincts. Confident discussing technical details, pressure-testing architectures, and making trade-offs.

• Have shipped AI/LLM systems. You understand solution patterns, integration basics, and production pitfalls.

• You’re a translator with executive presence. You make complex technical trade-offs legible to business leaders and convert strategy into day-to-day technical execution.

• Enjoy being onsite with customers to accelerate delivery (often 25-50%, sometimes higher).

• Have expertise in at least one major sector (e.g., healthcare, energy, financial services, semiconductors, IT) to elevate solution framing and credibility.

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The Head of Product Partnerships, EMEA will own some of OpenAI's most important business development and partnerships across Europe, the Middle East, and Africa. This role is responsible for identifying, developing, and executing a regional partnership strategy that accelerates adoption of OpenAI's products,across enterprise, developer, and consumer channels.

You will manage relationships with strategic partners ranging from global technology platforms to regional champions,including enterprise software vendors, telcos, cloud providers, and government-aligned organizations. This is a deeply cross-functional role requiring close collaboration with Product, Engineering, GTM, Legal, and Policy teams.

This role is based in our Munich, London, Dublin or Paris office. We use a hybrid work model (3 days/week in the office) and offer relocation assistance for new employees.

Key Responsibilities

• Own EMEA partnership strategy and execution of regional priorities, driving end-to-end partnership development and delivery to accelerate product adoption across enterprise, developer, and consumer channels
• Negotiate and close strategic deals across commercial terms, product scope, data/privacy, brand/marketing, incentives, and expansion paths
• Lead senior partner relationships: build trust, align on joint value props, and manage complexity
• Partner closely with Product, Engineering, GTM, Legal, and Policy to align roadmaps, navigate constraints, and execute partnership initiatives
• Bring a strong point of view on country and sub-region differences across EMEA, informing prioritization, positioning, and partner selection
• Define success metrics and use analytical judgment to assess progress, surface risks, and communicate outcomes to internal stakeholders

Qualifications

• 15+ years of experience in strategic partnerships, product partnerships, business development, or general management within the technology industry
• Demonstrated success leading high-impact partnerships involving major technology partners
• Deep understanding of EMEA market dynamics with experience operating across multiple regions and countries
• Product-savvy with the ability to engage technical stakeholders credibly and influence product direction and roadmap tradeoffs
• Exceptional communication, negotiation, and executive presence
• Strong analytical instincts and comfort using data to inform decisions and communicate impact
• Ability to thrive in a fast-paced, highly ambiguous environment and operate both independently and collaboratively

About OpenAI

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

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

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

Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

To notify OpenAI that you believe this job posting is non-compliant, please submit a report through [this form](https://form.asana.com/?d=57018692298241&k=5MqR40fZd7jlxVUh5J-UeA). No response will be provided to inquiries unrelated to job posting compliance.

We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this [link](https://form.asana.com/?k=bQ7w9h3iexRlicUdWRiwvg&d=57018692298241).

[OpenAI Global Applicant Privacy Policy](https://cdn.openai.com/policies/global-employee-and-contractor-privacy-policy.pdf)

At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.

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As an early member of the Value Engineering team, you will help define how OpenAI measures and communicates the real-world impact of AI across its customers. You will partner closely with Sales, AI Success Engineers, AI Deployment Engineering, and Product teams to identify high-impact AI use cases and build financial and operational business cases. Your work will directly influence executive alignment, investment decisions, renewals, and long-term expansion.

You will play a key role in helping build and shape the value engineering function from the ground up , developing repeatable frameworks, ROI models, value narratives, dashboards, and collateral that help internal teams and customers understand and measure the impact of AI adoption.

Success in this role is measured by how clearly customers and internal teams can quantify the value of AI, how effectively business cases support adoption and expansion, and how scalable value frameworks become across the GTM organization.

In this role, you will: Lead business value assessments for our largest deals, working closely with customers to identify key business drivers and quantify the value of OpenAI's products to support investment decisions Build and maintain standardized ROI, TCO, and value modeling tools for internal and customer use Lead structured value discovery to identify high-impact use cases and define measurable outcomes Publish executive-ready business cases that quantify results and strengthen relationships with C-level stakeholders Codify value frameworks, methodologies, and reusable assets that scale value-based selling across the global GTM organization Establish baselines, KPIs, and dashboards to track and communicate value delivery Partner closely with Account Directors and post-sale teams to influence deal strategy, renewals, and expansion opportunities Contribute to thought leadership on AI-driven business transformation by identifying emerging patterns in how organizations realize value from AI

You will thrive in this role if you: Bring 6–10 years of experience in value engineering, management consulting, or adjacent roles Have strong financial and analytical skills, with experience quantifying and presenting value to executive stakeholders Demonstrate exceptional executive presence with strong written, verbal, and presentation skills Have experience working on large-scale AI, cloud, or digital transformation initiatives Communicate with clarity and confidence across technical and business audiences Can translate AI capabilities into compelling financial, productivity, and workforce transformation narratives Enjoy managing multiple complex customers and driving toward concrete, measurable outcomes Demonstrate humility, curiosity, and a customer-first mindset Operate with high ownership, urgency, and comfort navigating ambiguity Are a creative builder who thrives in 0→1 environments and enjoys rolling up your sleeves to balance strategic thinking with hands-on execution

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This is not a management role, however you'll own delivery end-to-end: embedding with customers to map workflows and success criteria, ensuring components ship on time, and leading readiness and change management for adoption. You’ll track progress, manage dependencies, make sequencing decisions, and drive 0→1 prototypes through MVP and scale. You will also share field insights with Product and Research to guide roadmap and priorities.

Success will be measured first and foremost by impact - deployments that deliver measurable value against customer goals, drive adoption, and become critical to their workflows. Additional measures of success include delivery reliability (milestones hit, low reopen/churn), operating leverage (patterns reused across deployments), judgment under pressure, and product impact (field signal that shifts roadmaps/architectures).

This is a high-trust, high-autonomy role. Success requires deep technical project management expertise, extreme ownership of outcomes, and an ability to immerse in customer workflows and partner with customer teams to solve complex engineering problems at pace.

This role is based in London. We use a hybrid model of 3 days in office and offer relocation assistance. Travel up to 50% is required.

Key responsibilities include:

• Own the technical delivery plan for multiple interdependent workstreams. Translate business objectives into a roadmap with milestones, dependencies, and acceptance criteria.

• Run day-to-day engineering execution. Track and drive delivery across OpenAI FDE and customer teams. Keep progress unblocked and sequenced. Make real-time trade-offs on scope and priority to protect the critical path.

• Embed with customer teams to land production deployments and drive adoption. Map workflows, shape tools/integrations, and translate requirements into a delivery plan. Lead onboarding, adoption, and change management.

• Partner with Product and Research so platform components and research workstreams land in time to support deployment goals.

• Codify solution patterns and evals. Extract reusable patterns and package field signals to improve product and models.

• Own value cases and ROI. Set impact hypotheses, baselines, and KPIs; run pre-/post-deployment measurement and report to exec sponsors.

You will thrive in this role if you:

• Bring 7+ years of customer-facing technical delivery leadership.

• Track record of successfully leading large, complex, high-stakes customer engagements where customer outcomes depended on tight coordination and fast decision making, ideally involving AI.

• Excel in high ambiguity environments. Know how to simplify complex and dynamic work.

• Move fluidly between system level understanding and execution level detail; can dive into customer workflows/data, map constraints, sketch architectures and move ambiguous problems to shipped systems.

• Think strategically and pattern-match. Able to step back from execution detail, recognise broader trends across deployments, and connect customer needs to scalable, reusable solutions.

• Have strong technical fluency and sharp sequencing instincts. Confident discussing technical details, pressure-testing architectures, and making trade-offs.

• Have shipped AI/LLM systems. You understand solution patterns, integration basics, and production pitfalls.

• You’re a translator with executive presence. You make complex technical trade-offs legible to business leaders and convert strategy into day-to-day technical execution.

• Enjoy being onsite with customers to accelerate delivery (often 25-50%, sometimes higher).

• Have expertise in at least one major sector (e.g., healthcare, energy, financial services, semiconductors, IT) to elevate solution framing and credibility.

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

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
• 401(k) retirement plan with employer match
• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
• Mental health and wellness support
• Employer-paid basic life and disability coverage
• Annual learning and development stipend to fuel your professional growth
• Daily meals in our offices, and meal delivery credits as eligible
• Relocation support for eligible employees
• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

About the Team

The Industrial Compute team at OpenAI is responsible for all things compute capacity, from our partnership deals (i.e. stargate) through the delivery and operations of this capacity. The team is a fast-paced, dynamic team working on the cutting edge of capacity at scale, speed, quality, and cost, while enabling the best AI Frontier models and beyond.

About the Role

This role is responsible for ensuring the on time and quality delivery of the compute capacity that continues to unlock the best frontier AI models in the world. The role will work across multiple delivery suppliers and various delivery models to ensure OpenAI has the right capacity, at the right time.

You’ll be responsible for:

• Direct accountability to capacity delivery as it ties to contract and business demands.
• Relationship management with each of our core delivery partners
• Executive communications on delivery status, challenges, and mitigations.
• Partnership within the industrial compute domain, from our deals team through to sustaining operation of the capacity.
• The role will manage a team of industrial leaders focused on capacity delivery through our partnerships.

We’re looking for someone with:

• Hyperscale data center experience or equivalent
• A deep understanding of delivery models, experiences and risk management.
• Strong executive presence
• Excellent managerial and leadership skills
• Ability to have significant influence on delivery outcomes with limited direct ownership of contracted models.
• A good to strong understanding of the underlying architecture (e.g. Cerebras, AMD, TPUs, Nvidia platforms (current and next-gen), Trainium, etc) would be a great benefit.

About OpenAI

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

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

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

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

• 401(k) retirement plan with employer match

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

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

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

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

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

• Relocation support for eligible employees

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

About the Role

Our GTM team is uniquely positioned to help customers realize the transformative potential of advanced AI models for their businesses and end users.

As part of the GTM Strategy & Operations team, you’ll play a critical role in designing and scaling the operational systems that power our sales organization.

This role will serve as a trusted partner to GTM leadership, owning the end-to-end ops design for sales lifecycle , from lead routing through territory design, opportunity management, and deal execution. This role combines systems + process design with performance management, delivering insights and automation to improve field usability and velocity.

You’ll build a team and collaborate cross-functionally with Marketing Ops, Systems, Finance, Enablement, Legal, Deal Desk, and Security to build scalable infrastructure, streamline workflows, and enable efficient growth across the business.

In this role, you'll:

Top of Funnel & Data Quality: Ensure every lead is accurately routed, enriched, and actionable,creating a reliable, high-quality top-of-funnel engine across all channels.

• Design and manage lead and campaign routing; define requirements and partner with systems and marketing ops on build.

• Implement alerting, monitoring, and reporting to ensure routing accuracy and responses.

• Drive lead quality and enrichment strategy.

• Establish feedback loops for the field to flag data and routing issues.

TAM, Accounts & Territories: Create a clean, scalable account and territory foundation that aligns coverage with market opportunity and enables efficient selling.

• Own account structure (parent/child), TAM integrity, and Salesforce account data health.

• Lead territory design process and execution as part of fiscal planning cycles.

• Manage account ownership, book movements, and territory adjustments.

• Support new hire onboarding (book allocation, systems setup monitoring).

Sales Process & Opportunity Management: Drive consistent, high-quality pipeline execution through standardized processes, automation, and governance.

• Own opportunity design (stages, required fields, inspection criteria).

• Enforce pipeline governance (accuracy, staleness, coverage, generation health).

• Build workflows and automations (e.g., AI-assisted field population) to increase rep productivity.

• Monitor and drive adherence to process; partner with enablement on rollout and adoption.

• Capture and operationalize competitive intelligence within systems.

• Own intake, prioritization, and delivery of systems improvements (“sales paper cuts”).

Commercial Operations: Accelerate deal execution by removing friction in late-stage sales and cross-functional processes.

• Stand up and scale processes for: RFP / RFI responses, security questionnaires, vendor onboarding, compliance requests, insurance requests.

• Build tooling, workflows, and visibility to streamline deal execution.

• Establish SLAs and monitor volume/performance across Legal, Deal Desk, and Security.

• Drive faster deal cycles and improved customer experience.

You might thrive in this role if you have:

• 10+ years of experience in Sales Operations, Revenue Operations, or related roles at a high-growth technology company, including significant people management.

• Strong systems thinking with deep experience designing and scaling sales systems, processes, and workflows across the full sales lifecycle.

• Proven ability to build automation and improve field productivity through systems and process design (ideally with an AI-forward mindset).

• Strong proficiency in Salesforce and data tools (e.g., SQL, Excel). Strong analytical skills with high attention to detail.

• Experience with territory design, account structures, and pipeline management.

• Exceptional project management skills, with experience leading complex, cross-functional initiatives. Strong communication skills and executive presence.

• Ability to operate in ambiguity, prioritize effectively, and manage multiple high-impact initiatives simultaneously.

About OpenAI

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

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

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

Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential

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$198K – $335K • Offers Equity

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

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

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

• 401(k) retirement plan with employer match

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

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

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

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

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

• Relocation support for eligible employees

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

About the team

OpenAI’s Forward Deployed Engineering (FDE) team turns research breakthroughs into production-grade systems. We embed deeply with customers to solve high-leverage problems and act as the delivery engine for our most complex large-scale engagements. We move quickly from prototype to production and surface reusable patterns that shape our platform. We operate at the intersection of deployment and development – working closely with OpenAI Research, Product and Partnerships.

About the Role

As a Technical Deployment Lead (TDL), you will define how OpenAI delivers complex systems to customers. You will own how they are built, shipped, and adopted. You’ll translate business outcomes into a technical plan, run day-to-day execution across FDEs, Researchers, and Customer Engineers, and partner with customer teams to ensure delivery supports their goals.

You will own delivery end-to-end: embedding with customers to map workflows and success criteria, ensuring components ship on time, and leading readiness and change management for adoption. You’ll track progress, manage dependencies, make sequencing decisions, and drive 0→1 prototypes through MVP and scale. You will also share field insights with Product and Research to guide roadmap and priorities.

Success will be measured first and foremost by impact - deployments that deliver measurable value against customer goals, drive adoption, and become critical to their workflows. Additional measures of success include delivery reliability (milestones hit, low reopen/churn), operating leverage (patterns reused across deployments), judgment under pressure, and product impact (field signal that shifts roadmaps/architectures).

This is a high-trust, high-autonomy role. Success requires deep technical project management expertise, extreme ownership of outcomes, and an ability to immerse in customer workflows and partner with customer teams to solve complex engineering problems at pace.

In this role, you will:

• Own the technical delivery plan for multiple interdependent work streams. Translate business objectives into a roadmap with milestones, dependencies, and acceptance criteria.

• Run day-to-day engineering execution. Track and drive delivery across OpenAI FDE and customer teams. Keep progress unblocked and sequenced. Make real-time trade-offs on scope and priority to protect the critical path.

• Embed with customer teams to land production deployments and drive adoption. Map workflows, shape tools/integrations, and translate requirements into a delivery plan. Lead onboarding, adoption, and change management.

• Partner with Product and Research so platform components and research work streams land in time to support deployment goals.

• Codify solution patterns and evals. Extract reusable patterns and package field signals to improve product and models.

• Own value cases and ROI. Set impact hypotheses, baselines, and KPIs; run pre-/post-deployment measurement and report to exec sponsors.

You’ll thrive in this role if you:

• Bring 7+ years of customer‑facing technical delivery leadership.

• Track record of successfully leading large, complex, high-stakes customer engagements where customer outcomes depended on tight coordination and fast decision making, ideally involving AI.

• Excel in high ambiguity environments. Know how to simplify complex and dynamic work.

• Move fluidly between system level understanding and execution level detail; can dive into customer workflows/data, map constraints, sketch architectures and move ambiguous problems to shipped systems.

• Think strategically and pattern-match. Able to step back from execution detail, recognize broader trends across deployments, and connect customer needs to scalable, reusable solutions.

• Have strong technical fluency and sharp sequencing instincts. Confident discussing technical details, pressure-testing architectures, and making trade-offs.

• Have shipped AI/LLM systems. You understand solution patterns, integration basics, and production pitfalls.

• You’re a translator with executive presence. You make complex technical trade-offs legible to business leaders and convert strategy into day-to-day technical execution.

• Have expertise in at least one major sector (e.g., healthcare, energy, financial services, semiconductors, IT) to elevate solution framing and credibility.

About OpenAI

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

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

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

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

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$144K – $160K • Offers Equity

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

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

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

• 401(k) retirement plan with employer match

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

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

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

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

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

• Relocation support for eligible employees

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

About the Team

OpenAI’s Enterprise Go-To-Market organization helps the world’s largest companies adopt and scale our AI platform across their business,from ChatGPT Enterprise to our developer platform and APIs.

About the Role

This role is designed as a launchpad for future enterprise sellers at OpenAI. This is a highly strategic role with significant exposure to enterprise sales, product, and customer strategy. You’ll develop core skills in discovery, stakeholder mapping, deal shaping, and executive communication while building a deep understanding of how leading companies adopt AI.

Responsibilities

• Partner with Account Directors on account strategy, multi-threading, and deal progression

• Design and execute targeted outbound strategies using industry context, stakeholder mapping, and product signal to break into priority accounts

• Lead high-quality discovery to uncover business priorities, map stakeholders, and assess enterprise readiness

• Contribute to pipeline reviews by sharing outbound activity, account insights, and early competitive signals.

• Build and iterate on AI-enabled GTM workflows (GPTs/agents) to scale prospecting and qualification

What You May Thrive In This Role If You:

• Have 4+ years of relevant experience in enterprise sales, or in strategic customer-facing roles in the finance or consulting industry

• Have a track record of consistently hitting and exceeding ambitious targets in enterprise or strategic sales environments

• Experience selling into regulated or complex industries (Financial Services, Life Sciences, Retail)

• Strong communication skills and executive presence; able to build credibility with senior C-Suite stakeholders across an organization, and speak fluently with technical buyers

• Strong interest in the AI landscape with the ability to connect OpenAI products to real customer value and business outcomes

• You enjoy evangelizing new technology and helping the market understand what’s possible

• You’re comfortable with ambiguity, moving quickly, and operating well with a high degree of ownership

About OpenAI

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

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As an early member of the Value Engineering team, you will help define how OpenAI measures and communicates the real-world impact of AI across its customers. You will partner closely with Sales, AI Success Engineers, AI Deployment Engineering, and Product teams to identify high-impact AI use cases and build financial and operational business cases. Your work will directly influence executive alignment, investment decisions, renewals, and long-term expansion.

You will play a key role in helping build and shape the value engineering function from the ground up , developing repeatable frameworks, ROI models, value narratives, dashboards, and collateral that help internal teams and customers understand and measure the impact of AI adoption.

Success in this role is measured by how clearly customers and internal teams can quantify the value of AI, how effectively business cases support adoption and expansion, and how scalable value frameworks become across the GTM organization.

This role is based in San Francisco or New York City and we offer relocation benefits to new employees.

In this role, you will:

• Lead business value assessments for our largest deals, working closely with customers to identify key business drivers and quantify the value of OpenAI's products to support investment decisions

• Build and maintain standardized ROI, TCO, and value modeling tools for internal and customer use.

• Lead structured value discovery to identify high-impact use cases and define measurable outcomes.

• Publish executive-ready business cases that quantify results and strengthen relationships with C-level stakeholders.

• Codify value frameworks, methodologies, and reusable assets that scale value-based selling across the global GTM organization.

• Establish baselines, KPIs, and dashboards to track and communicate value delivery.

• Partner closely with Account Directors and post-sale teams to influence deal strategy, renewals, and expansion opportunities.

• Contribute to thought leadership on AI-driven business transformation by identifying emerging patterns in how organizations realize value from AI.

You will thrive in this role if you:

• Bring 6–10 years of experience in value engineering, management consulting, or adjacent roles.

• Have strong financial and analytical skills, with experience quantifying and presenting value to executive stakeholders.

• Demonstrate exceptional executive presence with strong written, verbal, and presentation skills.

• Have experience working on large-scale AI, cloud, or digital transformation initiatives.

• Communicate with clarity and confidence across technical and business audiences.

• Can translate AI capabilities into compelling financial, productivity, and workforce transformation narratives.

• Enjoy managing multiple complex customers and driving toward concrete, measurable outcomes.

• Demonstrate humility, curiosity, and a customer-first mindset.

• Operate with high ownership, urgency, and comfort navigating ambiguity.

• Are a creative builder who thrives in 0→1 environments and enjoys rolling up your sleeves to balance strategic thinking with hands-on execution.

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The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The salary range is $239K – $265K, with offers of equity included. Total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and various benefits.

Benefits

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
• 401(k) retirement plan with employer match
• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
• Mental health and wellness support
• Employer-paid basic life and disability coverage
• Annual learning and development stipend to fuel your professional growth
• Daily meals in our offices, and meal delivery credits as eligible
• Relocation support for eligible employees
• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

About the Team

OpenAI's mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. Our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business.

About the Role

As a GTM Strategy & Operations Lead, you'll play a critical role in guiding the GTM strategy and driving the operational efficiency to accomplish this mission. You will work at the intersection of inbound process improvement, outbound motion design, and funnel health reporting to ensure our sales teams are set up for success.

Responsibilities

• Improve lead enrichment, scoring, grading, and routing workflows to ensure high-quality, correctly prioritized lead delivery to the right sellers.
• Partner with Systems teams to design routing criteria and workflows within CRM and marketing automation tools.
• Build and maintain reporting to track lead and pipeline progression across the full funnel , from lead to MQL to qualified opportunity.
• Diagnose pipeline creation gaps and funnel drop-offs by product, segment, region, and deal size.
• Support design on pipeline targets to ensure sufficient coverage against targets
• Partner with Sales, Marketing, and Enablement teams to design structured outbound programs that drive prospecting effectiveness. Define program objectives, target account criteria, messaging strategies, enablement needs, and incentives.

Requirements

• Experience in BDR/SDR strategy & operations, top of funnel, sales programs, revenue operations or strategy at a high-growth, technology company.
• Proficiency in Salesforce.com and data analysis tools (e.g., SQL, Excel).
• Strong analytical skills with a focus on attention to detail.
• Exceptional project management skills, with experience leading complex, cross-functional initiatives.
• Strong communication skills and executive presence.
• An understanding of the AI landscape, our applications, and the problems they solve for our customers.
• The ability to thrive in ambiguity and work autonomously.
• Exceptional organizational skills.
• The ability to operate with high horsepower, be adept at frequent context switching and working on multiple projects at once with expansive ownership, and ruthless prioritization.

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You will partner with Account Directors on account strategy, multi-threading, and deal progression. You will design and execute targeted outbound strategies using industry context, stakeholder mapping, and product signal to break into priority accounts.

You will lead high-quality discovery to uncover business priorities, map stakeholders, and assess enterprise readiness. You will contribute to pipeline reviews by sharing outbound activity, account insights, and early competitive signals.

You will build and iterate on AI-enabled GTM workflows (GPTs/agents) to scale prospecting and qualification.

You may thrive in this role if you have 4+ years of relevant experience in enterprise sales, or in strategic customer-facing roles in the finance or consulting industry. You should have a track record of consistently hitting and exceeding ambitious targets in enterprise or strategic sales environments.

You should experience selling into regulated or complex industries (Financial Services, Life Sciences, Retail). You should have strong communication skills and executive presence; able to build credibility with senior C-Suite stakeholders across an organization, and speak fluently with technical buyers.

You should have a strong interest in the AI landscape with the ability to connect OpenAI products to real customer value and business outcomes. You should enjoy evangelizing new technology and helping the market understand what’s possible.

You should be comfortable with ambiguity, moving quickly, and operating well with a high degree of ownership.

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This is more than just closing deals. You'll partner with Forward Deployed Designers to run technical discovery and POCs, navigate complex procurement and security reviews, and build relationships with economic buyers who need to standardise presentation creation across teams.

Our team has a strong in-office culture and works in person 4–5 days per week in New York. We love working together to stay creative and connected, with flexibility to work from home when focus matters most.

Responsibilities

• Own the full sales cycle from prospecting to close, powerfully communicating multi-use case stories that show how Gamma transforms presentations across sales, marketing, training, product, HR, and executive communication
• Build relationships with economic buyers (CIOs, VPs of Sales, Chief Learning Officers), senior executives, and organisation brand stewards who together work to standardise presentation creation across teams
• Run extensive discovery, design POCs, navigate security reviews, and prove ROI during pilots
• Navigate complex procurement including MSAs, security questionnaires, annual contracts, and multi-stakeholder buying committees
• Collaborate cross-functionally with Product for feature feedback, Customer Success for smooth handoffs, and Marketing for case study development
• Help build the sales playbook by documenting what's working and refining messaging based on win/loss patterns

What You'll Bring

• 5+ years of B2B SaaS sales experience with a track record of consistently hitting or exceeding quota in mid-market or enterprise segments
• Consultative selling expertise with ability to discover business problems, map Gamma to outcomes, and create compelling business cases
• Experience with product-led companies or understanding of how to leverage existing product usage to drive expansion conversations
• Multi-stakeholder deal navigation with ability to build champions, navigate procurement, and close complex deals with 6-12+ month sales cycles
• Executive presence and storytelling ability to present to C-suite, translating technical capabilities into business value
• Proven success with 6-figure ARR deals in competitive markets where you've differentiated on value
• Scrappy, builder mentality with comfort in ambiguity and eagerness to help establish best practices
• Startup sales experience, especially in selling design software, creative productivity platforms, or collaboration tools (Nice to have)

Compensation Range

The base salary for this full-time position, which spans multiple internal levels depending on qualifications, ranges between $110K - $170K plus benefits & equity.

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This is more than just closing deals. You'll partner with Forward Deployed Designers to run technical discovery and POCs, navigate complex procurement and security reviews, and build relationships with economic buyers who need to standardise presentation creation across teams.

Our team has a strong in-office culture and works in person 4–5 days per week in San Francisco. We love working together to stay creative and connected, with flexibility to work from home when focus matters most.

Responsibilities

• Own the full sales cycle from prospecting to close, powerfully communicating multi-use case stories that show how Gamma transforms presentations across sales, marketing, training, product, HR, and executive communication
• Build relationships with economic buyers (CIOs, VPs of Sales, Chief Learning Officers), senior executives, and organisation brand stewards who together work to standardise presentation creation across teams
• Run extensive discovery, design POCs, navigate security reviews, and prove ROI during pilots
• Navigate complex procurement including MSAs, security questionnaires, annual contracts, and multi-stakeholder buying committees
• Collaborate cross-functionally with Product for feature feedback, Customer Success for smooth handoffs, and Marketing for case study development
• Help build the sales playbook by documenting what's working and refining messaging based on win/loss patterns

What You'll Bring

• 5+ years of B2B SaaS sales experience with a track record of consistently hitting or exceeding quota in mid-market or enterprise segments
• Consultative selling expertise with ability to discover business problems, map Gamma to outcomes, and create compelling business cases
• Experience with product-led companies or understanding of how to leverage existing product usage to drive expansion conversations
• Multi-stakeholder deal navigation with ability to build champions, navigate procurement, and close complex deals with 6-12+ month sales cycles
• Executive presence and storytelling ability to present to C-suite, translating technical capabilities into business value
• Proven success with 6-figure ARR deals in competitive markets where you've differentiated on value
• Scrappy, builder mentality with comfort in ambiguity and eagerness to help establish best practices
• Startup sales experience, especially in selling design software, creative productivity platforms, or collaboration tools (Nice to have)

Compensation Range

The base salary for this full-time position, which spans multiple internal levels depending on qualifications, ranges between $110K - $170K plus benefits & equity.

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MOVING YOUR WORLD by focusing on your success:

FUCHS offers a challenging and rewarding working environment where employees are encouraged to develop and grow. We stand behind our core values: trust, creating value, respect, reliability, and integrity. Our culture fosters creativity and empowerment, values work/life balance, and gives you the freedom to excel.

Salary:

FUCHS offers a competitive salary commensurate with experience in a similar position. The salary range for this position is $110,000 - $120,000 per year, but actual salary will vary depending upon a new hire’s experience and qualifications as well as internal equity.

Your Areas of Responsibility:

The Senior Talent Acquisition Business Partner serves as a strategic advisor to senior business leaders and plays an essential role in shaping the talent landscape of our growing organization.

This is a strategic business partner who:

• Advises, influences, and coaches leaders (up to VP level)
• Develops and executes creative, data-informed hiring strategies
• Drives proactive pipelines for niche, hard-to-fill positions
• Represents FUCHS with a high degree of professionalism and credibility

You will recruit for senior roles across finance/accounting, engineering, chemistry, operations, R&D, corporate leadership, and specialized technical disciplines.

Key Responsibilities:

Strategic Talent Partnering

• Serve as a trusted advisor to leaders, consult on workforce needs, and shape hiring decisions.
• Influence hiring outcomes through data, market intelligence, and strong business insight.
• Lead intake discussions that challenge assumptions and ensure clarity in candidate profiles.

High-Level Recruitment & Search Strategy

• Own full-cycle recruitment for senior-level and critical roles across the U.S. and Canada.
• Build tailored search strategies for niche, high complexity positions (chemists, senior engineers, directors, VPs).
• Create multi-channel sourcing strategies,beyond job postings and agencies,to uncover passive and specialized talent.
• Provide leaders with market insights and talent landscape analysis.
• Anticipate talent gaps and build pipelines before roles are open.

Candidate Experience & Brand Representation

• Serve as an ambassador of FUCHS, ensuring every interaction reflects our values.
• Represent the organization at hiring events and networking functions.

Collaboration & Process Improvement

• Partner with HR, Marketing, and business leaders to continuously enhance recruiting processes.
• Contribute to employer branding, systems improvements, and TA-related initiatives.

Qualifications we are looking for:

The ideal candidate is an agile, resourceful, and resilient HR professional with exceptional problem-solving abilities who is passionate about all aspects of HR. He or she will have:

• Bachelor’s degree in Human Resources, Business, or a related field (Master’s preferred)
• 6+ years of progressive, full-cycle recruiting experience
• 2+ years recruiting for senior leadership roles (Director level and above)
• 2+ years recruiting niche, hard-to-fill roles (engineering, chemistry, technical specialties)
• Demonstrated experience building strategic and tactical solutions for difficult searches
• Exceptional communication, executive presence, and relationship-building skills
• Strong problem-solving skills and the ability to influence decisions
• Certifications such as SHRM, PHR, or AIRS are a plus
• Ability to travel up to 10% (including CA and MX)

These are your benefits:

FUCHS offers a challenging and rewarding working environment where employees are encouraged to develop and grow as professionals. In this role, you will have the opportunity to work on projects that will expand your experience and challenge your abilities in the global marketplace. The position also offers an excellent compensation package and a comprehensive suite of benefits. Detailed benefit information can be found at this link: https://fuchs.com/us/en/benefits.

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At Valvoline Global Operations, we're proud to be The Original Motor Oil, but we've never rested on being first. Founded in 1866, we introduced the world's first branded motor oil, staking our claim as a pioneer in the automotive and industrial solutions industry.

Job Purpose

The Territory Business Manager will grow Valvoline market share within the assigned region, increasing distribution and portfolio penetration while ensuring national strategy execution through distributors. This role will find, develop and strengthen business partnership with key customers and/or distributors while developing their capabilities and ensuring their alignment.

How You Make an Impact (Job Accountabilities)

• Meet sales, profit and A/R or DSO targets. Measure, trigger and deploy actions as needed, lead internal and external team towards the goal.
• Channel management: Own the distributor relationship; develop and lead execution of distributor annual business plan; contracting; conduct business performance reviews; sell in/out data mining.
• Marketing local execution and leadership: Pricing intelligence; promotion planning; competitor benchmarking; activations, Valvoline marketing programs execution; Mkt Coop planning, implementation and control; mechanics activations and brand building activities.
• Train and develop distributor sales reps, managers and customers / Face to face with regional key accounts and mechanics.
• Prospect and get on board new distributors where needed in the assigned region.
• Lead and coordinate internal x-functional teams (supply, CS, mkt, technical, legal) to ensure a world-class customer experience and aligning resources and focus towards meeting our goals.
• Internal reporting, self-training and administrative tasks.
• Other duties and responsibilities as determined by Valvoline from time to time in its sole discretion.

What You Bring to the Role (Job Qualifications / Education / Skills / Requirements / Capabilities)

• Minimum of 7 years of experience in distributor sales within the automotive after-market industry.
• Previous experience in a multinational company.
• Automotive market and applications knowledge and experience required; lubricants experience preferred
• Bilingual in Spanish and English
• Customer Focus and Results Oriented
• Business Developer and entrepreneurial spirit
• Strong negotiation skills
• Self-confidence
• Flexibility and sense of urgency
• Analytical skills, organizational agility and critical thinking
• Drive and persistence
• High tolerance to frustration
• Interpersonal effectiveness
• Basic Financial Skills
• High Microsoft Office effectiveness
• Powerful presentation and communication skills

Competencies Desired

• Strategic Account Management – Ability to build and execute medium- and long-term growth plans with key accounts, balancing revenue, profitability, and brand positioning.
• Commercial & Financial Acumen – Strong understanding of P&L drivers, trade investment, pricing architecture, margin management, and ROI analysis.
• Category & Portfolio Management – Ability to analyze assortment performance, identify gaps vs competitors, and optimize portfolio by size, SKU and price laddering.
• Data-Driven Decision Making – Advanced use of sell-in / sell-out data, forecasting, pricing benchmarking, and performance analytics to trigger actions.
• Negotiation & Influence – Ability to lead structured negotiations with distributors and key accounts, protecting profitability and long-term positioning.
• Stakeholder Management – Ability to influence cross-functional teams and align internal resources to support commercial objectives.
• Execution Discipline – Strong follow-up, ownership and ability to translate strategy into measurable execution in the field.
• Change Leadership – Ability to drive new standards, processes and ways of working within distributor networks.
• Resilience & Emotional Maturity – High tolerance for pressure, rejection and complex commercial environments while maintaining professionalism.
• Communication & Executive Presence – Ability to present to senior distributor management and internal leadership with clarity and confidence.

Working Conditions / Physical Requirements / Travel Requirements

• Remote-based role with responsibility for managing the assigned territory.
• Frequent face-to-face business meetings with distributors, key accounts and workshops within the territory.
• Regular field visits to ensure execution excellence and relationship development.
• Performance-driven commercial environment with high autonomy and accountability
• 50–70% travel within assigned region (depending on territory size). Occasional national travel for sales meetings, training or regional reviews.

Benefits That Drive Themselves

• Health insurance plans (medical, dental, vision)
• Health Savings Account (with employer base deposit and match)
• Flexible spending accounts
• Competitive 401(k) with generous employer base deposit and match
• Incentive opportunity
• Life insurance
• Short- and long-term disability insurance
• Paid vacation and holidays
• Employee Assistance Program
• Employee discounts
• PTO Buy/Sell Options
• Tuition reimbursement
• Adoption assistance

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We are seeking a seasoned leader to head our Global Network Partnerships team, responsible for developing and managing relationships with critical partners such as Visa, Mastercard, and American Express.

Responsibilities

• Lead, inspire, and scale a high-performing team managing Stripe's Network partnerships globally, actively driving the retention of top talent while navigating complex regional nuances and varying market demands across all geographies.

• Architect and socialize long-term partnership strategies, acting as the primary catalyst for organizational alignment. Rather than making siloed decisions, focus on aligning the Leadership Team (LT), Go-To-Market (GTM) organizations, and product teams around a shared, multi-year strategic direction.

• Balance long-term thinking with a bias for execution. Translate high-level strategy into actionable, pragmatic 'first moves' and oversee the seamless execution of joint initiatives and new global offerings.

• Establish operational rigor and robust processes to ensure best-in-class partner and deal management rooted in milestone tracking, KPIs, and a portfolio of mutual interests.

• Drive cross-functional change management by leading with context and collaboration. Exercise executive presence to navigate complex organizational dynamics, strategic tradeoffs, and maintain oversight across internal stakeholders (risk, compliance, product, engineering, treasury, GTM, and regional teams), establishing a clear hierarchy of priorities that balances bold innovation with a deep respect for system complexity.

• Represent Stripe at industry events, forging close relationships with senior stakeholders, and championing Stripe's value proposition across all global markets.

Requirements

• 15+ years of experience in strategic partnerships, business development, corporate development, or a related field, with a significant portion spent in senior executive leadership roles managing a global scope.

• 10+ years of deep domain experience related to payments or card networks globally, demonstrating an expert-level understanding of regional network economics, cross-border complexities, and alternative payment methods.

• Demonstrated executive presence and a highly collaborative approach, acting as a master orchestrator who excels at engaging, influencing, and aligning detail-oriented Leadership Team (LT) members rather than relying on top-down decision-making.

• 5+ years of experience leading and inspiring distributed global teams, with a proven track record of retaining high performers, overseeing complex cross-functional initiatives, and adapting strategies to local market demands.

• Proven ability to partner closely with Go-To-Market (GTM) teams to ensure partnership strategies directly support revenue growth, merchant adoption, and overall commercial success.

• Exceptional negotiation skills and leverage identification, with a history of expanding acceptance, launching new payment methods, and closing highly complex, multi-region commercial deals.

• Experience working in product-centric environments, successfully balancing an ambitious long-term vision with the operational realities of executing across internal and external dependencies.

• Outstanding written and verbal communication skills, with the ability to build consensus and navigate organizational dynamics at the highest levels of the company (C-suite and LT), both internally and externally.

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Key responsibilities include:

• Leading the post-sale engagement, retention, and growth of customers in the Greater China region, in partnership with the Account Executive
• Supporting expansion of accounts by identifying opportunities, driving business outcomes, and ensuring customers are successful in partnership with the account team
• Building and fostering relationships with senior executives in business, product, engineering, finance, and IT in partnership with the Account Executive and team
• Evangelizing Stripe customer success stories and customer success systems and processes
• Articulating and driving customer use cases, customer value, and expansion while maintaining trusted customer advisor status
• Serving as a trusted payments and commerce advisor to the customer and educating them on the use and benefits of our products and our industry
• Performing quarterly business reviews to align on business priorities, payments performance, optimization opportunities, 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
• Advocating for the customer to internal stakeholders and sharing customer feedback and insights to Product Management, Engineering, Support, Marketing, and Sales on the innovation and improvement needed to optimize the Stripe user experience
• Driving overall account health, including payments performance, cost optimization, product adoption, usage velocity, account renewals and growth, referrals, and customer satisfaction

Requirements include:

• 7+ years of experience in a client-facing role, ideally in customer success, managing relationships with large, global, and complex organizations across Greater China
• High proficiency in English and Chinese
• Sophisticated business sense and understanding of underlying drivers and strategy of our user's businesses
• Track record of leading technical conversations and persuading others to take action based on requirements and value provided by solutions
• Strong analytical skills and operating rigor
• Strong executive presence and presentation skills, particularly for in-person meetings with multiple stakeholders
• History of success as a consultant, pre-sales, technical account management, or equivalent
• Proven track record of achieving targets and goals, preferably in a sales setting
• Track record of managing complex projects and/or programs
• Willingness to tackle things on your own
• Ability to navigate data and people to find answers
• Capability to work well with a wide range of people, both internally and externally
• Motivation and flexibility to work well in a high-growth environment where things change quickly

Preferred requirements include experience working within a high-growth technology company and experience with consumption-based businesses.

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This is a Customer Programs Manager position within the Enterprise Marketing department at Anthropic. The successful candidate will establish and lead the Customer Programs function, responsible for engaging with strategic customers.

Responsibilities

• Build the Customer Programs function, defining the strategy, hiring the team, and establishing the operating model with PMM, Strategic Events, Solutions, ABM, and Sales leadership.
• Serve as the single accountable owner to the CCO and Sales leadership for Customer Advisory Boards and executive customer engagement.
• Own the governed strategic-account audience, maintaining a named list of executives and decision-makers across lighthouse accounts.
• Design and run the portfolio of high-touch customer programs, including CAB charter and membership, EBC intake and programming, early access customer selection and feedback loops, co-marketing fund deployment, and customer reference and speaker bench.
• Act as the voice of strategic customers inside Anthropic, bringing their priorities and feedback into Product, GTM, and leadership forums.
• Coordinate the asks made of top customers across the company to ensure intentional engagement.
• Own reporting on account coverage, engagement depth, and program-influenced expansion to Sales and Marketing leadership.

Requirements

• 10+ years in B2B enterprise marketing, customer marketing, or executive programs, including 4+ years leading a team.
• Built or significantly scaled an executive customer programs function at a high-growth enterprise technology company.
• Demonstrated executive presence with Fortune 500 C-suite and VP-level customers.
• Experience designing programs from an audience-first model.
• Strong cross-functional operating skills.
• Comfort owning a number.
• Clear written and verbal communication.

Salary

The annual compensation range for this role is $255,000-$320,000 USD.

Logistics

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience.
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience.
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position.
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time.
• Visa sponsorship: We do sponsor visas!

How to Apply

If you're interested in this role, please submit your application through our careers page.

What We Offer

At Anthropic, we believe that the highest-impact AI research will be big science. We work as a single cohesive team on just a few large-scale research efforts. And we value impact , advancing our long-term goals of steerable, trustworthy AI , rather than work on smaller and more specific puzzles.

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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.

As a Forward Deployed Engineer, you will be embedded within one of Cloudflare’s most strategic global customers, working side-by-side with their engineering teams to build and deploy solutions using Cloudflare’s platform.

Responsibilities

Deep Technical Embedding: Serve as the dedicated, long-term technical partner within a strategic customer’s engineering organization, operating as a trusted extension of their team.

Production-Level Engineering: Design, build, and deploy production-ready code and configurations directly into customer infrastructure using the Cloudflare platform.

Technical Accountability: Own the account's technical success across the entire Cloudflare portfolio. Serve as the primary technical point of contact, with other Cloudflare technical resources taking direction from your technical strategy for the account.

Operational Integration: Participate in customer engineering rituals, including daily standups, design reviews, and real-time incident response.

Platform Advocacy & Adoption: Identify opportunities to accelerate the adoption of Cloudflare services, unlocking new capabilities across the customer’s tech stack.

Platform Breadth & Depth: Deep technical competence in building production applications on a modern stack, combined with the willingness and ability to go deep on all Cloudflare product areas. From Workers to security, networking, and observability.

Feedback Loop & Product Influence: Surface real-world edge cases and product gaps directly to Cloudflare’s Product and Engineering teams to influence the developer platform roadmap.

Strategic Relationship Management: Establish and maintain trusted technical relationships with senior leadership (Staff+ engineers, Directors, and VPs).

On-Site Presence: Maintain a regular on-site presence at customer locations to foster deep collaboration and cultural alignment.

Requirements

Proven Engineering Pedigree: 5+ years of professional software engineering experience. You are a builder at heart, with a track record of delivering production-grade systems, not just advising on them.

Production Ownership & Operational Maturity: You have owned mission-critical services with real-world users. You understand the gravity of on-call rotations, the urgency of incident response, and the architectural rigor required to maintain “five nines” uptime.

Active Practitioner: You are currently in the IDE. You have a “ship-first” mentality and maintain a high velocity, staying current with modern frameworks, languages, and deployment patterns.

Full-Stack Architectural Depth: Broad technical fluency across the entire stack,from frontend performance and backend logic to database optimization and distributed infrastructure.

AI-Native Development: You have integrated AI-augmented workflows (e.g., Windsurf, OpenCode) into your daily development cycle to accelerate prototyping and delivery.

Systems Design & Strategic Thinking: Ability to decompose complex business requirements into scalable, resilient technical architectures. You can visualize the “big picture” without losing sight of the implementation details.

Cloud Ecosystem Fluency: Deep experience with at least one major cloud provider (AWS, GCP, or Azure), including an understanding of serverless, networking, and security primitives.

High Agency & Navigating Ambiguity: You are a self-starter who thrives in “zero-to-one” environments. You don’t wait for a ticket; you identify the problem and own the solution from end-to-end.

Executive Presence: Comfortable engaging in high-stakes technical and strategic discussions with VP-level stakeholders, with the ability to translate complex engineering trade-offs into business impact.

Nice to Have

Direct experience building on Cloudflare Workers, or the broader Cloudflare Developer Platform.

Previous experience at a fast-paced startup or in a customer-facing engineering role where you operated directly within a partner’s codebase.

A visible public profile, including open-source contributions, technical blogging, or speaking engagements at industry conferences.

Compensation

For Seattle Area based hires: Estimated annual salary of $185,000 - $254,000

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!

Experience Level: senior Employment Type: full-time Workplace Type: hybrid Category: Engineering Industry: Technology Salary Range: $185,000 - $254,000 Required Skills:

• Proven Engineering Pedigree
• Production Ownership & Operational Maturity
• Active Practitioner
• Full-Stack Architectural Depth
• AI-Native Development
• Systems Design & Strategic Thinking
• Cloud Ecosystem Fluency
• High Agency & Navigating Ambiguity
• Executive Presence

Preferred Skills:

• Direct experience building on Cloudflare Workers, or the broader Cloudflare Developer Platformових

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Develop the global expansion roadmap with clear, compelling business cases to justify each new market expansion decision.

Design and execute market entry strategy for priority international markets, directing complex workstreams across a wide range of cross-functional teams, working from zero to initial commercial traction.

Act as interim lead for new markets: recruit local landing teams, win early lighthouse deals, and establish operational foundations.

Run executive engagement programs , preparing Anthropic leadership for international market visits and orchestrating inbound customer executive visits to HQ for maximum commercial impact.

Partner with Marketing, Communications, and Global Affairs to adapt Anthropic's narrative and GTM approach to local market contexts.

Identify and develop strategic partnerships that accelerate market entry where direct presence alone is insufficient.

Serve as the primary bridge between international Sales teams and HQ, translating on-the-ground signals into priorities for product, policy, and leadership.

Build playbooks and repeatable processes that allow Anthropic to enter new markets faster over time.

Serve as the GTM lead for Anthropic’s mission-oriented international programs related to expansion , including expanding access and affordability in Global South markets.

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You will be responsible for full-cycle enterprise sales - from prospecting and deal strategy through close, renewal, and expansion - while serving as the quarterback across internal teams including Solutions Engineering, Product, Research, and Operations. This role requires strong ownership, executive presence, and the ability to navigate multi-stakeholder enterprise buying processes in a fast-paced environment.

Responsibilities:

• Own and drive relationships with Scale's largest and most complex Fortune 500 prospects and customers
• Build trusted relationships with executive, technical, and operational stakeholders across multiple business units
• Develop and execute comprehensive account strategies to drive net-new revenue, expansion, and long-term partnerships
• Lead strategic deal planning and mutual close plans across new business, renewals, and expansions
• Partner closely with Solutions Engineering and Product teams to deliver compelling, technically credible value propositions
• Act as the voice of the customer internally, influencing product roadmap, research priorities, and delivery execution
• Maintain deep understanding of customer business goals, AI maturity, and industry trends to proactively identify opportunities
• Consistently communicate account health, pipeline, and forecast accuracy using Salesforce, Clari, and related tools

Ideally, You Will Have:

• 8+ years of enterprise sales or account management experience, including 2+ years selling deeply technical solutions to both business and technical audiences
• A proven track record of closing and expanding large, complex enterprise deals
• Demonstrated success consistently achieving or exceeding quota in enterprise sales roles
• Experience building and executing long-term account strategies to drive sustained revenue growth
• Strong ability to lead enterprise renewal processes from strategy through close
• Excellent written and verbal communication skills, with comfort presenting to executive audiences
• Strong command of enterprise sales processes and systems (Salesforce, Clari, Outreach, Slack)
• A consultative, customer-first mindset with the ability to influence cross-functional internal teams
• Experience developing executive-level materials and business cases
• Strong project management, organisational skills, and attention to detail
• Technical background or strong technical curiosity highly valued, especially familiarity with AI, ML, or data platforms

Sales Commission:

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

Benefits:

Comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO.

Additional benefits may include a commuter stipend.

Salary Range:

$207,200 - $259,000 USD

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Who We Are

At Pave, we're building the industry's leading compensation platform, combining the world's largest real-time compensation dataset with deep expertise in AI and machine learning.

The Account Management Team @ Pave

Our Account Management team is the engine behind customer retention and growth. We work with some of the most innovative companies in the world , helping them build smarter compensation programs, make data-driven decisions, and get the most out of the Pave platform.

What You'll Do

• Own the number. Take full accountability for GDR and NDR across Pave's core customer base, actively managing the health of the book and driving the team toward 90%+ GDR and 110%+ NDR targets.

• Lead and develop a high-performing AM team. Coach, mentor, and performance manage a team of Account Managers , building the culture, habits, and skills needed to retain and grow customers at every stage of the lifecycle.

• Build scalable AM processes. Design and implement account coverage models, renewal forecasting frameworks, and customer health scoring that give the team a clear, repeatable playbook for managing their book of business.

• Drive expansion and advocacy. Partner with Sales to identify and convert expansion opportunities, and turn your most satisfied customers into active Pave champions , references, case studies, and pipeline contributors.

• Develop a scaled motion for the long-tail. Establish an efficient, low-touch coverage model for downmarket and pre-ICP customers that preserves retention without over-indexing resources.

• Champion the voice of the customer internally. Synthesize AM feedback, escalations, and product gaps into actionable input for R&D, ensuring the roadmap reflects what matters most to Pave's customer base.

• Partner cross-functionally. Serve as the primary CS stakeholder in Sales, Marketing, and R&D partnerships , from smooth handoffs at close, to sourcing customer stories for marketing, to representing CS in company-wide planning.

What You'll Bring

• 7+ years of post-sales experience in B2B SaaS, with at least 3 years in an AM leadership role owning a team and retention/expansion metrics.

• A demonstrated track record of improving NDR and GDR at a company with a comparable ACV and ARR profile , you've owned the number and hit it.

• Strong commercial instincts , you're comfortable leading renewal negotiations, navigating executive-level relationships, and coaching your team to do the same.

• Experience building and scaling AM processes from the ground up, including coverage models, health scoring, and forecasting , you don't just manage, you build.

• A proven ability to recruit, develop, and performance manage high-performing AM teams , you know how to raise the floor and the ceiling.

• Deep cross-functional credibility , you've worked closely with Sales, Product, and Marketing and know how to get things done across organizational lines.

• Strong communication and executive presence , you represent the customer at the leadership table and can hold your own in front of a VP or C-suite stakeholder, both internally and externally.

• Experience at a high-growth startup is strongly preferred , you're comfortable with ambiguity, can build in a fast-moving environment, and thrive without a fully-defined playbook.

Compensation, It's What We Do.

At Pave, we believe compensation should be as thoughtful as the people we hire. Your total rewards package includes meaningful equity, best-in-class medical, dental, and vision coverage, unlimited PTO, and region-specific benefits designed around your life , not just your role.

Targeted cash compensation for this role: $280,000 OTE

Benefits @ Pave

At Pave, growth isn't a perk , it's the point. As you develop, your role expands, your responsibilities deepen, and your compensation reflects the impact you're making.

What we offer:

• Your Health, Fully Covered: Comprehensive medical, dental, and vision coverage for you and your family, with a range of options designed to meet you where you are.

• Time That's Actually Yours: Flexible PTO and the freedom to work from anywhere in the world for up to a month , because life doesn't pause, and neither should you.

• Fuel for the Work: Lunch and dinner stipends plus fully stocked kitchens, so you can stay energized without thinking twice about it.

• Room to Keep Growing: A quarterly education stipend to invest in the skills and knowledge that matter most to you.

• Support When It Matters Most: Robust parental leave so you can be fully present for the moments that count.

• Getting Here, Made Easier: A commuter stipend to support the in-person collaboration that makes great work happen.

Life @ Pave

Founded in 2019 with a clear purpose and a team that has never wavered from it, Pave has grown into a global force in compensation management , giving thousands of companies the tools to take control, build confidence, and earn credibility in every pay decision they make. And we're just getting started. Headquartered in San Francisco's Financial District, with regional hubs in New York City's Flatiron District, Salt Lake City, Kraków (Poland), and the United Kingdom , wherever you're based, you'll find the same thing: people who genuinely care about the work, each other, and the customers that rely on Pave.

We run a hybrid culture that brings teams together in person on Monday, Tuesday, Thursday, and Friday , and every Friday, the whole company gathers for our Team Sync: breakfast, new hire welcomes, product updates, fireside chats, and yes, the occasional Kahoot. It's one of the things people notice when they join us , that we truly enjoy spending time together.

Our culture is shaped by five values we live every day:

• Be Intellectually Honest , Truth over comfort. We face reality clearly and speak directly, even when it's hard.

• Play to Win , We're not here to participate. We're here to be the #1 compensation platform in the world, and we act like it.

• Uphold the Pave Platinum Standard , We hold ourselves to the highest bar , for our customers, our data, and each other.

• One Team , We win and lose together. Titles don't drive decisions here , shared goals do.

• Hug of Jawn , Hard to define, impossible to miss. Ask your recruiter.

Our Vision: Unlock a labor market built on trust.

Our Mission: Build confidence in every compensation decision.

We build software that transforms how companies pay their people , and we believe the team behind that software deserves the same thoughtfulness. If you're ready to help shape the future of compensation, let's talk.

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Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly.

Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek. Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry.

We’re committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career.

Finance at Brex

The Finance team is a strategic engine at Brex. We lead planning, forecasting, investor relations, and corporate development , partnering across the business to drive clarity and unlock opportunity.

We partner across teams at Brex to ensure our business is building and planning with the same dream big goals throughout our entire organization. We’re not here to report on outcomes; we shape them. If you want to influence company direction and think long-term about value creation, this is where your ownership starts.

Where you’ll work

This role will be based in our Vancouver office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of two coordinated days in the office per week, Wednesday and Thursday. Starting February 2, 2026, we will require three days per week in the office - Monday, Wednesday, and Thursday. As a perk, we also have up to four weeks per year of fully remote work!

What you’ll do

We are building out the GTM Finance team and looking for a Finance Manager to own the financial view of Brex's existing business, the largest and most strategically important part of our revenue engine. This role is the dedicated Finance business partner for our Client Sales teams, Customer Success, Account Management, Relationship Management, and Banking teams, and owns the full financial picture of a customer's lifetime value.

This is a high-ownership, high-visibility seat at the center of Brex's revenue story. You will partner directly with post-sales leadership to set expansion targets and build the models that drive retention and growth decisions. You will support these leaders by developing and implementing data-driven and high-impact initiatives aimed at driving growth, improving efficiency, and increasing profitability, while serving as a connective tissue within the business.

You will bring both the financial and commercial point of view, and need to embrace challenges and structure complex problems. This role will involve high exposure to Executive Leadership, as you will regularly deliver analysis and recommendations directly to the Leadership team and participate in the narrative and analysis for the Board of Directors and other investors.

Responsibilities

• Own the existing business revenue forecast by segment and cohort; track actuals against plan, surface variance drivers early, and maintain a forward-looking view of NRR, GMV NR, and churn

• Build and maintain the LTV:CAC and payback period model, connecting what we spend to acquire a customer to what that customer is worth over their lifetime, including identifying and implementing strategies to improve CAC and CAC Paybacks

• Lead financial planning for post-sales teams, including target setting, capacity modeling, book coverage analysis, and budget management

• Develop cohort-level expansion and churn analysis; understand what drives revenue performance post-activation and feed findings back into the forward plan

• Build and own renewal economics models: evaluate pricing strategies for existing cohorts and quantify the revenue impact of renewal optimization decisions

• Prepare and deliver management presentations for Leadership to analyze results and present forecasts

Requirements

• Bachelor’s degree in Economics, Finance, Business, or related field

• 3+ years of relevant financial experience working directly with GTM teams, having held positions of increasing scope and responsibility at a high-growth tech company

• Enthusiasm for leveraging AI tools to accelerate analysis, automate reporting, and scale the impact of a lean team

• Mastery of Excel and PowerPoint with proven experience in building financial models and managing complex data

• Comfortable interacting with internal and external senior-level executives

• Exceptional communication and interpersonal skills with proven success partnering and collaborating across various functions

• A creative curiosity, collaborative ethic, hardworking enthusiasm, and driving personal vision

• A penchant for multi-tasking and self-starting

• A bias toward proactive insight over reactive reporting

• Ability to operate independently, build structure in ambiguous environments, and prioritize effectively

Compensation

The expected salary range for this role is $137,000-$154,000 CAD. However, the starting base pay will depend on a number of factors, including the candidate’s location, skills, experience, market demands, and internal pay parity. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.

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Just like Lego blocks, what our customers can build with Airtable is virtually limitless. The opportunity for an Account Executive to make an impact on the largest global businesses is massive.

Responsibilities

• Prospect, develop, manage sales pipeline and close customers onto our Airtable Platform through inbound and outbound efforts
• Build relationships with senior executives and decision makers across all industries
• Prioritise your book of business, develop and execute on account plans for each individual account, including identifying new opportunities, bridging use cases across departments, and building and climbing the org chart
• Source expansion opportunities in new departments, while telling a compelling wall to wall (multi-use case) story to the CIO (and other relevant executives) as an account gains momentum.
• Own the full sales-cycle from lead to close
• Coordinate resources throughout the sales cycle, including legal, sales engineering, implementation specialists and leadership
• Educate and consult customers on the value of Airtable throughout the sales and adoption cycle
• Model a wide range of use cases in which Airtable can drive business transformation across different industries
• Prioritise opportunities and manage a high volume of inbound and outbound email efficiently
• Forecast performance against sales targets with a high degree of accuracy using a combination of bottoms up deal by deal commits and top down territory analysis

Requirements

• 8+ years of quota carrying SaaS sales experience within a SaaS company selling software solutions into multiple industries
• 6+ years selling into the Enterprise segment
• Track record of overachieving quota across 6-8 quarters, and at least 1-2 quarters of strong overachievement
• Experience selling to central buying/IT teams and managing stakeholders in Procurement and Legal. As well as, developing and deepening relationships with C-level, Exec and VP stakeholders
• Demonstrated ability to successfully and repeatedly close 6-figure ARR deals in a competitive market
• You have strong prospecting, account planning, and experience selling into teams
• You have owned complex deals with named accounts (3K+ FTEs)
• You thrive partnering with business leaders and executives, developing long term relationships and aligning key stakeholders company-wide at each stage of the sales lifecycle
• You are consultative and able to navigate the complexities and needs of clients across industries, size and lifecycles
• Strong communication and executive presence. Very comfortable presenting to a room, engaging and influencing executive decision makers
• You are passionate about our overall mission and how customers can use Airtable
• You execute with excellence and have a deep track record of creating significant revenue impact and deep relationships for your organisation
• You are scrappy, resourceful and a creative problem solver when discovering the business needs of your customer and understanding how Airtable plugs into the bigger picture for them
• You embody a growth mindset and seek out opportunities to constantly learn and grow

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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.

As a Forward Deployed Engineer, you will be embedded within one of Cloudflare's most strategic global customers, working side-by-side with their engineering teams to build and deploy solutions using Cloudflare's platform.

Responsibilities

Deep Technical Embedding: Serve as the dedicated, long-term technical partner within a strategic customer's engineering organization, operating as a trusted extension of their team.

Production-Level Engineering: Design, build, and deploy production-ready code and configurations directly into customer infrastructure using the Cloudflare platform.

Technical Accountability: Own the account's technical success across the entire Cloudflare portfolio. Serve as the primary technical point of contact, with other Cloudflare technical resources taking direction from your technical strategy for the account.

Operational Integration: Participate in customer engineering rituals, including daily standups, design reviews, and real-time incident response.

Platform Advocacy & Adoption: Identify opportunities to accelerate the adoption of Cloudflare services, unlocking new capabilities across the customer's tech stack.

Platform Breadth & Depth: Deep technical competence in building production applications on a modern stack, combined with the willingness and ability to go deep on all Cloudflare product areas. From Workers to security, networking, and observability.

Feedback Loop & Product Influence: Surface real-world edge cases and product gaps directly to Cloudflare's Product and Engineering teams to influence the developer platform roadmap.

Strategic Relationship Management: Establish and maintain trusted technical relationships with senior leadership (Staff+ engineers, Directors, and VPs).

On-Site Presence: Maintain a regular on-site presence at customer locations to foster deep collaboration and cultural alignment.

Requirements

Proven Engineering Pedigree: 5+ years of professional software engineering experience. You are a builder at heart, with a track record of delivering production-grade systems, not just advising on them.

Production Ownership & Operational Maturity: You have owned mission-critical services with real-world users. You understand the gravity of on-call rotations, the urgency of incident response, and the architectural rigor required to maintain 'five nines' uptime.

Active Practitioner: You are currently in the IDE. You have a 'ship-first' mentality and maintain a high velocity, staying current with modern frameworks, languages, and deployment patterns.

Full-Stack Architectural Depth: Broad technical fluency across the entire stack,from frontend performance and backend logic to database optimization and distributed infrastructure.

AI-Native Development: You have integrated AI-augmented workflows (e.g., Windsurf, OpenCode) into your daily development cycle to accelerate prototyping and delivery.

Systems Design & Strategic Thinking: Ability to decompose complex business requirements into scalable, resilient technical architectures. You can visualize the 'big picture' without losing sight of the implementation details.

Cloud Ecosystem Fluency: Deep experience with at least one major cloud provider (AWS, GCP, or Azure), including an understanding of serverless, networking, and security primitives.

High Agency & Navigating Ambiguity: You are a self-starter who thrives in 'zero-to-one' environments. You don't wait for a ticket; you identify the problem and own the solution from end-to-end.

Executive Presence: Comfortable engaging in high-stakes technical and strategic discussions with VP-level stakeholders, with the ability to translate complex engineering trade-offs into business impact.

Nice to Have

Direct experience building on Cloudflare Workers, or the broader Cloudflare Developer Platform.

Previous experience at a fast-paced startup or in a customer-facing engineering role where you operated directly within a partner's codebase.

A visible public profile, including open-source contributions, technical blogging, or speaking engagements at industry conferences.

Compensation

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

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In this role, you’ll blend people leadership, operational excellence, and strategic influence to build an Olympic-level recruiting team. You will:

• Partner with leaders across technical teams to scale their departments, advising on search strategies and providing tailored, scalable solutions
• Leverage metrics to diagnose gaps and proactively provide solutions, keeping a strong pulse on tech hiring trends and the impact it has on your funnels
• Manage a team of senior recruiters and managers with a focus on performance and career growth, embracing Headway’s F.U.E.L. culture (Feedback Uplifts Every Level)
• Serve as a trusted advisor to senior executives, building strong relationships
• Deliver exceptional hiring outcomes by focusing teams on the highest-impact priorities, removing obstacles early, and aligning with cross-functional teams
• Drive operational excellence by setting the standards and rhythms that enable a high-performing, high-velocity recruiting team
• Shape long-range R&D talent strategy and partner with executives on headcount planning and capacity modeling
• Influence the systems and tooling that underpin all tech hiring that will allow the TA team to work efficiently and effectively
• Strengthen Headway’s tech talent brand by ensuring an exceptional, consistent candidate experience across every touchpoint

You’d be a great fit if…

• Bring 7+ years of recruiting leadership experience, including managing managers and senior recruiters in high-growth, tech-enabled environments
• Have a track record of scaling technical organizations, building diverse and inclusive teams, and maintaining a high talent bar
• Operate as a business partner to senior leaders, grounding strategies and recommendations in data and market insights
• Operate as a first-principles thinker, grounding your decisions in data, disentangling root issues in the funnel, and crafting scalable TA solutions that accelerate hiring
• Navigate ambiguity with structure and speed
• Communicate with clarity and executive presence, tailoring your message to different audiences and influencing decisions through structured, compelling storytelling
• Demonstrate a bias for operational excellence, continually improving how the team works and removing friction for candidates, recruiters, and stakeholders

The expected base pay range for this position is $212,000 - $265,000, based on a variety of factors including qualifications, experience, and geographic location.

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

Key responsibilities include:

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

Requirements include:

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

Preferred qualifications include:

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

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You'll drive adoption of Claude across investment banks, capital markets firms, asset managers, and sell-side research institutions,helping them transform workflows in deal execution, research production, trading operations, and client advisory.

You'll leverage deep consultative sales expertise and sector knowledge to secure strategic enterprise deals while becoming a trusted partner to stakeholders navigating AI deployment in highly regulated environments.

In collaboration with GTM, Product, Policy, and Marketing teams, you'll shape our approach to this critical vertical and help define how AI transforms capital markets.

Responsibilities:

• Own the full sales cycle from prospecting through close, winning new business and driving revenue within investment banking and capital markets accounts.

• Design and execute sales strategies tailored to the unique procurement dynamics, budget cycles, and risk considerations of capital markets institutions.

• Identify and develop new use cases across investment banking workflows,M&A analysis, equity research, fixed income trading, compliance, and client reporting,collaborating cross-functionally to differentiate our offerings.

• Build consensus across complex stakeholder ecosystems including Managing Directors, technology leadership, risk and compliance officers, and procurement teams.

• Serve as the voice of the customer internally, gathering feedback from users and conveying market needs to inform product roadmaps, security requirements, and go-to-market positioning.

• Contribute to the evolution of our financial services sales methodology by documenting learnings, refining playbooks, and identifying process improvements that drive productivity and consistency.

You may be a good fit if you have:

• 7+ years of enterprise B2B sales experience, with significant time selling into investment banks, capital markets firms, or asset managers.

• A track record of closing complex, six- and seven-figure deals within financial institutions by navigating both technical requirements and business use cases.

• Deep familiarity with how investment banks and capital markets firms buy technology,including vendor risk assessments, security reviews, and multi-stakeholder approval processes.

• Experience negotiating enterprise agreements within financial services procurement frameworks, including navigating legal, compliance, and infosec requirements.

• Proven history of exceeding revenue targets by effectively managing pipeline and executing a disciplined sales process.

• Strong executive presence and the ability to present confidently to audiences ranging from analysts and associates to C-suite executives.

• Understanding of investment banking and capital markets workflows, pain points, and competitive dynamics.

• A strategic, analytical mindset combined with creative tactical execution.

• Genuine enthusiasm for AI and its potential to transform financial services, paired with appreciation for the importance of safe and responsible deployment.

The annual compensation range for this role is $290,000-$435,000 USD.

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Join us at Brex, the intelligent finance platform that enables companies to spend smarter and move faster in over 200 markets. As a Senior Executive Recruiter, you will lead end-to-end executive searches, partnering directly with senior leadership to attract, assess, and close world-class talent across the organization.

Responsibilities

• Lead full-cycle executive searches from intake through close, including role definition, sourcing strategy, assessment, and offer negotiation
• Partner directly with the Executive Team and senior business leaders as a trusted advisor on hiring strategy, org design, and leadership talent decisions
• Drive rigorous executive assessment, evaluating candidates on leadership competencies, business impact, and cultural alignment
• Build and engage high-caliber pipelines of Director+ talent across G&A and GTM functions
• Deliver market insights and talent intelligence that influence hiring decisions, compensation strategy, and competitive positioning
• Own and deliver a best-in-class, high-touch candidate experience for senior leaders
• Lead offer strategy, negotiation, and closing for complex executive hires
• Partner on succession planning and long-term leadership pipeline development
• Collaborate with Executive Sourcers to leverage research, market mapping, and talent intelligence effectively
• Manage and optimize relationships with external executive search firms when needed
• Track and analyze search performance, continuously improving executive hiring outcomes

Requirements

• 6+ years of experience in executive recruiting, either in-house or within a retained search firm
• Proven track record of successfully closing Director+ roles across multiple business functions
• Strong experience partnering directly with executive stakeholders and influencing senior-level hiring decisions
• Expertise in executive assessment, including evaluating leadership competencies and organizational fit
• Experience managing complex, high-stakes searches with multiple stakeholders and competing priorities
• Strong negotiation skills with experience closing senior executive candidates
• Ability to synthesize market data and talent insights into clear, actionable recommendations
• High level of professionalism, discretion, and executive presence
• Experience in tech, fintech, or high-growth environments preferred

Bonus Points

• Prior experience in a retained executive search firm or boutique search agency
• Established network of executive talent within G&A (Finance, Legal, People, Ops) or GTM (Sales, Marketing, Customer Success) functions
• Experience supporting succession planning and executive-level talent strategy
• Strong understanding of executive compensation structures and benchmarking
• Experience mentoring or leading other recruiters or sourcers

Compensation

The expected salary range for this role is $156,392-$195,490. However, the starting base pay will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.

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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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Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek. Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry.

We're committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career.

Finance at Brex

The Finance team is a strategic engine at Brex. We lead planning, forecasting, investor relations, and corporate development , partnering across the business to drive clarity and unlock opportunity.

We partner across teams at Brex to ensure our business is building and planning with the same dream big goals throughout our entire organization. We’re not here to report on outcomes; we shape them.

If you want to influence company direction and think long-term about value creation, this is where your ownership starts.

Where you’ll work

This role will be based in our Salt Lake City office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home.

We currently require a minimum of two coordinated days in the office per week, Wednesday and Thursday. Starting February 2, 2026, we will require three days per week in the office - Monday, Wednesday, and Thursday.

As a perk, we also have up to four weeks per year of fully remote work!

What you’ll do

We are building the GTM Finance team and seeking someone to lead the Marketing Finance function and partner with the Executive team to maximize ROI from our GTM investments.

In this role, you will work closely with the Marketing and Sales leadership to shape and execute our financial strategy for our Marketing team and translate this to success for the Sales team.

You will support these leaders by developing and implementing data-driven and high-impact initiatives aimed at driving growth, improving efficiency, and increasing profitability, while serving as a connective tissue within the business.

You will help own pipeline forecasts and goals, and create frameworks for evaluating customer acquisition efficiency.

You will bring both the financial and commercial point of view, and need to embrace challenges and structure complex problems.

This role will involve high exposure to Executive Leadership, as you will regularly deliver analysis and recommendations directly to the Leadership team and participate in the narrative and analysis for the Board of Directors and other investors.

Responsibilities

• Build the pipeline forecast, economics, and ROI models, including identifying and implementing strategies to improve CAC and CAC Paybacks

• Play a leading role in bi-annual planning to support decision-making around pipeline priorities and trade-offs, across all customer and product segments in the business

• Support FP&A in understanding how to forecast marketing investments

• Help set goals in planning, track outcomes, and provide metric deep-dive analysis

• Help tie marketing-related goals (leads, meetings, conversions) to financial and sales goals.

Support cross-cutting initiatives such as attribution model design and win-rate analysis

• Help provide the centralized PoV on all Marketing business deep-dives requested by the C-Suite by being the expert in the business context and priorities

• Prepare and deliver management presentations for Leadership to analyze results and present forecasts

• Build narratives that describe business strategy and performance, assess business risk and operating health, and align cross-functional teams to effective solutions

Requirements

• Bachelor’s degree in Economics, Finance, Business, or related field

• 5+ years of relevant financial experience working directly with GTM teams, having held positions of increasing scope and responsibility at a high-growth tech company

• Mastery of Excel and PowerPoint with proven experience in building financial models and managing complex data

• Comfortable interacting with internal and external senior-level executives

• Exceptional communication and interpersonal skills with proven success partnering and collaborating across various functions

• A creative curiosity, collaborative ethic, hardworking enthusiasm, and driving personal vision

• A penchant for multi-tasking and self-starting

Compensation

The expected salary range for this role is $180,000-$202,000 USD. However, the starting base pay will depend on several factors, including the candidate’s location, skills, experience, market demand, and internal pay parity. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.

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As a Principal People Business Partner, you will serve as a critical strategic partner, owning the comprehensive people agenda for your assigned executive client group. You will lead a high-performing team of People Business Partners, integrating deep business acumen with sophisticated people analytics to drive transformational change and ensure we attract, develop, and retain world-class talent.

This is a role for a proven leader who thrives in complexity, has zero ego, anticipates future organizational needs, and translates strategic business objectives into proactive, impactful people initiatives. We are redefining the impact that a People Business Partner team can drive.

Responsibilities

Executive People Strategy & Leadership

• Architect and own the end-to-end People Strategy for your executive client group, ensuring direct alignment with their goals, strategic imperatives, and long-range business plans.
• Serve as a trusted advisor and strategic thought partner to your executive team, challenging perspectives and providing proactive insights on organizational effectiveness, talent implications of strategic decisions, and future workforce needs.
• Lead, mentor, and develop a team of high-performing People Business Partners, fostering a culture of strategic partnership and analytical rigor, ensuring consistent delivery of high-impact people solutions.
• Drive organizational design and transformation initiatives, directly impacting operational efficiency, cross-functional collaboration, and strategic agility.

Organizational Impact & Transformation

• Design, implement, and lead large-scale change management initiatives that support critical business transformations, acquisition integrations, or significant strategic pivots, ensuring successful adoption and sustained impact.
• Design and deploy complex workforce planning models that anticipate future talent needs, skill gaps, and organizational structures required for sustained hyper-growth, including leadership bench growth.
• Champion and embed a high-performance culture, designing and implementing leadership development programs, executive coaching frameworks, and performance management philosophies that cultivate a strong leadership pipeline and enhance organizational capability.

Strategic Talent Leadership & Analytics

• Leverage advanced people analytics and business intelligence to identify systemic organizational challenges, predict future talent trends, and drive data-driven decision-making at the executive level.
• Proactively forecast and strategically identify critical future talent needs, skill requirements, and potential gaps by deeply integrating with business strategy, product roadmaps, and long-range planning, establishing robust talent pipelines.
• Design, implement, and continuously evolve executive and critical talent development strategies, including bench planning, high-potential programs, and bespoke leadership development initiatives to build organizational capability and ensure a ready supply of future leaders.

Critical Qualifications

• 15+ years of progressive HR leadership experience, with deep experience directly partnering with executives and driving tangible people strategies.
• Demonstrated success in architecting, implementing, and scaling people strategies that directly contributed to significant business growth, transformation, and financial impact in a fast-paced, high-growth, and complex environment.
• Proven experience building, leading, developing, and inspiring high-performing People Business Partner teams.
• Exceptional executive presence, influencing skills, and the ability to navigate complex organizational dynamics with leaders.
• Deep expertise in organizational development, change leadership, strategic workforce planning, executive talent management, and advanced people analytics.
• Strong financial acumen and a keen understanding of the commercial and P&L implications of people decisions, with the ability to articulate value propositions in business terms.
• Strategic systems thinker with the ability to operate at a 50,000-foot level while understanding the critical tactical levers necessary for flawless execution.
• Outstanding communication and conflict resolution skills.
• U.S. Person status is required due to access to export-controlled data.

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You will also be responsible for managing and analyzing key performance metrics, including accurate forecasting, pipeline generation, win rate, and deal sizes. In addition, you will hire, develop, and coach Account Executives selling into the Federal market.

To be successful in this role, you will need to have 15+ years of Enterprise SaaS sales experience, including experience working with Federal departments and agencies, 10+ years in sales management, outstanding executive presence and communication skills, and a track record of managing complex sales processes with multiple partners and thorough negotiations with pricing based on business value, legal and procurement.

If you are a motivated and results-driven sales professional with a passion for the Federal market, we encourage you to apply for this exciting opportunity.

Figma offers 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: $211,000-$264,000 USD

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As Director of FP&A, you'll own a) building systems, b) budgeting/forecasting across Cost of Sales, G&A, R&D, and select GM business models and c) deep financial partnership. You'll partner directly with the ELT and their counterparts. This role is for someone who is equally comfortable building a cost model one day and challenging a business leader's assumptions the next.

You will report to the SVP of Strategic Finance and have one direct report. What You'll Do:

• Own the AOP and monthly/quarterly forecasts across all assigned functions, from bottoms-up budget builds to ELT-ready output.
• Be the financial thought partner functional leaders actually want to call - proactively surfacing risks, opportunities, and the implications of strategic choices before they become surprises.
• Lead monthly business reviews with sharp variance analysis and a clear point of view, not just a slide of numbers.
• Build dynamic models covering headcount, OpEx and unit economics.
• Build and support GM-level business model work, including investment analysis, scenario planning, and beyond.
• Partner cross-functionally with Sales Finance, Corporate Finance, Accounting, Procurement, HR and other functional business units to optimize our records and connect operational drivers to financial outcomes.
• Build systems & processes (including leveraging agentic workflows and AI-assisted tools) to automate the recurring workstreams.
• Develop one direct report with the same standard of rigor and business partnership you hold yourself to.
• Be a leader and culture carrier on the FP&A team - working with your peers to optimize and uplevel our processes.

What You Bring:

• Technical: Expert financial modeling skills. You build models others can use, stress-test them, and know when simplicity beats sophistication. Excel mastery is non-negotiable. Systems/coding expertise is a plus- this role is expanded to work with large datasets, automate work, build dashboards and beyond.
• Business Fluency: You understand SaaS and consumption-based economics.
• Executive Presence: You are comfortable and crisp when presenting to the ELT. You can read the room, hold your ground with data, and distill a complex financial story into simple concepts.
• High EQ: Business partners describe you as someone who makes them better. You ask the questions they didn't think to ask, follow through, and never make people feel managed.
• AI Fluency: You're genuinely curious about how AI is changing finance work , and you've already started using it.

Qualifications:

• 8+ years in FP&A or strategic finance, with meaningful time in a senior or ELT-facing role.
• Background in mature SaaS or technology.
• Bachelor's in Finance, Accounting, or Economics; MBA or CPA a plus, not a requirement.

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You will be deployed into Databricks' most critical accounts and opportunities where executive alignment is fragile, deal velocity has stalled, or the path forward requires sharper thinking and stronger leadership. You will spend the majority of your time in the field with customers and account teams, with equal responsibility to elevate how we sell internally.

This is a 50/50 role:

Externally: Shaping customer vision, guiding executives, and driving deal outcomes. Internally: Advising, coaching, and raising the standard of the field.

The primary objective is to make the existing account team better, faster, and more effective, not to override their efforts.

The impact you will have:

Own the Hardest Moments – Step into late-stage, high-value, multi-threaded deals where alignment is not established and execution must improve. Operate at the Executive Layer – Engage CIOs, CDOs, and business leaders with a strong, credible point of view (POV) on data, AI, and platform transformation. Drive Deal Velocity – Bring structure to ambiguity, align stakeholders, clarify value, and compress decision cycles. Lead Through Influence – Earn trust quickly across both customers and internal teams; know when to push, when to align, and how to create movement. Elevate the Field – Coach Account Executives (AEs) and field leaders in real time, improving deal strategy, qualification, and execution standards. Scale What Works – Translate wins into repeatable plays across EBCs, QBRs, All Hands, and global enablement forums. Expand Enterprise Footprint – Identify new buying centers, use cases, and paths to platform adoption across large, complex organizations.

What we look for:

Background in Data & AI organizations in highly strategic sales roles. 10+ years with consistent top-tier performance in enterprise environments (Fortune 500 / Global 2000). Experience leading large, complex, multi-year, multi-stakeholder deals. Executive presence with the ability to quickly establish credibility at the C-level. A strong, defensible POV on data platforms, AI, and enterprise transformation. Demonstrated ability to influence without authority across account teams, leadership, and partners. Experience coaching and elevating high-performing sales teams in live deal environments. Comfort operating across industries, ambiguity, and high expectations. High ownership, high standards, and low ego.

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 $136,000-$187,000 USD

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You will coach your team through ambiguous, multi-threaded sales cycles and partner cross-functionally to unlock high-value opportunities. You will help shape deal strategy, drive pipeline inspection rigor, and directly engage in critical opportunities to model 'what good looks like.' Your success will depend on your ability to balance frontline involvement with executive alignment , while hiring and scaling top-tier talent and reinforcing a culture of ownership and accountability.

Responsibilities:

• Lead, coach, and develop a team of ~5 Senior Account Executives focused on complex, multi-stakeholder sales cycles
• Hire, onboard, and scale an Enterprise AE team with a strong emphasis on accountability, execution rigor, and high standards of performance
• Design, improve, and drive systems for outbound rigor, pipeline inspection, and forecast discipline
• Partner cross-functionally with Product, Marketing, Customer Success, Enablement, and Pricing to align on roadmap gaps, pricing strategy, and implementation readiness
• Play a hands-on role in deal progression , helping unblock critical opportunities and providing strategic guidance to your team
• Serve as a trusted thought partner to Sales Leadership, helping absorb execution complexity while upleveling team operations and morale
• Promote a performance culture rooted in accountability, ownership, and continuous learning
• Bring clarity to deals in motion and remove organizational blockers

Requirements:

• 5+ years of first-line Enterprise sales leadership experience; direct management of AEs required
• Proven track record in complex B2B sales environments with long cycles, multiple stakeholders, and internal friction
• Skilled at multithreading, deal coaching, and navigating internal influence
• Thrives in ambiguity; able to simplify complex problems and communicate with precision
• Comfortable delivering results in environments with evolving product-market fit
• Experience partnering cross-functionally with Product, Customer Success, Pricing, and Marketing
• Strong balance of executive presence and tactical execution
• Low-ego, high-ownership leader who leads with clarity, accountability, and team-first mindset

Compensation: The expected OTE range for this role is $316,400 - $375,725.

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This role requires a deep understanding of SIs, ISVs and hyper-scaler ecosystems (AWS, Azure, GCP). A history with data and AI–driven business transformation and the ability to engage confidently with C-level executives at both partner and customer organisations.

Responsibilities:

• Define and execute the APJ SI and ecosystem strategy, aligned to global objectives and regional priorities.
• Build and scale a durable, high-value partner ecosystem spanning global system integrators (GSIs), regional partners, and other key partners across the region.
• Drive partner-led consumption of our platforms and solutions, ensuring measurable contribution to revenue, new logos and customer success.

SI & Ecosystem Development:

• Lead joint business planning and co-selling initiatives with key partners, ensuring alignment with their key accounts and GTM solutions.
• Create multi-year growth plans with top strategic partners, ensuring durable revenue streams.
• Drive certifications and badges with our enablement and solution architects, ensuring deep technical alignment.

Executive & C-Level Engagement:

• Represent the partner organization at the highest levels across the partner and customer ecosystem.
• Build trusted relationships with CXOs, board members, and industry thought leaders to drive strategic initiatives, joint investments, and executive sponsorship.

Leadership & Team Development:

• Inspire, mentor, and scale a high-performing alliances and channels team across APJ.
• Build a world-class culture of collaboration, innovation, and accountability.
• Attract and retain top talent, creating clear pathways for professional development and growth.

Operational Excellence:

• Own pipeline development, partner-sourced revenue, and consumption growth metrics.
• Drive operational rigor across partner programs, governance, and reporting.
• Champion cross-functional alignment with sales, marketing, product, and customer success to ensure ecosystem-driven success.

What we look for:

• 20+ years of leadership experience in technology sales, alliances, and partner ecosystem development, with a proven track record of impact across Asia Pacific & Japan.
• Bachelor’s degree required; Master’s preferred.
• Extensive experience in Data and AI technologies and their application to real-world business transformation.
• Demonstrated success working with hyperscalers (AWS, Azure, GCP) on joint go-to-market strategies, co-selling, and co-investment.
• Proven ability to influence C-level executives, boards, and global partner organizations.
• Strong understanding of the APJ market landscape, regional partner dynamics, and cultural nuances.
• Experience building and leading large, geographically distributed teams.
• Exceptional communication, negotiation, and executive presence skills.

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You will become a trusted advisor to Stripe's customers, deeply understanding their business and needs, and helping them maximize the value they get from Stripe.

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

Requirements

• 8+ years of experience in a client-facing role ideally customer success, managing relationships with large, global, and complex organizations, preferably working with a technical product
• Strong analytical skills and operating rigor
• Strong executive presence and presentation skills, particularly for in-person meetings with multiple stakeholders
• History of success as a consultant, pre-sales, technical account management, or equivalent
• Experience building comprehensive account plans
• Proven track record of achieving targets and goals, preferably in a sales setting
• Track record of managing large, complex projects and/or programs
• Experience handling difficult customers or situations and can demonstrate resolutions
• Must work within a team environment with sales and services peers
• Ability to navigate data and people to find answers
• A strong understanding of our business and products, and an ability to research/self-starter

Preferred Qualifications

• Sophisticated business sense and understanding of underlying drivers and strategy of our user’s businesses
• Track record of leading technical conversations and persuading others to take action based on requirements and value provided by solutions
• Willingness to tackle things on your own
• A capability to work well with a wide range of people, both internally and externally
• The motivation and flexibility to work well in a high-growth environment where things change quickly

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Responsibilities:

• Lead, coach, and develop a team of senior account executives focused on complex, multi-stakeholder sales cycles
• Hire, onboard, and scale an enterprise AE team with a strong emphasis on accountability, execution rigor, and high standards of performance
• Design, improve, and drive systems for outbound rigor, pipeline inspection, and forecast discipline
• Partner cross-functionally with product, marketing, customer success, enablement, and pricing to align on roadmap gaps, pricing strategy, and implementation readiness
• Play a hands-on role in deal progression, helping unblock critical opportunities and providing strategic guidance to your team
• Serve as a trusted thought partner to sales leadership, helping absorb execution complexity while upleveling team operations and morale
• Promote a performance culture rooted in accountability, ownership, and continuous learning

Requirements:

• 5+ years of first-line enterprise sales leadership experience; direct management of AEs required
• Proven track record in complex B2B sales environments with long cycles, multiple stakeholders, and internal friction
• Skilled at multithreading, deal coaching, and navigating internal influence
• Thrives in ambiguity; able to simplify complex problems and communicate with precision
• Comfortable delivering results in environments with evolving product-market fit
• Experience partnering cross-functionally with product, customer success, pricing, and marketing
• Strong balance of executive presence and tactical execution
• Low-ego, high-ownership leader who leads with clarity, accountability, and a team-first mindset

Compensation: The expected OTE range for this role is $316,400 - $375,725.

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Key responsibilities include:

• Leading, developing, and scaling a high-performing sales pod
• Owning pod strategy, forecasting, and revenue accountability
• Elevating strategic client and agency partnerships
• Driving cross-functional execution and product adoption
• Building global coordination and operating rhythms

To succeed in this role, you will need:

• 10+ years of experience in digital media, ad-tech, or social platforms, including 5+ years in quota-carrying enterprise sales roles serving large, complex advertisers and agencies
• 2+ years of people management experience or substantial track record as a team lead
• Proven history of exceeding revenue targets and growing multi-million-dollar books of business within high-consideration, omnichannel categories
• Demonstrated ability to run executive-level client and agency meetings, including with VP/C-suite stakeholders
• Strong strategic and quantitative skills, with excellent communication and executive presence

Benefits include global benefit programs, family planning support, gender-affirming care, mental health & coaching benefits, group personal pension scheme with employer match, and private medical insurance.

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

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

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

The impact you will have:

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

What we look for:

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

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You will coach your team through ambiguous, multi-threaded sales cycles and partner cross-functionally to unlock high-value opportunities. You will help shape deal strategy, drive pipeline inspection rigor, and directly engage in critical opportunities to model 'what good looks like.' Your success will depend on your ability to balance frontline involvement with executive alignment , while hiring and scaling top-tier talent and reinforcing a culture of ownership and accountability.

This role will be based in one of our Brex offices , San Francisco, Seattle, New York, Vancouver, or Salt Lake City. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work.

Responsibilities:

• Lead, coach, and develop a team of ~5 Senior Account Executives focused on complex, multi-stakeholder sales cycles
• Hire, onboard, and scale an Enterprise AE team with a strong emphasis on accountability, execution rigor, and high standards of performance
• Design, improve, and drive systems for outbound rigor, pipeline inspection, and forecast discipline
• Partner cross-functionally with Product, Marketing, Customer Success, Enablement, and Pricing to align on roadmap gaps, pricing strategy, and implementation readiness
• Play a hands-on role in deal progression , helping unblock critical opportunities and providing strategic guidance to your team
• Serve as a trusted thought partner to Sales Leadership, helping absorb execution complexity while upleveling team operations and morale
• Promote a performance culture rooted in accountability, ownership, and continuous learning
• Bring clarity to deals in motion and remove organizational blockers

Requirements:

• 5+ years of first-line Enterprise sales leadership experience; direct management of AEs required
• Proven track record in complex B2B sales environments with long cycles, multiple stakeholders, and internal friction
• Skilled at multithreading, deal coaching, and navigating internal influence
• Thrives in ambiguity; able to simplify complex problems and communicate with precision
• Comfortable delivering results in environments with evolving product-market fit
• Experience partnering cross-functionally with Product, Customer Success, Pricing, and Marketing
• Strong balance of executive presence and tactical execution
• Low-ego, high-ownership leader who leads with clarity, accountability, and team-first mindset

Compensation: The expected OTE range for this role is $280,000 - $332,500. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity.

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You will coach your team through ambiguous, multi-threaded sales cycles and partner cross-functionally to unlock high-value opportunities. You will help shape deal strategy, drive pipeline inspection rigor, and directly engage in critical opportunities to model 'what good looks like.'

Your success will depend on your ability to balance frontline involvement with executive alignment , while hiring and scaling top-tier talent and reinforcing a culture of ownership and accountability.

This role will be based in one of our Brex offices , San Francisco, Seattle, New York, Vancouver, or Salt Lake City. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work.

Responsibilities:

• Lead, coach, and develop a team of ~5 Senior Account Executives focused on complex, multi-stakeholder sales cycles

• Hire, onboard, and scale an Enterprise AE team with a strong emphasis on accountability, execution rigor, and high standards of performance

• Design, improve, and drive systems for outbound rigor, pipeline inspection, and forecast discipline

• Partner cross-functionally with Product, Marketing, Customer Success, Enablement, and Pricing to align on roadmap gaps, pricing strategy, and implementation readiness

• Play a hands-on role in deal progression , helping unblock critical opportunities and providing strategic guidance to your team

• Serve as a trusted thought partner to Sales Leadership, helping absorb execution complexity while upleveling team operations and morale

• Promote a performance culture rooted in accountability, ownership, and continuous learning

• Bring clarity to deals in motion and remove organizational blockers

Requirements:

• 5+ years of first-line Enterprise sales leadership experience; direct management of AEs required

• Proven track record in complex B2B sales environments with long cycles, multiple stakeholders, and internal friction

• Skilled at multithreading, deal coaching, and navigating internal influence

• Thrives in ambiguity; able to simplify complex problems and communicate with precision

• Comfortable delivering results in environments with evolving product-market fit

• Experience partnering cross-functionally with Product, Customer Success, Pricing, and Marketing

• Strong balance of executive presence and tactical execution

• Low-ego, high-ownership leader who leads with clarity, accountability, and a team-first mindset

Compensation: The expected OTE range for this role is $316,400 - $375,725.

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You'll work hand-in-hand with Engagement Managers who own delivery logistics and stakeholder management, while you ensure your team is shipping quality code, growing technically, and representing Anthropic at the highest level in customer environments. This is a player-coach role with a strong bias toward leadership.

You'll stay close enough to the technical work to review architectures, debug production issues, and pair with your team when it matters , but your primary impact will come from the people you hire, the standards you set, and the culture you create.

You'll partner cross-functionally with Sales, Product, and Engineering to shape how Anthropic serves its most strategic customers, and your team's field insights will directly influence product direction.

This role requires someone who thrives in ambiguity and is energized by building from zero to one. You'll be defining what good looks like for FDE management at Anthropic , there is no existing playbook to follow.

Responsibilities:

• Hire, develop, and retain a world-class team of Forward Deployed Engineers.
• Conduct regular 1:1s, provide technical mentorship, and invest in the career growth of each team member.
• Staff and oversee customer engagements across your team's portfolio, making resource allocation decisions that balance customer needs, team development, and business priorities.
• Collaborate with account teams and Engagement Managers during the pre-sales process to qualify engagements, scope work, and inform statements of work.
• Review technical architectures and code produced by your FDEs, ensuring the team ships high-quality, production-ready solutions that solve real customer problems.
• Stay hands-on enough to lead technical discovery sessions, prototype solutions, and debug complex issues alongside your team when needed.
• Build repeatable playbooks, starter repositories, integration templates, and an internal knowledge base that captures what your team learns in the field.
• Define team OKRs that tie to customer success outcomes and product adoption goals.
• Create operational cadences , standups, retros, engagement reviews , that keep the team aligned.
• Partner with Product and Engineering to translate field insights into product improvements.
• Serve as the voice of the customer in internal planning.
• Travel to customer sites as needed (25-50%), particularly during engagement kickoffs and for your team's highest-priority accounts.

You May Be a Good Fit If You Have:

• 10+ years of experience in software engineering, solutions architecture, or a technical customer-facing role such as forward deployed engineering or consulting.
• 2+ years of people management experience within a services/post-sales/FDE organization with a track record of hiring, developing, and retaining strong engineers.
• Experience building organizations from 0->1, not just inheriting an existing one.
• Experience working directly with enterprise customers on technical implementations, including comfort navigating complex organizational dynamics.
• Executive presence with the ability to move fluidly between strategic conversations with senior stakeholders and hands-on debugging sessions with engineers.
• Strong written and verbal communication skills.
• Genuine excitement about building something new and defining what great looks like for a team that doesn't yet exist.

Why This Role Matters:

You'll be a founding leader of a team that defines how enterprises adopt and scale AI. Your work will directly influence Anthropic's product direction, create reusable patterns for the broader customer base, and establish Anthropic as the trusted partner for AI transformation , all while advancing the responsible development of frontier AI systems.

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About the Role:

As the manager of the Industries Solutions Architect team within Applied AI at Anthropic, you will drive the adoption of frontier AI in partnership with the rest of the go-to-market organisation. Our Industries customers include Fortune 500 companies within verticals like financial services, healthcare life sciences, and retail.

Responsibilities:

• Hire, manage, and guide a team of pre-sales Solutions Architects by providing both technical guidance and career development.
• Set goals for your team in collaboration with sales and other parts of the organisation that establish baseline expectations for performance.
• Act as a technical sponsor for high-value strategic customers and advise them on their overall AI adoption strategies or use case scoping and POC execution.
• Partner closely with Industries sales leadership to identify new strategies to drive adoption of Anthropic products within specific verticals or horizontal use cases.
• Work with cross-functional teams like product and engineering to ensure Anthropic prioritises customer feedback or resolves blockers to adoption.
• Travel to customer sites or conferences for executive-level sessions, technical workshops, and relationship building.
• Establish a shared vision for creating solutions that enable beneficial and safe AI in technology products.
• Contribute to thought leadership through conference presentations, webinars, and technical content creation.
• Stay current with emerging AI/ML trends and the competitive landscape.

Requirements:

• 7+ years of experience as a Solutions Architect, Sales Engineer, or similar pre-sales technical role.
• 3+ years of technical pre-sales management experience.
• Have sold complex technical products to Fortune 500 companies, especially in verticals like financial services, healthcare life sciences, and retail.
• Have deep technical proficiency with enterprise AI use cases, API integrations, and LLM deployments.
• Thrive in building and rapidly scaling teams and processes within ambiguous and fast-moving environments.
• Have excellent communication, collaboration, and coaching abilities.
• Strong executive presence and ability to foster deep relationships with technical leaders and engineering teams at Fortune 500 companies.
• Have at least a high level familiarity with the architecture and operation of LLMs.
• Have a passion for making powerful technology safe and societally beneficial.
• Stay up-to-date and informed by taking an active interest in emerging research and industry trends within AI.

Preferred Qualifications:

• Enterprise pre-sales leadership at scale: 5+ years leading solution architect teams through hypergrowth (ideally 10 to 50+ people), with direct experience managing senior individual contributors and developing junior talent in complex enterprise software sales environments.
• AI Technical Depth + Executive Engagement: Hands-on experience with AI platforms and enterprise integration patterns, combined with proven track record engaging C-level stakeholders in $10M+ technical evaluations and enterprise sales cycles.
• Multi-Segment GTM Experience: Demonstrated success adapting technical approaches across customer segments (commercial to Fortune 100).

Salary: The annual compensation range for this role is $270,000-$345,000 USD.

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You will build and lead a team of Partner Solutions Architects, establish processes and best practices for partner-led pre-sales engagements, and represent Anthropic as the technical lead on its most important partnerships. In collaboration with Sales, Partnerships, Product, and Engineering, you will help partners incorporate leading-edge AI into their practices, accelerate indirect revenue, and execute long-term GTM strategy while maintaining our best-in-class safety standards.

Responsibilities:

Team Leadership & Development: Hire, manage, and mentor a team of Partner Solutions Architects. Set goals, run reviews, and coach each team member toward high productivity and career growth.

Strategic Technical Partnership: Act as the senior technical thought partner to Anthropic's GTM partnerships team. Co-build partner strategy with aligned GTM leadership, drive key programs, and align cross-functional stakeholders (Sales, Product, Engineering) behind partner outcomes.

Partner Enablement & Ecosystem: Embed your team with GSI and cloud partner technical teams to enable their AI practices, troubleshoot, and evangelize Anthropic in their developer communities. Represent Anthropic at partner events (GSI workshops, AWS/GCP summits, hackathons) and contribute technical content and thought leadership.

Joint Solution Development: Lead partners in identifying high-value, industry-specific GenAI applications. Develop joint solutions and codify reference architectures and best practices to accelerate time to deployment.

Customer Deal Support: Own the technical portion of partner-led pre-sales engagements. Intervene directly on strategic deals where partners are the primary delivery vehicle, providing deep solution architecture guidance.

Product Feedback: Gather and validate feedback on Anthropic's products from partner deployments and deliver it to Product and Engineering to inform roadmap and partner strategy.

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Anthropic's Industries team partners with the world's largest enterprises across retail, manufacturing, automotive, consumer goods, hospitality, and commercial real estate to deploy frontier AI into the core of how they operate. As an Enterprise Account Executive on the Industries team, you'll own a named book of accounts and the full revenue outcome for each. You'll develop a point of view on where Claude creates the most value across a customer's business, build relationships with the executives who sponsor transformation at that scale, and expand the partnership well beyond the original buyer.

Responsibilities

• Contribute to the Industries team GTM strategy, identifying new use cases within your assigned verticals, winning new business, and sharing feedback with cross-functional teams

• Drive strategic expansion within key accounts in established verticals and new logo acquisition within emerging verticals

• Break into new accounts and cross-sell into existing business alongside our team of Account Executives

• Own a revenue target and all aspects of the sales cycle from prospecting to close, including outbounding and engaging Tier 1 accounts

• Lead with conviction by providing clear recommendations based on deep industry expertise rather than presenting a menu of options

• Prioritize organizations that can serve as lighthouse customers and references within their industries

• Become a trusted advisor to customers, understanding their unique needs and crafting tailored AI solutions. Co-innovate with customers and sell on the product roadmap while appropriately setting expectations

• Collaborate extensively with cross-functional partners including product, engineering, legal, marketing, and Applied AI to help bring new solutions to market and provide feedback to shape roadmaps

• Develop sales collateral, proposals, and presentations to effectively position Anthropic's AI products. Continuously refine sales tactics and share best practices

You may be a good fit if you have

• 8+ years of enterprise software sales experience, with a track record of owning named accounts at large, complex organizations

• Experience managing multi-quarter sales cycles involving multiple stakeholders, technical evaluations, and enterprise procurement

• A history of growing accounts meaningfully beyond the original engagement by creating demand across new divisions and use cases

• Demonstrated ability to independently build and advance relationships at the C-suite and SVP level, including preparing for and leading executive conversations without relying on internal executive sponsorship

• Experience building customer-specific business cases grounded in the customer's own financials and priorities, and defending commercial terms through procurement

• Background selling platform, API, cloud infrastructure, or emerging technology into enterprises evaluating a new category

• Strong executive presence and the ability to hold a credible conversation across both technical and business audiences

• Genuine interest in AI and strong alignment with Anthropic's mission of developing AI systems that are safe and beneficial

What will make you stand out

• Direct experience selling into one or more of our core verticals and fluency in how those businesses operate and measure success

• Experience as an early AE in a vertical or segment, where you helped build the sales motion rather than inherit it

• Background selling developer platforms, cloud infrastructure, or AI/ML tooling into traditional enterprises

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You will act as a central leader, coordinating across vast cross-functional domains to drive cutting-edge model capabilities from research to global production.

Key responsibilities include:

Strategic Leadership: Architect, scope, and lead complex technical programs for model development at an organizational level, defining best practices for delivering frontier research to production.

Organizational Alignment: Direct and align vast cross-functional organizations working on personal intelligence to advance the state of the art research in this domain. Act as a trusted advisor to senior executive leadership.

Risk & Strategy Management: Proactively identify and resolve systemic risks, dependencies, and changing circumstances across multiple product surfaces, implementing scalable, long-term solutions.

Technical Problem Solving: Apply deep technical intuition to identify and execute pragmatic solutions, directly unblocking novel modeling techniques and resolving high-level technical architecture disputes.

Process Excellence: Define program management methodologies and governance models for the broader organization, driving operational excellence across multiple teams and product areas.

We look for the following skills and experience:

Experience: 12+ years of experience leading organizational-level technical programs, with a strong track record of successful program delivery at massive scale.

Technical Foundation: Expert-level technical background, with deep AI knowledge and extensive experience in the development of foundational models and their integration into global products.

Communication & Collaboration: Exceptional executive presence and stakeholder management skills, paired with meticulous organization and attention to detail. You excel at building trust, navigating complex organizational dynamics, and synthesizing highly complex technical strategies to act as a trusted advisor to executive leadership.

Leadership & Ownership: Exceptional leadership capabilities, with a proven ability to take full ownership of sweeping organizational initiatives, drive cross-PA alignment, and overhaul governance models across vast engineering and research teams.

Adaptability: Proven ability to navigate highly ambiguous, ever-evolving environments, demonstrating leadership and resourcefulness in resolving systemic challenges.

AI Passion & Practical Application: Passionate about AGI and deeply curious about emerging technologies. You are a hands-on practitioner who actively utilizes the latest AI tools, agents, and coding assistants to accelerate workflows and drive operational excellence.

The US base salary range for this full-time position is between $240,000 USD - $334,000 USD + bonus + equity + benefits.

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Reporting to the Head of Customer Success & Delivery, this role will own how customers integrate with the Zus platform. They’ll be responsible for ensuring healthcare organisations and digital health builders can reliably ingest data, connect EHR systems, and deploy applications powered by Zus APIs.

This leader will oversee teams responsible for forward deployment engineering, and technical enablement, working closely with customer engineering teams to integrate Zus into production environments and connect to data networks.

You will guide customers through the complexity of healthcare interoperability, helping them translate real-world workflows into scalable integrations built on Zus.

This is a hands-on player-coach role. You will lead the team while also personally engaging in complex implementations, architecture discussions, and customer deployments.

You will champion the use of AI tools, automation frameworks, and reusable integration patterns to dramatically improve how quickly and reliably customers connect to the Zus platform.

The ideal candidate combines deep experience in healthcare interoperability, enterprise software implementations, API platforms, and AI-enabled engineering workflows with the leadership skills required to scale a delivery organisation.

Key responsibilities:

• Lead implementation and technical delivery - Own the technical delivery lifecycle following contract signature through production deployment and early adoption
• Lead and grow a team of Solutions Engineers and Forward Deployed Engineers - Develop career paths, performance expectations, and development plans for the team to ensure excellent execution of goals
• Ensure consistent, high-quality execution across multiple concurrent enterprise implementations
• Establish best practices for onboarding, implementation, integration, and go-live readiness
• Set customers up for success across multiple different high priority use cases
• Ensure customers achieve rapid time-to-value from the Zus platform

Act as player-coach for complex implementations - Personally engage on strategic or technically complex customer deployments

Guide integrations involving FHIR, HL7, CCD, APIs, SFTP pipelines, and EHR platforms

Troubleshoot complex interoperability and data pipeline issues

Work directly with engineering teams to deploy and operationalize Zus products

Serve as a trusted technical advisor to customer technical and operational stakeholders

Drive forward deployed engineering - Support customers in building production-grade applications and workflows on top of Zus APIs

Help customers operationalize clinical and operational data across care delivery workflows

Lead the development of reference architectures and deployment patterns

Identify integration opportunities that accelerate product adoption and expansion

Delivery training and technical enablement - Oversee technical onboarding and training programs for new customers

Enable customer engineering and product teams to effectively build on the Zus platform

Develop documentation, workshops, and enablement resources for technical users

Drive AI-enabled implementation and automation - Lead the adoption of AI tools and automation frameworks across the delivery organisation

Identify opportunities to automate manual implementation work using LLMs, scripting, and developer tooling

Develop reusable automation patterns for all parts of the Zus ecosystem

Help customers leverage Zus data to power AI-enabled workflows and analytics applications

Partner with Product and Engineering - Translate customer implementation patterns into platform improvement

Participate in technical discussions to find reusable integration patterns that can be embedded directly into the Zus platform

Communicate customer needs to the Product & Engineering teams

You're a good fit because you have:

• 10+ years of experience in technical implementation, solutions engineering, systems integration, or professional services leadership, preferably in healthtech, SaaS, or enterprise software
• Proven experience leading customer-facing teams and scaling implementation or professional services functions
• Deep expertise in healthcare data interoperability, including FHIR, HL7, CCD, and EHR integrations
• Strong understanding of APIs, data ingestion pipelines (ETL, JSON, CSV), and modern data platforms (e.g., Snowflake)
• Experience designing scalable implementation frameworks and reusable integration patterns
• Familiarity with secure environments and compliance frameworks (HIPAA, SOC 2)
• Executive presence and the ability to build trust with both technical and non-technical stakeholders
• Strong strategic thinking paired with a willingness to dive into complex technical or delivery challenges when needed
• A self-starter mindset and comfort operating in a fast-paced, evolving startup environment
• Passion for improving healthcare through better access to and use of data
• Willingness to travel up to ~25% for customer engagements, industry events, and company meetings
• Bachelor’s degree in Business, Engineering, or a related field (advanced degree a plus)

Additional Information:

We will offer you...

• Competitive compensation that reflects the value you bring to the team a combination of cash and equity
• Robust benefits that include health insurance, wellness benefits, 401k with a match, unlimited PTO
• Opportunity to work alongside a passionate team that is determined to help change the world (and have fun doing it)

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This position holds full accountability for regional pipeline development, order capture, and long-term market expansion, while leading and enabling Country BD Leads within the region. By maintaining strategic oversight and coordinated execution across markets, the Senior Regional Manager strengthens customer trust, scales operational impact, and accelerates sustained growth of Shield AI's presence across the region.

Key responsibilities include:

• Serving as Shield AI's senior regional representative across the Nordics engaging senior military, government, and industry stakeholders while ensuring compliance across all activities.

• Developing and executing a unified regional strategy aligned to EURAF team priorities, integrating country-level efforts into coherent campaigns across NATO, EU, and bilateral frameworks.

• Owning regional sales performance, including pipeline development, forecast accuracy, and order intake, with accountability for driving opportunities from shaping through close.

• Leading and managing Country BD Leads within the region, setting priorities, ensuring execution discipline, and aligning messaging and stakeholder engagement across markets.

• Overseeing and coordinating cross-functional efforts across Business Development, Government Relations, Program Management, Legal, Contracts, PX, and Customer Operations to enable successful capture and delivery.

• Owning and driving regional capture strategy across all product lines (V-BAT, Hivemind, X-BAT, SVS), ensuring alignment with product and regional leadership.

• Ensuring successful execution and customer outcomes for active programs across the region, maintaining accountability for performance, timelines, and customer satisfaction.

• Building and maintaining a disciplined, data-driven regional pipeline and stakeholder engagement plan to support sustained growth and follow-on business.

• Developing and managing regional partnerships, resellers, and strategic industry relationships to expand access and accelerate program execution.

• Identifying and mitigating political, procurement, and operational risks across markets, providing clear reporting on regional performance and outlook.

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This position holds full accountability for regional pipeline development, order capture, and long-term market expansion, while leading and enabling Country BD Leads within the region.

Key responsibilities include:

• Serving as Shield AI's senior regional representative across the West Balkans, Greece, and Cyprus, engaging senior military, government, and industry stakeholders while ensuring compliance across all activities.

• Developing and executing a unified regional strategy aligned to EURAF team priorities, integrating country-level efforts into coherent campaigns across NATO, EU, and bilateral frameworks.

• Owning regional sales performance, including pipeline development, forecast accuracy, and order intake, with accountability for driving opportunities from shaping through close.

• Leading and managing Country BD Leads within the region, setting priorities, ensuring execution discipline, and aligning messaging and stakeholder engagement across markets.

• Overseeing and coordinating cross-functional efforts across Business Development, Government Relations, Program Management, Legal, Contracts, PX, and Customer Operations to enable successful capture and delivery.

• Ensuring successful execution and customer outcomes for active programs across the region, maintaining accountability for performance, timelines, and customer satisfaction.

• Building and maintaining a disciplined, data-driven regional pipeline and stakeholder engagement plan to support sustained growth and follow-on business.

• Developing and managing regional partnerships, resellers, and strategic industry relationships to expand access and accelerate program execution.

• Identifying and mitigating political, procurement, and operational risks across markets, providing clear reporting on regional performance and outlook.

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This role provides strategic direction, governance, and oversight to ensure cost optimization, risk mitigation, supplier performance excellence, and alignment with corporate objectives.

russian-American aerospace company with a focus on developing and manufacturing unmanned aerial vehicles (UAVs).

Key responsibilities include:

• Strategic Sourcing & Category Leadership

• Own and lead the enterprise indirect procurement strategy, aligning category roadmaps with business priorities and long-term growth plans

• Provide executive oversight for complex, high-value sourcing initiatives across all indirect spend categories

• Establish and govern category strategies, including demand management, supplier consolidation, and innovation partnerships

• Sponsor and oversee RFx processes (RFI, RFP, RFQ) for mission-critical goods and services

• Lead or approve negotiations for major contracts, including pricing models, SLAs, risk allocation, and long-term agreements

• Supplier & Contract Governance

• Set the strategic framework for supplier relationship management, performance management, and risk mitigation

• Build and maintain executive-level relationships with key strategic suppliers

• Partner with Legal and Compliance to oversee contract standards, negotiation strategy, and approval authority

• Ensure governance over contract lifecycle management, renewals, and commercial obligations

• Resolve escalated supplier issues and lead remediation or exit strategies as needed

• Executive Stakeholder Partnership

• Serve as a trusted advisor to senior leaders and executives across the organization

• Translate business strategy into procurement-led solutions that balance cost, risk, speed, and innovation

• Influence stakeholders on sourcing decisions, demand planning, and total cost of ownership considerations

• Champion procurement best practices, governance, and policy adherence at the leadership level

• Procurement Operations & Organizational Leadership

• Provide leadership and direction to indirect procurement teams, including coaching, performance management, and capability development

• Establish scalable procurement operating models, policies, and approval frameworks

• Oversee procurement execution, including requisitions, purchase orders, vendor onboarding, and invoice resolution

• Ensure robust documentation, audit readiness, and process discipline across procurement operations

• Compliance, Risk & Ethics

• Ensure enterprise compliance with procurement policies, approval authorities, and internal controls

• Provide oversight for SOX, FAR/DFARS, cybersecurity, and regulatory compliance as applicable

• Lead supplier risk management efforts, including financial, operational, cybersecurity, and regulatory risk

• Promote ethical sourcing, sustainability, and supplier diversity initiatives aligned with corporate values

• Reporting, Analytics & Continuous Improvement

• Define and monitor KPIs for spend visibility, savings, supplier performance, and risk

• Present procurement performance and insights to executive leadership

• Sponsor enhancements to procurement systems and tools (ERP, P2P, contract lifecycle management)

• Lead continuous improvement, automation, and digital transformation initiatives across procurement

• Contribute to enterprise governance, policy development, and long-range procurement planning

Required qualifications include:

• Bachelor’s degree in Business, Supply Chain, Finance, or a related field (MBA or advanced degree preferred)
• 10+ years of progressive experience in indirect procurement, strategic sourcing, or supply chain leadership
• Demonstrated experience leading enterprise-level indirect spend categories (IT, software, professional services, facilities, etc.)
• Proven track record of developing and executing procurement strategies at scale
• Executive-level negotiation and contract management expertise
• Strong understanding of procurement governance, compliance, and risk management frameworks
• Experience with ERP and P2P platforms (SAP, Oracle, Workday, Coupa, Ariba, or similar)
• Advanced financial acumen, data analysis, and spend analytics capabilities
• Exceptional communication, executive presence, and stakeholder influence skills
• Demonstrated people leadership and organizational change management experience

Salary: $160,000 - $240,000 a year

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As an Account Executive Leader for our SMB team, you will lead a group of front-line Sales Managers and their Account Executive teams responsible for acquiring and growing Plaid’s SMB customers. You will set strategy and direction for your part of the SMB business, translate it into clear operating plans, and ensure consistent, high-quality execution across teams. You will build and develop sales leaders and AEs, implement a rigorous operating cadence, and partner cross-functionally to shape how Plaid goes to market in the SMB segment.

You will leverage your experience in forecasting, pipeline management, and deal strategy to drive predictable growth in a fast-paced, high-growth environment.

Responsibilities

• Lead, coach, and develop a team of front-line SMB Sales Managers and their Account Executive teams to consistently meet and exceed revenue targets
• Own forecast accuracy and pipeline health across your portfolio; implement and run a disciplined operating rhythm (1:1s, pipeline reviews, QBRs, forecast calls)
• Design and refine territory, coverage, and quota strategies to support growth objectives while ensuring sustainable workloads and strong customer coverage
• Partner with Marketing, New Business Development, Growth, Partnerships, Product, and Customer Success to build and execute the SMB acquisition and expansion strategy
• Provide hands-on deal coaching for top opportunities and ensure managers are effectively supporting their teams on complex or strategic deals
• Hire, onboard, and develop front-line managers and high-potential AEs, building a strong leadership bench and clear paths for internal mobility
• Use data and insights to diagnose performance, identify bottlenecks, and prioritize initiatives that increase win rates, improve cycle times, and drive productivity
• Foster a positive, inclusive, and high-performance culture that reflects Plaid’s Principles and supports growth, experimentation, and continuous improvement

Qualifications

• Must-Have Requirements:
• 8–10+ years of experience in B2B sales, including meaningful time leading high-performing SMB or mid-market teams
• Demonstrated success managing front-line managers and/or multiple sales teams, with clear examples of hiring, developing, and retaining top talent
• Proven track record of owning and delivering against multi-team revenue targets, including both new customer acquisition and expansion
• Deep experience running a rigorous sales operating cadence (forecasting, pipeline management, QBRs) and using data to make decisions
• Strong cross-functional leadership skills with experience partnering with Marketing, Product, Partnerships, and Finance to drive segment strategy
• Excellent communication and executive presence, with the ability to influence across levels and functions
• Nice-to-Have Requirements:
• Prior experience as a 2nd-line SMB or MM sales leader in fintech, SaaS, or infrastructure/platform companies
• Experience in fintech or financial services, especially selling into SMBs or startups
• Background in segment design, GTM experimentation, and scaling new sales motions

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The Customer Success Manager will own the relationships between Omada and a book of our Enterprise customers. This includes project managing implementation, owning the relationship with these customers, managing renewals and driving upsells. The CSM has visibility into the entire company, and works alongside our Sales, Data, Marketing, IT, Operations, Clinical, and Product teams to serve our client partners.

Enterprise Customer Success Manager owning a portfolio of Omada's largest, most complex customers from implementation through renewal and expansion.

• Builds long-term, trust-based partnerships that mitigate churn risk and uncover scalable growth opportunities across owned accounts.
• Serves as primary point of contact for operational, director, and executive stakeholders at enterprise clients.
• Collaborates closely with Sales, Data, Marketing, IT, Operations, Clinical, and Product to deliver measurable outcomes and high satisfaction.
• Positions Omada as an evidence-based, innovative thought leader with customers.

Key responsibilities:

• Own implementation and onboarding, including project-managing technical integrations with internal and client teams.
• Build and nurture strong, strategic, long-term relationships across all levels of client organizations.
• Develop and execute strategic account and BoB plans, including growth and expansion strategies.
• Use data, analytics, and industry insights to communicate value, deliver QBRs, and influence client decisions.
• Identify and execute on upsell, cross-sell, and multi-product expansion opportunities while proactively managing retention and churn risk.
• Lead cross-functional collaboration and CX process-improvement efforts to solve complex customer challenges
• Cultivate partnership opportunities (speaking engagements, testimonials, pilots, claims/ROI analyses) and travel to client sites ~1x per quarter.

Experience and qualifications:

• Bachelor's degree and 6+ years of relevant professional experience.
• Proven experience owning post-sales implementation in collaboration with technical teams.
• Background working with organizations ranging from startups to Fortune 50 enterprises.
• Experience in field sales or account management focused on upsell, cross-sell, and renewals.
• Demonstrated success managing complex projects and using data to tell stories and drive decisions.
• High proficiency with Salesforce, Excel, PowerPoint, and Google Suite.
• Bonus: Experience with large enterprises and understanding of chronic disease prevention, US healthcare, digital health, and startup environments.

Skills and attributes:

• Proven strategic account leader with proactive, solution-oriented salesmanship and consultative approach.
• Strong relationship builder with high emotional intelligence, executive presence, and excellent communication and presentation skills.
• Ability to understand complex commercial relationships and advocate for the collective voice of the customer internally.
• In-depth knowledge of healthcare analytics and data, with strong ability to tell a story with data.
• Highly organized, strong judgment and prioritization, and comfort leading cross-functional workstreams.
• Collaborative team player who contributes to CX thought leadership and process improvement.

Benefits:

• Competitive salary with generous annual cash bonus
• Equity grants
• Remote first work from home culture
• Flexible Time Off to help you rest, recharge, and connect with loved ones
• Generous parental leave
• Health, dental, and vision insurance (and above market employer contributions)
• 401k retirement savings plan
• Lifestyle Spending Account (LSA)
• Mental Health Support Solutions
• ...and more!

It takes a village to change health care. As we build together toward our mission, we strive to embody the following values in our day-to-day work. We hope these hold meaning for you as well as you consider Omada!

• Cultivate Trust. We listen closely and we operate with kindness. We provide respectful and candid feedback to each other.
• Seek Context. We ask to understand and we build connections. We do our research up front to move faster down the road.
• Act Boldly. We innovate daily to solve problems, improve processes, and find new opportunities for our members and customers.
• Deliver Results. We reward impact above output. We set a high bar, we're not afraid to fail, and we take pride in our work.
• Succeed Together. We prioritize Omada's progress above team or individual. We have fun as we get stuff done, and we celebrate together.
• Remember Why We're Here. We push through the challenges of changing health care because we know the destination is worth it.

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Role Summary : AI Deployment Strategist As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral’s AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes. You will partner with senior executives to design AI roadmaps, collaborate with the Applied AI team to deliver solutions in production, and ensure seamless transitions from presales to postsales. Your work will directly contribute to customer success, bridging the gap between strategy and execution. This role is ideal for those who thrive in a fast-paced environment, enjoy solving complex business challenges, and are passionate about turning AI potential into real-world impact.

Strategic Discovery & Vision Setting • Lead executive-level workshops to identify business challenges and opportunities where Mistral’s AI can drive step-change improvements. • Co-create AI adoption roadmaps with customers, articulating the “art of the possible” and a clear path to value. • Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment • Architect end-to-end AI solutions, integrating Mistral’s models and platform into customer workflows and technical infrastructure. • Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact. • Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success • Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral. • Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors. • Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration • Act as the bridge between customers and Mistral’s internal teams, synthesizing feedback to influence product and research roadmaps. • Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence. • Travel (~30-60%) to foster deep client relationships and support on-site deployment.

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Role Summary : AI Deployment Strategist As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral’s AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes. You will partner with senior executives to design AI roadmaps, collaborate with the Applied AI team to deliver solutions in production, and ensure seamless transitions from presales to postsales. Your work will directly contribute to customer success, bridging the gap between strategy and execution. This role is ideal for those who thrive in a fast-paced environment, enjoy solving complex business challenges, and are passionate about turning AI potential into real-world impact.

What you will do

Strategic Discovery & Vision Setting • Lead executive-level workshops to identify business challenges and opportunities where Mistral’s AI can drive step-change improvements. • Co-create AI adoption roadmaps with customers, articulating the “art of the possible” and a clear path to value. • Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment • Architect end-to-end AI solutions, integrating Mistral’s models and platform into customer workflows and technical infrastructure. • Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact. • Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success • Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral. • Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors. • Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration • Act as the bridge between customers and Mistral’s internal teams, synthesizing feedback to influence product and research roadmaps. • Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence. • Travel (~30-60%) to foster deep client relationships and support on-site deployment.

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We are a global organisation with teams distributed between France, USA, UK, Germany, and Singapore. We are a team of experts passionate about AI and its potential to transform society.

Role Summary : AI Deployment Strategist As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral’s AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes.

Responsibilities

Strategic Discovery & Vision Setting • Lead executive-level workshops to identify business challenges and opportunities where Mistral’s AI can drive step-change improvements. • Co-create AI adoption roadmaps with customers, articulating the “art of the possible” and a clear path to value. • Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment • Architect end-to-end AI solutions, integrating Mistral’s models and platform into customer workflows and technical infrastructure. • Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact. • Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success • Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral. • Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors. • Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration • Act as the bridge between customers and Mistral’s internal teams, synthesizing feedback to influence product and research roadmaps. • Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence. • Travel (~30-60%) to foster deep client relationships and support on-site deployment.

About you • 2+ years in a client-facing strategic and technical role (e.g., data science consulting, value engineering, or technical sales). • You hold a degree in a relevant scientific field (e.g., Computer Science, Data Science, Engineering, etc.) • Foundational knowledge of AI/ML/Data Science, with the credibility to advise both technical and non-technical audiences. • Hands-on experience building and deploying AI applications (Python, JavaScript, or similar) to demonstrate value. • Strong business acumen and problem-solving skills, with the ability to structure ambiguous challenges into actionable solutions. • Executive presence and communication skills to influence senior stakeholders (VP, C-level).

Why This Role Matters You will play a pivotal role in shaping how enterprises adopt and deploy AI, ensuring Mistral’s solutions deliver measurable impact. By partnering with the Applied AI team, you’ll help turn strategic visions into production-ready solutions, making Mistral an indispensable partner for our customers.

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Our comprehensive AI platform is designed to meet enterprise needs, whether on-premises or in cloud environments. Our offerings include le Chat, the AI assistant for life and work.

Role Summary : AI Deployment Strategist As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral’s AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes.

What you will do Strategic Discovery & Vision Setting • Lead executive-level workshops to identify business challenges and opportunities where Mistral’s AI can drive step-change improvements. • Co-create AI adoption roadmaps with customers, articulating the “art of the possible” and a clear path to value. • Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment • Architect end-to-end AI solutions, integrating Mistral’s models and platform into customer workflows and technical infrastructure. • Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact. • Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success • Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral. • Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors. • Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration • Act as the bridge between customers and Mistral’s internal teams, synthesizing feedback to influence product and research roadmaps. • Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence. • Travel (~30-60%) to foster deep client relationships and support on-site deployment.

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We are a dynamic team passionate about AI and its potential to transform society. Our comprehensive AI platform is designed to meet enterprise needs, whether on-premises or in cloud environments.

Role Summary:

As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral's AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes.

Responsibilities:

Strategic Discovery & Vision Setting

• Lead executive-level workshops to identify business challenges and opportunities where Mistral's AI can drive step-change improvements.

• Co-create AI adoption roadmaps with customers, articulating the 'art of the possible' and a clear path to value.

• Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment

• Architect end-to-end AI solutions, integrating Mistral's models and platform into customer workflows and technical infrastructure.

• Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact.

• Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success

• Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral.

• Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors.

• Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration

• Act as the bridge between customers and Mistral's internal teams, synthesizing feedback to influence product and research roadmaps.

• Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence.

• Travel (~30-60%) to foster deep client relationships and support on-site deployment.

About you

• 5+ years in a client-facing strategic and technical role (e.g., data science consulting, value engineering, or technical sales).

• You hold a degree in a relevant scientific field (e.g., Computer Science, Data Science, Engineering, etc.).

• Foundational knowledge of AI/ML/Data Science, with the credibility to advise both technical and non-technical audiences.

• Hands-on experience building and deploying AI applications (Python, JavaScript, or similar) to demonstrate value.

• Strong business acumen and problem-solving skills, with the ability to structure ambiguous challenges into actionable solutions.

• Executive presence and communication skills to influence senior stakeholders (VP, C-level).

• Hands on experience building and deploying AI applications (Python).

• Resilient, results-driven, and comfortable leading through influence in a collaborative environment.

• Experience with sales qualification frameworks (e.g., MEDDPICC) and value-based selling is a plus.

Why This Role Matters

You will play a pivotal role in shaping how enterprises adopt and deploy AI, ensuring Mistral's solutions deliver measurable impact. By partnering with the Applied AI team, you'll help turn strategic visions into production-ready solutions, making Mistral an indispensable partner for our customers.

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Role Summary: AI Deployment Strategist As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral's AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes. You will partner with senior executives to design AI roadmaps, collaborate with the Applied AI team to deliver solutions in production, and ensure seamless transitions from presales to postsales. Your work will directly contribute to customer success, bridging the gap between strategy and execution.

Strategic Discovery & Vision Setting • Lead executive-level workshops to identify business challenges and opportunities where Mistral's AI can drive step-change improvements. • Co-create AI adoption roadmaps with customers, articulating the 'art of the possible' and a clear path to value. • Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment • Architect end-to-end AI solutions, integrating Mistral's models and platform into customer workflows and technical infrastructure. • Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact. • Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success • Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral. • Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors. • Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration • Act as the bridge between customers and Mistral's internal teams, synthesizing feedback to influence product and research roadmaps. • Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence. • Travel (~30-60%) to foster deep client relationships and support on-site deployment.

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

Role Summary:

As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral's AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes.

Responsibilities:

• Lead executive-level workshops to identify business challenges and opportunities where Mistral's AI can drive step-change improvements.
• Co-create AI adoption roadmaps with customers, articulating the 'art of the possible' and a clear path to value.
• Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.
• Architect end-to-end AI solutions, integrating Mistral's models and platform into customer workflows and technical infrastructure.
• Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact.
• Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.
• Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral.
• Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors.
• Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Requirements:

• 2+ years in a client-facing strategic and technical role (e.g., data science consulting, value engineering, or technical sales).
• A degree in a relevant scientific field (e.g., Computer Science, Data Science, Engineering, etc.).
• Foundational knowledge of AI/ML/Data Science, with the credibility to advise both technical and non-technical audiences.
• Hands-on experience building and deploying AI applications (Python, JavaScript, or similar) to demonstrate value.
• Strong business acumen and problem-solving skills, with the ability to structure ambiguous challenges into actionable solutions.
• Executive presence and communication skills to influence senior stakeholders (VP, C-level).

Why This Role Matters:

You will play a pivotal role in shaping how enterprises adopt and deploy AI, ensuring Mistral's solutions deliver measurable impact. By partnering with the Applied AI team, you'll help turn strategic visions into production-ready solutions, making Mistral an indispensable partner for our customers.

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Role Summary : AI Deployment Strategist As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral’s AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes. You will partner with senior executives to design AI roadmaps, collaborate with the Applied AI team to deliver solutions in production, and ensure seamless transitions from presales to postsales. Your work will directly contribute to customer success, bridging the gap between strategy and execution. This role is ideal for those who thrive in a fast-paced environment, enjoy solving complex business challenges, and are passionate about turning AI potential into real-world impact.

What you will do

Strategic Discovery & Vision Setting • Lead executive-level workshops to identify business challenges and opportunities where Mistral’s AI can drive step-change improvements. • Co-create AI adoption roadmaps with customers, articulating the “art of the possible” and a clear path to value. • Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment • Architect end-to-end AI solutions, integrating Mistral’s models and platform into customer workflows and technical infrastructure. • Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact. • Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success • Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral. • Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors. • Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration • Act as the bridge between customers and Mistral’s internal teams, synthesizing feedback to influence product and research roadmaps. • Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence. • Travel (~30-60%) to foster deep client relationships and support on-site deployment.

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Role Summary : AI Deployment Strategist As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral’s AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes. You will partner with senior executives to design AI roadmaps, collaborate with the Applied AI team to deliver solutions in production, and ensure seamless transitions from presales to postsales. Your work will directly contribute to customer success, bridging the gap between strategy and execution.

What you will do Strategic Discovery & Vision Setting • Lead executive-level workshops to identify business challenges and opportunities where Mistral’s AI can drive step-change improvements. • Co-create AI adoption roadmaps with customers, articulating the “art of the possible” and a clear path to value. • Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment • Architect end-to-end AI solutions, integrating Mistral’s models and platform into customer workflows and technical infrastructure. • Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact. • Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success • Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral. • Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors. • Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration • Act as the bridge between customers and Mistral’s internal teams, synthesizing feedback to influence product and research roadmaps. • Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence. • Travel (~30-60%) to foster deep client relationships and support on-site deployment.

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Role Summary : AI Deployment Strategist As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral’s AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes. You will partner with senior executives to design AI roadmaps, collaborate with the Applied AI team to deliver solutions in production, and ensure seamless transitions from presales to postsales. Your work will directly contribute to customer success, bridging the gap between strategy and execution. This role is ideal for those who thrive in a fast-paced environment, enjoy solving complex business challenges, and are passionate about turning AI potential into real-world impact.

What you will do

Strategic Discovery & Vision Setting • Lead executive-level workshops to identify business challenges and opportunities where Mistral’s AI can drive step-change improvements. • Co-create AI adoption roadmaps with customers, articulating the “art of the possible” and a clear path to value. • Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment • Architect end-to-end AI solutions, integrating Mistral’s models and platform into customer workflows and technical infrastructure. • Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact. • Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success • Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral. • Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors. • Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration • Act as the bridge between customers and Mistral’s internal teams, synthesizing feedback to influence product and research roadmaps. • Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence. • Travel (~30-60%) to foster deep client relationships and support on-site deployment.

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You will bring clarity to ambiguity. You will translate complex enterprise problems into structured, Hebbia-driven solution approaches that executives can confidently act on. At the same time, you will design tailored AI-powered workflows and evaluations that validate impact, reduce decision risk, and strengthen the commercial narrative.

You will operate as a trusted advisor to sophisticated buyers navigating ambiguity, risk, and scale. Your job is to clarify thinking, reduce decision risk, and prove value in environments where accuracy, speed, and explainability matter.

Key responsibilities include owning technical strategy from discovery through close in complex enterprise sales cycles, leading rigorous technical discovery to understand workflows, data realities, constraints and executive success criteria, translating ambiguous customer challenges into clear structured Hebbia solution frameworks, designing and configuring tailored AI-powered workflows to prove differentiated value during evaluations, delivering high-stakes live demos and technical discussions with senior stakeholders, surfacing risks early, challenging assumptions, and shaping mitigation strategies that accelerate deal progression, partnering closely with Sales to increase win rates, deal velocity, and executive confidence, providing structured product feedback that sharpens positioning and informs roadmap decisions.

Required skills include 5+ years in a customer-facing technical role within complex enterprise sales environments, deep experience with AI systems, data platforms, LLM-based workflows or decision intelligence platforms, demonstrable executive presence, able to earn trust from C-Suite practitioners, strong at structuring ambiguous problems into clear, defensible solution approaches, strong preference for experience selling to or performing Analyst roles in Banking, Asset Management, Private Markets, Legal or Enterprise Knowledge teams in complex enterprise environments, comfortable operating in high-expectation, performance-driven environments.

Benefits include unlimited PTO, medical, dental, vision, 401K, wellness benefits, catered lunch daily, doordash dinner credit, parental leave policy, fertility benefits, and a competitive equity package with unmatched upside potential.

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This is a highly visible leadership role for someone who thrives in fast-moving, high-growth environments and knows how to balance speed, quality, efficiency, and long-term talent outcomes, and who is comfortable setting strategy while staying close to execution when needed.

Key responsibilities include:

• Leading and executing Cresta's global Talent Acquisition strategy in partnership with People, Finance, and business leadership to support rapid growth across regions and functions.
• Partnering closely with executives and senior leaders to shape hiring strategy, priorities, capacity modeling, and workforce planning.
• Building, scaling, and leading a high-performing internal Talent Acquisition team, defining the right mix of in-house recruiters and external partners to support rapid growth, burst hiring needs, and global expansion.
• Reinforcing a high-trust, high-accountability recruiting culture grounded in mentorship, ownership, data-driven decision-making, and continuous improvement.
• Partnering closely with the Head of People on broader talent, workforce planning, and people initiatives.
• Supporting and leading senior and executive recruiting efforts in partnership with People leadership, including hands-on involvement for critical and hard-to-fill roles as needed.
• Designing, tracking, and continuously refining TA metrics to drive hiring efficiency, quality, predictability, and scale.
• Owning and continuously improving the end-to-end candidate experience, from intake calibration and interview design through offer, closing, and post-process feedback loops.
• Championing an equitable, inclusive, and consistent candidate experience across all roles, regions, and stages of growth.
• Setting the standard for proactive, creative sourcing and passive candidate engagement, ensuring teams build durable pipelines rather than relying on reactive hiring.
• Driving employer brand and talent marketing programs across social, events, and community engagement in partnership with Marketing and People teams.
• Refining and scaling Cresta's campus and early career strategy, partnering with recruiters to build internship and new graduate pipelines globally.
• Leading the strategy for Cresta's Talent Acquisition technology ecosystem, including Greenhouse, LinkedIn, Juicebox, CoderPad, and related tools, while identifying opportunities for future improvements and optimization.

Requirements:

• 10+ years of progressive Talent Acquisition experience, including senior leadership roles in high-growth technology companies.
• Proven ability to scale recruiting organizations in fast-paced, global environments.
• Strong executive presence with the ability to influence, challenge, and partner with senior leaders.
• Deep expertise in recruiting operations, metrics, and TA technology, with a demonstrated ability to translate data into business decisions.
• Experience leading executive-level and critical senior hires.
• Demonstrated success in building employer brands and early-career programs.
• Passion for developing people, building durable teams, and delivering results.
• A builder mindset, balancing strategic leadership with hands-on execution to move work forward in a high-growth environment.
• Comfort operating in ambiguity, prioritizing ruthlessly, and evolving systems as the business scales.

Perks & Benefits:

• Medical, dental, and vision plans designed to support you and your family.
• Generous paid parental leave.
• Monthly Health & Wellness allowance.
• Work-from-home office stipend.
• Lunch reimbursement for in-office employees.
• Flexible PTO.

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: $220,000 - $300,000 + Equity

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Porto is Anchorage Digital’s institutional self-custody solution, and this role is critical in accelerating client acquisition and unlocking new revenue streams. This role is highly cross-functional and hands-on, working closely with Sales, Product, Marketing, and Finance teams to shape how Porto grows , from pricing and packaging to ecosystem partnerships and monetization programs.

Technical Skills:

• Support the development and iteration of Porto’s pricing models, packaging, and commercial strategy to ensure market competitiveness.
• Build and maintain dashboards and reports using Looker; pull, analyze, and interpret data to support monthly and quarterly business reviews and leadership decision-making.
• Conduct deep analysis of market dynamics, competitive positioning, and client feedback to directly inform the product roadmap and GTM decisions.
• Identify gaps in data visibility and propose/implement solutions to improve reporting and insight generation, demonstrating comfort in self-serving data for routine analysis.

Complexity and Impact of Work:

• Help shape Porto’s client acquisition and growth strategy across asset managers, protocols, funds, and DeFi-native institutions.
• Grow and operationalize Porto’s Featured dApp program, including partner sourcing, pricing, deal structures, and performance tracking.
• Build business cases for new products, features, and expansion initiatives that identify and develop new revenue streams tied to DeFi usage and asset productivity.
• Partner with Sales to support high-stakes deals, bespoke pricing, and the resolution of complex institutional client needs.

Organizational Knowledge:

• Maintain an entrepreneurial attitude and deep intellectual curiosity regarding institutional self-custody, wallets, and DeFi market structure.
• Leverage your network across DeFi protocols, infrastructure providers, and asset managers to drive pipeline and strategic partnerships.
• Act as a brand ambassador for Porto, sourcing and managing strategic relationships with dApps, protocols, and ecosystem partners.

Communication and Influence:

• Partner cross-functionally with Sales, Product, Marketing, and Finance to ensure the GTM strategy is aligned with revenue targets and KPIs.
• Develop internal enablement materials, including positioning, competitive intelligence, and pricing frameworks, to empower the sales team.
• Support co-marketing, referrals, and ecosystem-led growth initiatives through clear communication and collaboration with external partners.

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

• 5–10+ years of experience in strategy, growth, business development, or GTM roles within crypto, fintech, or financial services.
• Direct experience with self-custody, wallets, or institutional crypto infrastructure.
• A deep understanding of the DeFi ecosystem, including protocols, yield mechanics, market structure, and risk considerations.
• Proven experience building or influencing pricing models and monetization strategies.
• The ability to operate at both a strategic and executional level, with comfort pulling your own data and performing ad-hoc analysis.
• Strong executive presence and the ability to articulate Porto’s unique value proposition to institutional clients and ecosystem partners.

Although not a requirement, bonus points if:

• You have prior experience at an institutional crypto platform, exchange, prime broker, or custody provider.
• You have experience launching or scaling ecosystem programs (e.g. dApp marketplaces, partner programs, or referral models).
• You are familiar with DAO governance, on-chain analytics, or protocol economics.
• You have experience with BI tools (Looker, Mode, Tableau) or basic SQL/Python for analysis or automation.
• You were emotionally moved by the soundtrack to Hamilton, which chronicles the founding of a new financial system. :)

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This is a rare opportunity to build something from the ground up. As Engine's inaugural Senior Technical Account Manager for Canada, you'll lead our entry into one of North America's most sophisticated and tightly regulated financial markets, anchored by a strategic partnership with a major Canadian financial institution.

As a Senior Technical Account Manager, you'll serve as the primary executive-level technical advisor for our Canadian launch client, a well-known digital challenger bank backed by one of the Big Six. You'll cultivate a relationship that will define Engine's regional credibility for years to come.

Your responsibilities will include:

• Driving the end-to-end technical success strategy for our Canadian launch client, with a clear focus on platform adoption, client satisfaction, and measurable business outcomes aligned to their Canadian market entry goals.
• Owning and localising Engine's global TAM playbook for the Canadian market, adapting frameworks, success metrics, and engagement models to reflect the regulatory and cultural context of Canadian financial services.
• Developing and executing joint success plans with the client, identifying and prioritising technical initiatives that accelerate their core use cases and long-term platform value.
• Leading Monthly and Quarterly Business Reviews (MBRs/QBRs), presenting strategic insights on platform performance, feature adoption, and forward-looking value realisation to VP and C-Suite stakeholders.
• Building and sustaining trusted advisory relationships at the executive level, translating complex platform capabilities into clear business value for Canadian market operations, and ensuring Engine is seen as a strategic partner, not a vendor.

You'll also be responsible for:

• Owning the end-to-end Major Incident lifecycle for the Canadian client, driving cross-functional resolution with urgency, clear communication, and accountability across internal and client teams.
• Leading proactive Problem Management initiatives to identify systemic risks, address root causes, and reduce the frequency and impact of incidents over time.
• Serving as the Canadian client's primary escalation point for technical issues, maintaining composure and credibility under pressure in an environment where platform reliability directly affects financial operations.

As a member of our global TAM community, you'll participate in a collaborative on-call rotation, working alongside TAMs in the UK and Australia to ensure our global client base always has access to expert support.

Requirements:

• 5+ years of progressive experience in Technical Account Management, Strategic Customer Success, or a comparable client-facing role.
• A demonstrated track record managing top-tier enterprise accounts or leading foundational client relationships in a new market or region.
• Proven ability to localise and execute a global strategy or methodology within a distinct regional context, adapting rather than replicating.
• Fluency with cloud-based SaaS platforms and APIs, with the ability to troubleshoot and resolve complex technical issues independently and with credibility.
• Executive presence: proven effectiveness building relationships with and influencing the technical strategy of C-level and VP-level stakeholders.
• Outstanding written and verbal communication skills, with a track record of translating complex technical concepts for non-technical executive audiences, confidently and concisely.

Highly desirable:

• Direct experience working in, or supporting clients operating in, the Canadian financial services market.
• Familiarity with Canadian financial regulatory frameworks, including OSFI guidelines, FINTRAC reporting obligations, and relevant provincial regulatory requirements.
• Experience as a first-hire or market-entry employee, with a track record of building and scaling high-performing teams.

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Engine by Starling is transforming the banking landscape with our cutting-edge core banking software. Originally developed to power Starling, our cloud-native SaaS platform is now enabling banks and financial institutions globally to modernize operations and deliver exceptional digital banking experiences.

We are looking for an early hire within the North America Business Development team. You will work closely with a lean, cross-functional Engine North America team including leadership, product, delivery and compliance to generate, shape and close deals in the North American market.

This role, operating out of our NY regional HQ, is vital in shaping Engine North America’s growth. You will be part of a small, entrepreneurial team who enjoys the challenge of building and problem solving within a highly competitive and regulated market.

Your background

• 8+ years in business development, partnerships or a revenue focused role in Banking, Fintech or SaaS; proven ability to generate and convert pipeline

• Significant experience selling BaaS / Banking SaaS to banks across the continent

• Experience in working with a network of executives in Banks and Credit Unions, in the serving of consumers and small businesses, is a must

• Experience working within the broader financial services ecosystem (for example payments, lending) and you must have a good grasp of the US regulatory and legislative landscape relating to the above segments.

• Experience in a consultative type level of client development

Your skills

• Track record of building 0 to 1 and high-performance within sales

• Excellent networker and executive presence

• Good banking and technology aptitude; highly curious

• Strong analytical skills and like getting into the detail of understanding client problems

• Highly self-motivated and self starter

• Excellent communicator and ability to adapt style to different stakeholders (senior clients, partners, internal teams)

Interview process

Interviewing is a two way process and we want you to have the time and opportunity to get to know us, as much as we are getting to know you!

Our interviews are conversational and we want to get the best from you, so come with questions and be curious.

In general you can expect the below, following a chat with one of our Talent Team:

• Interview with someone from the NA BD team

• Interview with Engine North America team member(s) and others from the BD team

• including a pre-prepared case study

• Final interview with Engine’s North American President

Benefits

• Medical, Dental, and Vision insurance plan options

• 401(k) with company match of 100% of the first 4%

• Company-paid Long-Term Disability, and Life and AD&D insurance

• Optional ancillary benefits such as Short-term Disability, Accident Insurance, Legal & ID Protection, and more

• 20 days annual vacation PTO and 11 Paid Holidays

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Role Summary : AI Deployment Strategist As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral’s AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes. You will partner with senior executives to design AI roadmaps, collaborate with the Applied AI team to deliver solutions in production, and ensure seamless transitions from presales to postsales. Your work will directly contribute to customer success, bridging the gap between strategy and execution. This role is ideal for those who thrive in a fast-paced environment, enjoy solving complex business challenges, and are passionate about turning AI potential into real-world impact.

What you will do

Strategic Discovery & Vision Setting• Lead executive-level workshops to identify business challenges and opportunities where Mistral’s AI can drive step-change improvements.• Co-create AI adoption roadmaps with customers, articulating the “art of the possible” and a clear path to value.• Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment• Architect end-to-end AI solutions, integrating Mistral’s models and platform into customer workflows and technical infrastructure.• Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact.• Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success• Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral.• Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors.• Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration• Act as the bridge between customers and Mistral’s internal teams, synthesizing feedback to influence product and research roadmaps.• Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence.• Travel (~30-60%) to foster deep client relationships and support on-site deployment.

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Role Summary : AI Deployment Strategist As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral’s AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes. You will partner with senior executives to design AI roadmaps, collaborate with the Applied AI team to deliver solutions in production, and ensure seamless transitions from presales to postsales. Your work will directly contribute to customer success, bridging the gap between strategy and execution. This role is ideal for those who thrive in a fast-paced environment, enjoy solving complex business challenges, and are passionate about turning AI potential into real-world impact.

What you will do

Strategic Discovery & Vision Setting• Lead executive-level workshops to identify business challenges and opportunities where Mistral’s AI can drive step-change improvements.• Co-create AI adoption roadmaps with customers, articulating the “art of the possible” and a clear path to value.• Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment• Architect end-to-end AI solutions, integrating Mistral’s models and platform into customer workflows and technical infrastructure.• Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact.• Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success• Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral.• Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors.• Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration• Act as the bridge between customers and Mistral’s internal teams, synthesizing feedback to influence product and research roadmaps.• Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence.• Travel (~30-60%) to foster deep client relationships and support on-site deployment.

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Our technology is designed to integrate seamlessly into daily working life. We democratize AI through high-performance, optimized, open-source and cutting-edge models, products and solutions. Our comprehensive AI platform is designed to meet enterprise needs, whether on-premises or in cloud environments.

As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral's AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes.

Responsibilities:

Strategic Discovery & Vision Setting

• Lead executive-level workshops to identify business challenges and opportunities where Mistral's AI can drive step-change improvements.

• Co-create AI adoption roadmaps with customers, articulating the 'art of the possible' and a clear path to value.

• Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment

• Architect end-to-end AI solutions, integrating Mistral's models and platform into customer workflows and technical infrastructure.

• Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact.

• Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success

• Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral.

• Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors.

• Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration

• Act as the bridge between customers and Mistral's internal teams, synthesizing feedback to influence product and research roadmaps.

• Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence.

• Travel (~30-60%) to foster deep client relationships and support on-site deployment.

About you

• 2+ years in a client-facing strategic and technical role (e.g., data science consulting, value engineering, or technical sales).

• You hold a degree in a relevant scientific field (e.g., Computer Science, Data Science, Engineering, etc.).

• Foundational knowledge of AI/ML/Data Science, with the credibility to advise both technical and non-technical audiences.

• Hands-on experience building and deploying AI applications (Python, JavaScript, or similar) to demonstrate value.

• Strong business acumen and problem-solving skills, with the ability to structure ambiguous challenges into actionable solutions.

• Executive presence and communication skills to influence senior stakeholders (VP, C-level).

• Hands on experience building and deploying AI applications (Python)

• Resilient, results-driven, and comfortable leading through influence in a collaborative environment.

• Experience with sales qualification frameworks (e.g., MEDDPICC) and value-based selling is a plus.

Why This Role Matters

You will play a pivotal role in shaping how enterprises adopt and deploy AI, ensuring Mistral's solutions deliver measurable impact. By partnering with the Applied AI team, you'll help turn strategic visions into production-ready solutions, making Mistral an indispensable partner for our customers.

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Role Summary : AI Deployment Strategist As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral’s AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes. You will partner with senior executives to design AI roadmaps, collaborate with the Applied AI team to deliver solutions in production, and ensure seamless transitions from presales to postsales. Your work will directly contribute to customer success, bridging the gap between strategy and execution.

Strategic Discovery & Vision Setting• Lead executive-level workshops to identify business challenges and opportunities where Mistral’s AI can drive step-change improvements.• Co-create AI adoption roadmaps with customers, articulating the “art of the possible” and a clear path to value.• Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment• Architect end-to-end AI solutions, integrating Mistral’s models and platform into customer workflows and technical infrastructure.• Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact.• Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success• Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral.• Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors.• Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration• Act as the bridge between customers and Mistral’s internal teams, synthesizing feedback to influence product and research roadmaps.• Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence.• Travel (~30-60%) to foster deep client relationships and support on-site deployment.

About you • 2+ years in a client-facing strategic and technical role (e.g., data science consulting, value engineering, or technical sales).• You hold a degree in a relevant scientific field (e.g., Computer Science, Data Science, Engineering, etc.)• Foundational knowledge of AI/ML/Data Science, with the credibility to advise both technical and non-technical audiences.• Hands-on experience building and deploying AI applications (Python, JavaScript, or similar) to demonstrate value.• Strong business acumen and problem-solving skills, with the ability to structure ambiguous challenges into actionable solutions.• Executive presence and communication skills to influence senior stakeholders (VP, C-level).• Hands on experience building and deploying AI applications (Python)• Resilient, results-driven, and comfortable leading through influence in a collaborative environment.• Experience with sales qualification frameworks (e.g., MEDDPICC) and value-based selling is a plus.

Why This Role Matters You will play a pivotal role in shaping how enterprises adopt and deploy AI, ensuring Mistral’s solutions deliver measurable impact. By partnering with the Applied AI team, you’ll help turn strategic visions into production-ready solutions, making Mistral an indispensable partner for our customers.

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Role Summary: AI Deployment Strategist As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral’s AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes. You will partner with senior executives to design AI roadmaps, collaborate with the Applied AI team to deliver solutions in production, and ensure seamless transitions from presales to postsales. Your work will directly contribute to customer success, bridging the gap between strategy and execution. This role is ideal for those who thrive in a fast-paced environment, enjoy solving complex business challenges, and are passionate about turning AI potential into real-world impact.

What you will do Strategic Discovery & Vision Setting• Lead executive-level workshops to identify business challenges and opportunities where Mistral’s AI can drive step-change improvements.• Co-create AI adoption roadmaps with customers, articulating the “art of the possible” and a clear path to value.• Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment• Architect end-to-end AI solutions, integrating Mistral’s models and platform into customer workflows and technical infrastructure.• Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact.• Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success• Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral.• Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors.• Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration• Act as the bridge between customers and Mistral’s internal teams, synthesizing feedback to influence product and research roadmaps.• Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence.• Travel (~30-60%) to foster deep client relationships and support on-site deployment.

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Role Summary : AI Deployment Strategist As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral’s AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes. You will partner with senior executives to design AI roadmaps, collaborate with the Applied AI team to deliver solutions in production, and ensure seamless transitions from presales to postsales. Your work will directly contribute to customer success, bridging the gap between strategy and execution. This role is ideal for those who thrive in a fast-paced environment, enjoy solving complex business challenges, and are passionate about turning AI potential into real-world impact.

Strategic Discovery & Vision Setting• Lead executive-level workshops to identify business challenges and opportunities where Mistral’s AI can drive step-change improvements.• Co-create AI adoption roadmaps with customers, articulating the “art of the possible” and a clear path to value.• Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment• Architect end-to-end AI solutions, integrating Mistral’s models and platform into customer workflows and technical infrastructure.• Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact.• Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success• Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral.• Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors.• Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration• Act as the bridge between customers and Mistral’s internal teams, synthesizing feedback to influence product and research roadmaps.• Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence.• Travel (~30-60%) to foster deep client relationships and support on-site deployment.

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

Role Summary

As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral's AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes.

Responsibilities

Strategic Discovery & Vision Setting

• Lead executive-level workshops to identify business challenges and opportunities where Mistral's AI can drive step-change improvements.

• Co-create AI adoption roadmaps with customers, articulating the 'art of the possible' and a clear path to value.

• Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment

• Architect end-to-end AI solutions, integrating Mistral's models and platform into customer workflows and technical infrastructure.

• Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact.

• Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success

• Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral.

• Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors.

• Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration

• Act as the bridge between customers and Mistral's internal teams, synthesizing feedback to influence product and research roadmaps.

• Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence.

• Travel (~30-60%) to foster deep client relationships and support on-site deployment.

About You

• 5+ years in a client-facing strategic and technical role (e.g., data science consulting, value engineering, or technical sales).

• You hold a degree in a relevant scientific field (e.g., Computer Science, Data Science, Engineering, etc.).

• Foundational knowledge of AI/ML/Data Science, with the credibility to advise both technical and non-technical audiences.

• Hands-on experience building and deploying AI applications (Python, JavaScript, or similar) to demonstrate value.

• Strong business acumen and problem-solving skills, with the ability to structure ambiguous challenges into actionable solutions.

• Executive presence and communication skills to influence senior stakeholders (VP, C-level).

• Hands on experience building and deploying AI applications (Python).

• Resilient, results-driven, and comfortable leading through influence in a collaborative environment.

• Experience with sales qualification frameworks (e.g., MEDDPICC) and value-based selling is a plus.

Why This Role Matters

You will play a pivotal role in shaping how enterprises adopt and deploy AI, ensuring Mistral's solutions deliver measurable impact. By partnering with the Applied AI team, you'll help turn strategic visions into production-ready solutions, making Mistral an indispensable partner for our customers.

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Role Summary : AI Deployment Strategist As an AI Deployment Strategist, you will drive the adoption and deployment of Mistral’s AI solutions, working closely with customers from strategic vision to production implementation. This role sits at the intersection of business strategy, AI innovation, and hands-on deployment, ensuring our customers achieve transformative outcomes. You will partner with senior executives to design AI roadmaps, collaborate with the Applied AI team to deliver solutions in production, and ensure seamless transitions from presales to postsales. Your work will directly contribute to customer success, bridging the gap between strategy and execution. This role is ideal for those who thrive in a fast-paced environment, enjoy solving complex business challenges, and are passionate about turning AI potential into real-world impact.

What you will do

Strategic Discovery & Vision Setting• Lead executive-level workshops to identify business challenges and opportunities where Mistral’s AI can drive step-change improvements.• Co-create AI adoption roadmaps with customers, articulating the “art of the possible” and a clear path to value.• Collaborate with Account Executives to develop business cases, quantify ROI, and align solutions with customer objectives.

AI Solution Design & Deployment• Architect end-to-end AI solutions, integrating Mistral’s models and platform into customer workflows and technical infrastructure.• Partner with the Applied AI team to design, prototype, and deploy AI solutions in production, ensuring scalability and impact.• Own the execution of pilot projects and proofs-of-value, demonstrating the potential of our technology and paving the way for full-scale deployment.

Value Realization & Customer Success• Serve as a trusted advisor to customers, guiding their AI strategy and ensuring they maximize the value of their investment in Mistral.• Monitor key performance indicators (KPIs) tied to business outcomes, and communicate progress to executive sponsors.• Proactively identify expansion opportunities within accounts, building on initial successes to drive long-term partnerships.

Cross-Functional Collaboration• Act as the bridge between customers and Mistral’s internal teams, synthesizing feedback to influence product and research roadmaps.• Develop reusable assets, best practices, and playbooks to scale go-to-market efforts and ensure consistent delivery excellence.• Travel (~30-60%) to foster deep client relationships and support on-site deployment.

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We're hiring a Senior Client Growth Advisor to lead high-impact drop-in sessions with multiple clients at once, providing direct, implementation-focused guidance across offer, outbound, pipeline, and execution.

Responsibilities

1. Lead High-Impact Drop-In Sessions

Host live Zoom sessions where multiple founders join for tactical, real-time guidance. Rapidly understand each business context and diagnose what actually matters. Keep sessions structured, decisive, and outcome-driven (no theory loops). Ensure every client leaves with clear decisions, priorities, and next steps.

2. Act as a Principal Advisor to Founders

Advise on offer, niche, positioning, and go-to-market strategy. Help founders choose one primary acquisition method and commit to it. Challenge assumptions, reframe thinking, and reset expectations when needed. Balance directness with trust - clients feel guided, not sold to.

3. Cold Email & Outbound Strategy Leadership

Review and troubleshoot outbound systems live (copy, targeting, volume, sequencing). Explain trade-offs clearly: speed vs brand, volume vs intent, short vs long-term gains. Use lived experience to simplify decisions and avoid overengineering. Align outbound strategy with realistic revenue timelines.

4. Translate Strategy Into 90-Day Execution

Anchor each client to a clear 30–90 day roadmap tied to revenue outcomes. Convert strategy into weekly execution priorities. Set explicit boundaries on what the client owns vs what the platform/team delivers. Reinforce accountability without micromanagement.

5. Multi-Client Context Switching & Internal Alignment

Confidently manage multiple clients within a single session. Capture decisions, blockers, and commitments cleanly. Hand off clear notes to internal teams to reduce friction and rework. Act as a signal amplifier between clients and delivery teams.

Requirements

• 3–5+ years building, running, or advising agencies or service businesses
• Fluent English is a MUST
• Direct experience closing deals yourself (not just managing sales teams)
• Deep familiarity with cold email / outbound as a growth channel
• Strong consultative communication - you can challenge clients and maintain trust
• High executive presence on video calls
• Comfortable screensharing, reviewing funnels, websites, LinkedIn profiles live
• Excellent English (spoken & written), clear and concise

Nice to Have (Preferred)

• Former agency owner, co-founder, or senior consultant
• Background in SaaS, AI, B2B services, or performance marketing
• Experience coaching founders or leading peer-style sessions
• Familiarity with tools like Instantly, Apollo, HubSpot, GoHighLevel, etc.
• Experience working with North American clients

What Success Looks Like

• Clients leave sessions with clarity, not overwhelm
• Marketing method confirmed and committed to
• Expectations aligned across client, advisor, and internal teams
• Reduced confusion, fewer escalations, faster execution
• Founders trust your judgment and come prepared

Benefits

• Operate at the front line of AI-powered business building
• Work directly with ambitious founders globally
• Apply real-world experience - not theory or scripts
• Fully remote, senior-level role with autonomy and ownership
• Founder-led environment that values judgment over bureaucracy

Application Process

Please include:

• A 2-minute Loom: your biggest B2B or agency win and how you drove it
• CV or LinkedIn profile
• One short paragraph on the hardest revenue or growth problem you've solved

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About AI Acquisition

AI Acquisition is a global leader in AI service-provider enablement. Its hybrid Platform-as-a-Service (PaaS) and AI marketplace model has achieved explosive growth by connecting AI agencies with qualified enterprise opportunities at scale.

The Role

We're hiring a Senior Client Growth Advisor to lead high-impact drop-in sessions with multiple clients at once. You'll provide direct, implementation-focused guidance across offer, outbound, pipeline, and execution.

Responsibilities

• Lead live Drop-In Sessions with multiple clients at once
• Provide direct, implementation-focused guidance across offer, outbound, pipeline, and execution
• Act as a principal advisor to founders, advising on offer, niche, positioning, and go-to-market strategy
• Help founders choose one primary acquisition method and commit to it
• Challenge assumptions, reframe thinking, and reset expectations when needed
• Balance directness with trust - clients feel guided, not sold to
• Cold Email & Outbound Strategy Leadership
• Review and troubleshoot outbound systems live (copy, targeting, volume, sequencing)
• Explain trade-offs clearly: speed vs brand, volume vs intent, short vs long-term gains
• Use lived experience to simplify decisions and avoid overengineering
• Align outbound strategy with realistic revenue timelines
• Translate Strategy Into 90-Day Execution
• Anchor each client to a clear 30–90 day roadmap tied to revenue outcomes
• Convert strategy into weekly execution priorities
• Set explicit boundaries on what the client owns vs what the platform/team delivers
• Reinforce accountability without micromanagement
• Multi-Client Context Switching & Internal Alignment
• Confidently manage multiple clients within a single session
• Capture decisions, blockers, and commitments cleanly
• Hand off clear notes to internal teams to reduce friction and rework
• Act as a signal amplifier between clients and delivery teams

Requirements

• 3–5+ years building, running, or advising agencies or service businesses
• Fluent English is a MUST
• Direct experience closing deals yourself (not just managing sales teams)
• Deep familiarity with cold email / outbound as a growth channel
• Strong consultative communication - you can challenge clients and maintain trust
• High executive presence on video calls
• Comfortable screensharing, reviewing funnels, websites, LinkedIn profiles live
• Excellent English (spoken & written), clear and concise

Nice to Have (Preferred)

• Former agency owner, co-founder, or senior consultant
• Background in SaaS, AI, B2B services, or performance marketing
• Experience coaching founders or leading peer-style sessions
• Familiarity with tools like Instantly, Apollo, HubSpot, GoHighLevel, etc.
• Experience working with North American clients

What Success Looks Like

• Clients leave sessions with clarity, not overwhelm
• Marketing method confirmed and committed to
• Expectations aligned across client, advisor, and internal teams
• Reduced confusion, fewer escalations, faster execution
• Founders trust your judgment and come prepared

Benefits

• Operate at the front line of AI-powered business building
• Work directly with ambitious founders globally
• Apply real-world experience - not theory or scripts
• Fully remote, senior-level role with autonomy and ownership
• Founder-led environment that values judgment over bureaucracy

Application Process

Please include:

• A 2-minute Loom: your biggest B2B or agency win and how you drove it
• CV or LinkedIn profile
• One short paragraph on the hardest revenue or growth problem you’ve solved

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We are seeking an experienced Executive Director, Ethics & Compliance to join our team. As a seasoned leader, you will be accountable for translating enterprise strategy into a practical, scalable global compliance program and ensuring it operates effectively across the business.

Key Responsibilities

Global Ethics & Compliance Leadership

• Lead the execution and continuous improvement of the global ethics and compliance program, ensuring consistent, risk-based application across regions, business models, and growth environments.
• Own the Code of Ethics & Business Conduct and the global policy framework, ensuring policies, procedures, and governance mechanisms remain current, effective, and aligned with regulatory expectations.
• Design and oversee global compliance risk assessment, monitoring, and reporting to strengthen controls, measure program effectiveness, and drive continuous improvement.

International and Regulatory Risk Governance

• Apply the global risk framework to cross-border, geopolitical, and regulatory risks affecting international operations and global business activities.
• Monitor regulatory and enforcement developments in key jurisdictions and adapt compliance strategies and program requirements accordingly.
• Lead global oversight of anti-corruption, anti-bribery, competition, and related regulatory compliance programs.
• Advise on cross-border business transactions, third-party relationships, and international market expansion to proactively identify and mitigate compliance risk.
• Coordinate with Trade Compliance on sanctions and export-related risk escalation, governance, and investigations.

Culture, Speak-Up, Investigations & Enforcement

• Advance a strong global culture of integrity globally through training, awareness, communications, and leadership engagement.
• Oversee the company’s speak-up and anti-retaliation framework, including confidential reporting mechanisms and issue escalation.
• Direct the global investigations function, including hotline operations, internal investigations, and regulatory inquiries and enforcement matters, ensuring consistent, timely, and fair resolution.

Leadership & Cross-Functional Partnership

• Lead and develop a high-performing, globally distributed team of ethics and compliance professionals across the U.S., EMEA, and APAC.
• Partner with Finance, Internal Audit, HR, Sales, and global business leaders and teams to embed ethics and compliance into core processes, strategic initiatives, and business operations.
• Support complex business transformations, including post-acquisition integration, to ensure compliance standards are consistently implemented across newly acquired entities.

Qualifications

• Legal Credentials: J.D. from an accredited law school and active U.S. bar membership.
• Experience: 15+ years of legal and compliance experience, including at least 7+ years in a senior in-house leadership role within a large, publicly traded multinational technology company.
• Global Expertise: Proven track record of managing compliance across multiple jurisdictions (US, EMEA, APAC) and navigating international enforcement landscapes.
• Leadership: Experience building and leading high-performing, multidisciplinary teams of attorneys and compliance professionals.
• Executive Presence: Demonstrated ability to influence executives and communicate complex risk profiles to Board-level committees.

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Anthropic's mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

Responsibilities

As an Account Executive focused on Investment Banking & Capital Markets at Anthropic, you'll be part of the foundational team bringing frontier AI to one of the most complex and high-stakes sectors in finance. You'll drive adoption of Claude across investment banks, capital markets firms, asset managers, and sell-side research institutions—helping them transform workflows in deal execution, research production, trading operations, and client advisory.

You'll leverage deep consultative sales expertise and sector knowledge to secure strategic enterprise deals while becoming a trusted partner to stakeholders navigating AI deployment in highly regulated environments. In collaboration with GTM, Product, Policy, and Marketing teams, you'll shape our approach to this critical vertical and help define how AI transforms capital markets.

Responsibilities:

• Own the full sales cycle from prospecting through close, winning new business and driving revenue within investment banking and capital markets accounts. Navigate complex organisational structures to reach decision-makers across front office, middle office, and technology functions.

• Design and execute sales strategies tailored to the unique procurement dynamics, budget cycles, and risk considerations of capital markets institutions. Translate market intelligence into targeted account plans and campaigns.

• Identify and develop new use cases across investment banking workflows—M&A analysis, equity research, fixed income trading, compliance, and client reporting—collaborating cross-functionally to differentiate our offerings.

• Build consensus across complex stakeholder ecosystems including Managing Directors, technology leadership, risk and compliance officers, and procurement teams.

• Serve as the voice of the customer internally, gathering feedback from users and conveying market needs to inform product roadmaps, security requirements, and go-to-market positioning.

• Contribute to the evolution of our financial services sales methodology by documenting learnings, refining playbooks, and identifying process improvements that drive productivity and consistency.

You may be a good fit if you have:

• 7+ years of enterprise B2B sales experience, with significant time selling into investment banks, capital markets firms, or asset managers

• A track record of closing complex, six- and seven-figure deals within financial institutions by navigating both technical requirements and business use cases

• Deep familiarity with how investment banks and capital markets firms buy technology—including vendor risk assessments, security reviews, and multi-stakeholder approval processes

• Experience negotiating enterprise agreements within financial services procurement frameworks, including navigating legal, compliance, and infosec requirements

• Proven history of exceeding revenue targets by effectively managing pipeline and executing a disciplined sales process

• Strong executive presence and the ability to present confidently to audiences ranging from analysts and associates to C-suite executives

• Understanding of investment banking and capital markets workflows, pain points, and competitive dynamics

• A strategic, analytical mindset combined with creative tactical execution

• Genuine enthusiasm for AI and its potential to transform financial services, paired with appreciation for the importance of safe and responsible deployment

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience. Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't hesitate to reach out to us directly.

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As a Strategic Account Executive at Anthropic, you'll drive the adoption of safe, frontier AI by securing strategic deals with top enterprises across key industry verticals, unlocking new value streams throughout their business. You'll leverage your consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM, product, and marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across key industry verticals.

Responsibilities:

• Win new business and drive revenue within a book of strategic industry accounts. Own the full sales cycle from prospecting to close, identifying and developing new opportunities across multiple business units and use cases within key industry verticals

• Navigate complex organisational structures and build consensus among diverse stakeholder groups. Develop multi-threaded relationships from individual contributors to C-suite executives across industry enterprises

• Design and execute innovative sales strategies to meet and exceed revenue quotas. Analyse your industry accounts' landscape, trends, and dynamics to translate high-level plans into targeted sales activities and campaigns

• Spearhead expansion by pinpointing new use cases and business units within key industry verticals. Collaborate cross-functionally to differentiate our offerings and sustain a competitive edge within your strategic industry accounts

• Own sophisticated deal cycles involving multiple stakeholders, technical evaluations, and complex procurement processes. Demonstrate resourcefulness when faced with challenges that defy easy solutions

• Build and maintain accurate pipeline forecasting while ensuring high forecast accuracy and consistency. Identify a robust set of business drivers behind all opportunities

• Inform product roadmaps and features by gathering customer feedback and conveying key industry market needs. Provide insights that strengthen our value proposition and enhance the customer experience within industry verticals

• Continuously refine the sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimise sales productivity and consistency across key industry verticals

You may be a good fit if you:

• 10+ years of enterprise sales experience with a proven track record of closing complex deals with strategic accounts. Experience managing sophisticated sales cycles and securing deals with extended timelines and multiple stakeholders across key industry verticals

• Experience selling emerging technologies or complex solutions to large industry enterprises. Ability to navigate technical evaluations and translate complex capabilities into business value for industry-specific use cases

• Strong executive presence with demonstrated ability to engage C-suite executives and senior stakeholders. Experience presenting to boards and aligning solutions with strategic business initiatives within key industry verticals

• Exceptional relationship building skills with proven ability to develop multi-threaded relationships across large organisations. Experience building consensus among diverse stakeholder groups in industry environments

• Consultative sales approach with a focus on understanding customer business challenges and crafting tailored solutions. Ability to position yourself as a strategic advisor rather than a vendor within key industry verticals

• Strong cross-functional collaboration skills with an ability to mobilise internal resources including product, engineering, and partnership teams. Experience coordinating complex deals that require multiple internal stakeholders

• Resourcefulness and problem-solving abilities when faced with complex challenges. Demonstrated ability to navigate ambiguous situations and find creative solutions

• High level of organisation and attention to detail with strong forecasting accuracy. Ability to manage multiple complex opportunities simultaneously

• Passion for AI and emerging technologies with enthusiasm for helping industry organisations transform through responsible AI deployment. Strong alignment with Anthropic's mission of developing safe, beneficial AI systems

Deadline to apply:

None. Applications will be reviewed on a rolling basis.

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience. Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do not sponsor visas for this role.

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Anthropic is building the Applied AI team to help the world's most ambitious organisations adopt Claude in ways that are transformative, safe, and lasting. Our Forward Deployed Engineers embed directly with strategic customers to ship production AI applications that solve real business problems. As this practice grows, we need a founding leader to build and scale it.

As the first FDE Manager, you'll own the team that sits at the frontier of enterprise AI deployment. You'll hire and develop a high-performing team of FDEs, set the technical and operational bar for customer engagements, and build the playbooks that turn one-off successes into repeatable patterns. You'll work hand-in-hand with Engagement Managers who own delivery logistics and stakeholder management, while you ensure your team is shipping quality code, growing technically, and representing Anthropic at the highest level in customer environments.

This is a player-coach role with a strong bias toward leadership. You'll stay close enough to the technical work to review architectures, debug production issues, and pair with your team when it matters — but your primary impact will come from the people you hire, the standards you set, and the culture you create. You'll partner cross-functionally with Sales, Product, and Engineering to shape how Anthropic serves its most strategic customers, and your team's field insights will directly influence product direction.

Responsibilities

• Hire, develop, and retain a world-class team of Forward Deployed Engineers. Set a high bar for technical talent and customer instincts.

• Conduct regular 1:1s, provide technical mentorship, and invest in the career growth of each team member. Create an environment where FDEs do the best work of their careers.

• Staff and oversee customer engagements across your team's portfolio, making resource allocation decisions that balance customer needs, team development, and business priorities.

• Collaborate with account teams and Engagement Managers during the pre-sales process to qualify engagements, scope work, and inform statements of work.

• Review technical architectures and code produced by your FDEs, ensuring the team ships high-quality, production-ready solutions that solve real customer problems.

• Stay hands-on enough to lead technical discovery sessions, prototype solutions, and debug complex issues alongside your team when needed.

• Build repeatable playbooks, starter repositories, integration templates, and an internal knowledge base that captures what your team learns in the field.

• Define team OKRs that tie to customer success outcomes and product adoption goals. Create operational cadences — standups, retros, engagement reviews — that keep the team aligned.

• Partner with Product and Engineering to translate field insights into product improvements. Serve as the voice of the customer in internal planning.

• Travel to customer sites as needed (25-50%), particularly during engagement kickoffs and for your team's highest-priority accounts.

You May Be a Good Fit If You Have

• 10+ years of experience in software engineering, solutions architecture, or a technical customer-facing role such as forward deployed engineering or consulting.

• 2+ years of people management experience within a services/post-sales/FDE organisation with a track record of hiring, developing, and retaining strong engineers.

• Experience building organisations from 0->1, not just inheriting an existing one.

• Experience working directly with enterprise customers on technical implementations, including comfort navigating complex organisational dynamics.

• Executive presence with the ability to move fluidly between strategic conversations with senior stakeholders and hands-on debugging sessions with engineers.

• Strong written and verbal communication skills. You can translate technical complexity into clear narratives for diverse audiences.

• Genuine excitement about building something new and defining what great looks like for a team that doesn't yet exist.

Why This Role Matters

You'll be a founding leader of a team that defines how enterprises adopt and scale AI. Your work will directly influence Anthropic's product direction, create reusable patterns for the broader customer base, and establish Anthropic as the trusted partner for AI transformation — all while advancing the responsible development of frontier AI systems.

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About the role

Synthesia is seeking Enterprise Account Executives to join our Enterprise team. Utilising your experience in methodological, value-driven sales environments, you will land and expand Enterprise logos (1k - 10k employees) in Germany. For this role, you must speak native-level German and have sold to Enterprise logos in DACH.

What you'll be doing...

• Driving Annual Recurring Revenue (ARR) through landing and expanding Enterprise customers in DACH.
• Ensuring a robust pipeline of sales opportunities for your target accounts through direct and teamed prospecting.
• Be accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account plans.
• You will develop subject matter expertise in how strategic organisations can revolutionise their business communications and materials through AI-video.
• Collaborate closely with the Customer Success team on account adoption, retention and expansion.

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

• Experience in b2b SaaS sales, landing and expanding logos with between 1k & 10k employees.
• Strong experience in outbound prospecting into new accounts and conducting product demonstrations in a value-based sales environment.
• The ability to identify client pain points and develop unique and compelling value propositions focused on delivering ROI.
• Experience in reputable, value-driven, methodological sales environments, ideally using MEDDPICC or similar.
• Strong business acumen and examples of how you've built business value and champions from the ground up.
• You've experienced rapid growth and understand the opportunities and challenges that it can bring - and you thrive in it!
• Executive presence tied with exceptional verbal and written German & English.

We'd be particularly excited if you have...

• Extensive MEDDPICC & Command of the Message training.
• Experience and interest in AI.

Location

We would love to find sellers who are based in London; however, we are open to considering remote candidates based in DACH.

Culture

At Synthesia, we're passionate about building, not talking, planning or politicising. We strive to hire the smartest, kindest and most unrelenting people and let them do their best work without distractions. Our work principles serve as our charter for how we make decisions, give feedback and structure our work to empower everyone to go as fast as possible. You can find out more about these principles here.

UK benefits

• A competitive salary + stock options
• 25 days of annual leave + public holidays (plus the option to take 5 days unpaid leave and carry 5 days over)
• Private healthcare through AXA, including mental health support through the Stronger Minds service
• Pension contribution - Synthesia contributes 3% and the employee contributes 5% on qualifying earnings
• Cycle to work scheme
• You will join an established company culture with optional regular socials and company retreats
• Paid parental leave entitling primary caregivers to 16 weeks of full pay, and secondary caregivers to 5 weeks of full pay
• You can participate in a generous recruitment referral scheme if you help us to hire
• A working from home stipend

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Synthesia is seeking an experienced Regional Director of Strategic Sales to lead the team responsible for landing and expanding our largest customers (10k+ employees). In this role, you will recruit and develop a team of world-class sellers, drive excellence across PG and MEDDPICC, and define how we land and grow within the world's largest and most complex organisations.

What you'll be doing...

• Lead our EMEA-based UK/I Accounts team to drive predictable Annual Recurring Revenue (ARR) by landing and expanding Synthesia's highest-value customers (10k+ employees).

• Own pipeline quality and rigour, ensuring the team builds a robust, data-backed pipeline that creates confidence in future revenue and supports accurate forecasting.

• Refine and execute a comprehensive account strategy, leveraging your experience to deepen relationships within key accounts, elevate our reach to the executive level, and accelerate expansion motions.

• Partner with Talent Acquisition to hire and develop a world-class team, ensuring we attract top-tier, MEDDPICC-savvy sellers.

• Shape a high-performance culture where senior sellers are coached, empowered, and given a clear path to thrive and grow at Synthesia.

• Champion a Pipeline Generation (PG) mindset, reinforcing that outbound is a shared responsibility and a core competitive advantage.

• Work cross-functionally with Marketing and Customer Success to drive seamless alignment across the commercial organisation, maximising customer satisfaction, engagement, and long-term value.

• Continuously enhance our sales playbooks, embedding best practices, process improvements, and MEDDPICC methodologies that elevate the consistency and effectiveness of the entire sales function.

Requirements

• You're a true first-line leader at heart - motivated, hands-on, and passionate about coaching teams to success every day.

• You've recruited senior sellers who have thrived (recruiting is the number 1 priority of every GTM leader at Synthesia).

• Proven track record managing senior sellers carrying $1M+ quotas, who consistently win and grow large, complex organisations (10k+ employees).

• You've sold across lines of business, not just IT. We're particularly excited if you've sold to CROs.

• Experience in value-driven, methodological, playbook sales environments, with formal adoption of MEDDPICC and Command of the Message.

• Experience navigating rapid-growth environments, embracing both the opportunities and the challenges - and thriving through them.

• Executive presence with outstanding communication skills, both verbal and written, enabling you to influence stakeholders at every level.

Our culture

At Synthesia, we're passionate about building, not talking, planning or politicising. We strive to hire the smartest, kindest and most unrelenting people and let them do their best work without distractions. Our work principles serve as our charter for how we make decisions, give feedback and structure our work to empower everyone to go as fast as possible. You can find out more about these principles here.

Benefits

• A hybrid setting where you can work from our London office.

• Paid parental leave entitles primary caregivers to 16 weeks of full pay, and secondary 5 weeks of full pay.

• 25 days of annual leave + public holidays.

• Cycle to work scheme (London).

• Private Medical Insurance (Medical History Disregarded basis), including mental health support, dental & vision, cashback and gym discounts.

• A generous referral scheme if you help us hire.

• Pension contribution/salary sacrifice.

• Work from home set up.

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GTM Enablement Manager

Location

New York City

Employment Type

Full time

Location Type

Hybrid

Department

Compensation

• $226K – $251K • Offers Equity

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

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

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

• 401(k) retirement plan with employer match

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

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

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

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

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

• Relocation support for eligible employees

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

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

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

About the team

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

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

About the role

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

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

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

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

In this role, you will:

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

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

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

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

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

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

You'll thrive in this role if you:

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

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

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

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

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

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

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

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

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

Basic qualifications

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

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

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

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

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About the team

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

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

About the role

Our Go To Market team has a unique mission to help customers understand the deep impact that highly capable AI models can bring to their business and users. We are seeking a GTM Readiness Lead who will be a key player in building the foundational processes and programs to enable our team to achieve this mission.

You will build and deliver the programs to accelerate the onboarding of newly hired reps, support customer facing roles to achieve and exceed goals, and elevate the knowledge and skills of our technical team members across our product suite. You will work cross-functionally with product, solution strategists, sellers, marketing, and leadership to build the enablement programs and collateral that will help accelerate the success of our customers and our organization.

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

In this role, you will:

• Define our regional sales enablement strategy by identifying obstacles and gaps and prioritizing initiatives that will support our GTM teams in achieving and succeeding our goals

• Partner closely with Product, Product Marketing, Adoption, Deployment, and other teams to build internal and external facing collateral that will support the GTM team in best selling to and serving our customers

• Build, manage and automate information and collateral that GTM team members need in order to be effective in their roles

• Manage the regional Sales and Technical Success training calendar and run trainings that may include new process roll-outs, product launches, and other programs to make the teams more effective in their roles

You might thrive in this role if you have:

• Experience building programs and initiatives from scratch to enable rapidly scaling GTM teams

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

• Outstanding communication skills and executive presence, with experience presenting in front of large audiences

• A combination of technical depth and strategic thinking; and enjoy translating day-to-day patterns into scalable solutions

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

• The ability to thrive in ambiguity and work autonomously

• Exceptional organizational skills

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

About OpenAI

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

At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.

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New York City

Employment Type

Full time

Location Type

Hybrid

Department

CommercialStrategic Sales

Synthesia is seeking experienced Strategic Account Executives to join our Global Accounts team. Utilizing your wealth of experience in methodological, value-driven sales environments, you will land and expand logos with over 10,000 employees. As a business, we have achieved incredible success on the back of strong product-led growth and investment, yet we’re just getting started.

At the forefront of organizations' minds today is how to incorporate AI into their digital strategy. By joining Synthesia, you will become a subject matter expert on this evolution and educate market leaders on how AI video can enhance communication through all aspects of their business. If you’re someone who thrives in scale-up environments and wants to bring an industry-leading product to market, then we’d love to hear from you.

Responsibilities

• Driving Annual Recurring Revenue (ARR) through landing and expanding our highest-value customers.

• Ensuring a robust pipeline of sales opportunities for your target accounts through direct and teamed prospecting.

• Be accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account plans.

• You will develop subject matter expertise in how strategic organizations can revolutionize their business communications and material through video.

• Collaborate closely with Customer Success team on account adoption, retention and expansion.

Requirements

• Extensive experience in b2b SaaS sales landing and expanding high-value logos - your annual quota has been $1m+ and you have closed six figure deals before.

• Strong experience in outbound prospecting into new accounts and conducting product demonstrations in a value-based sales environment.

• The ability to identify client pain points and develop unique and compelling value propositions focused on delivering ROI.

• Experience in reputable, value-driven, methodological sales environments, ideally using MEDDPICC or similar.

• Strong business acumen and examples of how you’ve built business value and champions across complex, global organizations.

• You've experienced rapid growth and understand the opportunities and challenges that it can bring - and you thrive in it!

• Executive presence tied with exceptional verbal and written English.

Nice to Have

• Experience with video SAAS

• Experience and interest in AI

Location

We’re open to remote applicants in EST or CST who are willing to travel as and when required.

Salary

Salary is dependent on location and your level of experience. Our AEs are compensated on a 50/50 split (OTE is uncapped) and we have a generous accelerator programme to reward over-performance.

Benefits

• A competitive salary + stock options in our fast-growing Series D startup
• Hybrid working environment
• 100% Medical, Dental & Vision
• 401k Plan
• Paid parental leave
• 25 days of annual leave + Public holidays + paid sick leave
• Fun culture with regular socials
• A generous referral scheme
• A brand new computer + monitor

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OpenAI’s GTM Partnerships team builds a strategic, global partner ecosystem designed to accelerate customer success, enable enterprise AI adoption, and drive durable growth in support of OpenAI’s mission toward AGI. We work closely across product, research, sales, legal, and communications teams to ensure a cohesive strategy and disciplined execution with our most strategic partners.

About the Role

We are hiring a Global Partner Director, BCG Alliance to lead and scale OpenAI’s relationship with Boston Consulting Group.

This role serves as the single accountable executive owner of the BCG relationship globally. You will be responsible for defining strategic direction, establishing a durable operating model, and converting alignment into scaled commercial and transformational outcomes across regions and industries.

The role carries full responsibility for the health, performance, and long-term expansion of the partnership and requires senior executive presence, judgment, and accountability.

In this role, you will:

• Own the global BCG relationship, including pipeline growth, enterprise impact, and long-term expansion across priority industries.

• Define and run OpenAI’s operating model for the BCG partnership, spanning governance, joint planning, and execution cadence across regions.

• Serve as OpenAI’s senior executive counterpart to BCG’s global leadership, including BCG X and relevant practice leaders.

• Set joint priorities, resolve escalations, and ensure coordinated execution across global and regional teams.

• Shape and lead co-selling of complex, CxO-level enterprise AI transformation opportunities.

• Engage directly with enterprise executives (CEO, CDO, CIO, CTO, Board) alongside BCG partners to frame AI strategy, operating models, and value realization.

• Coordinate internal OpenAI stakeholders (product, research, GTM, legal, communications) to support BCG-led strategic engagements and lighthouse opportunities.

• Establish and enforce clear IP, quality, and conflict-of-interest guardrails across joint engagements and any co-developed assets.

• Define vertical strategy and lighthouse account selection in partnership with BCG across priority industries.

• Build and lead OpenAI’s dedicated BCG alliance pod over time, spanning partner management, technical leadership, enablement, and operations.

• Establish durable reporting, metrics, and operating cadence to ensure consistent alliance performance and continuous improvement.

You might thrive in this role if you have:

• Associate Partner / Principal or Partner-level experience at an MBB firm preferred, or equivalent senior leadership experience in a top-tier strategy and transformation organization.

• A strong combination of technology fluency and commercial leadership, ideally across business development, industry advisory, or alliances/partnership roles at top-tier tech company.

• Proven ownership of global, multi-year strategic partnerships with executive accountability and measurable outcomes.

• Demonstrated success shaping and closing high-stakes, board-level enterprise transformation opportunities.

• Ability to design and scale joint operating models between senior, partner-led organizations.

• Strong executive presence with comfort operating under ambiguity, complexity, and accountability.

• Ability to influence cross-functionally across product, research, sales, legal, communications, and partner organizations.

• Industry expertise in at least one of the following verticals: Financial Services; Pharma & Life Sciences; Healthcare; Retail.

• Deep literacy in enterprise AI, data, and cloud transformation, with credibility among CEOs, CIOs, CTOs, and Chief Digital Officers.

• Fluency in English and French or German.

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Location

London

Employment Type

Full time

Location Type

Hybrid

Department

CommercialStrategic Sales

Synthesia is seeking an experienced Strategic Account Executive to join our EMEA Global Accounts team. Utilising your wealth of experience in methodological, value-driven sales environments, you will land and expand strategic logos (10,000+ employees) in Germany. For this role, it's essential you speak native-level German and have sold to Strategic logos in Germany.

As a business, we have achieved incredible success on the back of strong product-led growth and investment, yet we’re just getting started. At the forefront of organisations' minds today is how to incorporate AI into their digital strategy. By joining Synthesia, you will become a subject matter expert on this evolution and educate market leaders on how AI video can enhance communication through all aspects of their business.

We’re going through an exciting stage of our growth under the new leadership of our CRO. We aspire to create a world-class sales organisation where the most talented, relentless sales-people can thrive. If you’re someone excited by making an impact and hungry for opportunity, then we’d love to hear from you.

What you’ll be doing…

• Driving Annual Recurring Revenue (ARR) through landing and expanding our highest-value customers in DACH.

• Ensuring a robust pipeline of sales opportunities for your target accounts through direct and teamed prospecting.

• Be accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account plans.

• You will develop subject matter expertise in how strategic organisations can revolutionise their business communications and material through video.

• Collaborate closely with Customer Success team on account adoption, retention and expansion.

We’d love to hear from you if you have…

• Extensive experience in b2b SaaS sales landing and expanding high-value logos - your annual quota has been $1m+ and you have closed six figure deals before.

• Strong experience in outbound prospecting into new accounts and conducting product demonstrations in a value-based sales environment.

• The ability to identify client pain points and develop unique and compelling value propositions focused on delivering ROI.

• Experience in reputable, value-driven, methodological sales environments, ideally using MEDDPICC or similar.

• Strong business acumen and examples of how you’ve built business value and champions across complex, global organisations.

• You've experienced rapid growth and understand the opportunities and challenges that it can bring - and you thrive in it!

• Executive presence tied with exceptional verbal and written German & English.

We’d be particularly excited if you have…

• Experience with video SAAS

• Experience and interest in AI

Location

We’re ideally looking for candidates located in London who want to work hybrid from our London office, however, we’re open to applicants based in the UK and Europe who are willing to travel as and when required.

Culture

At Synthesia we’re passionate about building, not talking, planning or politicising. We strive to hire the smartest, kindest and most unrelenting people and let them do their best work without distractions. Our work principles serve as our charter for how we make decisions, give feedback and structure our work to empower everyone to go as fast as possible. You can find out more about these principles here.

UK Benefits (for region-specific, see here)

• A competitive salary + stock options

• 25 days of annual leave + public holidays (plus the option to take 5 days unpaid leave and carry 5 days over)

• Private healthcare through AXA, including mental health support through the Stronger Minds service

• Pension contribution - Synthesia contributes 3% and the employee contributes 5% on qualifying earnings

• Cycle to work scheme

• You will join an established company culture with optional regular socials and company retreats

• Paid parental leave entitling primary caregivers to 16 weeks of full pay, and secondary caregivers to 5 weeks of full pay

• You can participate in a generous recruitment referral scheme if you help us to hire

• The equipment you need to be successful in your role

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