This role is responsible for designing and running the enterprise GTM architecture across RevOps, sales performance, and cross-functional execution, ensuring Scale's largest and most strategic accounts are engaged with rigor, consistency, and impact.

The GTM Architect will bring a strong point of view on how Scale engages enterprise accounts, how performance is measured, and how teams operate day-to-day to drive predictable growth. Over time, this role will have the opportunity to build and lead a GTM / RevOps team.

Responsibilities:

• Own and evolve Scale's enterprise GTM operating model, including account engagement strategy, funnel design, and sales execution standards

• Design and manage the enterprise RevOps systems stack (e.g., CRM, forecasting, reporting, planning tools) to support scalable growth

• Define, track, and operationalize core enterprise GTM metrics across pipeline health, deal velocity, forecast accuracy, and rep productivity

• Establish and run sales operating cadences including pipeline reviews, forecast calls, QBRs, and performance reviews

• Partner with Sales Leadership and Finance to design, implement, and maintain enterprise sales compensation plans, including quota governance and attainment reporting

• Build executive-level dashboards and reporting to support GTM decision-making and leadership visibility

• Serve as a strategic thought partner to Enterprise Sales leaders, bringing a strong opinion on how accounts should be covered, prioritized, and engaged

• Act as the connective tissue across Sales, Marketing, Finance, Product, and Solutions Engineering for enterprise GTM planning and execution

• Support annual and quarterly planning efforts including territory design, capacity modeling, headcount planning, and quota setting

• Ensure data integrity, process clarity, and operational discipline across all enterprise GTM motions

Ideally, You Will Have:

• 8–12+ years of experience in RevOps, Sales Ops, or GTM Strategy roles, with deep exposure to enterprise sales environments

• Experience supporting complex, multi-stakeholder enterprise sales motions in high-growth B2B SaaS or platform companies

• Proven ownership of sales systems, forecasting, and performance measurement at scale

• Hands-on experience designing and managing enterprise sales compensation plans and reporting

• Strong understanding of enterprise GTM metrics, planning cycles, and operating cadences

• A clear point of view on how enterprise accounts should be engaged and how to operationalize that engagement at scale

• Comfort influencing senior sales leaders and executives without direct authority

• Excellent written and verbal communication skills, including experience building executive-level materials and dashboards

• Strong command of GTM systems and tools (e.g., Salesforce, Clari, planning and reporting tools)

• High attention to detail paired with the ability to operate at a strategic altitude

• Demonstrated ability to operate as a senior IC with the ambition and capability to build and lead a team over time

• Technical curiosity or experience working alongside technical products and teams; familiarity with AI, ML, or data platforms is a plus

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. Scale employees in eligible roles are also granted equity based compensation, subject to Board of Director approval. Your recruiter can share more about the specific salary range for your preferred location during the hiring process, and confirm whether the hired role will be eligible for equity grant. You’ll also receive benefits including, but not limited to: Comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. Additionally, this role may be eligible for additional benefits such as a commuter stipend.

Please reference the job posting's subtitle for where this position will be located. For pay transparency purposes, the base salary range for this full-time position in the locations of San Francisco, New York, Seattle is: $176,000-$220,000 USD

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Responsibilities:

Go-to-Market Strategy:

• Own the Go-to-Market planning process, including quarterly and annual cycles, and collaborate with Finance on target setting.
• Develop the strategy for segmenting territories and accounts.
• Identify market opportunities, assess competitive dynamics, and inform regional expansion priorities.
• Support Go-to-Market execution for alliances, focusing on co-selling, managing the partner pipeline, and facilitating joint planning.
• Analyze region-specific sales metrics and pipeline dynamics to develop proactive insights.

Cross-Functional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure alignment.
• Prepare executive-level materials including performance reviews, strategic planning sessions, and board updates.
• Drive cross-functional alignment on go-to-market execution.

Operations & Infrastructure:

• Execute critical processes including strategic account transitions, CRM configurations, and market data management.
• Optimize the sales technology stack and ensure effective adoption of Salesforce and other sales tools.
• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software.

Requirements:

• 8-10+ years of experience in B2B SaaS or enterprise software, including direct experience in sales strategy, revenue operations, or commercial GTM roles
• Strong analytical capabilities with demonstrated ability to convert complex data into actionable insights
• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
• Strong cross-functional skills with the ability to influence without direct authority and partner effectively with C-level stakeholders and senior sales leadership
• Experience advising or partnering with regional leadership on GTM strategy
• Business-level Japanese required; English proficiency strongly preferred

Preferred Qualifications:

• Track record of scaling sales organizations through 3x+ growth periods in B2B software
• Experience in Chief of Staff or Business Operations roles supporting regional leadership, go-to-market strategies for alliances, or consulting
• MBA or advanced degree

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You will serve as a strategic partner, shaping how we win in Australia and New Zealand while building the operational foundations to scale , and contributing to the broader APJ regional strategy.

You'll start as an individual contributor with the opportunity to build and lead a team over time as the business scales. From day one, you'll work closely with S&O counterparts across Japan, South Korea, Singapore, India, and the wider APJ region to share best practices and drive consistency across the region.

Responsibilities:

Go-to-Market Strategy:

• Own the Go-to-Market planning process for Australia/NZ, including quarterly and annual cycles, and collaborate with Finance on target setting.
• Develop the strategy for segmenting territories and accounts across ANZ, with an eye to how it fits into the broader APJ portfolio.
• Identify market opportunities, assess competitive dynamics, and inform regional expansion priorities , both within ANZ and in coordination with adjacent APJ markets.
• Support Go-to-Market execution for alliances, focusing on co-selling, managing the partner pipeline, and facilitating joint planning.
• Analyze region-specific sales metrics and pipeline dynamics to develop proactive insights, and benchmark against other APJ markets where useful.

Cross-Functional & Regional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure alignment.
• Partner with S&O leaders across APJ (Japan, South Korea, Singapore, India, ASEAN) to align on regional standards, share insights, and drive consistency in how we operate across the region.
• Prepare executive-level materials including performance reviews, strategic planning sessions, and board updates for ANZ and APJ leadership.
• Drive cross-functional alignment on go-to-market execution across ANZ and contribute to APJ-wide initiatives.

Operations & Infrastructure:

• Execute critical processes including strategic account transitions, CRM configurations, and market data management.
• Optimize the sales technology stack and ensure effective adoption of Salesforce and other sales tools.
• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software.

You may be a good fit if you have:

• 15 to 18 years of experience in B2B SaaS or enterprise software, including direct experience in sales strategy, revenue operations, or commercial GTM roles
• Demonstrated knowledge of the broader APJ region, with exposure to GTM dynamics across multiple APJ markets (e.g., ANZ, Japan, South Korea, Singapore, India, ASEAN)
• Strong analytical capabilities with demonstrated ability to convert complex data into actionable insights
• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
• Strong cross-functional skills with the ability to influence without direct authority and partner effectively with C-level stakeholders and senior sales leadership
• Experience advising or partnering with regional leadership on GTM strategy
• Based in Australia with working proficiency in English

Strong candidates may also have:

• Track record of scaling sales organizations through 3x+ growth periods in B2B software
• Prior people management experience, or readiness to build and lead a team as the function scales
• Experience working across multiple APJ markets or coordinating regionally distributed S&O work
• Experience in Chief of Staff or Business Operations roles supporting regional leadership, go-to-market strategies for alliances, or consulting
• MBA or advanced degree

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Our core work consists of building custom AI applications that will impact millions of citizens and government employees, generating high-quality training data for custom LLMs, and upskilling and AI advisory services to spread the impact of AI.

As a Strategist, you'll be responsible for growing the Global Public Sector business unit and partnering with technical stakeholders to identify and win major opportunities in the public sector and selected accounts across the GCC.

You will develop and execute on a go-to-market strategy for customer acquisition, navigating a dynamic and often unstructured environment to make impactful decisions.

This is a technical role that requires a deep interest in AI and data and the ability to articulate technical concepts in simple, precise language.

Experience successfully navigating and partnering with governments and senior stakeholders across the GCC is also essential.

Key responsibilities include:

• Working closely with Scale Leadership, Head of EMEA, Engagement Management, Account Executives, and the EMEA Strategy team on overall GTM strategy across the region

• Working with potential clients to identify impactful AI solutions and shape and scope their high-level vision for AI

• Demonstrating the value and impact associated with each AI application

• Navigating complicated organizations, developing relationships, and answering client questions to qualify an identified opportunity to a signed deal

• Building trust and credibility with clients, acting as a reliable AI advisor beyond the core operating capacity of projects

Ideally, you'd have 5+ years of public sector sales or consulting experience, and/or sales experience in complex environments.

A track record of personally shaping and closing $500K to $5M+ deals for complex solutions for public sector accounts is also desirable.

Experience in building GTM strategies to effectively scale growth, partnering with both business and technical stakeholders to identify challenges and formulating solutions to address them, and creating, developing, and communicating executive-level materials are also valuable skills.

Written and spoken fluency in Arabic is required.

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

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

Key Responsibilities

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

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

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

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

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

Ideally, you have:

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

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

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

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

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

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

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

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

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

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

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

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You will partner across Sales, Field Engineering, Marketing, Operations, Finance, Product, Business Intelligence & Insights (BII), Econometrics and Data Science to translate strategy into clear initiatives and resource investments aligned to measurable outcomes.

Key responsibilities include:

Defining the GTM strategy, setting strategic choices and trade-offs across segments, industries, regions, and partner ecosystems. Codifying strategic priorities into an annual portfolio of initiatives with owners, milestones, and success metrics. Building the 3-year operating model, revenue plan, productivity assumptions, coverage & capacity, investment envelopes, multi/cross-product sales penetration and scenario analysis. Developing strategic planning & competitor artifacts including market maps, growth theses, product-GTM alignment to inform where to play and how to win against the competition. Instrumenting leading indicators for strategy efficacy including pipeline source/mix, segment traction, motion adoption, velocity and conversion and recommending pivots based on signal. Designing GTM motions with clear hypotheses, target segments, investment offers, enablement needs, and measurement frameworks. Collaborating cross-functionally to connect strategy → enablement → programs → field execution; ensuring downstream operating cadence reflects up-front strategic choices.

Requirements include:

7–10+ years in GTM Strategy/Ops, Management Consulting, Corporate Strategy, or adjacent roles; experience in enterprise software or platform businesses preferred. Strong business skills and GTM knowledge, must have deep understanding of typical enterprise tech business models and GTM strategies across multiple disciplines including Field Sales, Indirect Sales, Shared Services, Marketing, Post-sales etc. A track record of consistently developing and executing integrated GTM strategies to deliver excellent results, even in challenging and ever-changing environments. Demonstrated success in segmentation, coverage, and capacity planning, GTM motion design, and building multi-year operating models with scenario analysis. Analytical, data-driven operator; comfortable with modeling, executive synthesis, and turning insights into decisions; familiarity with ROI, CAC, and HC planning. Executive communication and stakeholder management; able to frame complex choices, facilitate trade-offs, and drive alignment at senior levels. Strong program design skill set with hypothesis-led experimentation and measurable outcomes; SQL/BI proficiency a plus. Lead thoughtful, creative and rigorous analysis (e.g., market sizing, coverage model analysis, business models) to synthesize insights and provide recommendations to GTM leadership.

Pay Range Transparency: The pay range for this role is $234,200-$322,100 USD.

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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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As a Senior Manager, Supply Tech, you will reimagine our GTM technology ecosystem to drive productivity for sales and account management teams and operations teams. You'll ensure we have the right, intelligent technology to help our teams that support hosts through their journeys.

This is a role where you'll balance building and developing talent with solving complex business problems at scale. You'll own unified program roadmaps across Homes, Hotels, Experiences, and Services while partnering cross-functionally to deliver innovative technology and process solutions that keep our teams focused on hosts, not stuck in ineffective tools.

Responsibilities:

• Build and develop a distributed team across multiple verticals, driving talent transformation from enablement-focused to product owner mindset through hiring, performance management, and strategic transitions of contingent workers
• Establish team success and accountability by defining metrics, measuring program outcomes, and building strong stakeholder relationships that enable your team to drive strategy
• Create growth pathways for team members at various career stages while managing geographically distributed teams and technology partners

Strategic Work:

• Design and execute a unified roadmap strategy across acquisition and account management systems for all supply verticals, with deep hands-on focus on Homes account management
• Lead cross-functional delivery by coordinating complex initiatives across Supply, Operations, Product Marketing, Engineering, and Analytics teams while serving as a thought partner to senior stakeholders on behalf of Supply Tech
• Influence technical architecture by partnering with Business Technology, Platform and Engineering teams to pressure-test business requirements, evaluate build vs. buy decisions, and challenge solutions business success in mind
• Solve complex business problems by evaluating technology solutions from CRM to custom builds without ego, focusing on capability density and keeping teams focused on hosts rather than ineffective tools
• Partner proactively with Advanced Analytics, various technical teams and other Supply Tech functions to identify collaboration opportunities across shared customer bases

Your Expertise:

• 12+ years in business systems, GTM product ownership, or technical program management with 3+ years managing distributed teams
• Deep expertise in go-to-market systems, particularly acquisition and account management workflows, with strong understanding of Salesforce capabilities, limitations, and alternatives
• Proven track record building and transforming teams
• hiring, developing talent across experience levels, and managing performance through ambiguity while balancing IC work with management responsibilities
• Strategic problem-solving focused on business outcomes with platform-agnostic thinking and strong build vs. buy framework expertise
• Strong technical aptitude - can engage in architecture discussions, and engineering decisions with data-driven insights, and serve as technical consultant for non-technical audiences
• Exceptional stakeholder management and negotiation skills with VP and Director-level partners, influencing Product and Engineering teams unfamiliar with Sales and Operations organizations
• Executive communication skills for high-stakes presentations and ability to articulate complex technical concepts to diverse audiences
• Comfortable with ambiguity, complex stakeholder management, and identifying partnership opportunities across functions

Preferred:

• SQL proficiency for analysis and requirements definition
• Experience managing contingent workforce alongside FTE teams
• Background in marketplaces, multi-sided platforms, or B2B2C business models
• Familiarity with GTM productivity tools and change management for internal systems adoption

Your Location:

This position is US - Remote Eligible. The role may include occasional work at an Airbnb office or attendance at offsites, as agreed to with your manager. While the position is Remote Eligible, you must live in a state where Airbnb, Inc. has a registered entity.

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Key responsibilities include owning the end-to-end employee experience for sales compensation, leading the compensation enablement program, designing and managing sales compensation tools, driving AI strategy within the sales compensation function, and partnering cross-functionally with GTM Leadership, Finance, Product, and IT.

The ideal candidate will have 5+ years of experience in sales compensation, revenue operations, sales operations, or sales programs, expertise in designing, implementing, and administering variable sales compensation plans, and extensive experience in revenue operations, strategy, and planning at a high-growth, technology company.

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The ideal candidate will have 8+ years of experience in enablement, GTM strategy, or partner ecosystems, with a proven track record of building programs that move needle-metrics not just engagement metrics. They will have a deep understanding of the B2B SaaS sales funnel and the specific levers that drive partner-sourced vs. partner-influenced revenue.

The successful candidate will be able to use Salesforce and PRM data to build a narrative around enablement's ROI, identifying exactly where our investment in 'scaled training' is yielding the highest revenue dividends. They will also be able to navigate ambiguity, identify 'leaks' in the partner engine, and solve them with minimal oversight.

We offer a competitive salary and meaningful equity, comprehensive medical, dental, and vision coverage, regular compensation reviews, unlimited access to Claude Code and best-in-class AI tools, flexible paid time off policy, paid parental leave program, 401k plan & match, in-office bicycle storage, and fun events for Intercomrades, friends, and family!

The base salary range for candidates within the San Francisco Bay Area is $157,500 - $191,000. Actual base pay will depend on a variety of factors such as education, skills, experience, location, etc. The base pay range is subject to change and may be modified in the future. All regular employees may also be eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).

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

We have a radically open and accepting culture at Intercom. We avoid spending time on divisive subjects to foster a safe and cohesive work environment for everyone. As an organization, our policy is to not advocate on behalf of the company or our employees on any social or political topics out of our internal or external communications. We respect personal opinion and expression on these topics on personal social platforms on personal time, and do not challenge or confront anyone for their views on non-work related topics. Our goal is to focus on doing incredible work to achieve our goals and unite the company through our core values.

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The Global Learning Operations & Governance Manager is a senior, enterprise-level leader responsible for architecting the AI-enabled operating system that powers ENGAGE (aka Training Operations Team) globally.

This role establishes and leads the Global Center of Excellence (CoE), designing a scalable hub-and-spoke model that transforms regional execution into predictable, revenue-aligned, and financially disciplined outcomes.

Why This Role Matters

This is a transformation year for Learning & Enablement (L&E). As learner demand, partners, SKUs, and regions scale, traditional operating models no longer hold. Success requires predictive visibility, automation-first execution, and globally consistent governed operations, not incremental process improvement.

Key Responsibilities

Global Operating Model & CoE Leadership

• Establish and lead the Global Center of Excellence as the owner of operating standards, governance, tooling, and analytics.
• Design and operationalize a hub-and-spoke model that balances global consistency with strong regional execution.
• Standardize planning cadences, decision rights, playbooks, and forecasting frameworks.
• Embed accountability and performance rigor into QBRs, MBRs, and global reviews.

AI-Enabled Operations & Telemetry

• Enhance and lead ENGAGE’s AI-first operating roadmap.
• Operationalize real-time KPIs, dashboards, and predictive exception signals to surface demand, capacity, and risk.
• Institutionalize intelligent intake, agentic workflows, and automation across scheduling, forecasting, certification, and partner management.
• Establish governance principles for AI and automation, ensuring reliability, transparency, and measurable business impact.

Commercial Strategy & Revenue Discipline

• Define and institutionalize best in class revenue practices, including SKU governance, forecasting discipline, revenue recognition guardrails, and margin optimization.
• Translate operational gains into measurable commercial impact (capacity unlock, improved utilization, fill-rate gains, partner spend reduction).
• Partner with Revenue Operations, Finance, and Commercialization to ensure executive-grade reporting and P&L transparency.
• Embed financial controls aligned with audit readiness and long-term scalability.

Enterprise Governance & Risk Management

• Build a globally consistent environment across planning, reporting, exception management, and automation oversight.
• Ensure audit resilience, compliance readiness, and structured risk mitigation across regions.
• Establish clear decision rights and ownership models to eliminate ambiguity and friction.

Change Leadership & Global Oversight

• Lead global adoption of standardized processes, AI-enabled workflows, and governance frameworks.
• Define and elevate operational maturity benchmarks across regions.
• Act as a strategic advisor to L&E and Strat-Ops leadership on scale, risk, and operating evolution.
• Influence without authority across distributed, matrixed teams to embed discipline and alignment.

What Success Looks Like

• Building a predictable, standardized global operating model with clear decision rights and executive-ready reporting.
• Real-time, predictive visibility into global demand, capacity, performance, and exceptions.
• Demonstrable conversion of operational improvements into capacity unlocks, reduced partner spend, and revenue uplift.
• Automation and AI embedded into daily operations, materially reducing manual overhead and cycle times.
• High regional adoption of CoE standards and tooling.

Required Qualifications

• 10+ years in GTM Operations, Revenue Operations, or Program Leadership within global high-growth technology companies.
• Proven experience building and scaling enterprise operating models and governance programs.
• Demonstrated success leading automation, analytics, or AI-driven transformation initiatives with measurable impact.
• Deep commercial fluency, including forecasting, revenue operations, utilization economics, and P&L drivers.
• Strong partnership experience with Finance, Legal, Strategy, and Revenue leadership.
• Exceptional analytical rigor and executive-level communication skills.

Preferred Qualifications

• Exposure to audit processes, SOX readiness, or public-company financial controls.
• Familiarity with SaaS, data, AI, or cloud business models.
• Experience leading global change management initiatives.
• Hands-on experience with analytics platforms or Databricks products.
• Demonstrated success embedding AI into operational workflows at scale.

Why Join Us

You will architect the global operating system that enables ENGAGE to scale with speed, discipline, and financial rigor. This is a high-visibility role with enterprise impact,shaping how Learning & Enablement operates in an AI-first world. If you’re energized by building systems that convert complexity into predictable performance, and by embedding governance without sacrificing agility, this role offers the opportunity to leave a lasting operational legacy.

Pay Range Transparency

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

Zone 1 Pay Range $148,600-$204,250 USD Zone 2 Pay Range $133,700-$183,800 USD Zone 3 Pay Range $126,200-$173,600 USD Zone 4 Pay Range $118,900-$163,450 USD

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Location: Dublin, Ireland

Department: Sales

Job Description:

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

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

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

Driven by our core values, we push boundaries, build with speed and intensity, and consistently deliver incredible value to our customers.

What's the opportunity?

Intercom's Global Sales Organization is rapidly evolving, and the GTM Enablement team is expanding to support. In this critical new role, you will solve the "Last Mile" gap in technical readiness, serving as the bridge between R&D, Product, and our customer-facing Solutions teams.

As the Senior Product Enablement Manager (Solutions), you will act as the single-threaded owner of the technical education strategy for our Solutions organization (CSMs, SEs, and Professional Services).

You will be responsible for translating our rapid product innovation and AI capabilities into clear, scalable enablement that accelerates adoption and strengthens customer outcomes.

This role is distinct from GTM Strategy; while they architect the commercial plan, you will own the early-stage positioning, solutions readiness, and technical fluency required to ensure our teams understand how our products work and how to deliver them effectively.

What will I be doing?

Reporting to the GTM Enablement leadership, you will partner directly with R&D and Product Management to build and deliver a comprehensive technical enablement program.

Technical Education Strategy & Curriculum - Developing a scalable and repeatable strategy for the technical education of AEs, RMs, CSMs, SEs, and Professional Services.

Creating and maintaining a full suite of technical training materials, including hands-on labs, documentation, and how-to guides.

Leading and facilitating technical training sessions, both live and on-demand, including "Train the Trainer" programs and new product release training.

AI Fluency & Certification - Owning the AI Fluency Program, creating a unified baseline of understanding regarding our AI capabilities (Fin) across the GTM organization.

Building and operationalizing a scalable certification framework that integrates AI learning objectives and continuous upskilling into onboarding and ongoing enablement.

Ensuring every GTM role is fluent in AI and able to guide customers through AI-driven change management and adoption.

Cross-Functional Partnership (R&D Bridge) - Serving as the primary liaison between R&D and the Solutions teams, translating product functionality and architecture into digestible, actionable training content.

Acting as the primary conduit for feedback from the Solutions teams back to R&D and Product, synthesizing field insights to help inform the product roadmap.

What skills do I need?

• 5+ years in Sales Enablement, Solutions Engineering, Technical Training, or a related role in a SaaS organization.

A strong technical aptitude with the ability to bridge R&D and GTM, translating complex technical details into clear guidance for customer-facing teams.

Experience designing and delivering technical curriculum, including hands-on labs, certifications, and self-paced learning interventions.

Deep understanding of the "Solutions" function (CSMs, SEs, Professional Services) and the technical readiness required to drive customer adoption and retention.

The ability to work cross-functionally and build trusted relationships with Product Managers, R&D, and GTM leadership.

Excellent communication and presentation skills, with an intuitive sense for delivering the right technical information at the right time.

Analytical mindset with the ability to measure technical proficiency and report on the effectiveness of certification programs

Bonus skills & attributes

• Experience at a high-growth SaaS company.

Familiarity with AI technology and experience enabling teams on AI-driven products.

Background in instructional design or technical writing.

Experience using tools like Salesforce, Gong, or modern LMS platforms (e.g., Workramp, Highspot).

Experience working in a globally distributed team.

Benefits

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

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

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

Regular compensation reviews - we reward great work!

Pension scheme & match up to 4%

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

Flexible paid time off policy

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

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

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

#LI-Hybrid

Policies

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

We have a radically open and accepting culture at Intercom. We avoid spending time on divisive subjects to foster a safe and cohesive work environment for everyone.

As an organization, our policy is to not advocate on behalf of the company or our employees on any social or political topics out of our internal or external communications.

We respect personal opinion and expression on these topics on personal social platforms on personal time, and do not challenge or confront anyone for their views on non-work related topics.

Our goal is to focus on doing incredible work to achieve our goals and unite the company through our core values.

Intercom values diversity and is committed to a policy of Equal Employment Opportunity. Intercom will not discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin, ancestry, sex, gender, age, physical or mental disability, veteran or military status, genetic information, sexual orientation, gender identity, gender expression, marital status, or any other legally recognized protected basis under federal, state, or local law.

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As a Staff Product Manager, Growth, you will own a critical GTM-related metric and define the product strategy and roadmap to drive step-change improvements. You will identify structural bottlenecks across the revenue funnel and design systems to address them. You will lead 0→1 and 1→N initiatives that re-architect Brex’s GTM infrastructure.

Responsibilities:

• Own a critical GTM-related metric and define the product strategy and roadmap to drive step-change improvements.
• Identify structural bottlenecks across the revenue funnel , spanning tooling, automation, data, incentives, and workflows , and design systems to address them.
• Lead 0→1 and 1→N initiatives that re-architect Brex’s GTM infrastructure.
• Partner deeply with Sales, Marketing, RevOps, Engineering, Legal, IT, and Data to drive high-impact outcomes.
• Influence stakeholders and executives through clear strategy, strong business cases, and measurable results.
• Establish clear input and output metrics, and operate with rigor on experimentation, prioritization, and tradeoffs.
• Help define and scale Brex’s Growth Product function as it evolves.

Requirements:

• Experience building and scaling growth, revenue, or GTM systems in a high-growth technology company.
• Experience owning and materially moving company-level metrics.
• Strong systems thinking , ability to identify leverage points across product, process, and people systems.
• Demonstrated track record of leading complex, cross-functional initiatives with executive visibility.
• Deep analytical fluency; comfortable working with funnel metrics, experimentation frameworks, and data tools (SQL proficiency preferred).
• High ownership mindset with the ability to operate in ambiguity and build from first principles.

Compensation: The expected salary range for this role is $240,000 - $300,000.

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We're looking for a Senior Product Marketing Manager to join our London-based marketing team. As a key member of our team, you will be responsible for developing and executing go-to-market strategies for our fund administration products in Europe.

Key Responsibilities:

• Own the European Market Narrative: Lead the company's understanding of the UK/European market, serving as the definitive expert on local competitors, buyer behaviors, and regulatory nuances.

• Architect Regional GTM Strategy: Design and orchestrate comprehensive GTM strategies for the European market, ensuring new launches achieve deep market penetration and support aggressive pipeline and revenue targets

• Influence the Global Roadmap: Triangulate insights from local Sales, CSMs, and primary research to credibly advocate for product features that solve critical European-specific needs.

• Scale Global Innovation: Act as the primary strategic partner to the UK Business Unit, orchestrating the regional rollout of US-based product innovation. You will translate global product advancements into compelling, localized narratives that resonate with the specific needs of European CFOs and General Partners.

• Establish Regional Credibility: Translate complex technical product details into emotional, value-driven narratives that differentiate Carta in the European competitive landscape. You will strategically leverage customer social proof and local success stories to build deep trust and market authority within the UK venture capital and private equity community.

• Define Cross-Functional Enablement: Create a consistent, visible engagement model that equips UK sales and delivery teams with the high-altitude narratives and technical depth needed to win upmarket.

• Drive Product Adoption & Impact: Define clear success metrics for product acquisition and retention. You will align regional resources from Sales enablement to Marketing campaigns to ensure every product launch delivers a measurable and positive impact on the UK P&L.

About You:

• 5-8 years of experience in B2B product marketing, with a specific focus on SaaS fintech or private markets (Venture Capital or Private Equity).

• Enterprise experience: Proven track record of marketing complex products to sophisticated, upmarket personas (e.g., CFOs or General Partners).

• Technical Mastery: The tenacity to quickly become a domain expert who can understand technical product details at a deep level and translate them into value-driven stories.

• Influential Leadership: Demonstrated success in influencing senior stakeholders (Product, Sales, and Delivery) to align on regional priorities and GTM execution.

• Exceptional Communication: A deep-seated obsession with customer storytelling; you can translate product details into emotional narratives that differentiate a brand in a competitive landscape.

Nice to Have:

• Building from the Ground Up: Experience building a PMM function or regional strategy with minimal day-to-day oversight.

• AI Experimentation: A predisposition toward experimenting with AI tools to automate routine workflows and uncover deeper market insights.

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The role will involve operating as a strategic contributor within the customer lifecycle, ensuring engagements move beyond tactical execution to structured GTM approaches. This will involve working within ABM and GTM best practices, including audience targeting, signal-based activation, media strategy, and campaign measurement.

Key responsibilities will include completing engagement tracks, campaign builds, and strategy execution, helping customers maximize adoption while connecting activity to engagement, pipeline influence, and campaign performance.

The ideal candidate will have 2-5 years of professional experience with at least 1 year in a SaaS, sales, or professional services environment. They will demonstrate a foundational understanding of ABM, audience targeting, full-funnel marketing, and GTM strategy.

The role requires strong analytical skills, attention to detail, and the ability to execute within defined frameworks. The successful candidate will be comfortable working with CRM systems, dashboards, and structured or tabular data.

This is a hybrid position, working a minimum of three days per week from one of ZoomInfo's office locations.

Actual compensation offered will be based on factors such as the candidate's work location, qualifications, skills, experience, and/or training. The current base salary for this position in the US is $66,500-$104,500 USD, with additional compensation such as bonus, commission, equity, and other benefits may also apply.

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We are looking for a highly effective leader to lead a team of Account Executives primarily responsible for new business revenue in the North America Region. This person will be responsible for segment strategy and planning, building, and running a high performing team. Goals are focused on accelerating logo and revenue growth with a concentration on Fin.

Responsibilities:

• Sales Strategy Execution:

Work with senior leadership to define and implement effective sales strategies for the North American mid-market segment. Oversee the development of sales plans and tactics that align with company goals and regional market dynamics. Monitor the pipeline of opportunities to ensure timely and effective follow-ups, deal closures, and revenue growth.

• Performance Management:

Set clear performance expectations and key performance indicators (KPIs) for the Account Executive team. Track individual and team performance using CRM tools and reporting dashboards. Analyze sales metrics and provide insights to optimize processes, identify trends, and forecast revenue.

• Cross-Functional Collaboration:

Partner with marketing, product, and customer success teams to develop tailored go-to-market strategies and ensure seamless customer experiences. Work closely with senior leadership to ensure alignment on goals, budgets, and resource allocation.

• Customer Focus:

Maintain a strong understanding of customer needs and market trends to support the team in closing deals Ensure customers are handed off to the Relationship Management team thoughtfully and carefully, always keeping the customer experience top of mind.

• Reporting & Analytics:

Regularly report on team performance, sales pipeline, and market conditions to senior management. Provide data-driven recommendations to improve sales performance and achieve growth targets.

Requirements:

• 5+ years in a quota carrying new business IC role with proven success
• Experience working on complex and strategic deals (involving procurement, legal, security)
• 3+ years management experience
• Previous experience building and executing on outbound sales motions
• Exemplary new business sales experience, experience with Command of the Message and MEDDPICC a plus
• Strong understanding of forecasting principles and the ability to forecast revenue and revenue trends accurately
• Proven experience–and passion for–teaching and developing top talent
• Experience developing GTM strategy, building, and executing operational plans
• A builder of businesses, with the ability to attract and develop the best talent in the industry
• Excellent communication skills across a variety of mediums (written, verbal, presentation, and interpersonal)
• Adaptive, with the ability to balance short term and long term priorities

Benefits:

• Competitive salary and meaningful equity
• Comprehensive medical, dental, and vision coverage
• Regular compensation reviews - great work is rewarded!
• Flexible paid time off policy
• Paid Parental Leave Program
• 401k plan & match
• In-office bicycle storage
• Fun events for Intercomrades, friends, and family!

OTE Range: $233,505 - $314,438 for the Greater Chicago Area.

Policies:

• Intercom has a hybrid working policy. We believe that working in person helps us stay connected, collaborate easier and create a great culture while still providing flexibility to work from home. We expect employees to be in the office at least three days per week.
• We have a radically open and accepting culture at Intercom. We avoid spending time on divisive subjects to foster a safe and cohesive work environment for everyone.

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Your responsibilities will include serving as the primary administrator and strategist for Salesforce, ensuring the platform meets evolving business needs. You will also manage and optimize integrations between Salesforce, Outreach, ZoomInfo, HubSpot, Chorus, Clari, and Workato to create seamless workflows.

You will collaborate closely with Sales Operations and Marketing Operations teams to align applications with GTM strategies and objectives. You will design and implement scalable processes for data management, reporting, and analytics across key platforms.

You will lead cross-functional projects to introduce new tools or enhance existing systems, ensuring timely delivery and adoption. You will partner with stakeholders to understand business needs and translate them into actionable technical solutions.

You will develop and implement standard and custom integrations across departments to meet reporting and business process needs. You will design and optimize end-to-end workflows to support core business objectives.

You will build and maintain custom objects, apps, and workflows, operating effectively in both Sandbox and Production environments.

You will act as a trusted advisor and point of escalation for technical and strategic challenges involving business applications.

You will be comfortable presenting and leading enablement sessions on applications in our tech stack.

Some of the things we look for include 1+ years of experience managing business applications, with deep expertise in Salesforce administration (Sales Cloud, Service Cloud, Flow, approval processes, Lightning Communities). Active Salesforce Administrator Certification is required.

We also look for proven experience working with applications like Outreach, ZoomInfo, and HubSpot. Experience leveraging integration tools like Zapier or Workato is a plus.

Strong knowledge of GTM processes, including lead generation, sales enablement, and marketing campaign execution, is also necessary. Excellent project management skills, with a track record of delivering complex, cross-functional projects on time and within scope, are required.

Strong communication skills, with the ability to effectively collaborate with technical and non-technical stakeholders, are essential. Analytical mindset with attention to detail and a passion for leveraging data to drive decisions is also necessary.

Creative problem-solver who finds innovative solutions to complex challenges is a must. Ability to travel for purposes including but not limited to new hire onboarding, team and department offsites, customer engagements, and other company events is required.

This role is based in our Boston office and follows a hybrid model, with an expectation of being onsite 1-2 days per week.

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Dialpad is the AI-native business communications platform. We unify calling, messaging, meetings, and contact center on a single platform - powered by AI that understands every conversation in real time.

Our DAART initiative (Dialpad Agentic AI in Real Time) is redefining what a communications platform can do. Visit dialpad.com to learn more.

Being a Dialer

At Dialpad, AI isn't just a feature; it's how our teams do their best work every day. We put powerful AI tools in every employee's hands so they can move faster, think bigger, and achieve more. We believe every conversation matters. And we've built the platform that turns those conversations into insight and action, for our customers and ourselves.

Your role

The Revenue Operations Manager – Channel & International oversees operational rigor across partner-led and geographically distributed revenue motions. This role ensures consistency in forecasting, clarity in attribution, and alignment across regions. This is a revenue execution role,not reporting support or an embedded business partner. This position reports to our VP of Revenue Operations and has the opportunity to be based in our Austin or Tempe offices.

Responsibilities

• Define and enforce opportunity stage entry and exit criteria.
• Establish deal inspection frameworks by segment and deal size.
• Identify and eliminate poorly qualified pipeline, stalled or aging deals, inflated close dates and optimistic forecasts.
• Create clear standards for when deals advance, reset, or exit the pipeline.
• Own forecast methodology and call discipline across segments.
• Standardize forecast categories (Commit, Best Case, Pipeline, etc.).
• Lead or co-lead weekly forecast calls with Sales leadership.
• Track and surface forecast bias, slippage patterns, and risk signals.
• Improve forecast accuracy, confidence, and consistency over time.
• Design and run pipeline councils by segment.
• Ensure pipeline reviews are forward-looking, decision-oriented, and action-driven.
• Equip Sales leaders with consistent inspection views that drive accountability.
• Make pipeline hygiene a management habit, not a Rev Ops cleanup task.
• Partner closely with Revenue Intelligence & Analytics, Systems and Data teams.
• Translate execution issues into process improvements, system enforcement, and clear operating guidance.
• Provide structured feedback into GTM strategy and planning.
• Define and own the core pipeline and forecast KPIs.
• Hold the organization accountable for stage-to-stage conversion, deal aging, forecast accuracy.
• Ensure leaders understand why deals slip , not just that they did.
• Monitor partner-sourced pipeline integrity.
• Ensure accurate attribution and pipeline hygiene.
• Support forecast validation for partner-led deals.
• Monitor territory and partner coverage sufficiency. Flag structural gaps impacting growth.

Skills you’ll bring

• 7–10 years of total professional experience.
• 4–6+ years in Sales Operations, Revenue Operations, or GTM Strategy.
• Experience supporting Direct Sales Teams and/or Channel organizations.
• SaaS experience strongly preferred.
• Strong analytical mindset with the ability to turn data into decisions.
• Comfortable working with ambiguity and building structure where none exists.
• Excellent executive communication , written, verbal, and storytelling.
• Ability to influence senior stakeholders without formal authority.
• High ownership mentality: you see problems and fix them.
• Detail-oriented but able to zoom out to the bigger picture.
• Strong experience with Salesforce, Tableau, Outreach, Clay, Scratchpad, and ZoomInfo.
• Familiarity working alongside tools like Anaplan, routing platforms (Leandata), or forecasting tools (Clari).
• Ability to partner effectively with Business systems and analytics teams.

Why Join Dialpad

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

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

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As a Technical Enablement Lead, you'll own Claude Code enablement,building demos, labs, and content that help sellers showcase agentic coding. This is an ideal role for an engineer who loves teaching, loves developer tools, and wants to shape how field teams talk about the future of AI-assisted development.

Key responsibilities include:

• Deliver Claude Code training for onboarding and ongoing enablement programs
• Create and maintain training content: demo scripts, hands-on labs, use case libraries, quick-reference guides
• Build compelling demo scenarios across industries and developer personas
• Develop competitive positioning content,battlecards, differentiation guides, objection handling
• Run demo coaching sessions and weekly office hours
• Translate new Claude Code features into field-ready content rapidly
• Gather field feedback and track content effectiveness to continuously improve programs

Requirements include:

• 7+ years in a technical role (software engineering, solutions engineering, developer advocacy, or technical enablement)
• Strong programming skills,you've shipped real code recently, not just slideware
• You use AI coding tools (ideally Claude Code) extensively in your own work,not as a novelty, but as core infrastructure for how you build and ship
• Track record delivering live technical training or talks
• Experience partnering directly with sales, solutions engineering, or GTM teams

Nice to have:

• Experience coaching others on demos or presentations
• Familiarity with enterprise developer workflows
• Public speaking, conference presentations, or community-facing developer advocacy

Location & Travel:

Location is flexible, with preference for proximity to a major hub (SF, NYC, or Seattle). Regular travel is expected for in-person training delivery and field events.

Annual compensation range for this role is $270,000-$310,000 USD.

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Intercom is the AI Customer Service company on a mission to help businesses provide incredible customer experiences.

Our AI agent Fin, the most advanced customer service AI agent on the market, lets businesses deliver always-on, impeccable customer service and ultimately transform their customer experiences for the better. Fin can also be combined with our Helpdesk to become a complete solution called the Intercom Customer Service Suite, which provides AI enhanced support for the more complex or high touch queries that require a human agent.

The role will lead a team of Account Executives primarily responsible for new business revenue in the North America Region. This person will be responsible for segment strategy and planning, building, and running a high performing team. Goals are focused on accelerating logo and revenue growth with a concentration on Fin.

We are looking for a highly effective leader who excels at attracting and developing talent, inspiring others, and working cross-functionally to build efficient and customer-centric sales processes. This leader will also play a critical role in developing and executing our value-led sales strategy.

For this big challenge, we are looking for an innovative, agile, and resilient Sales Leader to help us write the next chapter in the AI-first customer support space.

Responsibilities:

• Sales Strategy Execution:

Work with senior leadership to define and implement effective sales strategies for the North American mid-market segment.

Oversee the development of sales plans and tactics that align with company goals and regional market dynamics.

Monitor the pipeline of opportunities to ensure timely and effective follow-ups, deal closures, and revenue growth.

• Performance Management:

Set clear performance expectations and key performance indicators (KPIs) for the Account Executive team.

Track individual and team performance using CRM tools and reporting dashboards.

Analyse sales metrics and provide insights to optimise processes, identify trends, and forecast revenue.

• Cross-Functional Collaboration:

Partner with marketing, product, and customer success teams to develop tailored go-to-market strategies and ensure seamless customer experiences.

Work closely with senior leadership to ensure alignment on goals, budgets, and resource allocation.

• Customer Focus:

Maintain a strong understanding of customer needs and market trends to support the team in closing deals.

Ensure customers are handed off to the Relationship Management team thoughtfully and carefully, always keeping the customer experience top of mind.

• Reporting & Analytics:

Regularly report on team performance, sales pipeline, and market conditions to senior management.

Provide data-driven recommendations to improve sales performance and achieve growth targets.

Requirements:

• 5+ years in a quota carrying new business IC role with proven success.

Experience working on complex and strategic deals (involving procurement, legal, security).

3+ years management experience.

Previous experience building and executing on outbound sales motions.

Exemplary new business sales experience, experience with Command of the Message and MEDDPICC a plus.

Strong understanding of forecasting principles and the ability to forecast revenue and revenue trends accurately.

Proven experience–and passion for–teaching and developing top talent.

Experience developing GTM strategy, building, and executing operational plans.

A builder of businesses, with the ability to attract and develop the best talent in the industry.

Excellent communication skills across a variety of mediums (written, verbal, presentation, and interpersonal).

Adaptive, with the ability to balance short term and long term priorities.

Benefits:

Competitive salary and meaningful equity.

Comprehensive medical, dental, and vision coverage.

Regular compensation reviews - great work is rewarded!

Flexible paid time off policy.

Paid Parental Leave Program.

401k plan & match.

In-office bicycle storage.

Fun events for Intercomrades, friends, and family!

OTE Range: $228,000 - $349,375

Base Pay Range: Variable

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You'll collaborate with a diverse cross-functional group of teams across sales, marketing, enablement, strategy, and others, to develop and implement sales programs and sales plays to meet those needs, then measure the results and adapt the sales programs as necessary.

Responsibilities:

• Craft, build and deliver a programmatic and scalable approach to pipeline generation through sales programs and plays tailored by industry, segment, and business priority to improve pipe generation and progression

• Drive operational excellence by setting standard methodology for all areas of pipeline generation, and build accountability and ownership for the use of standard processes

• Optimise interoperability and alignment of our core GTM teams - Sales Development, core Sales, Solution Architects, Partners, Product Sales, Marketing

• Partner with Data Science, Marketing, Product, and other stakeholders to build and refine the audience, messaging, and strategy for individual sales plays

• Collaborate cross functionally with AMER and APAC Sales Programs counterparts to develop and streamline of high impact global sales programs and play

• Understand EMEA Sales leaders needs and trends, and advise opportunities to leverage sales plays and programs

• Prioritise sales programs and sales plays selection based on market fit, providing seller insight to shape sales play design and collateral

• Proactively and continuously analyse pipeline performance, identifying the highest priority areas for action

• Devise and implement tactics to accelerate pipeline quality and velocity to close

• Conduct retrospectives to continuously learn and iterate on sales program and play quality and impact

• Embed sales play execution and performance tracking into the standing rhythm of business

Minimum requirements:

• 8+ years of experience in sales strategy, sales operations, sales programs, sales consulting, or sales enablement

• Previous experience working with GTM and sales leadership

• Comfort navigating high level executive conversations

• Experience navigating Salesforce, or similar CRM system

• High proficiency with Excel and Google Sheets

• Proven ability to manage and influence cross-functional stakeholders to deliver components of sales plays in a coordinated and timely manner

• Has an enthusiastic “roll up your sleeves” mentality, is a pragmatic problem solver, has a bias to action and “getting things done”

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The ideal candidate will have 7+ years of experience in competitive intelligence, product marketing, product strategy, GTM strategy, or a technical role within cloud/infra/AI. They will have strong technical and economic fluency, demonstrated ability to produce crisp POVs that influence senior decision-making, and experience creating enablement assets that drive adoption.

As a key member of the team, the Senior Product Marketing Manager will partner closely with Product, Engineering, Sales/GTM, Analytics, and AR to turn competitive movement into clear implications for what we reinforce, counter, or ignore. They will provide inputs to messaging, launches, and campaigns, including claim risk checks and differentiation guidance.

The base salary range for this role is $161,000 to $237,000. The starting salary will be determined based on job-related knowledge, skills, experience, and market location. In addition to base salary, our total rewards package includes a discretionary bonus, equity awards, and a comprehensive benefits program (all based on eligibility).

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

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You will work closely with Product, Marketing, and Pricing to bring real customer signals into decisions and help the company learn quickly what resonates, what converts, and what customers will pay for. This role often operates as a specialist overlay into existing Intercom customer accounts.

Key responsibilities include owning the full sales cycle for Sales Agent, running discovery with Sales, RevOps, and Marketing leaders, designing and managing structured evaluations, building and refining how we sell this product, and providing structured feedback to Product, Marketing, and Pricing.

The ideal candidate will have proven experience running full cycle SaaS sales processes from discovery through close, demonstrated ability to sell a new or evolving product, experience selling to sales leadership, RevOps, Marketing leadership, or adjacent GTM personas, and strong consultative selling and discovery skills.

Benefits include competitive salary and meaningful equity, comprehensive medical, dental, and vision coverage, regular compensation reviews, flexible paid time off policy, paid Parental Leave Program, 401k plan & match, in-office bicycle storage, fun events for Intercomrades, friends, and family, unlimited access to Claude Code and best-in-class AI tools, experimentation & building is encouraged & celebrated.

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You will be the single owner responsible for ensuring that our groundbreaking technology is not just built, but is ready to be sold, deployed, supported, and ultimately successful in the real world. You will define and drive the critical path to launch, ensuring that all teams are aligned and executing against a single, unified plan.

Define and Execute GTM Strategy. Develop a comprehensive GTM strategy that aligns product capabilities with customer needs and competitive positioning. You will identify target segments, define value propositions, and establish success metrics that connect new product launch to business outcomes.

Own the Launch Plan and GTM Roadmap. Define and maintain the end-to-end critical path for launching a new platform, integrating sales enablement, partner activation, and customer adoption milestones. You will translate high-level company goals into a clear, actionable plan with concrete milestones, readiness gates, and dependencies, continuously adapting it to technical realities and customer feedback.

Drive Product Readiness. Establish and enforce a clear definition of “ready” across all internal and partner teams. You will ensure we are proving our products in real, operational environments,not just in the lab,by tracking and driving the validation of key capabilities against reference customer use cases.

Act as the Single Source of Truth. Serve as the central hub for launch readiness, aligning Product, Engineering, Growth, Customer, and Partner teams around one plan. You will ensure every team understands how their work maps to the broader system and are held accountable for their commitments.

Lead GTM & Growth Execution. Partner with Growth, Product, Marketing, and Communications to craft a compelling GTM strategy. You will bridge the gap between engineering reality and customer-facing messaging, enabling our teams to sell, deploy, and support the platform effectively from day one.

Required Qualifications:

• 10+ years of experience in product management, program management, or a related strategy role responsible for bringing complex technology to market.
• Proven experience leading a large-scale, technical product or feature launch within the public sector/defense market.
• Demonstrated ability to communicate complex technical and strategic concepts concisely and effectively to diverse audiences, from engineers to executive leadership.
• Experience leading cross-functional teams in a matrixed organization, with a proven ability to align product, engineering, sales, and marketing teams toward a unified outcome.
• Proven track record of development and executing successful GTM strategies for complex technology platforms, with demonstrated impact on revenue growth and market adoption.
• Must be able to obtain and hold a U.S. Top Secret security clearance.

We Value:

• Meticulous Organization.
• Execution-First Mindset.
• Executive-Level Storytelling.
• Ruthless Prioritization.
• High Ownership, Low Ego.

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This foundational leadership role will build and lead the Enterprise Marketing Strategy & Analytics function, serving as the operating system for a rapidly scaling marketing organisation. The primary mandate is to define and measure success across all marketing programmes,from demand generation (field events, ABM, EBCs, partner co-marketing) to pipeline contribution,creating a clear line from investment to pipeline to revenue.

Responsibilities

• Define and own the Enterprise Marketing measurement framework, targets, and reporting, covering the full funnel from top-of-funnel demand through pipeline influence and closed-won attribution.
• Build and maintain core analytics infrastructure (data models, attribution logic, dashboards) in partnership with Revenue Operations and Data Science, ensuring marketing and sales alignment on key metrics.
• Serve as one of the primary operating partner to Finance, HR, and Recruiting, leading budget tracking, headcount planning, and vendor management.
• Partner with marketing leadership and the central Marketing Ops & Strategy team on annual and quarterly planning, resource allocation, and performance reviews.
• Establish the operating cadence for Enterprise Marketing (QBRs, pipeline reviews, program retros), coordinating with the central Marketing Ops & Strategy team on organisation-wide rhythms, and drive the preparation needed to make these forums decision-useful.
• Lead the identification of high-leverage workflows to automate, partnering with the central GTM AI team on implementation and measuring productivity gains.
• Build and manage the Marketing Operations, Demand Analytics, and MarTech team, setting a high bar for analytical rigor and business partnership.
• Drive cross-functional alignment on shared definitions, tooling, and a single source of truth for marketing performance across the broader Marketing organisation and with Revenue Operations.
• Conduct strategic analyses to inform key organisational decisions, such as resource deployment, coverage ratios, and campaign capacity planning.

Requirements

• 10+ years in marketing operations, analytics, revenue operations, or strategy roles, including at least 3 years leading a team.
• Experience building or significantly scaling a marketing ops/analytics function at a high-growth B2B technology company undergoing significant organisational expansion.
• Deep fluency in the enterprise demand funnel, including lead scoring, MQL/SQL definitions, pipeline attribution, and campaign influence models.
• Hands-on expertise with the modern GTM data stack (CRM, Marketing Automation, BI tools).
• Proven track record of strategic partnership with Finance and Revenue Operations, including experience building budget models and sitting in planning cycles.
• Expertise in running the core operational rhythm of a marketing organisation: QBRs, headcount tracking, budget pacing, and vendor renewals.
• Strong written and verbal communication, capable of translating complex datasets into clear business narratives.
• Genuine curiosity about AI and a willingness to be an early, hands-on adopter of automation tools in your team’s workflows.

Logistics

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

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This is a rare opportunity to shape a product from its early stages within the stability and resources of an established, iconic brand.

You'll be at the forefront of defining how AI-powered knowledge discovery comes to market, building the narrative, playbook, and growth strategy for a product poised to transform how teams find and use information.

This role sits at the strategic centre of the organisation,partnering directly with other PMM teams, Product, Design, Growth, Sales, Comms, and executive leadership to turn bold product vision into market reality.

This is a builder's role for a leader who thrives in ambiguity and loves the challenge of taking something from zero to one.

You'll lead a team of senior PMMs and directly influence roadmap priorities, customer adoption, and revenue growth across both product-led (PLG) and sales-assisted (SLG) motions.

It's an opportunity to use creative freedom to craft the story and establish rigor that sets the standard across a growing portfolio.

Responsibilities

• Define and evolve the end-to-end narrative for Dash and priority innovation initiatives, grounded in customer insight, market context, and business strategy.

• Translate complex, AI-powered and multi-surface products into clear, compelling positioning and value propositions.

• Ensure consistent storytelling across launches, lifecycle moments, sales enablement, brand, and communications.

• Own the strategy and operating model for Dropbox’s most critical product releases.

• Build scalable frameworks that drive alignment, accountability, and execution across Product, Marketing, Growth, Sales, and Support.

• Define success metrics, adoption goals, and post-launch plans to raise rigor.

• Establish scalable mechanisms to surface customer needs, motivations, and friction across segments and surfaces.

• Synthesise insights from research, usage data, sales, and support to inform positioning, roadmap decisions, and lifecycle strategy.

• Ensure customer insight meaningfully shapes product and go-to-market decisions.

• Partner with Product and Design leadership to shape strategy, prioritisation, and sequencing based on market opportunity and customer impact.

• Bring competitive intelligence and market trends into roadmap and planning discussions.

• Align messaging strategy to company-level goals, revenue priorities, and adoption targets.

• Foster a culture of ownership, curiosity, and continuous improvement.

• Serve as a senior thought partner to Product, Growth, Sales, and Marketing leadership.

• Influence planning cycles, OKRs, and investment decisions through clear strategy and data-backed recommendations.

• Help lead organisational change as Dropbox evolves its product portfolio and GTM approach.

Requirements

• 15+ years of experience in Product Marketing or related functions, including 4+ years in people management.

• Proven success leading GTM strategy for complex, multi-surface products at scale.

• Experience in B2B SaaS, productivity, collaboration, or adjacent platforms.

• Strong understanding of positioning, launches, monetisation, and lifecycle strategy across PLG and SLG models.

• Demonstrated ability to build, coach, and scale high-performing teams.

• Executive presence with the ability to influence senior Product, Design, and Business stakeholders.

• Exceptional communication and storytelling skills.

• Comfort operating in high-ambiguity, high-accountability environments.

Preferred Qualifications

• Experience scaling AI-powered or platform products.

• Track record of building scalable systems in multi-product organisations.

• Experience partnering closely with Growth and Lifecycle Marketing teams.

Compensation

US Zone 1: $301,800-$408,200 USD

US Zone 2: $271,600-$367,400 USD

US Zone 3: $241,400-$326,600 USD

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As a key member of the GTM S&O team, the successful candidate will play a critical role in driving demand generation and revenue growth via depth analysis of pipeline, sales development performance, and incremental growth programs.

This person will partner with the leader of the Sales Development organization to create and execute the strategy for the future of sales development, incorporating agentic AI into critical workflows to boost productivity.

This leader will be responsible for establishing and preparing the Sales Development forecast and performance metrics, planning resource allocation, and territory planning and scaling best practices.

This person will also coordinate Sales Development programs across critical functions, such as marketing, partners, and sales to ensure an integrated pipeline motion.

Responsibilities:

• Drive AI workflows and agentic integration pipeline strategy to bolster productivity and ensure seamless lead to opportunity processes

• Align with cross-functional teams (e.g. Sales, marketing, partners, pipe analytics) to drive the rhythm of the business – e.g., the tools, cadences & metrics to evaluate on a regular basis to ensure the successful growth of the business

• Own planning for the Sales Development organization, including territories, quotas, and comp plan execution

• Collect, analyze, evaluate, and report Sales Development performance data to identify leading indicators and trends and drive productivity improvements

• Identify and scale best practices to drive incremental growth across global sales development businesses

• Develop programmatic initiatives in coordination with other functions (e.g., enablement, sales programs, etc.) to ensure the success of key investment areas

• Lead content development for key reviews (e.g., QBRs)

• Support incorporation of new products into demand generation activities

What We Look For:

• Proven track record of success in GTM strategy & ops leadership roles, preferably in the AI or technology industry

• In-depth understanding of GTM S&O functional areas, including annual planning, forecasting, pipeline management

• Strong strategic thinking, business acumen, and the ability to translate market trends into actionable sales strategies

• Exceptional leadership and team-building skills, with a focus on fostering a positive and collaborative work environment; – proven success in attracting, developing, and retaining talent

• Excellent communication and interpersonal skills, with the ability to engage with C-level executives and key stakeholders

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.

Zone 1 Pay Range $232,600-$319,900 USD

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The ideal candidate will define product positioning, messaging, and GTM strategies, ensuring alignment across Product, and Creative teams. Leveraging customer insights, competitive analysis, and performance data, they will refine messaging, optimize acquisition and retention strategies, and integrate marketing efforts across all touchpoints in the customer journey.

This position requires a strategic thinker with the ability to integrate creativity with data, demonstrate problem-solving skills, and approach measurement in innovative ways. The ideal candidate thrives in a highly collaborative environment, and is passionate about delivering simple yet innovative financial solutions that customers love.

Key responsibilities include:

• Acting as the lead marketer for a business unit/product, working alongside product teams to shape the marketing vision and strategy.
• Defining and executing go-to-market strategies, ensuring a clear value proposition and effective market positioning.
• Developing and refining marketing messaging that resonates with target audiences and is seamlessly integrated across all customer touchpoints.
• Managing the full marketing lifecycle from product development and launch to growth and expansion, ensuring a seamless pull-through of marketing messages across every stage.
• Using qualitative and quantitative data to influence marketing strategies, optimize positioning, and refine messaging.
• Collaborating with cross-functional teams (Product, Creative, Growth) to drive product adoption and engagement.

Requirements include:

• 7+ years of experience in Marketing Strategy and/or Product Marketing, preferably with a B2C company, with a track record of leading product launches.
• Proven experience acting as a strategic marketing leader, driving GTM strategies and product adoption.
• Ability to build a strategy and roadmap of projects based on data analysis, market, and customer research.
• Ability to synthesize market, customer, and competitive insights to build compelling positioning and messaging.
• Strategic mindset with the ability to think long-term while executing with precision.
• Strong analytical skills,comfortable working with data, running experiments, and using insights to inform decisions.
• Exceptional storytelling and communication skills, able to simplify complex concepts into compelling narratives.
• Thrive in a cross functional environment and can effectively collaborate with a wide range of stakeholders and teams.

Salary: $164,000 - $200,500 + equity + benefits.

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hương Campaign & Event Reporting: Build and maintain reporting that provides visibility into the performance of integrated campaigns, programs, and events. Performance Analysis: Analyze campaign and event data to identify trends, insights, and opportunities for improvement. Cohort & Segment Analysis: Support analysis of audience segments and cohorts to better understand reach, engagement, and conversion across integrated programs. Cross-Functional Collaboration: Work closely with Marketing, Sales, and GTM partners to respond to reporting and analysis needs. Operational Excellence: Support improvements to metric definitions, data quality, and reporting consistency for campaign and event measurement. Insight Sharing: Translate analysis into clear, actionable insights and share learnings with stakeholders.

This role requires 3–5 years of experience in analytics, GTM, marketing analytics, or a related field. You should have a strong understanding of GTM metrics related to campaigns, pipeline, and events, as well as experience with data analytics and business intelligence tools (e.g., SQL, Tableau, Looker).

The base salary range for this role is $153,000 - $182,750, and actual base pay will depend on a variety of factors such as education, skills, experience, location, etc.

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The Head of Programmatic Outcomes (Product) shapes the product-led growth strategy, in-product activation design, and adoption loops that reach every knowledge worker , not account by account, but at population scale , in deep partnership with Anthropic’s Product, Growth Marketing, and Strategy functions.

This role sits at the intersection of Product, CS, Growth Marketing, and Strategy , and succeeds by leveraging what each of those teams already does well. You drive the activation playbook the entire Success function executes, co-design the in-product onboarding sequences that convert seat activation into habitual use, and partner alongside Product Engineering and the Systems capability leads to drive high fidelity feedback between users and builders.

The mandate is to make Claude products so easy to adopt that knowledge workers build habits around them , then codify the plays so they scale beyond what any account team could achieve alone. Success comes through influence and coordination across functions, filling genuine gaps.

Responsibilities:

• Drive the PLG activation strategy across Claude Teams, Claude for Enterprise, Claude Code, and API , partnering with Product PMs and Growth Marketing to define plays that drive adoption from first login to habitual daily use

• Co-design onboarding sequences, in-product nudges, and activation milestones with Product , then codify them so the Customer Success team and partners execute at scale

• Partner with Product and Strategy to define which usage signals indicate healthy vs. at-risk accounts and trigger the right human or automated interventions

• Partner closely with Product PMs to ensure the activation motion is built into the product, not bolted on , serving as the dedicated GTM voice advocating for UX patterns and enablement features that reduce time-to-value, and reducing duplication between Product-owned onboarding and CS-owned playbooks

• Develop and test hypothesis-driven activation plays across specific knowledge-worker use cases (Finance, Legal, HR, exec workflows) , codifying what converts at scale

• Hold the connective tissue across the Partners and Growth Marketing capability leads to ensure PLG motions are product-anchored, not just relationship-driven or campaign-driven , this leader is the integration point, not a parallel function

• Establish adoption benchmarks, population-level penetration metrics, and health indicators the programmatic team uses to track progress on the knowledge-worker gap

• Feed product activation learnings back into the Success motion , creating the intelligence loop between population-level data and account-level execution

You may be a good fit if you have:

• 8+ years in PLG, growth PM, product marketing, or CS strategy with direct ownership of activation or adoption metrics

• Experience designing and running product-led onboarding or activation programs at enterprise SaaS or AI companies , not just contributing to them

• Deep understanding of how product telemetry translates into adoption signals and how to trigger the right human and automated interventions

• Strong cross-functional fluency: you’ve worked embedded with Product teams while maintaining a GTM orientation and commercial accountability

• Track record of building programmatic motions that generate scale across a large customer base , not one-off account customizations

• Real perspective on what drives knowledge workers to build habits around new tools, backed by experience

Logistics

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

• Visa sponsorship: We do sponsor visas! However, we aren’t able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

How we’re different

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

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues.

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You'll drive adoption of Claude across asset managers, hedge funds, private banks, wealth managers, and family offices,helping them transform workflows in investment research, portfolio analytics, client reporting, and advisor productivity.

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

In collaboration with GTM, Product, Policy, and Marketing teams, you'll shape our approach to this high-value vertical and help define how AI enhances both investment decision-making and client experience in wealth management.

Responsibilities:

• Own the full sales cycle from prospecting through close, winning new business and driving revenue within asset and wealth management accounts.

• Design and execute sales strategies tailored to the unique procurement dynamics, budget cycles, and regulatory considerations of investment management firms.

• Identify and develop new use cases across wealth management workflows,investment research and analysis, portfolio construction and reporting, client communications, compliance documentation, and advisor/analyst enablement,collaborating cross-functionally to differentiate our offerings.

• Build consensus across complex stakeholder ecosystems including portfolio managers, Chief Investment Officers, Chief Technology Officers, compliance teams, and procurement.

• 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.

Requirements:

• 5+ years of enterprise B2B sales experience, with significant time selling into asset managers, hedge funds, private banks, wealth managers, or family offices.

• A track record of closing complex, multi-stakeholder deals within investment management firms by navigating both technical requirements and business use cases.

• Deep familiarity with how asset and wealth managers buy technology,including vendor due diligence, regulatory compliance reviews, and enterprise procurement processes.

• Experience negotiating enterprise agreements within investment management 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 communication skills and the ability to present confidently to audiences ranging from investment analysts to C-suite executives.

• Understanding of asset and wealth management operations, investment priorities, and competitive dynamics in the sector.

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

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

Salary Range: $290,000-$435,000 USD

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As PMM Lead, you will be a key member of Fraud and Risk cross-functional leadership teams.

Key responsibilities include:

Developing and executing the go-to-market strategy for Stripe's suite of fraud and risk products Synthesizing deep audience, market, and competitive insights to inform our product roadmap Crafting packaging and bundling recommendations and bringing new packages to market to increase product adoption Developing compelling and differentiated positioning and messaging for suite of fraud and risk products Equipping GTM and partner marketing teams with knowledge and content to sell and market effectively Crafting keynote presentations and breakout sessions to showcase the breadth and benefits of Stripe's fraud and risk offerings Identifying new growth opportunities using customer insights, sales data, and market trends, and leading cross-functional teams to successfully execute those growth levers

Requirements include:

15+ years of product marketing experience Exceptional cross-functional leadership and ability to influence across all levels and functions, from senior leadership to project teams High comfort toggling between big-picture strategy and detailed execution, with a strong bias to action Excellent communication and presentation abilities, with a proven track record explaining technical concepts in ways that technical and non-technical audiences can understand

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

As a Product Leader at Brex, you will be the driving force behind our Growth Product team , overseeing the thoughtful strategy and execution of team and technical systems to drive customer acquisition and onboarding. You will also collaborate closely with our Go-to-Market (GTM) teams to ensure seamless acquisition and onboarding for customers, particularly those with significant and complex spending needs.

Responsibilities

• Drive product and systems investments that improve GTM metrics such as CAC payback, pipeline conversion, and efficiency.
• Define and execute a multi-quarter Growth strategy in partnership with Engineering, Design, GTM, Marketing, Ops, and Data to deliver high-impact, scalable products with measurable business impact.
• Embed within Sales, Marketing, and Customer Success to identify workflow bottlenecks and lead automation and optimization initiatives.
• Analyze GTM funnel and conversion metrics to uncover insights and guide product priorities and roadmap decisions.
• Set clear goals, metrics, and success criteria for the Growth team, driving accountability to measurable outcomes.
• Manage and develop a team of Product Managers, fostering clarity, ownership, and a culture of high performance.
• Oversee core Growth Product and Engineering domains, including account scoring, TAM data, outbound automation, and GTM tooling.
• Align stakeholders around an aspirational 6–12 month roadmap that advances GTM efficiency and business growth.
• Ensure successful activation and implementation of customers initiatives by partnering with GTM and Customer Success to operationalize tooling and automations.
• Continuously refine activation based on feedback and performance data to drive faster time-to-value and sustainable adoption.

Requirements

• Relevant experience: 10+ years of experience in product management or management consulting, ideally with direct responsibility for or experience scaling B2B products and GTM systems, with a strong understanding of growth, GTM, and/or marketing pipelines.
• Analytical sense: You demonstrate a strong aptitude for and actively use data to inform your decision-making. Basic SQL proficiency is strongly preferred.
• Communication: You have proven experience working and communicating effectively with senior leaders and executives, and influencing stakeholders across departments and functions, including Engineering, Design, Marketing, Sales, CRMX/Business Systems, IT, Legal, and more. You excel at building trust and working relationships.
• Systems-thinker: You are a systems thinker, capable of thinking holistically across product, technical, and people systems to identify bottlenecks and opportunities for efficiency, automation, fraud prevention, and product growth within the payables ecosystem.

Compensation

The expected salary range for this role is $340,000 - $425,000. 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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This role operates as a specialist overlay into existing Intercom customer accounts. You will work closely with Product, Marketing, and Pricing to bring real customer signals into decisions and help the company learn quickly what resonates, what converts, and what customers will pay for.

Key responsibilities include:

• Owning the full sales cycle for Sales Agent, from first conversation through evaluation, executive alignment, and close
• Running discovery with Sales, RevOps, and Marketing leaders to understand their inbound motion, define success, and quantify impact
• Designing and managing structured evaluations with your Solutions Engineer partner to prove measurable outcomes and create conviction
• Building and refining how we sell this product, including messaging, objection handling, competitive narratives, evaluation frameworks, and ROI proof points
• Partnering with core Relationship Managers to identify high-fit accounts, coordinate outreach, and keep account engagement disciplined and low-friction
• Providing structured feedback to Product, Marketing, and Pricing based on patterns across deals, including feature gaps, objections, and willingness to pay signals
• Helping define and improve sales process and operating cadence as we learn, including what we measure and what constitutes a qualified opportunity

Requirements:

• Proven experience running full cycle SaaS sales processes from discovery through close
• Demonstrated ability to sell a new or evolving product where positioning, ROI narrative, and evaluation plan are still being refined
• Experience selling to sales leadership, RevOps, Marketing leadership, or adjacent GTM personas
• Strong consultative selling and discovery skills with the ability to quantify value and align multiple stakeholders
• Comfort running structured evaluations and coordinating technical and commercial workstreams with Solutions Engineers and cross-functional partners
• Ability to synthesize customer feedback into clear product insights and messaging recommendations
• High ownership and adaptability in fast-moving environments

Bonus skills and attributes:

• Experience selling within sales tech or martech ecosystems
• Experience in a startup, scale-up, or new product line environment where you contributed to early go-to-market learning
• Familiarity selling AI-enabled products or automation tools
• Experience operating in an overlay or specialist model alongside account owners

Benefits:

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

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Design is central to that mission. We turn powerful, complex technology into clear, accessible, and trustworthy experiences that open advanced capabilities to all kinds of users.

The Strategic Partnerships team is responsible for establishing and developing deep, long-term alliances with the world’s most important technology companies in the Data & AI ecosystem.

As the Director, Strategic Partnerships, you will be a key team member negotiating strategic partnerships with leading cloud hyperscalers, select ISVs, and AI partners.

You will collaborate with internal stakeholders including product, engineering, sales, and finance to develop and optimise strategic partnerships, with an emphasis on growth and business economics.

You will develop relationships with our strategic partners’ decision makers and identify opportunities for win-win collaboration.

This job is fast-paced, cross-functional, and requires strong communication, prioritisation, organisation, and presentation skills.

You must have deep subject matter expertise in cloud computing consumption-based business models and technologies.

You also must have at least 7 years of business development experience negotiating bespoke, non-programmatic deals.

The impact you will have:

• Develop and negotiate partnerships that drive long-term growth of the Databricks business, deliver innovation and value for our customers, and create value for strategic partners.

• Collaborate cross-functionally with product, engineering, finance, sales, and marketing stakeholders to develop strategic partnership objectives.

• Build deep relationships with stakeholders in partner organisations to align their business objectives for win-win outcomes.

• Influence product and engineering decisions by providing data-driven insights and qualitative analysis supporting the partnership opportunity.

• Develop KPIs to define, measure, and drive success of partnerships.

• Work closely with the VP, Strategic Partnerships and Databricks executive team to scale thought leadership for new opportunities.

What we look for:

• 7+ years of experience in business development, corporate development, or consulting.

• Proven track record negotiating highly bespoke commercial arrangements with C-suite level counterparties.

• Strong analytical skills, with proficiency in developing first-principles and data-driven business cases and strategic plans using a variety of tools.

• Strong understanding of GTM and sales motions that drive partnership success.

• Excellent communication and presentation skills, capable of distilling complex analyses into clear messaging for executives and stakeholders.

• Strong judgment, ownership, and cross-functional leadership.

• Ability to drive deal processes autonomously as the deal lead.

• Strong bias for action mindset with the ability to make an impact in a face-paced environment.

• MBA degree or a related field; or equivalent business experience.

• Bachelor’s degree in Computer Science, Engineering, or a related field; or strong, proven technical aptitude.

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.

Zone 2 Pay Range $219,300-$301,500 USD

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

Key responsibilities include:

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

The ideal candidate will have:

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

Preferred qualifications include:

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

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You will combine prior experience in partnerships/channel sales with the unique technology, partnerships, and market opportunity at Brex. Some of our engagement models include embedded card integrations, reseller motions, and co-sell relationships. You will be deeply integrated with Product, Engineering, Sales, Product Marketing, Legal, and other teams.

This is a full-stack BD role - you will lead the entire partnership lifecycle from sourcing and contracting through to product integration and activation of the first 50 customers. You'll collaborate cross-functionally to structure bespoke embedded payment solutions, develop joint go-to-market plans, and ensure Brex's platform is deeply embedded in our partners' workflows.

Responsibilities:

• Proactively identify and source net-new partners while expanding existing partner relationships through end-to-end execution,sourcing, business case creation, legal contracting, product integration, and early customer activation
• Develop strategies for partner acquisition and expansion, identifying new verticals, market segments, and GTM pathways to support Brex’s “bend the curve” growth goals
• Collaborate with Product, Engineering, Legal, Finance, Sales, and Marketing teams to launch complex integrations and activate early usage
• Navigate ambiguity, distill complexity into actionable decisions, and take initiative in new, undefined opportunity areas
• Transition-activated partnerships to scaled go-to-market execution and performance tracking in collaboration with AE teams
• Support Brex’s growth into strategic customer segments through targeted partnerships instead of fixed vertical ownership

Requirements:

• Experience at a high-growth startup
• 6+ years of experience in strategic partnerships/sales in B2B industry
• Proven track record of revenue responsibility, exceeding quota targets and achieving strategic objectives
• Strong ownership mindset and accountability for outcomes
• High energy and creativity, with a passion for building relationships and thriving in hands-on, self-starter environments
• Comfortable managing multiple workstreams in a fast-paced, constantly evolving environment while maintaining clarity and focus
• Business acumen spanning the range from strategic mindset (view of market dynamics, partner value propositions, strategic negotiations) to tactical initiatives to build the business
• Self-starter with a drive to win by serving customers and growing revenue
• Up to 25% travel required

Bonus Points:

• Strong preference for candidates with founder experience or hybrid backgrounds combining strategy, product, and GTM
• Payments or embedded finance experience
• Experience integrating financial products into SaaS or workflow platforms
• Background in management consulting with operating experience in startups

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As an Engineering Manager, GTM Engineering, you will lead the engineering team responsible for Brex's GTM Engineering surfaces, enabling our growth engine across Marketing, Sales, and self-serve funnels. This role focuses on building and optimizing our marketing website (Brex.com), GTM applications, top-of-funnel experiences, and AI-powered systems that increase efficiency, reduce CAC, and improve sales and marketing effectiveness.

Responsibilities:

• Lead and mentor a high-performing team of product engineers, fostering their career development through coaching, feedback, and hands-on guidance.
• Drive the architectural vision, technical roadmap, and project execution for Brex.com, GTM applications, and top-of-funnel growth systems, ensuring scalability, performance, and security.
• Champion and integrate AI-native solutions within our Marketing, Sales, and Operations workflows to drive efficiency and unlock new capabilities.
• Operate at all levels, guiding your team through complex technical challenges while staying close to the code and contributing to design.
• Partner with stakeholders across Marketing, Sales, and Growth, acting as a strategic advisor to translate business needs into a prioritized engineering backlog while being jointly accountable to business metrics such as CAC, payback, and conversion rates.
• Align ad-hoc requests to broader business strategy, ensuring the team is focused on the most impactful work and confidently declining projects that are not strategically aligned.
• Own the operational excellence of your team, managing sprint capacity, removing blockers, and ensuring high-velocity, high-quality delivery.
• Establish and enforce engineering best practices for GTM applications and growth surfaces, including CI/CD, source control, code quality, observability, and system governance.

Requirements:

• Bachelor's or Master's degree in Computer Science, Engineering, or a related field.
• 6+ years of software engineering experience with strong technical depth.
• 3+ years of experience managing or leading engineers in a high-growth environment.
• Experience architecting and building growth surfaces or marketing engineering systems.
• Strong frontend, data, and backend technical fundamentals, with experience in modern frameworks.
• Experience with GTM systems, marketing automation tools, experimentation platforms, or analytics instrumentation.
• Excellent interpersonal and relationship-building skills with the ability to manage and communicate effectively with XFN partners in Sales and Marketing at all levels.
• A growth-hacking, AI-native mindset with a proven ability to design and execute GTM strategies that drive meaningful revenue impact.

Bonus points:

• Experience managing remote or distributed engineering teams.
• Experience with B2B growth.
• You have started your own technology venture or were a foundational engineering member of an early-stage start-up.

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This person will partner closely with Sales Enablement, Revenue Operations, Sales Leadership, Product Marketing, and People teams to ensure new hires are ramped quickly, consistently, and confidently on CoreWeave's products, customers, and sales motions.

Key responsibilities include:

• Owning the GTM Onboarding Program
• Designing, documenting, and maintaining standardized onboarding journeys by role (SDR, AE, Sales Leadership, SE, CSM, etc.)
• Defining clear milestones, certifications, and success criteria for new hires (e.g., pitch certification, discovery certification, first opportunity created/closed)
• Partnering with managers to align onboarding outcomes with territory plans and performance expectations

Program Delivery & Coordination

• Building and managing onboarding calendars, live sessions, and office hours in partnership with functional experts
• Facilitating or co-facilitating sessions on CoreWeave story, product portfolio, sales process, tools, and best practices
• Ensuring logistics (invites, recordings, materials, follow-up tasks) are coordinated and executed with high reliability

Content & Resource Management

• Curating and maintaining onboarding paths and resources in Confluence and other internal systems, ensuring information is accurate, structured, and easy to navigate
• Partnering with content owners to ensure onboarding materials are updated following major product launches, process changes, or tool rollouts

Measurement & Continuous Improvement

• Defining and tracking onboarding KPIs such as time-to-first-meeting, time-to-first-opportunity, and time-to-first-win
• Analyzing feedback and performance data to identify bottlenecks and iterate on content, format, and sequencing
• Regularly reporting onboarding performance and insights to Sales Enablement leadership and GTM leaders

New Hire Experience & Communication

• Serving as a primary point of contact for new hires throughout their initial ramp period, ensuring a smooth and consistent experience
• Providing proactive communications to new hires and their managers on expectations, schedules, and required pre-work
• Partnering with People team to ensure onboarding is aligned with CoreWeave's culture and values

Alignment with Broader Enablement

• Coordinating handoffs from onboarding into ongoing enablement programs and recurring training sessions
• Ensuring onboarding themes and skills (pitching, discovery, objection handling) ladder into the broader enablement roadmap

Key Qualifications

• Experience: 3–5 years in sales enablement, onboarding, L&D, or GTM operations, preferably in a SaaS or technology environment
• Program Design: Demonstrated experience architecting and running structured onboarding or training programs at scale
• Communication: Excellent written and verbal communication skills with a focus on clarity, conciseness, and storytelling
• Organization: Strong project management skills with the ability to manage multiple cohorts, timelines, and stakeholders simultaneously
• Technical Proficiency: Comfortable with sales and enablement tools (e.g., CRM, Gong, LMS, LinkedIn Sales Navigator, Confluence)
• Collaboration: Proven ability to work cross-functionally with sales, marketing, product, RevOps, and People teams to drive outcomes
• Proactive & Detail-Oriented: Track record of owning programs end-to-end and sweating the details from invites to follow-ups

Experience Level: Mid

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We are seeking a highly motivated and experienced Senior Sales Development Representative to join our team in Phoenix, Arizona. As a Senior Sales Development Representative, you will be responsible for identifying and engaging senior-level executives at Enterprise organizations, building a robust sales pipeline for Enterprise Account Executives, and driving opportunities through strategic outbound sales efforts.

What You Will Do:

• Identify and engage senior-level executives at Enterprise organizations (1,000+ employees), building a robust sales pipeline for Enterprise Account Executives.
• Research, develop, and execute a strategic outbound sales plan by mapping out targeted accounts and driving opportunities.
• Educate prospective leads on the full suite of ZoomInfo solutions, focusing on how our products solve real pain points within their Sales, Marketing, and Operations teams.
• Help prospects understand the business impact ZoomInfo can deliver, ensuring your conversations are rooted in their needs and challenges.
• Establish strong, trusting relationships with both internal team members and external stakeholders, building confidence in the value ZoomInfo brings.

What You Bring:

• 1+ year of outbound experience, demonstrating a strong ability to uncover opportunities and engaging decision makers.
• Demonstrated skill in communicating in a concise and compelling way to senior-level executives across multiple departments.
• The ability to assess prospects' needs, personalize your outreach, and uncover high-probability opportunities that align with their business challenges.
• Experience creating, executing, and maintaining a well-structured prospecting plan that drives results.
• An eagerness to understand market trends, customer pain points, and organizational changes to improve the effectiveness of your outreach.
• Experience with go-to-market (GTM) technologies like Salesforce, Outreach, and ZoomInfo is a plus.
• Adaptability and the ability to thrive in a fast-paced environment, and always thinking of new ways to drive engagement and pipeline.

What's In It For You:

• An opportunity to partner with the top 10% of Account Executives at ZoomInfo.
• Payouts based on both opportunities created and converted revenue, with uncapped earning potential.
• Ongoing training to help you grow - our SDR Academy is best in class.
• Top-notch tech stack - Market leading product offering (check our our long list of G2 awards).
• Benefits to Help You Thrive - Comprehensive Medical, Dental, Vision - Eligibility for Future Equity Awards - 401k Matching (50% of the first 7% of your contribution) - 12 weeks Parental Leave for primary caregivers, 4 weeks for secondary caregivers - Family forming benefits up to $20k, plus discounts on a Care.com membership - Virgin Pulse Wellness Program - Optional add-ons such as pet insurance, legal service support, and more!

If you're driven, results-oriented, and ready to make an impact in the enterprise sales space, ZoomInfo is the place for you. Join us, and be part of our exciting journey!

The base pay for this position is $65,000 per year paid hourly with an on-target earnings of $105,800 with uncapped commission + benefits.

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Our mission is to bring web3 to a billion people by providing builders with the tools they need to build exceptional onchain products.

About the Role

We’re seeking a Head of Go-To-Market to build and scale Alchemy’s global revenue engine. This role sits at the intersection of product, growth, and revenue, and will own how Alchemy brings products to market across developers, startups, enterprises, and emerging ecosystems.

Responsibilities

• Define and lead Alchemy’s global go-to-market strategy, determining how our platform reaches developers, startups, enterprises, and new onchain ecosystems worldwide.

• Build and scale a high-performing GTM organization across sales, marketing, partnerships, and revenue operations to drive durable, predictable growth.

• Turn product innovation into market adoption, partnering closely with Product and Engineering to launch category-defining infrastructure and developer tools.

• Create the operating system for revenue at Alchemy, establishing the frameworks for forecasting, pipeline generation, pricing, and performance management.

• Scale both developer-led growth and enterprise expansion, building repeatable motions that convert product usage into long-term revenue.

• Develop and lead exceptional GTM leaders, fostering a culture of ownership, speed, and deep customer understanding across the organization.

What We’re Looking For

• 10+ years experience leading go-to-market or revenue organizations at high-growth technology companies

• Proven experience scaling GTM functions from early stage to growth stage

• Experience leading multi-functional teams (sales, marketing, partnerships, revops)

• Strong experience selling or scaling technical products (developer platforms, infrastructure, or SaaS)

• Demonstrated success launching new products and building repeatable growth motions

• Strong analytical and operational mindset

• Ability to partner closely with product and engineering teams

• Comfort operating in fast-moving, ambiguous environments

Benefits and Perks

• Medical, Dental, & Vision

• Gym Reimbursement

• Home Office Build-out Budget

• In-Office Group Meals

• Commuter Benefits

• Flexible Time Off

• Wellbeing & Mental Health Perks

• Learning & Development Stipend

• Company Sponsored Conferences & Events

• HSA and FSA Plans

• Fertility Benefits

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This is a highly visible leadership role responsible for mechanisms, programs, and tooling that improve seller productivity, shorten ramp time, and drive predictable revenue outcomes.

You will work backwards from customer and business needs, partnering closely with executive leadership to raise the bar across the revenue organization.

Responsibilities

• Own the end-to-end field enablement strategy aligned to GTM priorities and long-term business growth
• Establish durable mechanisms for onboarding, certification, and continuous learning
• Partner with CRO, Sales, CX, Marketing, Product, and RevOps leaders to identify capability gaps and close them
• Build scalable playbooks, sales motions, and field-ready content that improves execution in-market
• Define, track, and inspect enablement metrics tied to revenue performance (ramp time, attainment, win rates)
• Operate with a high bar for operational excellence, documentation, and accountability
• Hire, develop, and lead a high-performing enablement team

Requirements

• 10+ years of experience in Field Enablement, Sales Enablement, or GTM leadership roles
• Proven experience operating in fast-growing, ambiguous environments and scaling enablement programs
• Strong executive presence with the ability to influence without authority
• Data-driven operator who uses metrics to inspect performance and drive continuous improvement
• Deep familiarity with modern revenue tech stacks (CRM, enablement, LMS, analytics)
• Ability to think strategically while executing with speed and discipline

Nice to Have

• Experience supporting enterprise or platform-based sales motions
• Familiarity with consumption-based or infrastructure-oriented business models
• Background working in highly technical or developer-adjacent GTM environments

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Your responsibilities will include designing, building, and maintaining high-visibility Tableau dashboards and reporting assets that provide actionable insights to business partners across the global organisation. You will also build and optimise production-grade data sets in Snowflake, ensuring that all field data (Pipeline, Bookings, Productivity) is clean, structured, and easily accessible for self-service analysis.

In addition, you will take ownership of the technical documentation for all GTM reporting assets, ensuring data lineage, metric definitions, and logic are clearly defined and accessible. You will also champion the use of Generative AI tools to accelerate the analytics lifecycle, including automating SQL query generation, streamlining data preparation, and enhancing report documentation.

To succeed in this role, you will need to have 5+ years of professional experience in Data Analytics or Business Intelligence, ideally within a global delivery model. You will also need to have technical stack expertise in SQL (Snowflake), BI visualisation tool (Tableau), and CRM data (Salesforce).

Preferred qualifications include proficiency with scripting (python) & data modelling (dbt), deep understanding of enterprise software sales processes, field operations, and cross-functional GTM mechanics.

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Reporting to the Senior Director, Global GTM Talent Acquisition, this role will lead and scale a high-performing recruiting team responsible for hiring across all revenue-generating functions.

The Senior Manager will oversee talent acquisition for key areas including Sales, Customer First, Partners, Presales, and broader GTM support functions.

Working in close partnership with the APJ General Manager and regional leadership team, this individual will play a critical role in shaping the region’s growth trajectory,bringing in top-tier talent while building a scalable, high-impact recruiting engine.

This is a unique opportunity for a strategic and hands-on TA leader to build on an already strong foundation, elevate hiring practices, and drive the next phase of growth as Okta continues to scale across APJ.

Responsibilities:

• Lead and develop a team of recruiters based in Australia and Japan

• Partner closely with the APJ Leadership team, ensuring their vision for the region is reflected in their recruiting best practices and hiring

• Cultivate a strong partnership with the ecosystem across Sales Strategy, Operations, Finance and HR, delivering proactive and consistent communication and partnership to achieve hiring goals

• Actively use data to drive strategy, communicate progress to business leaders, and proactively identify risks

• Share best practices gained and hold a high level of curiosity in using AI to increase productivity and timing against hiring practices

• Stay current on and communicate relevant market intelligence on the competitive landscape for talent across the region

• Support alignment against the global GTM strategy, forecasting and hiring goals

Results:

• Proven experience in GTM recruiting, with 5+ years experience managing a team of recruiters

• High EQ with a strong focus on stakeholder partnership, with the ability to influence and advise on best practices and hiring guidance

• Operational rigor and data fluency, with the ability to use data & analytics to forecast, manage performance, and influence their stakeholder ecosystem

• Experience leaning into the global ecosystem in support of the overarching GTM strategies of the CRO

Relationships:

• Ability to cultivate strong, active partnerships, both in support of the sales ecosystem as well as cross functionally across the People organization

• Collaborate and actively partner with the global Talent Acquisition peers and leadership team to ensure alignment and consistency

The Okta Experience

• Supporting Your Well-Being

• Driving Social Impact

• Developing Talent and Fostering Connection + Community

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

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This is a high-visibility role for a marketing-first strategist who can also engage credibly across the full GTM spectrum, requiring deep expertise, sharp business acumen, and the ability to operate with a high degree of autonomy across a sophisticated book of business.

You will own the strategic relationship with your customers end-to-end, bringing together marketing expertise with a strong understanding of GTM dynamics to design strategies that drive measurable outcomes.

This is not a transactional role , it demands a consultant's mindset, a marketer's instincts, and a strategist's ability to connect the dots across complex organizations.

Responsibilities:

Strategic Advisory & Consulting

Serve as the primary strategic advisor and media expert for a portfolio of ZoomInfo's highest-priority marketing customers

Lead custom end-to-end Engagement Track consulting series , spanning planning, strategy, education, and framework design , tailored to each customer's unique business objectives

Provide expert recommendations across audience building, creative direction, media planning, full-funnel marketing strategy, and GTM efforts beyond advertising

Navigate and build relationships across GTM personas such as marketing, sales, and operations within customer organizations, adapting your approach and recommendations to each stakeholder's priorities and goals

Represent ZoomInfo as a subject matter expert in customer-facing engagements and executive recurring business reviews alongside your account team partners

Campaign Performance & Spend Growth

Own Ad Spend Usage, credit consumption and platform adoption and growth across your book of business, with a focus on performance-led, sustainable expansion

Conduct Advertising Performance Reviews, translating complex performance data into clear, actionable insights and concrete next-step recommendations

Meet regularly with customers to review campaign performance, drive optimizations, and identify growth opportunities

Accelerate adoption through strategic guidance, activation planning, and hands-on consultation

Cross-Functional Collaboration

Partner with cross-functional teams such as sales, onboarding, account management and customer success, to align adoption outcomes and deliver value

Collaborate with Account Managers on growth strategy grounded in customer performance and value realization

Surface customer insights and performance trends to internal teams to inform product, enablement, and go-to-market decisions

What You Bring:

7–10 years of experience in digital advertising, ad strategy, sales and GTM consulting

Proven experience in a high-visibility, strategic client-facing capacity within SaaS, professional services, or consulting environments

Demonstrated ability to engage and build credibility across marketing, sales, and operations personas , tailoring strategy and communication to each audience

Deep understanding of DSPs and the ability to articulate their value in business-outcomes-driven terms to both technical and executive stakeholders

Strong track record of translating complex business goals into actionable, measurable GTM strategies

Experience managing complex, multi-stakeholder engagements with competing priorities and high expectations

Excellent communication skills across written, verbal, and executive presentation formats

High degree of autonomy, organizational rigor, and comfort navigating ambiguity in a fast-paced environment

A genuine passion for strategic problem-solving, marketing performance, and delivering measurable customer value

This role is a hybrid in-office position, with an expectation of 3 days in office and 2 days at home. Some travel will be required for this role, including occasional trips to client sites, meetings, or company events as needed.

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Engineering Manager, GTM Engineering

Job Description

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

About Brex

Brex is an intelligent finance platform that enables companies to spend smarter and move faster in over 200 markets. It provides global corporate cards and banking combined with intuitive spend management, bill pay, and travel software.

What You'll Do

You will lead the engineering team responsible for Brex's GTM Engineering surfaces, enabling our growth engine across Marketing, Sales, and self-serve funnels. This role focuses on building and optimizing our marketing website (Brex.com), GTM applications, top-of-funnel experiences, and AI-powered systems that increase efficiency, reduce CAC, and improve sales and marketing effectiveness.

Responsibilities

• Lead and mentor a high-performing team of product engineers, fostering their career development through coaching, feedback, and hands-on guidance.
• Drive the architectural vision, technical roadmap, and project execution for Brex.com, GTM applications, and top-of-funnel growth systems, ensuring scalability, performance, and security.
• Champion and integrate AI-native solutions within our Marketing, Sales, and Operations workflows to drive efficiency and unlock new capabilities.
• Operate at all levels, guiding your team through complex technical challenges while staying close to the code and contributing to design.
• Partner with stakeholders across Marketing, Sales, and Growth, acting as a strategic advisor to translate business needs into a prioritized engineering backlog while being jointly accountable to business metrics such as CAC, payback, and conversion rates.
• Align ad-hoc requests to broader business strategy, ensuring the team is focused on the most impactful work and confidently declining projects that are not strategically aligned.
• Own the operational excellence of your team, managing sprint capacity, removing blockers, and ensuring high-velocity, high-quality delivery.
• Establish and enforce engineering best practices for GTM applications and growth surfaces, including CI/CD, source control, code quality, observability, and system governance.

Requirements

• Bachelor’s or Master’s degree in Computer Science, Engineering, or a related field.
• 6+ years of software engineering experience with strong technical depth.
• 3+ years of experience managing or leading engineers in a high-growth environment.
• Experience architecting and building growth surfaces or marketing engineering systems.
• Strong frontend, data, and backend technical fundamentals, with experience in modern frameworks.
• Experience with GTM systems, marketing automation tools, experimentation platforms, or analytics instrumentation.
• Excellent interpersonal and relationship-building skills with the ability to manage and communicate effectively with XFN partners in Sales and Marketing at all levels.
• A growth-hacking, AI-native mindset with a proven ability to design and execute GTM strategies that drive meaningful revenue impact.

Bonus Points

• Experience managing remote or distributed engineering teams.
• Experience with B2B growth.
• You have started your own technology venture or were a foundational engineering member of an early-stage start-up.

Compensation

The expected salary range for this role is $240,000 - $300,000. 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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You will be a hands-on, player-coach leader, balancing strategic oversight with deep technical contribution to steer our Salesforce platform and its integrated ecosystem. You'll partner closely with functional leaders to translate business needs into a scalable technical roadmap, ensuring your team delivers secure, reliable, and high-impact solutions.

This role is perfect for a seasoned technical leader who has built enterprise-grade systems, is excited to champion an AI-native vision, and thrives on mentoring engineers, driving architectural decisions, and shaping the future of business systems at a high-growth company.

Responsibilities:

• Lead and mentor a high-performing team of Salesforce engineers, fostering their career development through coaching, feedback, and hands-on guidance.
• Drive the architectural vision and technical roadmap for our Salesforce platform and integrated GTM applications, ensuring scalability, performance, and security.
• Champion and integrate AI-native solutions within our Ops/CX/GTM systems and internal team workflows to drive efficiency and unlock new capabilities.
• Operate at all levels, guiding the team through complex technical challenges while staying close to the code and contributing to solution design and reviews.
• Partner with stakeholders across Sales, Marketing, CX, and Operations, acting as a strategic advisor to translate business needs into a prioritized engineering backlog.
• Align ad-hoc requests to broader business strategy, ensuring the team is focused on the most impactful work and confidently declining projects that are not strategically aligned.
• Own the operational excellence of your team, managing sprint capacity, removing blockers, and ensuring high-velocity, high-quality delivery.
• Establish and enforce engineering best practices for the Salesforce ecosystem, including advanced DevOps (CI/CD, source control, release management), code quality, and system governance.
• Design and oversee the implementation of complex integrations and automation across our GTM systems and third-party applications.

Requirements:

• 8+ years of progressive experience in Salesforce development and architecture, with at least 2+ years of experience managing or leading technical teams in a high-growth environment.
• Proven ability to assess the impact of new requirements on Salesforce and its upstream and downstream applications, systems, and processes.
• Deep expertise in the Salesforce platform, including Apex, Lightning Web Components, SOQL, and platform APIs.
• Strong command of Salesforce DevOps best practices, including source control (Git), CI/CD pipelines, and enterprise deployment strategies.
• Experience architecting and building robust integrations between Salesforce and a broader ecosystem of GTM tools and third-party applications.
• Excellent interpersonal and relationship-building skills with the ability to manage and communicate effectively with stakeholders at all levels, from individual contributors to senior leadership.
• A strategic mindset with the ability to balance long-term platform health with immediate business needs, and a proven ability to prioritize and push back when work is not aligned with company goals.
• A passion for leveraging AI to improve both team productivity and the products you build.
• English proficiency/fluency, both written and speaking.

Bonus points:

• Salesforce certifications (e.g., Platform Developer II, Application/System Architect).
• Experience managing remote or distributed engineering teams.
• Experience building Slack applications and integrations.
• Previous non-Salesforce software engineering experience.
• University Degree in Computer Science, Software Engineering, or a related field.

Compensation: The expected salary range for this role is $240,000 - $300,000. 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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At Brex, we're the intelligent finance platform that enables companies to spend smarter and move faster. Our platform combines global corporate cards and banking with intuitive spend management, bill pay, and travel software. We're looking for an experienced Engineering Manager to lead our GTM Engineering team, responsible for building and optimising our marketing website (Brex.com), GTM applications, top-of-funnel experiences, and AI-powered systems.

As an Engineering Manager, you will lead a high-performing team of product engineers, driving the architectural vision, technical roadmap, and project execution for Brex.com, GTM applications, and top-of-funnel growth systems. You will champion and integrate AI-native solutions within our Marketing, Sales, and Operations workflows to drive efficiency and unlock new capabilities.

Responsibilities:

• Lead and mentor a high-performing team of product engineers, fostering their career development through coaching, feedback, and hands-on guidance.
• Drive the architectural vision, technical roadmap, and project execution for Brex.com, GTM applications, and top-of-funnel growth systems, ensuring scalability, performance, and security.
• Champion and integrate AI-native solutions within our Marketing, Sales, and Operations workflows to drive efficiency and unlock new capabilities.
• Operate at all levels, guiding your team through complex technical challenges while staying close to the code and contributing to design.
• Partner with stakeholders across Marketing, Sales, and Growth, acting as a strategic advisor to translate business needs into a prioritised engineering backlog while being jointly accountable to business metrics such as CAC, payback, and conversion rates.
• Align ad-hoc requests to broader business strategy, ensuring the team is focused on the most impactful work and confidently declining projects that are not strategically aligned.
• Own the operational excellence of your team, managing sprint capacity, removing blockers, and ensuring high-velocity, high-quality delivery.
• Establish and enforce engineering best practices for GTM applications and growth surfaces, including CI/CD, source control, code quality, observability, and system governance.

Requirements:

• Bachelor's or Master's degree in Computer Science, Engineering, or a related field.
• 6+ years of software engineering experience with strong technical depth.
• 3+ years of experience managing or leading engineers in a high-growth environment.
• Experience architecting and building growth surfaces or marketing engineering systems.
• Strong frontend, data, and backend technical fundamentals, with experience in modern frameworks.
• Experience with GTM systems, marketing automation tools, experimentation platforms, or analytics instrumentation.
• Excellent interpersonal and relationship-building skills with the ability to manage and communicate effectively with XFN partners in Sales and Marketing at all levels.
• A growth-hacking, AI-native mindset with a proven ability to design and execute GTM strategies that drive meaningful revenue impact.

Bonus points:

• Experience managing remote or distributed engineering teams.
• Experience with B2B growth.
• You have started your own technology venture or were a foundational engineering member of an early-stage start-up. We value entrepreneurial spirit & scrappiness!

Compensation:

The expected salary range for this role is $240,000 CAD - $300,000 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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You will serve as a strategic partner, shaping how we win in Australia and New Zealand while building the operational foundations to scale , and contributing to the broader APJ regional strategy.

You'll start as an individual contributor with the opportunity to build and lead a team over time as the business scales. From day one, you'll work closely with S&O counterparts across Japan, South Korea, Singapore, India, and the wider APJ region to share best practices and drive consistency across the region.

Responsibilities:

Go-to-Market Strategy:

• Own the Go-to-Market planning process for Australia/NZ, including quarterly and annual cycles, and collaborate with Finance on target setting.
• Develop the strategy for segmenting territories and accounts across ANZ, with an eye to how it fits into the broader APJ portfolio.
• Identify market opportunities, assess competitive dynamics, and inform regional expansion priorities , both within ANZ and in coordination with adjacent APJ markets.
• Support Go-to-Market execution for alliances, focusing on co-selling, managing the partner pipeline, and facilitating joint planning.
• Analyze region-specific sales metrics and pipeline dynamics to develop proactive insights, and benchmark against other APJ markets where useful.

Cross-Functional & Regional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure alignment.
• Partner with S&O leaders across APJ (Japan, South Korea, Singapore, India, ASEAN) to align on regional standards, share insights, and drive consistency in how we operate across the region.
• Prepare executive-level materials including performance reviews, strategic planning sessions, and board updates for ANZ and APJ leadership.
• Drive cross-functional alignment on go-to-market execution across ANZ and contribute to APJ-wide initiatives.

Operations & Infrastructure:

• Execute critical processes including strategic account transitions, CRM configurations, and market data management.
• Optimize the sales technology stack and ensure effective adoption of Salesforce and other sales tools.
• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software.

You may be a good fit if you have:

• 15 to 18 years of experience in B2B SaaS or enterprise software, including direct experience in sales strategy, revenue operations, or commercial GTM roles
• Demonstrated knowledge of the broader APJ region, with exposure to GTM dynamics across multiple APJ markets (e.g., ANZ, Japan, South Korea, Singapore, India, ASEAN)
• Strong analytical capabilities with demonstrated ability to convert complex data into actionable insights
• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
• Strong cross-functional skills with the ability to influence without direct authority and partner effectively with C-level stakeholders and senior sales leadership
• Experience advising or partnering with regional leadership on GTM strategy
• Based in Australia with working proficiency in English

Strong candidates may also have:

• Track record of scaling sales organizations through 3x+ growth periods in B2B software
• Prior people management experience, or readiness to build and lead a team as the function scales
• Experience working across multiple APJ markets or coordinating regionally distributed S&O work
• Experience in Chief of Staff or Business Operations roles supporting regional leadership, go-to-market strategies for alliances, or consulting
• MBA or advanced degree

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As a Strategic Finance Analyst, you will build detailed financial models from scratch to enable business planning and strategic decision making. You will support executive-level decision making with thorough ROI analysis, conduct contribution margin analysis to understand segment profitability over time, and establish excellent cross-functional relationships across all parts of the Company to deliver data-driven insights.

You will own creation of key analyses for quarterly Board meetings, remain flexible and willing to wear multiple hats in support of high importance, ad hoc leadership requests, and own the marketing budgeting process, including BvA tracking and analysis.

We are looking for a skilled Strategic Finance Analyst with 2–3 years' experience in investment banking (TMT or SaaS coverage preferred), private equity, venture capital, and/or strategic finance at a SaaS company. You should have exposure to SaaS business models, advanced financial modeling skills, and a strong grasp of SaaS metrics.

Key responsibilities include:

• Building detailed financial models from scratch to enable business planning and strategic decision making
• Supporting executive-level decision making with thorough ROI analysis
• Conducting contribution margin analysis to understand segment profitability over time
• Establishing excellent cross-functional relationships across all parts of the Company to deliver data-driven insights
• Owning creation of key analyses for quarterly Board meetings
• Remaining flexible and willing to wear multiple hats in support of high importance, ad hoc leadership requests
• Owning the marketing budgeting process, including BvA tracking and analysis

Requirements include:

• 2–3 years' experience in investment banking (TMT or SaaS coverage preferred), private equity, venture capital, and/or strategic finance at a SaaS company
• Exposure to SaaS business models
• Advanced financial modeling skills
• Strong grasp of SaaS metrics
• Analytical rigor with ability to simplify complex data into actionable insights
• Clear written and verbal communication skills for senior and non-finance stakeholders
• Comfortable in ambiguous, high-growth environments with shifting priorities
• Familiarity with Salesforce, Pigment, or Looker
• SQL or BI tool skills for deeper data analysis
• Prior exposure to GTM forecasting

This is a unique opportunity to drive topline forecasting, planning, and analysis for a high-growth SaaS company and make a real impact.

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This role oversees the Product Marketing function, uniting cross-functional teams to deliver market-leading growth while ensuring Brex's offerings are marketed in alignment with customer needs and business goals. Reporting to the Chief Design Officer, this role sits at the intersection of product strategy, customer insight, marketing strategy, and creative execution.

You'll partner closely with product, sales, design, and marketing teams to shape the portfolio narrative, launch products, define campaign messaging and tactics, drive adoption, and solidify Brex as a leader in financial services and software. You will drive measurable impact on pipeline generation, win rates, expansion revenue, and product adoption.

Responsibilities:

• Define and own Brex's product marketing strategy and execution, ensuring alignment with company priorities and evolving market opportunities
• Build and lead a high-performing Product Marketing team and establish scalable processes across portfolio marketing, segmentation, and vertical strategy
• Partner with Product to define product positioning rooted in a deep understanding of customer needs, the Brex portfolio, and the competitive landscape
• Craft compelling narratives, value propositions, and messaging frameworks that differentiate Brex's portfolio and resonate with key customer segments
• Develop and execute GTM strategies and campaigns for launches, ensuring a unified narrative across the portfolio and collaboration across product, sales, design, and marketing teams
• Partner with Sales and Customer Success, equipping them with resources to succeed, including pitch decks, competitive insights, customer testimonials, and training materials
• Position Brex as a thought leader in financial services and software through speaking engagements, analyst relations, content contributions, and industry partnerships
• Monitor performance and refine strategies to maximize adoption, retention, and ROI

Requirements:

• 12+ years of experience in product marketing, with at least 3 years in a leadership role, preferably at a high-growth SaaS or fintech company
• Proven ability to build and scale product marketing teams, including talent development and operational framework creation
• Exceptional communication and storytelling skills, with a track record of crafting narratives that drive measurable business outcomes
• Expertise in developing and executing GTM strategies for complex products
• Strong cross-functional collaboration experience, working closely with product, sales, customer success, design, and marketing teams
• Data-driven decision-making skills, with the ability to analyze performance metrics and adapt strategies to achieve goals
• Experience managing marketing budgets and influencing stakeholders

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

We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

Job Duties and Responsibilities:

Roadmap and Vision

Define the product strategy and roadmap for Okta Identity Security functionality to ensure Okta's continued leadership in the security space.

Evangelize your vision to engineering teams, the broader product organisation, and customers.

Develop and execute a comprehensive roadmap, prioritising features that enhance both customer security posture and administrative ease of use.

Analyse and leverage data to inform product and roadmap decisions, ensuring data-driven strategic choices.

Product Delivery and Execution

Ensure the timely and within-budget delivery of the Okta Identity Security product roadmap.

Collaborate closely with architecture, engineering, and design to specify experiences that are platform-first and delight customers at scale.

Work with scrum teams and Technical Program Managers (TPMs) to deliver features on time that address key security use cases.

Rigorously prioritise across multiple product investment areas within the security domain.

Partner with the data team to track product usage metrics, specifically tying them to improved security outcomes and business success.

Customer Engagement and Requirements Gathering

Work with engineering, other product managers, and customers to capture detailed security requirements and document user stories and use cases.

Engage with customers to deeply understand their challenges related to identity-centric threats, access control, and network security.

Ensure that beta customer feedback is incorporated into product iterations.

Maintain close relationships with customers during beta programmes to integrate their insights effectively.

Collaborate with technical marketing and sales to understand the competitive landscape for identity security and Okta’s position within it.

Partner with product marketing to support the creation of compelling messaging and content, and define the go-to-market strategy for existing and new security offerings.

Inform current and future pricing and packaging changes for Okta Identity Security products based on your subject matter expertise.

Own the Product

Maintain a customer-success-focused mindset, actively working to unblock sales and assist customers with security-related issues.

Responsible for supporting the field on critical requests and customer security needs.

Drive the development of world-class identity security products and platform capabilities.

Lead Okta Identity Security quarterly business reviews and collaborate with the go-to-market team to expand the customer pipeline from roadmap to packaging.

Leverage your domain expertise to identify new product opportunities for Okta Identity Security to expand our portfolio.

Qualifications:

Required:

Bachelor’s degree in a technical field.

Proven track record of demonstrating strategic vision and product design for security-focused products.

Experience creating new product offerings, including Go-to-Market (GTM) strategy, pricing, product naming, legal contracts, and New Product Introduction (NPI).

Experience with defining and driving Threat Protection, Threat Intelligence, SaaS Security and Network Security as a product suite.

Experience across the product management lifecycle for enterprise security products or services.

Thirst for learning: able to go broad and deep across business and technical security contexts.

Track record of owning and delivering on large strategic projects – you can see the big picture, but deliver on the details.

Strong technical background that allows you to influence technical design and investment decisions, particularly in security architectures.

Ability to produce solid action plans from often incomplete, conflicting, or ambiguous security inputs.

Strong track record of influencing teams and operating effectively as a player-coach.

Excellent communication skills across technical and business audiences, especially when discussing complex security concepts.

Strong leadership skills and executive presence.

Passion for Okta’s immense opportunity and growth potential in the identity security market.

8+ years product management experience.

Experience interviewing and selecting candidates.

Mentoring early-in-career product managers.

Preferred:

Advanced degree in a technical or business field.

Deep knowledge of enterprise security products and services, including cybersecurity frameworks and best practices.

Extensive knowledge of identity and access management (IAM) and its intersection with security.

Understanding of authentication, authorisation, and threat detection standards.

Experience with developing user flows and enabling customisable security experiences.

Experience creating and managing multi-tenant SaaS security software products.

Salary and Benefits:

The annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between $230,000-$317,000 USD.

In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies.

To learn more about our Total Rewards programme please visit: https://rewards.okta.com/us.

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Key responsibilities include:

• Building Core Agents & Plays: Design, build, and iterate on the agents and Plays that ship inside our products.
• Owning the Plays Library: Curate and expand our library of pre-built GTM workflows.
• Defining the Marketplace Experience: Own the customer-facing marketplace where users discover, evaluate, and deploy agentic workflows.
• Translating GTM Expertise into Agentic Design: Bring GTM operational expertise to agent design.

To be successful in this role, you will need to have direct experience building agentic workflows, hands-on familiarity with AI-assisted development, and a deep understanding of GTM operations.

If you're a builder first, GTM operations native, and have a strong understanding of agentic workflow intuition, we'd love to hear from you!

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You will partner across Partnerships, Sales, Finance, and Data teams to translate partner performance into actionable insights, resource investments, and long-range planning models.

This role reports to the Director of Partner Strategy & Operations.

What You’ll Do

Combine your strategy and operations toolkit with deep data proficiency to lead major partner initiatives including:

• Define the Partner GTM Strategy - set strategic choices for the SI, Cloud, and ISV ecosystems; establish investment frameworks to ensure resources are deployed to the highest-impact areas.

• Trusted Advisor to Partner Leadership - serve as a strategic partner to Partnerships Leadership by defining, tracking, and implementing goals, programs, and strategies; act as the bridge between executive vision and tactical execution.

• Orchestrate Annual & Long-Range Planning - drive the end-to-end planning process for the partner organization, including revenue modeling, investment ROI analysis, headcount forecasting, and capacity setting.

• Lead Executive Synthesis & AI Insights - develop and deliver high-stakes artifacts including Quarterly Business Reviews (QBRs), investment business cases and strategic narratives for Partnerships leadership using a mix of traditional BI and emerging AI tools to provide deeper signal on ecosystem health

• Instrument the Data Foundation - build and oversee the reporting infrastructure; develop dashboards and key performance indicators (KPIs) to track the health of the business and partner productivity.

• Drive Performance Visibility - manage operational cadences and business reviews, providing clear signals on ecosystem health.

Qualifications

• 7+ years in Strategy & Operations, Management Consulting, FP&A, or Business Operations; experience in Enterprise/Mid-Market SaaS preferred.

• Executive Presence & Influence: Proven ability to act as a trusted advisor to senior leadership; comfortable framing complex trade-offs and navigating ambiguity to drive consensus among VPs and cross-functional heads.

• Strategic Storyteller: Exceptional ability to synthesize complex data sets into a 'so-what' narrative; highly skilled in creating compelling executive-level presentations and board materials that lead to clear decisions.

• Data & AI Expert: Advanced proficiency in querying and scoping (SQL, Databricks, BigQuery) and an active interest/proficiency in using AI tools to automate GTM operations and insights.

• Process Architect: Ability to envision E2E process changes, document requirements, and guide execution in partnership with technical teams to solve complex organizational needs.

• GTM Tooling Proficiency: Direct experience with BI and sales tools including Salesforce, Tableau, and automated reporting repositories.

• Stakeholder Management: A track record of building deep, collaborative relationships across global GTM teams (Finance, Sales, Marketing) to ensure the partner strategy is seamlessly integrated.

Success Metrics

• Strategic Alignment: Clearly defined partner goals and programs that align with broader GTM objectives and executive priorities.

• Planning Accuracy: Signal quality of HC forecasting, capacity assumptions, and long-range modeling variance.

• Leadership Trust: Degree of influence on partner investment decisions and the adoption of recommended GTM pivots.

• Ecosystem Productivity: Visibility into and optimization of partner-driven ROI, revenue contribution, and partner efficiency.

How You Operate

• Data-Driven Rigor: Using high-fidelity data and SQL-driven insights to inform every strategic choice.

• High-Stakes Communication: Moving beyond the 'what' of the data to the 'choices' for leadership; providing crisp, decision-oriented synthesis.

• Strategic Ownership: Taking a first-principles approach to the partner ecosystem, identifying where to play and how to win.

• Collaborative Partnership: A 'service-first' mindset, bringing all possible expertise to bear on projects through an expansive internal network.

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.

Zone 1 Pay Range $191,000-$262,550 USD

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You will serve as a strategic partner, shaping how we win in Japan while building the operational foundations to scale.

Responsibilities:

Go-to-Market Strategy:

• Own the Go-to-Market planning process, including quarterly and annual cycles, and collaborate with Finance on target setting.
• Develop the strategy for segmenting territories and accounts.
• Identify market opportunities, assess competitive dynamics, and inform regional expansion priorities.
• Support Go-to-Market execution for alliances, focusing on co-selling, managing the partner pipeline, and facilitating joint planning.
• Analyze region-specific sales metrics and pipeline dynamics to develop proactive insights.

Cross-Functional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure alignment.
• Prepare executive-level materials including performance reviews, strategic planning sessions, and board updates.
• Drive cross-functional alignment on go-to-market execution.

Operations & Infrastructure:

• Execute critical processes including strategic account transitions, CRM configurations, and market data management.
• Optimize the sales technology stack and ensure effective adoption of Salesforce and other sales tools.
• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software.

Requirements:

• 8-10+ years of experience in B2B SaaS or enterprise software, including direct experience in sales strategy, revenue operations, or commercial GTM roles
• Strong analytical capabilities with demonstrated ability to convert complex data into actionable insights
• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
• Strong cross-functional skills with the ability to influence without direct authority and partner effectively with C-level stakeholders and senior sales leadership
• Experience advising or partnering with regional leadership on GTM strategy
• Business-level Japanese required; English proficiency strongly preferred

Preferred Qualifications:

• Track record of scaling sales organizations through 3x+ growth periods in B2B software
• Experience in Chief of Staff or Business Operations roles supporting regional leadership, go-to-market strategies for alliances, or consulting
• MBA or advanced degree

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

Brex’s AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek.

Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We’re committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career.

Engineering

Engineering at Brex is about building systems that scale with speed and intention. Our teams span Software, Data, Security, and IT, and operate with high autonomy and deep collaboration. We tackle hard technical problems, own our outcomes, and push for excellence at every level , from architecture to deployment. It’s an environment where engineering is a craft, and builders become leaders.

What you’ll do

You will lead the engineering team responsible for Brex’s GTM Engineering surfaces, enabling our growth engine across Marketing, Sales, and self-serve funnels. This role focuses on building and optimizing our marketing website (Brex.com), GTM applications, top-of-funnel experiences, and AI-powered systems that increase efficiency, reduce CAC, and improve sales and marketing effectiveness.

Where you’ll work

This role will be based in our San Francisco 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 office - Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!

Responsibilities

• Lead and mentor a high-performing team of product engineers, fostering their career development through coaching, feedback, and hands-on guidance.
• Drive the architectural vision, technical roadmap, and project execution for Brex.com, GTM applications, and top-of-funnel growth systems, ensuring scalability, performance, and security.
• Champion and integrate AI-native solutions within our Marketing, Sales, and Operations workflows to drive efficiency and unlock new capabilities.
• Operate at all levels, guiding your team through complex technical challenges while staying close to the code and contributing to design.
• Partner with stakeholders across Marketing, Sales, and Growth, acting as a strategic advisor to translate business needs into a prioritized engineering backlog while being jointly accountable to business metrics such as CAC, payback, and conversion rates.
• Align ad-hoc requests to broader business strategy, ensuring the team is focused on the most impactful work and confidently declining projects that are not strategically aligned.
• Own the operational excellence of your team, managing sprint capacity, removing blockers, and ensuring high-velocity, high-quality delivery.
• Establish and enforce engineering best practices for GTM applications and growth surfaces, including CI/CD, source control, code quality, observability, and system governance.

Requirements

• Bachelor’s or Master’s degree in Computer Science, Engineering, or a related field.
• 6+ years of software engineering experience with strong technical depth.
• 3+ years of experience managing or leading engineers in a high-growth environment.
• Experience architecting and building growth surfaces or marketing engineering systems.
• Strong frontend, data, and backend technical fundamentals, with experience in modern frameworks.
• Experience with GTM systems, marketing automation tools, experimentation platforms, or analytics instrumentation.
• Excellent interpersonal and relationship-building skills with the ability to manage and communicate effectively with XFN partners in Sales and Marketing at all levels.
• A growth-hacking, AI-native mindset with a proven ability to design and execute GTM strategies that drive meaningful revenue impact.

Bonus points

• Experience managing remote or distributed engineering teams.
• Experience with B2B growth.
• You have started your own technology venture or were a foundational engineering member of an early-stage start-up. We value entrepreneurial spirit & scrappiness!

Compensation

The expected salary range for this role is $240,000 - $300,000. 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:

• Define and own Brex's product marketing strategy and execution, ensuring alignment with company priorities and evolving market opportunities
• Build and lead a high-performing Product Marketing team and establish scalable processes across portfolio marketing, segmentation, and vertical strategy
• Partner with Product to define product positioning rooted in a deep understanding of customer needs, the Brex portfolio, and the competitive landscape
• Craft compelling narratives, value propositions, and messaging frameworks that differentiate Brex's portfolio and resonate with key customer segments
• Develop and execute GTM strategies and campaigns for launches, ensuring a unified narrative across the portfolio and collaboration across product, sales, design, and marketing teams
• Partner with Sales and Customer Success, equipping them with resources to succeed, including pitch decks, competitive insights, customer testimonials, and training materials
• Position Brex as a thought leader in financial services and software through speaking engagements, analyst relations, content contributions, and industry partnerships
• Monitor performance and refine strategies to maximize adoption, retention, and ROI

Requirements:

• 12+ years of experience in product marketing, with at least 3 years in a leadership role, preferably at a high-growth SaaS or fintech company
• Proven ability to build and scale product marketing teams, including talent development and operational framework creation
• Exceptional communication and storytelling skills, with a track record of crafting narratives that drive measurable business outcomes
• Expertise in developing and executing GTM strategies for complex products
• Strong cross-functional collaboration experience, working closely with product, sales, customer success, design, and marketing teams
• Data-driven decision-making skills, with the ability to analyze performance metrics and adapt strategies to achieve goals
• Experience managing marketing budgets and influencing stakeholders

Compensation: The expected salary range for this role is $248,600 - $310,750. 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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As a Director of Product, Growth/AI, you will be at the forefront of Brex's mission to empower employees anywhere to make better financial decisions. You will oversee the thoughtful strategy and execution of team and technical systems to drive customer acquisition and onboarding. You will collaborate closely with our Go-to-Market (GTM) teams to ensure seamless acquisition and onboarding for customers, particularly those with significant and complex spending needs.

Responsibilities:

• Drive product and systems investments that improve GTM metrics such as CAC payback, pipeline conversion, and efficiency.
• Define and execute a multi-quarter Growth strategy in partnership with Engineering, Design, GTM, Marketing, Ops, and Data to deliver high-impact, scalable products with measurable business impact.
• Embed within Sales, Marketing, and Customer Success to identify workflow bottlenecks and lead automation and optimization initiatives.
• Analyze GTM funnel and conversion metrics to uncover insights and guide product priorities and roadmap decisions.
• Set clear goals, metrics, and success criteria for the Growth team, driving accountability to measurable outcomes.
• Manage and develop a team of Product Managers, fostering clarity, ownership, and a culture of high performance.
• Oversee core Growth Product and Engineering domains, including account scoring, TAM data, outbound automation, and GTM tooling.
• Align stakeholders around an aspirational 6–12 month roadmap that advances GTM efficiency and business growth.
• Ensure successful activation and implementation of customers initiatives by partnering with GTM and Customer Success to operationalize tooling and automations.
• Continuously refine activation based on feedback and performance data to drive faster time-to-value and sustainable adoption.

Requirements:

• Relevant experience: 10+ years of experience in product management or management consulting, ideally with direct responsibility for or experience scaling B2B products and GTM systems, with a strong understanding of growth, GTM, and/or marketing pipelines.
• Analytical sense: You demonstrate a strong aptitude for and actively use data to inform your decision-making. Basic SQL proficiency is strongly preferred.
• Communication: You have proven experience working and communicating effectively with senior leaders and executives, and influencing stakeholders across departments and functions, including Engineering, Design, Marketing, Sales, CRMX/Business Systems, IT, Legal, and more. You excel at building trust and working relationships.
• Systems-thinker: You are a systems thinker, capable of thinking holistically across product, technical, and people systems to identify bottlenecks and opportunities for efficiency, automation, fraud prevention, and product growth within the payables ecosystem.

Compensation: The expected salary range for this role is $340,000 - $425,000. 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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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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The role combines deep analytics (program ROI, attribution, demand and lead analytics) with operational leadership, managing core business functions. You will serve as the primary contact into Finance, HR, and Recruiting for Enterprise Marketing, owning headcount and budget tracking and driving the team's operating cadence in close partnership with the central Marketing Ops & Strategy team on annual planning, organization-wide rhythms, and headcount planning.

You will also lead the effort to deploy AI/automation across Enterprise Marketing workflows to prove out internally what we sell externally. You will inherit and grow a team of marketing ops, analytics, and martech professionals.

The ideal candidate has scaled this function previously at a fast-growing B2B company, excels in both technical analytics and business operations, and is adept at building trust across sales leaders, finance partners, and field marketers.

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You will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive industry-specific customer success.

Enterprise Strategy & Analysis:

• Partner with sales and regional leaders to develop gtm strategy, motions, country/region prioritisation and sector focus and strategy. Refine industry-specific go-to-market strategies across key verticals (e.g., Financial Services, Healthcare, Technology, Retail, Manufacturing etc.)
• Identify Industry customer needs, pain points etc. and share feedback cross functionally to guide solution building across global teams such as product, engineering, finance, legal etc.
• Build and maintain industry-specific value propositions, use cases, and sales playbooks
• Drive territory and account segmentation strategies based on industry characteristics and opportunity
• Establish industry benchmarks and best practices to guide sales approach and prioritization
• Work with Finance on target setting, planning and bottom-up modeling

Go-to-Market Strategy & Execution:

• Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions
• Drive quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments
• Analyze industry-specific sales metrics and pipeline dynamics to develop proactive insights
• Partner with Account Executives to evolve sales motions and industry best practices based on vertical nuances
• Continuously evaluate market opportunities, competitive positioning, and whitespace within target industries

Cross-Functional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment
• Work with Product teams to communicate industry-specific feature requirements and market feedback
• Prepare executive-level materials including industry performance reviews, strategic planning sessions, and board updates
• Drive alignment across teams to ensure consistent execution of industry-specific go-to-market strategies
• Partner with Marketing on industry-focused campaigns, events, and thought leadership initiatives

Operational Excellence:

• Remove operational bottlenecks specific to complex industry sales cycles and compliance requirements
• Execute critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management
• Optimize sales technology stack and ensure effective adoption of Salesforce and other sales tools
• Establish sales process methodology, qualification criteria, and stage definitions for consistent execution
• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software

Requirements:

• 10+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles
• Deep expertise in one or more enterprise industry verticals with proven track record of driving growth in those markets
• Strong analytical capabilities with demonstrated ability to convert complex industry data into actionable insights and strategy
• Direct experience in commercial GTM roles selling or supporting sales of B2B software solutions to enterprise customers
• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
• Track record of building sales capacity models, productivity frameworks, and headcount planning processes
• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
• Proven ability to influence and partner with C-level stakeholders and senior sales leadership
• Track record of developing industry-specific frameworks, sales plays, and value propositions

Preferred Qualifications:

• Experience at high-growth B2B SaaS companies, particularly in industry-focused GTM or vertical sales roles
• Background in AI/ML, cloud infrastructure, or enterprise software companies serving multiple industries
• Track record of scaling sales organizations through 3x+ growth periods in B2B software
• MBA or advanced degree
• Experience building industry-specific go-to-market motions from scratch
• Direct enterprise sales or sales engineering experience in complex, multi-stakeholder environments
• Experience with emerging technologies (AI, ML) in enterprise contexts
• Management consulting experience with focus on industry strategy or commercial excellence

Benefits:

• Annual compensation range: €140,000 - €200,000 EUR
• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

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You will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive industry-specific customer success.

Responsibilities:

Enterprise Strategy & Analysis:

• Partner with sales and regional leaders to develop go-to-market strategy, motions, country/region prioritisation and sector focus and strategy. Refine industry-specific go-to-market strategies across key verticals (e.g., Financial Services, Healthcare, Technology, Retail, Manufacturing etc.)

• Identify Industry customer needs, pain points etc. and share feedback cross functionally to guide solution building across global teams such as product, engineering, finance, legal etc.

• Build and maintain industry-specific value propositions, use cases, and sales playbooks

• Drive territory and account segmentation strategies based on industry characteristics and opportunity

• Establish industry benchmarks and best practices to guide sales approach and prioritization

• Work with Finance on target setting, planning and bottom-up modeling

Go-to-Market Strategy & Execution:

• Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions

• Drive quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments

• Analyze industry-specific sales metrics and pipeline dynamics to develop proactive insights

• Partner with Account Executives to evolve sales motions and industry best practices based on vertical nuances

• Continuously evaluate market opportunities, competitive positioning, and whitespace within target industries

Cross-Functional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment

• Work with Product teams to communicate industry-specific feature requirements and market feedback

• Prepare executive-level materials including industry performance reviews, strategic planning sessions, and board updates

• Drive alignment across teams to ensure consistent execution of industry-specific go-to-market strategies

• Partner with Marketing on industry-focused campaigns, events, and thought leadership initiatives

Operational Excellence:

• Remove operational bottlenecks specific to complex industry sales cycles and compliance requirements

• Execute critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management

• Optimize sales technology stack and ensure effective adoption of Salesforce and other sales tools

• Establish sales process methodology, qualification criteria, and stage definitions for consistent execution

• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software

You may be a good fit if you have:

• 10+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles

• Deep expertise in one or more enterprise industry verticals with proven track record of driving growth in those markets

• Strong analytical capabilities with demonstrated ability to convert complex industry data into actionable insights and strategy

• Direct experience in commercial GTM roles selling or supporting sales of B2B software solutions to enterprise customers

• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams

• Track record of building sales capacity models, productivity frameworks, and headcount planning processes

• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools

• Proven ability to influence and partner with C-level stakeholders and senior sales leadership

• Track record of developing industry-specific frameworks, sales plays, and value propositions

• Bachelor's degree in business, economics, or related field

Strong candidates may also have:

• Experience at high-growth B2B SaaS companies, particularly in industry-focused GTM or vertical sales roles

• Background in AI/ML, cloud infrastructure, or enterprise software companies serving multiple industries

• Track record of scaling sales organisations through 3x+ growth periods in B2B software

• MBA or advanced degree

• Experience building industry-specific go-to-market motions from scratch

• Track record of scaling sales organisations through 3x+ growth periods in B2B software

• Direct enterprise sales or sales engineering experience in complex, multi-stakeholder environments

• Experience with emerging technologies (AI, ML) in enterprise contexts

• Management consulting experience with focus on industry strategy or commercial excellence

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You'll focus on selling directly to partners to ensure Anthropic's AI capabilities are delivered within their own solutions and service offerings. Working closely with GTM, product, and marketing teams, you'll help these partners understand and implement our technology while driving significant revenue growth.

Responsibilities:

• Win new business and drive revenue for Anthropic by directly selling to Systems Integrators and ISVs in the public sector space, owning the full sales cycle from prospecting through close
• Identify net-new revenue by selling to SIs with prime contracts, helping them integrate AI into their technology stack and consulting practices to differentiate their offerings, accelerate delivery, and win more competitive bids
• Navigate complex technical sales conversations with partners' engineering and product teams
• Work with partners' technical teams to ensure successful implementation, adoption and deployment of Anthropic's AI capabilities into their solutions
• Coordinate with cloud providers (AWS, GCP) to align technical and commercial aspects of deals
• Build deep relationships with key decision makers within partner organizations
• Provide market intelligence and partner feedback to product teams to influence our roadmap and feature development
• Create and maintain sales playbooks specific to SI and ISV sales motions
• Track and forecast sales pipeline specific to the partner segment

Requirements:

• 7+ years of enterprise sales experience selling directly to Systems Integrators and ISVs
• Security clearances preferred
• Strong track record of closing complex technical sales to partner organizations
• Deep understanding of SI and ISV business models, buying processes, and technology evaluation criteria
• Experience navigating technical requirements and security standards specific to public sector implementations
• Proven ability to exceed revenue targets in partner-focused sales roles
• Strong technical acumen and ability to engage with partners' engineering teams
• Experience coordinating with cloud providers in complex deal scenarios
• Excellent communication skills and ability to present to both technical and business audiences
• Strategic thinking combined with hands-on sales execution capabilities
• Understanding of public sector procurement processes and how partners operate within them
• A passion for safe and ethical AI development, with the ability to articulate its technical value to partner organizations

Annual Salary: $360,000-$435,000 USD

This is a full-time role with a hybrid policy, requiring at least 25% of the time to be spent in the office. Visa sponsorship is available.

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This role sits at the intersection of startup ecosystem development and hands-on technical activation. Your primary mandate is driving adoption across the startup funnel , turning ecosystem touchpoints into active, building developers on Anthropic's platform. You'll work closely with the Startups GTM team to convert ecosystem relationships , with VCs, accelerators, and founder communities , into active, building developers.

Responsibilities

• Drive Net New Logo Acquisition Through Developer Enablement

• Lead hands-on developer onboarding experiences at ecosystem events that convert startup founders and their engineers from first API interaction to committed platform adoption

• Build scalable enablement programs , hands-on workshops, build-a-thons, and technical office hours , that activate developers at VC and accelerator partner events

• Develop a playbook for turning ecosystem touchpoints (builder summits, founder days, VC partnerships) into measurable developer sign-ups and active usage

• Partner closely with the Startups GTM team to create seamless handoffs from relationship → activation → retention

• Create Compelling Technical Content

• Create high-quality technical content , tutorials, demo apps, and blog posts , that showcase how to build real products on Anthropic's API, with a focus on common startup use cases

• Develop code demos and working prototypes that showcase Claude's capabilities in ways that resonate with technical founders, particularly at ecosystem events and webinars

• Partner with the Product team to stay current on platform capabilities and ensure content reflects the latest developer tooling and best practices

• Lead Developer Programming at Startup Events

• Own developer-facing programming at Anthropic's builder summits and global startup activations

• Design and run hands-on technical sessions that move developers from curiosity to active building within a single event

• Build relationships with key technical communities , developer platforms, open-source contributors, and startup accelerator cohorts , to grow Anthropic's developer mindshare

• Represent Anthropic as a trusted technical resource in the startup ecosystem

• Partner Across GTM and Ecosystem

• Surface market signal and developer sentiment from the startup ecosystem back to internal teams

• Partner with GTM, Sales, and Marketing to create developer-focused activation campaigns and messaging for the startup ecosystem

• Work with the Startups Partnerships team to ensure VC and accelerator relationships translate into real developer engagement and usage metrics

• Collaborate closely with the Product team to stay aligned on platform strategy, content, and developer programs

• Define Success and Scale

• Define and track success metrics , tied to net new logos, developer activation, and ecosystem engagement , and build reporting that connects evangelist activity to business outcomes

• Create scalable processes and grow the team as the startup ecosystem expands

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Key responsibilities include:

• Owning and scaling the GTM tech stack (HubSpot, Clay, Gong, internal tools).
• Architecting and automating workflows to remove manual GTM tasks.
• Building systems to support consumption-based forecasting models linked to product telemetry.
• Developing dashboards and reporting for leadership visibility.
• Partnering cross-functionally to align data flows across Product, Sales, and RevOps.
• Evaluating and implementing new technologies to expand automation coverage.

To succeed in this role, you will need deep experience owning and automating CRMs at scale, a proven track record designing and deploying AI/LLM-powered agent workflows for revenue operations or sales, and experience with consumption-based revenue models and hyperscaler GTM environments (AWS, Azure, GCP).

The role offers a competitive salary range of $200,000 - $400,000 USD, as well as a comprehensive total rewards package including equity, comprehensive medical, vision, and dental coverage, access to a 401(k) retirement plan, short & long-term disability insurance, life insurance, and various other discounts and perks.

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Scaling a company like this requires financial systems that are as fast, accurate, and durable as the technology we deploy. We build autonomous systems for national security and critical infrastructure.

Responsibilities:

• Own the bookings→revenue engine and forecast the business with operational truth.
• Build GTM capacity + productivity models (RREs, coverage, magic number, CAC).
• Instrument pipeline health and conversion across segments and deal types.
• Stand up GTM Finance systems (Anaplan, ERP, CRM, BI) with real automation.
• Partner with GTM, Product, and Programs to align investment with mission outcomes.
• Lead and grow a high-performance GTM Finance team.

Required qualifications:

• 12+ years in FP&A and GTM Finance business partnership supporting Sales/Capture/BD and Marketing.
• Owned the bookings→revenue engine and forecast the business with operational truth.
• Built GTM capacity + productivity models (RREs, coverage, magic number, CAC).
• Instrumented pipeline health and conversion across segments and deal types.
• Stood up GTM Finance systems (Anaplan, ERP, CRM, BI) with real automation.
• Partnered with GTM, Product, and Programs to align investment with mission outcomes.
• Lead and grow a high-performance GTM Finance team.

Preferred qualifications:

• Experience in defense, aerospace, robotics, autonomy, or deep tech.
• Knowledge of government contract structures (OTA, IDIQ, CPFF/CPIF, FFP) and program accounting; ASC 606 for milestone-based programs.
• Understanding of hardware production ramps and manufacturing scale.
• Strong data fluency across dashboards, data models, and ERP/CRM/BI integrations.

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Plaid powers the tools millions of people rely on to live a healthier financial life. We work with thousands of companies like Venmo, SoFi, several of the Fortune 500, and many of the largest banks to make it easy for people to connect their financial accounts to the apps and services they want to use.

The go-to-market teams at Plaid combine deep market, technical, and product knowledge to help customers obtain Plaid services to build and scale amazing applications.

We're looking for an experienced professional to facilitate our commercial partnerships with some of the largest names in fintech and financial services.

As a Commercial Lead - Partnerships, you will serve as a thought partner, contract expert, and at times, lead negotiator for major partnerships deals. Your work is thoroughly impactful as you will define the commercial terms that underpin the relationships between Plaid and its partners.

Responsibilities: Collaborate closely with Plaid's Partnerships, Account Management, and Sales teams to negotiate key Partnerships contracts Creatively enable new deals with top prospects while staying true to Plaid's operating practices Drive successful renewals, upsells, and cross-sells with top Partners to increase usage and adoption of key Plaid products Craft pricing strategies that work for Plaid, prospects, and existing Partners/Customer Evolve and improve commercial terms, practices, and processes Serve as the GTM expert on a given product area with regard to commercialization, pricing, and agreement requirements for new products and services Serve as the GTM voice and single point of contact for cross-functional special projects

Qualifications: 5-8 years of experience in strategic partnerships, business development, finance/consulting, sales or GTM strategy,ideally with customer-facing ownership of complex, high-value commercial agreements. Proven track record of negotiating complex deals, including multi-product or multi-party agreements in regulated industries such as financial services or fintech. Demonstrated success working cross-functionally with Product, Legal, Engineering, and GTM teams to shape deals, align priorities, and unblock high-stakes internal initiatives. Strong executive communication skills to confidently engage senior external stakeholders. Experience building scalable commercial frameworks (e.g., pricing strategies, decision processes) that support speed and consistency across a growing GTM org. Deep interest in fintech, open finance, and technical products, with the ability to understand and advocate for product capabilities in commercial conversations. Comfort with ambiguity and change, with a bias for action and a growth mindset suited to fast-paced, high-growth environments.

Additional Information: Our mission at Plaid is to unlock financial freedom for everyone. To support that mission, we seek to build a diverse team of driven individuals who care deeply about making the financial ecosystem more equitable. We recognize that strong qualifications can come from both prior work experiences and lived experiences. We encourage you to apply to a role even if your experience doesn't fully match the job description. We are always looking for team members that will bring something unique to Plaid! Plaid is proud to be an equal opportunity employer and values diversity at our company.

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The Head of GTM Finance will help shape how Plaid deploys capital, wins in the market, and builds the analytical infrastructure to sustain growth at scale. The GTM Finance function is a strategic partner to Plaid's world-class Go-to-Market organization. The team owns revenue forecasting, ROI analytics, and performance visibility , and serves as a critical voice in resource allocation decisions.

As Head of GTM Finance, you will work closely with Sales, Marketing, RevOps, Product, and the Executive team to ensure our GTM engine delivers best-in-class results. You will report directly to the CFO and act as the primary finance partner to our Chief Operating Officer, who oversees all GTM functions including Sales, Marketing, Commercial, and Communications.

Responsibilities:

• Revenue Forecasting: Lead the team in constructing and integrating bottoms-up customer forecasts, top-down segment-level views, and statistical models into a unified, high-fidelity revenue forecast.
• Resource Allocation: Partner with the COO on capital deployment decisions including headcount planning, capacity modeling, and territory design.
• Performance Tracking & Visibility: Own and evolve Plaid’s GTM performance reporting, ensuring we’re focused on the highest-signal metrics, with clear benchmarks and targets tied to our financial and strategic objectives.
• Cross-functional Partnership: Build trusted relationships across the organization, acting as the connective tissue between the GTM function and key partners including Product and Engineering.
• Board Reporting: Own the GTM narrative for quarterly Board meetings, synthesizing business performance, progress against strategic priorities, and a forward-looking perspective into compelling, executive-ready materials.
• Team Building: Define the future-state of the GTM Finance team and execute against it. Hire, develop, and lead a high-performing team capable of operating at the pace and complexity of a scaled, growth-stage business.

Qualifications:

• 12+ years in Finance, with a background spanning management consulting, investment banking, private equity, or strategic finance at a high-growth B2B technology company.
• Deep fluency in B2B SaaS and GTM metrics.
• Exceptional analytical rigor paired with sharp business judgment.
• A genuine builder with a player-coach approach: you’re energized by defining what “great” looks like and building the team and systems to get there.
• Demonstrated success leading and developing high-performing finance teams.
• Executive presence and exceptional communication skills.
• Fintech or financial services experience is a plus, but not required.

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Plaid powers the tools millions of people rely on to live a healthier financial life. We work with thousands of companies like Venmo, SoFi, several of the Fortune 500, and many of the largest banks to make it easy for people to connect their financial accounts to the apps and services they want to use.

Responsibilities

• Lead enterprise-level partner deals from sourcing through close, managing multi-stakeholder negotiations and driving adoption.
• Evolve verticalized GTM strategy across Enterprise (e.g., insurance, tech platforms). Support expansion where appropriate.
• Curate a TAM-expanding pipeline, and project manage the closure of the key target partners.
• Collaborate closely with product teams: Payments, Credit, and Identity/Fraud to align go-to-market efforts.
• Translate partner and customer needs into structured opportunities, ensuring Plaid's differentiated value is clear.
• Navigate long sales cycles (6–12 months) with complex decision dynamics, building urgency against the status quo.
• Segment AE / seller enablement & coaching relating to the Reseller Partnership model.
• Accountability to quarterly partner acquisition targets and vertical penetration goals - Acquisition strategy building and ACV forecasting.
• Solve complex partner challenges through creative problem solving by working cross-functionally with Sales, Risk, Legal, Finance, Commercial, Marketing, and Business Operations.

Qualifications

• 7+ years of experience in partnerships, business development, and/or sales.
• Enterprise Partnerships experience is strongly preferred.
• Demonstrated ability to execute and win 7-figure+ ARR deals
• Strong understanding of Plaid's differentiated value proposition across data flows, compliance, APIs, and value-added products (e.g., Signal, Plaid Check).
• Ability to clearly articulate Plaid's role in customer success through both technical and business lenses.
• Proven ability to navigate complex, multi-stakeholder deal environments with long cycles.
• Excellent collaboration and communication skills to drive alignment across teams.
• Customer empathy and deep desire to see partners succeed.
• Natural curiosity and adaptability.
• Familiarity in financial services and technical products; a high degree of intellectual curiosity.
• Excitement to work in a high-growth, ever-changing environment and to help build processes and tools as needed.

Additional Information

Our mission at Plaid is to unlock financial freedom for everyone. To support that mission, we seek to build a diverse team of driven individuals who care deeply about making the financial ecosystem more equitable.

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You'll partner with our tech & business hiring managers to find world-changing talent for Mistral. You'll be charged with finding unique candidates who bring an entrepreneurial spirit, strong commitment and passion for success. You will be responsible for guiding candidates through our hiring process and introducing them to the magic of working at Mistral.

An early joiner of Mistral, you will contribute to shaping the recruitment process and our TA machinery. Your scope will be as follows:

Hire

• Obsessed by bringing top talents
• Successfully fulfill complex positions in multi-geography environment
• Identify, attract, and ensure high-touch candidate experience to continuously deliver high-quality candidates and meet hiring goals.

Improve processes and candidate experience

• Dive deep into data and root cause issues.
• Proactively identify and solve problems.
• Help improve our process, documentation, tooling and talent market intelligence.
• Contribute to continuous improvement and innovation in the efficiency and effectiveness of our systems, services, and processes.

About you

• 6+ years of experience in recruiting and at least 2 years of experience operating in a startup or growth stage company.
• A self-starter who is result-oriented, resourceful, innovative, intellectually curious, and who takes initiative and risks.
• You have an expertise with least two of these functions: Enterprise GTM roles; Corporate functions; Product Engineering/ Infrastructure or Science/Research Engineers
• Experience in complex recruiting and autonomous hiring in outbound contexts
• Experience working to recruit in highly competitive talent markets
• Strong written and verbal communication
• No ego and highly committed to deliver.
• Able and keen to jump from strategic topics to very hands-on work
• Open learning mindset and fast learner, demonstrated capacity to quickly grasp new complex topics
• Capability, credibility, and consultative skills to influence senior colleagues and stakeholders without authority.
• Organized, disciplined and strong at project management
• Comfortable working within the ambiguity of a small, growing startup with a strong desire to turn that ambiguity into a well-defined machine.
• Target driven, detail oriented and approachable with the ability to prioritize and work well in an environment with competing demands.
• Ideally, proficiency with Lever, LinkedIn Recruiter, and Modernloop
• Ideally, you have a track record of recruiting both in business & tech roles

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Responsibilities

You own trading revenue. Not 'influence' it. Not 'partner on' it. Own it.

Trading User Growth

• Build and execute acquisition strategies for crypto-native traders.
• Drive trading volume and fee revenue.
• Find and fix activation blockers with product and engineering. If users sign up and don't trade, that's your problem to solve.
• Design incentive and referral mechanics that convert

Affiliate & Distribution

• Run the trading-focused affiliate program end-to-end: find the right creators, activate them, cut the ones who don't perform.
• Scale content and creator partnerships that drive real top-of-funnel.
• Run structured growth experiments: A/B tests, cohort analysis, channel tests. Shut down what isn't working before it becomes a habit.

Team Leadership

• Lead a team of Growth Leads driving trading revenues. You set the bar, you hold people to it.
• Set direction and frameworks , then get out of the way and let the team execute.
• Hire as we scale. You'll build this function, not just manage it.

What we're looking for

• 5+ years in growth, GTM, or affiliate management with revenue outcomes you can point to.
• 2+ years managing affiliates or KOLs in crypto. You know who actually moves volume and who's just noise.
• You've built and led a team. You set direction, hire well, and hold people accountable.
• Deep crypto native. You understand how traders think, where they hang out, and what makes them switch platforms. If you don't trade yourself, this isn't the role.
• You work at both altitudes: GTM strategy and market positioning one day, pipeline reviews and campaign tweaks the next. This is a build-and-run role, not a strategy deck role.
• Bonus: hands-on experience with onchain analytics tools (Nansen, Dune, Arkham) or time at a crypto exchange.

What we offer our crew

• Competitive salary. Meaningful equity. Real ownership in what you build.
• NYC preferred with flexible scheduling , we're building out the US team and want this role anchored in New York.
• Annual company retreat and team off-sites in one of our offices: Singapore, Bangkok, London, and Oslo , flights and accommodation covered.
• Unlimited AI tokens , Claude, OpenAI, whatever helps you move fast.
• Your own OpenClaw for work.
• Nansen Pro account: giving you full access to the most detailed onchain data in the market.
• A team that started as data engineers and data scientists that has grown to over 80 builders. Your craft is respected here.
• Speed, ownership, curiosity, courage. These aren't values on a wall , they're how we run.
• A front-row seat (and a hand in building) the next chapter of finance.

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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 part of our rapid global expansion, we are looking for a Strategic Cloud Partner Lead to join our US Partner GTM team. Our ambitions are high and wide. To bring to market the most advanced technology, we are building a best-in-class GTM team. Builders wanted!

In this role, you will be instrumental in driving the strategy and execution for our strategic OEM and NeoCloud partnerships globally.

Responsibilities

• Build strategic partnership plans and executive relationships:

  • Identify and develop revenue generating strategic partnerships with OEMs like Dell, HPE, Cisco and neoclouds like CoreWeave, Lambda, Nebius, and others.
  • Negotiate or enhance partnership agreements and contracts, ensuring they are mutually beneficial and align with our company's interests.
  • Develop differentiated offerings to take Mistral product and model offerings to market with OEM and neocloud partners.
  • Develop and execute global and regional strategic plans to drive pipeline and co-selling activities with OEMs and Neoclouds.
  • Own end-to-end partnership responsibilities including financial business outcomes, co-sell, technical integrations, joint marketing campaigns, governance and reporting, and executive engagement strategy.

• Execute OEM and neocloud GTM plans to drive results:

  • Execute strategic partnership plans to achieve pipeline and revenue results as a critical part of the US GTM team.
  • Serve as a point of escalation to help resolve field conflicts using your network of key contacts from OEM and neocloud partners and your knowledge of each partner’s strategic priorities.
  • Lead the development and communication of the partnership performance analysis, including financial performance, agreed upon metrics, and key insights.
  • Provide enablement and support to strategic partners to ensure they are effectively promoting and selling our products or services. Company builder and collaborator:

• Collaborate with cross-functional teams to ensure the successful implementation of partnership initiatives.

• Work with Mistral engineering and products team to help advance the customer experience for Mistral’s models and tools on OEM and Neocloud technology, including defining new routes to market with OEM partners.

• Develop a strong collaboration with Mistral’s GTM team to help drive pipeline and help advance opportunities to closure.

• Align Mistral, OEM and neocloud partner regional sales teams with Mistral’s sales counterparts and facilitate a regular MBR cadence. Who you are

• Bachelor's degree in Business, Marketing, Information Technology, or a related field. An MBA or related advanced degree is preferred.

• Minimum of 10 years of experience in GTM roles with 5+ years experience in partner management, business development or sales roles.

• Knowledge of the NVIDIA partner ecosystem and the sales motion between NVIDIA and OEM and neocloud partners.

• Ideally, a strong network at global level within OEM and neocloud partners.

• Excellent negotiation, communication, and interpersonal skills.

• Strong understanding of the technology or software industry, with a focus on AI infrastructure and partnerships.

• Ability to travel as needed to meet with strategic partners and attend industry events.

• Strong analytical skills, with the ability to monitor and analyze partnership performance and provide actionable insights.

• Builder and self-starter with the ability to work independently and as part of a team. What we offer

• Competitive cash salary and equity

• Healthcare: Medical/Dental/Vision covered for you and your family

• 401K: 6% matching

• Transportation: Reimburse office parking charges, or $120/month for public transport

• Coaching: we offer BetterUp coaching on a voluntary basis

• Sport: $120/month reimbursement for gym membership

• Meal voucher: $400 monthly allowance for meals

• Visa sponsorship

• Coaching: we offer BetterUp coaching on a voluntary basis

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Own the global revenue enablement strategy, spanning onboarding, continuous learning, role readiness, messaging, and field execution.

Build and scale a high-performing enablement team (program managers, enablement leads, content owners).

Partner with Revenue Leadership to identify performance gaps and design enablement programs that drive measurable improvements in productivity, conversion, and retention.

Lead enablement for major business changes, including:

New products and features

New customer segments or verticals

New sales motions, pricing, or packaging

Develop and maintain clear standards for sales methodology, messaging, and deal execution, in close partnership with Sales and Marketing.

Design onboarding experiences that ramp new hires quickly while maintaining quality and consistency at scale.

Collaborate with Revenue Tooling to ensure enablement is tightly integrated into systems (e.g., Salesforce, LMS, CMS, AI-powered tools).

Establish metrics and reporting to measure enablement effectiveness and ROI (time to productivity, win rates, adoption, etc.).

Act as a trusted advisor to senior Revenue leaders, balancing strategic vision with hands-on execution.

There are lots of paths that could lead you to be successful in a role like this; we think the strongest candidates will have some of this experience:

10+ years of experience in Revenue Enablement, Sales Operations, Revenue Operations, or related GTM roles in a B2B environment

5+ years of people management experience, including building and scaling teams

Experience supporting complex, multi-role revenue organizations (e.g., Sales, Account Management, Partnerships)

A track record of designing enablement programs that drive measurable business impact,not just content creation

Strong cross-functional leadership skills, with the ability to influence senior stakeholders and drive alignment

Comfort operating in ambiguity and building structure where none exists

Experience leveraging data and systems (Salesforce, BI tools, LMS platforms) to inform enablement strategy

Excellent written and verbal communication skills, with the ability to distill complexity into clear, actionable guidance

The total rewards package at Mercury includes base salary, equity (stock options/RSUs), and benefits.

Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry. New hire offers are made based on a candidate’s experience, expertise, geographic location, and internal pay equity relative to peers.

Our target new hire base salary ranges for this role are the following:

US employees in New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $242,000-$300,000

US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $218,000-$273,000

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This is not a status-meeting role. This is a technical, hands-on TPM who understands systems well enough to unblock work directly , whether that's in Linear, Salesforce, data workflows, or coordination across Product, Engineering, Data, and Revenue.

In this role, you will report to the Head of Platforms & Infrastructure and play a critical role in protecting execution focus so specialized technical roles can operate at full effectiveness.

Some things you'll do on the job:

• Own delivery sequencing and execution momentum across Revenue Technology initiatives
• Translate ambiguous goals into clear scopes, milestones, and dependency maps
• Actively manage work in Linear and related tools, ensuring priorities are visible and intentional
• Identify when work is blocked, drifting, over-scoped, or colliding , and intervene early
• Partner closely with Solution Architecture, Data Strategy, Engineering, and Systems & Workflow Experience
• Perform light hands-on technical work (configuration, stopgaps, tooling hygiene) to unblock progress
• Absorb coordination load across Product, Engineering, Data Engineering, Data Science, Revenue, and vendors
• Drive planning cycles anchored to Cosmic Objectives, not ad-hoc urgency
• Make tradeoffs explicit and documented so teams can move without re-litigating decisions

You should have:

• 5+ years experience as a Technical Program Manager, Technical PM, or equivalent role in a SaaS or fintech environment
• Demonstrated ability to drive delivery across multi-team, cross-functional initiatives (Product, Engineering, Data, Revenue, vendors)
• Strong technical fluency , able to reason about systems, data flows, integrations, and platform constraints
• Hands-on experience managing work in tools like Linear, Jira, or similar, with a bias toward clarity and momentum
• Proven ability to surface dependencies, sequence work, and intervene when execution is blocked or drifting
• Excellent written and verbal communication skills, especially in ambiguous environments
• Comfort performing light hands-on technical work (tool configuration, workflow setup, stopgap solutions)

Preferred Qualifications:

• Experience supporting GTM, revenue, or customer lifecycle platforms
• Familiarity with Salesforce, data platforms, or revenue tooling ecosystems
• Experience operating within Agile / Kanban systems , with judgment about when to adapt them
• Background working closely with architecture or platform engineering teams

The total rewards package at Mercury includes base salary, equity (stock options), and benefits. Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry. New hire offers are made based on a candidate’s experience, expertise, geographic location, and internal pay equity relative to peers.

Our target new hire base salary ranges for this role are the following:

• US employees in New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $131,000 - 148,000
• US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $118,000 - $133,200
• Canadian employees (any location): CAD $124,300 - $139,900

Mercury values diversity & belonging and is proud to be an Equal Employment Opportunity employer. All individuals seeking employment at Mercury are considered without regard to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation, or any other legally protected characteristic.

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As a Salesforce Developer, you'll work closely with Architecture, Data, TPM, and Systems Experience to turn intent into reality. Your responsibilities will include:

• Building and maintaining Salesforce functionality (flows, automation, objects, permissions)
• Implementing architectural designs without diverging from intent
• Improving reliability, performance, and maintainability of GTM systems
• Reducing tech debt and replacing fragile workarounds with durable solutions
• Partnering with Data Strategy to ensure clean data generation
• Supporting integrations and tooling across the revenue stack
• Participating in incident response and platform debugging
• Helping migrate functionality into core platforms rather than adding new tools

To succeed in this role, you'll need:

• 8+ years experience in Salesforce development or platform engineering roles
• Strong hands-on experience with Salesforce automation, flows, object models, permissions, and integrations
• Excited to own and maintain API-based integrations between Salesforce and downstream/upstream systems
• Demonstrated ability to build and refactor systems with durability, performance, and maintainability in mind
• Experience partnering with cross-functional teams to implement technical solutions
• Strong debugging and problem-solving skills in production environments
• Clear communication skills and comfort explaining technical tradeoffs

Preferred qualifications include experience with Salesforce Data Cloud, familiarity with GTM workflows, revenue operations, or customer lifecycle systems, and exposure to data pipelines, ETL processes, or downstream analytics usage.

The total rewards package at Mercury includes base salary, equity (stock options), and benefits. Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry. New hire offers are made based on a candidate's experience, expertise, geographic location, and internal pay equity relative to peers.

Our target new hire base salary ranges for this role are:

• US employees in New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $158,400 - 198,000
• US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $142,600 - 178,200
• Canadian employees (any location): CAD $149,700 - $187,100

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In this role, you will report to the Head of Platforms & Infrastructure and play a central role in shaping how Mercury models, governs, and operationalizes GTM data. You’ll partner closely with Data Engineering, Data Science, Solution Architecture, Platform Engineering, etc.

Some key responsibilities include:

• Owning the definition, structure, and reliability of data originating from revenue platforms (e.g., Salesforce, GTM tools, automation systems)
• Serving as the primary decision owner for GTM-sourced tables and views used for revenue execution, forecasting inputs, lifecycle tracking, and signal-based workflows
• Designing and evolving core GTM data models across Salesforce, ETL, and analytics layers
• Partnering with Data Engineering to align GTM schemas with enterprise data models and define clear data contracts between source systems and downstream consumers
• Partnering with Data Science / Analytics to ensure revenue data is interpretable, statistically sound, and reflects how the business actually operates
• Owning clarity around data ownership boundaries, shared dependencies, and escalation paths when upstream or downstream changes impact revenue integrity
• Defining and upholding data quality, freshness, consistency, and documentation standards for revenue platforms
• Monitoring and improving pipeline reliability, performance, and scalability, proactively identifying fragile or redundant transformations
• Identifying opportunities to automate manual or error-prone data workflows and reduce operational overhead
• Acting as a data thought partner to Platforms & Infrastructure, Revenue Operations, Analytics, and Security , advising on feasibility, tradeoffs, and sequencing for data-heavy initiatives

You should have:

• 7+ years of experience in data engineering or data systems roles within SaaS or technology companies
• Deep experience designing and operating production data pipelines
• Highly proficient in SQL and experienced in data modeling
• Hands-on experience with modern data stacks (e.g., Snowflake, BigQuery, Redshift)
• Experience with ETL / ELT tooling (e.g., dbt, Airflow, Census, or similar)
• Understanding of Salesforce data models and common GTM system architectures
• Ability to translate business concepts into durable, well-structured data models
• Clear communication skills with both technical and non-technical partners

Preferred qualifications include:

• Experience supporting revenue, sales, or customer lifecycle data
• Familiarity with event-based data platforms (e.g., Data Cloud or equivalents)
• Experience working alongside platform engineering and security teams
• Exposure to data governance, access controls, and compliance considerations
• Experience mentoring or guiding other data practitioners

The total rewards package at Mercury includes base salary, equity, and benefits. Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry.

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As a Business Operations Lead, you will play a crucial role in helping to streamline business processes, assist with key product launches, and manage internal and external business development (BD) initiatives.

Your primary responsibilities will include:

• Serving as a strategic right-hand to the Chief Business Officer, providing hands-on advisory across CRM strategy, internal process design, team organisational op model, data insights, and day-to-day operational decision-making.
• Delivering analysis that helps inform team performance in market, product utilisation, forecasting insights, and revenue trends for BD.
• Building and maintaining account/client tiering and prioritisation frameworks that help BD focus on the highest-value opportunities.
• Overseeing and tracking BD objectives and key results (OKRs), ensuring alignment with our long-term vision and strategy.
• Handling day-to-day business development operations, including pipeline management, deal flow, and forecasting, to ensure the team meets its objectives efficiently.
• Developing and running training sessions for the business development team, empowering them with the tools and processes needed to succeed.
• Helping orchestrate LayerZero's presence in both internal and external BD activities, coordinating participation in key meetings, events, and collaborations.
• Assisting with go-to-market (GTM) strategies and product launches, ensuring alignment with business development efforts and customer engagement.

To be successful in this role, you will need:

• 3–5+ years of experience in business operations, revenue operations, sales operations, or a similar function, ideally within a tech startup, high-growth, or Web3 environment.
• A deep understanding of BD/sales operations: pipeline management, deal tracking, CRM administration, and forecasting methodologies.
• Proven ability to build and improve operational processes from the ground up (SOPs, automation, cross-functional workflows).
• Strong analytical skills with experience building dashboards, performance reports, and data-driven recommendations.
• Excellent cross-functional communication. You thrive as the connective tissue between BD, Finance, Legal, Product, and Marketing.
• Highly organised, proactive, and comfortable operating with a high degree of ownership and ambiguity.
• Familiarity with CRM platforms (HubSpot, Salesforce, Linear, or similar) and modern GTM tooling.
• Experience supporting or partnering closely with executive leadership is a strong plus.

LayerZero Labs is committed to fostering a diverse and inclusive workplace. LayerZero Labs is an equal opportunity employer and does not discriminate on the basis of race, national origin, religion, gender, gender identity, sexual orientation, marital status, protected veteran status, disability, age, or any other legally protected status.

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Location: New York City

About Hebbia

Hebbia is an AI platform that generates alpha and drives upside for investors and bankers. Founded in 2020, it powers investment decisions for major asset managers.

The Role

We're looking for a Post-Sales Strategy & Operations Lead to support our post-sales team (Client Partnerships, AI Strategy). As a key member of our Operations function, you will drive operational excellence of the post-sales organization, working closely with customer-facing teams to own initiatives that accelerate customer value from ideation to execution.

Responsibilities

• Act as a thought partner to post-sales teams and adjacent GTM leaders to uncover insights into the performance of the business, develop recommendations, and implement programs to enhance our post-sales functions
• Lead strategic analyses to identify trends, gaps, and opportunities for process optimization; lead cross-functional projects to drive those optimizations
• Design, build and manage a model that guides resource allocation globally by vertical
• Partner with GTM Leadership to define vertical-specific coverage models and high-impact activities across the customer lifecycle, linked to revenue outcomes. Monitor and report on vertical performance
• Drive risk & upsell forecasting and provide actionable recommendations and process improvements to manage at-risk accounts
• Ensure data cleanliness and accuracy within the GTM tech stack
• Support the post-sales teams' operating cadence and business processes
• Serve as the connective tissue between post sales and the rest of the GTM organization
• Collaborate with Revenue Operations team on top-line metrics analyses, commission inquiries and disputes, and other ad-hoc reporting requests

Requirements

• 5+ years of progressive experience in revenue/customer success/technical solutions strategy and operations or equivalent role at a high-growth SaaS company; bonus if you have experience in management consulting or banking as well
• Excellent first-principles thinking skills
• Strong analytical skills; ability to thoughtfully structure analyses, answer key business questions, and drive decision-making
• This is a first-in-seat role, you'll be working through high amounts of ambiguity and expected to work with senior leaders to prioritize initiatives
• Experience in fast-paced environments and be comfortable working both as part of a team and independently
• Demonstrated ability to prioritize workload and manage multiple concurrent projects
• Strong verbal and written communication skills; ability to work effectively with cross-functional teams
• Experience building Salesforce reports and dashboards, knowledge of how SFDC applications integrate with each other, and ability to enable team on SFDC best practices and related tools
• Familiarity with related GTM systems (Salesforce, Hubspot, Gong, Outreach, Apollo, Clay, etc.)

What We Offer

• The combined base + bonus compensation range (OTE) for this role is $160,000 - $220,000.
• Unlimited PTO
• Medical + Dental + Vision + 401K + Wellness Benefits
• Catered lunch daily + doordash dinner credit
• 3 months non-birthing parent, 4 months for birthing parent parental leave policy
• $15k lifetime fertility benefits
• Competitive equity package with unmatched upside potential

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You'll own our full GTM tech stack including Salesforce, Outreach, Gong, Apollo, Clay, Claude, and more, and be responsible for how we use AI to transform the way our field teams work. This is a high-visibility, high-ownership role that sits at the intersection of revenue strategy and technical execution.

Responsibilities:

• Identify, build, and iterate on AI-powered workflows using Hebbia, Claude, Clay, and adjacent tools for both pre- and post-sales teams
• Build and maintain prompt libraries and role-specific AI assistants that give field team members leverage in their day-to-day work; set up measurement frameworks to track what's actually moving the needle
• Own, administer, and continuously improve our core GTM tools, serving as the internal subject matter expert for each
• Keep all systems integrated and healthy, with clean data flowing across the stack so that every downstream workflow, report, and automation is built on a foundation that can be trusted
• Audit the full GTM workflow for manual, repetitive work and systematically replace it with automation across data capture, field updates, handoffs, lead enrichment, sequence enrollment, and signal monitoring
• Work closely with GTM and Operations to understand pain points, translate problems into technical solutions, and rollout processes and workflows

Requirements:

• 4 to 7 years of experience in Revenue Operations, GTM Systems, GTM Engineering, or a closely adjacent technical role in a B2B SaaS environment
• Practical experience with prompt engineering and building AI-assisted workflows using LLM APIs or tools like Claude
• Deep hands-on experience with GTM tools including Salesforce, Gong, Outreach, Apollo, and Clay, with a track record of building workflows and automations that teams actually use
• Comfortable working directly with APIs, webhooks, and data integrations. You can connect systems and debug sync issues without filing an engineering ticket
• Experience owning vendor relationships including renewals, evaluations, and contract negotiations
• Experience in fast-paced environments and be comfortable working both as part of a team and independently
• Demonstrated ability to prioritize workload and manage multiple concurrent projects
• Strong verbal and written communication skills; ability to work effectively with cross-functional teams

Total cash compensation range for this role is $140,000 to $190,000.

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Responsibilities:

• Own GTM talent pipeline: Lead full-cycle recruiting for Hebbia's commercial organization, including Sales, Sales Ops, Solutions, and Customer Success.
• Hunt for elite GTM talent: Go far beyond inbound. Proactively source and engage top-tier GTM operators through targeted outreach, creative search strategies, and deep network leverage.
• Be the face of Hebbia in the market: Serve as the first touchpoint for GTM candidates. Clearly articulate Hebbia's ambition, product differentiation, and growth trajectory ensuring every candidate is left with a compelling understanding of the opportunity.
• Deliver a world-class candidate experience: Ensure every candidate interaction is thoughtful, transparent, and high-integrity.

Who You Are:

• 4+ years experience recruiting for GTM roles in high-growth environments
• Proven success and passion for building exceptional teams, not just filling seats
• Experience in recruiting for GTM groups with flexibility to take on and quickly calibrate on new searches
• Ability to manage multiple searches and priorities simultaneously
• Effective communicator and ability to build strong partnerships with stakeholders and candidates
• Confident in ability to navigate ambiguity and a fast-paced environment

Compensation: The annual US base salary range for this role is $150,000 - $200,000. This salary range may be inclusive of several career levels at Hebbia and will be narrowed during the interview process based on the candidate's experience and qualifications. Adjustments outside of this range may be considered for candidates whose qualifications significantly differ from those outlined in the job description.

Life @ Hebbia:

• PTO: Unlimited
• Insurance: Medical + Dental + Vision + 401K + Wellness Benefits
• Eats: Catered lunch daily + DoorDash dinner credit
• Parental leave policy: 3 months non-birthing parent, 4 months for birthing parent
• Fertility benefits: $15k lifetime benefit
• New hire equity grant: Competitive equity package with unmatched upside potential

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You'll own our full GTM tech stack including Salesforce, Outreach, Gong, Apollo, Clay, Claude, and more, and be responsible for how we use AI to transform the way our field teams work. This is a high-visibility, high-ownership role that sits at the intersection of revenue strategy and technical execution.

Responsibilities:

• Identify, build, and iterate on AI-powered workflows using Hebbia, Claude, Clay, and adjacent tools for both pre- and post-sales teams
• Build and maintain prompt libraries and role-specific AI assistants that give field team members leverage in their day-to-day work; set up measurement frameworks to track what's actually moving the needle
• Own, administer, and continuously improve our core GTM tools, serving as the internal subject matter expert for each
• Keep all systems integrated and healthy, with clean data flowing across the stack so that every downstream workflow, report, and automation is built on a foundation that can be trusted
• Audit the full GTM workflow for manual, repetitive work and systematically replace it with automation across data capture, field updates, handoffs, lead enrichment, sequence enrollment, and signal monitoring

Cross-Functional Partnership:

• Work closely with the GTM and Operations teams to understand pain points, translate problems into technical solutions, and rollout processes and workflows

Who You Are:

• 4 to 7 years of experience in Revenue Operations, GTM Systems, GTM Engineering, or a closely adjacent technical role in a B2B SaaS environment
• Practical experience with prompt engineering and building AI-assisted workflows using LLM APIs or tools like Claude
• Deep hands-on experience with GTM tools including Salesforce, Gong, Outreach, Apollo, and Clay, with a track record of building workflows and automations that teams actually use
• Comfortable working directly with APIs, webhooks, and data integrations. You can connect systems and debug sync issues without filing an engineering ticket
• Experience owning vendor relationships including renewals, evaluations, and contract negotiations
• Experience in fast-paced environments and be comfortable working both as part of a team and independently
• Demonstrated ability to prioritize workload and manage multiple concurrent projects
• Strong verbal and written communication skills; ability to work effectively with cross-functional teams

Compensation:

• The total cash compensation range for this role is $140,000 to $190,000. This range may be inclusive of several career levels at Hebbia and will be narrowed during the interview process based on the candidate’s experience and qualifications. Adjustments outside of this range may be considered for candidates whose qualifications significantly differ from those outlined in the job description.

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Key responsibilities include acting as a thought partner to post-sales teams and adjacent GTM leaders to uncover insights into the performance of the business, develop recommendations, and implement programs to enhance our post-sales functions. You will also lead strategic analyses to identify trends, gaps, and opportunities for process optimization, and design, build, and manage a model that guides resource allocation globally by vertical.

In addition, you will partner with GTM Leadership to define vertical-specific coverage models and high-impact activities across the customer lifecycle, linked to revenue outcomes. You will monitor and report on vertical performance, drive risk & upsell forecasting, and provide actionable recommendations and process improvements to manage at-risk accounts.

You will ensure data cleanliness and accuracy within the GTM tech stack, support the post-sales teams' operating cadence and business processes, and serve as the connective tissue between post-sales and the rest of the GTM organization.

Requirements include 5+ years of progressive experience in revenue/customer success/technical solutions strategy and operations or equivalent role at a high-growth SaaS company. Excellent first-principles thinking skills, strong analytical skills, and the ability to thoughtfully structure analyses, answer key business questions, and drive decision-making are essential.

Additionally, you should have experience in fast-paced environments and be comfortable working both as part of a team and independently. You should be able to prioritize workload and manage multiple concurrent projects, and have strong verbal and written communication skills, with the ability to work effectively with cross-functional teams.

Preferred qualifications include experience building Salesforce reports and dashboards, knowledge of how SFDC applications integrate with each other, and the ability to enable team on SFDC best practices and related tools. Familiarity with related GTM systems (Salesforce, Hubspot, Gong, Outreach, Apollo, Clay, etc.) is also desirable.

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Field Marketing Manager

Company Background

fal is building a platform that powers creators, studios, and developers with tools for generating media.

Job Description

You will sit at the intersection of brand, community, and revenue. From meetups to executive dinners to strategic sponsorships, your job is to make fal impossible to ignore in key markets. You will be a close partner to sales, with shared goals and full ownership of field execution.

Responsibilities

• Own field marketing end-to-end , strategy, execution, and measurement , in collaboration with sales and growth
• Plan and host high-impact experiences (events, webinars, dinners, roundtables, sponsorships) designed to generate and accelerate pipeline
• Build and nurture local ecosystems , developers, creators, partners, influencers, media , to expand fal's reach and reputation
• Drive measurable results, with clear reporting on campaign performance, ROI, and contribution to revenue
• Continuously experiment and optimize, leaning into what works and iterating fast on what doesn't

Requirements

• 2–5 years of experience in field marketing, growth, or GTM roles at high-growth startups
• Know how to partner closely with sales and align marketing activations to pipeline goals
• Have strong project management skills and can juggle multiple events or campaigns at once
• Bonus: you're a confident public speaker and comfortable representing fal at events

Compensation

$150,000 - $210,000 OTE + equity + comprehensive benefits package

What We Offer

• Interesting and challenging work
• A lot of learning and growth opportunities
• We offer visa sponsorship and will help you relocate to San Francisco.
• Health, dental, and vision insurance (US)
• Regular team events and offsites

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We are looking for a visionary with 8–10 years of architectural expertise who can bridge the gap between complex financial workflows and scalable systems design. In this role, you will move beyond the "how" of configuration into the "why" of enterprise strategy.

Core Competencies

• Systems Architecture & Design Mastery: Expert-level ability to design scalable data models, complex sharing/visibility patterns, and multi-system integration strategies.

• Technical Governance & DevOps: Deep understanding of the Salesforce "Order of Execution," CI/CD pipelines, and environment management (Sandboxes to Production).

• Strategic GTM Solutioning: Ability to translate C-suite revenue goals into technical workflows that reduce friction and improve data velocity.

• Financial Services/Regulated Industry Expertise: Proven experience building in environments with high compliance, KYC/AML, and security auditing requirements.

Technical Skills

• Architectural Authority: Act as the final reviewer for all system changes, ensuring every Flow, Apex trigger, and integration adheres to enterprise-grade design patterns.

• Advanced Solutioning: Demonstrate 8–10 years of experience resolving complex problems where "Out-of-the-Box" functionality meets its limits, particularly concerning Large Data Volumes (LDV) and programmatic automation.

• FinTech Ecosystem Mastery: Navigate the complexities of integrating Salesforce with internal systems, ERPs (NetSuite), and CLM tools (Ironclad).

Complexity and Impact of Work

• Strategic Roadmap Ownership: Independently drive the bi-weekly sprint cycle, moving from a "support" mindset to a "Product Ownership" mindset where you prioritize high-impact architectural stability over ad-hoc requests.

• Security & Compliance Leadership: Work closely with Legal and Finance to ensure Salesforce meets federal banking charter standards for data segregation and auditability.

• Technical Debt Mitigation: Audit and refactor legacy configurations to ensure the system remains performant as the firm scales toward its next phase of growth.

Organizational Knowledge

• Are aware of the strategy of Anchorage Digital, the top company objectives expressing that strategy, and the main efforts underway to guarantee its successful implementation.

• Monitor the development of the company objectives and/or trends that may affect Anchorage Digital’s capacity to succeed.

• Work on issues where analysis of situations or data requires an in-depth knowledge of organizational objectives.

Communication and Influence

• Help team members understand the strategic goals of Anchorage and how their work relates to these.

• Effectively and proactively communicate strategy, rationale, and progress within the team and to external stakeholders.

• Promote a positive environment, listen and speak with empathy to their team members and other villagers.

• Understand others' context or underlying needs, motivations, emotions or concerns and adjust communication to ensure maximum impact and effectiveness.

• Face sensitive and complex situations which require the ability to change the thinking of, or gain acceptance from, while preserving relationships.

• Interact occasionally with senior management or executive members on matters concerning several functional areas, departments, and/or customers.

• Act as an ambassador and role model of Anchorage’s culture and values.

• Ensure cross-functional alignment in delivering on go-to-market objectives.

You may be a fit for this role if you have:

• Tenure: 8–10+ years of Salesforce-specific solutioning experience, with a clear progression from Administrator to Architect.

• Certifications: Possession of the Salesforce Application Architect or System Architect credentials (or the individual "Designer" certifications that comprise them).

• Domain Expertise: Significant experience in Financial Services, Crypto, or FinTech, specifically dealing with the security and data integrity needs of a regulated institution.

• GTM Fluency: Deep familiarity with the modern "Revenue Stack," including CPQ, HubSpot/Marketo integrations, and BI reporting (Looker).

Although not a requirement, bonus points if:

• You have experience with Apex and LWC (Lightning Web Components),while this is a Strategy/Ops role, the ability to read and vet code is a massive differentiator.

• You hold a Certified Technical Architect (CTA) designation or are actively pursuing the review board.

• You were emotionally moved by the soundtrack to Hamilton, which chronicles the founding of a new financial system. :)

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This work takes grit, because we move fast, without ever sacrificing craft or quality. Our mission is to bring development superpowers to everyone. From entrepreneurs launching their first idea to global enterprises scaling their digital presence, we empower teams to design, launch, and optimize for the web without barriers.

We are seeking a strategic and hands-on Senior Enablement Manager to design, deliver, and continuously evolve enablement for our Solution Engineering, Solution Architecture, and Customer Success Manager teams. This role is responsible for setting the gold standard for how customer-facing technical and post-sales teams ramp, deepen product mastery, and deliver exceptional customer outcomes with Webflow.

This role sits at the intersection of role excellence and solution expertise. You will build scalable onboarding in partnership with our Revenue Enablement Onboarding Manager and ongoing enablement programs that blend Webflow product knowledge, technical acumen, and customer-facing skills, ensuring SEs, SAs, and CSMs are confident, credible, and effective at every stage of the customer journey.

Our Solution Engineering, Solution Architecture, and Customer Success teams are critical to how customers experience and succeed with Webflow. This role directly shapes how these teams ramp, grow, and deliver value,driving stronger customer outcomes, higher adoption, and long-term retention. You’ll play a key role in scaling excellence across our most technical and strategic customer-facing teams.

You’ll be a visible presence across these teams,especially during monthly in-person onboarding sessions at our San Francisco HQ and a trusted partner to Solutions and CS leadership.

About the role:

• Location: Remote-first (United States; BC & ON, Canada)
• You will be required to work from our SF office 1 week per month (subject to change) for team meetings, collaboration sessions, and other business needs as requested by leadership.
• Full-time
• Permanent
• Exempt
• The cash compensation for this role is tailored to align with the cost of labor in different geographic markets. We've structured the base pay ranges for this role into zones for our geographic markets, and the specific base pay within the range will be determined by the candidate’s geographic location, job-related experience, knowledge, qualifications, and skills.
• United States (all figures cited below are in USD and pertain to workers in the United States)
• Zone A: $140,000 - $175,000
• Zone B: $133,000 - $166,000
• Zone C: $126,000 - $158,000

This role is also eligible to participate in Webflow's company-wide bonus program. Target amounts are a percentage of base salary and vary by career level. Payouts are based on company performance against established financial and operational goals.

Responsibilities:

• Own the Solutions & CS Enablement Journey
• Webflow product and platform knowledge
• Solution positioning and technical storytelling
• Customer lifecycle and use-case-driven workflows

• Design and deliver a thoughtful, role-specific programs for SEs, SAs, and CSMs, with a strong emphasis on:
• Blend VILT, self-paced learning, hands-on labs, and in-person sessions, including monthly facilitation at SF HQ for revenue new hires.
• Partner closely with Product, Engineering, Sales, RevOps, and CS leadership to ensure onboarding content is accurate, current, and aligned to roadmap and GTM priorities.
• Define clear ramp milestones, certifications, and readiness criteria by role.

• Partner with Solutions & Customer Success Leadership
• Serve as the strategic enablement partner to SE, SA, and CS leaders.
• Equip managers with coaching frameworks, role-specific playbooks, and skill assessment tools to support ongoing development.
• Establish tight feedback loops to identify skill gaps, product knowledge needs, and performance trends across teams.

• Lead Ongoing Role & Solution Skill Development
• Solution discovery and technical qualification
• Architecture and implementation conversations
• Demo excellence and solution storytelling
• Value articulation and business outcomes
• Customer onboarding, adoption, and expansion motions

• Own post-onboarding enablement tracks that deepen both functional excellence and Webflow solution mastery, including:
• Deliver continuous learning through workshops, certifications, practice sessions, shadowing frameworks, and micro-learning.
• Partner with Product teams to translate roadmap updates into clear, actionable enablement for customer-facing roles.

• Drive Cross-Functional Alignment & Best Practices
• Collaborate closely with Revenue Enablement peers to ensure alignment across Sales, xDR, Partner, Solutions, and Customer Success enablement.
• Partner with Product Marketing, Product, RevOps, and Leadership to reinforce broader GTM strategy through enablement.
• Contribute to shared enablement frameworks, content standards, and measurement practices across the org.
• Surface insights from the field to influence future product and enablement priorities.

• Program Ownership & Enablement Operations
• Own and maintain a high-quality library of enablement content for Solutions and CS roles.
• Leverage LMS, enablement platforms, and knowledge tools to deliver scalable, measurable programs with fluency in AI.
• Track proficiency, ramp progress, and performance impact.
• Continuously iterate based on data, feedback, and evolving business needs.

• Facilitation & Presence
• Lead live training with confidence, clarity, and credibility,both virtually and in person.
• Create an inclusive, hands-on learning environment that encourages participation, practice, and peer learning.
• Model best-in-class facilitation, communication, and customer-facing behaviors.
• Willingness and ability to travel to San Francisco HQ once per month.

Requirements:

• 5-8+ years of experience in Enablement, L&D, Solutions, Sales Engineering, Customer Success, or related GTM roles.
• Strong understanding of technical and post-sales motions, including SE/SA and CSM workflows.
• Proven ability to translate complex products into clear, compelling, role-relevant learning experiences.

You’ll thrive as a Senior Enablement Manager if you have:

• Excellent facilitation and stage presence; comfortable leading sessions for small groups or large cohorts.
• Experience designing and delivering enablement programs that drive business outcomes.
• Strong collaboration and communication skills, with the ability to build relationships with cross-functional teams.
• Ability to analyze data and feedback to inform enablement strategies.
• Passion for staying up-to-date with industry trends and best practices in enablement.

Preferred Qualifications:

• Experience working in a remote-first or distributed organization.
• Familiarity with AI-powered enablement platforms and tools.
• Strong understanding of Webflow's products and services.
• Experience working with diverse teams and stakeholders.
• Strong problem-solving and analytical skills.

What We Offer:

• Competitive salary and bonus structure.
• Comprehensive benefits package, including medical, dental, and vision insurance.
• 401(k) matching program.
• Flexible PTO policy.
• Professional development opportunities.
• Access to cutting-edge technology and tools.
• Collaborative and dynamic work environment.
• Opportunity to work with a talented and diverse team.

How to Apply:

If you're excited about this opportunity, please submit your resume and a cover letter explaining why you'd be a great fit for this role. We can't wait to hear from you!

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Responsibilities:

• Work closely with product, program, and business leaders to develop a long-term vision and execute on sales systems strategy that scales seller motions.
• Adapt prioritization and staffing decisions as the team, business, and user demands progress.
• Design and build delightful Stripe-facing tooling and business-critical services to support sales channel infrastructure.
• Ensure our infrastructure is extensible, scalable, reliable, and meets SLAs for both external and internal users.
• Improve engineering standards, tooling, and processes.
• Build, lead, and manage a high-performing team of engineers.

Requirements:

• 10+ years of software engineering experience, including at least 3+ years of management experience.
• Organizational leadership experience, including experience collaborating with executive leadership.
• Experience proactively seeking feedback from users, business leaders, and subject matter experts.
• Excellent verbal and written communication.
• Support the engineering team in achieving a high level of technical quality, reliability, and ease-of-use.
• Manage processes to help the team do its best work and engage effectively with the rest of Stripe.
• Recruit great engineers, in collaboration with Stripe's recruiting team.
• Develop engineers on the team, helping them advance in their careers.
• Contribute to engineering-wide initiatives as a member of Stripe's engineering management team.
• Collaborate with stakeholders across engineering to provide a wonderful user experience.

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Responsibilities:

• Design, develop, and own data pipelines, models, and products that power the Product, Data Science, and GTM functions
• Develop strong subject matter expertise and manage the SLAs for both data pipelines and full stack web applications that support these critical stakeholders
• Build and refine Stripe's data foundations - infrastructure, pipelines, and tools to enable various teams at Stripe - working with Scala, Spark, and Airflow
• Leverage LLM and Agents at scale to produce high-quality data on ambiguous problems
• Refine our existing data marts that help the GTM organization forecast the future potential performance of the business and reliably measure ongoing attainment toward targets
• Build data services that track key product metrics and measure the impact of different strategies employed by teams in the field

Requirements:

• Must have 6+ years of experience in a Software Engineering role, with a focus on building and maintaining data services, or data-intensive applications
• A strong engineering background and are interested in data
• Prior experience with writing and debugging data pipelines using a distributed data framework (Spark / Hadoop / Pig etc)
• An inquisitive nature in diving into data inconsistencies to pinpoint issues, and resolve deep rooted data quality issues
• Knowledge of a backend development language (such as Scala, Java, or Go) and strong SQL experience
• The ability to communicate cross-functionally, derive requirements and architect shared datasets

Preferred Requirements:

• Experience creating and maintaining Data Marts to power business reporting needs
• Experience working with Product or GTM (Sales/Marketing) teams

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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.

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 as well as personal needs.

Our offerings include Le Chat, La Plateforme, Mistral Code and Mistral Compute - a suite that brings frontier intelligence to end-users.

We are a team passionate about AI and its potential to transform society. Our diverse workforce thrives in competitive environments and is committed to driving innovation.

We are creative, low-ego and team-spirited. Join us to be part of a pioneering company shaping the future of AI. Together, we can make a meaningful impact.

Role Summary

As an early member of the US recruiting team, you will play a pivotal role in helping our build and scale various organizations from the ground up.

Responsibilities

• Partner with our tech & business hiring managers to find world-changing talent for Mistral

• You'll be charged with finding unique candidates who bring an entrepreneurial spirit, strong commitment and passion for success

• You will be responsible for guiding candidates through our hiring process and introducing them to the magic of working at Mistral

• An early joiner of Mistral, you will contribute to shaping the recruitment process and our TA machinery.

Your scope will be as follows:

Hire

• Obsessed by bringing top talents

• Successfully fulfill complex positions in multi-geography environment

• Identify, attract, and ensure high-touch candidate experience to continuously deliver high-quality candidates and meet hiring goals.

Improve processes and candidate experience

• Dive deep into data and root cause issues.

• Proactively identify and solve problems.

• Help improve our process, documentation, tooling and talent market intelligence.

• Contribute to continuous improvement and innovation in the efficiency and effectiveness of our systems, services, and processes.

About you

• 6+ years of experience in recruiting and at least 2 years of experience operating in a startup or growth stage company.

• A self-starter who is result-oriented, resourceful, innovative, intellectually curious, and who takes initiative and risks.

• You have an expertise with least two of these functions: Enterprise GTM roles; Corporate functions; Product Engineering/ Infrastructure or Science/Research Engineers

• Experience in complex recruiting and autonomous hiring in outbound contexts

• Experience working to recruit in highly competitive talent markets

• Strong written and verbal communication

• No ego and highly committed to deliver.

• Able and keen to jump from strategic topics to very hands-on work

• Open learning mindset and fast learner, demonstrated capacity to quickly grasp new complex topics

• Capability, credibility, and consultative skills to influence senior colleagues and stakeholders without authority.

• Organized, disciplined and strong at project management

• Comfortable working within the ambiguity of a small, growing startup with a strong desire to turn that ambiguity into a well-defined machine.

• Target driven, detail oriented and approachable with the ability to prioritize and work well in an environment with competing demands.

• Ideally, proficiency with Lever, LinkedIn Recruiter, and Modernloop

• Ideally, you have a track record of recruiting both in business & tech roles

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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.

We are a global company with teams distributed between France, USA, UK, Germany and Singapore. We are a diverse workforce that thrives in competitive environments and is committed to driving innovation.

Why This Role Matters

You will be the technical linchpin between Mistral and our strategic partners in ASEAN (Nvidia, Dell, Hyperscalers, Global System Integrators), translating our open-weight models and sovereign AI architecture into deployable, scalable solutions.

By designing joint architectures, influencing partner GTM motions, and earning a seat at the CIO/CTO table, you will accelerate Mistral’s technical credibility and deployment velocity across Asia Pacific.

This is a foundational role where you will define how open-weight AI is operationalized at scale in the region.

What You Will Do

Partner Technical Leadership & Architecture Design

• Lead the technical design, deployment, and enablement of Mistral’s partner solutions, bridging our AI models with partner infrastructure (Nvidia, Dell, Hyperscalers, GSIs) to deliver scalable AI Labs, AI Factories, and sovereign AI architectures.

• Serve as the trusted technical advisor to partner CTOs, CIOs, and engineering leaders—shaping joint architectures, guiding GPU/model deployment strategies, and accelerating GTM execution.

• Design reference architectures and deployment patterns for partner-led implementations (e.g., multi-GPU inference clusters, AI Lab topologies, private AI clouds).

• Innovate the Executive Briefing Center (EBC) function for technical leaders (CIOs, CTOs, CDOs), positioning Mistral as the default choice for enterprise AI.

• Co-design sovereign AI reference architectures with Nvidia and Dell (H100, H200, GB200 platforms).

Co-Sell & Revenue Enablement

• Collaborate with Mistral’s partner and sales teams to progress deals, providing technical expertise to penetrate accounts and influence GTM pipeline.

• Support partners in qualifying/disqualifying opportunities, ensuring Mistral solutions unlock maximum value for customers.

• Deploy Mistral’s enterprise AI suite (models, fine-tuning, use-case building) in partner-led environments, tailoring solutions to customer requirements.

Trusted Advisor & Lighthouse Implementations

• Drive strategic partner-led opportunities through technical discovery, architecture design, and POC execution.

• Lead lighthouse deployments that become referenceable case studies (e.g., Singtel AI Grid, Accenture AI Lab).

• Establish a scalable partner enablement framework, training 100+ partner engineers across ASEAN.

Product Feedback & Internal Collaboration

• Coordinate with Mistral’s product and engineering teams to relay partner-specific requirements and feedback.

• Align joint GTM and technical execution between Mistral Science, Partner Engineering, and partner field teams.

About You

Must-Have

• 10–15 years’ experience in partner-facing technical sales or solution architecture (e.g., Partner SA, Alliance Architect, Partner Technology Strategist).

• Proven ability to engage C-suite and senior technical stakeholders (CTO, CIO, Chief Architect) in strategic architecture discussions.

• Deep GenAI/LLM expertise: RAG, fine-tuning, prompt engineering, model evaluation, and deployment patterns.

• Technical mastery of AI/ML infrastructure (GPU clusters, cloud platforms, model deployment frameworks).

• Track record of co-designing/deploying joint solutions with ecosystem partners (Nvidia, Dell, AWS, Accenture, etc.).

• Executive communication: Ability to articulate science-driven value propositions to technical and business audiences.

• Entrepreneurial mindset: Operates autonomously in high-growth environments; creates playbooks, not follows them.

• Fluent in English; confident working across diverse, cross-cultural teams in Asia.

Nice-to-Have

• Experience with open-weight LLMs or open-source AI stacks (Mistral, Hugging Face, LangChain, vLLM, RAG frameworks).

• Prior involvement in AI Lab, AI Factory, or Sovereign Cloud deployments.

• Familiarity with data governance, model evaluation, and GPU sizing for large-scale inference.

• Network across GSIs and infrastructure partners in Asia

• Exposure to multi-region partner programs or joint GTM initiatives in APJ.

• Bonus languages: Korean, Japanese, or Mandarin for regional partner engagement.

What we offer

• 💰 Competitive cash salary and equity

• 🚑 Health Insurance : Best in Class

• 🥎 Sport : $90 for gym membership allowance

• 🥕 Food : $200 monthly allowance for meals (solution might evolve as we grow bigger)

• 🚴 Transportation : $120/month for public transport or Parking charges reimbursed

• 🏝️ PTO: 18 per year

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Reporting to the VP of Revenue Operations, you'll turn tribal knowledge into actionable enablement—shortening ramp times and maximising performance in a fast-growing environment.

Key Responsibilities:

• Build & Scale the Enablement Function: Define the core enablement charter, scope, and governance, creating a robust GTM wiki and systems to ensure it's a reliable resource for Sales.
• Own the Onboarding Experience: Develop and execute a standardised onboarding framework for Account Executives, aligning it with hiring and ramp objectives.
• Drive Strategic Sales Plays: Launch problem-based sales plays, including talk tracks, battle cards, demo flows, and value calculators.
• Centralise Knowledge & Enable Self-Service Learning: Consolidate documentation into a scalable, AI-powered GTM wiki (leveraging Le Chat).
• Measure & Optimise Impact: Go beyond vanity metrics—focus on ramp time, win rates, pipeline coverage, and forecast accuracy to measure enablement effectiveness.

Requirements:

• Proven Enablement Leader: 7+ years of Sales/Revenue Enablement experience in high-growth, technical, and global sales organisations.
• Technical & AI-Savvy: Deep understanding of AI, cloud, or enterprise SaaS products, with the ability to design programs that drive technical proficiency and market readiness.
• Data-Driven Strategist: You use analytics, win/loss insights, and performance metrics to shape strategy, prioritise initiatives, and measure impact.
• Strategic Builder: Experienced in structuring scalable frameworks and tools in fast-paced environments, turning ambiguity into actionable systems with a 'V1 mindset'.
• Collaborative Influencer: Skilled at partnering with Revenue Operations, Sales Leadership, and Product Marketing to align enablement with business goals and foster an AI-first culture.
• Global Thinker: Comfortable adapting enablement strategies for international teams, with experience in multi-regional sales organisations.
• Results-Oriented: Sharp business acumen with a focus on shortening ramp times, increasing productivity, and driving revenue growth through scalable solutions.
• Tech-Forward: Familiar with AI-driven sales tools, CRM systems, and sales methodologies, integrating them seamlessly into enablement programs.
• Agile & Adaptable: Thrives in dynamic environments, balancing strategic vision with hands-on execution to meet evolving business needs.
• Inclusive Leader: Committed to fair, transparent, and inclusive enablement practices that empower diverse teams.

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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 Business, Life Sciences team at OpenAI tackles domains where frontier AI can transform science and industry, requiring new approaches that cut across GTM, Research, and Product. Our charter is to prove out high-leverage applications, build the right partnerships, and turn early experiments into sustainable operating models. In life sciences, we work with Research to extend scaling laws into biology and chemistry, aligning scientific progress with real-world deployment.

About the role

We are hiring a Business Lead to own account and market strategy for a portfolio of strategic life sciences organizations and research institutions. You will translate their highest-leverage priorities and constraints into a multi-year partnership strategy, a joint roadmap, and clear governance.

You will orchestrate the internal deal and deployment team to deliver outcomes in regulated environments. We measure success through delivery of customer outcomes, closed-won revenue, and long-term expansion.

This role is based in San Francisco, New York, or London. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. Travel up to 30% is required.

In this role, you will:

• Own account and market strategy for a portfolio of life sciences partners, including segmentation, account plans, executive mapping, multi-threading, and a clear plan to expand usage over time.

• Build and maintain credibility with customers by translating scientific priorities and risk constraints into joint roadmaps, success metrics, and delivery plans teams can champion and execute.

• Drive revenue by leading complex deal cycles from positioning through close, including commercial structuring, pricing, and contracting in close partnership with Research, FDE, Legal, Security/GRC, and Finance.

• Run partnership governance that sustains outcomes and expansion, including exec steering, QBRs, escalation paths, and crisp renewal and expansion plans.

• Orchestrate cross-functional teams across Product, Engineering, Research, Security/GRC, and GTM to remove blockers, align decision-makers, and deliver partner outcomes on schedule.

• Identify and prioritize opportunities where scientific impact and partner value align, and manage trade-offs when priorities conflict across near-term delivery and longer-term platform bets.

• Set and defend launch expectations in regulated contexts, ensuring inspection readiness, evidence standards, and reviewer trust under delivery pressure.

You might thrive in this role if you:

• Bring 8+ years of experience leading enterprise GTM, strategic partnerships, or commercialization for technical products in regulated life sciences (biotech, pharma, CROs, clinical research, or scientific software), with a track record of closing and expanding multi-year deals, including executive-level buyer mapping and multi-threaded deals.

• Have led commercialization of technical products where adoption, governance, and executive trust determined expansion, and can translate deployment evidence into a clear business case for R&D leadership.

• Build trust with clinical, regulatory, privacy, and safety stakeholders by aligning contract terms, controls, and delivery plans to risk posture and inspection readiness.

• Communicate clearly across scientific, technical, and executive audiences, adapting language to drive alignment, decisions, and delivery.

• Build alignment across researchers, builders, and commercial teams, internally and with partners across industry, startups, and academia.

• Apply systems thinking with high execution standards, turning failures or escalations in regulated environments into improved operating standards and stronger partner governance.

• Hold a strong thesis on AI x Science and place credible market bets on which biology and chemistry problems to pursue, then turn them into focused account plans and repeatable motions.

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 techno

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This role will be responsible for building out the Product Marketing practice at Constructor - owning Constructor’s product positioning, messaging architecture, launch strategy, and competitive intelligence.

Reporting to the Chief Marketing Officer, you’ll partner closely with sales, product, customer success, growth marketing, and executive leadership to help ecommerce retailers understand the advantages to using Constructor.

Constructor is an incredibly powerful and broad platform with a high velocity of feature and product releases designed for different types of users across ecommerce.

We're looking for someone who can bring clarity and precision to that complexity: someone who can define and articulate what makes each product or capability truly differentiated, and help ensure customers and prospects alike understand the full value of each element.

This position is equal parts strategist and builder - setting direction, developing people, and rolling up your sleeves to build the many artifacts that form a robust product marketing org.

You will work closely with our product leaders to launch new products, add-ons and features, with our content marketing team to create thought leadership, with growth marketing to drive pipeline and product content and with sales to ensure the GTM functions are enabled on key launches and competitors.

Any feature or product launch, with the product team, will include a bill of materials focused on value proposition, personas, objection handling, competition and more.

Responsibilities

Product Positioning and messaging

• Define and evolve clear, differentiated positioning across our platform, products, and key features

• Translate complex product capabilities into customer-facing language that emphasizes outcomes and value

• Build and maintain messaging frameworks that scale across marketing, sales, and customer teams

• Create educational content in the form of thought leadership content, blog posts, tutorials, videos etc. that support initiatives

• Collaborate with the content and growth marketing team on customer story and case study creation

• Equip Sales with the narratives, tools, and content to win

Go-to-market leadership

• Lead and orchestrate product launches from strategy through execution that are crisp, focused, and actually land with customers

• Partner with Product on roadmap communication and prioritization

• Identify gaps in capabilities and proactively build the function to address them

Customer & market insight

• Be the voice of the customer and the market internally

• Drive deep understanding of buyer personas, ICP, industry knowledge, use cases, and buying triggers

• Own competitive intelligence and positioning

Team leadership

• Build, mentor, and lead a high-performing product marketing team

• Partner closely with Product, Demand, and Sales leaders

• Leverage AI and modern tools to gain insights, streamline processes, and improve efficiency

Requirements

• 10+ years in B2B SaaS marketing, with significant product marketing leadership experience

• Background in ecommerce and/or retail tech is a plus

• Experience at high-growth startups where agility, resourcefulness, and a strong sense of ownership are vital

• Proven success owning positioning, messaging, and GTM for complex, technical products

• Experience managing and scaling PMM teams

Skills

• Exceptional storyteller — written, verbal, and visual - who brings creativity to every element

• Deep comfort with technical or complex products and familiarity with AI/ML fundamentals

• Strong cross-functional leader who can influence without authority

• Analytical mindset with the ability to support strategic decisions with market research and performance data; skilled in ROI analysis and experimentation.

• Excellent project management and attention to detail, able to manage complex initiatives from concept to execution.

• A growth mindset with creativity, ambition, and a proactive approach to problem-solving and innovation.

Mindset

• Customer-obsessed and market-driven

• Strategic thinker who still enjoys being hands-on

• Comfortable with ambiguity and rapid change

• Creative mind who brings fresh perspectives

• High standards, low ego

Benefits

• Unlimited vacation time - we strongly encourage all of our employees take at least 3 weeks per year

• A competitive compensation package including stock options

• Fully remote team - choose where you live

• Work from home stipend! We want you to have the resources you need to set up your home office

• Apple laptops provided for new employees

• Training and development budget for every employee, refreshed each year

• Maternity & Paternity leave for qualified employees

• Work with smart people who will help you grow and make a meaningful impact

• Diversity, Equity, and Inclusion at Constructor

At Constructor we are committed to cultivating a work environment that is diverse, equitable, and inclusive. As an equal opportunity employer, we welcome individuals of all backgrounds and provide equal opportunities to all applicants regardless of their education, diversity of opinion, race, color, religion, gender, gender expression, sexual orientation, national origin, genetics, disability, age, veteran status or affiliation in any other protected group.

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As a GTM Strategy & Operations Business Partner supporting the AMER Enterprise organization, you will work closely with sales leadership to be a deep expert in a critical segment of our fastest-growing business. This role supports the AMER Enterprise team, one of Anthropic's largest and most strategically significant commercial organisations, and will partner directly with executives to drive strategic analysis, operational efficiency, and growth initiatives across emerging and developing verticals while supporting critical global strategic initiatives.

Responsibilities:

Strategic Analysis, Operations & Planning

Partner with Global and AMER Enterprise segment leaders to analyse and refine segment-specific strategy including territory planning, resource allocation, performance to plan, and growth initiatives

Support development of targeted strategies across different customer segments and verticals based on their unique characteristics, product-market fit trajectories, and needs

Maintain excellence through business reviews and operating cadences to help achieve company revenue targets and strategic objectives

Be audible-ready about GTM efforts and a deep expert in your segment's book of business and trends with the ability to cut right to what matters for varying audiences from IC to executive

Data-Driven Decision Support

Analyse sales performance metrics and develop insights to optimise segment performance and improve efficiency using SQL, R, or Python to query, model, and visualise data at scale

Leverage Claude to its full capability

Partner to create, evolve and maintain reporting mechanisms, using data to go from 'what' to 'why'

Synthesise tangible, strategic recommendations based on go-to-market motions, deal outcomes, partner and customer feedback, and product opportunities

Build and maintain dashboards, models, and ad hoc analyses in spreadsheets and BI tools with mastery-level proficiency

Go-to-Market Execution

Develop and maintain use case frameworks to capture and standardise how customers derive value

Support multiple teams and executives in leveraging insights for new deals, expansions, and retention strategies

Partner with GTM teams to evolve and refine sales motions and best practices across segments and regions

Executive Stakeholder Management

Serve as a trusted strategic advisor to senior and executive stakeholders across the GTM organisation, delivering insights and recommendations with clarity, conviction, and composure

Navigate high-stakes conversations with intense, demanding executives — maintaining poise under pressure while delivering candid, well-supported perspectives

Build deep credibility through consistent follow-through, proactive communication, and the ability to challenge assumptions respectfully when the data warrants it

Translate complex analyses into executive-ready narratives that drive decisions, managing up effectively across multiple senior leaders with competing priorities

Cross-Functional Collaboration

Work closely with Revenue Operations, Sales Enablement, Strategic Finance, and Product teams to drive initiatives and elevate excellence in course of business

Support coordination between AMER Enterprise sales segments and partnership teams

Help prepare materials for executive reviews and planning sessions

You may be a good fit if you have:

Must-Haves

Deep alignment to Anthropic's mission

5+ years of experience in sales strategy, revenue operations, management consulting, or GTM operations

Proficiency in SQL or R — you can independently write queries, build models, and extract insights from large datasets without relying on others

Mastery of spreadsheet tools and data (Google Sheets / Excel) — pivot tables, complex formulas, data modelling, and scenario analysis are second nature to you

Strong analytical skills with the ability to translate data into actionable insights and compelling executive narratives

Deep experience with GTM systems like Salesforce and business intelligence tools (Looker, Tableau, etc.)

Proven executive stakeholder management skills — you have a track record of presenting to and influencing C-suite and VP-level leaders in high-intensity environments.

An ability to pull signal through noise and an internal drive to create clarity. You strive for simplicity as the most elegant solution to complex situations.

A demonstrated ability to build trust with and influence a variety of stakeholders, including colleagues and other members of the GTM Strategy and Revenue Operations team

A healthy balance of idealism with pragmatism and the highest internal bar for excellence. You have been accountable for the results of your work and are driven to deliver high-quality outcomes.

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You will be responsible for leading and growing the pre-sales team that partners with account executives to help those companies understand and deploy Anthropic's products, including Claude for Enterprise, Claude Code, and the API. This will include leveraging your technical skills and consultative sales experience to hire great people, establish processes for the team to scale, and represent Anthropic directly at strategic customer engagements.

You will hire, manage, and guide a team of pre-sales Solutions Architects by providing both technical guidance and career development. You will set goals for your team in collaboration with sales and other parts of the organisation that establish baseline expectations for performance.

You will 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. You will partner closely with Industries sales leadership to identify new strategies to drive adoption of Anthropic products within specific verticals or horizontal use cases.

You will work with cross-functional teams like product and engineering to ensure Anthropic prioritises customer feedback or resolves blockers to adoption. You will travel to customer sites or conferences for executive-level sessions, technical workshops, and relationship building.

You will establish a shared vision for creating solutions that enable beneficial and safe AI in technology products. You will contribute to thought leadership through conference presentations, webinars, and technical content creation. You will stay current with emerging AI/ML trends and the competitive landscape.

You may be a good fit if you have 7+ years of experience as a Solutions Architect, Sales Engineer, or similar pre-sales technical role. You will have 3+ years of technical pre-sales management experience. You will have sold complex technical products to Fortune 500 companies, especially in verticals like financial services, healthcare life sciences, and retail.

You will have deep technical proficiency with enterprise AI use cases, API integrations, and LLM deployments. You will thrive in building and rapidly scaling teams and processes within ambiguous and fast-moving environments. You will have excellent communication, collaboration, and coaching abilities.

You will have strong executive presence and ability to foster deep relationships with technical leaders and engineering teams at Fortune 500 companies. You will have at least a high level familiarity with the architecture and operation of LLMs. You will have a passion for making powerful technology safe and societally beneficial.

You will stay up-to-date and informed by taking an active interest in emerging research and industry trends within AI.

Strong candidates may have experience in enterprise pre-sales leadership at scale, AI technical depth, and executive engagement. They may have multi-segment GTM experience and a proven track record adapting technical approaches across customer segments.

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

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