Collaborating with cross-functional teams, you will leverage cutting-edge technologies and industry insights to deliver seamless, personalized customer journeys that drive business growth and loyalty.

This role leads North America Financial Services' Digital Customer Experience (DCX) technology strategy and major transformation deals. The leader owns large pursuit strategy end-to-end,shaping solutions, developing value narratives, estimating, differentiating competitively, and guiding cross-functional teams,while engaging C-suite stakeholders to deliver outcomes in growth, experience, and efficiency.

Responsibilities include defining CX vision and maturity, designing journey transformations and operating models, and translating pain points into multi-year roadmaps. The role also sets enterprise CX technology strategy across CRM, marketing automation, case management, personalization, journey orchestration, and intelligent operations, ensuring scalable architectures and ROI. Finally, it drives thought leadership and partner ecosystem initiatives with key platforms and fintech/AI partners.

Key Responsibilities:

1. Lead All Large Digital Customer Experience Deals

• Serve as the executive deal lead for all large and strategic CX transformation pursuits across North America.

• Own deal strategy, encompassing shaping, solutioning, storytelling, value articulation, estimation, and competitive differentiation.

• Lead cross-functional pursuit teams (strategy, architecture, delivery, pricing, industry, partner ecosystem) to craft compelling proposals.

• Engage directly with C-suite stakeholders to define outcomes tied to revenue growth, customer experience improvement, and operational efficiency.

• Act as the primary executive representative and brand ambassador for all major DCX transformations.

1. Customer Experience Strategy and Consulting

• Lead CX visioning, maturity assessments, journey transformation strategies, and future state operating model design.

• Advise financial services leaders on unifying sales, service, marketing, and operations with modern digital, cloud, data, and AI platforms.

• Translate customer pain points into multi-year, multi-platform transformation roadmaps.

1. Enterprise CX Technology Strategy

• Define and articulate the overarching technology strategy for digital CX initiatives within the financial services industry, aligning with business objectives and customer-centric goals.

• Develop enterprise technology solution strategies for CRM, marketing automation, case management, personalization, journey orchestration, and intelligent operations.

• Work closely with solution architects to ensure that technology solutions across various stacks are cohesive, scalable, and effectively address customer needs and business requirements.

• Guide clients on platform selection, modernization, integration, and maximizing ROI.

1. Customer-Centric Program Planning

• Focus intensely on customer goals, developing comprehensive program plans that drive measurable outcomes and enhance the overall customer experience.

• Build program plans, value frameworks, governance structures, and executive reporting models for large-scale CX transformations.

1. Market and Thought Leadership

• Create compelling thought leadership on the future of CX, AI-driven servicing, personalized banking, and connected customer journeys.

• Present at industry forums and executive briefings, shaping brand perception in the market.

• Develop frameworks, accelerators, and methodologies that differentiate our CX practice.

1. Partner Ecosystem Leadership

• Leverage strategic relationships with Salesforce, Microsoft, Adobe, Pega, and key fintech/AI partners.

• Shape co-innovation initiatives and joint go-to-market (GTM) strategies.

• Stay ahead of platform roadmaps, competitive dynamics, and new capabilities.

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Collaborating with cross-functional teams, you will leverage cutting-edge technologies and industry insights to deliver seamless, personalized customer journeys that drive business growth and loyalty.

This role leads North America Financial Services' Digital Customer Experience (DCX) technology strategy and major transformation deals. The leader owns large pursuit strategy end-to-end,shaping solutions, developing value narratives, estimating, differentiating competitively, and guiding cross-functional teams,while engaging C-suite stakeholders to deliver outcomes in growth, experience, and efficiency.

Responsibilities include defining CX vision and maturity, designing journey transformations and operating models, and translating pain points into multi-year roadmaps. The role also sets enterprise CX technology strategy across CRM, marketing automation, case management, personalization, journey orchestration, and intelligent operations, ensuring scalable architectures and ROI. Finally, it drives thought leadership and partner ecosystem initiatives with key platforms and fintech/AI partners.

Key Responsibilities:

1. Lead All Large Digital Customer Experience Deals

• Serve as the executive deal lead for all large and strategic CX transformation pursuits across North America.
• Own deal strategy, encompassing shaping, solutioning, storytelling, value articulation, estimation, and competitive differentiation.
• Lead cross-functional pursuit teams (strategy, architecture, delivery, pricing, industry, partner ecosystem) to craft compelling proposals.
• Engage directly with C-suite stakeholders to define outcomes tied to revenue growth, customer experience improvement, and operational efficiency.
• Act as the primary executive representative and brand ambassador for all major DCX transformations.

1. Customer Experience Strategy and Consulting

• Lead CX visioning, maturity assessments, journey transformation strategies, and future state operating model design.
• Advise financial services leaders on unifying sales, service, marketing, and operations with modern digital, cloud, data, and AI platforms.
• Translate customer pain points into multi-year, multi-platform transformation roadmaps.

1. Enterprise CX Technology Strategy

• Define and articulate the overarching technology strategy for digital CX initiatives within the financial services industry, aligning with business objectives and customer-centric goals.
• Develop enterprise technology solution strategies for CRM, marketing automation, case management, personalization, journey orchestration, and intelligent operations.
• Work closely with solution architects to ensure that technology solutions across various stacks are cohesive, scalable, and effectively address customer needs and business requirements.
• Guide clients on platform selection, modernization, integration, and maximizing ROI.

1. Customer-centric program planning

• Focus intensely on customer goals, developing comprehensive program plans that drive measurable outcomes and enhance the overall customer experience.
• Build program plans, value frameworks, governance structures, and executive reporting models for large-scale CX transformations.

1. Market and Thought Leadership

• Create compelling thought leadership on the future of CX, AI-driven servicing, personalized banking, and connected customer journeys.
• Present at industry forums and executive briefings, shaping brand perception in the market.
• Develop frameworks, accelerators, and methodologies that differentiate our CX practice.

1. Partner Ecosystem Leadership

• Leverage strategic relationships with Salesforce, Microsoft, Adobe, Pega, and key fintech/AI partners.
• Shape co-innovation initiatives and joint go-to-market (GTM) strategies.
• Stay ahead of platform roadmaps, competitive dynamics, and new capabilities.

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Collaborating with cross-functional teams, you will leverage cutting-edge technologies and industry insights to deliver seamless, personalized customer journeys that drive business growth and loyalty.

This role leads North America Financial Services' Digital Customer Experience (DCX) technology strategy and major transformation deals. The leader owns large pursuit strategy end-to-end,shaping solutions, developing value narratives, estimating, differentiating competitively, and guiding cross-functional teams,while engaging C-suite stakeholders to deliver outcomes in growth, experience, and efficiency.

Responsibilities include defining CX vision and maturity, designing journey transformations and operating models, and translating pain points into multi-year roadmaps. The role also sets enterprise CX technology strategy across CRM, marketing automation, case management, personalization, journey orchestration, and intelligent operations, ensuring scalable architectures and ROI. Finally, it drives thought leadership and partner ecosystem initiatives with key platforms and fintech/AI partners.

Key Responsibilities:

• Lead All Large Digital Customer Experience Deals

• Customer Experience Strategy and Consulting

• Enterprise CX Technology Strategy

• Customer-centric program planning

• Market and Thought Leadership

• Partner Ecosystem Leadership

Requirements:

• Education: Bachelor's degree in Computer Science, Information Systems, Engineering, Business, Finance, Marketing, or a related field. Master's degree in MBA (strategy/finance/marketing), MS in Information Systems / Computer Science / Data & Analytics, or similar.

• Experience: 20+ years leading digital transformation programs in CX, CRM, customer service, marketing, or customer operations.

• Strategic Leadership Skills: Executive-level presence and consultative influence. Ability to build and defend multi-year CX transformation strategies and business cases.

• Technical and Domain Skills: Strong understanding of CRM and sales transformation, contact center modernization, marketing automation, customer data platforms (CDPs), analytics, and AI.

• Preferred Qualifications: Experience in top-tier consulting or system integration firms. Strong understanding of AI/ML, Generative AI (GenAI), and automation applied to customer experience.

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Collaborating with cross-functional teams, you will leverage cutting-edge technologies and industry insights to deliver seamless, personalized customer journeys that drive business growth and loyalty.

This role leads North America Financial Services' Digital Customer Experience (DCX) technology strategy and major transformation deals. The leader owns large pursuit strategy end-to-end,shaping solutions, developing value narratives, estimating, differentiating competitively, and guiding cross-functional teams,while engaging C-suite stakeholders to deliver outcomes in growth, experience, and efficiency.

Responsibilities include defining CX vision and maturity, designing journey transformations and operating models, and translating pain points into multi-year roadmaps. The role also sets enterprise CX technology strategy across CRM, marketing automation, case management, personalization, journey orchestration, and intelligent operations, ensuring scalable architectures and ROI. Finally, it drives thought leadership and partner ecosystem initiatives with key platforms and fintech/AI partners.

Key Responsibilities:

1. Lead All Large Digital Customer Experience Deals

• Serve as the executive deal lead for all large and strategic CX transformation pursuits across North America.
• Own deal strategy, encompassing shaping, solutioning, storytelling, value articulation, estimation, and competitive differentiation.
• Lead cross-functional pursuit teams (strategy, architecture, delivery, pricing, industry, partner ecosystem) to craft compelling proposals.
• Engage directly with C-suite stakeholders to define outcomes tied to revenue growth, customer experience improvement, and operational efficiency.
• Act as the primary executive representative and brand ambassador for all major DCX transformations.

1. Customer Experience Strategy and Consulting

• Lead CX visioning, maturity assessments, journey transformation strategies, and future state operating model design.
• Advise financial services leaders on unifying sales, service, marketing, and operations with modern digital, cloud, data, and AI platforms.
• Translate customer pain points into multi-year, multi-platform transformation roadmaps.

1. Enterprise CX Technology Strategy

• Define and articulate the overarching technology strategy for digital CX initiatives within the financial services industry, aligning with business objectives and customer-centric goals.
• Develop enterprise technology solution strategies for CRM, marketing automation, case management, personalization, journey orchestration, and intelligent operations.
• Work closely with solution architects to ensure that technology solutions across various stacks are cohesive, scalable, and effectively address customer needs and business requirements.
• Guide clients on platform selection, modernization, integration, and maximizing ROI.

1. Customer-centric program planning

• Focus intensely on customer goals, developing comprehensive program plans that drive measurable outcomes and enhance the overall customer experience.
• Build program plans, value frameworks, governance structures, and executive reporting models for large-scale CX transformations.

1. Market and Thought Leadership

• Create compelling thought leadership on the future of CX, AI-driven servicing, personalized banking, and connected customer journeys.
• Present at industry forums and executive briefings, shaping brand perception in the market.
• Develop frameworks, accelerators, and methodologies that differentiate our CX practice.

1. Partner Ecosystem Leadership

• Leverage strategic relationships with Salesforce, Microsoft, Adobe, Pega, and key fintech/AI partners.
• Shape co-innovation initiatives and joint go-to-market (GTM) strategies.
• Stay ahead of platform roadmaps, competitive dynamics, and new capabilities.

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Key responsibilities include:

• Setting the executive vision, strategy, and multi-year roadmap for ZoomInfo's GTM Technology portfolio and revenue platform ecosystem.
• Serving as the executive product owner for end-to-end GTM technology platforms spanning CPQ, pricing, quoting, ordering, subscriptions, billing, and post-sales revenue systems.
• Translating company growth strategy and evolving GTM motions into scalable, enforceable platform capabilities that support a global enterprise.
• Leading and driving cross-functional executive alignment across Sales, Finance, RevOps, Product, and Enterprise Applications on priorities, investment decisions, and sequencing.
• Sponsor and guide major platform transformations, including the Revenue Cloud Advanced transition, ensuring long-term architectural integrity, scalability, and business continuity.
• Establishing and owning governance and decision frameworks that balance delivery velocity, compliance, and platform durability at scale.
• Defining and institutionalizing the GTM Tech product and platform operating model, including roadmap discipline, investment planning, and outcome-based accountability.
• Building, attracting, and developing a world-class organization of product leaders accountable for measurable business outcomes and platform excellence.

Requirements include:

• 15+ years of progressive product and technology leadership experience across enterprise SaaS and GTM systems environments, with significant time in executive or VP-level roles.
• Demonstrated executive ownership of large-scale Quote-to-Cash or Lead-to-Cash transformations, including CPQ migrations, platform consolidations, and enterprise system modernization at a global scale.
• Deep experience partnering with Engineering, Finance, and Enterprise Applications leadership to deliver scalable, durable revenue platform capabilities serving global organizations.
• Comprehensive understanding of B2B SaaS GTM motions, including new business, renewals, post-sales operations, customer success, and professional services systems.
• Proven ability to define multi-year roadmaps and align C-suite and cross-functional executive stakeholders across Sales, Finance, RevOps, and Customer organizations.
• Demonstrated success building and scaling high-performing global product and/or engineering organizations, including operating models, execution standards, and governance frameworks.
• Consistent track record of delivering measurable business impact at scale, including revenue capture, operational efficiency gains, and customer experience improvements.
• Deep familiarity with the Salesforce ecosystem, including CPQ and enterprise platform integrations.
• Proven experience leveraging AI and automation to transform GTM processes, operational efficiency, and customer outcomes.
• Exceptional systems thinking, with the ability to connect process design, data integrity, platform architecture, and enterprise business results.

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At Twilio, we're shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences.

As we continue to revolutionize how the world interacts, we're acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands.

We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions!

Join the team as Twilio's next Senior Manager, Enterprise Application Engineering Q2C.

About the Job:

This role will join Twilio's Enterprise Applications Development & Operations organization as an Senior manager responsible for end-to-end architecture, delivery, and people leadership across Billing, AR, Collections, Cash Application, and Revenue Recognition platforms. The role operates at the intersection of technology, finance, and leadership.

Responsibilities:

In this role, you'll:

• Architecture & Platform Ownership: Own the end-to-end architecture for Billings-to-Cash, and Revenue platforms, including Zuora Billing, Zuora Revenue, ERP, payment gateways, tax engines, and downstream reporting systems.
• Design scalable, compliant solutions supporting subscriptions, usage-based billing, complex pricing, amendments, minimum commitments, and bundled offerings.
• Act as the architecture authority for Q2C changes, ensuring alignment with ASC 606, SOX, audit, and internal control requirements.

• Delivery & Execution: Lead design workshops, solution walkthroughs, and architecture reviews with business and finance stakeholders.
• Translate complex business requirements into robust functional and technical designs, End to end scenarios, Lucid flowcharts.
• Oversee delivery of enhancements, transformations, and compliance initiatives across Billing, AR, Revenue, and Cash processes.
• Drive system conversions, migrations, and acquisitions onboarding into the Q2C landscape.
• Ensure high availability and operational excellence across production systems, including proactive monitoring and issue resolution.

• Integrations & Automation: Govern integrations between Zuora, Salesforce CPQ/CRM, ERP (Oracle), tax engines, banks, payment gateways, usage mediation platforms, and reporting tools.
• Champion automation and straight-through processing across billing, invoicing, revenue recognition, and close processes.
• Ensure integrations follow enterprise integration standards, security controls, and performance benchmarks.

• Financial Close, Compliance & Reporting: Partner with Accounting and Finance to support month-end close, reconciliations, audits, and regulatory reporting.
• Own system readiness for ASC 606 revenue accounting, deferred revenue, allocations, and satisfaction events.
• Enable scalable reporting and analytics for Q2C KPIs, aging, revenue, and operational health.

• People Leadership & Talent Development: Build, lead, and mentor a high-performing team of application engineers, architects, and functional SMEs.
• Set clear expectations, career paths, cross learning and development plans for team members.
• Foster a culture of ownership, accountability, learning, and innovation.
• Provide coaching and hands-on guidance while scaling team capability and maturity.

• Stakeholder & Program Leadership: Act as a trusted partner to senior Finance, Accounting, IT, and Business leaders.
• Lead cross-functional programs spanning multiple teams, vendors, and geographies.
• Balance competing priorities while maintaining delivery quality and stakeholder trust.

Qualifications:

• 10+ years of experience in Billings-to-Cash / Revenue systems, with 5+ years in a senior technical leadership or people management role.
• Minimum of 14 years of experience in Q2C, with at least 5 years in a senior leadership role.
• Proven delivery of at least two (2) end-to-end implementations across Billing, AR, Revenue (ASC 606), and Cash processes, covering design, build, integration, go-live, and post-implementation stabilization.
• Deep hands-on expertise in Zuora Billing and Zuora Revenue, including subscriptions, usage, pricing, amendments, invoicing, payments, and ASC 606 revenue recognition.
• Strong hands-on experience with Oracle Cloud AR and Oracle Revenue Management, including invoicing, cash application, collections, accounting events, and revenue recognition.
• Strong understanding of Billing → Revenue → ERP accounting flows across Zuora and Oracle ecosystems.
• Proven experience designing and governing complex, enterprise-scale integrations across SaaS platforms including Zuora, Oracle ERP, tax engines, payment gateways, banks, and usage mediation platforms.
• Solid knowledge of financial close processes, including AR aging, reconciliations, revenue tie-outs, audit support, and SOX controls.
• Experience leading large-scale programs, system implementations, transformations, and platform modernization initiatives.
• Strong people leadership skills with experience building, mentoring, and leading global teams.
• Excellent stakeholder management, communication, and problem-solving skills, with the ability to influence senior business and finance leadership.
• Experience working in Agile delivery models, including backlog management, releases, upgrades, and production support.
• Bachelor’s degree in Engineering, Computer Science, Finance, or a related field (MBA preferred).

Desired:

• Zuora Billing Solution Architect and/or Zuora Revenue Solution Architect certification.
• Oracle Financials Cloud certification (AR or Revenue preferred).
• Experience supporting high-volume, usage-based, or consumption billing models.
• Exposure to global billing, invoicing, localization, and tax compliance.
• Experience supporting M&A integrations within Q2C platforms.
• Background in enterprise architecture, platform governance, or COE-led operating model.

Experience:

• Senior Level

• Employment Type:

• Full-Time

• Workplace Type:

• Remote

• Category:

• Engineering

• Industry:

• Technology

• Salary Range:

Not Stated

• Salary Min:

95000

• Salary Max:

125000

• Salary Currency:

USD

• Salary Period:

Year

• Required Skills:

• Zuora Billing
• Zuora Revenue
• Oracle Cloud AR
• Oracle Revenue Management
• Enterprise Integration
• Financial Close
• Compliance
• Reporting

• Preferred Skills:

• Agile Delivery Models
• Large-Scale Programs
• System Implementations
• Transformations
• Platform Modernization

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You'll focus on large, complex enterprise accounts, guiding customers through modernisation and DevSecOps transformations while driving pipeline generation that translates into measurable Net ARR and long-term expansion.

In this role, you'll use your understanding of the software development lifecycle, including continuous integration and continuous delivery (CI/CD) automation, secure development practices, and infrastructure modernisation, to connect customer stakeholders with GitLab's field organisation so GitLab is seen as a trusted, long-term partner across the full sales cycle.

Some examples of our projects include building and growing a territory plan focused on large, high-growth digital native organisations, from new logo prospecting through long-term account expansion on GitLab's AI-powered DevSecOps platform.

Key responsibilities:

• Lead and grow GitLab's largest and most strategic Digital Native prospects and customers across your territory, focusing on organisations building modern software products at scale

• Drive the full enterprise sales cycle, from prospecting and pipeline generation through qualification, evaluation, negotiation, and close within large, complex Digital Native accounts

• Provide hands-on account leadership and direction throughout the pre- and post-sales process to ensure a smooth customer experience and strong adoption of GitLab's AI-powered DevSecOps platform

• Partner closely with Sales Development Representatives, Solutions Architects, Customer Success, and strategic channel partners to generate qualified opportunities, co-sell, and execute account strategies that drive new business and expansion within Digital Native organisations

• Develop and maintain detailed account plans for priority Digital Native customers, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across engineering, security, platform, and business leaders

• Coordinate and facilitate the involvement of cross-functional GitLab team members, including sales leadership, marketing, product, and support, to progress opportunities and deliver an excellent customer experience

• Prepare activity and forecast reports, contribute to forecasting and pipeline reviews, and share root cause analysis and lessons learned from wins and losses with account managers, marketing, and technical teams

• Act as the voice of the customer by contributing product ideas to our public issue tracker, preparing and delivering customer-facing and internal presentations, quotes, proposals, and formal sales documents that address Digital Native business challenges and clearly communicate long-term value and outcomes

What you'll bring:

• Deep experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions that support the software development lifecycle

• Ability to prospect, build pipeline, and close new business while expanding strategic relationships within large digital native accounts across your territory

• Strong understanding of modern software delivery, including continuous integration and continuous delivery (CI/CD), secure development practices, and cloud and infrastructure modernization, with the ability to connect platform capabilities to customer outcomes

• Proven ability to navigate and influence complex organisations, building trusted relationships with senior stakeholders across engineering, security, operations, and business teams

• Experience creating and executing account plans for priority accounts, including opportunity mapping, multi-threaded engagement, and disciplined deal and account management

• Effective communication and interpersonal skills, including comfort leading customer presentations, negotiations, and executive-level conversations and coordinating internal resources to move opportunities forward

• Capacity to work autonomously and asynchronously in a fully remote environment while staying aligned to shared goals, processes, and forecasting expectations across the broader GitLab team

• Familiarity with forecasting, pipeline hygiene, and reporting, including sharing learnings from wins and losses to improve repeatable sales motions

How GitLab Supports Full-Time Employees:

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

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental leave

• Home office support

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This role is essential for keeping our most contended infrastructure teams shipping effectively while Research, Product, and Safety all depend on their output.

Responsibilities:

• Systems Integration & Coordination: Lead cross-functional initiatives for new infrastructure integration, establishing clear ownership, timelines, and communication channels between teams. Drive end-to-end planning for major infrastructure transitions including platform modernization and new tech adoption.

• Performance & Efficiency: Partner with engineering teams to identify optimisation opportunities, track performance metrics, and prioritise work that unlocks capacity gains. Coordinate across runtime and accelerator layers to ensure efficiency wins ship without compromising reliability.

• Launch Coordination: Drive end-to-end readiness for model and feature launches across multiple hardware platforms. Establish processes for cross-platform validation, manage launch timelines, and ensure smooth handoffs between runtime, accelerator, and downstream teams.

• Strategic Planning: Own and prioritise the inference deployment roadmap, working closely with engineering leadership to prioritise initiatives and manage dependencies. Provide visibility into upcoming changes and their organisational impact.

• Stakeholder Communication: Build strong relationships across research, engineering, and product teams to understand requirements and constraints. Translate technical complexities into clear updates for leadership and ensure alignment on priorities and timelines.

• Process Improvement: Identify inefficiencies in current workflows and drive systematic improvements. Establish metrics and dashboards to track infrastructure health, capacity utilisation, and deployment success rates.

You may be a good fit if you:

• Have several years of experience in technical program management, with proven success delivering complex infrastructure programs, preferably in ML/AI systems or large-scale distributed systems

• Have deep technical understanding of inference systems, compilers, or hardware accelerators to engage substantively with engineers and identify technical risks.

• Excel at creating structure and processes in ambiguous environments, bringing clarity to complex cross-team initiatives

• Have strong stakeholder management skills and can build trust with both technical and non-technical partners

• Are comfortable navigating competing priorities and using data to drive technical decisions

• Have experience with infrastructure scaling initiatives, hardware integrations, or deployment governance

• Thrive in fast-paced environments and can balance strategic planning with tactical execution

• Are passionate about AI infrastructure and understand the unique challenges of deploying and scaling large language models

Deadline to apply: None, applications will be received on a rolling basis.

The annual compensation range for this role is $290,000-$365,000 USD.

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This individual contributor role sits at the intersection of data and AI strategy, industry transformation, and executive relationship-building, working closely with C-level leaders to drive multi-year change on the data platform while representing real-world needs back into Databricks.

Key responsibilities include:

• Building and maintaining trusted-advisor relationships with C-level executives in large US-based and global accounts, especially in highly regulated industries.
• Cultivating a strong social and professional network across customer executives, boards, key industry bodies, and partners.
• Shaping executive thinking on modern data and AI architectures, with emphasis on Lakehouse and data platform modernization as the primary lever for long-term Gen AI impact.
• Leading C-level briefings, strategy sessions, and multi-day workshops that connect business outcomes, regulatory constraints, and operating model change to concrete Databricks-based roadmaps.
• Serving as a deep technical counterpart in the field, maintaining L200–L300 proficiency across Databricks products and being able to credibly engage architects, data engineers, and data scientists on solution design and trade-offs.
• Generalizing patterns from the field into reusable reference architectures, industry blueprints, and best practices for regulated industries, and sharing them through blogs, webinars, whitepapers, and conference keynotes.
• Orchestrating the broader ecosystem (cloud providers, GSIs, consultancies, ISVs) around customer objectives, ensuring Databricks is at the center of multi-year transformation programs rather than isolated projects.
• Partnering with Account Executives, Solutions Architects, Industry Leads, and Product Specialists to drive complex, multi-year sales cycles, securing platform decisions and expansions while influencing ACV and consumption growth.
• Providing structured, prioritized feedback from strategic customers into Product, Engineering, and Field leadership to influence product roadmap, especially around data, governance, security, and regulated-industry requirements.
• Mentoring senior Field Engineering and industry-focused talent, contributing to a pipeline of principal- and CTO-level leaders and codifying ways of working for complex, regulated accounts.

Requirements include:

• 15+ years of experience spanning enterprise technology and consulting, including leading or advising on multi-year data platform and analytics transformations in large, complex organizations.
• Significant time spent inside a large enterprise software or cloud company in roles that required navigating matrixed organizations and driving change at scale, combined with direct industry exposure rather than a career spent solely in horizontal software.
• Experience in or with regulated industries, with familiarity with regulatory and compliance considerations affecting data and AI platforms.
• A background that blends hands-on technology and architecture work on data platforms and analytics, organizational and operating model change, executive consulting or advisory, and proven ability to operate as a highly credible peer to C-level executives.
• Strong, proactive networker who is naturally curious about which associations, councils, and forums matter for a given customer set, and who uses those networks to create new executive entry points and opportunities.
• Demonstrated longevity and impact in prior roles, with evidence of building and sustaining long-term customer relationships and programs rather than frequent short stints.

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The successful candidate will have 15+ years of experience in enterprise software, SaaS, cloud platform, database, or developer platform sales, with 5+ years of experience leading high-performing enterprise sales or specialist teams.

Key responsibilities include:

• Driving revenue growth and building a high-performing team of Lakebase Sales Specialists
• Developing pipeline across application modernization, database consolidation, and operational workload opportunities
• Helping customers replace or consolidate legacy operational databases onto the Databricks platform
• Establishing repeatable sales plays that drive land and expand adoption

The ideal candidate will have a strong understanding of modern application architectures, including APIs, microservices, real-time systems, and distributed applications, as well as experience selling into CIO, CTO, architecture, and platform engineering organizations.

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region, please click here.

Our Commitment to Diversity and Inclusion

At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards.

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This role owns the U.S. Army pipeline and bookings target across Shield AI's autonomy software and unmanned systems portfolio. You will drive opportunities from initial engagement through contract award, partnering with Army stakeholders and internal teams to convert operational needs into funded procurement.

The ideal candidate is a high-energy seller who thrives in complex defense sales environments and is motivated by building pipeline, advancing opportunities, and closing deals that deliver real operational capability.

This role partners closely with Shield AI's growth team, which includes former senior military leaders who provide strategic insight, acquisition expertise, and access across the Army ecosystem.

Responsibilities:

• Own and execute the U.S. Army go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI's full product portfolio.

• Carry full accountability for the Army revenue number, including pipeline health, opportunity progression, forecast accuracy, and closed bookings.

• Identify, shape, and pursue new opportunities across Army program offices, operational units, and modernization initiatives.

• Build and maintain a qualified pipeline of Army opportunities from early engagement through contract award.

• Own the full sales cycle from initial engagement through contract award with accountability for closing revenue and achieving Army quota targets.

• Work directly with Army stakeholders to translate operational challenges into funded procurement opportunities that deploy Shield AI capabilities into the field.

• Operate with urgency to advance opportunities and accelerate the transition of Shield AI capabilities from evaluation to procurement.

• Develop trusted relationships with Army program managers, operational leaders, and acquisition stakeholders.

• Partner with Shield AI growth advisors who provide Army domain expertise, acquisition insight, and senior-level access.

• Coordinate internal teams including engineering, product, program management, and capture resources to support opportunity execution.

• Lead opportunity strategy and deal progression including shaping customer requirements, developing capture plans, and supporting proposal efforts.

• Maintain accurate pipeline forecasting and revenue projections.

• Drive adoption of fielded capabilities that deliver immediate operational value to Army customers.

Required qualifications:

• Bachelor's degree and experience in defense sales, business development, or military operations.

• Demonstrated ability to independently build pipeline and close deals in complex government sales environments.

• Experience working with U.S. Army customers, program offices, or operational units.

• Strong understanding of military operations and familiarity with Department of Defense procurement processes.

• Ability to manage multiple opportunities simultaneously and drive deals through long and complex sales cycles.

• Strong communication and relationship-building skills with both technical and operational stakeholders.

• Ability to translate operational needs into solution-driven sales opportunities.

Preferred qualifications:

• Military experience within the U.S. Army.

• Experience selling advanced technology, autonomy, robotics, or unmanned systems.

• Familiarity with Army modernization priorities and operational concepts.

• Experience working within or alongside Army program offices or acquisition organizations.

Salary: $140,000 - $210,000 a year

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Key Responsibilities

• Build and manage a growing portfolio of enterprise accounts across Spain - with a focus on Financial Services & Insurance, Telecommunications, Healthcare, and Utilities - to help ElevenLabs meet its revenue goals.
• Identify new business opportunities where ElevenLabs' conversational AI capabilities - including ElevenAgents - can drive customer engagement, contact center automation, and operational efficiency.
• Lead consultative, multi-stakeholder sales cycles, building compelling business cases that translate AI voice technology into measurable business value for senior executives and economic buyers.
• Develop and maintain a deep understanding of the conversational AI landscape, including customer use cases, competitive solutions, and emerging trends - particularly as they apply to regulated Spanish industries
• Demonstrate expertise - or a strong willingness to learn - about conversational AI and how ElevenLabs' voice technology can unlock value across customer support, virtual agents, IVR modernization, and in-app assistants
• Develop and execute account strategies to expand ElevenLabs' presence within key enterprise verticals, navigating complex procurement and organizational structures.
• Partner closely with Customer Success, FDEs and Solutions Engineering to ensure smooth onboarding, deployment, and expansion of accounts.
• Serve as a trusted advisor to clients, educating C-suite and senior operations leaders on emerging trends in generative AI, voice interfaces, and conversational agents.

Requirements

• 7+ years of quota-carrying enterprise sales experience in SaaS or technology, ideally with exposure to AI, generative AI, LLM-based products, or API-driven platforms.
• Proven success closing deals and managing long, complex sales cycles with multiple stakeholders across business, IT, legal, and procurement.
• Well-connected in the Spanish enterprise landscape, with an existing network of senior individuals and strong executive presence and ability to build relationships at the C-suite and board level.
• Experience selling technical solutions to product and engineering leaders; ability to translate complex technology into business value.
• Deep understanding of enterprise procurement and legal processes in Spain, with the ability to accelerate deal velocity within complex organizational structures
• Comfort operating in an early-stage, high-growth environment, including building new playbooks and iterating quickly.
• Passion for voice and audio AI and how it can unlock transformative value for customers.
• A hybrid of customer & product-driven mentality that prioritizes client satisfaction & scale
• Native or full professional proficiency in Spanish; strong English for internal collaboration

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