Responsibilities: Implement customs department strategy. Develop, implement and manage, policies, procedures and internal controls related to customs compliance activities on a corporate level to support strategy. Develop, implement and enforce all aspects of the U.S. Customs-Trade Partnership Against Terrorism (C-TPAT) program throughout the organization. Implement, manage and ensure compliance of the requirements under the Consumer Product Safety Improvement Act as it relates to merchandise. Ensure the timely payment of $1Billion annually in customs duties and fees. Monitor legislative and regulatory changes and model impact on Porsche. Oversee overall product classification of parts database for all North American companies to ensure correct assignment of Customs duties and statistical reporting. Oversee all import / export activities. Manage relationships with suppliers and service providers to ensure their compliance with Porsche’s customs policies and procedures. Instruct internal Porsche departments (Porsche AG and all North American companies) on proper compliance with U.S. Customs regulations. Represent the company to government agencies involved in the import/export process. Develop and perform regular internal audits to ensure compliance with Customs requirements, accounting controls and record keeping. Responsible for the proper usage, awareness and compliance with IT and information security policies. Foreign Trade Zone implementation and operational experience a plus. Experience with value reconciliation a plus. Experience with global trade management systems and implementation.

Decision Making: The Manager of Customs & Trade Compliance tasked with maintaining the regulatory compliance requirements of several government agencies that influence Porsche’s business. Increased, global attention to Customs compliance, supply chain security and product safety requires this position to keep abreast of developments in the continuously changing international environment, evaluate the impact on the company and apply changes to processes and procedures when necessary. Lack of compliance can lead to increased cargo inspections, delays in the supply chain to the PDC’s, dealers and customers, increased in-transit and freight costs, as well as potential fines and penalties.

Scope: Supervision: Monetary Responsibility: Budget Management with direct control of $100,000 Highly autonomous: Position has full latitude and judgment in performing the job Number of Employees Supervised: Direct Employee has the authority or recommends decisions regarding hiring, firing, promotions, performance reviews, corrective action, etc. Indirect Employee provides guidance and direction to employees or manages/implements projects/policies through employees who do not report to the individual. Direct employees supervising: 5 (4 Exempt, 1 Non-Exempt)

Qualifications: Education: Bachelor’s degree from an accredited college or university in Business, Logistics or a related field. Desired Education: Customs broker license, CCS, or other accredited certifications Experience (Job and Industry): 10+ years hands-on experience in Automotive OEM industry customs and international trade compliance. Managing a successful C-TPAT program OEM Automotive import/export experience. Demonstrated experience developing and delivering training Expert knowledge of Foreign Trade Zones Expert knowledge of Free Trade agreements (CETA) Expert knowledge of the Americas region Staff management.

Skills: Expert understanding of U.S. and Canadian Customs regulations and certain aspects of customs law. Expert understanding of the U.S. and Canadian Harmonized Tariff Schedule and classification principals. Expert knowledge of INCOTERMS Expert understanding of the Customs-Trade Partnership Against Terrorism requirements. Knowledge of the Consumer Product Safety Improvement Act. Familiarity with Canada Border Services Agency requirements. Expert knowledge other government agency requirements such as EPA, DOT, DOC, FCC, FDA and FWS as they relate to automotive related imports. Knowledge of international and domestic logistics. Proficiency with computer systems and software such as SAP, ACE, Word, Excel, GTMs and PowerPoint. Experience implementing new systems like SAP and GTM Experience leading and executing multi-year projects

Competencies: Leadership Communication Adaptability Business acumen Initiative Detail oriented Problem solving Integrity Planning & organization Interpretation & implementation of abstract customs law

Percentage of required travel less than 10% Schedule/Shift: 40+ Hours

Physical requirements Must be able to lift 15 pounds at times. While performing the duties of this job the employee is required to talk, hear, walk, sit, stand, climb stairs on occasion with prolonged periods of sitting at a desk and working on a computer. Must be able to effectively work and complete tasks in an open office/noisy environment.

Direct reports Senior Customs and Trade Compliance Analyst Senior Customs and Trade Compliance Analyst Customs and Trade Compliance Analyst Customs and Trade Compliance Analyst Customs and Trade Compliance Contractor

Salary: The salary range for this role is $125,000-$165,000. However, it is important to note that at Porsche, compensation range is dependent on geographic location. Individual salaries within each range are determined through a wide variety of factors including but not limited to education, experience, knowledge and skillset. Porsche reviews compensation regularly and may adjust base salaries to reflect market competitiveness.

Benefits: In addition to salary, individuals may be eligible for a discretionary performance bonus. Our full suite of benefits includes: Paid Vacation Paid Holidays Paid Sick leave 401(k) match Medical, dental and vision coverage Tuition and certification reimbursement Life Insurance Short and Long Term Disability Coverage Subsidized gym membership program Subsidized Porsche and VW leasing programs

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You'll work at the intersection of business, technology, and partnerships, translating strategic goals into actionable integration roadmaps.

Your tasks will include:

• Designing and leading business transformation initiatives enabled by integration capabilities
• Developing business cases, defining transformation roadmaps, and facilitating client workshops to identify digital opportunities
• Contributing to conceptualize AI-driven business use cases, creating industry-specific value propositions, and identifying new revenue opportunities through API monetization and process optimization

You will also manage strategic relationships with one of our key partners, MuleSoft, develop joint go-to-market offerings, and identify co-innovation opportunities.

As a Technical Enablement expert, you will translate technical integration capabilities into clear business value for decision-makers. You will shape business narratives, develop customer-facing presentations, and prepare management-ready materials that connect technical solutions with measurable impact (efficiency, cost reduction, scalability).

In this role, you will have the opportunity to grow with your tasks in an innovative and supportive environment. This makes us the perfect sparring partner for your career. Both for professional input and professional networking.

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Honda has a clear vision for the future, and it’s a joyful one. We are looking for individuals with the skills, courage, persistence, and dreams that will help us reach our future-focused goals. At our core is innovation. Honda is constantly innovating and developing solutions to drive our business with record success. We strive to be a company that serves as a source of “power” that supports people around the world who are trying to do things based on their own initiative and that helps people expand their own potential. To this end, Honda strives to realize “the joy and freedom of mobility” by developing new technologies and an innovative approach to achieve a “zero environmental footprint.”

We are looking for qualified individuals with diverse backgrounds, experiences, continuous improvement values, and a strong work ethic to join our team.

Job Purpose: The Service Technical IT Applications unit is seeking a highly motivated, team-oriented, and customer-focused Technical Program Manager. This leadership role encompasses responsibility for overseeing programs and portfolio comprising of numerous critical applications. This position involves providing delivery and technical leadership and guiding the delivery team to ensure alignment with unit, department, divisional, and AHM business unit objectives. The Team Manager will oversee multiple projects, including business transformation initiatives utilizing modern technology and SaaS platforms for the Service division and working with global teams.

Key Accountabilities:

• Vision & Strategy:

Lead the IT team to support the Service and Planning business unit with their business application needs.

• Build and maintain high performing IT teams:

Foster associate development and long-term capability by teaching, coaching and mentoring, integrated with consistent and effective individual performance Management

• Achieve the project goals for the Team:

As approved annually, including schedule, budget and quality commitments

• Provide Technical and Solution Leadership:

Design business and technical solutions and provide solution architecture oversight.

• Promote IT and its capabilities:

Build NA relationships and network to achieve trust and credibility, by discovering and meeting the needs of internal and external customers

Qualifications, Experience, and Skills:

• IT / Computer Science related Bachelor Degree and/or equivalent work experience
• 8 or more years in Information Technology/Information Services
• 5 or more years supervisory, resource management, vendor management experience
• 5 or more years experience supporting IT Delivery, preferably in automotive industry
• 5 or more years experience managing and delivering large/ multiple projects, platforms, and products
• Must have strong project management skills to manage deadlines while delivering quality results, on time, on budget
• Experience managing teams with differing priorities and levels of expertise;
• Strong written and presentation skills and ability to effectively communicate at all levels of the organization
• Strong problem-solving and root cause analysis skills
• Working experience with estimation, planning, developing and managing a budget,
• People management, team building, coaching, mentoring, development, negotiations, conflict resolution, and strong interpersonal skills.
• Strong experience in vendor management, contracts management, SOW, RFP & RFQ process
• In-depth demonstrable knowledge of applicable SOX, PII, data privacy practices, security, and governance
• Experience leading multiple software development and implementation teams (Microsoft, Salesforce, Enterprise software etc)
• Experience in designing solutions and providing technical architecture oversight
• Experience as a leader for solution and business architecture, provide direction and oversight of design, methodologies, tooling, partnerships, and support models.
• Experience in performing modeling, gap analysis, and crafting architecture artifacts, such as context diagrams, data flow diagrams, business capability roadmaps.
• Experience in working with Architecture Review Board.
• Experience in leading the technical workstream for critical projects

Workstyle:

• Onsite at least 4 days per workweek. 1 remote workday a week may be possible with prior departmental approval.

Visa sponsorship issues:

• This position is not eligible for any work visa sponsorship.

Relocation assistance:

• Not eligible

What differentiates Honda and make us an employer of choice?

Total Rewards:

• Competitive Base Salary (pay will be based on several variables that include, but not limited to geographic location, work experience, etc.)
• Regional Bonus (when applicable)
• Manager Lease Car Program (No Cost - Car, Maintenance, and Insurance included)
• Industry-leading Benefit Plans (Medical, Dental, Vision, Rx)
• Paid time off, including vacation, holidays, shutdown
• Company Paid Short-Term and Long-Term Disability
• 401(K) Plan with company match + additional contribution

Career Growth:

• Advancement Opportunities
• Career Mobility
• Education Reimbursement for Continued Learning
• Training and Development Programs

Additional Offerings:

• Lifestyle Account
• Childcare Reimbursement Account
• Elder Care Support
• Tuition Assistance & Student Loan Repayment
• Wellbeing Program
• Community Service and Engagement Programs
• Product Programs

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Key responsibilities include liaising with various departments such as HR, Legal, Compensation Accounting, and Financial Reporting to gather and organize data required for U.S. tax compliance process, preparing and/or reviewing quarterly estimate information and calculating tax distributions, preparing and/or reviewing quarterly and annual state pass-through entity tax (PTET) filings and payments, addressing questions from Investor Relations and employee investors regarding the senior leadership benefit programs and investor tax reporting, partnering with other members of the tax team and other departments to drive automation initiatives and improve tax compliance processes, managing any tax audits for the employee investment entities and responding to inquiries and notices from tax authorities, assisting with resolving complex technical tax issues, consulting with experts, and preparing well-synthesized findings to tax management team, participating in cross-functional projects to support operations, drive departmental excellence, and foster teamwork, monitoring the changing tax landscape and assisting with strategic tax planning initiatives, and assisting with broader US tax compliance team processes and initiatives, including Schedule K-1 and US income tax return processes as well as special projects associated with Millennium’s investment funds and management companies.

The estimated base salary range for this position is $160,000 to $250,000, which is specific to New York and may change in the future. A total compensation package includes a base salary, discretionary performance bonus, and a comprehensive benefits package.

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Accountabilities: Develop and demonstrate knowledge of clinical disease states and treatment guidelines. Effectively communicate product information to healthcare professionals. Analyse trends and develop strategic business plans, leveraging understanding of the market landscape, dynamics, and patient access challenges. Provide solutions to customers by creating a tailored customer experience based on account and HCP needs. Identify opportunities for process improvement, demonstrate openness to new ideas, and seek innovative approaches to sales and customer engagement.

Essential Skills/Experience: Bachelor's Degree 3+ yrs of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry / settings within the healthcare ecosystem Experience in account planning and/or complex reimbursement model OR internal AZ certification A valid driver's license and safe driving record

At AstraZeneca, we are on a journey to bring life-saving medicines to patients. Our role in contributing to decreasing mortality rates globally is clear. We shape the future by spotting scientifically-led commercial opportunities and acting now to operationalize and scale them. Driven by the solutions we bring to the healthcare ecosystem, we make an impact at every step of the patient journey, improving their experience and outcomes.

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We're focused on the potential of science to address the unmet needs of patients around the world. Our US BioPharma Respiratory and Immunology (R&I) Team holds a unique position in respiratory disease, including asthma, chronic obstructive pulmonary disease (COPD) and Lupus, with a range of differentiated potential medicines in development by using novel combinations, biologics and devices.

Your key responsibilities will include: Developing and demonstrating knowledge of clinical disease states and treatment guidelines. Effectively communicating product information to healthcare professionals. Analyzing trends and developing strategic business plans, leveraging understanding of the market landscape, dynamics, and patient access challenges. Providing solutions to customers by creating a tailored customer experience based on account and HCP needs. Identifying opportunities for process improvement, demonstrating openness to new ideas, and seeking innovative approaches to sales and customer engagement.

The ideal candidate will have a Bachelor's Degree and 3+ years of demonstrated Sales or Commercial experience or a combination of pharmaceutical, healthcare, scientific, clinical, institutional, or related industry/settings within the healthcare ecosystem.

Essential skills and capabilities include advanced therapeutic area expertise, customer engagement, innovative sales strategies, clinical acumen, strategic partnerships, and business acumen.

Preferred qualifications include experience with ENTs, experience in specialty pharmacy fulfillment pathway, and experience with buy & bill.

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Accountabilities

• Develop and demonstrate knowledge of clinical disease states and treatment guidelines.
• Effectively communicate product information to healthcare professionals.
• Analyze trends and develop strategic business plans, leveraging understanding of the market landscape, dynamics, and patient access challenges.
• Provide solutions to customers by creating a tailored customer experience based on account and HCP needs.
• Identify opportunities for process improvement, demonstrate openness to new ideas, and seek innovative approaches to sales and customer engagement.

Essential Skills/Experience

• Bachelor’s Degree
• 3+ yrs of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry / settings within the healthcare ecosystem
• Experience in account planning and/or complex reimbursement model OR internal AZ certification
• A valid driver’s license and safe driving record

Essential Skills and Capabilities

• Advanced Therapeutic Area Expertise: Experience and expertise in highly specialized therapeutic areas
• Customer Engagement: Proven ability to engage with senior-level healthcare professionals, including specialists and hospital administrators.
• Innovative Sales Strategies: Experience in developing and implementing innovative sales strategies in a highly specialized market.
• Clinical Acumen: Exceptional ability to understand and communicate cutting-edge scientific research and clinical data.
• Strategic Partnerships: Experience in establishing and nurturing strategic partnerships with healthcare institutions and research organizations.
• Business Acumen: Proficiency in advanced data analysis and the use of analytics to drive sales performance.

Preferred Qualifications

• Experience with ENT’s
• Experience in Specialty Pharmacy Fulfillment Pathway
• Experience with Buy & Bill

Our positions offer eligibility for various incentives,an opportunity to receive short-term incentive bonuses, equity-based awards for salaried roles and commissions for sales roles. Benefits offered include qualified retirement programs, paid time off (i.e., vacation, holiday, and leaves), as well as health, dental, and vision coverage in accordance with the terms of the applicable plans.

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As part of our flagship Ambition Zero Carbon program, we have committed to a fully electric vehicle (EV) fleet by the end of 2025. The AstraZeneca's US BioPharma Respiratory and Immunology (R&I) Team holds a unique position in respiratory disease, including asthma, chronic obstructive pulmonary disease (COPD) and Lupus, with a range of differentiated potential medicines in development by using novel combinations, biologics and devices.

As a Senior Pharmaceutical Sales Specialist for the Advanced Specialty Team, you'll play a pivotal role in channeling our scientific capabilities to make a positive impact on changing patients' lives.

Accountabilities

• Develop and demonstrate knowledge of clinical disease states and treatment guidelines.
• Effectively communicate product information to healthcare professionals.
• Analyze trends and develop strategic business plans, leveraging understanding of the market landscape, dynamics, and patient access challenges.
• Provide solutions to customers by creating a tailored customer experience based on account and HCP needs.
• Identify opportunities for process improvement, demonstrate openness to new ideas, and seek innovative approaches to sales and customer engagement.

Essential Skills/Experience

• Bachelor’s Degree
• 3+ yrs of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry / settings within the healthcare ecosystem
• Experience in account planning and/or complex reimbursement model OR internal AZ certification
• A valid driver’s license and safe driving record

Essential Skills and Capabilities

• Advanced Therapeutic Area Expertise: Experience and expertise in highly specialized therapeutic areas
• Customer Engagement: Proven ability to engage with senior-level healthcare professionals, including specialists and hospital administrators.
• Innovative Sales Strategies: Experience in developing and implementing innovative sales strategies in a highly specialized market.
• Clinical Acumen: Exceptional ability to understand and communicate cutting-edge scientific research and clinical data.
• Strategic Partnerships: Experience in establishing and nurturing strategic partnerships with healthcare institutions and research organizations.
• Business Acumen: Proficiency in advanced data analysis and the use of analytics to drive sales performance.

Preferred Qualifications

• Experience with ENT’s
• Experience in Specialty Pharmacy Fulfillment Pathway
• Experience with Buy & Bill

Our positions offer eligibility for various incentives,an opportunity to receive short-term incentive bonuses, equity-based awards for salaried roles and commissions for sales roles. Benefits offered include qualified retirement programs, paid time off (i.e., vacation, holiday, and leaves), as well as health, dental, and vision coverage in accordance with the terms of the applicable plans.

XML job scraping automation by YubHub

As part of our flagship Ambition Zero Carbon program, we have committed to a fully electric vehicle (EV) fleet by the end of 2025.

The AstraZeneca's US BioPharma Respiratory and Immunology (R&I) Team holds a unique position in respiratory disease, including asthma, chronic obstructive pulmonary disease (COPD) and Lupus, with a range of differentiated potential medicines in development by using novel combinations, biologics and devices.

As a Senior Pharmaceutical Sales Specialist for the Advanced Specialty Team, you'll play a pivotal role in channeling our scientific capabilities to make a positive impact on changing patients' lives.

Accountabilities:

• Develop and demonstrate knowledge of clinical disease states and treatment guidelines.

• Effectively communicate product information to healthcare professionals.

• Analyze trends and develop strategic business plans, leveraging understanding of the market landscape, dynamics, and patient access challenges.

• Provide solutions to customers by creating a tailored customer experience based on account and HCP needs.

• Identify opportunities for process improvement, demonstrate openness to new ideas, and seek innovative approaches to sales and customer engagement.

Essential Skills/Experience:

• Bachelor’s Degree

• 3+ yrs of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry / settings within the healthcare ecosystem

• Experience in account planning and/or complex reimbursement model OR internal AZ certification

• A valid driver’s license and safe driving record

Essential Skills and Capabilities:

• Advanced Therapeutic Area Expertise: Experience and expertise in highly specialized therapeutic areas

• Customer Engagement: Proven ability to engage with senior-level healthcare professionals, including specialists and hospital administrators.

• Innovative Sales Strategies: Experience in developing and implementing innovative sales strategies in a highly specialized market.

• Clinical Acumen: Exceptional ability to understand and communicate cutting-edge scientific research and clinical data.

• Strategic Partnerships: Experience in establishing and nurturing strategic partnerships with healthcare institutions and research organizations.

• Business Acumen: Proficiency in advanced data analysis and the use of analytics to drive sales performance.

Preferred Qualifications:

• Experience with ENT’s

• Experience in Specialty Pharmacy Fulfillment Pathway

• Experience with Buy & Bill

Our positions offer eligibility for various incentives,an opportunity to receive short-term incentive bonuses, equity-based awards for salaried roles and commissions for sales roles. Benefits offered include qualified retirement programs, paid time off (i.e., vacation, holiday, and leaves), as well as health, dental, and vision coverage in accordance with the terms of the applicable plans.

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Accountabilities:

• Develop and demonstrate knowledge of clinical disease states and treatment guidelines.
• Effectively communicate product information to healthcare professionals.
• Analyze trends and develop strategic business plans, leveraging understanding of the market landscape, dynamics, and patient access challenges.
• Provide solutions to customers by creating a tailored customer experience based on account and HCP needs.
• Identify opportunities for process improvement, demonstrate openness to new ideas, and seek innovative approaches to sales and customer engagement.

Essential Skills/Experience:

• Bachelor's Degree
• 3+ yrs of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry / settings within the healthcare ecosystem
• Experience in account planning and/or complex reimbursement model OR internal AZ certification
• A valid driver's license and safe driving record

Essential Skills and Capabilities:

• Advanced Therapeutic Area Expertise: Experience and expertise in highly specialized therapeutic areas
• Customer Engagement: Proven ability to engage with senior-level healthcare professionals, including specialists and hospital administrators.
• Innovative Sales Strategies: Experience in developing and implementing innovative sales strategies in a highly specialized market.
• Clinical Acumen: Exceptional ability to understand and communicate cutting-edge scientific research and clinical data.
• Strategic Partnerships: Experience in establishing and nurturing strategic partnerships with healthcare institutions and research organizations.
• Business Acumen: Proficiency in advanced data analysis and the use of analytics to drive sales performance.

Preferred Qualifications:

• Experience with ENT's
• Experience in Specialty Pharmacy Fulfillment Pathway
• Experience with Buy & Bill

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In this dynamic role, you'll be responsible for providing medical leadership across the entire product lifecycle. You'll advise on Research & Development investment decisions, lead pre-launch scientific efforts, and accelerate evidence-based healthcare changes in the real world. Your networking and influencing skills will be key as you facilitate cross-functional collaboration and drive innovation.

Reporting to the Medical Head of Weight Management, the Senior GMAL is a highly experienced Medical Affairs leader with proven vision and impact. This individual develops and leads bold medical strategies within the obesity and cardiorenal-metabolic outcomes therapy area (specifically MASH, heart failure and CKD), expertly guiding cross-functional and cross-regional teams to deliver and exceed ambitious goals.

The Senior GMAL's influence is enterprise-wide,shaping global medical agendas through Global Medical Team, Global Product Team, and Disease Area Team leadership, and deep partnership with Medical and Commercial functions in markets and regions worldwide. This role demands a leader who champions innovative, disruptive thinking,identifies and shapes breakthrough opportunities, reimagines market dynamics, and accelerates high-impact evidence generation and medical change initiatives.

Key responsibilities include: Strategy & Transformation: Design and lead the implementation of product and disease area strategies, as well as ambitious practice change initiatives, at a global level. Medical Evidence Leadership: Own the evidence generation strategy, demonstrating advanced experience in clinical research, interventional trials (Phases 2–4), and real-world evidence (RWE) programs. Advanced Scientific & Digital Engagement: Blend scientific expertise with strong digital acumen, leveraging digital health tools, advanced analytics, and data platforms to transform evidence communication, personalize stakeholder engagement, and enhance patient outcomes. Guiding and Influencing Stakeholders: Build and sustain powerful relationships across the healthcare ecosystem, including global and regional KOLs, professional societies, regulators, payers, patient organizations, digital innovators, and health systems. Regulatory Insight & Compliance: Possess keen regulatory understanding and ensure clinical trial and evidence generation initiatives are designed for both scientific and regulatory success.

Essential qualifications include: Doctoral-level degree (MD, PhD, PharmD) Master’s degree with at least 5 years of experience in the pharmaceutical industry (Medical, Marketing, R&D, Market Access), or extensive experience within a health system (clinical, pharmacy, pathway design, etc.) Demonstrated leadership in complex, global healthcare environments, including leading franchise/TA business in key markets, driving brand performance, and managing large, diverse teams. Significant expertise and strategic insight into healthcare system pathways, regulatory landscapes, market-shaping, and external stakeholder engagement. Strong track record of internal and external network building, collaboration across geographies and matrix teams, and effective mentoring of junior colleagues or peers. Digital proficiency, leveraging digital health tools and data platforms to advance evidence generation and communication. Deep understanding of patient care pathways, evolving treatment protocols, scientific literature, and contemporary approaches to healthcare transformation. Proven ability to guide, influence, and align diverse stakeholders,including thought leaders, regulatory bodies, patient groups, and payer organisations.

Desirable qualifications include: Clinical experience in obesity, PCP, heart failure and/or CKD Experience with the USA health care system Recognised expertise in the relevant or related therapeutic area, often evidenced by a history of clinical practice, research leadership, or significant external engagement. Advanced experience designing, leading, and interpreting clinical research programs, including pivotal clinical trials (Ph2–Ph4), practice-changing RWE studies, and implementation of innovative evidence generation approaches. Broad experience beyond Medical Affairs; for example, prior roles in Marketing, R&D, or Market Access. Long-standing relationships with global KOLs, societies, regulators, digital health partners, and innovative healthcare organisations. Track record of launching new products or indications in multiple, diverse markets (e.g., US, China, EU), and successfully developing and executing global medical strategies.

Total Rewards: The annual base pay (or hourly rate of compensation) for this position ranges from $243,586 to $365,379. Our positions offer eligibility for various incentives,an opportunity to receive short-term incentive bonuses, equity-based awards for salaried roles and commissions for sales roles. Benefits offered include qualified retirement plans.

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As a Senior Pharmaceutical Sales Specialist for the Advanced Specialty Team, you'll play a pivotal role in channeling our scientific capabilities to make a positive impact on changing patients' lives. You will develop and demonstrate knowledge of clinical disease states and treatment guidelines, effectively communicate product information to healthcare professionals, and analyze trends and develop strategic business plans.

You will provide solutions to customers by creating a tailored customer experience based on account and HCP needs, identify opportunities for process improvement, and demonstrate openness to new ideas and innovative approaches to sales and customer engagement.

The AstraZeneca's US BioPharma Respiratory and Immunology (R&I) Team holds a unique position in respiratory disease, including asthma, chronic obstructive pulmonary disease (COPD) and Lupus, with a range of differentiated potential medicines in development by using novel combinations, biologics and devices.

The pipeline also has several promising assets in inflammatory and autoimmune diseases within areas such as psoriasis, psoriatic arthritis, gout, systemic lupus and rheumatoid arthritis.

Our positions offer eligibility for various incentives,an opportunity to receive short-term incentive bonuses, equity-based awards for salaried roles and commissions for sales roles. Benefits offered include qualified retirement programs, paid time off (i.e., vacation, holiday, and leaves), as well as health, dental, and vision coverage in accordance with the terms of the applicable plans.

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Accountabilities:

• Develop and demonstrate knowledge of clinical disease states and treatment guidelines.
• Effectively communicate product information to healthcare professionals.
• Analyze trends and develop strategic business plans, leveraging understanding of the market landscape, dynamics, and patient access challenges.
• Provide solutions to customers by creating a tailored customer experience based on account and HCP needs.
• Identify opportunities for process improvement, demonstrate openness to new ideas, and seek innovative approaches to sales and customer engagement.

Essential Skills/Experience:

• Bachelor's Degree
• 3+ yrs of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry / settings within the healthcare ecosystem
• Experience in account planning and/or complex reimbursement model OR internal AZ certification
• A valid driver's license and safe driving record

Essential Skills and Capabilities:

• Advanced Therapeutic Area Expertise: Experience and expertise in highly specialized therapeutic areas
• Customer Engagement: Proven ability to engage with senior-level healthcare professionals, including specialists and hospital administrators.
• Innovative Sales Strategies: Experience in developing and implementing innovative sales strategies in a highly specialized market.
• Clinical Acumen: Exceptional ability to understand and communicate cutting-edge scientific research and clinical data.
• Strategic Partnerships: Experience in establishing and nurturing strategic partnerships with healthcare institutions and research organizations.
• Business Acumen: Proficiency in advanced data analysis and the use of analytics to drive sales performance.

Preferred Qualifications:

• Experience with ENT's
• Experience in Specialty Pharmacy Fulfillment Pathway
• Experience with Buy & Bill

XML job scraping automation by YubHub

Accountabilities:

• Develop and demonstrate knowledge of clinical disease states and treatment guidelines.

• Effectively communicate product information to healthcare professionals.

• Analyze trends and develop strategic business plans, leveraging understanding of the market landscape, dynamics, and patient access challenges.

• Provide solutions to customers by creating a tailored customer experience based on account and HCP needs.

• Identify opportunities for process improvement, demonstrate openness to new ideas, and seek innovative approaches to sales and customer engagement.

Essential Skills/Experience:

• Bachelor's Degree

• 3+ yrs of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry / settings within the healthcare ecosystem

• Experience in account planning and/or complex reimbursement model OR internal AZ certification

• A valid driver's license and safe driving record

Essential Skills and Capabilities:

• Advanced Therapeutic Area Expertise: Experience and expertise in highly specialized therapeutic areas

• Customer Engagement: Proven ability to engage with senior-level healthcare professionals, including specialists and hospital administrators.

• Innovative Sales Strategies: Experience in developing and implementing innovative sales strategies in a highly specialized market.

• Clinical Acumen: Exceptional ability to understand and communicate cutting-edge scientific research and clinical data.

• Strategic Partnerships: Experience in establishing and nurturing strategic partnerships with healthcare institutions and research organizations.

• Business Acumen: Proficiency in advanced data analysis and the use of analytics to drive sales performance.

Preferred Qualifications:

• Experience with ENT's

• Experience in Specialty Pharmacy Fulfillment Pathway

• Experience with Buy & Bill

Our positions offer eligibility for various incentives,an opportunity to receive short-term incentive bonuses, equity-based awards for salaried roles and commissions for sales roles. Benefits offered include qualified retirement programs, paid time off (i.e., vacation, holiday, and leaves), as well as health, dental, and vision coverage in accordance with the terms of the applicable plans.

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As part of our flagship Ambition Zero Carbon program, we have committed to a fully electric vehicle (EV) fleet by the end of 2025, which means that all our drivers will be assigned an EV.

The AstraZeneca's US BioPharma Respiratory and Immunology (R&I) Team holds a unique position in respiratory disease, including asthma, chronic obstructive pulmonary disease (COPD) and Lupus, with a range of differentiated potential medicines in development by using novel combinations, biologics and devices.

As a Senior Pharmaceutical Sales Specialist for the Advanced Specialty Team, you'll play a pivotal role in channeling our scientific capabilities to make a positive impact on changing patients' lives.

Accountabilities:

• Develop and demonstrate knowledge of clinical disease states and treatment guidelines.

• Effectively communicate product information to healthcare professionals.

• Analyze trends and develop strategic business plans, leveraging understanding of the market landscape, dynamics, and patient access challenges.

• Provide solutions to customers by creating a tailored customer experience based on account and HCP needs.

• Identify opportunities for process improvement, demonstrate openness to new ideas, and seek innovative approaches to sales and customer engagement.

Essential Skills/Experience:

• Bachelor’s Degree

• 3+ yrs of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry / settings within the healthcare ecosystem

• Experience in account planning and/or complex reimbursement model OR internal AZ certification

• A valid driver’s license and safe driving record

Essential Skills and Capabilities:

• Advanced Therapeutic Area Expertise: Experience and expertise in highly specialized therapeutic areas

• Customer Engagement: Proven ability to engage with senior-level healthcare professionals, including specialists and hospital administrators.

• Innovative Sales Strategies: Experience in developing and implementing innovative sales strategies in a highly specialized market.

• Clinical Acumen: Exceptional ability to understand and communicate cutting-edge scientific research and clinical data.

• Strategic Partnerships: Experience in establishing and nurturing strategic partnerships with healthcare institutions and research organizations.

• Business Acumen: Proficiency in advanced data analysis and the use of analytics to drive sales performance.

Preferred Qualifications:

• Experience with ENT’s

• Experience in Specialty Pharmacy Fulfillment Pathway

• Experience with Buy & Bill

Our positions offer eligibility for various incentives,an opportunity to receive short-term incentive bonuses, equity-based awards for salaried roles and commissions for sales roles. Benefits offered include qualified retirement programs, paid time off (i.e., vacation, holiday, and leaves), as well as health, dental, and vision coverage in accordance with the terms of the applicable plans.

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Accountabilities: Develop and demonstrate knowledge of clinical disease states and treatment guidelines. Effectively communicate product information to healthcare professionals. Analyse trends and develop strategic business plans, leveraging understanding of the market landscape, dynamics, and patient access challenges. Provide solutions to customers by creating a tailored customer experience based on account and HCP needs. Identify opportunities for process improvement, demonstrate openness to new ideas, and seek innovative approaches to sales and customer engagement.

Essential Skills/Experience: Bachelor's Degree 3+ yrs of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry / settings within the healthcare ecosystem Experience in account planning and/or complex reimbursement model OR internal AZ certification A valid driver's license and safe driving record

Essential Skills and Capabilities: Advanced Therapeutic Area Expertise: Experience and expertise in highly specialized therapeutic areas Customer Engagement: Proven ability to engage with senior-level healthcare professionals, including specialists and hospital administrators. Innovative Sales Strategies: Experience in developing and implementing innovative sales strategies in a highly specialized market. Clinical Acumen: Exceptional ability to understand and communicate cutting-edge scientific research and clinical data. Strategic Partnerships: Experience in establishing and nurturing strategic partnerships with healthcare institutions and research organizations. Business Acumen: Proficiency in advanced data analysis and the use of analytics to drive sales performance.

Preferred Qualifications: Experience with ENT's Experience in Specialty Pharmacy Fulfillment Pathway Experience with Buy & Bill

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Accountabilities The Senior GMAL leads the design and execution of global product and disease area strategies, translating scientific insight and healthcare system understanding into clear, practice-changing medical plans. This includes shaping ambitious practice change initiatives that influence care pathways, market access, and treatment adoption across diverse geographies. The role is responsible for the global evidence generation strategy, from interventional trials (Phases 2–4) to real-world evidence programs, ensuring that clinical research, registries and RWE studies are aligned with brand, access and healthcare transformation objectives. It drives optimisation and communication of data across scientific platforms, ensuring differentiated evidence reaches regulators, payers and healthcare professionals in a timely and impactful way. A core responsibility is to blend advanced scientific expertise with digital skill, using digital health tools, analytics and data platforms to transform how evidence is communicated and how stakeholders are engaged. The Senior GMAL crafts compelling scientific narratives, leads digital dissemination of evidence, and safeguards accuracy, impact and compliance in all scientific communications. The role builds and sustains influential relationships across the healthcare ecosystem, including global and regional KOLs, professional societies, regulators, payers, patient organisations, digital innovators and health systems. It mobilises support for medical strategy and healthcare change initiatives, while mentoring cross-functional teams and encouraging scientific leadership and collaboration. The Senior GMAL also brings deep regulatory insight to the design of clinical trials and evidence programs, anticipating evolving regulatory and payer requirements to ensure robust, compliant data generation and communication. This includes guiding teams on regulatory expectations, shaping evidence packages for submissions and HTA processes, and ensuring that medical plans are fully integrated with commercial, access and lifecycle strategies. Throughout, the role acts with urgency, challenges the status quo, spots new opportunities in data and science, and leads teams through complex decision-making to deliver significant impact for patients worldwide.

Essential Skills/Experience

• Master’s degree in any field with at least 5 years of experience in the pharmaceutical industry (Medical, Marketing, R&D, Market Access), or extensive experience within a health system (clinical, pharmacy, pathway design, etc.)
• Demonstrated leadership in complex, global healthcare environments, including leading franchise/TA business in key markets, driving brand performance, and leading large, diverse teams.
• Significant expertise and strategic insight into healthcare system pathways, regulatory landscapes, market-shaping, and external stakeholder engagement.
• Consistent track record of internal and external network building, collaboration across geographies and matrix teams, and effective mentoring of junior colleagues or peers.
• Digital proficiency, maximising digital health tools and data platforms to advance evidence generation and communication.
• Deep understanding of patient care pathways, evolving treatment protocols, scientific literature, and contemporary approaches to healthcare transformation.
• Shown ability to guide, influence, and align diverse stakeholders,including thought leaders, regulatory bodies, patient groups, and payer organisations.

Desirable Skills/Experience

• Doctoral-level degree (MD, PhD, PharmD) in a relevant field.
• Recognised expertise in the relevant or related therapeutic area, often evidenced by a history of clinical practice, research leadership, or significant external engagement.
• Advanced experience designing, leading, and interpreting clinical research programs, including pivotal clinical trials (Ph2–Ph4), practice-changing RWE studies, and implementation of innovative evidence generation approaches.
• Broad experience beyond Medical Affairs; for example, prior roles in Marketing, R&D, or Market Access.
• Long-standing relationships with global KOLs, societies, regulators, digital health partners, and innovative healthcare organisations.
• Track record of launching new products or indications in multiple, diverse markets (e.g., US, China, EU), and successfully developing and delivering global medical strategies.

AstraZeneca offers an environment built on innovation and curiosity where difference is valued and questioning minds are encouraged to challenge convention; teams reflect the diversity of the communities they serve, work closely together across disciplines and geographies, embrace digital and data to solve complex challenges at pace, learn continuously through shared insight and feedback, and channel their entrepreneurial spirit into developing the next generation of therapeutics that improve outcomes for patients and society. If this role matches your experience and ambitions, apply now to join us on this journey! Are you ready to bring insights and fresh thinking to the table? Brilliant! We have one seat available, and we hope it’s yours. Apply today.

AstraZeneca embraces diversity and equality of opportunity. We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills. We believe that the more inclusive we are, the better our work will be. We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics. We follow all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.

The annual base pay for this position ranges from $243,586.40 - $336,379.60 USD , Hourly and salaried non-exempt employees will also be paid overtime pay when working qualifying overtime hours. Base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. In addition, our positions offer a short-term incentive bonus opportunity; eligibility to participate in our equity-based long-term incentive program (salaried roles), to receive a retirement contribution (hourly roles), and commission payment eligibility (sales roles). Benefits offered included a qualified retirement program [401(k) plan]; paid vacation and holidays; paid leaves; and, health benefits.

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Your primary responsibilities will include providing leadership to define and coordinate the data strategy that enables data-driven, model-based analytics for improved gene-edited germplasm, including accelerating data connectivity across the editing pipeline with multi-functional teams. You will also lead cross-functional projects with partners across Crop Science to automate decision making and connect data assets that accelerate development of gene-edited products.

In addition, you will translate complex business data knowledge, scientific workflows, and product needs into clear technical implementation plans that can be executed by data scientists, data engineers, and developers. You will design and guide the development of robust data systems and analytics pipelines that support a wide variety of genomic and computational biology use cases and can scale with future business needs.

As a key communicator and integrator between scientific, technical, and business stakeholders, you will align roadmaps, prioritize initiatives, and ensure that data and analytics solutions deliver measurable value. You will also attract, mentor, and develop talent, serving as a coach for peers and colleagues in key areas of expertise to support their professional growth and build a strong data and analytics community.

Finally, you will champion and support Health, Safety & Environment, Compliance, Business Conduct, and Human Rights policies and culture in all activities and collaborations.

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Accountabilities: Develop and demonstrate knowledge of clinical disease states and treatment guidelines. Effectively communicate product information to healthcare professionals. Analyse trends and develop strategic business plans, leveraging understanding of the market landscape, dynamics, and patient access challenges. Provide solutions to customers by creating a tailored customer experience based on account and HCP needs. Identify opportunities for process improvement, demonstrate openness to new ideas, and seek innovative approaches to sales and customer engagement.

Essential Skills/Experience: Bachelor's Degree 3+ yrs of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry / settings within the healthcare ecosystem Experience in account planning and/or complex reimbursement model OR internal AZ certification A valid driver's license and safe driving record

Essential Skills and Capabilities: Advanced Therapeutic Area Expertise: Experience and expertise in highly specialized therapeutic areas Customer Engagement: Proven ability to engage with senior-level healthcare professionals, including specialists and hospital administrators. Innovative Sales Strategies: Experience in developing and implementing innovative sales strategies in a highly specialized market. Clinical Acumen: Exceptional ability to understand and communicate cutting-edge scientific research and clinical data. Strategic Partnerships: Experience in establishing and nurturing strategic partnerships with healthcare institutions and research organizations. Business Acumen: Proficiency in advanced data analysis and the use of analytics to drive sales performance.

Preferred Qualifications: Experience with ENT's Experience in Specialty Pharmacy Fulfillment Pathway Experience with Buy & Bill

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Accountabilities:

• Develop and demonstrate knowledge of clinical disease states and treatment guidelines.
• Effectively communicate product information to healthcare professionals.
• Analyze trends and develop strategic business plans, leveraging understanding of the market landscape, dynamics, and patient access challenges.
• Provide solutions to customers by creating a tailored customer experience based on account and HCP needs.
• Identify opportunities for process improvement, demonstrate openness to new ideas, and seek innovative approaches to sales and customer engagement.

Essential Skills/Experience:

• Bachelor's Degree
• 3+ years of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry/settings within the healthcare ecosystem
• Experience in account planning and/or complex reimbursement model OR internal AZ certification
• A valid driver's license and safe driving record

Essential Skills and Capabilities:

• Advanced Therapeutic Area Expertise: Experience and expertise in highly specialized therapeutic areas
• Customer Engagement: Proven ability to engage with senior-level healthcare professionals, including specialists and hospital administrators.
• Innovative Sales Strategies: Experience in developing and implementing innovative sales strategies in a highly specialized market.
• Clinical Acumen: Exceptional ability to understand and communicate cutting-edge scientific research and clinical data.
• Strategic Partnerships: Experience in establishing and nurturing strategic partnerships with healthcare institutions and research organizations.
• Business Acumen: Proficiency in advanced data analysis and the use of analytics to drive sales performance.

Preferred Qualifications:

• Experience with ENT's
• Experience in Specialty Pharmacy Fulfillment Pathway
• Experience with Buy & Bill

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Accountabilities:

• Develop and demonstrate knowledge of clinical disease states and treatment guidelines.
• Effectively communicate product information to healthcare professionals.
• Analyze trends and develop strategic business plans, leveraging understanding of the market landscape, dynamics, and patient access challenges.
• Provide solutions to customers by creating a tailored customer experience based on account and HCP needs.
• Identify opportunities for process improvement, demonstrate openness to new ideas, and seek innovative approaches to sales and customer engagement.

Essential Skills/Experience:

• Bachelor's Degree
• 3+ yrs of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry / settings within the healthcare ecosystem
• Experience in account planning and/or complex reimbursement model OR internal AZ certification
• A valid driver's license and safe driving record

Essential Skills and Capabilities:

• Advanced Therapeutic Area Expertise: Experience and expertise in highly specialized therapeutic areas
• Customer Engagement: Proven ability to engage with senior-level healthcare professionals, including specialists and hospital administrators.
• Innovative Sales Strategies: Experience in developing and implementing innovative sales strategies in a highly specialized market.
• Clinical Acumen: Exceptional ability to understand and communicate cutting-edge scientific research and clinical data.
• Strategic Partnerships: Experience in establishing and nurturing strategic partnerships with healthcare institutions and research organizations.
• Business Acumen: Proficiency in advanced data analysis and the use of analytics to drive sales performance.

Preferred Qualifications:

• Experience with ENT's
• Experience in Specialty Pharmacy Fulfillment Pathway
• Experience with Buy & Bill

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At AstraZeneca, we turn ideas into life-changing medicines. Working here means being entrepreneurial, thinking big and working together to make the impossible a reality.

The Regional Business Sales Leader, Advanced Specialty Care, serves as a first-line sales leader within the CVRM Sales organization, reporting directly to the Area Director, Advanced Specialty Care. This role is responsible for the overall performance of the assigned region (Texas, Louisiana, Alabama, and Mississippi and their surrounding areas) by providing inspirational leadership, creating a motivational environment, removing barriers, developing the team, and setting clear expectations for success in line with AstraZeneca values to a team of 8.

Main Duties and Responsibilities

Responsible for the overall performance of the assigned region by providing leadership that creates a motivational environment and sets expectations for success. Review, modify, and approve strategically targeted account-specific business plans developed by sales representatives, ensuring alignment with brand strategy and regional priorities.

Conduct ride-a-longs and one-on-one coaching focused on advanced specialty product knowledge, disease state understanding, call planning, territory management, and effective engagement within complex account structures.

Provide in-person, documented field coaching and observation to strengthen clinical acumen, selling capability, account ownership, and expansion across specialty and rare disease settings.

Proactively guide teams through complex market access, reimbursement pathways, and buy-and-bill dynamics, fostering strong collaboration with specialty pharmacies, health systems, and multidisciplinary care teams.

Collaborate with home office and cross-functional partners to support marketing strategy execution, targeting optimization, incentive initiatives, and sales training aligned to advanced specialty portfolio needs.

Lead through ambiguity and complexity, operating independently while navigating evolving market dynamics, access challenges, and organizational priorities.

Build and sustain a high-performing, inclusive team by setting clear direction, fostering professional development, driving accountability, and cultivating innovation and open communication.

Demonstrate a growth mindset by leveraging market insights, customer feedback, and relevant technology to drive innovative sales strategies and sustainable business growth.

Minimum Requirements

• Bachelor's degree with 8+ or more years of biopharmaceutical/healthcare experience
• 5 years or more in First Line People Leadership
• Proven track record of team development including hiring, training, and performance management
• Experience leading teams in complex specialty or advanced therapy environments, including hospital systems and integrated delivery networks
• Strong business and analytical foresight to navigate market access, reimbursement, and competitive dynamics
• Ability to coach teams through complex account ecosystems while maintaining patient-centric execution
• Willingness to travel approximately 60% of the time
• Strong communication skills with high integrity, resilience, and adaptability
• Valid driver's license and safe driving record

Preferred Requirements

• Therapeutic experience in Cardiovascular, Rare Disease, or other highly specialized areas
• Advanced or Master's degree
• Established Key Opinion Leader (KOL) relationships
• Proven experience leading teams across specialty pharmacy, buy-and-bill, and non-retail distribution models
• Proven ability to drive growth through cross-functional collaboration and ecosystem partnership
• Experience enabling teams to execute across multiple selling channels and complex reimbursement models
• Strong capability to translate clinical data and market trends into actionable regional strategy

Pay Transparency

The annual base pay for this position could range from $225,000–$280,000 USD Annual. Hourly and salaried non-exempt employees will also be paid overtime pay when working qualifying overtime hours. Base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience.

In addition, our positions offer a short-term incentive bonus opportunity; eligibility to participate in our equity-based long-term incentive program (salaried roles), to receive a retirement contribution (hourly roles), and commission payment eligibility (sales roles).

Benefits offered include a qualified retirement program [401(k) plan]; paid vacation and holidays; paid leaves; and health benefits including medical, prescription drug, dental, and vision coverage in accordance with the terms and conditions of the applicable plans.

Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment.

If hired, employees will be in an 'at-will position' and the Company reserves the right to modify base pay (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

Why AstraZeneca?

At AstraZeneca, we seize opportunities to make meaningful change. Delivering life-changing medicines requires entrepreneurial thinking and collaboration. Join us as we push the boundaries of science and redefine what a biopharmaceutical company can achieve.

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As a Pharmaceutical Sales Specialist, you will be responsible for developing and demonstrating knowledge of clinical disease states and treatment guidelines. You will effectively communicate product information to healthcare professionals, analyze trends, and develop strategic business plans. You will also provide solutions to customers by creating a tailored customer experience based on account and HCP needs.

To succeed in this role, you will need to have a strong understanding of the market landscape, dynamics, and patient access challenges. You will also need to be able to identify opportunities for process improvement, demonstrate openness to new ideas, and seek innovative approaches to sales and customer engagement.

We are looking for a highly motivated and results-driven individual who is passionate about delivering exceptional customer experiences. If you have a strong background in sales, a valid driver's license, and a safe driving record, we encourage you to apply for this exciting opportunity.

AstraZeneca is committed to creating an inclusive environment where equal employment opportunities are available to all applicants and employees. We welcome and consider applications from all qualified candidates, regardless of their protected characteristics.

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The AstraZeneca's US BioPharma Respiratory and Immunology (R&I) Team holds a unique position in respiratory disease, including asthma, chronic obstructive pulmonary disease (COPD) and Lupus, with a range of differentiated potential medicines in development by using novel combinations, biologics and devices. The pipeline also has several promising assets in inflammatory and autoimmune diseases within areas such as psoriasis, psoriatic arthritis, gout, systemic lupus and rheumatoid arthritis.

As a Senior Pharmaceutical Sales Specialist, you'll be responsible for: Developing and demonstrating knowledge of clinical disease states and treatment guidelines. Effectively communicating product information to healthcare professionals. Analyzing trends and developing strategic business plans, leveraging understanding of the market landscape, dynamics, and patient access challenges. Providing solutions to customers by creating a tailored customer experience based on account and HCP needs. Identifying opportunities for process improvement, demonstrating openness to new ideas, and seeking innovative approaches to sales and customer engagement.

Essential skills and experience include: Bachelor's Degree 3+ years of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry/settings within the healthcare ecosystem Experience in account planning and/or complex reimbursement model OR internal AZ certification A valid driver's license and safe driving record

Essential skills and capabilities include: Advanced Therapeutic Area Expertise: Experience and expertise in highly specialized therapeutic areas Customer Engagement: Proven ability to engage with senior-level healthcare professionals, including specialists and hospital administrators. Innovative Sales Strategies: Experience in developing and implementing innovative sales strategies in a highly specialized market. Clinical Acumen: Exceptional ability to understand and communicate cutting-edge scientific research and clinical data. Strategic Partnerships: Experience in establishing and nurturing strategic partnerships with healthcare institutions and research organizations. Business Acumen: Proficiency in advanced data analysis and the use of analytics to drive sales performance.

Preferred qualifications include: Experience with ENT's Experience in Specialty Pharmacy Fulfillment Pathway Experience with Buy & Bill

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Accountabilities:

• Develop and demonstrate knowledge of clinical disease states and treatment guidelines.
• Effectively communicate product information to healthcare professionals.
• Analyze trends and develop strategic business plans, leveraging understanding of the market landscape, dynamics, and patient access challenges.
• Provide solutions to customers by creating a tailored customer experience based on account and HCP needs.
• Identify opportunities for process improvement, demonstrate openness to new ideas, and seek innovative approaches to sales and customer engagement.

Essential Skills/Experience:

• Bachelor's Degree
• 3+ yrs of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry / settings within the healthcare ecosystem
• Experience in account planning and/or complex reimbursement model OR internal AZ certification
• A valid driver's license and safe driving record

Essential Skills and Capabilities:

• Advanced Therapeutic Area Expertise: Experience and expertise in highly specialized therapeutic areas
• Customer Engagement: Proven ability to engage with senior-level healthcare professionals, including specialists and hospital administrators.
• Innovative Sales Strategies: Experience in developing and implementing innovative sales strategies in a highly specialized market.
• Clinical Acumen: Exceptional ability to understand and communicate cutting-edge scientific research and clinical data.
• Strategic Partnerships: Experience in establishing and nurturing strategic partnerships with healthcare institutions and research organizations.
• Business Acumen: Proficiency in advanced data analysis and the use of analytics to drive sales performance.

Preferred Qualifications:

• Experience with ENT's
• Experience in Specialty Pharmacy Fulfillment Pathway
• Experience with Buy & Bill

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As part of our flagship Ambition Zero Carbon program, we have committed to a fully electric vehicle (EV) fleet by the end of 2025, which means that all our drivers will be assigned an EV.

The AstraZeneca's US BioPharma Respiratory and Immunology (R&I) Team holds a unique position in respiratory disease, including asthma, chronic obstructive pulmonary disease (COPD) and Lupus, with a range of differentiated potential medicines in development by using novel combinations, biologics and devices.

As a Senior Pharmaceutical Sales Specialist for the Advanced Specialty Team, you'll play a pivotal role in channeling our scientific capabilities to make a positive impact on changing patients' lives.

Accountabilities:

• Develop and demonstrate knowledge of clinical disease states and treatment guidelines.

• Effectively communicate product information to healthcare professionals.

• Analyze trends and develop strategic business plans, leveraging understanding of the market landscape, dynamics, and patient access challenges.

• Provide solutions to customers by creating a tailored customer experience based on account and HCP needs.

• Identify opportunities for process improvement, demonstrate openness to new ideas, and seek innovative approaches to sales and customer engagement.

Essential Skills/Experience:

• Bachelor’s Degree

• 3+ yrs of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry / settings within the healthcare ecosystem

• Experience in account planning and/or complex reimbursement model OR internal AZ certification

• A valid driver’s license and safe driving record

Essential Skills and Capabilities:

• Advanced Therapeutic Area Expertise: Experience and expertise in highly specialized therapeutic areas

• Customer Engagement: Proven ability to engage with senior-level healthcare professionals, including specialists and hospital administrators.

• Innovative Sales Strategies: Experience in developing and implementing innovative sales strategies in a highly specialized market.

• Clinical Acumen: Exceptional ability to understand and communicate cutting-edge scientific research and clinical data.

• Strategic Partnerships: Experience in establishing and nurturing strategic partnerships with healthcare institutions and research organizations.

• Business Acumen: Proficiency in advanced data analysis and the use of analytics to drive sales performance.

Preferred Qualifications:

• Experience with ENT’s

• Experience in Specialty Pharmacy Fulfillment Pathway

• Experience with Buy & Bill

Our mission is to build an inclusive environment where equal employment opportunities are available to all applicants and employees. In furtherance of that mission, we welcome and consider applications from all qualified candidates, regardless of their protected characteristics. If you have a disability or special need that requires accommodation, please complete the corresponding section in the application form.

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In this role, you will define and own the overall implementation and cutover strategy, ensuring alignment across business and technology. You will develop comprehensive plans covering parallel run, big bang migration, and contingency scenarios. You will also lead execution of cutover activities, including worst-case scenario planning, rehearsals, and post-go-live hypercare operating model.

Key responsibilities include:

• Defining and owning the overall implementation and cutover strategy
• Developing comprehensive plans covering parallel run, big bang migration, and contingency scenarios
• Leading execution of cutover activities, including worst-case scenario planning, rehearsals, and post-go-live hypercare operating model
• Ensuring robust mitigation steps for risks and issues
• Bringing together complex dependencies across all workstreams
• Ensuring BAU change is interlocked with the programme in broader implementation planning

To be successful in the role, you should have technology expertise in delivering Big Bang migrations on key services, experience of leading post implementation activities and Incident Management, highly effective communication skills, business impact expertise, and driving partnership across Business, internal Technology and third party teams.

You'll achieve more at HSBC. HSBC is committed to building a culture where all employees are valued, respected and opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow within and inclusive and diverse environment.

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Your responsibilities will include:

• Supporting the planning and execution of POS activation projects, such as creating displays and promotional materials
• Collaborating with our sales team to roll out promotions and campaigns in-store
• Analyzing sales data and campaign performance to inform future initiatives
• Creating briefings, presentations, and reports to communicate results and insights
• Working closely with external partners, such as agencies, to bring new ideas and perspectives to the table

As a Werkstudent, you'll have the opportunity to take on a range of responsibilities and make a real impact on our business. You'll be part of a dynamic and supportive team that's passionate about creating engaging experiences for our customers.

We're looking for someone who is:

• Currently studying in a relevant field, such as marketing, business administration, or communications
• Able to think creatively and come up with innovative solutions to problems
• A strong communicator with excellent written and verbal skills
• Able to work independently and as part of a team
• Proficient in German and English

If you're a motivated and enthusiastic individual who is passionate about marketing and customer experience, we'd love to hear from you!

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As our Senior Partnerships Manager for DACH, you'll report to the Team Lead of Business Development Northern Europe and work closely with Technical Account Management (TAM) and other teammates to sign, onboard, and nurture new and existing accounts in the DACH markets (Germany, Austria, Switzerland).

You'll be responsible for managing and optimizing a portfolio of large accounts in DACH, boosting their performance and contributing to Holidu's revenue in these key markets.

Key responsibilities include:

• Fuel regional growth: Manage and optimize a portfolio of large accounts in DACH, boosting their performance and contributing to Holidu's revenue in these key markets.

• Be an onboarding trailblazer: Guide new partners in DACH (Germany, Austria, Switzerland) onto the Holidu platform, ensuring they're set up for success from the get-go.

• Bridge business and tech: Collaborate with Technical Account Management and Business Development teams to configure partners in our systems, run test bookings, and ensure seamless integrations, leveraging your interest in technology and connectivity.

• Elevate partner performance: Use data analysis and metrics to spot errors, improve online visibility, and make booking a breeze for guests, enhancing the quality of our partners' presence on the platform.

• Boost partner value: Upsell and upgrade existing collaborations by promoting Holidu Payments and improving commercial conditions to enhance partner success.

• Keep things running smoothly: Follow CRM workflows, meet deadlines, and maintain clear communication with partners to gather essential info and keep the onboarding process on track.

Requirements include:

• Educational foundation: A degree in Business, Tourism, IT, Economics, or a related field, or equivalent practical experience.

• Tech/Business hybridity: A strong interest in data analysis and connectivity, with the technical comfort to dive into digital tools and resolve complex integration challenges.

• DACH market expertise: A nuanced communicator who understands the DACH business landscape and can build high-trust relationships with both tech-savvy startups and traditional, family-owned enterprises.

• Analytical excellence: A data-driven and process-oriented mindset used to prioritize tasks, optimize partner performance, and translate insights into clear, actionable results.

• Collaborative & proactive drive: A hands-on team player who can work independently, manage their time effectively, and hit the ground running from day one.

• Language proficiency: Near-native German skills, fluent English skills.

Our adventure includes:

• Impact: Shape the future of travel with products used by millions of guests and thousands of hosts. At Holidu, ideas become products, data drives decisions, and iteration fuels fast learning. Your work matters,and you'll see the impact.

• Learning: Grow professionally in a culture that thrives on curiosity and feedback. You'll learn from outstanding colleagues, collaborate across disciplines, and benefit from mentorship, and personal learning budgets,with a strong focus on AI.

• Great People: Join a team of smart, motivated, and international colleagues who challenge and support each other. We celebrate wins and keep our culture fun, ambitious, and human. Our customers are guests and hosts,people we can all relate to,making work meaningful and energizing.

• Technology: Work in a modern tech environment. You'll experience the pace of a scale-up combined with the stability of a proven business model, enabling you to build, test, and improve continuously.

• Flexibility: Work a hybrid setup with 50% in-office time for collaboration, and spend up to 8 weeks a year from other inspiring locations. You'll stay connected through regular events and meet-ups across our almost 30 offices.

• Perks on Top: Of course, we also offer travel benefits, gym discounts, and other perks to keep you energized,but what truly sets us apart is the chance to grow in a dynamic industry, alongside amazing people, while having fun along the way.

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As our Manager, Fraud Analytics, you will:

• Define requirements, manage delivery cadence, document methodologies, and ensure controls/traceability across the analytics lifecycle
• Analyze fraud trends, typologies, and emerging threats using internal/external data to identify root causes and actionable interventions
• Monitor and improve key metrics (e.g., fraud loss rate, detection/true positive rate, false positives, client friction, alert volumes, operational capacity impacts)
• Recommend and test changes to rules, thresholds, segmentation, and model features
• Produce clear recommendations for Fraud Management, Operations, Product, Digital, and Technology, support implementation and post-change validation
• Create concise dashboards and narratives that connect fraud decisions to client experience and business outcomes
• Ensure analyses and changes are well-controlled, auditable, and aligned to relevant policies, model risk expectations, and regulatory considerations

You'll likely have the following qualifications to succeed in this role:

• Analytics experience in fraud, financial crime, risk analytics, or payments (banking preferred)
• Advanced capability in SAS/SQL and Python or R
• Proven ability to translate complex analysis into business decisions and influence cross-functional partners without formal authority
• Experience with card, digital payments, digital authentication, account takeover, application fraud, or transaction monitoring
• Dashboarding experience (e.g., QlikSense, Tableau, Power BI)
• Analytical depth, curiosity, and structured problem-solving
• Data storytelling and stakeholder management
• Pragmatic, outcome-driven mindset
• Strong attention to detail and control discipline
• Collaborative working style

As an HSBC employee, you will have access to tailored professional development opportunities to ensure you have the right skills for today and tomorrow. We offer a competitive pay and benefits package including a robust Wellness Hub, all in a welcoming and inclusive work environment.

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Sustainability, health, and transparency are the core values that guide everything we do. Basically, we exist to help people live a healthier life without recklessly taxing the planet's resources in the process, and to change the food system for the better. We drive that change through the power of oats and through a significant reduction in cow's milk consumption.

As a Brand Lead (BL) for Oatly North America, you'll join Oatly's infamous Department of Mind Control (ODMC) and report to the Brand Director for North America. Your mission is simple (but not easy): keep Oatly culturally relevant and unmistakably Oatly by ensuring our global creative vision comes to life locally in the most impactful way.

You'll act as the bridge between brand strategy, creative execution, and commercial reality, helping translate bold ideas into meaningful activations across the United States and Canada. The brand is your #1 focus. You are the local custodian of one of the world's most unexplainable yet deeply resonant brands.

Your role is to help 'keep Oatly weird' , bringing the brand to life through collaborations, activations, partnerships, and commercial opportunities that connect meaningfully with a North American audience. You work closely with your regional ODMC team (Brand Director, Creatives, and Creative Project Lead) and collaborate across the broader ODMC ecosystem , including Creative, PR/Comms, Media & Social, Events, Design, Project Management, and Production.

You are also a key partner to Oatly's commercial teams, ensuring the brand shows up in ways that strengthen both cultural relevance and business growth. By building strong relationships across functions , including Retail, Foodservice, and Coffee , you help identify opportunities where the brand can shine.

Just as importantly, you stay deeply connected to culture. You keep a finger on the pulse of your market, constantly scanning for unexpected opportunities that help Oatly show up in surprising and meaningful ways.

The role will be based in New York, is remote but will require regular travel.

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In this role, you will manage internal and external stakeholders to bring clarity to our compute technology roadmaps, help prioritise across technical and non-technical teams, and focus on securing and delivering compute capacity.

As a key member of our team, you will work closely with engineering, finance, and partnership teams to drive execution of technical roadmaps, support deal structuring, and manage the operational aspects of our compute partnerships.

This role combines technical program management with elements of strategic operations, partnership development, and financial analysis.

Responsibilities:

• Drive cross-functional coordination across Engineering, Finance, and external partners to define, scope, and deliver on compute partnership initiatives

• Develop and maintain detailed project plans, timelines, and status reporting for technical programs related to compute infrastructure and partnerships

• Partner with engineering leaders to translate technical requirements into actionable roadmaps and track execution against milestones

• Support the structuring and negotiation of strategic compute deals, including financial modelling, term analysis, and vendor evaluation

• Build and maintain relationships with key stakeholders at cloud providers and infrastructure partners

• Develop and manage systems, processes, and documentation to support program management efficiency and stakeholder visibility

• Analyse financial and operational data to inform decision-making on compute capacity planning and vendor strategy

• Provide clear and transparent reporting on program status, issues, and risks to leadership

You might be a good fit if you have:

• 8-10 years of experience in technical product/program management, business development, or strategic partnerships roles at technology companies

• Experience structuring and negotiating strategic customer deals or partnerships within the technology space (cloud services, semiconductors, data centre/infrastructure)

• Background in cloud computing, data centre infrastructure, compute/silicon development, or technology-focused investment banking or consulting

• Familiarity with data centre infrastructure, compute hardware, and/or silicon development cycles

• Comfort with financial analysis and modelling; experience with vendor financing arrangements is a plus

• Strong interpersonal and communication skills with the ability to influence and align diverse stakeholders

• Ability to drive clarity in ambiguous environments and manage competing priorities with high-quality execution

• A track record of managing cross-functional initiatives in fast-paced, scaling technology environments

• A passion for Anthropic's mission and ensuring safe AI development

Strong candidates may also have:

• Experience managing external partnerships with large-scale cloud providers or hardware vendors

• Understanding of AI/ML infrastructure requirements and compute capacity planning

• Experience with vendor financing, equipment leasing, or infrastructure investment analysis

• Background in technical due diligence or technology M&A

The annual compensation range for this role is $250,000-$310,000 USD.

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In this role, you'll be the connective tissue between our event strategy and the content that makes each experience resonate. You'll develop everything from keynote narratives and session abstracts to speaker preparation materials and post-event content, ensuring consistency and quality across Anthropic-owned events like Code with Claude, Anthropic Futures Forum, and our industry-specific programs.

This is an ideal opportunity for someone who thrives at the intersection of storytelling, event marketing, and program management,and who can translate complex AI concepts into accessible, engaging content for diverse audiences.

Responsibilities:

• Own the end-to-end content strategy and development for Anthropic's core marketing events, ensuring alignment with event objectives, brand standards, and company OKRs

• Develop compelling keynote narratives, session descriptions, speaker talking points, and presentation content that showcase Anthropic's products, research, and customer impact

• Create and manage speaker preparation materials, including briefing documents, rehearsal guides, and 'Know Before You Go' content for internal and external speakers

• Write and produce event marketing content across channels,including email campaigns, landing pages, social copy, and promotional materials,in partnership with broader marketing teams

• Build and maintain event content templates, toolkits, and best practices that can scale across a growing global events calendar

• Collaborate cross-functionally with product marketing, communications, developer relations, and sales teams to source stories, technical content, and customer narratives for event programming

• Manage content timelines and deliverables across multiple concurrent events, ensuring all materials meet quality standards and deadlines

• Develop post-event content including recap materials, highlight packages, and follow-up communications that extend the impact of each event

• Own the development of event programming and agendas, leading topic ideation, session sequencing, and content-mix decisions that create cohesive, engaging event experiences , balancing technical depth, audience diversity, and narrative arc for audiences including developers, enterprise leaders, startups, and partners.

• Identify, pitch, and secure external speakers for Anthropic events , including journalists, industry thought leaders, subject matter experts, and academics , managing the full outreach process from prospecting through confirmation and contracting

• Build and maintain long-term relationships with a diverse external speaker pipeline, positioning Anthropic events as a premier destination for top voices in AI and establishing ongoing partnerships that drive recurring speaker engagement across our events calendar

• Track content performance metrics and audience engagement to continuously refine event content strategy

You may be a good fit if you:

• Have 8+ years of experience in content marketing, event content development, or a related field, ideally within technology or B2B environments

• Have a demonstrated ability to develop compelling narratives and presentations for live events, conferences, or executive communications

• Are an exceptional writer who can distill complex technical concepts into clear, engaging content for varied audiences,from developers to C-suite executives

• Have experience managing speaker preparation and content development workflows for multi-session events or conferences

• Have experience sourcing and securing external speakers or contributors, including crafting compelling outreach and navigating relationships with journalists, thought leaders, subject matter experts, or academics.

• Bring strong relationship-building skills , you're comfortable being a face of Anthropic's event program and cultivating long-term, mutually valuable partnerships with external collaborators.

• Are highly organized with the ability to manage multiple content workstreams simultaneously while maintaining high quality standards

• Have strong collaboration skills and experience working cross-functionally with product, engineering, sales, and creative teams to produce content

• Are comfortable working in a fast-paced, high-growth environment where priorities can shift quickly and scrappiness is valued

• Have a genuine interest in AI technology and are excited to learn about Anthropic's products and research to inform authentic event storytelling

• Are results-oriented with a bias toward action,you can develop a content plan and execute it, iterating quickly based on feedback

Strong candidates may also have:

• Experience in event content for technology companies, particularly in AI, cloud, or enterprise software

• Background in producing content for both B2B and B2C audiences across event formats (keynotes, workshops, demos, networking experiences)

• An established professional network spanning journalists, thought leaders, academics, or subject matter experts in AI or adjacent fields

• Experience building and managing a recurring speaker pipeline for a growing events program, including strategies for speaker retention and long-term re-engagement.

• Familiarity with event marketing tools and platforms for content delivery and attendee engagement

• Experience developing content strategies that demonstrably contributed to pipeline generation or brand awareness goals

• Comfort working with technical subject matter experts and translating their insights into polished event content

• Experience building scalable content frameworks or toolkits for growing event programs

• A portfolio that demonstrates range across event content types,from executive-level presentations to hands-on workshop materials

• Deadline to apply: None. Applications will be reviewed on a rolling basis.

The annual compensation range for this role is listed below.

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

Annual Salary: $200,000-$255,000 USD

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

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

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

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

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

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

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

Responsibilities:

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

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

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

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

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

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

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

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

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

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

You may be a good fit if you have:

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

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

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

• Experience explaining and demonstrating technical products to various audiences

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

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

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

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

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

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

You are a true team player

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

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This role owns the portfolio-level operating system: translating capacity supply pipeline into integrated project plans that span every phase of delivery, building the tooling and automation that runs it at scale, and maintaining Anthropic's datacenter capacity catalog , a lifecycle view of our fleet that supports both execution orchestration and steady-state capacity planning.

Responsibilities:

• Manage the integrated master plan for each site across the portfolio , stitching power ramp, design, construction, sourcing, deployment, and operations readiness into a single coordinated schedule with clear milestones and dependencies
• Develop and maintain Anthropic's datacenter catalog for deployed and in-progress capacity. Manage the portfolio-level view of physical infrastructure & cluster interfaces across all sites and partners to enable planning decisions such as equipment fungibility, accelerator platforms, tech insertion, or workload allocation
• Define and run the stage gates and decision locks for cluster delivery , from lease execution to design lock through procurement, construction, equipment installation, commissioning, and handover
• Drive gate reviews, manage exceptions, and track the downstream impact of deviations across the portfolio
• Manage portfolio reviews and risk tracking for DC Infra leadership and Compute Supply

Tooling & process:

• Develop tooling and automation to enable cross-functional planning flow-down from datacenter capacity availability dates
• Partner with Design, Supply Chain, Construction, and DC Ops program leads to drive cross-pillar process improvements as portfolio scales

You may be a good fit if you:

• Are familiar with the full datacenter buildout lifecycle: pipeline → design → sourcing → construction → Cx → deployment
• Have run integrated portfolio or master-schedule planning across a fleet of capital projects (datacenter, energy, fab, or similar) where multiple functional orgs each own a phase
• Have built a stage-gate or decision-lock system from scratch and gotten functional leads to adopt it
• Have re-architected a deployment or delivery process at scale and can point to the cycle-time or throughput result
• Build the tooling yourself using AI-assisted development , stand up planning dashboards, schedule automation, and data pipelines from Smartsheet/P6/partner systems
• Proactively surface schedule risk across functions , comfortable flagging a problem in someone else's domain before it becomes a slip
• Track record of driving outcomes through influence with cross-functional partners

Strong candidates may also have:

• Experience building a portfolio planning and execution function from scratch at a hyperscaler or large industrial owner
• Exposure to capacity planning or S&OP processes that connect demand forecast to physical build
• Experience product-managing internal planning, workflow, or scheduling systems

The annual compensation range for this role is $365,000-$485,000 USD.

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What you'll do at Figma:

• Help Figma grow and innovate by delivering strategic research and recommendations and materially influencing the vision and strategy for Figma Design
• Partner closely with product leaders to find opportunities, generate strategy, and define success
• Break down complex business challenges into clear research plans; lead the end to end research process and demonstrate strong storytelling skills to deliver significant impact to Figma’s businesses
• Harness your product mindset and storytelling chops to influence product roadmap
• Advocate for the role of Research as a strategic partner in the business process

Requirements:

• 7+ years of experience in UX research or user insights at a high growth B2B SaaS company
• Expertise in applying a variety of research methodologies, including both qualitative and quantitative techniques, to address product challenges spanning from opportunity identification, concept testing, to feature iterations
• Shown success in identifying assumptions that underpin key challenges, prioritizing the most critical assumptions, and creating right sized research approaches to test those critical assumptions
• A proven track record of gaining consensus from executive team members and cross disciplinary partners, going beyond mere research mechanics and findings to articulate a larger user story, and the “so what” to inspire action
• Experience conducting research on AI-powered features or working on teams exploring AI applications

Nice to have:

• 2+ years in product design, user centric product management, product development, and/or front end engineering
• A familiarity and depth of experience using Figma’s products

At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

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With teams in Denver, San Francisco, and New York, we support more than 400,000 small businesses nationwide and are building a workplace that reflects the people we serve. All full-time employees receive competitive base pay, benefits, and equity (RSUs) , because everyone who helps build Gusto should share in its success.

We're looking for a full stack Deal Lead to join Gusto’s Corporate Development and Partnerships team. The ideal candidate brings experience driving growth for software and financial technology companies through M&A and strategic partnerships, along with curiosity around using AI to accelerate that work.

In this role, you will shape Gusto’s Build, Buy, Partner strategy and lead end to end transactions, leveraging AI tools to enhance market analysis, deal sourcing, and execution. Your contributions will play a key role in accelerating Gusto’s growth as we empower more than 400,000 small and mid-sized businesses to take care of their people.

The Corporate Development and Partnerships team is a high impact group responsible for defining Gusto’s Build, Buy, Partner strategy and driving growth through M&A and strategic partnerships. As a small but mighty team, we use technology, data, and AI to uncover opportunities faster, strengthen decision making, and deliver results that expand Gusto’s impact.

Here’s what you’ll do day-to-day:

• M&A and Partnership Strategy: Collaborate with product and executive leaders to refine strategy and roadmaps, using AI tools to assess markets, identify whitespace, and evaluate Build, Buy, Partner options.

• Deal Sourcing: Apply AI-driven market mapping and data synthesis to identify and prioritize high potential targets and partners across industries.

• Deal Execution: Lead the end-to-end transaction process, leveraging AI for due diligence analysis, financial modeling, and scenario planning to support negotiations and decision making.

• Market and Competitive Intelligence: Use AI to monitor strategic trends, startup activity, and competitive shifts in real time to inform Gusto’s growth strategy.

• Business Case Development: Utilize AI-assisted drafting and analysis tools to create clear, data-informed deal memos, financial models, and executive presentations.

• Stakeholder Alignment: Generate concise, AI-enabled updates that keep cross-functional partners informed and aligned throughout each deal phase.

Here’s what we're looking for:

• Experience: 10+ years of relevant experience in corporate development, partnerships, investment banking, venture capital, or private equity, including at least 3 years at a high-growth software or fintech company.

• Deal Leadership: Proven ability to manage M&A and partnership deals end-to-end, now leveraging AI tools to increase speed, accuracy, and insight.

• Product Minded: Strong product intuition and ability to collaborate with product and engineering teams on strategy.

• Analytical Strength: Exceptional modeling and analytical skills, with interest in integrating AI to enhance data analysis and forecasting.

• Strategic Communicator: Skilled at distilling complex information into actionable insights and communicating across all levels of the organization.

Our cash compensation range for this role is $190,215 to $234,599 in San Francisco, CA. Final offer amounts are determined by multiple factors, including candidate location, experience, and expertise, and may vary from the amounts listed above.

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This role is critical to securing the infrastructure that powers Anthropic's frontier AI systems in the region , you'll bridge commercial negotiations with complex internal coordination across legal, finance, engineering, and network teams, and partner closely with our Compute Markets team who own the Australia market strategy and government relationships. This is not an established leasing org; you'll be building process alongside execution.

Responsibilities:

• Lead the RFP and commercial sourcing process for Australian data center deals, managing developer outreach, proposal evaluation, and competitive selection
• Negotiate term sheets and manage the LOI process, structuring commercial terms that meet Anthropic's technical and business requirements while maintaining strong developer partnerships
• Create the bridge from LOI to executed transaction, ensuring all commercial, technical, and legal requirements are satisfied for deal closure
• Serve as project manager for cross-functional stakeholder engagement , coordinating due diligence teams, internal and external legal counsel, network organization, platform engineers, and finance to ensure alignment prior to lease execution
• Act as the single point of contact for auxiliary organizations including networks, deployments, and government relations, providing regular updates on transaction progress and leasing status
• Develop and maintain transaction timelines, tracking critical-path items and proactively identifying risks that could impact deal closure
• Ensure all stakeholder requirements are captured and addressed in commercial agreements, translating technical and operational needs into contractual terms
• Manage complex digital infrastructure development activities to a construction-ready state, through a developer or directly
• Marry the right projects, capital stacks, and developers at the right stages
• Document and refine transaction processes and playbooks to enable scalable deal execution as Anthropic expands its infrastructure footprint in region
• Partner with the Compute Markets Manager to prioritize sites and counterparties, and feed deal learnings back into Australia market strategy

You may be a good fit if you:

• Have 10+ years of experience in transaction management, commercial real estate, data center leasing, or infrastructure procurement
• Possess a proven track record of managing complex, multi-stakeholder transactions from sourcing through execution
• Have strong negotiation skills with experience structuring term sheets, LOIs, and commercial agreements
• Excel at project management and can coordinate across legal, technical, finance, and operational teams simultaneously
• Have experience with RFP processes and competitive sourcing for large-scale infrastructure or real estate transactions
• Have experience working in or with Australian markets, with knowledge of the local real estate and development landscape
• Are highly organized with strong attention to detail while maintaining focus on strategic deal objectives
• Can operate effectively in fast-paced, ambiguous environments where processes are being built alongside execution
• Demonstrate exceptional communication skills and can coordinate effectively across time zones with HQ-based teams and external partners

It's a bonus if you:

• Have experience with data center or hyperscale infrastructure transactions specifically
• Come from the development side of the industry rather than traditional brokerage/leasing , you understand how DC development works and how value is created (yield-on-cost, cap rates, development fees)
• Understand technical requirements for AI/ML workloads including power density, cooling, and network connectivity
• Have worked with legal teams on complex lease negotiations or infrastructure agreements
• Understand utility coordination, power procurement, or energy considerations in data center transactions, particularly in the Australian context (NEM, grid connection)
• Have relationships within the Australian data center developer and broker ecosystem
• Have a background in corporate development, strategic partnerships, or infrastructure investment
• Have experience in high-growth technology companies managing infrastructure expansion

Logistics

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

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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 Fund Accountant at Carta, you will partner with top venture capital firms to streamline their financial accounting needs. You will have the opportunity to work cross-functionally with our product, engineering, go-to-market, and operation teams, all while growing your foundational knowledge of accounting in an engaging, fast-paced environment.

Responsibilities

• Help provide leverage to our clients by understanding and prioritizing their needs while effectively scaling our services.
• Bring transparency to founders, VCs, and LPs and help our clients make more accurate decisions by helping them utilize our tools and resources.
• Improve our product and software through working with our product and engineering teams to continue to develop our Venture Capital product suite.
• Turn a service industry into a software business through consulting with clients and implementing our Fund Administration software.

Requirements

• Strong critical thinking and problem-solving skills, and accurately judging when to make decisions versus escalate them.
• Interest in providing best-in-class service.
• Ability to communicate information in a timely, appropriate manner to all relevant stakeholders and multitask to meet multiple deadlines.
• Understanding of Venture Capital, Private Equity, Hedge Funds, Fund Administration.
• Experience interpreting and understanding Limited Partnership Agreements.
• Interest in working on projects in a fast-paced environment with a supportive team and as an individual.

Benefits

• Opportunity to work with a rapidly growing team and contribute to the future of the Fund Administration business.
• Collaborative and dynamic work environment.
• Professional development opportunities.

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In this role, you will define and own the CRM data model strategy, guide and execute scalable platform decisions for the CRM backend, oversee and define the strategy for third-party integrations, and leverage the latest technical advancements in data management. You will also lead and align a dedicated team of engineers, prioritize their work, and manage the technical roadmap for the CRM backend platform.

We are looking for a candidate with 4+ years of experience in product management, specifically focusing on backend systems, data models, or platform products. You should have a strong technical background and experience in data management, data modeling, and data strategy. Additionally, you should be well-versed in managing technical requirements for third-party integrations and data partnerships.

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In this role, you will lead the strategic business partnerships mandate in the territory and collaborate closely with the Business, Supply, Product Marketing, Finance and Legal functions across Canada, regional offices and Headquarters in San Francisco.

As a Business Development Lead, you will identify opportunities for establishing partnerships and business development activities that support our business goals.

Key responsibilities include:

• Establishing and maintaining partnerships at local level
• Sourcing input of needs from all business areas that could possibly be filled or amplified by partners to drive broader country and company goals
• Ensuring partnerships and business development activities are coordinated across all business areas
• Evaluating the financial and strategic benefits of potential partnerships

You will work closely with various teams, including Partnership/BD, Business, Supply, Marketing, Comms, Finance, and Legal.

To succeed in this role, you will need to have strong relationship building and negotiation capabilities with external executive stakeholders.

You will also need to be able to develop growth strategies focused both on financial gain and product development.

Additionally, you will need to have deep business acumen to conduct extensive market research and anticipate product and business needs.

Ideal candidates will have prior experience in Consulting, Marketing, Finance, or Business Development roles.

They will also need to have strong strategic and critical thinking skills, as well as the ability to connect dots and proactively develop proposals and solutions.

The successful candidate will be an ultimate host who is able to use judgment and nuance in getting things done on behalf of the Country Manager without overusing the authority endowed in the role.

They will also need to be able to deal with massive complexity and work in both official languages.

This role is newly created and does not replace or backfill an existing position.

How We'll Take Care of You:

Our job titles may span more than one career level. The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs and market demands. The base pay range shown below is annualized, is subject to change and may be modified in the future. This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits.

Canada Annual Pay Range $134,000-$167,000 CAD

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Responsibilities:

• Own senior relationships across the Financial Services landscape, leading C-Suite conversations that connect Reddit’s value to our partners' biggest business goals.
• Drive an intentional strategy for your business, identifying key growth levers through data and industry trends to ensure your efforts are consistently aligned with high-impact opportunities.
• Run your business and take full ownership of revenue forecasting, client relationship mapping, strategy development, and ensuring operational rigor.
• Proactively construct upfronts and joint business plans with top clients to secure long-term investment and platform commitment.
• Deeply understand client business models, priorities, and core objectives to provide strategic, proactive, and consultative advice.
• Own client meetings from agenda to final presentation, instilling confidence and setting all interactions up for success by appropriately setting client expectations and communicating clear next steps.
• Leverage data from internal and external sources to build compelling, data-driven narratives and high-impact pitch proposals.
• Provide thought leadership and act as a Reddit evangelist with partners and at industry events to elevate the platform's presence in the Financial Services vertical.
• Shape Reddit’s ads product roadmap by aggregating and sharing client feedback and campaign metrics with cross-functional stakeholders.
• Collaborate with Account Management and Ad Operations to ensure flawless campaign delivery and exceed clients’ marketing goals.
• Share your industry, client, and product expertise by mentoring and training other team members and uplevel the overall team.
• Proactively identify and own relevant projects, consistently meeting deadlines for all projects and their required outcomes
• Build and leverage deep internal relationships cross-functionally to deliver on both client objectives and broader business goals.

Required Qualifications:

• 10+ years of experience in digital media, sales, or strategic consulting
• Experience owning partnerships with complex enterprise organizations
• Proven experience managing relationships up through C-level executives
• Subject matter expertise in the social media landscape and native advertising
• Experience building and executing long-term account growth strategies
• Demonstrated top-performer achievement against sales targets
• Ability to lead special projects
• BA / BS degree or equivalent work experience

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Key responsibilities include:

• Identifying high-fit games and developers for Discord's Social SDK, commerce, and analytics offerings
• Owning a territory/book of business of AAA and AA game developers with quarterly goals tied to performance
• Owning the sales/deal process from prospecting, qualification, decision, terms negotiation to deal close
• Understanding developer needs in regard to monetization, user growth, and social mechanics
• Building and managing a healthy, predictable pipeline through outbound prospecting, targeted outreach, and strategic account mapping

Requirements include:

• 10+ years of proven experience in business development, sales, and partnerships
• 7+ years of experience in enterprise SaaS/SDK adoption, analytics/insights sales, or related roles at software or platform companies
• Strong track record of winning new logos and closing complex deals with enterprise customers
• Proven track record sourcing, negotiating, and scaling complex partnerships with measurable impact on revenue, adoption, and monetization
• Deep knowledge and experience in the gaming space, specifically

The On Target Earnings (OTE) range for this full-time position is $280,000 to $315,000 + equity + benefits.

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At Pomelo Care, we are redefining the healthcare journey for women and children. As the leading virtual medical practice in our field, we provide a continuous circle of support,from the first steps of family building and the complexities of pregnancy to the nuances of postpartum, pediatric, and midlife care.

Your North Star:

Own and accelerate Pomelo’s health plan partnership pipeline, driving deal strategy to expand our opportunities to serve patients.

Responsibilities:

• Drive deal strategy with data-driven insights on pipeline effectiveness and conduct deep strategic research on health plan priorities and state policy changes to identify high-value engagement opportunities.

• Source, track, and nurture a robust pipeline of health plan opportunities. You will focus on identifying high-potential partners and driving deal velocity, particularly within large national payers

• Architect and develop high-stakes presentation materials for strategic partnership opportunities, ensuring the narrative resonates with health plan stakeholders across leadership levels and functions.

• Advocate for prospect needs internally and lead strategic cross-functional projects critical to Pomelo’s growth. Work in lockstep with Partnerships and Marketing teams to align on prospective customer opportunities, events, and market messaging.

• Lead the development of pricing models and collaborate with legal/compliance to advance contracting processes.

Who You Are:

• 5-7+ years of experience in a client-facing or analytical role; management consulting background is strongly preferred.

• 3+ years of healthcare experience, specifically working with health plans.

• Strategic Problem Solver: You have strong problem-solving and project management experience, capable of managing competing priorities across cross-functional teams.

• Entrepreneurial & Driven: You are highly adaptive, entrepreneurial, and pragmatic, able to turn abstract ideas into commercial action in a fast-paced environment.

• Exceptional Communicator: You possess executive-level written and verbal communication skills, with the ability to distill complex healthcare concepts into simple, compelling messaging.

Why you should join our team

By joining Pomelo, you will get in on the ground floor of a fast-moving, well-funded, and mission-driven startup where you will have a profound impact on the patients we serve. And you'll learn, grow, be challenged, and have fun with your team while doing it.

Benefits

• Competitive healthcare benefits

• Generous equity compensation

• Unlimited vacation

• Membership in the First Round Network (a curated and confidential community with events, guides, thousands of Q&A questions, and opportunities for 1-1 mentorship)

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Okta secures AI by building the trusted, neutral infrastructure that enables organisations to safely embrace this new era.

We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work.

We're all in on this mission.

If you are too, let's talk.

The Vice President, Global System Integrators

The Vice President, Global System Integrators role will be responsible for leading the strategy and developing the ecosystem of Global System Integrators.

This leader is accountable for the development of the Okta strategy and GTM execution of said partnerships, including strategy justification and alignment, business cadence, and management of activity and performance against outcomes.

This leader will manage in a global to local model, where focus will be on the global program, while running the business activity and identifying strategy, opportunities and outcomes.

A hallmark of success will be the leader's ability to work with Direct and Indirect theatre leadership, cross-functional organisations and alignment of our Partners leadership and executive teams.

latitude

What you'll be doing

Lead a world-class team of GSI professionals, you care deeply about growing your team and helping them to achieve their career ambitions.

Build & nurture meaningful relationships with partners and customers

Manage GSI key growth levers:

Build key, strategic partnerships that drive meaningful revenue and influence with Enterprise customers

Develop a global strategic approach and deep relationships with commitments to build Okta practices

What you'll bring to the role & what we're looking for

Proven success leading and scaling a team for a hyper growth SaaS and/or security company

A proven track record of orchestrating high-value GSI alliances that consistently exceed strategic growth and revenue targets

Demonstrated success in evolving partner programmes and leading market-entry initiatives across global markets

Strength in executive communications, both written and verbal, with a track record of presenting strategy and performance metrics to the C-level and Board audiences

Deep relationships with Accenture, Deloitte, PWC is a requirement for consideration

#LI-Remote

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Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington.

Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location.

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

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

The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $420,000-$577,500 USD

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Core to our partner business and to Everlaw's channel revenues, MSPs are one of the fastest growing segments for Everlaw and integral to the company's revenue goals.

As a Senior Strategic Partner Manager, you'll bring your experience in partner management, partnership strategy, and joint deal development to forge impactful relationships with MSPs and other channel partners in the litigation and investigation services space.

Collaborative and commercially-minded, you will apply your skills in managing complex business relationships to build and grow the joint business that Everlaw is building with our strategic partners.

Your work will matter, you'll use your egoless communication, creative problem solving, and strategic mindset to help drive US revenue and market success for Everlaw's fast-growing enterprise SaaS business.

Everlaw's Business Development team builds and manages Everlaw's partner ecosystem, working with partners of all types , managed services, reseller, technology, and non-profit , to help bring Everlaw's technology to market.

We are a highly cross-functional team, working with our colleagues in Sales, Customer Success, Legal, Marketing, and Product to develop strategic partnerships that ultimately help our customers unlock the most value from Everlaw.

At Everlaw, our mission is to promote justice by illuminating truth.

Our company culture is open and vibrant and we're committed to the professional growth of our team members, offering an annual learning and development stipend and regular check-ins with managers regarding career goals.

If you're looking for a place that values passion, integrity, thinking big, and a desire to learn, we'd love to hear from you!

Think you're missing some of the skills and are hesitant to apply? We do not believe in the 'perfect' candidate and encourage you to apply if you feel you can bring value to our team.

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

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

• We're excited for you to learn, grow, and contribute right away! We trust that you'll bring experience and knowledge that will uplift and uplevel the team, but we don't expect you to know everything on Day 1.

In your role, you'll...

• Own and manage strategic partnerships with named Everlaw partners in the LSP (legal service provider) and eDiscovery industry, developing joint businesses with partners and growing Everlaw's channel revenues.

• Own and operate the joint partner business with each key partner that you manage, developing key strategic relationships and building mid-to-long term business plans and commercial models.

• Drive and execute on partner plans by managing partners to planned success metrics including partner sales and delivery capabilities, partner pipeline generation, partner revenues, and end customer adoption.

• Partner closely with BD's partner development function by developing new partnership structures, supporting with partnership deal development and activating early stage partners to become productive and scalable partner businesses.

• Collaborate closely with Everlaw's cross-functional GTM organizations including sales to develop and execute joint pipeline and drive deal execution on key co-selling opportunities, marketing to develop comarketing plans and execute on joint demand generation, and enablement to help advance partners' Everlaw practices.

• Develop deep subject matter expertise in eDiscovery technology, Everlaw's distinctive product offering, the service provider ecosystem, and overall market and industry trends.

• Contribute to Everlaw's overall partnership strategy and Everlaw's partner program in collaboration with the BD team and with Everlaw's go-to-market organization.

About you...

• You have at least 8 years of relevant experience which can include any related post-graduate work (e.g., MBA, MS).

• At least 5 years of experience will be in partnerships or channel management.

• You love unpacking and solving open-ended business problems.

• You turn the ambiguous into the concrete by translating high-level business issues and strategy problems into sophisticated, concrete tactical approaches and partnership plans.

• Your business acumen and strategic mind-set make you a great partner manager.

• You develop and maintain empathetic and trust-building relationships with both external and internal partners.

• You have a track record of managing partnerships with proven business results.

• You are an experienced go-to-market expert.

• You have a track record of executing high-impact, often complicated, partner-driven sales engagements.

• You uncover, negotiate, and close win-win deals with strategic services partners and work with cross-functional teams like sales, marketing, and legal to get the right deal done at the right time.

• You are naturally curious about new businesses, products, and industries, and are always seeking to learn.

• You are constantly driven by the desire to learn new things so that you can develop creative but effective solutions to the business problems you encounter.

• You're drawn to new challenges and opportunities to grow.

• You are authorized to work in the United States.

Please note that currently, Everlaw is not sponsoring employment visas.

Pluses...

• MBA/MS degree in a related field

• Experience in eDiscovery or other related technologies, products, or industries

Benefits...

The annual base salary for this position is between $135,800 - $171,500, with a total On-Target Earnings (OTE) of between $194,000 - $245,000, representing a 70/30 compensation split.

Eligibility for the commission portion is performance-based and subject to the achievement of specific performance metrics, which are governed by Everlaw's policies and incentive plans.

The final offered salary will be dependent upon many factors including the candidate’s experience and skills.

The role's compensation is subject to change in the future.

• Equity program.

• 401(k) retirement plan with company matching.

• Health, dental, and vision.

• Flexible Spending Accounts for health and dependent care expenses.

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

• Seventeen paid vacation days plus 11 federal holidays.

• Membership in Modern Health helps employees prioritize mental health and wellness.

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

• Company-sponsored life and disability insurance.

Perks...

Work in Uptown Oakland or midtown New York on Mondays, Wednesdays, and Thursdays.

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

Monthly home internet reimbursement.

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

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

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

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

Take advantage of learning and career development opportunities.

Ranked #9 on Glassdoor's Best Places to Work 2023 for US small and medium companies.

One of Wealthfront’s 2021 Career Launching Companies, and ranked #2 on the “2022 Bay Area Best Places to Work” list by the San Francisco Business Times and the Silicon Valley Business Journal.

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As a key member of the Customer Marketing team, you will combine strategic thinking with hands-on program management. You will need to deeply understand what our customers are building with Claude, translate that into compelling proof points that support launches, and orchestrate the moving pieces so those stories land on time.

Responsibilities:

• Support Anthropic launches end-to-end: customer selection, onboarding, feedback collection, and activation for launches
• Manage our early access program end-to-end from a customer marketing perspective,coordinating co-marketing moments, collecting customer proof points during the program, and ensuring participants are set up to share via their own channels when the launch goes live
• Work with Sales and Customer Marketing segment leads to build and maintain customer tiering and tracking in CRM,setting up automated triggers so we know when a customer hits a milestone that unlocks new engagement opportunities
• Manage customer events programming end-to-end: selecting the right customers and speakers, building out session content with Customer Marketing segment leads, prepping speakers, and acting as the customer point of contact day-of
• Support analyst relations efforts by identifying and preparing customers for analyst briefings and inquiry calls
• Build and maintain voice-of-the-customer programs that channel structured feedback to Product teams, surfacing what customers need, what's working, and what isn't
• Coordinate across Sales, Product, PMM, Events, Creative, and Communications to align customer storytelling with launch timelines and go-to-market plans

You may be a good fit if you have:

• 8+ years of experience in customer marketing, product marketing, or a role that blended both,ideally in B2B SaaS or enterprise technology
• Experience running early access, beta, or customer preview programs tied to product launches
• Strong cross-functional coordination skills,you've worked across Product, Sales, Marketing, and Comms and know how to keep everyone aligned without formal authority
• Excellent storytelling and writing skills, with the ability to translate technical customer outcomes into clear, compelling narratives
• Experience building and managing customer reference programs or pipelines
• A track record of working closely with product teams, whether through structured feedback programs, advisory boards, or embedded partnerships
• Comfort working with analyst relations,you've prepped customers for briefings or participated in AR programs before
• Strong project management instincts; you can juggle multiple launches, events, and programs simultaneously without dropping things
• A genuine interest in understanding what customers are building and why, not just capturing a quote and moving on

Strong candidates may also have:

• Experience with customer advisory boards (CABs) or structured community programs
• Background in the AI/ML ecosystem, particularly developer tools and infrastructure
• Familiarity with analyst relations firms and processes (Gartner, Forrester, IDC, etc.)
• Experience coordinating co-marketing efforts with cloud service providers or technology partners
• A product sense,you naturally think about how customer feedback should influence roadmap and positioning

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

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

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

Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up.

If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.

Available Locations: London

About Solutions Engineering at Cloudflare

The Pre-Sales Solution Engineering organization owns the technical sale of the Cloudflare solution portfolio, ensuring maximal business value, fit-for-purpose solution design and adoption roadmap for our customers. Solutions Engineering is made up of individuals from a wide range of backgrounds - from Financial Consulting to Product Management, Customer Support to Software Engineering, and we are serious about building a diverse, experienced and curious team.

The Partner Solutions Engineer is an experienced PreSales role within the Solutions Engineering team. Partner Solutions Engineers work closely with our partners to educate, empower, and ensure their success delivering Cloudflare security, reliability and performance solutions.

What you'll do as a Partner Solutions Engineer

Your role will be to build passionate champions within the technology ranks at your Partner accounts, aid your Partner organizations to drive sales for identified opportunities, and collaborate with your technical champions to build revenue pipeline. As the technical partner advocate within Cloudflare, you will work closely with every team at Cloudflare, from Sales and Product, through to Engineering and Customer Support.

You have strong experience in large Pre-Sales partner and account management as well as excellent verbal and written communications skills in English, suited for both technical and executive-level engagement. You are comfortable speaking about the Cloudflare vision and mission with all technical and non-technical audiences. Ultimately, you are passionate about technology and have the ability to explain complex technical concepts in easy-to-understand terms.

You are naturally curious, and an avid builder who is not afraid to get your hands dirty. You appreciate the diversity of challenges in working with partners and customers, and look forward to helping them realize the full promise of Cloudflare.

On the Solutions Engineering team, you will find a collaborative environment where everyone brings different strengths and jumps in to help each other. Specifically, we are looking for you to:

• Build and maintain long term technical relationships with our EMEA partners to increase Cloudflare’s reputation and authority within the partner solution portfolio through demonstrating value, enablement, and uncovering new areas of potential revenue

• Drive technical solution design conversations and guide partners in EMEA through use case qualification and collaborative technical wins through demonstrations and proofs-of-concepts

• Evangelize and represent Cloudflare through technical thought leadership and expertise

• Be the voice of the partner internally at Cloudflare, engaging with and influencing Cloudflare’s Product and Engineering teams to meet your partner and customer needs

Travel up to 40% throughout the quarter to support partner engagements, attend conferences and industry events, and to collaborate with your Cloudflare teammates

Examples of desirable skills, knowledge and experience:

• Fluency in English (verbal and written)

• Experience managing technical sales within large partners and accounts:

• Developing champion-style relationships

• Driving technical wins

• Assisting with technical validation

• Experience and expertise in one or more of the core industry components of Cloudflare solutions:

• SASE concepts and Zero Trust Networking architectures

• Networking technologies including TCP, UDP, DNS, IPv4 + IPv6, BGP routing, GRE, SD-WAN, MPLS, Global Traffic Management

• Internet security technologies including DDoS and DDoS mitigation, Firewalls, TLS, VPN, DLP

• Detailed understanding of workflow from user to application including hybrid architectures with Azure, AWS, GCP

• HTTP technologies including reverse proxy (e.g., WAF and CDN), forward proxy (secure web gateway), serverless application development

What Makes Cloudflare Special?

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

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

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

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released.

Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law.

We are an AA/Veterans

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

Available Locations: Austin, TX

About the role

Cloudflare One is our SASE platform that is redefining how the world's most sophisticated organisations secure and connect their global workforce. By unifying Zero Trust Network Access (ZTNA), Secure Web Gateway (SWG), Wide Area Network (WAN) and Cloud Access Security Broker (CASB) as well as Email Security into a single, seamless SASE architecture, we are moving the industry beyond the legacy 'castle-and-moat' era.

What you'll do

We are looking for a product leader to lead the Cloudflare One portfolio. You are not someone to simply manage a steady ship; you are someone to invent the next generation of Access, Gateway, and WAN, unlocking new Total Addressable Markets (TAM) in the SASE space while executing your way into being the market leader for the current Service Addressable Market (SAM).

Desirable Skills, Knowledge, and Experience:

• A deep empathy for customers and an understanding of the fundamental shifts happening in technology, the SSE and SASE space, especially around AI

• Proven experience in a senior leadership role (e.g., former founder, Sr. Director, VP, CTO), having built and scaled both products and teams

• An entrepreneurial spirit with enterprise etiquette and a history of building things, whether in a successful venture or a passionate side project

• Proven ability to pivot instantly from technical deep-dives to high-level strategic discussions

Must-Have Skills

• 12+ years of experience in product management or a closely related role, with a focus on network and data security technologies (e.g., ZTNA, Gateways, DLP, CASB, data encryption, data classification, data privacy)

• Own the SASE product roadmap. Make tough tactical prioritization decisions while helping the company think long-term. Build trust with stakeholders by maintaining an understandable, accurate roadmap

• Partner with leaders in other departments such as Product Marketing, Marketing, Sales, and Customer Support to drive adoption with and gather feedback from customers and prospects

• Develop and nurture relationships with engineering leadership and coordinate closely to ensure successful delivery of product

• Deep understanding of the network and security landscapes, including current trends and threats, regulatory requirements, and emerging technologies

Nice to haves

• An understanding and real-world experience working with all types of channel partners (VARs, MSP, MSSP, etc)

• A Computer Science degree or equivalent in-seat experience in product roles for technical products is highly preferred

• Experience leading product integrations during post-merger acquisitions (M&A)

• Deep familiarity with Zero Trust architecture and SD-WAN markets

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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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At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff , payroll, health insurance, 401(k)s, and HR , so owners can focus on their craft and their customers.

With teams in Denver, San Francisco, and New York, we support more than 400,000 small businesses nationwide and are building a workplace that reflects the people we serve.

All full-time employees receive competitive base pay, benefits, and equity (RSUs) , because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy.

AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.

About the Role:

Gusto is scaling our AI-powered risk function to support a complex, multi-entity business operating in highly regulated environments. As the Enterprise Risk Management Lead, you will own and operate Gusto's Enterprise Risk and Third Party Risk Management programs , built AI-first, designed to scale, and built to enable the business to move fast without breaking things.

This is a People Empowerer (manager) role. You balance hands-on program leadership with managing and developing a team of compliance professionals. You navigate the tension between "doing the work" and "leading the work" , contributing directly to complex, high-impact programs while ensuring your team delivers with excellence.

You are a change agent who influences how automated risk management gets done at Gusto, models AI-enabled ways of working, and helps others grow their own capabilities in the process.

You will champion the adoption of AI, machine learning, and process automation across risk monitoring, control testing, incident management, and reporting , and you will partner with Product, Data Science, and Engineering to make it explainable, adopted, compliant, and scalable.

Here’s what you’ll do day-to-day:

You manage initiatives that are complex in both scope and impact, influencing the strategic direction of Gusto's compliance risk management framework.

You apply a deep understanding of the regulatory landscape and how it intersects with Gusto's business model to proactively design and lead cross-functional risk programs.

You translate complex risk topics into clear, actionable guidance that senior leaders can immediately understand and operationalize.

You lead cross-functional working groups, align divergent perspectives, and drive cohesive progress toward shared goals , with minimal oversight.

As a PE, you balance individual risk and compliance contribution with team leadership.

You manage operations, professional development, resource allocation, and performance , while staying close enough to the work to be a credible, hands-on partner to your team and stakeholders.

You model responsible AI use, and act as a source of knowledge and mentorship , supporting your team's AI journey and helping others apply it responsibly and effectively.

AI-Enabled Risk Operations, Innovation & Transformation

This is how you and your team operate , not a side project.

• Champion the adoption of AI, machine learning, process automation, and advanced analytics to improve risk monitoring, control testing, and reporting across ERM, TPRM, and broader compliance functions

• Lead the integration of AI and automation into every phase of the risk lifecycle: vendor assessments, document ingestion and analysis, continuous monitoring and alerting, risk scoring, prioritization, and trend analysis

• Build intelligent risk monitoring and evaluation systems , including auto-tagging for risk issues, audit requests, and regulatory changes , that improve real-time visibility and eliminate manual effort across the enterprise risk portfolio

• Drive the digitalization of risk tools including RCSAs, KRIs, incident reporting, and audit tracking , transforming periodic, reactive processes into continuous intelligence systems with live leading and lagging indicators that enable real-time decision-making

• Partner with Product, Data Science, and Engineering to define requirements for AI-driven workflows, decisioning engines, and dashboards , ensuring explainability, auditability, and regulatory defensibility of all AI-enabled risk decisions

• Design and build intelligent dashboards and reporting tools that deliver real-time risk visibility and decision-quality insights to senior leadership and cross-functional stakeholders

• Design AI workflows with appropriate validation loops, human-in-the-loop checkpoints, and guardrails , ensuring outputs are reliable, governable, and meet regulatory standards before being used to frame risks, recommendations, or decisions

• Stay current on AI advancements and emerging technologies and proactively integrate new capabilities into team operations to increase velocity and scale

• Model responsible AI use , supporting ICs in their AI journeys and fostering a culture of intentional experimentation, accountability, and continuous improvement

Enterprise Risk Management

• Design, implement, and continuously improve Gusto's ERM framework, ensuring alignment with best practices and Gusto's stage of growth and strategic priorities across all entities

• Define and maintain Gusto's enterprise risk taxonomy, risk appetite statement, and key risk indicators spanning operational, regulatory, technology, financial, and reputational risk domains

• Lead Gusto's Enterprise Risk Management process , driving integration of risk practices across business functions, promoting a proactive risk culture, and ensuring incident management, root cause analysis, and lessons learned are systematically captured in an automated, AI forward way.

• Apply AI-assisted insights to enterprise risk datasets to surface systemic patterns, validate assumptions, prioritize risks, and deliver proactive, data-driven advisory to senior leadership

• Monitor the regulatory landscape (OCC, FDIC, CFPB, SEC, FINRA, GDPR, NIST, ISO, SOC) and leverage AI to proactively incorporate changes before they become compliance gaps

• Act as a key advisor to senior compliance leadership , translating complex risk findings into clear, actionable recommendations with minimal oversight

Third Party Risk Management (TPRM)

• Design, implement, and independently manage a high-impact, AI-first TPRM program with clear milestones, progress tracking, and measurable outcomes across all Gusto entities

• Manage the full third-party risk lifecycle , onboarding and risk profiling, periodic assessments, issue management, corrective action tracking, and offboarding , across suppliers, product partners, contractors, service providers, and cloud service providers , and do so in an AI and automated way.

• Maintain a centralized, authoritative vendor risk inventory and risk register, ensuring real-time visibility into Gusto's third-party risk posture

• Conduct periodic AI-driven audits and reviews of third-party compliance with contractual obligations and regulatory standards, identifying patterns that inform continuous program improvement

• Serve as the central orchestrator across Compliance, Security, Legal, Procurement, IT, and GRC for proactive and reactive third-party incident management

• Own Gusto's TPRM policy and maintain comprehensive documentation , risk assessments, audit findings, corrective actions , ensuring full accountability and traceability

People Leadership & Team Development

• Balance individual compliance contribution with team leadership , managing operations, professional development, resource allocation, and performance while staying close to the work

• Coach and develop ICs toward next

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This role is ideal for someone who thrives at the intersection of research and systems engineering: a builder who understands both the math of optimization and the realities of distributed compute.

Responsibilities:

• Design and optimize distributed training infrastructure for large-scale LLMs, focusing on performance, stability, and reproducibility across multi-GPU and multi-node setups.
• Implement and evaluate low-precision numerics (for example, BF16, MXFP8, NVFP4) to improve efficiency without sacrificing model quality.
• Develop kernels and communication primitives that use hardware-level support for mixed and low-precision arithmetic.
• Collaborate with research teams to co-design model architectures and training recipes that align with emerging numeric formats and stability constraints.
• Prototype and benchmark scaling strategies such as data, tensor, and pipeline parallelism that integrate precision-adaptive computation and quantized communication.
• Contribute to the design of our internal orchestration and monitoring systems to ensure that thousands of distributed experiments can run efficiently and reproducibly.
• Publish and share learnings through internal documentation, open-source libraries, or technical reports that advance the field of scalable AI infrastructure.

Skills and Qualifications:

Minimum qualifications:

• Bachelor’s degree or equivalent experience in computer science, electrical engineering, statistics, machine learning, physics, robotics, or similar.
• Understanding of deep learning frameworks (e.g., PyTorch, JAX) and their underlying system architectures.
• Thrive in a highly collaborative environment involving many, different cross-functional partners and subject matter experts.
• A bias for action with a mindset to take initiative to work across different stacks and different teams where you spot the opportunity to make sure something ships.
• Strong engineering skills, ability to contribute performant, maintainable code and debug in complex codebases in areas such as floating-point numerics, low-precision arithmetic, and distributed systems.

Preferred qualifications , we encourage you to apply if you meet some but not all of these:

• Familiarity with distributed frameworks such as PyTorch/XLA, DeepSpeed, Megatron-LM.
• Experience implementing FP8, INT8, or block-floating point (MX) formats and understanding their numerical trade-offs.
• Prior contributions to open-source deep learning infrastructure such as PyTorch, DeepSpeed, or XLA.
• Publications, patents, or projects related to numerical optimization, communication-efficient training, or systems for large models.
• Experience training and supporting large-scale AI models.
• Track record of improving research productivity through infrastructure design or process improvements.

Logistics:

• Location: This role is based in San Francisco, California.
• Compensation: Depending on background, skills and experience, the expected annual salary range for this position is $350,000 - $475,000 USD.
• Visa sponsorship: We sponsor visas. While we can't guarantee success for every candidate or role, if you're the right fit, we're committed to working through the visa process together.
• Benefits: Thinking Machines offers generous health, dental, and vision benefits, unlimited PTO, paid parental leave, and relocation support as needed.

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

Your responsibilities will include evangelizing our product by spearheading the growth and adoption of Intercom across our Senior Mid-Market segment, managing the full sales cycle for Intercom's Mid Market customers, providing timely and accurate forecasts, maintaining up-to-date knowledge of our evolving products and processes, creating your own demonstrations, engaging in team development and mentoring, representing the voice of the customer to cross-functional partners, and contributing to the overall growth of the global Enterprise business.

To succeed in this role, you will need 5+ years experience as an Account Executive, 3+ years of SaaS experience selling similar products, strong sales instincts and track record hitting and exceeding quota, exceptional written and verbal communication, comfort and energy operating and problem-solving in a fast-moving organization, ability to close net new business in a competitive landscape, and exhibits a growth mindset, intellectual curiosity, and ambition.

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Your role will span marketing, co-selling, technical support, and model launch program management to ensure a successful partnership and a direct impact on revenue growth and profitability.

As the main point of contact, you will collaborate closely with our partner companies to ensure they meet their goals, are satisfied with fal's platform, and stay informed on the latest industry trends.

Success in this role requires a combination of strong business acumen, technical understanding, and the ability to lead complex, cross-functional initiatives.

Key responsibilities include:

• Contract Negotiations & Procurement: Lead complex commercial negotiations, including Master Service Agreements (MSAs), NRE, cost models, open-book pricing, ramp and capacity commitments, and risk-buy frameworks.

• Partner Relationship Management: Develop and manage strong relationships with key stakeholders at partner companies, ensuring alignment on business goals and fostering long-term, mutually beneficial success.

• Drive Model Launches: Oversee the successful deployment and scaling of generative AI models with partners, including coordination with technical teams to ensure seamless execution.

• Infrastructure Development: Work with partners to design and implement infrastructure solutions that support their AI model deployments, ensuring reliability, scalability, and performance.

• Co-Selling and Marketing: Collaborate with partners on joint marketing initiatives, co-sell opportunities, and product integrations to drive revenue growth.

• Program Management: Lead the execution of the Model Launch Program, managing timelines, deliverables, and cross-functional teams to ensure that models are launched successfully and on schedule.

• Drive Revenue and KPIs: Focus on driving revenue growth and profitability with your partner portfolio. You will be responsible for meeting specific KPIs, including consumption-based revenue targets, partner satisfaction, and expansion opportunities.

• Industry Insight: Stay informed about trends in AI, machine learning, and generative media to proactively identify opportunities and provide thought leadership to partners.

• Partner Success: Ensure partners have the resources and support they need to succeed. Manage the end-to-end partner experience to foster long-term, mutually beneficial relationships.

Requirements include:

• 4+ years of experience at an infrastructure or cloud company, with demonstrated expertise in contract negotiations and managing strategic partnerships and driving go-to-market initiatives,

• Previous experience in Account Executive (AE) roles particularly within the AI, technology, or enterprise software industries is preferred,

• Proven track record of driving partner success and managing complex, multi-stakeholder initiatives from inception to execution.

• Strong understanding of AI infrastructure, generative models, and model deployment processes.

• Experience in co-selling, joint marketing, and building go-to-market strategies with external partners.

• Expertise in program management with the ability to manage multiple complex projects simultaneously, meeting deadlines and delivering results.

• Strong communication skills, with the ability to engage technical and non-technical audiences and lead cross-functional teams.

• A proactive, problem-solving mindset with the ability to adapt to a fast-changing landscape.

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Act as a thought partner to the leader to strategically align their calendar with their priorities. Plan and execute team events, offsites, activities, and recognition. Assist and/or own content creation, including drafting emails and creating presentations. Manage purchase orders and partner with the leader and finance to track and analyze budget and expenses.

Provide support for project-related work, including preparing reports for quarterly business reviews and working with the leader to create onboarding plans for key team members. Additionally, process improvement, participating in strategic organizational activities, managing end-to-end external executive events, managing senior leadership agendas, and partnering with key external stakeholders.

Maintain strong partnerships with internal stakeholders, including internal/external comms, talent partners, D&B, FP&A, legal, and recruiting for org effectiveness. Manage and maintain the security of the leader's email inbox, in compliance with our code of ethics and data privacy, security, and protection policies as requested by the Leader.

Represent the organization to internal and external stakeholders. Act as a mentor for other admins, where applicable.phantom{This includes meeting with a mentee on a regular basis and providing guidance and sharing resources to support their growth and development.}

Build effective relationships within Airbnb to serve as a catalyst around scheduling and/or spontaneous inquiries/requests. Complete other duties and special projects as assigned.

To be successful in this role, you will need to have:

• 5+ years of relevant experience supporting senior-level executives in an administrative capacity
• Previous experience in a high-growth environment is strongly preferred
• Strong work ethic, proactive, exhibits positivity, professionalism, confidentiality, and good judgment
• Outstanding verbal and written communication
• Ability to deal with conflict as well as give and receive feedback diplomatically
• Ability to navigate and thrive in ambiguity
• Incredibly organized and resourceful; able to juggle and multi-task, with an acute attention to detail and follow-through
• Advanced presentation skills (Google Docs, Keynote, Excel) and grasp of current social networking systems
• Passion for trying, learning, improving, and sharing best practices
• Ability to remain calm and poised under pressure
• May be required to travel up to 25%

This position needs to be based in the San Francisco office 40 hours a week, or as required by the business needs for the role. Our San Francisco office is located at 888 Brannan Street, San Francisco, CA 94103, USA.

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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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You will play a critical role in shaping Anthropic's approach to trade compliance as we scale, advising on the development of robust compliance programs that support our mission to develop AI systems that are safe, beneficial, and understandable.

Responsibilities:

• Provide legal counsel on U.S. and international sanctions and export control laws and regulations, including OFAC sanctions programs, the Export Administration Regulations (EAR), the International Traffic in Arms Regulations (ITAR), and other applicable trade control regimes

• Advise on the application of sanctions and export controls to Anthropic's products, services, business operations, and commercial transactions

• Support the development and maturation of Anthropic's sanctions and export controls compliance programs, including policies, procedures, and controls

• Partner with Integrity, Compliance, Security, Finance, People, and Operations teams to implement scalable trade compliance solutions as the company grows

• Advise on sanctions and export control considerations in customer and third-party transactions, including contract negotiations and due diligence

• Support customer-facing teams in addressing trade compliance queries from commercial partners and enterprise customers

• Monitor legal and regulatory developments in sanctions and export controls, and advise leadership on their implications for Anthropic's business

• Manage engagement and communications with relevant government agencies, including BIS, OFAC, and other authorities as needed

• Support internal investigations and voluntary disclosures relating to potential trade compliance matters

• Develop and deliver training to employees on sanctions and export control requirements

• Advise on the intersection of trade compliance and national security law in coordination with Anthropic’s national security legal counsel, including on matters where sanctions or export control considerations overlap with broader security concerns relating to frontier AI

You may be a good fit if you have:

• A JD and active membership in at least one U.S. state bar

• At least 10-12 years of experience advising on U.S. sanctions and export control laws, with a strong understanding of OFAC sanctions programs, the EAR, and related regulatory frameworks

• Experience advising technology companies on trade compliance matters, particularly in areas such as cloud computing, AI, semiconductors, or other emerging technologies subject to U.S. export controls

• Experience building or maturing trade compliance programs in a high-growth or scaling environment

• Ability to provide practical, business-oriented legal advice in a fast-paced environment, including in areas without established precedent

• Experience engaging with government authorities such as BIS, OFAC, and DDTC, including on licensing, interpretive guidance, or enforcement matters

• Ability to excel at cross-functional collaboration and effectively communicate complex legal concepts to technical, compliance, and business teams

• Comfort with ambiguity and sound judgment in novel or evolving regulatory areas

• Passion about responsible AI development and Anthropic's mission

Strong candidates may have:

• A mix of law firm and in-house experience

• Experience at a hyper-scaling tech company or in a fast-paced environment

• Familiarity with non-U.S. export control and sanctions regimes (e.g., EU, UK)

• Experience at or working with closely with OFAC, BIS, DDTC, or other government agencies responsible for administering trade controls

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

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In your first 12 months, you will:

• Own and materially improve Figma's annual planning and forecasting process
• Influence resourcing and investment decisions across the Sales business
• Partner with Strategic Finance, Data Science, and RevOps to improve our ARR data quality and forecasting

This is a full-time role that can be held from one of our US hubs (SF / NY) or remotely in the United States.

Responsibilities

• Drive alignment on KPIs and key metrics to monitor business performance, drive growth initiatives, and provide visibility into operating performance
• Build annual operating plans, quarterly, and monthly financial forecasts
• Develop cross-functional partnerships across Figma to formulate business insight and inform executive decision making
• Own, run, and improve financial processes that support Figma's business
• Partner with Strategic Finance, Data Science, and RevOps to improve our ARR data quality and forecasting
• Prepare and deliver presentations for the Executive Team, including the CFO, CMO, and CRO
• Experiment with AI-driven solutions to automate workflows, enhance accuracy, and elevate the speed and impact of Strategic Finance operations
• Help scale financial operating rhythms as Figma continues to grow
• Become a trusted thought partner to functional leaders and the executive team

Requirements

• 5+ years of relevant experience in investment banking, private equity, strategic finance, Big 4 audit, business operations, or related fields
• Experience in financial planning and creating data-driven analysis
• Demonstrated ability to build processes from scratch and distill complex issues into structured frameworks and develop concrete action plans
• Experience problem-solving independently, organizing workload and priorities, and completing tasks on time
• Experience building relationships and communicating with stakeholders across all levels and functions
• Genuine curiosity and passion in the work that you do

Preferred Qualifications

• Experience at a high growth B2B SaaS company, with bonus points for GTM experience
• SQL/AI tooling experience and deep experience working with large data-sets

Compensation

If based in Figma's San Francisco or New York hub offices, this role has an annual base salary range of $115,000-$245,000 USD. Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range. Please discuss your specific work location with your recruiter for more information.

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Responsibilities:

• Technical Evangelism & Thought Leadership: Represent Anthropic's technical vision to the insurance industry through conference keynotes, executive briefings, whitepapers, and industry advisory boards. Establish Claude as the leading AI platform for P&C, Life, and Reinsurance markets.

• Strategic Customer Engagement: Serve as executive technical sponsor for strategic insurance accounts, engaging CIOs, CTOs, Chief Underwriting Officers, Chief Claims Officers, and Heads of AI/ML on enterprise AI strategy. Build peer-to-peer relationships that position Anthropic as a strategic transformation partner.

• Product Partnership & Roadmap Influence: Translate customer requirements and competitive dynamics into product priorities. Partner closely with Product and Research to develop insurance-specific capabilities including model governance, explainability, audit logging, and regulatory compliance features.

• Pricing & Commercial Strategy: Contribute to pricing and packaging decisions with insurance market insight. Understand value drivers for different insurance segments, competitive positioning, and deal structuring that aligns with how insurers buy technology.

• Internal Enablement & Advocacy: Train and uplift Anthropic's GTM teams on insurance domain expertise, use cases, and buyer personas. Create enablement content, conduct training sessions, and serve as the internal authority on all things insurance. Influence without authority across the organisation.

• Regulatory & Compliance Navigation: Partner internally and externally to develop thought leadership regarding AI governance frameworks aligned with state insurance regulations, NAIC guidelines, and international requirements. Help customers understand model risk management, explainability requirements, and responsible AI practices for insurance.

• Ecosystem Partnership: Build technical relationships with GSIs (Deloitte, Accenture, McKinsey), cloud providers (AWS, Azure, GCP), and insurance technology vendors (Guidewire, Duck Creek, Majesco).

You may be a good fit if you have:

• 20+ years of experience in technology and/or business roles with at least 8 years in senior leadership positions (CTO, VP Engineering, Chief Architect, Chief Underwriting Officer, Head of Claims Technology, Distinguished Engineer) in insurance

• Deep domain expertise across multiple insurance segments,P&C (personal and commercial lines), Life & Annuities, or Reinsurance,with hands-on experience building or operating mission-critical systems

• Strong understanding of AI/ML technologies including large language models, with the ability to engage credibly on technical architecture, model behaviour, and system design

• Established executive networks across insurance technology leadership (CIOs, CTOs, Chief Underwriting Officers) and credibility as a thought leader in the industry

• Deep knowledge of insurance regulatory requirements (state insurance regulations, NAIC model laws, Solvency II, Lloyd's requirements) and experience implementing compliant technology solutions

• Skilled at translating complex technical concepts into business value propositions that resonate with both technical and business stakeholders

• Experience influencing product roadmaps based on customer feedback and market requirements, working effectively with Product and Engineering teams

• Passionate about responsible AI development and Anthropic's mission, with a commitment to helping insurers adopt AI safely and beneficially

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The successful DSA drives a superior customer experience by delivering technology solutions tailored to customer needs and is able to exceed their assigned quota.

Key responsibilities include: Articulating the value of the Tanium platform to decision makers and expertly managing the complex sales cycle Nurturing and developing relationships within the assigned territory and/or accounts, presenting to the C-suite the value of the Tanium platform Working with the Partner and Marketing teams to define and support prospecting and sales efforts within assigned territory and/or accounts Generating appropriate sales development activity to ensure healthy pipeline management Accurately forecasting, maintaining excellent SFDC hygiene Conducting online webinars or in-person presentations to generate qualified leads Travel as needed

We're looking for someone with significant enterprise software sales experience, generating and closing large & complex software transactions with the biggest customers in the region. A strong team mentality is essential, as selling is a team sport at Tanium. Proven track record of exceeding quota, experience calling on and presenting to C-Suite level contacts, and the ability to evangelize and build new business opportunities within an assigned territory and/or accounts are also required.

In addition to an annual base salary range of $75,000 to $225,000, this position will also be commission eligible. Team members will receive equity awards and a generous benefits package consisting of medical, dental and vision plan, family planning benefits, health savings account, flexible spending account, transportation savings account, 401(k) retirement savings plan with company match, life, accident and disability coverage, business travel accident insurance, employee assistance programs, disability insurance, and other well-being benefits.

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In this role, the Senior Client Partner will be responsible for nurturing and growing key relationships with existing advertisers through JBP development, extensive XFN engagement, and structured planning. Client Partners on our App Dev team are mobile experts who use their deep technical acumen to effectively consult app-first advertisers on complex marketing goals and represent their needs internally.

They are trusted advisers to senior marketing and agency leaders, ensuring they meet their business objectives successfully using Reddit's advertising suite. This role is required to be based in the San Francisco office and will work from the office 1-2 days per week.

Core Responsibilities: Act as CEO of your book of business, take full ownership of revenue forecasting, client relationship mapping, strategy development, and ensuring operational rigor Own book of business revenue and advertiser growth strategy for current and future looking quarters, developing strategies to achieve goals and expectations. Collaborate with Account Managers to create healthy growing partnerships between your App Developer customer base and Reddit Collaborate with existing App Developer advertisers to deliver Reddit solutions that help achieve their marketing and business goals Proactively explore and uncover the needs of your clients, leveraging insights and product knowledge to align their goals with opportunities on the platform Own relationship mapping strategy across book of business to manage and deepen relationships strategically across client direct and agencies. Primary point of contact for senior clients to communicate major platform updates, and/or opportunities that will deepen or expand the relationship Educate clients around Reddit platform capabilities to instill confidence and tee interactions up for success by appropriately setting expectations, identifying mutually favorable outcomes, and executing clear next steps. Proactively construct upfront and joint business plans, media strategies with top clients, while establishing mutually favorable measurement source(s) of truth Communicate feedback on our sales processes, vertical narratives, and ad products to cross-functional teams to help advocate for App Dev customers and improve the team's effectiveness and efficiency Share your industry, client, and product expertise by mentoring and training other team members and uplevel the overall team. Partner with Sales Ops to provide feedback on processes and sales motion. Proactively identify and own relevant projects, consistently meeting deadlines for all projects and their required outcomes Build and leverage deep internal relationships, both within your direct team and cross-functionally, working together to deliver on client and business goals

Qualifications: 8-12 years of experience in digital media with at least 4-7 years of media sales experience Deep industry expertise in mobile apps, mobile User Acquisition funnels, and MMPs Demonstrated high achievement against sales targets and quotas High familiarity with sales tools for client and industry research Proven experience upleveling relationships up through C-level executives Proficient at upselling with a proven track record of growing client spend Experience cultivating strong relationships with external partners Subject matter expertise in the social media landscape and native advertising Ability to manage a book of business greater than 30 accounts Positive outlook, team player Motivated self-starter who thrives in unstructured environments BA / BS degree or equivalent work experience

Benefits: Comprehensive Healthcare Benefits and Income Replacement Programs 401k with Employer Match Global Benefit programs that fit your lifestyle, from workspace to professional development to caregiving support Family Planning Support Gender-Affirming Care Mental Health & Coaching Benefits Flexible Vacation & Paid Volunteer Time Off Generous Paid Parental Leave

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The Product Operations team connects strategy to execution by creating alignment up, down, and across the company. They will work closely with Product Managers and Engineers to identify bottlenecks, streamline workflows, enhance decision-making processes, and scale our Product's impact.

Working as an extension of the product leadership team, they will balance hands-on tactical execution with strategic initiatives, bringing a pragmatic eye for scale and operationalization in a fit-for-purpose way.

The Research Product Team is responsible for launching our new models into the wild. They are the connective tissue between our Research Org, our internal product teams, and our users themselves.

Responsibilities:

Inputs to Product Teams – Ensuring product teams have the information they need to make great decisions

• Voice of customer synthesis and feedback routing from strategic to tactical
• Create high-leverage engagement points with partners throughout the product lifecycle
• Establish rigor in understanding users via reliable metrics, dashboards, and clear hypotheses
• Establish mechanisms for measuring product success and impact, including analytics dashboards and reporting systems
• Streamline the most important decision points for teams and impacted partners

Ops of the Product Org – Creating the operating systems that enable product teams to thrive

• Support team rhythms, rituals, and operational models (offsites, Monthly Business Reviews, Team town halls, etc)
• Create reliable run-of-business systems across product
• Improve common product development processes and tooling
• Facilitate effective collaboration between Product, Engineering, Sales, Customer Success, and Marketing teams

Outputs from Product Teams – Amplifying product impact by connecting what we build to those who need it

• Run Early Access Programs (EAPs) and beta programs that validate hypotheses and improve products
• Maintain launch motions that allow us to ship with confidence and monitor impact
• Create cross-team roadmap visibility that drives cross-functional alignment
• Make clear to all of Anthropic what Product is working on and how it's going

You may be a good fit if you have:

• 4+ years of experience in product operations, program management, or related operational roles in hyper-scaling tech companies
• Mission-aligned with building safe and beneficial AI systems
• Track record of building processes and programs from 0 to 1 and scaling them thoughtfully
• Experience working deeply with AI and frontier models
• Strong cross-functional partnership skills with ability to influence without authority
• Strong analytical skills with the ability to translate complex qualitative and quantitative data into actionable insights with clear recommendations
• Success managing complex, multi-stakeholder initiatives in fast-paced, ambiguous environments
• Experience with launch coordination, early access programs, or customer feedback loops
• A passion for iterative, user-driven product development
• Experience as a bridge builder who connects strategy to execution and creates alignment across teams.

The annual compensation range for this role is $240,000-$260,000 USD.

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The highest-performing go-to-market teams have figured out how to turn their partner ecosystem into a revenue engine, and Crossbeam is the platform that makes that possible.

Companies use Crossbeam to securely compare CRM data with partners, revealing shared customers, overlapping prospects, and warm paths into deals. That second-party data becomes Ecosystem Intelligence , a layer of unique signals and recommendations that helps revenue teams uncover new opportunities, target the right accounts, and win faster.

We pioneered the category of ecosystem-led growth, and now we're defining what comes next: go-to-market powered by AI-native ecosystem intelligence.

About the Role

As an Mid-Market Account Executive, your primary focus will be acquiring new clients and expansion in mid to large accounts (200 to 3,500 employees).

You will analyze customer challenges, identify key stakeholders, and expand their perspective on how Crossbeam can revolutionize their partnership strategies. That includes building better systems, increasing leverage, and using AI to raise the quality and speed of execution.

We are the industry leader in ecosystem led growth, which means you will help our customers drive revenue through ELG, understanding their wins are our wins too.

What you'll do:

• Run full-cycle deals and drive significant business growth by breaking into new logos and driving expansion within our mid-market customer segment.

• Achieve and exceed monthly/quarterly quotas of pipeline and closed business and understand how your quarterly goals impact the larger company goals.

• Collaborate with internal go-to-market teams such as partnerships, sales, and customer success to understand our customer's challenges and inspire new use cases. You'll also partner and build trust with cross functional teams like legal, security, & product.

What you'll need:

• 4+ years of experience in a B2B SaaS closing role and can easily point to repeatable processes you’ve used for success.

• An understanding of Partnership programs and the value ELG brings to a company's go-to-market strategy and overall success.

• Proven success navigating complex organizations with understanding of how AI can drive value across multiple business units

Bonus points: experience in a product-led growth company with freemium offerings

You'll love it here if:

• You love getting answers. You use the internal resources and subject matter expertise at your disposal to really geek out on what you’re selling.

• You are a hunter. Following a lead, building relationships with internal champions, and closing deals gets your blood pumping.

• When you don’t know how to do something, you’ll admit it and make a quick assessment of whether it’s something you can figure out, if you’ll need help, and where that help should come from.

• You are passionate about business technology. The problem that Crossbeam solves , and how we are solving it , excites you.

• You know what it means to crush your quota and you chase that excitement. Winning excites you and losing is just a temporary nuisance on your path to the next win.

• You are confident because you know your stuff. You are comfortable speaking with the highest levels of an organization with tact, sincerity, and accuracy.

• You speak your mind, have no issue raising concerns with company leaders, but are also able to “disagree and commit” when things don’t go your way.

• You have well-honed sales chops, but are humble enough to always be learning from those you encounter.

• You just read this whole list and got more excited than concerned. You’ll do great if you:

• Take ownership without waiting for permission.

• Ask “what’s actually needed?” instead of defaulting to precedent.

• Use AI as leverage to clarify thinking, improve communication, synthesize information, and accelerate execution.

• Actively seek out and act on feedback to raise your own bar

• Dig until you understand the real problem, not just the surface request.

• Make those around you more effective.

What you’ll get:

• Collaborative teammates and a culture built on trust and accountability

• Competitive compensation and equity

• Comprehensive healthcare coverage for you and your family

• Remote-flexible with access to co-working spaces in your area

• Learning, wellness, and WFH stipends

• Flexible time off

• Paid parental leave

…and more!

Equal Opportunity Employer

We’re proud to be an Equal Opportunity Employer and are committed to building a team that reflects a wide variety of backgrounds, perspectives, and skills. We don’t discriminate on the basis of race, color, religion, national origin, age, sex, gender identity or expression, sexual orientation, disability, veteran status, genetic information, or any other protected characteristic.

If you need reasonable accommodations during any part of the application or interview process, please let us know,we’re happy to support you.

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As a Senior Fund Accountant at Carta, you will join a highly dynamic team to support the future of the Fund Administration business. You will partner with top venture capital firms to streamline their financial accounting needs.

Responsibilities

• Help provide leverage to our clients by understanding and prioritizing their needs while effectively scaling our services.
• Bring transparency to founders, VCs, and LPs and help our clients make more accurate decisions by helping them utilize our tools and resources.
• Improve our product and software through working with our product and engineering teams to continue to develop our Venture Capital product suite.
• Turn a service industry into a software business through consulting with clients and implementing our Fund Administration software.

Requirements

• Strong critical thinking and problem-solving skills.
• Accurately judge when to make decisions versus escalate them.
• Interested in providing best-in-class-service.
• Communicate information in a timely, appropriate manner to all relevant stakeholders.
• Multitasking to meet multiple deadlines.
• Understanding of Venture Capital, Private Equity, Hedge Funds, Fund Administration.
• Experience interpreting and understanding Limited Partnership Agreements.
• Interested in working on projects in a fast-paced environment with a supportive team and as an individual.

Benefits

• Opportunity to work cross-functionally with our product, engineering, go-to-market, and operation teams.
• Growing your foundational knowledge of accounting in an engaging, fast-paced environment.
• Positioning Carta as the leading Fund Administration group.

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Your primary focus will be on delivering an Airbnb network platform that is flexible, efficient, always available, and scales with the needs of the business. You will work closely with peers across Cloud Infra, Security, Reliability, and many other partner teams across the company to achieve this goal.

Key responsibilities include:

• Providing meaningful input to technical designs and direct hands-on contributions to projects in the cloud networking space
• Growing, leading, and managing a small team of talented engineers
• Supporting your team's professional growth and maintaining high performance through mentorship and coaching
• Working with tech leads, peers, and partners to define and execute on a coherent vision and roadmap for Airbnb's cloud network infrastructure and related components
• Working with open source communities (e.g. istio) to build the next generation service mesh for all Airbnb back-end services
• Building cross-region gateways and load balancers for global Airbnb services
• Working with external partners and internal engineering and security teams to deliver edge security systems that protect Airbnb services
• Nurturing a culture of technical quality from design, through code review, to production
• Building strong partnership and alignment with teams across engineering
• Nurturing relationships with open source communities and external service partners

As a successful candidate, you will have a strong background in engineering management, with 2+ years of experience and 8+ years of relevant software development experience in a fast-paced tech environment. You will also have experience with a public cloud provider (AWS, GCP, Azure) and their networking service offerings, as well as experience running large-scale networking systems and software (e.g. proxies, DNS, gateways).

Additionally, you will have excellent communication skills and the ability to work well with teams across the engineering organization (e.g. reliability, compute, security, etc.). You will also have strong problem-solving skills and experience leading teams on-call for production infrastructure.

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Partnering closely with our leaders, you'll provide counsel on organisational design, performance management, talent planning, and leadership development - balancing near-term priorities with long-term organisational health and cultural integrity.

You'll use data-driven insights and sound judgment to identify trends, influence decisions, and lead high-impact initiatives that elevate the employee experience, strengthen manager capability, and ensure our teams are empowered to perform at their best.

Responsibilities:

• Strategic Business Partnership: Act as a trusted advisor to executives across R&D. Anticipate organisational needs, connect people strategy to business outcomes, and challenge assumptions through evidence and insight.

• Talent Strategy & Performance: Lead performance management and talent review processes with rigor and fairness. Coach leaders to recognise and reward top performance, address underperformance, and build high-performing, inclusive teams.

• Organisational Design & Effectiveness: Partner with leaders to design scalable org structures, strengthen alignment, and enable growth. Use workforce analytics and org design principles to optimise spans, layers, and team health.

• Leadership Coaching & Influence: Build trusted relationships with executives and managers, providing candid, actionable feedback that sharpens leadership effectiveness. Reinforce Headway’s cultural principles and managerial excellence through coaching and systems.

• Analytical & Data-Driven Decision Making: Leverage people data to identify trends, diagnose root causes, and drive measurable improvements in organisational health.

• Project Management & Operational Excellence: Lead complex, cross-functional people initiatives end-to-end - from scoping and planning to flawless execution and follow-through. Balance strategic impact with hands-on execution to ensure scalability and continuous improvement.

• Cultural Stewardship & Employee Experience: Model and amplify Headway’s values and performance standards. Ensure fairness, inclusion, and consistency in decision-making. Surface patterns in sentiment and proactively strengthen engagement and trust.

If you are based in New York or San Francisco, have 10+ years of progressive HRBP experience, are a strategic operator who can anticipate organisational needs, shape people strategies, and influence through credibility and insight, are data-driven, a trusted coach and advisor, have deep expertise in org design, performance management, and leadership development, thrive in fast-paced, high-growth settings, and model Headway’s cultural principles and uphold our Olympic-level performance standard, then you'd be a great fit for this role.

Compensation and Benefits: The expected base pay range for this position is $144,000 - $225,000, based on a variety of factors including qualifications, experience, and geographic location. In addition to base salary, this role may be eligible for an equity grant, depending on the position and level. We are committed to offering a comprehensive and competitive total rewards package, including robust health and wellness benefits, retirement savings, and meaningful ownership opportunities through equity.

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As a Commercial Counsel, you will be a strategic legal partner for our most sophisticated commercial initiatives, from ad sales and major partnerships to novel revenue streams and product launches. This role offers exceptional opportunity to help Discord scale its commercial relationships globally, working at the forefront of gaming, advertising and community engagement.

Key Responsibilities:

• Operate across the full lifecycle of advertising transactions , including negotiating and structuring insertion orders, master advertising terms, IAB framework agreements, attribution, measurement, ad tech, and data related transactions
• Structure and negotiate complex commercial agreements, major partnerships, and strategic alliances
• Provide sophisticated legal guidance on new business models, revenue streams, and product initiatives with understanding of privacy and product concerns
• Partner with senior leadership on commercial strategy, risk assessment, and deal structuring for transformational business opportunities
• Support Discord's expanding international presence
• Build and refine legal processes, playbooks, and training programs to help scale Discord’s revenue business

Requirements:

• 7+ years of commercial legal experience with a mix of top-tier law firm and in-house counsel roles
• Proven track record leading complex, high-value transactions in advertising, technology, media, or consumer internet sectors
• Deep expertise in technology licensing, strategic partnerships, and sophisticated commercial structures
• Experience and facility in identifying and handling privacy issues relating to commercial partnerships
• Strategic business acumen with ability to identify opportunities and drive value creation beyond pure legal advice
• Excellent judgment in risk assessment and escalation for novel legal and business challenges

Bonus Points:

• Experience at a high-growth consumer technology platform, advertising holding company, ad tech platforms, content publisher or social media company
• Background in gaming, advertising technology, entertainment, data/identity management, and/or creator economy legal matters
• Experience with legal operations, process improvement, or legal technology implementation

US base salary range for this full-time position is $248,000 to $279,000 + equity + benefits.

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As an Associate Solutions Consultant, you will:

• Paint the vision of the Figma Platform and guide customers in realizing the value of expansion
• Conduct technical discovery with product teams to uncover pain points across ideation and prototyping, design systems, design-to-dev handoff, and developer workflows
• Create presentations and tailored demos to showcase proposed solutions
• Advise on deal strategy by helping AEs qualify opportunities, assess technical risk, and progress deals forward
• Own IT and Security relationships during the deal cycle by addressing security questionnaires and enterprise requirements, in order to help customers adopt the platform securely and at scale
• Collaborate with Product and Engineering to quantify customer needs and help influence the product roadmap
• Design and scale technical sales efforts, facilitating conversations and connections between our customers, sales and product teams
• Create thoughtful content to delight customers and internal partners surrounding the Figma platform

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

• 4+ years professional experience including 2+ years positioning software in a presales capacity
• Experience selling to or working within product development teams, including design, engineering, or product
• Demonstrated ability to adapt to new technologies and learn quickly

At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you're excited about this role but your past experience doesn't align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

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This means driving deployments from scoping through production, running the platform work that spans them, and working across API, Platform Foundations, Security, our cloud provider counterparts, and whoever else is on the critical path when dependencies and tradeoffs pile up.

Responsibilities:

• Own end-to-end program execution for Anthropic’s API across major cloud deployments, from scoping through production launch and steady-state operations

• Drive the platform programs that cut across individual deployments: the shared foundations that get built once and reused, not rebuilt per cloud

• Act as a primary coordination point with cloud provider counterparts, keeping engagement clean across multiple internal teams with touchpoints into the same partner

• Partner with engineering leadership to turn technical direction into executable plans with clear owners, dependencies, and risk tracking

• Build the program scaffolding (roadmaps, status reporting, decision logs, escalation paths) that lets a fast-moving org stay aligned without slowing down

• Drive the hard sequencing conversations when partner commitments, engineering bandwidth, and priorities are in tension, and surface them to leadership with a recommendation

• Identify where program coverage is thin relative to the load and help shape how we staff around it

You may be a good fit if you:

• Have 10+ years of technical program management experience, including ownership of large infrastructure or platform programs with many engineering teams and external partners in the mix

• Have deep technical fluency in cloud APIs, infrastructure, distributed systems, or platform engineering, enough to be a credible partner to senior engineers on architecture and sequencing, not just a tracker of their decisions

• Have run programs spanning organizational boundaries where you had no direct authority over most of the people whose work you depended on, and delivered anyway

• Have direct experience with multi-cloud or hybrid cloud environments, large-scale migrations, or building platform abstraction layers

• Have worked with major cloud providers (AWS, GCP, Azure) or similar large technology partners, and know how to keep those relationships productive when priorities diverge

• Are comfortable operating in ambiguity on the long arc while being ruthlessly concrete on what ships this quarter and who owns it

• Have a track record of making a program get cheaper to run the second and third time, not just landing the first instance

• Thrive in environments where the plan you wrote last month needs rewriting, without losing the thread on what matters

Strong candidates may also:

• Have experience with production serving infrastructure, inference systems, or ML platform work

• Have moved between senior IC and management roles, or have interest in doing so

• Have worked at a company rebuilding systems and org in flight during rapid scale-up

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Reporting to the Director of Enterprise Sales, you will be responsible for driving strategic growth and expanding our footprint across the region's most critical enterprise accounts.

Key responsibilities include:

• Assessing assigned accounts and developing strategies to execute against them
• Building a customer base by identifying and closing new logo opportunities
• Leading customers and partners to identify impactful big data and AI use cases while proving out their value on the Databricks Lakehouse platform
• Identifying land opportunities and developing expand/consumption use cases
• Orchestrating and utilising internal teams to maximise the impact on your ecosystem

What we look for:

• 5+ years of experience selling SaaS solutions to Enterprise Customers
• Extensive experience and strong performance in new logo hunting
• Experience working in Big Data, Cloud, or SaaS industries with some technical sales experience
• Successful experience selling complex software deals and quota over-achievement
• Understanding of consumption-based land and expand sales models is advantageous
• Knowledge of the Data & AI space with some technology sales experience
• Evidence of creating demand that delivered substantial business value
• Experience of following robust sales methodologies and process, e.g. account planning, MEDDPICC, Value Selling and accurate forecasting
• Experience of building effective champions, collaborative teams and partnerships to support execution of your territory plan
• Understanding of how to identify all key use cases and buying centres in an opportunity to increase the impact of Databricks in an organisation

Fluent French and business English required.

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You will combine prior experience in partnerships/channel sales with the unique technology, partnerships, and market opportunity at Brex. Your engagement models will 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 where 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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You will be responsible for defining and executing Databricks' integrated marketing strategy for Japan to accelerate category leadership, pipeline growth, customer adoption, and long-term market expansion. This includes building Databricks' reputation and presence in one of our most strategic global markets while ensuring marketing is deeply aligned to business priorities across sales, partners, customer success, and corporate functions.

This role requires a highly strategic, commercially-minded marketing executive who can balance long-term market development with near-term revenue accountability.

Reporting to the VP Marketing, APJ, you will lead cross-functional orchestration across global, APJ, and in-country teams to deliver high-impact, locally relevant programs that drive measurable business outcomes.

Responsibilities

Business & Market Leadership

• Serve as the senior marketing leader and trusted advisor to the Japan leadership team, contributing to country strategy and operating as a key voice in market planning and execution.

• Own country marketing strategy across reputation, demand, customer engagement, and ecosystem development.

• Partner closely with country sales leadership to align marketing investments with strategic growth priorities, whitespace opportunities, and account segmentation.

Integrated Marketing Strategy

• Develop and execute Japan’s end-to-end marketing strategy across brand, demand generation, executive engagement, customer marketing, communications, and events.

• Ensure global and APJ campaigns are effectively localized and activated to maximize impact in-market.

• Build innovative, high-performing programs tailored to Japan’s unique buyer, cultural, and market dynamics.

Partner Marketing & Ecosystem Development

• Develop partner marketing strategy in close partnership with alliances and cloud ecosystem teams.

• Leverage partners as a force multiplier to expand market reach, accelerate pipeline creation, and deepen customer engagement.

• Build joint go-to-market motions with strategic ecosystem partners.

AI-First Marketing Leadership

• Champion modern, AI-enabled marketing practices and help evolve the Japan marketing organization toward AI-native ways of working.

• Demonstrate fluency in emerging AI technologies and their implications for marketing execution, productivity, and customer engagement.

• Continuously identify opportunities to improve marketing effectiveness through data, automation, and AI.

Team Leadership & Talent Development

• Coach and mentor talent to elevate strategic thinking, executional excellence, and future leadership capability.

• Foster a culture of accountability, innovation, collaboration, and continuous learning.

Success Measures / Outcomes

• Drive measurable contribution to pipeline, consumption, and customer adoption targets in Japan.

• Increase Databricks’ reputation, awareness, and category leadership.

• Expand partner-sourced / partner-influenced pipeline contribution.

• Build a high-performing, scalable marketing team and operating model for Japan.

• Establish marketing as a strategic growth driver and trusted business partner to the Japan leadership team.

Requirements

• 15+ years of progressive marketing leadership experience in enterprise technology / high-growth software environments.

• Proven experience leading country or regional marketing organizations in Japan.

• Demonstrated ability to operate as a strategic business leader and partner to senior sales / country executives.

• Strong experience across field marketing, demand generation, executive engagement, partner marketing, communications, and events.

• Deep understanding of enterprise go-to-market models and complex B2B buying journeys.

• Strong commercial acumen with fluency in pipeline, funnel, and revenue metrics.

• Demonstrated experience building and developing high-performing teams.

• Strong understanding of AI’s impact on marketing and go-to-market, with ability to lead modern AI-enabled marketing transformation.

• Exceptional communication, executive presence, and stakeholder management skills.

• Native / fluent Japanese and business-level English required.

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You will use your experience to bring ideas large and small to life, turning ambiguous problems into elegant solutions. You'll design with a deep respect for users, shaping products from brainstorming to launch. Additionally, you'll mentor other designers while collaborating closely with the Product and Engineering teams.

At Everlaw, our mission is to promote justice by illuminating truth. We help legal teams across law firms, government agencies, corporations, and nonprofits sift through millions of documents to uncover critical evidence in high-stakes litigation and investigations.

The Product Design team is at the forefront of this mission, transforming complex, high-stakes workflows into experiences that are intuitive, powerful, and distinctly human. As AI redefines legal work, we are committed to designing systems that amplify human intuition, communicate uncertainty with clarity, and uphold the defensibility required in the pursuit of justice.

Responsibilities

• Design AI-powered experiences that enable legal and investigative teams to navigate complex document review workflows and accelerate insight generation.
• Translate complex, unstructured problems into intuitive solutions that are scalable, in the form of user flows, wireframes, prototypes, and high-fidelity mockups.
• Apply strong product thinking to frame ambiguous problems, connecting design decisions to user value, business outcomes, and technical feasibility.
• Partner closely with Product Management and User Research providing inputs to prioritization and roadmap decisions, informing strategic decisions.
• Lead interaction design for complex challenges leveraging industry best practices, effectively using prototypes to explore ambiguity and align partners.
• Craft polished visual and motion design that clearly communicates hierarchy, causality, and intent.
• Collaborate closely with Engineering to ship high-quality design solutions.
• Clearly articulate design rationale through strong storytelling and presentation influencing stakeholders at multiple levels.
• Strengthen team culture by modeling inclusive collaboration and proactively improving processes.
• Seek diverse feedback, challenge assumptions when appropriate, and provide thoughtful critique raising the bar on quality and driving impactful outcomes.
• Contribute to and evangelize the use of Bluebook, Everlaw’s Design System.
• Become product certified! Learn the ins and outs of the Everlaw platform, earning the same certification that our power users earn!

Requirements

• 5+ years of Product Design experience shipping product features, with at least 3 years designing complex B2B SaaS workflows.
• BA/BS degree in graphic design, design communication, human-computer interaction, or related field or equivalent combination of education and experience.
• Portfolio demonstrating strong product thinking, interaction, and visual design.
• Proven ability to thrive in complex, ambiguous problem spaces.
• Experience owning end-to-end design work, from initial research to post-launch evaluation.
• Self-starter with the ability to navigate ambiguity and drive solutions to execution.
• Strong communication and storytelling skills, with experience presenting design rationale to Product, Engineering, and leadership stakeholders to build alignment.
• Collaborative mindset with a strong appreciation for feedback, coaching, and cross-functional partnership.

Benefits

• The expected salary range for this role is between $170,000 - $215,000.
• Participation in our equity program.
• 401(k) retirement plan with company matching.
• Health, dental, and vision insurance.
• HSAs and FSAs for various expenses.
• Company-sponsored life and disability insurance.
• Paid parental leave and sick leave.
• 17 paid vacation days plus 11 federal holidays.
• A generous L&D stipend for your personal growth.
• Access to mental health and wellness resources like membership to Modern Health.

Perks

• A beautiful office in Uptown Oakland, just steps from the BART line and dozens of restaurants and walking distance to Lake Merritt.
• Flexible work-from-home days on Tuesdays and Fridays.
• Monthly home internet reimbursement.
• Ability to select your hardware of choice (Mac or PC) and customize your desk setup.
• A wide variety of snacks and beverages in the office.
• Company-wide out-of-the-box events and fun activities with your team.
• Time off for company-sponsored volunteer events and 4 paid hours per quarter to volunteer at a charitable organization of your choice.
• Learning and career development opportunities (and a generous budget!).

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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.

You may be a good fit if you have:

7+ years in technical customer-facing or partner-facing roles (Solutions Architect, Sales Engineer, Partner SE, TAM).

3+ years managing pre-sales or partner-facing technical teams; comfortable building foundational teams in ambiguous, fast-moving environments.

Track record building and scaling partnerships with GSIs (e.g., Accenture, Deloitte, TCS, Infosys) and/or cloud providers (AWS, GCP, Azure).

Deep understanding of partner-led selling and delivery: indirect revenue models, enablement at scale, and joint GTM motions.

Technical depth in enterprise AI deployments: LLM architecture, prompt engineering, evaluation, API integrations, and production use cases.

Exceptional communication and executive presence; able to build trusted relationships with C-suite, partner leadership, and engineering teams alike.

A love of teaching and mentoring, and a passion for advancing safe, beneficial AI.

Strong candidates may also have:

5+ years leading partner-facing SA teams through hypergrowth, including developing both senior and junior talent.

Direct experience helping GSIs or consultancies build their AI/ML practice - enablement programs, certification paths, joint solution development.

The annual compensation range for this role is $315,000-$380,000 USD.

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In this role you'll collaborate extensively with cross-functional teams, especially in our product organization and both new and existing partners to drive meaningful impact for Figma, our partners, and users.

If you love solving ambiguous problems, aligning stakeholders, and creating win-win opportunities with partners, this may be the role for you!

Here are some key responsibilities:

• Develop and own the partnership strategy for key Figma products including Weave, CMS, Slides, and FigJam.
• Work closely with product, research, marketing, and leadership teams to identify ecosystem needs, evaluate opportunities, and secure cross-functional alignment on investments.
• Source, evaluate, and build relationships with new partners that help Figma reach new personas, particularly marketers, and unlock new workflows and product value.
• Negotiate contracts, align internal stakeholders on terms, and manage the day-to-day health of partner relationships.
• Collaborate with product, engineering and partner technical teams to scope and coordinate integrations or extensibility features needed to bring partnerships to life.
• Define, track, and report success metrics for partner workstreams, ensuring measurable impact on company goals.
• Lead go-to-market motions for new integrations or partnerships in collaboration with partner marketing, sales enablement, comms, and product.

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

• 5+ years of experience in business development, ecosystem partnerships, or strategic partner management with a track record of setting strategy and driving complex partnerships forward.
• A history of leading end-to-end deals with partners including terms alignment and negotiation.
• Excellent written, verbal, and presentation skills, with the ability to communicate both business and technical concepts clearly.
• Strong analytical, organizational, and prioritization skills; ability to manage multiple sophisticated projects at once.

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

• Experience in the marketing technology ecosystem or with tools used by marketers (automation platforms, analytics, CMS, form tools, social, DAMs, etc.).
• Experience owning a category or partner segment and building strategy in collaboration with product leadership.

At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills.

Pay Transparency Disclosure

If based in Figma’s San Francisco or New York hub offices, this role has the annual base salary range stated below.

Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location.

The listed range is a guideline, and the range for this role may be modified.

For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range.

Please discuss your specific work location with your recruiter for more information.

Figma offers equity to employees, as well a competitive package of additional benefits, including health, dental & vision, retirement with company contribution, parental leave & reproductive or family planning support, mental health & wellness benefits, generous PTO, company recharge days, a learning & development stipend, a work from home stipend, and cell phone reimbursement.

Figma also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles.

Figma’s compensation and benefits are subject to change and may be modified in the future.

Annual Base Salary Range: $140,000-$296,000 USD

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In this role, you will thrive in ambiguity, seeking out opportunities to dive into unfamiliar challenges, drive towards outcomes, and shape strategy. You will be operationally excellent, able to manage a large volume of moving pieces, and resourceful, scrappy, and leave no stone unturned.

You will love this role if you thrive in an environment that fosters individual growth through open-feedback and high-autonomy, and are motivated by the opportunity to face off against one of our generation's defining problems: access to mental healthcare.

The expected base pay range for this position is $90,440 - $133,000, based on a variety of factors including qualifications, experience, and geographic location. In addition to base salary, this role may be eligible for an equity grant, depending on the position and level.

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This role sits at the center of Data Center Operations, supporting leaders through a period of rapid growth and change. You operate as a pragmatic people partner,building scalable practices, coaching leaders through challenges, and removing obstacles that slow teams down. The role blends sound judgment and business acumen with a bias for action, shaping initiatives that improve organizational health and employee experience.

Success in this role means turning people priorities into practical, high-value solutions that help teams operate effectively and scale with confidence. We're looking for an experienced People Business Partner familiar with supporting data center operations or similar environments and is comfortable supporting fast-paced, frontline and site-based teams.

Key responsibilities include:

• Strategic Partnership: Serve as a thought partner to Data Center Operations leaders, helping translate business goals into people decisions that improve execution, support growth, and strengthen organizational effectiveness.
• Execute with Impact: Balance strategic thinking with hands-on execution, stepping into the details when needed to ensure people programs land and deliver measurable impact.
• Pattern Recognition & Insights: Leverage data, observations, and experience to identify recurring patterns,surfacing signals proactively and synthesizing them into clear actions for leaders.
• Enable Change at Speed: Manage organizational change in a dynamic, fast-paced environment, ensuring seamless transitions, transparency and business continuity.
• Talent Management: Partner with leaders to drive workforce planning activities, enabling consistent and defensible people decisions.
• People Risk & Workplace Advisory: Consult on complex people matters, balancing risk, speed, and business practicality.
• Cross-functional Delivery: Collaborate effectively with People Team COEs and other stakeholders to deliver scalable, business-aligned people solutions that work in practice, not just on paper.

If you're excited to support teams who are at the front lines of the operations of the company, and build practical, scalable people solutions as we grow, we'd love to hear from you.

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In this role, you will manage internal and external stakeholders to bring clarity to our compute technology roadmaps, help prioritise across technical and non-technical teams, and focus on securing and delivering compute capacity.

Anthropic's AI models are available on both our first-party platforms (claude.ai and our API) as well as through our major cloud partners. Ensuring tight coordination between our internal teams and external partners is essential to our ability to stay on the frontier of AI development.

You will work closely with engineering, finance, and partnership teams to drive execution of technical roadmaps, support deal structuring, and manage the operational aspects of our compute partnerships.

This role combines technical program management with elements of strategic operations, partnership development, and financial analysis. You will be an integral part of a team focused on securing the compute resources Anthropic needs to pursue its mission of developing safe, beneficial AI systems.

Responsibilities:

• Drive cross-functional coordination across Engineering, Finance, and external partners to define, scope, and deliver on compute partnership initiatives

• Develop and maintain detailed project plans, timelines, and status reporting for technical programs related to compute infrastructure and partnerships

• Partner with engineering leaders to translate technical requirements into actionable roadmaps and track execution against milestones

• Support the structuring and negotiation of strategic compute deals, including financial modeling, term analysis, and vendor evaluation

• Build and maintain relationships with key stakeholders at cloud providers and infrastructure partners

• Develop and manage systems, processes, and documentation to support program management efficiency and stakeholder visibility

• Analyze financial and operational data to inform decision-making on compute capacity planning and vendor strategy

• Provide clear and transparent reporting on program status, issues, and risks to leadership

You might be a good fit if you have:

• 8-10 years of experience in technical product/program management, business development, or strategic partnerships roles at technology companies

• Experience structuring and negotiating strategic customer deals or partnerships within the technology space (cloud services, semiconductors, data center/infrastructure)

• Background in cloud computing, data center infrastructure, compute/silicon development, or technology-focused investment banking or consulting

• Familiarity with data center infrastructure, compute hardware, and/or silicon development cycles

• Comfort with financial analysis and modeling; experience with vendor financing arrangements is a plus

• Strong interpersonal and communication skills with the ability to influence and align diverse stakeholders

• Ability to drive clarity in ambiguous environments and manage competing priorities with high-quality execution

• A track record of managing cross-functional initiatives in fast-paced, scaling technology environments

• A passion for Anthropic's mission and ensuring safe AI development

Strong candidates may also have:

• Experience managing external partnerships with large-scale cloud providers or hardware vendors

• Understanding of AI/ML infrastructure requirements and compute capacity planning

• Experience with vendor financing, equipment leasing, or infrastructure investment analysis

• Background in technical due diligence or technology M&A

The annual compensation range for this role is $250,000-$310,000 USD.

Logistics:

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

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

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

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

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

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links,visit anthropic.com/careers directly for confirmed position openings.

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.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

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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As a Chief Engineer - Propulsion Integration, you will be a critical member of the team for selection and integration of aircraft engines, engine components, and fuel systems on unmanned air vehicles.

Key responsibilities include:

• Design, fabricate, and test prototype components and control systems
• Plan, instrument, and execute tests of aircraft propulsion systems
• Coordinate with engine vendors, develop strategic partnerships, and manage development projects
• Support critical hardware demonstrations with customers as needed

Required qualifications include 8+ years of propulsion engineering experience on air vehicles, professional experience with jet engines in the 1,000-20,000 lb thrust class, and knowledge of jet engine fundamentals.

Preferred qualifications include experience in NX/Teamcenter, hands-on experience with jet engine testing, and knowledge and experience working with Engine Management Systems (EMS).

The salary range for this role is $254,000-$336,000 USD per year, and highly competitive equity grants are included in the majority of full-time offers.

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As a Senior Manager, Small Business Partnerships, you will play a pivotal role in driving top-of-funnel leads to the team through channel partnerships and expanding our market footprint.

In this role, you will formalize the channel partnerships strategy, build strong relationships, cultivate those channel partnerships from the ground up, seamlessly integrate new partners into our ecosystem, and consistently hit targets by transforming these connections into a steady stream of client referrals.

You will work closely with law firms, banks, lenders, credit marketplaces, and other like-minded industry partners to fuel scalable growth.

If you have a history of exceeding expectations and a passion for creating mutually beneficial business relationships, this could be your chance to make a significant impact in a fast-growing environment.

Responsibilities:

• Identify, cultivate, and deepen relationships with high-potential law firms, banks, lenders, credit marketplaces, and more

• Craft and implement tailored go-to-market strategies for each partner

• Facilitate smooth onboarding of new partners and their teams

• Serve as a product expert, articulating our value proposition to partners

• Be the connective tissue for partners to the Brex ecosystem

• Work cross-functionally across marketing, growth, direct sales, and product & engineering to drive co-marketing opportunities, onboard new clients, and inform our product roadmap

• Conduct regular performance reviews with key partners

• Become an expert in Brex's product, features, and workflows and augment the voice of our partners

Requirements:

• 5+ years in a partnerships or closing sales role

• Understanding of the SMB community and how to drive partnerships

• Demonstrated track record of consistently hitting targets and quotas

• Ability to deliver tailored, consultative solutions that align with partner's needs and business goals

• Ability to evaluate partnership performance, identify areas for optimization, and implement data-driven solutions

• Thrives in a fast-paced, evolving startup environment

• Proven ability to build trust and credibility with internal and external stakeholders

• Passion for community events and activations with partners

Compensation: The expected OTE range for this role is $226,000 - $282,500.

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The recent global supply chain crisis has put Flexport center stage as we continue to play a pivotal role in how goods move around the world.

As Flexport embarks on our goals for 2026 and beyond, we will be rapidly expanding our presence in new markets. As Country Manager, you will build and lead our local teams, drive our market presence, oversee end-to-end operations, and cultivate partnerships with local partners to ensure seamless service delivery and growth. You will establish and infuse Flexport’s culture and values in daily operations, exhibiting grit and a bias to action. This role is pivotal to our success in expanding across LATAM and delivering exceptional value to our customers.

Responsibilities:

• Lead and Manage Operations: Oversee all operational aspects of our business in the country, ensuring efficiency, compliance, and alignment with global standards.

• Develop and Execute Strategy: Build and implement local business strategies that align with regional and global objectives, driving growth and profitability.

• Foster Partnerships: Identify, negotiate, and maintain partnerships with local partners to optimize service offerings and expand our network.

• Manage and Grow the Team: Recruit, develop, and lead a high-performing local team, fostering a culture of excellence and accountability.

• Drive Customer Success: Ensure outstanding customer experience by maintaining service quality, resolving issues, and building long-term client relationships.

• Own and execute Flexport Mexico’s commercial strategy: Overseeing the local sales organization to drive growth with existing customers while acquiring new logos and expanding Flexport’s footprint in the Mexican market.

• Monitor Market Trends: Analyze local market trends, customer needs, and competitive landscapes to identify new opportunities and maintain a competitive edge.

• Ensure Compliance: Uphold legal, regulatory, and ethical standards across all aspects of the operation.

Requirements:

• Leadership Experience: 10+ years of progressive experience in logistics, freight forwarding, or supply chain management, with a minimum of 7 years in a leadership role.

• Commercial & Sales Experience: You have a proven track record in growing freight forwarding business in Mexico, holding strong relationships with local buyers of freight forwarding services.

• Market Knowledge: Deep understanding of the logistics landscape in the Mexico market and experience working with local partners, airlines, shipping lines, and government regulations.

• Strategic Thinking: Proven ability to develop and execute operational strategies that drive growth and efficiency.

• Partnership Building: Strong negotiation and relationship-building skills, with experience managing customer and partner relationships

• Operational Expertise: Hands-on experience managing complex supply chain operations, including process improvement and technology implementation.

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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.

As a Regional Partner Manager at Dialpad, you will be responsible for recruiting, onboarding, and managing telecom partners, technology consultants, VARs, and TSDs focused on next-generation business communications. You will work closely with Sales and Marketing to manage the regional channel pipeline and go-to-market activities that generate incremental revenue for Dialpad.

Responsibilities

• Manage existing partners and recruit new regional partnerships to drive indirect sales in your designated territory.
• Become a subject matter expert on Dialpad and all our products, leveraging your expertise to educate, train, and capture mindshare with our partners.
• Work closely with partners and our sales team to source new business opportunities and achieve revenue goals.

Requirements

• 3-5+ years of Channel Account Management experience onboarding channel partners for a software company in the enterprise software space.
• Recent experience working for an emerging tech company.
• In-depth knowledge and experience with recruiting partners, value-added resellers, and Master/Sub Agencies.
• Has met and/or exceeded their own direct sales goals.
• Must show proven methodology to prospect and build pipeline.
• Proven track record of sustained overperformance against sales quotas and pipeline goals.

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.

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

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

You’d be a great fit if…

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

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

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The successful DSA drives a superior customer experience by delivering technology solutions tailored to customer needs and is able to exceed their assigned quota.

Key responsibilities include articulating the value of the Tanium platform to decision makers, nurturing and developing relationships within the assigned territory and/or accounts, and working with the Partner and Marketing teams to define and support prospecting and sales efforts.

We're looking for someone with significant enterprise software sales experience, a strong team mentality, and a proven track record of exceeding quota.

In addition to an annual base salary range of $75,000 to $225,000, team members will receive equity awards and a generous benefits package.

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As a Director, Enterprise Sales, West, you will be a front-line leader, leading a team of Enterprise Account Executives who drive new enterprise business and expand key accounts with Cresta. The Director, Enterprise Sales will provide strategic direction and coaching for the team, drive team performance aligned with business outcomes, manage operational execution, and partner closely with key stakeholders and cross-functional teams.

Responsibilities:

• Recruit, hire, develop, and empower a team of Enterprise Account Executives to consistently surpass Cresta’s revenue targets
• Foster a culture of high accountability by establishing clear expectations for achievement and advocating for a disciplined and scalable process across teams
• Scale strategic and enterprise sales process from early traction to a repeatable and predictable sales machine, exceeding ARR targets
• Lead and define an effective finely-tuned sales hiring process
• Attract 2-3 AE’s within the first 90 days from your own network
• Build a team of up to 7 AE's within the next 12 months
• Promote excellence in sales through value-based selling and MEDDPICC methodologies
• Collaborate with senior leaders in Marketing, Customer Success, Alliances, Product, and Revenue Operations to create an effective Enterprise GTM strategy
• Ensure flawless sales execution for complex multi-stakeholder deals while laying the groundwork for enterprise account growth
• Encourage team to take ownership of Enterprise pipeline generation and foster effective SDR collaboration for efficient prospecting, identification, qualification, and sustainable pipeline development
• Provide accurate forecasts to the executive leadership team, demonstrating a deep understanding of the Enterprise business across the region
• Work closely with our Partner leadership teams to achieve successful co-selling efforts

Qualifications:

• Over 5 years of enterprise sales leadership experience, including a consistent track record of recruiting and retaining high-performing enterprise sellers
• Proven success in managing sales teams with minimum $1.25m ARR quotas, selling technical solutions to large, complex enterprises
• Experience leading teams at high-growth software companies of similar size
• Master of hiring of Enterprise AE's
• Knows and can show evidence of sourcing, bringing in, closing, and building large teams of Enterprise AE's
• Demonstrated history of consistent overachievement as both an enterprise seller and a leader, with teams consistently exceeding revenue targets and advancing their careers under your guidance
• A natural ability to lead and motivate sales leaders and sellers through continuous growth and change
• A hands-on leader who eagerly engages in deals directly connects with Economic Buyers and provides the necessary support and executive connection to close new opportunities and expand relationships with Enterprise companies
• Experience in cross-functional collaboration and co-selling with external partners to establish an Enterprise business from the ground up
• Expertise in both land and expand sales strategies, an insatiable curiosity about our customers, and a data-driven vision for how - Cresta can drive positive business outcomes in the Enterprise sector
• Experience in cultivating and championing an outbound selling culture and driving accountability for qualified pipeline generation
• An unwavering commitment to achieving great results rather than settling for good ones
• Willingness and expectation to travel (approx. 30%)

Perks & Benefits:

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

• Comprehensive medical, dental, and vision coverage with plans to fit you and your family
• Flexible PTO to take the time you need, when you need it
• Paid parental leave for all new parents welcoming a new child
• Retirement savings plan to help you plan for the future
• Remote work setup budget to help you create a productive home office
• Monthly wellness and communication stipend to keep you connected and balanced
• In-office meal program and commuter benefits provided for onsite employees

Compensation at Cresta:

Cresta’s approach to compensation is simple: recognize impact, reward excellence, and invest in our people. We offer competitive, location-based pay that reflects the market and what each individual brings to the table. The posted base salary range represents what we expect to pay for this role in a given location. Final offers are shaped by factors like experience, skills, education, and geography. In addition to base pay, total compensation includes equity and a comprehensive benefits package for you and your family. This role is variable target compensation eligible. There is potential to exceed target earnings when goals are surpassed.

OTE Range: $330,000 – $380,000 + Offers Equity

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Engineering Manager, Issuing

About Stripe

Stripe is a financial infrastructure platform for businesses. Millions of companies,from the world’s largest enterprises to the most ambitious startups,use Stripe to accept payments, grow their revenue, and accelerate new business opportunities.

About the Team

The Stripe Issuing team enables users to build and launch successful card programs and financial features into their product using powerful programmatic APIs. The team creates the infrastructure, user-facing experiences, and partner integrations needed to manage the lifecycle of a card and enable efficient money movement.

What You’ll Do

As an Engineering Manager on this team, you'll lead engineers who operate at the critical intersection of high-availability distributed systems and financial infrastructure , where uptime is measured to four nines, authorization decisions must happen in seconds, and every request directly impacts the businesses and cardholders who depend on Stripe every day.

Responsibilities

Full-Stack Ownership

Enable your team to work across a wide range of systems, processes, and technologies, empowering them to own and solve complex problems from end-to-end.

Operational Excellence

Design and lead engineering processes that allow the team to do its best work while engaging effectively with the broader Stripe ecosystem.

Cross-Functional Partnership

Collaborate deeply with stakeholders across Product, Design, Data Science, Operations, Partnerships, and Marketing to align on strategy and execution.

Team Growth & Mentorship

Actively develop the engineers on your team, providing the coaching and opportunities they need to advance in their careers.

Strategic Recruiting

Partner with Stripe’s recruiting team to identify and hire world-class engineering talent to scale the organization.

Who You Are

We’re looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply.

Minimum Requirements

At Least 5 Years of Experience Managing Teams That Shipped High-Quality Products

An Entrepreneurial Mindset

Successfully Recruited and Built Great Teams

Works Effectively Cross-Functionally and Is Able to Think Rigorously, Communicate Effectively, and Make or Coordinate Hard Decisions and Trade-Offs

Strong Written and Verbal Communication Skills for Different Audiences (Leadership, Users, Company-Wide)

Thrives with a High Degree of Autonomy and Responsibility in an Ambiguous Environment

Technical Acumen to Drive Clarity About Architecture and Technical Strategic Decisions

Ability to Dig Deep into Data, Think from First Principles, and Deliver the Right Results

Encourages a Healthy and Inclusive Work Environment That’s Both Challenging and Supportive

Preferred Qualifications

Experience with Financial Product Companies and Interest in Financial Products and Markets

Productively Lead Fully Remote Teams

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In this role, you'll lead the Spanish sales team in driving revenue growth by partnering with agencies, direct clients, and managing a team of high-performing sales people in Spain.

If you're an enthusiastic X user with relevant experience in digital advertising, people leadership, agency partnerships, and a proven track record of building strong customer relationships, we invite you to explore this opportunity to contribute to X's advertising sales and agency development.

Responsibilities

• Generate revenue growth for X by managing industry sales across key verticals and agency partnerships, via direct client and agency relationships.
• Lead, manage, and inspire a high-performing sales team, including Client Partners, Client Account Managers, and agency-focused team members, to consistently deliver strong sales results and meet quarterly targets.
• Actively coach and develop the team on core sales competencies, while partnering with Market Leads, Global Agency Team, Revenue Finance, Sales, and cross-functional (XFN) teams to build and execute cohesive strategy for the Spanish Market.
• Own quarterly regional sales forecasts, planning, and execution to drive incremental revenue.
• Build trusted partnerships, expand and deepen relationships, and facilitate active communication between agencies, clients, and X, including developing strategic relationships across all agency types (creative, media, social, etc.) to deliver optimal value through trading agreements and program execution.
• Use in-depth industry, vertical, and agency knowledge to build winning strategies, remove blockers, maximize revenue, and provide thought leadership in the market and key sectors.
• Develop and execute trading strategies for local collaborative agreements that drive revenue for X and value for agencies and clients.
• Develop and deliver educational bootcamp-style training on X products, brand safety tools, best practices, and how individuals use X to inspire authentic brand applications.
• Ensure agencies' and clients' voices, opinions, ideas, and feedback are conveyed back to X's Marketing, Product Development, and wider business teams, including input on sales materials, advertiser insights, and new products/features.
• Partner with sales teams on support plans, growth strategies, and day-to-day matters to increase revenue from existing accounts, unlock new advertisers, and develop first-class programs to uplevel creative thinking and deliver positive business impact.
• Discover and showcase great X usage stories and evidence to shape the agency, brand, and media world's understanding of how brands can use X.
• Build and maintain strong relationships with all key stakeholders across clients and agencies.
• Report on revenue, understand macro trends and internal forces impacting the business, and provide these insights back to the wider organization.
• Provide deep vertical, product knowledge, and insights to drive creative and long-term improvements to X's overall platform offering.

Basic Qualifications

• A deep understanding of both performance and brand marketing, as well as the wider online advertising industry, with a focus on tools and technologies that enable ad serving.
• 15+ years of proven experience in digital media sales, marketing, agency partnerships, or media sales, with specific expertise across the Spanish market and EMEA verticals.
• Demonstrated ability to think strategically about industries, product sets, and complex agency structures.
• Deep expertise in social media platforms, including demonstrated experience in X best practices.
• Strong client-facing, sales, and commercial skills, with experience in partner/agency management, business development, negotiations, and direct advertiser sales, including strategic partnerships.
• Familiarity with agency holding companies and strong relationships across the agency landscape.
• Experience successfully working with Sales XFN teams, Product, Engineering, and Marketing groups to develop comprehensive forward-looking plans and execute them with strategic and tactical initiatives.
• Track record in building, managing, and coaching a high-performing sales team, as well as building senior client and agency relationships.
• Ability to partner within cross-functional teams, consult, bring ideas to the table, and build internal networks for collaboration across teams.
• Strong writing, copy editing, communication, and presentation skills, including proficiency in PowerPoint and Keynote.
• A self-starter who takes initiative, is action-oriented, and can balance quick turnaround with long-term strategic efforts; flexible and effective in dealing with changes in priorities, ambiguity, or obstacles.
• Comfortable with a fast-paced, always-on, start-up environment.
• Team player with a positive and dynamic personality.
• Strong planning and organizational capabilities.
• Alignment to X’s vision and core values.

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You will initially establish and lead a specialized team of enterprise sales professionals across the region, creating our foundational sales infrastructure for that customer segment. After successfully establishing our regional presence, this role will likely transition to focus on a specific sub-region or sub-segment as we scale our India operations.

Your responsibilities will encompass building the sales team, developing strategic partnerships with our customers, collaborating with our Product team to ensure regional market fit, and maintaining alignment with our global headquarters strategy. This position requires deep enterprise sales expertise, preferably with exposure to AI technologies, and the ability to navigate the complex regulatory and cultural landscape of the Indian market.

Responsibilities:

• Develop and execute comprehensive India go-to-market strategy for Enterprise customers

• Build and lead a high-performing, sustainable Enterprise sales team and motion across the region, including executing against a predefined list of tentpole strategic customers

• Establish strategic partnerships with major technology partners

• Collaborate with Product, Marketing, and Customer Success teams to adapt offerings for the Indian market

• Conduct market analysis to identify opportunities and refine our regional approach

• Navigate complex, multi-stakeholder sales processes within large organizations

• Craft and execute strategies to differentiate Anthropic and capture market share, addressing the unique challenges of being a second-mover in the AI industry

• Ensure alignment between regional operations and global corporate strategy, representing India's priorities to global leadership

• Represent Anthropic with key customers and across partner events, communicating our trust and safety principles effectively

• Ensure our trust and safety principles are effectively communicated to our enterprise clients

You may be a good fit if you have:

• 18+ years of experience in enterprise sales, with at least 5 years in leadership roles managing large-scale sales operations

• Have a proven track record of success in enterprise sales, particularly in selling technical API products or services

• Possess experience selling through partner sales and ideally through cloud partners

• Demonstrate an ability to build and scale enterprise sales teams in a high-growth environment

• Have successfully sold into India's leading enterprises, digital natives and conglomerates

• Show a history of creative problem-solving and persistence in competitive markets

• Possess deep knowledge of the enterprise tech industry, particularly in areas like cloud services, data management, or AI

• Excel at building internal champions within client organizations

• Are driven by a desire to create trust and have experience overcoming significant market challenges

Ideal Candidate Profile: The successful candidate will possess both strategic vision and operational excellence, with the ability to navigate diverse cultural and regulatory environments across India. You will be responsible for establishing Anthropic's enterprise sales presence in this region while building the foundation for future expansion and specialization.

This role offers exceptional opportunity for a seasoned sales leader to shape the adoption of frontier AI technology in one of the world's most exciting and rewarding markets

Logistics:

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

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

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

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

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

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links,visit anthropic.com/careers directly for confirmed position openings.

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.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

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

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Responsibilities:

• Draft, analyse, negotiate, and complete complex commercial transactions with the company's public sector customers, vendors, and strategic partners, including IP licensing agreements
• Propose and develop scalable solutions to improve contracting efficiency
• Collaborate with business units and legal team members to streamline contract management processes, identify potential risks, and drive continuous improvement in contract handling efficiency
• Collaborate with the Product, Sales, Business Operations, Research, and Procurement teams to achieve key business objectives and deliver strategic, business-minded, and solutions-focused counsel

You might be a good fit if you have:

• Experience operating in a fast-paced technology startup in which priorities shift rapidly and schedules 'move to the left,' thriving in this dynamic environment and priding yourself on your adaptability and ability to pivot with speed and grace
• Experience supporting sales into federal, state, or local government customers, including comfort with the procurement vehicles, compliance frameworks, and contracting rhythms that come with that territory
• Initiative and autonomy in managing complex contractual matters, effectively prioritising competing deadlines
• An understanding of what's important in the context of a contract, the organisation's mission, when to be flexible, and when to draw a hard line
• Excitement to grow with an organisation and help shape the culture of the commercial function
• A preference for straightforward, concise explanations over legalese and overwrought drafting
• A knack for identifying and implementing efficient processes and policies
• The ability to thrive as a member of cross-functional teams building frontier technologies, with a desire to develop a deep understanding of our technical teams and what we are building
• Comfort operating outside your areas of expertise and in uncharted legal territory
• A 'doer' mentality, willing to roll up your sleeves to get things done as a team player who doesn't hesitate to jump in to do work that needs to get done, whether glamorous or not

Strong candidates may have:

• 5+ years of related contract management experience, with at least 3 years supporting technology transactions, sales organisations, or partnerships, including experience with U.S. public sector contracting (FAR/DFARS, GSA Schedules or other GWACs, FedRAMP-related terms, and negotiating with government prime contractors and resellers)
• Proven ability to collaborate across various organisational levels and functions to facilitate efficient contracting processes and execution while building strong relationships
• Substantive knowledge of software agreements, reseller agreements, services agreements, strategic partnerships, and general contract terms
• Excellent verbal and written communication, analytical, collaboration, and interpersonal skills
• Motivated self-starter able to multitask and juggle multiple priorities in a dynamic environment
• Authentic integrity and a deep understanding of the importance of ethics in business

Role-specific policy: For this role, we expect all staff to be able to work from our San Francisco, DC or New York office at least 3 days a week, though we encourage you to apply even if you might need some flexibility for an interim period of time.

The annual compensation range for this role is $170,000-$220,000 USD.

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This includes managing M&A processes, analysing industry trends, assessing competitive landscapes, identifying investment opportunities, and supporting marquee fundraising initiatives. This person will work cross-functionally with a variety of stakeholders at all levels of CoreWeave and have frequent opportunities to interact with and support key executive-level decision makers.

Optimally, this person will have previous experience with generative AI, technology, digital infrastructure, cloud infrastructure, data centres or similar verticals.

Key Responsibilities:

• Identify and evaluate M&A and direct investment opportunities based on industry knowledge, market situation, and financial analysis

• Develop, maintain, and analyse complex financial models to support M&A transactions, strategic investments, and other strategic initiatives

• Assist in all phases of transaction execution, including due diligence, valuation, documentation, and integration planning

• Collaborate with internal stakeholders, including finance, legal, operations, and senior executives to ensure alignment and successful execution of deals

• Support Strategic Finance, Investor Relations, Treasury, and FP&A on cross-functional Ad Hoc finance projects

• Assist in the preparation of company management presentations that deliver CoreWeave's investment thesis and growth strategy to external stakeholders

• Conduct comprehensive due diligence on M&A and investment targets, including financial, and operational analysis

• Monitor industry trends, competitive landscape, and market dynamics to identify opportunities and threats

• Collaborate with CDO, CSO and CFO to assist with highly impactful, complex, and visible projects, including scaled, complex equity and debt fundraising initiatives

• Complete special strategic projects and ad hoc modelling for senior executives as needed, such as projects regarding international expansion and JV partnerships

Who You Are:

• A bachelor's degree in finance, accounting, applied mathematics, economics, engineering, or an equivalent combination of education and experience

• Minimum of 2+ year(s) of experience in investment banking, private equity, private credit or similar roles

• Advanced analytical skills with an ability to perform quantitative and qualitative analysis on new ideas and concepts

Preferred:

• Excellent financial modelling and valuation skills, with a demonstrated track record of executing complicated financial analyses

• Effective verbal and written communication skills, with a preference for candidates that have demonstrably interacted with management or other executive-level stakeholders

• High level of self-sufficiency with proven success at self-teaching and a high intellectual motor

• Strong analytical, quantitative, and problem-solving skills

• Exceptional attention to detail, organisational skills, and ability to manage multiple competing priorities simultaneously

• Advanced proficiency with Microsoft Office Suite, particularly Excel and PowerPoint

• Understanding of M&A processes for both public and private transactions, including deal sourcing/structuring, due diligence, and execution, with a proven track record of contributing to closed deals

• Experience with modelling debt transactions (e.g., leveraged buyout models and private/public credit) preferred

Wondering if you're a good fit? We believe in investing in our people, and value candidates who can bring their own diversified experiences to our teams – even if you aren't a 100% skill or experience match. Here are a few qualities we've found compatible with our team. If some of this describes you, we'd love to talk.

• You love digging into complex financial problems and solving them with precision.

• You're curious about how AI, cloud, and digital infrastructure are reshaping the global economy.

• You're an expert in financial modelling, valuation, and supporting high-impact transactions.

Why CoreWeave?

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

• Be Curious at Your Core

• Act Like an Owner

• Empower Employees

• Deliver Best-in-Class Client Experiences

• Achieve More Together

We support and encourage an entrepreneurial outlook and independent thinking. We foster an environment that encourages collaboration and provides the opportunity to develop innovative solutions to complex problems. As we get set for take off, the growth opportunities within the organisation are constantly expanding. You will be surrounded by some of the best talent in the industry, who will want to learn from you, too. Come join us!

The base salary range for this role is $125,000 to $155,000. The starting salary will be determined based on job-related knowledge, skills, experience, and market location. We strive for both market alignment and internal equity when determining compensation. In addition to base salary, our total rewards package includes a discretionary bonus, equity awards, and a comprehensive benefits programme (all based on eligibility).

What We Offer

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

• Medical, dental, and vision insurance

• 100% paid for by CoreWeave

• Company-paid Life Insurance

• Voluntary supplemental life insurance

• Short and long-term disability insurance

• Flexible Spending Account

• Health Savings Account

• Tuition Reimbursement

• Ability to Participate in Employee Stock Purchase Programme (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 centre locations

• A casual work environment

• A work culture focused on innovative disruption

Our Workplace

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

California Consumer Privacy Act - California applicants only

CoreWeave is an equal opportunity employer, committed to fostering an inclusive and supportive workplace. All qualified applicants and candidates will receive consideration for employment without regard to race, colour, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, or genetic

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We are seeking an enthusiastic Partner Development Manager to join the EMEA Alliances & Channels team at Stripe. As a Partner Development Manager, you will cultivate and develop Stripe's Consulting/Services and Technology partnerships.

Responsibilities

• Cultivate and develop Stripe's Consulting/Services and Technology partnerships
• Execute Stripe's global partner programs, partner marketing, partner enablement and partner co-selling initiatives across the region
• Drive partner participation and engagement

Requirements

• 5+ years of managing partnerships and/or sales for high-tech or financial services organizations
• Successful track record of developing and growing partnerships
• Professional and technical knowledge, as well as an understanding of industry trends and the key players in the competitive landscape
• Proven ability to consistently meet and exceed sales targets and quotas

Preferred Qualifications

• Experience working in the financial services/payments industry

Who You Are

We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply.

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You'll leverage your consultative sales expertise and passion for social impact to secure strategic partnerships with nonprofits, foundations, INGOs, educational institutions, and social enterprises across the EMEA market.

This is a player-coach role requiring someone who can personally close complex deals while building a high-performing regional team. You'll operate with significant autonomy across time zones while maintaining tight alignment with global strategy.

The ideal candidate brings deep experience in the EMEA nonprofit or social impact technology landscape, established relationships with mission-driven institutions, and a proven track record of building teams that drive revenue and mission impact simultaneously.

Responsibilities:

• Win new business and drive revenue for Anthropic within EMEA mission-driven organisations.
• Build and lead a regional team supporting EMEA customers, both inbound and outbound.
• Design and execute innovative sales strategies tailored to diverse EMEA contexts.
• Navigate complex stakeholder ecosystems including INGO executive teams, foundation programme officers, university leadership, trustees, executive directors, and IT departments.
• Develop and maintain relationships with key EMEA ecosystem players.
• Inform product roadmaps by gathering feedback from EMEA nonprofit and education users.
• Continuously refine the EMEA sales methodology by incorporating learnings into playbooks, templates, and best practices.

You May Be a Good Fit If You Have:

• 8+ years of B2B sales experience in nonprofit technology, EdTech, or social impact sectors, preferably in EMEA SaaS or emerging technologies.
• Track record of managing complex sales cycles within nonprofits, INGOs, foundations, or educational institutions.
• Experience building and scaling sales teams.
• Deep understanding of nonprofit or education sector operations.
• Demonstrated ability to navigate diverse stakeholder ecosystems.
• Scrappy mentality.
• Proven experience exceeding revenue targets.
• Excellent communication skills.
• Fluency in English required; proficiency in French valued given Francophone Africa coverage; additional European languages a plus.

Strong Candidates May Also Have:

• Active involvement in the EMEA nonprofit or education community.
• Existing relationships with major INGOs, foundations, or educational institutions.
• Familiarity with nonprofit data privacy requirements, AI ethics frameworks, and responsible technology deployment.
• Track record of building strategic partnerships with foundations or philanthropic advisors.
• Experience presenting at nonprofit conferences or education forums.
• Understanding of specific verticals: education technology, digital health, financial inclusion/economic mobility programmes.

Logistics:

• Location: London.
• Must be able to travel within EMEA (up to 30%) and to SF headquarters quarterly.
• Time Zone Coverage: Must maintain regular overlap with SF-based teams (typically 4-5 hours daily) while covering EMEA business hours.
• Travel: Regular travel within EMEA for customer meetings, conferences, and team gatherings; quarterly travel to SF for alignment and planning.

The annual compensation range for this role is €1-€1 EUR.

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As a Senior Manager, Small Business Partnerships, you will formalize the channel partnerships strategy, build strong relationships, cultivate those channel partnerships from the ground up, seamlessly integrate new partners into our ecosystem, and consistently hit targets by transforming these connections into a steady stream of client referrals. You will work closely with law firms, banks, lenders, credit marketplaces, and other like-minded industry partners to fuel scalable growth.

Responsibilities:

• Identify, cultivate, and deepen relationships with high-potential law firms, banks, lenders, credit marketplaces, and more
• Craft and implement tailored go-to-market strategies for each partner
• Facilitate smooth onboarding of new partners and their teams
• Serve as a product expert, articulating our value proposition to partners
• Be the connective tissue for partners to the Brex ecosystem
• Work cross-functionally across marketing, growth, direct sales, and product & engineering to drive co-marketing opportunities, onboard new clients, and inform our product roadmap
• Conduct regular performance reviews with key partners
• Become an expert in Brex's product, features, and workflows and augment the voice of our partners

Requirements:

• 5+ years in a partnerships or closing sales role
• Understanding of the SMB community and how to drive partnerships
• Demonstrated track record of consistently hitting targets and quotas
• Ability to deliver tailored, consultative solutions that align with partner’s needs and business goals
• Ability to evaluate partnership performance, identify areas for optimization, and implement data-driven solutions
• Thrives in a fast-paced, evolving startup environment
• Proven ability to build trust and credibility with internal and external stakeholders
• Passion for community events and activations with partners

Compensation: The expected OTE range for this role is $226,000 - $282,500.

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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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About the role: The VP of Partnerships, EMEA based in the United Kingdom will be responsible for defining and executing Cresta’s partnerships strategy across the EMEA region as a senior individual contributor. This role will focus on identifying, structuring, and closing high-impact strategic partner-led deals that accelerate customer acquisition, expand Cresta’s enterprise footprint, and drive revenue growth through partner resell and co-sell motions.

Responsibilities:

• Partnership Strategy & Execution

Define and execute the EMEA partnerships strategy in alignment with Cresta’s global objectives and regional go-to-market plans

Identify, prioritize, and secure strategic partnerships across system integrators, channel partners, BPOs, and complementary technology providers

Develop partner value propositions, commercial frameworks, and engagement models tailored to EMEA market needs

Establish repeatable partnership structures, playbooks, and success metrics that can scale over time

Channel & Revenue Impact

Drive partner-sourced and partner-influenced pipeline and revenue through direct execution of partner-led deals

Work closely with regional and global Sales teams to integrate partners into account planning, co-selling, and deal execution

Support partners in positioning, selling, and delivering Cresta’s solutions, including joint value propositions and customer use cases

Own and report on partner-related pipeline, deal progression, and revenue outcomes in the EMEA region

Strategic Business Development

Personally lead high-value partnership discussions and complex commercial negotiations from inception through contract execution

Identify new routes-to-market and market entry opportunities via partnerships in both established and emerging EMEA geographies

Act as the primary point of contact for strategic partners in the region, managing executive-level relationships and ongoing collaboration

Cross-Functional Collaboration

Partner closely with Product and Engineering to represent partner and market feedback, influencing roadmap and integration priorities

Collaborate with Marketing to develop joint go-to-market initiatives, partner messaging, and demand-generation activities

Work with Customer Success and Services teams to ensure successful partner-led deployments and long-term customer outcomes

Thought Leadership & Market Presence

Represent Cresta as a senior partnerships leader in the EMEA region with partners, customers, and at industry events

Maintain a strong understanding of competitive dynamics, buyer trends, and ecosystem shifts across the region

Provide strategic input to global partnerships leadership on regional insights and growth opportunities

Qualifications

We Value:

• 15+ years of experience in partnerships, business development, alliances, or enterprise sales within SaaS, AI, or enterprise software companies

Proven track record of personally sourcing, structuring, and closing strategic partnerships that drive revenue

Experience operating as a senior individual contributor with high ownership and autonomy in fast-growing or early-stage companies

Strong understanding of partner-led go-to-market models, including system integrators, resellers, and co-sell motions

Demonstrated ability to work effectively with C-level executives at partner and customer organizations

Strategic thinker with the ability to translate market insight into executable partnership initiatives

Highly self-directed, hands-on, and comfortable operating in ambiguous, fast-paced environments

Deep familiarity with EMEA enterprise markets and cultural nuances (regional experience strongly preferred)

Willingness to roll up sleeves and do what it takes to drive results without formal team authority

Perks & Benefits:

• We offer Cresta employees a variety of medical benefits designed to fit your stage of life

Flexible vacation time to promote a healthy work-life blend

Paid parental leave to support you and your family

Compensation:

Compensation for this position includes a base salary, variable (OTE), equity, and a variety of benefits. Actual base salaries will be based on candidate-specific factors, including experience, skillset, and location, and local minimum pay requirements as applicable.

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---------------- dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 90,000 teams every week, driving data transformations and AI use cases.

As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Platform customers, including AstraZeneca, Sky, Nasdaq, Volvo, JetBlue, and SafetyCulture.

We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:

• Reliable, high-quality data is the fuel that propels AI-powered data engineering.

• AI is changing data work, fast. dbt’s data control plane keeps data engineers ahead of that curve.

About the Role

---------------- dbt Labs is building a dynamic and expansive partner ecosystem to empower our customers on their data transformation journey. As part of this mission, the Partner Strategy and Programs team is seeking an experienced and highly motivated Partner Programs Lead to design, develop, and scale strategic programs that drive partner success. This role will have a particular focus on programs that accelerate partner-led services, enablement, and customer consumption through strategic investments and funding mechanisms.

We are looking for a passionate professional with deep expertise in partner and customer engagement, coupled with a strong ability to influence business performance through impactful programs and strategic investments. The ideal candidate will demonstrate a balance of analytical thinking, strategic execution, and cross-functional leadership. They will have a proven ability to thrive in ambiguity, execute with excellence, collaborate across virtual teams, and communicate effectively with internal and external executive stakeholders.

Responsibilities

------------

• Develop and execute scalable partner programs, incentives, and business processes to drive global partner success.

• Design and implement program frameworks that accelerate partner growth and adoption of dbt Labs’ products and services.

• Drive execution and adoption, ensuring the long-term success of partner programs through comprehensive planning and implementation.

• Monitor and optimize program performance by leveraging data-driven insights to enhance efficiency, utilization, and compliance.

• Create and maintain program documentation, including detailed program benefits, terms, conditions, rules of engagement, and marketing materials for a global audience.

• Continuously refine and enhance partner programs based on partner feedback, internal insights, and strategic planning.

• Collaborate cross-functionally to define system and process requirements that enhance the partner and sales experience within the program infrastructure.

What You’ll Need

-----------------

• 4+ years of experience in channel programs, operations, partner marketing/sales, incentives, or rebate management.

• Deep understanding of channel partner business models and their role in solution delivery, sales, and services within the cloud and software ecosystem.

• Experience working with services partners (SIs/GSIs), partner funding models (e.g., MDF/PDF), or partner enablement programs.

• Bachelor’s degree in a relevant field.

• Proven expertise in designing and executing partner programs that align with business strategy and drive measurable impact.

• Strong financial and analytical acumen, with experience in developing business plans, financial models, and data analytics to support program justification and evolution.

• Excellent communication and interpersonal skills, with the ability to engage effectively with executive leadership and external partners.

• Proficiency in data analysis tools (e.g., Excel, Tableau) and strong presentation skills.

• Exceptional organizational, negotiation, and project management abilities to manage multiple priorities effectively.

• Ability to travel up to 20% of the time.

Benefits

--------

• Unlimited vacation time with a culture that actively encourages time off

• 401k plan with 3% guaranteed company contribution

• Comprehensive healthcare coverage

• Generous paid parental leave

• Flexible stipends for:

• Health & Wellness

• Home Office Setup

• Cell Phone & Internet

• Learning & Development

• Office Space

Compensation

----------

We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process. In select locations (including Boston, Chicago, Denver, Los Angeles, Philadelphia, New York City, San Francisco, Washington, DC, and Seattle), an alternate range may apply, as specified below.

OTE Range (80/20 Split)

$190,000-$220,000 USD

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