This role is critical to securing the infrastructure that powers Anthropic's frontier AI systems across Europe , 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 Europe market strategy and government relationships.

Responsibilities:

• Lead the RFP and commercial sourcing process for European data center deals, managing developer outreach, proposal evaluation, and competitive selection across multiple markets
• 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
• Navigate country-specific permitting, grid connection, and regulatory requirements that vary significantly across European markets
• Document and refine transaction processes and playbooks to enable scalable deal execution as Anthropic expands its infrastructure footprint across the region
• Partner with the Compute Markets Manager to prioritize markets, sites, and counterparties, and feed deal learnings back into Europe 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 across European markets, with knowledge of the regional data center and development landscape , including established FLAP-D hubs and emerging markets like the Nordics and Southern Europe
• Are comfortable operating across multiple countries with different legal frameworks, languages, and business cultures
• 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 US-based HQ teams and distributed European 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 across multiple European jurisdictions
• Understand utility coordination, power procurement, or energy considerations in data center transactions, particularly in the European context (fragmented national power markets, grid connection queues, renewable PPAs, sustainability and efficiency regulations)
• Have familiarity with data sovereignty and regulatory considerations that influence European site selection
• Have relationships within the European data center developer, operator, and broker ecosystem
• Have a background in corporate development, strategic partnerships, or infrastructure investment
• Have experience in high-growth technology companies managing infrastructure expansion

Annual compensation range for this role is £225,000-£270,000 GBP.

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This role is for an attorney in the commercial legal space with a client-first mindset and experience working closely with sales and procurement teams in a world-class commercial legal function in support of Dropbox's business goals. You'll be part of a team of attorneys and professionals responsible for drafting, reviewing, and negotiating a high volume of complex commercial contracts with Dropbox vendors, customers, and other business partners around the world.

Responsibilities:

• Engage personally in complex sales and procurement deals and work collaboratively with various company teams to implement company initiatives.
• Work with cross-functional business teams to implement innovative strategies to increase the efficiency and effectiveness of delivering commercial legal support to Dropbox's business.
• Be an active and trusted leader, problem solver, and innovator to key stakeholders across the company.
• Develop and refine team playbooks, fallback guides, cross-functional resource documents, and training materials.

Requirements:

• Minimum of 2+ years as a practicing commercial attorney, including substantive experience in drafting and negotiating complex commercial agreements, including SaaS, licensing, technology, equipment, and marketing agreements.
• Has experience managing and interacting directly with clients and opposing counsel, has robust experience drafting and negotiating contracts themselves.
• Ability to translate complex legal issues into clear and simple guidance, and to partner effectively across all levels of the company.
• Passion for client service and efficiency.
• High integrity, strong ethics, and an unflappable demeanor.
• Self-starter, eagerness to learn both substantive law, negotiation skills and team policies and procedures.
• J.D. with strong academic credentials and demonstrated record of success as a lawyer.
• Member in good standing of bar and (if applicable) in-house counsel registration.
• Desire or experience to work in a virtual first environment, demonstrated initiative qualities.

Preferred Qualifications:

• Experience as a commercial attorney in a law firm setting, with at least 1+ year of experience as an in-house attorney at a technology company.
• Demonstrated ability to handle multiple types of cross-functional commercial matters, including customer-facing agreements, M&A integration and support, and commercial disputes.
• Expertise in data privacy law (e.g., CIPP certification), AI rules and regulations, and intellectual property.
• Experience with developing and refining team playbooks, fallback guides, cross-functional resource documents, and training materials.
• Experience partnering with globally distributed in-house business teams, particularly at SaaS companies to handle a high volume of complex commercial transactions.

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Responsibilities:

• Work on customer support and success problems from real-world business scenarios that align with your expertise, providing accurate solutions, detailed annotations, and model critiques where you can confidently evaluate responses (e.g., complex escalation workflows, customer onboarding playbooks, churn prediction and retention strategies, voice of customer synthesis, and customer health score frameworks).

• Utilize proprietary software to provide accurate input and labels to deliver high-quality data.

• Collaborate with technical staff to improve the design of efficient annotation tools.

• Interpret, analyse, and execute tasks based on evolving instructions, maintaining precision and adaptability.

Qualifications:

• 4+ years of practical customer support or customer success experience (hands-on role in escalation management, onboarding, or account management).

• Proficiency in customer platforms (e.g., Zendesk, Intercom, Salesforce Service Cloud, Gainsight, or Totango) and helpdesk ticketing systems.

• Strong empathy and judgment in evaluating complex customer journeys, churn risks, and resolution quality.

• Ability to navigate customer resources such as knowledge bases, playbooks, voice-of-customer transcripts, and health score frameworks.

• Proficiency in reading and writing informal and professional English.

• Strong communication, interpersonal, analytical, and organisational skills.

• Excellent reading comprehension and ability to exercise autonomous judgment with limited data.

• Passion for technological advancements and innovation in business.

Location and Other Expectations:

• Tutor roles may be offered as full-time, part-time, or contractor positions, depending on role needs and candidate fit.

• For contractor positions, hours will vary widely based on project scope and contractor availability, with no fixed commitments required. On average most projects may involve at least 10 hours per week to achieve deliverables effectively though this is not a fixed commitment and depends on the scope of work. Contractors have full flexibility to set their own hours and determine the exact amount of time needed to complete deliverables.

• Tutor roles may be performed remotely from any location worldwide, subject to legal eligibility, time-zone compatibility, and role specific needs.

• For US based candidates, please note we are unable to hire in the states of Wyoming and Illinois at this time.

• We are unable to provide visa sponsorship.

• For those who will be working from a personal device, your computer must be a Chromebook, Mac with MacOS 11.0 or later, or Windows 10 or later.

Compensation and Benefits:

US-based candidates: $35/hour - $90/hour depending on factors including relevant experience, skills, education, geographic location, and qualifications. International candidates: Information will be provided to you during the recruitment process.

Benefits vary based on employment type, location and jurisdiction. Benefits for eligible U.S. based positions include health insurance, 401(k) plan, and paid sick leave. Specific details and role specific information will be provided to you during the interview process.

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Reporting to the Director, Legal, Commercial, you'll partner with internal stakeholders and external counterparties to negotiate and review complex agreements, assess legal risk, and translate regional legal requirements into practical templates, policies, and processes.

You'll be a trusted advisor to teams across GitLab, helping them reach business goals while protecting GitLab's interests, and you'll contribute to the growth of the commercial legal function through mentorship, playbooks, and training.

In your first year, you'll take ownership of strategic contracting workstreams, strengthen how we manage risk in high-priority transactions (including technology and artificial intelligence-related agreements), and improve the systems and documentation that support efficient deal execution.

Key responsibilities include: Negotiating, drafting, and reviewing complex commercial and technology agreements, including partnership, services, consulting, marketing, licensing, data privacy, and artificial intelligence-related contracts. Independently managing strategic and high-priority matters tied to large-value and material transactions, partnering directly with internal stakeholders and external parties. Advising Sales and cross-functional GitLab teams on contract structure, risk allocation, and practical negotiation strategies that support business goals while protecting GitLab's interests. Performing risk analysis on contractual documents and recommending mitigation options, including escalation paths and alternative terms. Benchmarking, developing, and maintaining contract templates, playbooks, policies, and supporting documentation, incorporating regional legal requirements and feedback from stakeholders. Monitoring legal and regulatory changes, assessing impact on GitLab's contracting practices, and proposing clear, actionable updates to templates and processes. Creating and delivering training for contract managers and Sales team members to improve contracting consistency and day-to-day decision-making.

Requirements include: J.D. from an accredited law school and active bar membership in at least one U.S. state 3+ years of experience at a major law firm and/or in-house legal department (focus on commercial and technology transactions preferred). Experience negotiating and drafting complex commercial and technology agreements, including software, SaaS, services, consulting, marketing, licensing, partnerships, data privacy, and artificial intelligence-related terms. Ability to independently manage high volume, strategic and high-priority matters and drive agreements to closure with internal stakeholders and external partners. Knowledge of regional legal requirements and comfort partnering with outside counsel to inform contract terms, templates, and policy enforcement. Practical risk-spotting and risk mitigation skills, with the ability to provide clear, business-focused guidance that protects GitLab's interests. Experience improving or building templates, playbooks, processes, and documentation to support consistent contracting outcomes across teams. Strong communication and relationship-building skills, including the ability to influence and serve as a trusted advisor to sales and cross-functional leadership. Ability to create and deliver training for sales team members Comfort working in a remote, globally distributed environment across time zones, with a willingness to learn GitLab and its products (including using GitLab in your work).

About the team: The Commercial Legal team partners with the Sales organization and other cross-functional stakeholders across GitLab to support how we sell and deliver our products and services. You'll join our globally distributed team that works asynchronously and closely with internal clients, customers, and outside counsel to review, draft, and negotiate complex commercial and technology agreements, improve templates and playbooks, and provide practical guidance that helps teams move quickly while managing risk. Our focus includes scaling consistent contracting processes across regions, keeping pace with evolving legal requirements (including data privacy and artificial intelligence-related terms), and strengthening enablement through clear documentation and training. For more on how we work, see Team Handbook Page.

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

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As a member of the Corporate Safety & Security team, you'll utilise best-in-class technology to identify potential business disruptions as early as possible and streamline critical emergency response and notification to minimise impact to our people, assets, operations, or brand reputation.

This position is needed to maintain a broad situational awareness over internal and external physical events that could impact employee safety or pose a threat to business assets or operations across Twilio's global footprint.

GSOC Operators monitor a variety of data sources including internal access control systems, external incident aggregators, travel safety applications, and general open source reporting materials.

GSOC Operators serve as the primary contact for employees with physical safety and security questions or concerns.

When an incident occurs, the GSOC Operator may dispatch security resources, escalate to crisis management teams, send broad communications to Twilio employees, or execute a mass notification to account for employee safety.

Responsibilities:

Monitoring and Surveillance - Utilise various physical security asset monitoring and surveillance systems to detect potential unauthorized access, suspicious activity, or other security incidents

Monitor open-source threat intelligence and other internal SaaS tools to maintain situational awareness of persistent or emergency global events with potential or direct impact to operations

Security Operations Support - Support access control and visitor management processes

Manage security-related calls for service and provide general guidance to employees, vendors, and guests

Maintain awareness of business travellers and personnel accessing Twilio facilities

Partner with local site security teams to escalate and dispatch resources for incident and alarm response

Review travel requests to elevated risk locations, assist travellers through the approval process, and cross-reference live itineraries with external incidents

Incident Management - Perform the first point of incident intake across a variety of emergencies, including medical emergencies, natural disasters, fire/evacuation, travel disruptions, and security incidents

Assess and triage events and incidents to determine their impact to operations

Dispatch and coordinate response with emergency response personnel

Communicate effectively on emerging incidents to large audiences to share situational awareness or tactical updates as warranted

Maintain real-time incident documentation for reporting and analysis

Perform Life-Safety checks for Twilio in areas impacted by potentially life-threatening conditions

Participate in post-incident reviews to document and implement corrective action and improvements to future response

Operational Excellence - Maintain a strong understanding of security and emergency standard operating procedures

Utilise critical thinking and problem-solving skills to analyse situations and implement solutions

Support large projects that will improve Twilio's GSOC capabilities and initiatives

Qualifications:

• 3+ years of experience in a GSOC working environment

• Experience with physical safety and security technology, systems (ACS, IDS, VSS, VMS), travel safety, and mass notification tools

• Experience with open-source intelligence (OSINT) research tools

• Strong critical thinking and problem-solving skills

• Proven ability to follow standard operating procedures and playbooks

• Ability to prioritise tasks in a fast-paced environment

• Ability to stay calm, professional, and think clearly in high-stress situations

• Ability to communicate clearly and concisely; verbal and written

• Ability to work 'non-standard' shift hours, to overlap as needed with colleagues and stakeholders in other global locations, including weekend and holiday hours

• English Language Proficiency

Desired:

• Customer service mindset

• Comfortable with a high-tech work environment

• Eager to learn new tools and processes

• Ability to work independently and as part of a team

• Proficiency in Google Suite

Additional Language Proficiency

Shift Details: Variable (8–10-hour shifts)

Must be flexible to work holidays, weekends, and occasional overtime.

Travel: Approximately 10% travel is anticipated to help you participate in project or team in-person meetings to help you connect in a meaningful way.

What We Offer:

Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings programme, and much more. Offerings vary by location.

Compensation:

• Please note this role is open to candidates outside of California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington State.

The estimated pay ranges for this role are as follows:

• Based in Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Vermont or Washington D.C.: $26.27 - $32.84

• Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $27.77 - $34.71

• Based in the San Francisco Bay area, California: $30.85 - $38.56

• This role may be eligible to participate in Twilio's equity plan and corporate bonus plan.

All roles are generally eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave.

The successful candidate's starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

Applications for this role are intended to be accepted until November 15 but may change based on business needs.

Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values , something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now!

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This is a founding team: you will help us to build technical playbooks and define the processes and repeatable patterns needed for us to scale this emerging motion. You will champion our mission in the field, ensure world-class delivery, and bring insights back to our product and research teams on a regular basis.

You'll own engagements end-to-end, from SOW through production deployment. You'll work alongside Forward Deployed Engineers who build the technical solution, while you own product scoping, stakeholder management, value measurement, and the organisational complexity that comes with deploying AI agents in enterprise environments.

Responsibilities:

• Own the technical delivery plan for each engagement. Structure SOWs with clear scope, milestones, dependencies, success criteria, and value hypotheses. Translate customer business objectives into a sequenced roadmap that FDEs execute against.

• Lead technical discovery. Map customer workflows, identify constraints, define MVP scope, and shape the solution architecture for custom agent deployments.

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

• Own product scoping for field engagements. Define the MVP, author requirements documentation, prioritise the engineering backlog, and manage scope against success criteria as requirements evolve.

• Own the customer relationship throughout delivery. Lead executive briefings, manage stakeholder communications across technical leads and procurement, and represent Anthropic's technical credibility with senior business and engineering leaders.

• Own value measurement and ROI. Define impact hypotheses, set baselines and KPIs, run pre- and post-deployment measurement, and report outcomes to executive sponsors.

• Codify reusable delivery assets. Build solution patterns, evaluation frameworks, and technical playbooks. Extract what works across engagements and feed field signals back to Product and Research to improve our platform and models.

• Navigate enterprise and regulatory complexity. Security reviews, legal approvals, procurement processes, compliance requirements, and organisational dynamics.

• Manage scope and change. Handle evolving requirements, set expectations, negotiate contract modifications, identify risks early, and escalate with clear context when needed.

• Run delivery operations. Sprint ceremonies, milestone reviews, and progress reporting.

• Travel to customer sites. Build relationships, unblock delivery, and accelerate adoption. (25–50% expected).

You May Be a Good Fit If You:

• Have led AI/ML engagements/deployments, whether as a founder, data scientist, engineer, researcher, or in a professional services or consulting role.

• Have delivered AI, ML, or LLM-based agentic solutions into production. You understand solution patterns, integration approaches, and what breaks in real environments.

• Have experience in a specialised vertical (financial services, life sciences, pharmaceutical, retail, mining, agriculture, etc.).

• Can lead architecture discussions with engineering stakeholders, evaluate technical trade-offs, and pressure-test technical decisions. You won't write production code, but you will own the technical direction of engagements alongside FDEs.

• Have a track record delivering complex, high-stakes technical projects for enterprise clients where outcomes depended on tight coordination and fast decision-making , ideally across multiple workstreams in regulated industries.

• Have executive presence , polished, credible, and comfortable representing Anthropic to senior leaders in high-stakes environments.

• Thrive in ambiguity and bring structure where none exists.

• Have a builder's mindset , you're here to create a function, not join one.

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-$345,000 USD

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In this role, you'll be responsible for managing our real estate portfolio end to end , from site selection and lease negotiations through buildouts, move-ins, and ongoing operations , ensuring our spaces support how our teams work today and how we’ll grow tomorrow.

This role is about building and running the engine, not just reacting to requests. You’ll operate behind the scenes to orchestrate complex projects, bring structure to ambiguity, and partner across teams to make real estate decisions feel intentional, predictable, and scalable.

While you’ll collaborate closely with senior leaders and external partners, this is a hands-on ownership role for someone who likes to be in the details and accountable for outcomes.

Key responsibilities include:

• Owning and leading the global real estate portfolio end to end , from strategy and site selection to lease negotiations, renewals, expansions, and exits , ensuring alignment with business needs and growth plans
• Leading all major facility projects and office buildouts, managing scope, budgets, timelines, vendors, and day-to-day execution from concept through move-in
• Designing scalable systems, processes, and documentation for how we evaluate space, manage leases, run projects, and operate offices across regions
• Managing the operational details of real estate and facilities work , contracts, approvals, documentation, timelines, risks, and communications , ensuring nothing slips through the cracks
• Partnering cross-functionally with Finance, Legal, Workplace, Security, People, and business leaders to align real estate decisions with broader company priorities
• Building and maintaining real estate financial models and scenarios (e.g., total cost of occupancy, capex/opex tradeoffs) to support clear, data-informed decision-making
• Communicating clearly and confidently with senior leaders and the C-suite, translating complex real estate considerations into actionable recommendations
• Continuously evolving how we approach real estate and facilities to support a fast-growing, global company , balancing speed, quality, cost, and employee experience

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

• 7+ years of experience in active real estate or facilities management, with direct ownership of leases, negotiations, and buildout projects across domestic and international markets
• Strong fluency in real estate financials, with the ability to model, explain, and evaluate costs, tradeoffs, and risks
• High ownership mindset and attention to detail , you take things end-to-end and ensure they get finished
• Comfort operating in ambiguity, bringing structure, systems, and scalable processes to fast-moving environments while supporting a great employee experience
• Clear, thoughtful communicator and cross-functional partner, able to influence stakeholders and senior leaders without formal authority

Preferred qualifications include:

• Experience supporting high-growth tech companies or startups
• Overseen real estate portfolios across multiple regions simultaneously
• Have a background in facilities operations or workplace experience
• Enjoy building templates, playbooks, dashboards, and repeatable workflows from scratch
• Experience managing vendors and negotiations in complex or unfamiliar markets

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.

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: $153,000-$269,000 USD

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Your measure of success is the number of workflows you've permanently transformed and the extent to which those in your group start any task with an AI tool.

Responsibilities:

• Identify and document the highest-leverage workflow transformations within your group's day-to-day work by deeply understanding their processes and outputs
• Build custom tools, agents, automations, and skills tailored to each marketer's specific responsibilities
• Coach and partner with each marketer through a progressive journey: from awareness, to first win, to regular AI integration, to full workflow transformation, to self-sufficiency
• Teach marketers to build and iterate on their own tools over time, creating independence
• Recognize patterns across your cohort and systematically scale what works , a tool built for one marketer should become reusable for their peers
• Document every tool, playbook, and transformation pattern you build so the entire FDA team can use each other's work
• Share wins visibly within your cohort and with leadership to build momentum, inspire, and celebrate success
• Track individual and cohort progress rigorously against a defined maturity model, moving every marketer toward self-sustaining, AI-first work
• Prepare marketers for an agentic future , not just prompt writing, but designing, building, and overseeing autonomous, multi-agent workflows

Who you are:

We're looking for people who have already lived the transformation they'll be driving for others. You've used AI to fundamentally change how you work , not as a novelty, but as your default operating mode.

• You are a deep AI practitioner. You build agents, automations, and tools fluently. You don't just know what AI can do in theory , you've built things that changed how real work gets done. You can build in real time alongside the people you support.
• You are an exceptional coach and communicator. You can meet people wherever they are. You create desire for progress, and you adapt your approach to each person.
• You understand marketing work. You either have direct experience in marketing or can quickly learn the workflows, deliverables, tools, and pressures of your assigned group. You know that understanding someone's work is a prerequisite to transforming it.
• You are a pattern recognizer. When you build something that works for one person, you immediately see how it applies to others. You think in systems, not one-off solutions.
• You are high-caliber, persistent, and versatile. Your skills and experience are valuable across the company. You're the kind of person who could succeed in many roles at Stripe.
• You bias toward action and speed. You'd rather show someone a working proof-of-concept on their own deliverable today than present a polished deck about what's theoretically possible next quarter.
• You are comfortable with ambiguity and evolution. This is a new team building a new operating model. The playbook will be rewritten as we learn. You thrive in that environment.

Minimum requirements:

• 5+ years of professional experience in a role requiring analytical thinking, problem-solving, and cross-functional collaboration
• Demonstrated, hands-on experience building AI-powered tools, agents, automations, or workflows that transformed real work processes (not just using AI as a chatbot , building with it)
• Track record of coaching, teaching, or enabling others , formally or informally , with evidence that people you've helped actually changed how they work
• Strong written and verbal communication skills, with the ability to explain technical concepts to non-technical audiences and adapt your style to different learners
• Comfort working across multiple workstreams and relationships simultaneously (you'll be supporting ~20 marketers at varying stages of their AI journey)

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CoreWeave is The Essential Cloud for AI. Built for pioneers by pioneers, CoreWeave delivers a platform of technology, tools, and teams that enables innovators to build and scale AI with confidence. Trusted by leading AI labs, startups, and global enterprises, CoreWeave combines superior infrastructure performance with deep technical expertise to accelerate breakthroughs and turn compute into capability.

As the Global Logistics Data Center Operations Lead – (Americas or EMEA), you will:

• Lead end-to-end data center logistics operations for your region, spanning ramp and sustaining sites: dock-to-cage, storerooms, in-hall material flows, spares, and RMAs.

• Coordinate and develop Inventory Control Specialists (ICS) / Logistics Technicians, Regional Managers, and all DC logistics IC team members within your region.

• Translate build and M&O plans into DC logistics capacity, coverage, and staffing (by site and by mode: ramp vs sustain).

• Own DC storeroom performance: inventory accuracy, pick accuracy, dock-to-stock, order-to-“ready for install”, chain-of-custody, and audit readiness.

• Standardize and enforce SOPs, playbooks, and visual management for data center logistics across your region, aligned to global GLO standards.

• Partner closely with the Global Logistics Warehouse & FSL Operations Lead to ensure frictionless handoffs from warehouses/FSLs into DC logistics (crate handling, documentation, timing, and proof of delivery).

• Drive 3PL/4PL and white-glove performance at the DC interface (dock-to-cage, JIT deliveries, crate handling, returns) for your region.

• Lead regional cadence reviews with DC Ops, GLO, Security, and other stakeholders; publish KPI packs; own RCA/CAPA to closure for DC logistics issues.

• Act as the primary DC logistics point of contact for your region with Data Center Operations leadership, aligning site-level needs with global logistics capabilities.

• Mentor and grow frontline and regional DC logistics leaders and ICs, building a strong bench for future expansion.

About the role:

We are looking for a hands-on, operations-minded Global Logistics Data Center Operations Lead to standardize, coordinate, and continuously improve data center logistics execution across your region.

In this role, you will own all in-data-center logistics functions in your region, including:

• ICS / Logistics Technicians and their managers (regional and site level).

• Storeroom operations (receiving, tagging, binning, cycle counts, replenishment).

• Data hall support logistics (kitting, pre-stage, JIT deliveries, crate handling, returns).

• Spares and RMA flows in partnership with warehouses, FSLs, and 3PLs.

You will work in tight partnership with:

• The Global Logistics Warehouse & FSL Operations Lead, who owns the upstream warehouse/FSL network, WMS, and lease portfolio.

• Data Center Operations, who own construction and run operations in the halls.

• Security, Trade Compliance, IT/Systems, Finance, Procurement, and Real Estate/Legal to ensure DC logistics is safe, compliant, and scalable.

This is a senior operations lead role with people leadership responsibilities at the regional level and strong cross-functional influence.

Who You Are:

• Bachelor’s degree in Supply Chain, Logistics, Operations Management, Industrial Engineering, Business, or a related field (or equivalent experience).

• 8+ years in data center logistics, warehouse/DC operations, or high-value hardware logistics, with at least 3–5 years leading multi-site teams.

• Proven experience managing or leading ICS / logistics technicians / storeroom or DC logistics teams across multiple sites or a region.

• Strong background in inventory control and serialized asset management (cycle counts, reconciliations, variance analysis, SOX/audit readiness).

• Experience orchestrating ramp (build) and sustaining logistics modes at data centers or similarly complex environments.

• Comfortable working with and improving WMS, ERP, and asset/CMDB tools; strong spreadsheet/BI skills.

• Demonstrated ability to standardize SOPs and playbooks, stand up new sites, and drive behavioral adoption across teams.

• Excellent cross-functional communicator, able to work with DC operations, engineering, security, finance, procurement, and vendors.

• Willingness and ability to travel regionally (e.g., 25–40% depending on footprint and phase).

Preferred:

• Experience in AI, cloud infrastructure, or hyperscaler data center environments.

• Experience partnering with 3PL/4PL providers, white-glove carriers, and regional warehouse networks.

• Familiarity with 5S/lean, continuous improvement, and structured RCA/CAPA.

• Experience mentoring frontline managers and ICs; demonstrated team-building and talent development track record.

Why This Role Matters:

Data center logistics is the backbone that keeps builds on schedule and live environments stable. As the Global Logistics Data Center Operations Lead – , you:

• Ensure materials, spares, and RMAs flow cleanly into and out of data centers.

• Tie day-to-day dock and storeroom work to measurable service outcomes for build and operations.

• Act as the single-threaded owner for DC logistics performance in your region, enabling scale through repeatable standards.

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 organization 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 $161,000 to $237,000. 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 program (all based on eligibility).

What We Offer

The range we’ve posted represents the typical compensation range for this role. To determine actual compensation, we review the market rate for each candidate which can include a variety of factors. These include qualifications, experience, interview performance, and location.

In addition to a competitive salary, we offer a variety of benefits to support your needs, including:

• Medical, dental, and vision insurance - 100% paid for by CoreWeave

• Company-paid Life Insurance

• Voluntary supplemental life insurance

• Short and long-term disability insurance

• Flexible Spending Account

Healt

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As a Commercial Counsel, you will support the APAC Sales team, leading negotiations for complex and strategic agreements, advise on a wide range of commercial and legal issues, and be an integral part of the build-out of Stripe's commercial legal infrastructure.

Key responsibilities include:

• Supporting the APAC Sales team in leading negotiations for complex and strategic agreements
• Advising on a wide range of commercial and legal issues, including launch of new products to Stripe users and support international expansions
• Being an integral part of the build-out of Stripe's commercial legal infrastructure so that we can scale and operate efficiently at pace with Stripe's exponential growth
• Drafting and maintaining Stripe's agreements and playbooks, leading and contributing projects to improve internal processes, leveraging AI tooling to optimize how we work and collaborate with our clients, partners, and users
• Partnering with teams across Stripe globally, including sales, operations, product, tax, risk groups, and others
• Helping the entire team drive scaled support and efficiency, working collaboratively in a global team to maximize the overall impact of the Commercial Legal team
• Developing and delivering training and other resources to help the Sales team sell our products
• Being a point of escalation for outside counsel

The person we are looking for is:

• Intellectually curious and a creative problem solver
• A self-starter with a bias for action
• A clear and concise communicator (in written and verbal forms), who can distill the key risks and explain complex, nuanced issues in plain and simple terms
• A natural collaborator, able to guide cross-functional teams and drive to a win-win solution
• Familiar with the range of legal issues and commercial risks that arise in connection with hosted data and technology services
• A team player who is willing to do what it takes to contribute to the collective success
• Qualified in at least one APAC region with a law degree or equivalent
• 7+ years of relevant experience in-house or in a technology practice group in a top law firm

It would be preferable but not essential for you to have:

• Fluency in Mandarin and experience supporting the Greater China region
• Experience working in payment or fintech industries and knowledge of associated regulatory issues
• In-house experience advising high-growth companies
• Working knowledge on how to use LLM tools
• Experience in improving legal processes with AI technology
• A working knowledge of data protection laws

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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.

As a Senior Product Marketing Manager at dbt Labs, you will play a pivotal role in shaping the market perception of dbt,the industry standard that helps organisations build, manage, and analyse data at scale for analytics and AI,building compelling narratives, driving product adoption, and shaping how our products are used and understood by our enterprise customers. This role is perfect for someone who’s as comfortable digging into the details of dbt features and our users’ needs as they are with telling a big-picture story about where our platform and industry are headed.

Responsibilities

• Drive the go-to-market strategy for dbt, and specifically features that position dbt for AI workflows and use cases, working closely with Product, Marketing, and Field teams to identify and address target buyer personas, challenges, and opportunities.
• Craft product positioning and messaging with clear, differentiated positioning for dbt, grounded in customer insights, market context, and roadmapped innovations.
• Develop and execute marketing campaigns that clearly articulate the value and unique advantages of dbt.
• Collaborate closely with Product and Engineering to shape product strategy, using competitive, customer, and market insights to influence our product roadmap.
• Create and maintain a core bill of materials including web content, messaging guides, solutions briefs, product videos, pitch decks, email sequences, and internal enablement materials for the dbt.
• Develop and execute product launch and campaign strategies that drive pipeline for net new customer and expansion opportunities.
• Create and maintain internal sales tools like playbooks that reflect a high degree of customer understanding and empathy.
• Work with Revenue Marketing teams to ensure strategic narratives and product messaging are delivered consistently at every touchpoint.
• Measure and report on the effectiveness of marketing campaigns, using insights to drive continuous improvement.

Qualifications

• 4+ years of experience in product marketing, preferably within the data analytics domain.
• A proven track record of developing and executing successful marketing campaigns for B2B software products.
• Strong understanding of the data analytics industry and its challenges, with the ability to translate complex concepts into clear, compelling messaging.
• Exceptional written and verbal communication skills, with a talent and passion for storytelling.
• Experience working with cross-functional teams, demonstrating strong leadership and collaborative abilities.
• Demonstrated analytical skills, with the ability to leverage data to inform marketing strategies and decisions.

Preferred upcoming

• Prior experience working at a data analytics, AI, and/or open source software company
• Familiarity with the modern analytics stack, and a strong grasp of market dynamics within it
• Experience as an end-user of dbt, and/or experience as a data analyst, data engineer, or data scientist

Compensation & Benefits

• Annual Salary: $150,000 - $200,000 USD
• Equity Stake
• Benefits

dbt Labs offers:

• Unlimited vacation (and yes we use it!)
• 401k
• Pension Plan
• 16 weeks Paid Parental Leave
• Wellness stipend
• Home office stipend, and more!

*Equity or comparable benefits may be offered depending on the legal limitations

What to expect in the hiring process

• Interview with Talent Acquisition Partner
• Interview with Hiring Manager
• Team Interviews
• Final Round Values Interview

dbt Labs is an equal opportunity employer, committed to building an inclusive team that welcomes diverse perspectives, backgrounds, and experiences.

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You'll define the installation standards, configuration baselines, and deployment processes that the broader team executes against , from access control migrations and intercom replacements to AI analytics onboarding and new application integrations. You'll work across InfoSec, IT, Networking, and Identity Management to ensure every security application passes review, integrates with SSO, and is supported within Anthropic's infrastructure before going live. Your work will directly determine whether Anthropic's security technology stack scales reliably as the company grows from dozens of locations to a global enterprise footprint.

Responsibilities:

• Validate and deploy new and replacement security technology platforms including access control systems, intercom solutions, video management, visitor management, and AI/analytics tools across all Anthropic locations

• Build and maintain staging environments for pre-production testing and validation of all security applications, hardware, firmware, and system configurations

• Define installation standards, configuration baselines, licensing structures, update procedures, and maintenance requirements for every deployed security platform

• Deploy integrations between security applications, validating that platforms communicate and share data correctly before transitioning to production

• Support colleagues' security applications through InfoSec review processes, ensuring new tools meet Anthropic's information security and compliance requirements

• Coordinate SSO integration for newly deployed security applications with Identity Management and IT teams

• Transition applications requiring custom integration or data pipeline development to the IT Engineering team with documented technical requirements for roadmap inclusion

• Initiate onboarding of deployed hardware and systems into Anthropic's health monitoring platform to ensure operational visibility from day one

• Develop standardized deployment playbooks, checklists, configuration templates, and handoff documentation that enable repeatable installations across all current and future sites

• Evaluate security platforms for scalability, identifying capacity constraints, single points of failure, and architectural limitations before they impact operations at scale

• Coordinate with Networking, IT Infrastructure, and Facilities teams to ensure all infrastructure prerequisites (network, power, rack space, cloud resources) are met prior to deployment

• Execute structured handoffs to Project Management (for site programming), Break-Fix Support (for maintenance), and Access Control Administration (for ongoing system management), ensuring each team has the standards and documentation to execute independently

Requirements:

• 5+ years of hands-on experience deploying, validating, and managing enterprise physical security technology across a large or rapidly growing organization

• Experience working across InfoSec, IT, Networking, and Identity Management teams to onboard and integrate security applications into enterprise environments

• Strong technical communication skills, with the ability to define standards clearly enough that PMs, integrators, and service teams execute against them without ambiguity

• Experience with IP networking, VLANs, PoE, and infrastructure requirements for security devices

• Comfortable with 25% travel for site deployments, commissioning, and validation

Preferred Qualifications:

• Previous experience at a hyper-growth technology company or managing security technology programs for high-profile corporate environments

• Experience with Anthropic's specific technology stack: Genetec Security Center, Axis cameras, Wavelynx, Commend Symphony Cloud, Alcatraz.ai, Ambient.ai, SureView, Envoy

• Industry certifications: Genetec, Axis, CCNA, PSP, CPP, or PMP

• Experience with OSDP, modern credential technologies, and encryption protocols for physical security systems

• Familiarity with scripting or automation (Python, PowerShell) for configuration management and deployment automation

• Experience with health monitoring and observability platforms

• Experience with change management, configuration control, and version-controlled infrastructure documentation

Salary Range: $175,000-$220,000 USD

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In this role, you will have the opportunity to shape our security capabilities from the ground up alongside our world-class research and security teams. You will lead cybersecurity Incident Response efforts covering diverse domains from external attacks to insider threats involving all layers of Anthropic's technology stack.

Key responsibilities include:

• Developing and deploying novel tooling that may leverage Large Language Models to enhance detection, investigation, and response capabilities
• Creating and optimizing detections, playbooks, and workflows to quickly identify and respond to potential incidents
• Reviewing Incident Response metrics and procedures and driving continuous improvement
• Working cross-functionally with other security and engineering teams

Note: This position will require participation in an on-call rotation.

To be successful in this role, you will need:

• 3+ years of software engineering experience, with security experience a plus
• 5+ years of detection engineering, incident response, or threat hunting experience
• A solid understanding of cloud environments and operations
• Experience working with engineering teams in a SaaS environment
• Exceptional communication and collaboration skills
• An ability to lead projects with little guidance
• The ability to pick up new languages and technologies quickly
• Experience handling security incidents and investigating anomalies as part of a team
• Knowledge of EDR, SIEM, SOAR, or related security tools

Strong candidates may also have experience with:

• Performing security operations or investigations involving large-scale Kubernetes environments
• A high level of proficiency in Python and query languages such as SQL
• Analyzing attack behavior and prototyping high-quality detections
• Threat intelligence, malware analysis, infrastructure as code, detection engineering, or forensics
• Contributing to a high-growth startup environment

If you're interested in this role, please submit an application, even if you don't believe you meet every single qualification. We encourage diversity and inclusion in our hiring process.

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This role requires a seasoned leader who has experienced rapid scale across multiple contexts,someone who thrives in ambiguity, builds repeatable GTM motions from scratch, and can manage both first-line leaders and managers of managers.

You’ll bring 5+ years of progressive leadership experience and a proven ability to attract, develop, and retain high-performing sales talent in verticalized environments.

Your success will directly impact Anthropic’s ability to capture the enormous mid-market AI opportunity,bringing Claude to thousands of companies in regulated industries that are ready to adopt AI but need a trusted partner who understands their specific challenges.

Responsibilities:

Mid Market Vertical Sales Strategy & Execution: Develop and execute go-to-market strategies for mid-market companies (500–2,500 employees) across Financial Services, Insurance, Life Sciences, and Healthcare verticals.

Team Building & Leadership at Scale: Build and lead a multi-layered verticalized sales organization, managing both first-line managers and managers of managers.

Rapid Scale Operations: Establish and iterate on the systems, processes, and playbooks required to scale a mid-market vertical sales motion from early traction to significant revenue.

Pipeline & Revenue Ownership: Own pipeline development, forecasting, and quota attainment across mid-market vertical segments.

Product Partnership: Partner with Product and Research to identify mid-market-specific feature requirements, packaging needs, and integration patterns.

Cross-functional Collaboration: Work closely with Solutions Engineering, Customer Success, Legal, Marketing, and Partnerships to build seamless customer experiences.

Vertical Expansion: Develop frameworks and playbooks for extending vertical coverage into new industries within the mid-market segment.

Requirements:

• 10+ years of enterprise/mid-market sales experience with at least 5 years in sales leadership roles, including experience managing both first-line managers and managers of managers

• Experienced rapid scale in multiple contexts,you’ve built teams from small to large, launched new segments or territories, and know what it takes to go from 0-to-1 and 1-to-100

• Proven track record of building and scaling verticalized sales teams selling to mid-market companies (500–2,500 employees), ideally at high-growth technology companies

• Domain expertise in at least one of the core verticals (FSI, Insurance, Life Sciences, Healthcare) with understanding of how mid-market buyers in these industries evaluate and adopt technology

• Skilled at translating technical AI capabilities into vertical-specific value propositions that resonate with mid-market buyers who may have less technical sophistication than enterprise counterparts

• Experience building repeatable sales processes, playbooks, and enablement programs that allow teams to scale efficiently

• Comfortable operating in ambiguous, fast-changing environments while maintaining operational discipline and forecasting accuracy

Annual compensation range for this role is $360,000-$550,000 USD.

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

Responsibilities:

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

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

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

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

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

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

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

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

Requirements:

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

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

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

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

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

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

Salary: The annual compensation range for this role is $315,000-$350,000 USD.

Logistics:

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

• Required field of study: A field relevant to the product management role

• Minimum years of experience: 8+ years

• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time

• Visa sponsorship: We do sponsor visas!

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

Responsibilities:

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

Requirements:

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

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

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

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You'll leverage your deep understanding of federal civilian operations and consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities.

In collaboration with GTM, product, and marketing teams, you'll help refine our approach to the federal civilian market while maintaining the highest standards of security and compliance.

Responsibilities: Drive new business and revenue growth specifically within federal civilian agencies, owning the full sales cycle from initial outreach through deployment Navigate the unique requirements of federal civilian procurement, including FAR/DFAR compliance, security standards, and agency-specific regulations Build and maintain relationships with key decision-makers across federal civilian agencies, becoming a trusted advisor on AI capabilities and implementation Develop and execute strategic account plans that align with agency missions and modernization initiatives Coordinate closely with cloud service providers (AWS, GCP) and system integrators to ensure successful deployment and integration Provide detailed market intelligence and customer feedback to product teams to ensure our offerings meet federal civilian requirements Create and maintain sales playbooks specific to federal civilian use cases and procurement processes Take a leadership role in growing our federal civilian presence while maintaining hands-on engagement with key accounts Collaborate across teams to ensure coordinated delivery of commitments and maintain appropriate documentation of customer engagements

You may be a good fit if you have: 7+ years of enterprise sales experience in the federal civilian space, with a proven track record of driving adoption of emerging technologies A deep understanding of federal civilian agency missions, challenges, and technology needs Demonstrated the ability to balance strategic leadership with hands-on sales execution Experience navigating complex federal procurement processes and compliance requirements A strong track record of exceeding revenue targets in the federal civilian space Extensive experience with federal civilian contracting vehicles and procurement mechanisms Excellent relationship-building skills across all levels, from technical teams to senior agency leadership A proven ability to coordinate across multiple stakeholders, including cloud providers and system integrators Strategic thinking combined with attention to detail in execution A passion for safe and ethical AI development, with the ability to articulate its importance in government contexts

Annual compensation range for this role is $360,000-$435,000 USD.

This is a full-time role based in Washington, DC, with a minimum of 25% time spent in the office. The company offers 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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About the Role: The Application Security team at Anthropic is at the forefront of building security into every phase of the software development lifecycle. As an Application Security Engineer, you will partner closely with software engineers and researchers to ensure that security is a core consideration from initial design through implementation. You will lead threat modeling and secure design reviews to proactively identify and mitigate risks early, and help with continuous risk assessment. You will build tools and systems to support developers shipping code securely, adhering to secure coding best practices.

Responsibilities:

• Help secure AI products and internal tools that are introducing industry-novel security risks and pushing established security boundaries
• Lead “shift left” security efforts to build security into the software development lifecycle
• Conduct secure design reviews and threat modeling. Identify and prioritize risks, attack surfaces, and vulnerabilities
• Develop tooling to scale security code reviews and respond to developer questions, including advising developers on remediating vulnerabilities and following secure coding practices
• Manage Anthropic's vulnerability management program, including integrating data ingestion pipelines, coding logic to prioritize vulnerability fixes, supporting teams remediating vulnerabilities and developing automated systems at scale
• Oversee Anthropic's bug bounty program. Set scope, validate submissions, perform root cause analysis, coordinate remediation with engineering teams, and award bounties. Cultivate relationships with the ethical hacker community
• Collaborate closely with product engineers and researchers to instill security best practices. Advocate for secure architecture, design, and development
• Develop and document security policies, standards, and playbooks. Conduct security awareness training for engineers

Requirements:

• 5+ years of hands-on experience in application and infrastructure security, including securing cloud-based and containerized environments
• Strong proficiency in at least one programming language (e.g., Python, Rust, Go, Java)
• Lead with empathy, a collaborative spirit, and a learning mindset to work cross-functionally with engineers of all levels to build security into the software development life cycle
• Leverage creative and strategic thinking to reduce risk through secure design and simplicity, not just controls
• Possess broad security knowledge to connect the dots across domains and identify holistic ways to decrease the overall threat surface
• Are keen to distill complex security concepts into clear actions and drive consensus without direct authority
• Embody a proactive mindset to thread security throughout the product lifecycle through activities like threat modeling, secure code review, and education
• Have a strong grasp of offensive security to anticipate risks from an adversary's perspective, not just check compliance boxes
• Bring experience with modern application stacks, infrastructure, and security tools to implement pragmatic defenses
• Are practiced at collaborating cross-functionally and effectively balancing security requirements with business objectives
• Advocate for security fundamentals like least privilege, defense-in-depth, and eliminating complexity that could sub-linearly scale security through smart design

Preferred Qualifications:

• Hands-on technical expertise securing complex cloud environments and microservices architectures leveraging technologies like Kubernetes, Docker, and AWS / GCP
• Exposure to offensive security techniques like vulnerability testing, bug bounty, pen testing, and red team exercises
• Familiarity with AI/ML security risks such as prompt injection, data poisoning, model extraction, etc. and mitigations
• Experience building security tools, applications, and automated tools
• Solid foundational knowledge of both software and security engineering principles and are keen to continue learning
• Excellent communication skills, able to distill complex security topics for broad audiences
• Worked and thrived in fast-paced environments, and comfortable navigating ambiguity

Annual Compensation Range:

$300,000-$405,000 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.

How to Apply:

If you're interested in this role, please submit your application through our website. We look forward to reviewing your application!

Note:

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.

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Responsibilities: Work on customer support and success problems from real-world business scenarios that align with your expertise, providing accurate solutions, detailed annotations, and model critiques where you can confidently evaluate responses (e.g., complex escalation workflows, customer onboarding playbooks, churn prediction and retention strategies, voice of customer synthesis, and customer health score frameworks). Utilize proprietary software to provide accurate input and labels to deliver high-quality data. Collaborate with technical staff to improve the design of efficient annotation tools. Interpret, analyze, and execute tasks based on evolving instructions, maintaining precision and adaptability.

Qualifications: 4+ years of practical customer support or customer success experience (hands-on role in escalation management, onboarding, or account management). Proficiency in customer platforms (e.g., Zendesk, Intercom, Salesforce Service Cloud, Gainsight, or Totango) and helpdesk ticketing systems. Strong empathy and judgment in evaluating complex customer journeys, churn risks, and resolution quality. Ability to navigate customer resources such as knowledge bases, playbooks, voice-of-customer transcripts, and health score frameworks. Proficiency in reading and writing informal and professional English. Strong communication, interpersonal, analytical, and organizational skills. Excellent reading comprehension and ability to exercise autonomous judgment with limited data. Passion for technological advancements and innovation in business.

Location and Other Expectations: Tutor roles may be offered as full-time, part-time, or contractor positions, depending on role needs and candidate fit. For contractor positions, hours will vary widely based on project scope and contractor availability, with no fixed commitments required. On average most projects may involve at least 10 hours per week to achieve deliverables effectively though this is not a fixed commitment and depends on the scope of work. Contractors have full flexibility to set their own hours and determine the exact amount of time needed to complete deliverables. Tutor roles may be performed remotely from any location worldwide, subject to legal eligibility, time-zone compatibility, and role specific needs. For US based candidates, please note we are unable to hire in the states of Wyoming and Illinois at this time. We are unable to provide visa sponsorship. For those who will be working from a personal device, your computer must be a Chromebook, Mac with MacOS 11.0 or later, or Windows 10 or later.

Compensation and Benefits: US-based candidates: $35/hour - $90/hour depending on factors including relevant experience, skills, education, geographic location, and qualifications. International candidates: Information will be provided to you during the recruitment process. Benefits vary based on employment type, location and jurisdiction. Benefits for eligible U.S. based positions include health insurance, 401(k) plan, and paid sick leave. Specific details and role specific information will be provided to you during the interview process.

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Responsibilities

• Build and drive our customer success playbooks and digital content
• Work with team to manage end-to-end customer journey
• Drive expansion and ROI within our customer base
• Define and drive key customer success metrics
• Manage and triage customer feedback and issues
• Be the face of Regrello to our customer base

Requirements

• 3-5 years of experience in a top-tier enterprise SaaS company
• 8+ years of experience collaborating with senior leadership in large enterprises
• Proven track record of building playbooks and digital content to support users
• In-depth knowledge of customer success playbooks, metrics, and the ability to cultivate champion users
• Skilled in tailoring advice and products to maximize ROI for customers
• Proficient in sharing customer success stories and use cases
• Experience managing the complete customer journey, from onboarding to expansion
• Previous experience in expanding large enterprises is a valuable asset
• A customer-centric approach to solving problems
• Confidence in challenging conventions and a self-sufficient, independent manager
• Strong passion for making a positive impact on the world
• Independent and inquisitive learner who embraces new challenges without hesitation

Benefits

• Opportunity to learn, grow, and lead within the company
• Interface with leaders across industries and help drive the next wave of digital transformation in supply chain, operations, and manufacturing
• Work with an industry-leading team of supply chain, product, and software engineering experts
• Industry-leading compensation
• Ownership both of product and of equity in the company
• Excellent healthcare benefits
• Quarterly 'on-sites' with the entire company to bring us closer together

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You'll be part of the team that introduces founders to Mercury, helps them adopt our core financial products, and ensures their first experience with us is seamless and impactful.

This role is ideal for someone who thrives in fast-paced, founder-facing environments and wants to grow their career in fintech relationship management.

You'll handle a high-volume book of startups, provide responsive day-to-day support, and partner with senior leaders to identify and nurture accounts as they scale.

Responsibilities

• Serve as the first relationship contact for early-stage startups, ensuring an excellent onboarding and adoption experience.
• Help founders adopt Mercury's core suite.
• Execute playbooks that ensure consistent engagement across a large portfolio of startups.
• Surface scaling opportunities to senior RMs and partner with them on strategic accounts.
• Collaborate with internal teams (Sales, Partnerships, Product) to provide feedback and improve founder experience.

Requirements

• 2–4 years in fintech, customer success, early-stage banking, or startup-facing account management.
• Experience working with founders or early-stage teams; comfort with ambiguity and speed.
• Strong communication skills and responsiveness across Slack, email, and in-person events.
• Ability to manage a large book of accounts with automation and playbooks.
• A customer-first, process-driven mindset, with an eagerness to grow into deeper RM responsibilities.

Total Rewards Package

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

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

Target New Hire Base Salary Ranges

• US employees in New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $119,400 - $134,300
• US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $107,500 - $120,900

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

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

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

• 401(k) retirement plan with employer match

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

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

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

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

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

• Relocation support for eligible employees

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

About the Team

OpenAI Finance ensures the organization is positioned for long-term success as we pursue our mission.

About the Role

OpenAI is expanding its construction footprint to power advanced AI workloads at unprecedented scale. We’re building a world-class Sourcing and PMO function to ensure disciplined, predictable, and standardized execution across our capital projects portfolio.

We are seeking a construction sourcing and program governance leader to build and drive the core program execution framework — including strategic sourcing, RFP development and execution, complex commercial negotiations, program controls, processes, templatization, reporting, risk management, vendor governance, and delivery standards across all projects and regions. You will design and implement the operating system for how OpenAI executes design and construction globally, partnering closely with Real Estate, Engineering, Design, Procurement, Finance, and Project Controls to safeguard schedule, cost, quality, and risk.

This role is based in San Francisco, CA. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

In this role, you will:

• Establish PMO operating model, governance rhythms, and workflows for global build programs.

• Develop buying strategies, create and maintain program playbooks, delivery standards, RACI frameworks, and execution SOPs.

• Stand up program health dashboards, schedule controls, and standardized reporting across project lifecycles.

• Lead complex, strategic RFP processes across Real Estate and other construction categories, ensuring alignment with business and financial goals.

• Manage and negotiate a high volume of strategic deals end-to-end using Zip (sourcing intake) and Ironclad (contract negotiation).

• Partner with executive leadership to plan long-term capital sourcing roadmaps and supplier capacity alignment.

• Manage a global ecosystem of architecture, engineering, and construction firms, as well as service partners for workplace, robotics, and operational support.

• Establish supplier KPIs, performance scorecards, and governance models across numerous disciplines per site.

• Partner with Legal to structure scalable commercial frameworks and contracting templates.

• Support downstream procurement change orders, and operational contracting in partnership with Buyers and Project Controls.

• Collaborate with Project Controls and Finance to forecast spend, validate budgets, and ensure real-time cost transparency.

• Proactively identify delivery bottlenecks, operational risks, and systemic improvement opportunities.

• Build scalable mechanisms to accelerate speed-to-build while maintaining quality, safety, and commercial discipline.

You might thrive in this role if you have:

• 10+ years of strategic sourcing, procurement, cost control, or commercial management experience — ideally across large capital projects, REWS, or high-tech operations.

• Proven success leading complex portfolios spanning construction, facilities, robotics, or engineering services.

• Proven success implementing standardized delivery frameworks across multiple geos and project teams.

• Deep understanding of contracting models (Lump Sum, GMP, CMAR, T&M) and service operations procurement.

• Deep experience with cost, schedule, change control, and risk management practices.

• Experience establishing category playbooks, supplier performance frameworks, and savings governance.

• Excellent stakeholder management across technical and executive functions.

• Comfort navigating ambiguity and building scalable sourcing processes in high-growth, high-stakes environments.

About OpenAI

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

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

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

Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably

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As a Federal Civilian Account Executive at Anthropic, you'll drive the adoption of safe, frontier AI across federal civilian agencies. You'll leverage your deep understanding of federal civilian operations and consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM, product, and marketing teams, you'll help refine our approach to the federal civilian market while maintaining the highest standards of security and compliance.

Responsibilities:

• Drive new business and revenue growth specifically within federal civilian agencies, owning the full sales cycle from initial outreach through deployment
• Navigate the unique requirements of federal civilian procurement, including FAR/DFAR compliance, security standards, and agency-specific regulations
• Build and maintain relationships with key decision-makers across federal civilian agencies, becoming a trusted advisor on AI capabilities and implementation
• Develop and execute strategic account plans that align with agency missions and modernization initiatives
• Coordinate closely with cloud service providers (AWS, GCP) and system integrators to ensure successful deployment and integration
• Provide detailed market intelligence and customer feedback to product teams to ensure our offerings meet federal civilian requirements
• Create and maintain sales playbooks specific to federal civilian use cases and procurement processes
• Take a leadership role in growing our federal civilian presence while maintaining hands-on engagement with key accounts
• Collaborate across teams to ensure coordinated delivery of commitments and maintain appropriate documentation of customer engagements

You may be a good fit if you have:

• 7+ years of enterprise sales experience in the federal civilian space, with a proven track record of driving adoption of emerging technologies
• A deep understanding of federal civilian agency missions, challenges, and technology needs
• Demonstrated the ability to balance strategic leadership with hands-on sales execution
• Experience navigating complex federal procurement processes and compliance requirements
• A strong track record of exceeding revenue targets in the federal civilian space
• Extensive experience with federal civilian contracting vehicles and procurement mechanisms
• Excellent relationship-building skills across all levels, from technical teams to senior agency leadership
• A proven ability to coordinate across multiple stakeholders, including cloud providers and system integrators
• Strategic thinking combined with attention to detail in execution
• A passion for safe and ethical AI development, with the ability to articulate its importance in government contexts

Deadline to apply:

None. Applications will be reviewed on a rolling basis.

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience. Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do 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

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Responsibilities:

• Win new business and drive revenue for Anthropic within the Insurance sector. Navigate complex institutions to reach key decision-makers, educate them about our services, and help them succeed with Anthropic. You'll own the full sales cycle, from first outbound to close

• Design and execute innovative sales strategies tailored to Insurance procurement cycles and budgeting processes to meet and exceed revenue quotas. Analyze market landscapes, trends, and dynamics to translate high-level plans into targeted sales activities and campaigns

• Spearhead market expansion by identifying new use cases within Insurance departments, research centers, and administrative offices. Collaborate cross-functionally to differentiate our offerings for Insurance applications

• Navigate complex stakeholder ecosystems including executives, administrators, IT departments, and procurement offices to build consensus

• Inform product roadmaps and features by gathering feedback from users and conveying Insurance market needs. Provide insights that strengthen our value proposition for Insurance

• Continuously refine the Insurance sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimize sales productivity and consistency

You may be a good fit if you have:

• 5+ years of B2B sales experience in Insurance technology, preferably in SaaS or emerging technologies

• A track record of managing complex sales cycles within Insurance organizations and securing strategic deals by understanding both technical requirements and use cases

• Demonstrated ability to navigate Insurance bureaucracies and procurement processes, building consensus among diverse stakeholders including executives, administrators, and IT departments

• Extensive experience negotiating complex agreements within Insurance procurement frameworks and policies

• Proven experience exceeding revenue targets in the Insurance sector by effectively managing an evolving pipeline and sales process

• Excellent communication skills and the ability to present confidently to various audiences within Insurance

• Deep understanding of Insurance buying cycles, decision-making processes, and key pain points

• A strategic, analytical approach to assessing the Insurance market combined with creative, tactical execution to capture opportunities

• A passion for and/or experience with advanced AI systems and their applications in Insurance. You feel strongly about ensuring frontier AI systems are developed safely and ethically

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:

$290,000 - $435,000USD

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You'll be an IC Strategic AE selling Cursor to life sciences, biotech, chemicals, and research-heavy enterprises. You'll help platform and engineering leaders move faster while respecting validated environments, documentation needs, and strong governance expectations.

What you'll do

• Build and execute account plans across pharma/biotech/CROs/chemicals and adjacent platforms
• Prospect into R&D engineering, platform teams, security, and IT leadership
• Run discovery that connects developer productivity to R&D velocity, quality, and compliance
• Lead POVs in real codebases; partner with Solutions Engineering on deployment constraints
• Navigate procurement, security reviews, and enterprise contracting
• Close and expand: pilot → standardization → broader rollouts across teams/sites
• Codify repeatable motions for this vertical (playbooks, messaging, reference architectures)

You may be a fit if

• 7+ years enterprise sales; experience in life sciences/biotech/regulated R&D is a plus
• You can sell to technical buyers and communicate clearly with non-technical stakeholders
• Strong pipeline generation habits and disciplined forecasting
• You're a true hunter - you proactively build pipeline from scratch through outbound prospecting, creative sourcing, and relentless follow-up, rather than relying on inbound demand
• Builder mindset: you like creating the motion, not waiting for it

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As an Enterprise Account Executive at Cursor, you'll be one of the foundational members of our enterprise sales team — helping large engineering organisations across the Southwest discover, adopt, and expand their use of Cursor. You'll own the full sales cycle from first outreach to close, working directly with engineering leaders, CTOs, and procurement teams at some of the world's most sophisticated software companies. This is a rare opportunity to sell a product that engineers already love, into accounts where you can drive transformational change in how software gets built.

You'll be based in the Southwest and operate remotely, with regular travel to customers across the region.

What you'll do

• Own a named territory of enterprise accounts across the Southwest, driving new logo acquisition and expansion revenue by running a disciplined, full-cycle sales process from prospecting through close

• Build and execute account strategies that map Cursor's capabilities to the technical and business priorities of engineering leaders, CTOs, and developer platform teams

• Partner closely with Sales Engineering, Product, and Customer Success to deliver compelling evaluations and ensure customers realise value quickly

• Develop and manage a healthy pipeline — generating opportunities through outbound prospecting, inbound follow-up, partner referrals, and your own network

• Navigate complex enterprise procurement processes, including security reviews, legal negotiations, and multi-stakeholder buying committees

• Serve as the voice of the enterprise customer internally, feeding deal learnings back into product roadmap discussions, pricing strategy, and go-to-market playbooks

• Consistently meet and exceed quarterly and annual revenue targets

You may be a fit if

• You have 5+ years of enterprise B2B sales experience, ideally selling developer tools, infrastructure, or technical SaaS to engineering-led organisations

• You're based in the Southwest and have an established network in the region's enterprise technology market

• You're a true hunter - you proactively build pipeline from scratch through outbound prospecting, creative sourcing, and relentless follow-up, rather than relying on inbound demand

• You're comfortable navigating enterprise buying cycles — building consensus across engineering, IT, security, legal, and finance stakeholders

• You have strong command of pipeline management and can accurately forecast a large book of business

• You're energised by technical products and can hold credible conversations with senior engineers and CTOs about how Cursor fits into their development workflow

• You're a self-starter who thrives in a remote, autonomous environment and can build process and playbooks as you go

• You care deeply about AI and believe that transforming how software is written is one of the most important problems to work on right now

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Synthesia is seeking an experienced Regional Director of Strategic Sales to lead the team responsible for landing and expanding our largest customers (10k+ employees). In this role, you will recruit and develop a team of world-class sellers, drive excellence across PG and MEDDPICC, and define how we land and grow within the world's largest and most complex organisations.

What you'll be doing...

• Lead our EMEA-based UK/I Accounts team to drive predictable Annual Recurring Revenue (ARR) by landing and expanding Synthesia's highest-value customers (10k+ employees).

• Own pipeline quality and rigour, ensuring the team builds a robust, data-backed pipeline that creates confidence in future revenue and supports accurate forecasting.

• Refine and execute a comprehensive account strategy, leveraging your experience to deepen relationships within key accounts, elevate our reach to the executive level, and accelerate expansion motions.

• Partner with Talent Acquisition to hire and develop a world-class team, ensuring we attract top-tier, MEDDPICC-savvy sellers.

• Shape a high-performance culture where senior sellers are coached, empowered, and given a clear path to thrive and grow at Synthesia.

• Champion a Pipeline Generation (PG) mindset, reinforcing that outbound is a shared responsibility and a core competitive advantage.

• Work cross-functionally with Marketing and Customer Success to drive seamless alignment across the commercial organisation, maximising customer satisfaction, engagement, and long-term value.

• Continuously enhance our sales playbooks, embedding best practices, process improvements, and MEDDPICC methodologies that elevate the consistency and effectiveness of the entire sales function.

Requirements

• You're a true first-line leader at heart - motivated, hands-on, and passionate about coaching teams to success every day.

• You've recruited senior sellers who have thrived (recruiting is the number 1 priority of every GTM leader at Synthesia).

• Proven track record managing senior sellers carrying $1M+ quotas, who consistently win and grow large, complex organisations (10k+ employees).

• You've sold across lines of business, not just IT. We're particularly excited if you've sold to CROs.

• Experience in value-driven, methodological, playbook sales environments, with formal adoption of MEDDPICC and Command of the Message.

• Experience navigating rapid-growth environments, embracing both the opportunities and the challenges - and thriving through them.

• Executive presence with outstanding communication skills, both verbal and written, enabling you to influence stakeholders at every level.

Our culture

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

Benefits

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

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

• 25 days of annual leave + public holidays.

• Cycle to work scheme (London).

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

• A generous referral scheme if you help us hire.

• Pension contribution/salary sacrifice.

• Work from home set up.

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Product Engagement Specialist

Location

San Francisco

Employment Type

Full time

Department

Compensation

• $216K – $240K • Offers Equity

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

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

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

• 401(k) retirement plan with employer match

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

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

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

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

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

• Relocation support for eligible employees

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

More details about our benefits are available to candidates during the hiring process.

This role is at-will and OpenAI reserves the right to modify base pay and other compensation components at any time based on individual performance, team or company results, or market conditions.

About the Role

As a Product Engagement Specialist on the User Operations team, you will help shepherd smooth, successful product launches across internal support teams and external partners. You will coordinate readiness efforts end-to-end while also building scalable systems that increase the efficacy of that end-to-end process. This is a high horsepower role spanning launch execution, enablement, and systems building—focused on durable mechanisms, rather than brute forcing your way into a successful launch.

This role is based in San Francisco, CA (hybrid: 3 days in office) and offers relocation assistance.

In this role, you will:

• Coordinate product launches across both internal and external teams to ensure seamless execution and support readiness.

• Build the mechanisms that make launches and feedback scalable; automation, playbooks, operating procedures, taxonomies, dashboards, and routing so your impact compounds over time instead of resetting every launch.

• Prototype and implement automation (scripts, queries, dashboards, low-code tools, and LLM-enabled workflows) to replace manual launch and feedback processes.

• Develop scalable feedback loops that ingest signals from support channels and partners, normalize them into durable categories/severity, and route insights to Product and Engineering owners.

• Identify launch risks early and drive mitigation plans that protect customer experience and service levels.

• Collaborate cross-functionally with Product, Engineering, Marketing, Legal/Policy, and Operations to align on launch goals, timelines, and readiness metrics.

• Report on readiness and feedback loop performance, including key insights, trends, and prioritized recommendations.

You might thrive in this role if you:

• Have experience coordinating product launches or operational rollouts, especially adjacent to customer support teams and/or external partners.

• Have shipped tooling or automations that reduced manual work and scaled beyond a single team (workflows, dashboards, scripted automation, lightweight pipelines).

• Are technically fluent and comfortable prototyping with data and with new tools.

• Have a strong customer advocacy mindset and can translate user pain into crisp, engineering-ready problem statements.

• Are highly organized, can manage multiple workstreams, and thrive in fast-paced environments with shifting priorities.

• Communicate clearly across technical and non-technical audiences, and drive alignment without relying on heavy process.

• Take ownership from an ambiguous problem through implementation and measurable outcomes.

About OpenAI

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

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What you'll do

• Full-cycle recruiting for a broad range of GTM roles, from early-stage hires to strategic senior leaders in Sales, Customer Success, Partnerships, and Revenue Operations.

What you need

• Proven experience in full-cycle GTM recruiting, ideally in high-growth technology environments.

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What you'll do

• Full-cycle recruiting for Operations roles — from intake and role scoping to offer and close across functions like People, Finance, Legal, IT, and more.

What you need

• Proven experience in full-cycle recruiting for operations, corporate functions, or cross-functional business roles.

What your day might look like

• Full-cycle recruiting for Operations roles — from intake and role scoping to offer and close across functions like People, Finance, Legal, IT, and more.

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