Responsibilities:

• Control costs to ensure profitability increases more than revenue
• Ensure that necessary financial controls are in place and followed (credit control, payment of suppliers; stock control; WIP)
• Use SAGE effectively to support management decision making and reduce administrative costs; responsible for company's financial and ERP software (SAGE).
• Accurate, timely management accounts (P&L, balance sheet, cash flow and management reports): sales, cost and profit analysis
• Achieve unqualified audit opinion, and reduce administration and audit costs
• Prepare annual budgets
• Work with funding banks, shareholder, and board incl. preparing board documents
• Escalation point for overdue receivables
• Support IATF and ISO process audits

About you:

• Strong team player. An effectively team worker alongside the wider management team.
• Detailed and hardworking management style; needs to take responsibility and behave like a long-term owner.
• Experience required - Qualified/ part-qualified/ qualified-by-experience accountant (ACA or CIMA) with 5 years PQE essential.
• Experience with SAGE essential.
• Experience of working in £20-50m sales businesses.
• Strong Excel, Outlook, Word skills.

Desirable experience:

• Experience with PowerApps and PowerBI; AI interest.
• Manufacturing and automotive industry experience desirable.

Benefits:

• Competitive salary plus potentially Bonus
• Private Health Care
• Rewards platform
• Cycle to work scheme

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Responsibilities:

• Design and implement software running on a distributed embedded system with multiple microcontrollers.
• Design and implement real-time Ethernet communication.
• Develop custom serial communication protocol over UART and I2C interfaces to support reliable data exchange between the device and external components.
• Specify requirements, design, implement, and test both bare metal and RTOS low-level software for creating a scalable platform.
• Work with/resolve ambiguity in requirements/specifications/designs.
• Create elegant, efficient real-time software components and interfaces.
• Develop software component testing methodologies and implementations to ensure maturity/stability/release readiness.
• Work with hardware and debuggers at a bench and HIL level to verify software operation.
• Define system-level power/compute/communication requirements and implement solutions that allow different applications to achieve different combinations of configurations.
• Profile power/CPU/bus usage and identify opportunities for optimization on the submodule as well as system level.
• Collaborate with V&V to develop comprehensive test plans and perform thorough testing to validate firmware functionality, stability, and performance under various conditions, including low power modes.
• Interface with external vendors, including review of firmware specifications, providing design guidance, and integrating code releases.
• Maintain clear and concise documentation of design and firmware architecture

Qualifications:

• Bachelor's degree in electrical engineering, computer science, computer engineering, or related field.
• 5+ years of relevant experience in embedded design, using C/C++.
• Experience with bare metal and RTOS environment.
• Experience with JIRA/Confluence or a similar system for tracking inputs/results.
• Knowledge of electrical engineering fundamentals including circuit analysis and design.

Preferred qualifications:

• Highly collaborative mindset and strong communication skills.
• Desire to work with vendors to integrate source code for new technology.
• Experience in driver development and RTOS integration. Zephyr OS experience is a plus.
• Experience with software build tools like Bazel, Scons, Cmake etc.
• Experience with fundamental hardware components on PCB and their analysis tools.
• Ability to write testing scripts for using scripting languages (Python)
• Fluent in software fundamentals including software design and maintainability.
• Hands-on experience in hardware bring-up, system debugging, and code optimization.

Benefits:

• Immediate medical, dental, vision, and prescription drug coverage
• Flexible family care days, paid parental leave, new parent ramp-up programs, subsidized back-up child care, and more
• Family building benefits including adoption and surrogacy expense reimbursement, fertility treatments, and more
• Vehicle discount program for employees and family members and management leases
• Tuition assistance
• Established and active employee resource groups
• Paid time off for individual and team community service
• A generous schedule of paid holidays, including the week between Christmas and New Year's Day
• Paid time off and the option to purchase additional vacation time.

Salary: This position is a general salary grade 7 and ranges from $118,000-198,000.

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Ford's Electric Vehicles, Digital and Design (EVDD) team is charged with delivering the company's vision of a fully electric transportation future. EVDD is customer-obsessed, entrepreneurial, and data-driven and is dedicated to delivering industry-leading customer experience for electric vehicle buyers and owners.

You will develop C language-based software designs for Ford Electrified Powertrains. The scope of software platform design includes Board Support Packages that support system control and coordination of related hybrid sub-systems; regenerative brakes, high-voltage battery, transaxle motor and generator, engine torque and engine power management.

Responsibilities:

• Develop and implement real-time embedded software for hybrid vehicle controllers, incorporating knowledge of microprocessor architecture, low-level drivers, and Board Support packages.
• Ensure that each system can manage functions such as regenerative braking, battery management, and motor control with precise, real-time response.
• Design software that aligns with real-time operating system (RTOS) requirements for optimal performance, secure access control, and quick response times.
• Apply advanced cybersecurity methods, including secure boot, software signing, and cryptographic protocols to protect vehicle control software.
• Integrate message authentication techniques within Controller Area Network (CAN) systems, ensuring data integrity and secure communication between control units.
• Implement secure boot methods to verify the integrity of software during startup, using digital signatures to ensure only trusted code is executed on vehicle controllers.
• Integrate message authentication protocols (such as CAN Message Authentication) into vehicle systems to verify communication authenticity and prevent unauthorized data manipulation in real-time.
• Configure secure over-the-air (OTA) software updates to maintain software integrity within the vehicle’s Hybrid Control Unit (HCU).
• Conduct threat modeling and vulnerability assessments for hybrid and electric vehicle software platforms to identify potential security weaknesses.
• Apply penetration testing techniques and risk assessment frameworks to analyze vulnerabilities in real-time operating systems (RTOS) and embedded software, ensuring compliance with automotive cybersecurity standards like ISO/SAE.
• Interpret and implement requirements using C programming to develop core platform software for real-time control systems in hybrid and electric vehicles.
• Focus on secure data transmission, OTA flash functionality, and both low- and high-level driver integration.
• Integrate and configure tools for over-the-air flash updates and CAN message authentication, ensuring compliance with network operating systems and corporate standards like VBF file formats.
• Complete all multiplex compliance testing to verify CAN protocol functionality and message integrity.

Qualifications:

• BS in Computer Engineering, Electrical Engineering or Computer Science or related field or equivalent combination of relevant education and experience.
• 2+ years of experience in real-time embedded control software and design experience including C Programming language, ETAS RTOS, and associated board support packages.
• 2+ years experience with microprocessor architectures and associated low-level drivers.
• MS in Computer Engineering, Electrical Engineering or Computer Science.
• Experience with calibration development tools, especially ATI emulators preferred.
• Experience with Infineon Aurix microcontroller architecture preferred.

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The Environmental Engineer will support the operations and continued expansion of xAI's large-scale AI infrastructure and supercomputing facilities in the Memphis area. This role is critical in ensuring environmental compliance while enabling rapid scaling of compute capacity to meet aggressive deployment timelines.

Responsibilities

• Develop, implement, and continuously improve environmental programs at xAI's Memphis-area facilities.
• Maintain compliance with all applicable federal, state, and local regulations established by the EPA, TDEC (Tennessee Department of Environment and Conservation), Shelby County Health Department, and other relevant agencies.
• Track, review, and interpret new and proposed environmental laws and regulations, providing clear guidance to leadership and engineering teams.
• Perform regular environmental audits and inspections to ensure ongoing compliance.
• Manage the hazardous materials and waste management program, including recordkeeping, tracking software, Tier II, TRI, and other required reporting.
• Maintain site operational compliance plans, including Storm Water Pollution Prevention Plan (SWPPP), Spill Prevention, Control, and Countermeasures (SPCC), industrial wastewater discharge permits, and air emissions permits.
• Support planning for facility expansions, new equipment installations, and modifications to ensure they meet all permitting and regulatory requirements.
• Coordinate and manage environmental contractors for permitting, testing, monitoring, and reporting. Review and maintain all associated documentation.
• Collaborate closely with engineering, construction, operations, and facilities teams across the site to integrate environmental considerations into design and daily operations.

Basic Qualifications

• Bachelor's degree in environmental engineering, environmental science, or a related field.
• 2+ years of experience in the design, development, and execution of environmental and regulatory compliance programs (internship and project experience count).

Preferred Skills and Experience

• Bachelor's or Master's degree in Environmental Engineering or a closely related discipline.
• Experience in dynamic, high-growth industrial or data center environments.
• Strong knowledge of Tennessee and federal environmental regulations, particularly air permitting (including combustion turbines and stationary sources), water usage and wastewater, stormwater management, and hazardous waste.
• Experience developing and maintaining air emissions permits, including New Source Performance Standards (NSPS) and Title V or synthetic minor permits.
• Hands-on experience with SWPPPs, Best Management Practices (BMPs), industrial wastewater permitting, and SPCC plans.
• Proficiency handling technical data, emissions calculations, and regulatory interpretation to deliver practical, actionable solutions.
• Excellent written and verbal communication skills with the ability to influence cross-functional teams.
• Demonstrated ability to manage multiple projects simultaneously in a high-pressure, fast-moving environment while driving continuous improvement.

Additional Requirements

• This is an on-site position based in Memphis, TN. Relocation support is available for candidates not already local.
• Position may occasionally require extended hours or weekend work during critical project phases or audits.
• Ability to obtain and maintain any required background checks or site access credentials.

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About Starburst

Starburst is the data platform for analytics, applications, and AI, unifying data across clouds and on-premises to accelerate AI innovation.

About the Role

As a Senior PreSales Engineer / Solution Architect at Starburst, you will work directly with customers to ensure their overall success with our product offering. You will partner with field sales representatives to own the technical aspects of the sales cycle, customer evangelization, and qualification process, from discovery calls to closure.

Responsibilities include:

• Demonstrations of Starburst capabilities
• Technical sales presentations
• Delivery of educational sessions and/or technical workshops
• Running proofs of value
• Providing guidance for migration from legacy platforms
• Assistance with customers moving to production

As a Senior Solution Architect at Starburst, you will:

• Grow and retain accounts
• Own the technical aspects of the sales cycle and work closely with sales representatives to drive customer projects to closure
• Shape prospect evaluation requirements, define success criteria, educate customers, and participate in the qualification process
• Define, scope, and execute customer proof of concept studies
• Be an expert in our products and services
• Design and build demos, presentations, reference architectures, and custom integrations
• Perform overall system and SQL performance tuning and migrations from legacy systems
• Act as the consultant and expert on architecture, deployment, and design discussions
• Act as the primary customer-facing technical resource during technology evaluations
• Act as the voice of the customer during internal product engineering discussions
• Collaborate with Engineering and Support teams for critical customer operational issues and questions
• Develop field best practices, how-to documents, and contribute to our internal knowledge base

Requirements

• Expertise or Experience in one or more of the following technical areas:

• Analytical and problem-solving skills
• ANSI SQL
• UNIX/Linux CLI interactions
• Data Warehouse usage and concepts
• Private/Public Cloud Deployments
• Big Data Technologies: Hadoop, distributed systems and storage
• Experience in customer-facing technical roles - PreSales / Sales Engineer
• Experience in field sales/field consultant roles
• Strong presentation skills and an ability to respond dynamically to questions in real-time
• Excellent verbal and written communication skills
• Desire to work in a fast-paced startup environment with cutting-edge technologies

Benefits

All-Stars have the opportunity and freedom to realize their true potential. By building alongside top talent, we’re empowered to take ownership of our careers and drive meaningful change. Anchored in industry-proven technology and unprecedented success, All-Stars are taking on the challenge everyday to disrupt our industry – and the future.

Our global workforce is supported by a competitive Total Rewards program that reflects our commitment to a rewarding and supportive work environment. This includes a variety of benefits like competitive pay, attractive stock grants, flexible paid time off, and more.

We are committed to fostering an intentional, inclusive, and diverse culture that drives deep engagement, authentic belonging, and an exceptional All-Star experience. We believe that diversity of thought, perspective, background and experience will enable us to own what we do, drive our success and empower our All-Stars to show up authentically.

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This position is focused on establishing engineering excellence,driving consistency, rigor, and scalability across design, analysis, certification, CAD, documentation, and configuration management. This is a high-impact individual contributor role with broad scope across multiple engineering disciplines, responsible for raising the bar on engineering quality without slowing down execution.

Key responsibilities:

• Establish and own engineering design standards across programs, including XBAT and VBAT
• Define and standardize best practices for aerospace design, analysis workflows, and system-level engineering rigor
• Develop standards for CAD usage, drawing quality, standard notes, release processes, and engineering documentation
• Manufacturing & supply chain handoff including EBOM and MBOM creation along with driving part demand
• Build and mature an engineering excellence framework that scales with the company
• Partner with engineering leadership to align teams on consistent ways of working
• Ensure standards are practical, accessible, and consistently applied across teams
• Influence design decisions and engineering processes across disciplines without becoming a bottleneck
• Support both near-term program execution and long-term scalability of engineering processes
• Drive improvements in configuration management, documentation quality, and design consistency

Requirements:

• 10+ years of experience in aerospace or high-performance hardware design environments
• Deep experience working within organizations that maintain strong engineering standards and design rigor
• Broad technical background across multiple engineering domains (mechanical, aerospace, systems, etc.)
• Experience defining or applying design standards, documentation practices, and configuration management systems
• Familiarity with industry standards such as MIL-STD-810, DO-160, and ASME Y14.5 (GD&T)
• Demonstrated ability to influence senior engineers and drive alignment across teams
• Strong track record of improving engineering quality, consistency, and scalability
• Excellent communication skills with the ability to clearly articulate standards and expectations across technical audiences

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Additional responsibilities will include:

Implement KoBold's HSE strategy across global operations, aligning programs with corporate sustainability and zero-harm objectives across diverse jurisdictional and operational contexts Coach and train operations and technical staff to take ownership of HSE for their projects, and support the safe execution of exploration campaigns across the globe Coach and equip operations and technical staff to independently lead incident investigations and near-miss analyses using KoBold's standard methodology Develop and maintain the tools, templates, and tracking systems that enable teams to own corrective action closure and share lessons learned across the portfolio, with the HSE Lead providing technical review and support Champion a strong safety culture through visible leadership, engagement, and communication at all organizational levels and across geographically dispersed teams Provide technical HSE expertise and guidance to operations and technical leaders, supervisors, and front-line employees across all active programs and project locations Develop, review, and implement HSE policies, standards, and procedures consistent with applicable local regulations and KoBold's global standards; ensure coherence across jurisdictions while accommodating regional compliance requirements Support root cause analysis investigations for incidents and near misses across the portfolio; ensure corrective actions are documented, tracked, and closed Identify opportunities for continuous improvement in HSE management systems and operational practices globally Collect, manage, and analyze HSE performance data to track progress against targets and identify trends across the portfolio; prepare and submit regular performance reports to leadership Develop and deliver HSE training for employees, contractors, and supervisors across multiple jurisdictions, including orientation, hazard recognition, emergency response, and leadership safety training Conduct regular site audits, inspections, and risk assessments across active programs to ensure adherence to applicable HSE policies and regulatory requirements Monitor and report on environmental performance, including waste management, water usage, and emissions; support initiatives that minimize environmental impact and advance KoBold's sustainability commitments Partner with Field Operations, Technical teams, Land & Permitting, and Legal teams to integrate HSE requirements into program planning and execution from inception through closeout

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You will guide secure design, evaluate critical components, and partner closely with engineering teams across the stack to ensure our products are secure by default. This role does not expect deep hardware hacking but requires a broad security mindset to provide expertise where embedded systems and software meet.

Key responsibilities include:

• Lead threat modeling, architecture reviews, and design-level risk assessments for both application and embedded system components.
• Conduct secure code reviews for critical modules in Python and C/C++, supporting secure coding practices across all engineering teams.
• Evaluate cryptographic usage, authentication/authorization flows, and protocol security across the stack.
• Identify and prioritize vulnerabilities in software and firmware; partner with developers on remediation and mitigation strategies.
• Participate in security assessments of embedded devices, especially where software interfaces with hardware.
• Provide security input on high-level aspects of secure boot, firmware update integrity, and device identity mechanisms.
• Partner with software, firmware, hardware, and systems teams to implement consistent, secure solutions.

Requirements include:

• 5+ years of experience in software engineering with a focus on security.
• Strong investigative, analytical problem-solving skills and attention to detail.
• Experience with secure architecture design and threat modeling for complex systems (including both web services and IoT/embedded devices).
• Software development and security expertise in both high-level languages (e.g., Python) and low-level languages (e.g., C, C++).
• Experience with security best practices for web applications (OWASP Top 10) and familiarity with embedded security concepts (e.g., secure boot, JTAG, UART).
• Proven ability in auditing code for security flaws across different technology stacks.
• Strong knowledge of security best practices, applied cryptography, and security frameworks.
• Strong communication skills, with the ability to discuss security with both software and hardware engineers.
• Ability to work collaboratively within a multi-disciplinary team environment.

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You'll be the person who:

Owns and drives the full planning cycle,annual operating plans, quarterly forecasts, rolling projections, and long-range strategic planning tailored to AI research timelines (spoiler: annual budgets don't work)

Builds sophisticated financial models covering multiple revenue streams (API, Enterprise, Playground), GPU compute economics, headcount planning, and cash flow across US and German entities

Delivers monthly and quarterly business reviews with variance analysis, KPIs, and actionable insights that support executive planning and board reporting

Leads scenario planning for decisions most companies don't face: GPU provider contracts, go-to-market expansion, pricing frameworks, and R&D investment allocation where one breakthrough hire might 10x capabilities

Partners with GTM leadership on revenue forecasting when your 'pipeline' includes researchers, startups, and Fortune 500s with completely different economics

Collaborates with Engineering on GPU compute optimization and infrastructure planning where the input is 'we need more GPUs' and your job is figuring out how many, when, and from which providers

Builds executive dashboards tracking what actually matters: ARR growth, customer cohort economics, gross margins, burn rate, and the relationship between model quality and infrastructure cost

Designs scalable FP&A processes and drives automation across financial planning,working with Accounting to ensure data integrity and reporting consistency

Supports high-impact strategic initiatives: pricing optimization, enterprise contract structuring, customer segmentation economics, and fundraising support

Questions We're Wrestling With:

How do you forecast revenue when your models are simultaneously open source and commercial, free tier and enterprise?

What's the right balance between investing in cutting-edge research (expensive, uncertain) and scaling known winners (profitable, competitive)?

What do healthy gross margins look like when your COGS is GPU compute and infrastructure optimization is a competitive advantage?

How do you plan headcount when breakthrough hires in research might exponentially increase capabilities?

How do you structure pricing as customers move from experimentation to production at scale?

What financial frameworks work for a German company scaling globally with US operations?

Who Thrives Here:

You've built FP&A in high-growth environments where 'best practices' are still being written. You're equally comfortable building three-statement models from scratch as you are explaining complex tradeoffs to non-finance stakeholders. You understand that perfect forecasts are impossible, but disciplined planning is essential. You move fast, think in systems, and know when precision matters versus when directional clarity is enough.

You likely have:

6-10 years in FP&A, corporate finance, investment banking, or strategic finance, with at least 4 years hands-on FP&A experience at a high-growth company

Proven track record owning full planning cycles (annual budgeting, quarterly forecasts, long-range planning) at a B2B SaaS, AI, or technology company

Advanced Excel/Google Sheets modeling skills,you build complex financial models from first principles, not templates

Fluency in SaaS metrics (ARR/MRR, NDR, CAC, LTV, payback period, gross margin, Rule of 40) and ideally consumption-based pricing models

Experience with modern finance tech stack and genuine curiosity about AI-powered finance workflows versus legacy systems

Comfort with international operations, multi-entity financial structures, and US GAAP

Ability to work with large datasets, perform deep variance analysis, and build dashboards that executives actually use

We'd be especially excited if you:

Have experience with usage-based or consumption revenue models, API pricing structures, or GPU/cloud infrastructure economics

Understand subscription economics alongside usage-based pricing in technical or developer-focused markets

Bring exposure to enterprise contract structuring and technical sales processes

Have worked somewhere that scaled 3-5x and had to rebuild planning processes mid-flight

Are intellectually honest about uncertainty,you can say 'here's what we don't know yet' without flinching

How We Work Together:

We're a distributed team with real offices that people actually use. Depending on your role, you'll either join us in Freiburg or SF at least 2 days a week (or one full week every other week), or work remotely with a monthly in-person week to stay connected. We'll cover reasonable travel costs to make this possible. We think in-person time matters, and we've structured things to make it accessible to all. We'll discuss what this will look like for the role during our interview process.

Everything we do is grounded in four values:

Obsessed. We are a frontier research lab. The science has to be right, the understanding deep, the product beautiful.

Low Ego. The work speaks. The best idea wins, no matter who said it. Credit is shared. Nobody is above any task.

Bold. We take the ambitious bet. We ship, we do not wait for conditions to be perfect.

Kind. People over politics. We treat each other with genuine warmth. Agency without empathy creates chaos.

What We're Building Toward:

We're not just tracking expenses,we're building the financial architecture that enables a frontier AI company to make disciplined decisions at breakthrough speed. Every model you build gives leadership better visibility. Every process you implement accelerates decision-making. Every scenario you analyze shapes how we allocate resources between growth and efficiency, research investment and commercialization. If that sounds more compelling than optimizing existing budgets, we should talk.

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Key responsibilities include:

• Working with pilots and other drone users to understand how to design UX's to reduce cognitive burden while still ensuring safety of flight
• Designing, building, and deploying a real-time, map-based interface for displaying and interacting with sensor data and commanding physical assets
• Fetching and managing large streams of data while maintaining performant rendering in a low-friction user experience
• Building and designing immersive image-viewing experiences on multiple platforms, including web-based and mobile 3D image viewing
• Partnering with end-users to turn needs into features while balancing user experience with engineering constraints

Core requirements include:

• A degree in Computer Science, Operations Research, Electrical Engineering or related technical degree
• Experience working on frontend applications, especially data-intensive or map-based systems
• 4+ years of professional experience using Javascript, Typescript, React
• Broad experience in delivering functional outcomes
• A mindset towards innovative approaches of problem solving
• Eligible to obtain an active U.S. Secret security clearance
• Willingness to travel up to 25%

Desired requirements include:

• A strong background with focus in Physics, Mathematics, and/or Motion Planning to inform modeling & simulation (M&S) and physical systems
• Developing and testing UI/UX for multi-agent autonomous systems and deploying in real-world environments
• Feature and algorithm development with an understanding of behavior trees
• Developing software for flight systems and safety critical functionality
• Distributed communication networks and message standards

US Salary Range: $129,000-$171,000 USD

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We are looking for an Acceptance Test Procedure Technician to join our rapidly growing team in Costa Mesa, CA. In this role, you will execute and document acceptance tests on various systems and components to ensure compliance with specified requirements and standards.

The ideal candidate has strong technical skills, including proficiency with command line usage, troubleshooting software issues, pulling IP addresses, analyzing test logs, and assembling components when needed, as well as a solid understanding of ATP processes on the software side. This position also requires flexibility to travel approximately 50% of the time (about one week on and one week off).

This role requires candidates to relocate to Costa Mesa for a 3-month training program. Housing, transportation, etc. will be provided during your stay.

Responsibilities:

• Execute acceptance test procedures on systems and components.
• Document test setups, procedures, results, and any discrepancies.
• Collaborate with engineers to refine test procedures and criteria.
• Troubleshoot and diagnose issues in systems during testing.
• Ensure compliance with safety and quality standards.
• Maintain testing equipment and ensure proper calibration.
• Support continuous improvement initiatives in testing processes.
• Provide feedback and recommendations for design improvements based on test results.
• Able to perform labor tasks, including lifting up to 35 pounds consistently.

Required Qualifications:

• Experience in [specific industry or technology, e.g., aerospace, telecommunications].
• Knowledge of relevant software for data analysis and documentation.
• Certification in quality assurance or testing (e.g., ASQ Certified Quality Technician).
• U.S. Citizen Required

Preferred Qualifications:

• 2+ years experience working on ATP
• Proven experience in testing utilizing software and command prompts.
• Basic knowledge of electro-mechanical systems
• Strong analytical and problem-solving skills.
• Proficient in using test equipment and tools.
• Basic knowledge with Linux systems which should include command line (for example creating, deleting, or modifying files and folders as well as changing directories)
• Basic Network experience ( for example, setting, configuring and changing IP addresses for specific tests and communications )
• Ability to frequently lift, carry, or otherwise move objects weighing up to 30 pounds (e.g., equipment, supplies, products), with or without reasonable accommodation.

HOURLY RATE - T3 Starting Hourly Rate: $28.00

The salary range for this role is an estimate based on a wide range of compensation factors, inclusive of base salary only. Actual salary offer may vary based on (but not limited to) work experience, education and/or training, critical skills, and/or business considerations. Highly competitive equity grants are included in the majority of full time offers; and are considered part of Anduril's total compensation package. Additionally, Anduril offers top-tier benefits for full-time employees, including:

• Healthcare Benefits - US Roles: Comprehensive medical, dental, and vision plans at little to no cost to you.
• UK & AUS Roles: We cover full cost of medical insurance premiums for you and your dependents.
• IE Roles: We offer an annual contribution toward your private health insurance for you and your dependents.
• Income Protection: Anduril covers life and disability insurance for all employees.
• Generous time off: Highly competitive PTO plans with a holiday hiatus in December.
• Caregiver & Wellness Leave is available to care for family members, bond with a new baby, or address your own medical needs.
• Family Planning & Parenting Support: Coverage for fertility treatments (e.g., IVF, preservation), adoption, and gestational carriers, along with resources to support you and your partner from planning to parenting.
• Mental Health Resources: Access free mental health resources 24/7, including therapy and life coaching.
• Additional work-life services, such as legal and financial support, are also available.
• Professional Development: Annual reimbursement for professional development - Commuter Benefits: Company-funded commuter benefits based on your region.
• Relocation Assistance: Available depending on role eligibility.
• Retirement Savings Plan - US Roles: Traditional 401(k), Roth, and after-tax (mega backdoor Roth) options.
• UK & IE Roles: Pension plan with employer match.
• AUS Roles: Superannuation plan.

The recruiter assigned to this role can share more information about the specific compensation and benefit details associated with this role during the hiring process.

Protecting Yourself from Recruitment Scams

Anduril is committed to maintaining the integrity of our Talent acquisition process and the security of our candidates. We've observed a rise in sophisticated phishing and fraudulent schemes where individuals impersonate Anduril representatives, luring job seekers with false interviews or job offers. These scammers often attempt to extract payment or sensitive personal information.

To ensure your safety and help you navigate your job search with confidence, please keep the following critical points in mind:

• No Financial Requests: Anduril will never solicit payment or demand personal financial details (such as banking information, credit card numbers, or social security numbers) at any stage of our hiring process. Our legitimate recruitment is entirely free for candidates.
• Please always verify communications:

Direct from Anduril: If you receive an email from one of our recruiters, it will only come from an @anduril.com address. Via Agency Partner: If contacted by a recruiting agency for an Anduril role, their email will clearly identify their agency. If you suspect any suspicious activity, please verify

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We are seeking a Product Manager to support the design, build, and implementation of SWIFT connectivity and cross-border financial messaging capabilities across institutional payment and settlement workflows. This role will focus on SWIFT MT and ISO 20022 (MX) message integration, structured data mapping, and interoperability between traditional banking rails and digital asset settlement infrastructure.

The successful candidate will work cross-functionally with engineering, banking operations, compliance, treasury, and external banking partners to deliver secure, compliant, and resilient integration with global financial messaging networks. This role is execution-focused and well suited for someone who understands payments infrastructure and wants hands-on exposure to regulated cross-border financial systems.

Key responsibilities include:

• Supporting the product roadmap for SWIFT integration, including MT and ISO 20022 (MX) messaging standards, and assisting in translating banking and treasury requirements into detailed product requirements documents, technical specifications, and workflow diagrams.

• Partnering closely with engineering to implement SWIFT connectivity models such as Alliance Cloud, service bureau arrangements, or API-based integration layers.

• Supporting reconciliation, settlement tracking, and repair processes across correspondent banking flows, and coordinating testing and certification with external banks, BIC holders, and service providers.

• Monitoring operational performance including message failure rates, repair volumes, and settlement timing, and driving improvements based on data analysis.

• Collaborating with compliance and risk teams to embed sanctions screening, travel rule requirements, and AML controls directly into messaging and settlement workflows.

Requirements include:

• Foundational understanding of SWIFT MT and ISO 20022 (MX) messaging standards and cross-border correspondent banking flows, including nostro and vostro account structures.

• Familiarity with SWIFT connectivity models and global payment rails such as Fedwire, CHIPS, ACH, RTP, and SEPA, and how messaging interacts with underlying settlement systems.

• Ability to interpret message schemas, structured data fields, and validation rules, and to work with engineering on API design considerations including authentication, permissions, rate limits, and resiliency.

• Comfortable working with data using SQL, Excel, or scripting tools to analyze settlement activity, reconciliation breaks, and operational metrics.

• 4+ years of experience in product management, payments operations, banking technology, or financial infrastructure, ideally within a regulated financial institution, fintech, or payment service provider.

• Demonstrated exposure to cross-border payments, treasury operations, or financial messaging systems.

• Strong analytical and systems-level thinking with the ability to break down complex payment workflows into structured documentation.

• Understanding of regulatory and operational requirements applicable to U.S. and international clearing systems and messaging networks.

Preferred qualifications include:

• Experience supporting SWIFT integrations, ISO 20022 migration initiatives, or correspondent banking implementations.

• Familiarity with BIC codes, RMA relationships, message lifecycle management, and bank certification testing processes.

• Exposure to digital asset settlement, blockchain-based infrastructure, or tokenized money.

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In this role, you will work at the intersection of client advisory, AI product engineering, and delivery execution, helping banks, insurers, and capital markets firms transition from GenAI pilots to production-grade, governed, multi-agent systems. You will apply leading GenAI frameworks and LLM platforms , including Anthropic, OpenAI, LangChain, LangGraph, DSPy, and vector databases,while operating across the full Agentic SDLC.

P&C Insurance knowledge and experience is a significant plus. Additionally, familiarity with core insurance platforms like Guidewire, DuckCreek or Majesco will be extremely helpful to succeed in this role.

We are looking for candidates across all levels of experience and expertise - junior through senior level AI Product Engineers.

Responsibilities

• Partner directly with Financial Services clients to identify, prioritize, and shape Agentic AI use cases across customer operations, underwriting, claims, risk, compliance, finance, and technology.
• Lead client workshops to define agent personas, responsibilities, autonomy boundaries, human-in-the-loop checkpoints, and escalation logic.
• Translate evolving business needs into agentic product backlogs, roadmaps, and MVP definitions.
• Support executive conversations around GenAI platform strategy, operating models, vendor selection, and scale-out approaches.

Agentic Platform & Architecture Design

• Design and implement multi-agent architectures using modern GenAI tooling, including:
• Planner, executor, reviewer/critic, and supervisor agents
• Tool-calling and function-calling agents
• Memory-enabled agents (conversation, semantic, episodic, and structured memory)
• Leverage LangChain and LangGraph for agent orchestration, workflows, and control flow.
• Apply DSPy and declarative prompt optimization techniques for repeatability, performance tuning, and regression control.
• Design agent interaction patterns such as hierarchical agents, collaborating agents, and event-driven agent workflows.
• Define standardized agent contracts, interfaces, and schemas to enable reuse and scale.

Agentic SDLC & Engineering Delivery

• Own delivery across the full Software Development Lifecycle (SDLC), extending it into a formal Agentic SDLC, including:
• Agent design specifications and behavior contracts
• Prompt, policy, and tool versioning
• Simulation environments and offline evaluation
• Automated testing of agent flows and guardrails
• Controlled rollout, telemetry-driven optimization, and continuous learning
• Build production-grade AI services primarily using Python, integrating:
• LLM providers such as Anthropic (Claude), OpenAI, and open-source models
• Retrieval-Augmented Generation (RAG) using vector databases (e.g., Pinecone, FAISS, Milvus, Weaviate)
• Implement CI/CD pipelines for agent code, prompts, and policies.
• Integrate GenAI agents with client systems via APIs, workflow engines, event streams, and data platforms.

Observability, Evaluation & Optimization

• Implement agent observability including tracing, decision logging, tool usage, and failure analysis.
• Apply evaluation frameworks for hallucination detection, consistency checks, and fitness scoring.
• Design feedback loops incorporating human-in-the-loop review and reinforcement.
• Monitor cost, latency, throughput, and behavioral drift across deployed agents.

Governance, Risk & Financial Services Compliance

• Design Agentic AI platforms aligned with Financial Services regulatory expectations, including:
• Auditability and traceability of agent decisions
• Model and prompt explainability
• Data privacy and security controls
• Resilience and fail-safe mechanisms
• Embed guardrails and policies addressing hallucination risk, bias, unauthorized actions, and escalation failures.
• Produce documentation supporting risk, compliance, internal audit, and regulator engagement.

Team Leadership & Firm Contribution

• Provide technical leadership and mentorship to consulting delivery teams.
• Contribute to internal GenAI accelerators, agent frameworks, and reusable assets.
• Support RFPs, proposals, and client solution designs with credible GenAI and agentic architectures.
• Participate in thought leadership on Agentic SDLC, GenAI engineering, and responsible autonomy.

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The role requires specialized depth and/or breadth of expertise in System Architecture or field to design and develop more complex physical architecture to support a specialized, specific system/platform, in alignment with system standards and principles. You will be instrumental in modernizing commercial lines,including bureau-based products, ensuring that our platform is scalable, resilient, and capable of supporting emerging technologies like AI/ML and advanced analytics.

Key responsibilities include reviewing detail design and code to ensure alignment to high-level design and architecture, executing POCs and pilots on platform to highlight quick business outcomes, working independently with guidance in only the most complex situations, and providing strong influences and accountability to the success of the vendor roadmap to maximize value delivered by platform.

In addition, you will be responsible for solution and strategic design, commercial domain alignment, stakeholder liaison, framework governance, complex integrations, mentorship, cloud migration, DevOps and automation, performance engineering, and AI-driven business value.

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You will also be responsible for automating Configuration Management, security hardening, and patching of database instances across all environments. Automate workflows to reduce manual effort and improve reliability.

In addition, you will develop internal tools and scripts (Python/Bash) to enable production support teams to manage their own database instances and environments safely. Develop scripts for routine operational tasks like backups, health checks, etc.

You will integrate advanced observability platforms (Dynatrace, CloudWatch) with AIOps tools to establish SLOs and train models for anomaly detection and proactive forecasting of database degradation like predicting slow queries or imminent connection pool exhaustion).

You will design, deploy, and govern AI-powered agents (using Azure Copilot /AWS Bedrock) to achieve autonomous self-healing capabilities and automated resource management.

You will implement advanced monitoring (CloudWatch, Dynatrace) for key database metrics (SLIs/SLOs) like latency, throughput, error rates, and connection pools. Develop and train predictive ML models to analyze historical telemetry and forecast potential system outages or performance bottlenecks and configure proactive monitoring and alerting for critical services.

You will respond to alerts and create self-healing actions based on alerts.

You will design and implement cross-region/multi-AZ replication, automated failover strategies, and point-in-time recovery (PITR) procedures for mission-critical databases. Disaster recovery planning and DR drills.

You will execute backup strategies and validate recovery procedures using Rubrik and Perform restores as needed.

You will work closely with application operations / Production support teams to troubleshoot issues on database layer (performance, locks, schema) and the platform layer (multi-cloud /middleware /network, resource limits) to find the root causes.

You will lead incident response and root cause analysis (RCA) for database outages, performance degradations, and data integrity issues. Collaborate with DBAs and application teams for root cause analysis.

You will implement AI tools to perform real-time Root Cause Analysis (RCA), correlate complex event data (logs, metrics) and auto-generate runbooks.

You will define and automate scaling strategies (read replicas, sharding, auto-scaling) based on predicted load and business growth. Provide input for capacity planning and resource optimization.

You will implement cost management policies, including rightsizing instances, managing storage tiers, and defining lifecycle rules for backups and snapshots.

You will proactively analyze query performance, index usage, and database configuration, making and automating changes to optimize throughput and reduce latency. Support DBA teams in performance tuning initiatives.

You will implement robust secrets management solutions (AWS Secrets Manager, HashiCorp Vault) for database credentials, ensuring applications retrieve secrets securely at runtime.

You will define and enforce least-privilege access policies (IAM roles, service accounts) for databases.

You will implement encryption and data masking policies as directed.

You will manage security and compliance by utilizing AI agents to detect configuration drift and auto-generate compliant updates for IAM, network, and security policies.

You will apply patches and perform upgrades in coordination with DBA teams. Validate post-upgrade functionality and compliance.

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Assists teams in meeting their delivery goals through enforcing team working agreements; communication techniques, coordination and cooperation; identifying and eliminating impediments; and ongoing coaching and development.

Acts as a servant leader for a single team and stakeholders. Aids the team and Product Owner in efforts to manage and sequence the backlog. Leads less complex teams with work contained with limited external team impact or dependencies.

Works generally with internal systems involving few system integration points requiring occasional support from senior level Scrum Master. Eliminates impediments and resolves issues with frequent support from Release Train Engineer or other resources.

Resolves and manages dependencies with frequent guidance from Release Train Engineer or other resources to support team improvement and promotes high performance.

Manages team performance in the areas of quality, predictability, flow and velocity and identifies SAFe anti-patterns and resolve with frequent support.

Utilizes beginner coaching capabilities to influence the team and help coach on practices and procedures.

With frequent support from RTE guides the team through the decision making process and teach techniques on how to problem solve, improve communication, self-manage and self-organize.

With frequent support from RTE Scrum Master, builds a trusting and safe environment where problems can be raised.

Help manages interpersonal conflicts, challenges and opportunities for growth within the team.

Participates, facilitates and manages the outputs of all agile ceremonies including daily Stand Up meetings, Sprint review, sprint retrospective, sprint planning, backlog refinement sessions, prepare for Program Increment Planning Sessions.

Participates in the Scrum Mastery Sync Sessions and Agile Release Train Sync Sessions.

Demonstrates ongoing desire for knowledge and continuous improvement by pursuing continuous education with regards to everything Agile.

Continuously works with the Scrum Master Community of Practice to ensure standard procedures are in place and ultimately improve the organisations' product delivery capability.

Seeks advice and works closely with other Scrum Masters and Release Train Engineers to establish best practices and resolve challenging issues, risks, conflicts or impediments.

Performs other duties as assigned.

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Turn launches into cultural moments and reviews into competitive advantages.

Execute the full product PR lifecycle regionally: adapt global messaging, coordinate embargoes across time zones, manage reviewer outreach, and drive post-launch amplification in UK, Nordics, and Benelux across all of Elgato's product categories.

Build and maintain tiered regional media lists across tech, creator-focused, lifestyle, and business publications: UK, Nordics and Benelux.

Develop region-specific reviewer briefing kits that translate specs into creator outcomes and drive the execution of Elgato products strategy in PR across European markets.

Manage seeding strategy and review unit logistics across all covered markets, ensuring key outlets receive early access ahead of embargoes.

Track regional review sentiment, message pull-through, and share of voice. Feed insights back to PR Lead and product/marketing teams.

Strategic PR & Thought Leadership

Shape the regional narrative. Bring global stories to life locally.

Adapt global story angles for regional relevance, identifying local hooks around creator economy growth, gaming culture, and professional AV convergence in European markets.

Identify regional placement opportunities for thought leadership content (executive bylines, op-eds) in European tech and business publications.

Contribute to quarterly PR plans with regional objectives, target outlets, story angles, and KPIs aligned to market-specific business goals.

Monitor competitive communications across European markets weekly. Flag opportunities for Elgato to lead regional industry conversations.

B2B, Pro AV & Trade PR

Extend Elgato’s reach into European professional markets while keeping the brand authentic.

Adapt B2B messaging for European enterprise buyers, IT decision-makers, and AV integrators, emphasizing reliability, scalability, deployment simplicity, and total cost of ownership.

Write for European Pro AV and broadcast trade press in the language integrators and engineers speak.

Localize vertical positioning for corporate communications, education, houses of worship, and broadcast/production segments across European markets.

Support case study development by sourcing European customer stories and coordinating approvals.

Support EMEA B2B team with trade media outreach, European distributor announcements, and regional trade show PR.

Event & Speaker PR

Make Elgato unmissable at every European event that matters.

Develop event PR timelines for European shows: pre-event outreach, on-site media appointments, demo coordination, and post-event follow-up.

Identify and secure regional speaking opportunities at European events and relevant podcasts/webinars.

Prepare speaker briefing docs, talking points, and executive bios tailored to European audience context.

Compile post-event reports with regional coverage analysis, key conversations, and actionable learnings.

Crisis & Issues Management

Protect the brand. Move fast, stay calm, be transparent.

Execute regional crisis response following global playbooks, adapting messaging for European market nuances and media expectations.

Draft regional holding statements and Q&A documents that can be activated within hours, coordinating with PR Lead on messaging alignment.

Provide real-time regional media monitoring during active situations, flagging escalation risks in European press.

Coordinate with Corsair corporate communications when issues have European or parent-company implications.

European PR Coordination

Align the European PR network.

Coordinate with European PR team to ensure consistent messaging and launch timing across European markets.

Adapt global messaging frameworks and launch playbooks for European market nuances (language, cultural context, retail landscape).

Collaborate with European PR team on PR best practices to elevate media coverage quality and consistency.

Build and maintain media database across all covered markets.

AI-Powered PR (Cross-Cutting)

Use AI to elevate every aspect of the work.

Contribute to Elgato’s AI search visibility by systematically building regional earned media citations that feed into AI-generated search answers.

Leverage AI tools (e.g., ChatGPT, Claude, Gemini) to accelerate regional press release adaptation, pitch development, and briefing document creation.

Use AI-powered media monitoring to surface regional coverage trends, competitive signals, and emerging story angles across multiple European markets and languages.

Apply AI to media list research, journalist profiling, and outlet analysis to improve targeting precision across UK, Nordics, and Benelux.

Build AI-assisted workflows for regional coverage reporting and earned media value tracking.

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This position exhibits strong strategic communication skills and is a trusted advisor and consultant within the business. They advise people leaders and program managers at every level in developing and rolling out effective communication and change management plans for the organization and business units as assigned. The Corporate Communications Senior Consultant develops, directs, produces, and coordinates strategic communication plans that further the enterprise strategy and drives employee engagement. They complete project work including organizing and executing business unit events, writing and editing business unit materials, coordinating communication distribution, and building relationships with internal clients.

The role involves creating strategic communication plans in support of initiatives that drive the business forward. This includes developing thoughtful communication plans that incorporate complex change management practices and principles. The ideal candidate will have excellent writing and editing skills, as well as the ability to design and edit various presentation materials. They will also be responsible for managing miscellaneous communication documents, providing direction of visual elements, and communicating progress to appropriate parties.

In addition to these responsibilities, the successful candidate will contribute to the development of strategies to promote organization goals, link project objectives with other projects in the department, and place individual projects in the larger context of their fit with business goals. They will also manage specific projects with some peer oversight responsibilities, plan and prepare for all-employee meetings and other large events, and direct peers and associates from other teams on communications projects as assigned.

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As a senior developer at BlackRock, you'll work for a leading financial company and be part of a team creating next-generation technology. You will be working as a key member of our core Private Markets technology team, building scalable, best of breed experiences, including incorporating AI into client facing applications.

Your Responsibilities:

• Work closely alongside the Engineering Lead to deliver on the technical strategy for your team.
• Collaborate directly with colleagues across Private Markets and the wider Aladdin organization to build and deliver market leading software at pace.
• Deliver high efficiency, high availability, concurrent and fault tolerant software systems using API-First principles.
• Collaborate with product managers, designers, and other stakeholders to understand requirements and translate them into technical specifications.
• Design, develop, and implement secure, scalable, and reliable micro-services to deliver client-facing applications using a Java backend and React frontend.
• Optimize performance and reliability through continuous testing, debugging, and refinement.
• Stay abreast of industry trends and emerging technologies to drive innovation and maintain a competitive edge, with a particular focus on AI.
• Provide technical leadership and mentorship to more junior developers, fostering a culture of learning and growth within the team.

Ideally, you should have:

• A bachelor’s degree in computer science, Engineering, or a related field.
• 4+ years of professional experience in Java development, with a focus on building client facing APIs or platforms
• Strong written and verbal communication skills, with experience managing and mentoring diverse teams.
• Knowledge of building applications using AI tooling and frameworks (e.g. LLMs, prompt engineering, vector databases).
• Experience integrating AI/ML services into backend systems and APIs.
• Familiarity with AI driven development practices and tools for code generation and testing.
• Strong proficiency in Java and related frameworks (e.g. Spring Boot, Hibernate).
• Some experience in React or similar, and modern JavaScript/TypeScript.
• Solid experience with object-oriented design and applying standard design patterns
• Experience designing, building, and deploying scalable microservices using API first principles with REST and/or gRPC.
• A strong appreciation for best practices, attention to detail, and building secure and stable systems.
• A collaborative mindset, with a drive to build high-quality software efficiently.
• Experience with API authentication and authorization mechanisms (e.g. OAuth, JWT).
• Handson experience with engineering tools such as Git, Maven, unit and integration testing frameworks, and mocking libraries.
• Excellent problem-solving skills and attention to detail.
• Exposure to Docker, Kubernetes, and cloud services in an enterprise environment is beneficial.
• Experience with message brokers such as Kafka a plus.
• A friendly, positive, and can-do attitude.

Our benefits:

To help you stay energized, engaged and inspired, we offer a wide range of employee benefits including: retirement investment and tools designed to help you in building a sound financial future; access to education reimbursement; comprehensive resources to support your physical health and emotional well-being; family support programs; and Flexible Time Off (FTO) so you can relax, recharge and be there for the people you care about.

Our hybrid work model:

BlackRock’s hybrid work model is designed to enable a culture of collaboration and apprenticeship that enriches the experience of our employees, while supporting flexibility for all. Employees are currently required to work at least 4 days in the office per week, with the flexibility to work from home 1 day a week. Some business groups may require more time in the office due to their roles and responsibilities. We remain focused on increasing the impactful moments that arise when we work together in person – aligned with our commitment to performance and innovation. As a new joiner, you can count on this hybrid model to accelerate your learning and onboarding experience here at BlackRock.

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As a senior developer at BlackRock, you'll work for a leading financial company and be part of a team creating next-generation technology. You will be working as a key member of our core Private Markets technology team. Your team will be based in London and is part of the wider team responsible for engineering our cloud-first Private Markets platform using a microservice architecture.

The team's focus is to design and implement fine-grained authorization and permissions management using RBAC and policy-based approaches. The team will be owning permissions management capabilities (roles, entitlements, lifecycle changes) and drive integration with the central authentication platform to enable consistent access control across applications and environments.

The team is very quickly moving to AI-enabled development, and you will be at the heart of that transformation.

Your Responsibilities:

• Work closely alongside the Engineering Lead to deliver on the technical strategy for your team.

• Collaborate directly with colleagues across Private Markets and the wider Aladdin organization to build and deliver market-leading software at pace.

• Deliver high-efficiency, high-availability, concurrent, and fault-tolerant software systems using API-First principles.

• Collaborate with product managers, designers, and other stakeholders to understand requirements and translate them into technical specifications.

• Design, develop, and implement secure, scalable, and reliable micro-services to deliver client-facing applications using a Java backend and React frontend.

• Optimize performance and reliability through continuous testing, debugging, and refinement.

• Stay abreast of industry trends and emerging technologies to drive innovation and maintain a competitive edge, with a particular focus on AI.

• Provide technical leadership and mentorship to more junior developers, fostering a culture of learning and growth within the team.

Ideally, you should have:

• 7+ years of professional experience in Java development, with a focus on building client-facing APIs or platforms.

• Strong written and verbal communication skills, with experience managing and mentoring diverse teams.

• Knowledge of building applications using AI tooling and frameworks (e.g. LLMs, prompt engineering, vector databases).

• Experience integrating AI/ML services into backend systems and APIs.

• Familiarity with AI-driven development practices and tools for code generation and testing.

• Strong proficiency in Java and related frameworks (e.g. Spring Boot, Hibernate).

• Some experience in React or similar, and modern JavaScript/TypeScript.

• Solid experience with object-oriented design and applying standard design patterns.

• Experience designing, building, and deploying scalable microservices using API first principles with REST and/or gRPC.

• A strong appreciation for best practices, attention to detail, and building secure and stable systems.

• A collaborative mindset, with a drive to build high-quality software efficiently.

• Experience with API authentication and authorization mechanisms (e.g. OAuth, JWT).

• Hand-on experience with engineering tools such as Git, Maven, unit and integration testing frameworks, and mocking libraries.

• Excellent problem-solving skills and attention to detail.

• Exposure to Docker, Kubernetes, and cloud services in an enterprise environment is beneficial.

• Experience with message brokers such as Kafka a plus.

• A friendly, positive, and can-do attitude.

• A Bachelor’s degree in Computer Science, Engineering, or a related field.

Our benefits:

To help you stay energized, engaged, and inspired, we offer a wide range of employee benefits including: retirement investment and tools designed to help you in building a sound financial future; access to education reimbursement; comprehensive resources to support your physical health and emotional well-being; family support programs; and Flexible Time Off (FTO) so you can relax, recharge, and be there for the people you care about.

Our hybrid work model:

BlackRock’s hybrid work model is designed to enable a culture of collaboration and apprenticeship that enriches the experience of our employees, while supporting flexibility for all. Employees are currently required to work at least 4 days in the office per week, with the flexibility to work from home 1 day a week. Some business groups may require more time in the office due to their roles and responsibilities. We remain focused on increasing the impactful moments that arise when we work together in person – aligned with our commitment to performance and innovation. As a new joiner, you can count on this hybrid model to accelerate your learning and onboarding experience here at BlackRock.

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You will be instrumental in modernizing commercial lines,including bureau-based products, ensuring that our platform is scalable, resilient, and capable of supporting emerging technologies like AI/ML and advanced analytics.

Key Responsibilities:

• Requires specialized depth and/or breadth of expertise in System Architecture or field to design and develop more complex physical architecture to support a specialized, specific system/platform, in alignment with system standards and principles.

• Reviews detail design and code to ensure alignment to high level design and architecture. Informally influences and works to solve complex problems to lead technical planning, architecture development and modification of physical specifications for a specific technology/platform.

• Executes POCs and pilots on platform to highlight quick business outcomes.

• Works independently, with guidance in only the most complex situations including pilot execution and assessment of system performance, scalability, and health.

• Responsible for definition and alignment on system standards and principles. May lead or oversee complex or cross-functional projects and manage relationships with vendors/contractors.

• Provides strong influences and accountability to the success of the vendor roadmap to maximize value delivered by platform.

Solution & Strategic Design • Target State Architecture: Design, build and maintain the end-to-end modernization roadmap, describing the evolution from legacy on-premises mainframe environments to a unified Guidewire Cloud future state.

Commercial Domain Alignment: Partner with business leaders to translate complex commercial insurance requirements (e.g., multi-location policies, diverse risk assessments) into scalable platform configurations.

Stakeholder Liaison: Act as a trusted advisor to key stakeholders, aligning technical modernization milestones with broader business value and organizational agility. Technical Leadership & Governance

Framework Governance: Establish and enforce standards for Gosu scripting, APD design, JDP UI/UX and the Guidewire data model to minimize technical debt and ensure 'evergreen' compatibility.

Complex Integrations: Oversee the design of robust integration layers using REST /Cloud APIs and messaging frameworks to connect Guidewire with third-party data services (e.g., LexisNexis, Verisk) and internal core systems, like Salesforce (CRM), Earnix (Rating) etc.

Mentorship: Provide hands-on guidance to development teams, conducting critical code reviews, as needed and leading troubleshooting efforts for complex system issues. Cloud & Modernization Orchestration

Cloud Migration: Lead the technical strategy for migrating on-premises legacy mainframe policy admin system to the Guidewire Cloud Platform (GWCP).

DevOps & Automation: Establish CI/CD pipelines, automated testing strategies, and observability frameworks tailored for cloud-native Guidewire deployments.

Performance Engineering: Optimize cloud-native implementations for high-speed, transaction-heavy commercial operations, ensuring security and regulatory compliance.

AI-Driven Business Value: Design and implement 'Agentic AI' pilots, such as the Underwriting Assistant, to automate manual triage and data enrichment.

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Assists teams in meeting their delivery goals through enforcing team working agreements; communication techniques, coordination and cooperation; identifying and eliminating impediments; and ongoing coaching and development.

Acts as a servant leader for a single team and stakeholders. Aids the team and Product Owner in efforts to manage and sequence the backlog. Leads less complex teams with work contained with limited external team impact or dependencies.

Works generally with internal systems involving few system integration points requiring occasional support from senior level Scrum Master. Eliminates impediments and resolves issues with frequent support from Release Train Engineer or other resources.

Resolves and manages dependencies with frequent guidance from Release Train Engineer or other resources to support team improvement and promotes high performance.

Manages team performance in the areas of quality, predictability, flow and velocity and identifies SAFe anti-patterns and resolve with frequent support.

Utilizes beginner coaching capabilities to influence the team and help coach on practices and procedures.

With frequent support from RTE guides the team through the decision making process and teach techniques on how to problem solve, improve communication, self-manage and self-organize.

With frequent support from RTE Scrum Master, builds a trusting and safe environment where problems can be raised.

Help manages interpersonal conflicts, challenges and opportunities for growth within the team.

Participates, facilitates and manages the outputs of all agile ceremonies including daily Stand Up meetings, Sprint review, sprint retrospective, sprint planning, backlog refinement sessions, prepare for Program Increment Planning Sessions.

Participates in the Scrum Mastery Sync Sessions and Agile Release Train Sync Sessions.

Demonstrates ongoing desire for knowledge and continuous improvement by pursuing continuous education with regards to everything Agile.

Continuously works with the Scrum Master Community of Practice to ensure standard procedures are in place and ultimately improve the organisations' product delivery capability.

Seeks advice and works closely with other Scrum Masters and Release Train Engineers to establish best practices and resolve challenging issues, risks, conflicts or impediments.

Performs other duties as assigned.

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As a senior developer at BlackRock, you'll work for a leading financial company and be part of a team creating next-generation technology. You will be working as a key member of our core Private Markets technology team, based in London, and will be responsible for delivering high efficiency, high availability, concurrent and fault-tolerant software systems using API-First principles.

Your Responsibilities:

• Work closely alongside the Engineering Lead to deliver on the technical strategy for your team.
• Collaborate directly with colleagues across Private Markets and the wider Aladdin organization to build and deliver market-leading software at pace.
• Deliver high efficiency, high availability, concurrent and fault-tolerant software systems using API-First principles.
• Collaborate with product managers, designers, and other stakeholders to understand requirements and translate them into technical specifications.
• Design, develop, and implement secure, scalable, and reliable micro-services to deliver client-facing applications using a Java backend and React frontend.
• Optimize performance and reliability through continuous testing, debugging, and refinement.
• Stay abreast of industry trends and emerging technologies to drive innovation and maintain a competitive edge, with a particular focus on AI.
• Provide technical leadership and mentorship to more junior developers, fostering a culture of learning and growth within the team.

Ideally, you should have:

• A bachelor's degree in computer science, Engineering, or a related field.
• 7+ years of professional experience in Java development, with a focus on building client-facing APIs or platforms.
• Strong written and verbal communication skills, with experience managing and mentoring diverse teams.
• Knowledge of building applications using AI tooling and frameworks (e.g. LLMs, prompt engineering, vector databases).
• Experience integrating AI/ML services into backend systems and APIs.
• Familiarity with AI-driven development practices and tools for code generation and testing.
• Strong proficiency in Java and related frameworks (e.g. Spring Boot, Hibernate).
• Some experience in React or similar, and modern JavaScript/TypeScript.
• Solid experience with object-oriented design and applying standard design patterns.
• Experience designing, building, and deploying scalable microservices using API first principles with REST and/or gRPC.
• A strong appreciation for best practices, attention to detail, and building secure and stable systems.
• A collaborative mindset, with a drive to build high-quality software efficiently.
• Experience with API authentication and authorization mechanisms (e.g. OAuth, JWT).
• Hands-on experience with engineering tools such as Git, Maven, unit and integration testing frameworks, and mocking libraries.
• Excellent problem-solving skills and attention to detail.
• Exposure to Docker, Kubernetes, and cloud services in an enterprise environment is beneficial.
• Experience with message brokers such as Kafka a plus.
• A friendly, positive, and can-do attitude.

Our benefits:

To help you stay energized, engaged and inspired, we offer a wide range of employee benefits including: retirement investment and tools designed to help you in building a sound financial future; access to education reimbursement; comprehensive resources to support your physical health and emotional well-being; family support programs; and Flexible Time Off (FTO) so you can relax, recharge and be there for the people you care about.

Our hybrid work model:

BlackRock's hybrid work model is designed to enable a culture of collaboration and apprenticeship that enriches the experience of our employees, while supporting flexibility for all. Employees are currently required to work at least 4 days in the office per week, with the flexibility to work from home 1 day a week. Some business groups may require more time in the office due to their roles and responsibilities. We remain focused on increasing the impactful moments that arise when we work together in person – aligned with our commitment to performance and innovation. As a new joiner, you can count on this hybrid model to accelerate your learning and onboarding experience here at BlackRock.

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Key responsibilities include:

• Building and owning Cursor's Strategic Events plan, including annual event calendar, prioritization framework, and budget allocation across tier-one and tier-two conferences
• Partnering with our internal Brand Studio on end-to-end booth and activation build-out, including vendor management, creative direction, messaging, and experiential design targeted at executive enterprise buyers
• Driving onsite execution , managing logistics, staff scheduling, run-of-show, and real-time problem solving across all events
• Designing executive engagement programs at events, including hosted dinners, private briefings, roundtables, and VIP experiences tied to target account lists
• Partnering closely with enterprise sales and SDR teams to identify priority accounts, coordinate pre-event outreach, and ensure follow-through post-event
• Building and tracking a pipeline attribution model for events, measuring influence on enterprise opportunities and closed-won revenue
• Managing relationships with event vendors, production agencies, and conference organizers to negotiate sponsorships, speaking slots, and premium placements
• Coordinating internally across brand, content, and product marketing to ensure consistent messaging and compelling collateral at every activation
• Developing repeatable event playbooks so the program scales efficiently as Cursor's enterprise motion grows

The ideal candidate has owned a strategic events program at a high-growth B2B or enterprise software company, with direct accountability for pipeline generated. They've built booth experiences and executive activations for major industry conferences and know what moves enterprise buyers. Strong executive presence and ability to hold a room are essential.

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We're hiring a Software Engineer, Billing to evolve the systems that power how Cursor charges and reconciles revenue across millions of developers and enterprise teams.

You will work across the billing stack , usage metering pipelines, subscription and entitlement systems, payment integrations, and the ledger layer , to make billing accurate, scalable, and transparent. This is a deeply technical IC role. It is not a finance ops role, and it is not a backend generalist role wearing a billing hat.

What you’ll do

• Implement usage and billing systems changes end-to-end, from updates in the UI and raw usage events at the edge to invoiced amounts in Stripe, including the metering pipeline, aggregation logic, entitlement enforcement, and ledger.
• Evolve our ledger system that serves as the source of truth for customer balances, credits, overages, and adjustments , with the correctness guarantees that financial systems require.
• Integrate deeply with Stripe including subscriptions, usage records, invoices, webhooks, and edge cases like mid-cycle plan changes, prorations, and failed payment recovery.
• Build billing APIs and internal tooling that product, finance, and customer success teams depend on to query customer state, issue credits, and investigate billing anomalies.
• Improve observability across the billing pipeline , metering lag, reconciliation discrepancies, invoice accuracy , so the team can quickly detect and debug billing regressions.
• Partner with product, infrastructure, and finance teams to ship new pricing models with confidence and minimal operational risk.
• You will own usage & limits across the product family, payments (stripe + daily jobs), grants & promotions, ledger, and internal data insights. You will be a technical authority on billing correctness and scale.
• You will not own tax compliance, or general finance infrastructure unless it intersects directly with the billing system.
• You will not be a backend generalist who contributes to billing occasionally. This is the core of your scope.
• Revenue accuracy is part of the job, but the goal is to build systems with enough correctness and observability that billing is boring , not to manually reconcile every edge case.

You may be a fit if

• You’ve shipped a usage-based billing system in production and have opinions on metering architecture, idempotency, and exactly-once semantics.
• You’ve integrated deeply with Stripe, understand its data model, and have dealt with erroring webhooks.
• You’ve built or maintained a financial ledger and understand why it’s required.
• You care about correctness and making sure customer’s don’t have to manually review their invoices.
• You can hold the tension between “move fast” and “do not lose revenue or trust.”
• You feel comfortable shipping features end-to-end - scaling up infrastructure to tweaking a UI component.

#LI-DNI

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Your responsibilities will include: Implementing client features and systems in C++. Extending existing client systems and creating new ones. Working with designers, producers, content creators and other engineers to design and develop game features. Writing technical design documents detailing software requirements. Writing cross-platform code with performance and memory usage in mind. Debugging code to document and fix bugs. Solving challenging technical problems in a dynamic environment to support active live service.

We are looking for someone with a strong working knowledge of modern C++, experience implementing complex game subsystems, and a strong understanding of geometry, linear algebra, calculus, and physics as they pertain to transformations and motions in 3D space.

If you have experience with graphics libraries (DirectX/OpenGL/Metal), desktop development, Windows platform and development tools (e.g. Visual Studio or other programming IDEs), skills debugging complex applications, and experience optimizing existing game code to be more performant, you will be a great fit for this role.

We offer a competitive salary range of $122,300 - $170,700 CAD per year, depending on location, as well as a package of benefits including vacation, sick time, paid top-up to EI/QPIP benefits, extended health/dental/vision coverage, life insurance, disability insurance, retirement plan, and bonus and equity opportunities.

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What sets this role apart: we're looking for someone with a technical foundation and deep understanding of the post-sale motion. You've been in the room for complex customer implementations, usage reviews, and cross-sell negotiations. You understand what it takes for a revenue team to drive product adoption and identify and close expansion opportunities , because you've been that person.

This role sits within Sales Enablement and reports to the Sales Enablement Lead, North America. You will work in close partnership with:

• Customer Success leads, North America and International (owning customer expansion)

• Revenue leadership (owning commercial strategy)

• Product and Product Marketing (owning roadmap, messaging, and use case development)

You will support a global team of CSMs and AEs across North America, EMEA, LATAM, and APAC.

While expansion enablement is your primary focus, you'll also support GTM Enablement across SDR and new business motions as needs arise. This is a full-stack enablement role on a lean team , you'll build content, deliver training, design e-learning, and flex across audiences as the business requires.

Own the expansion enablement foundation

• Design and own ElevenLabs' global revenue team enablement strategy across onboarding, skill-building, and ongoing mastery

• Define what "Expansion Ready" and "Retention Ready" mean at ElevenLabs and build the paths to get CSMs and AEs there

• Establish scalable frameworks that support both the CSM and AE expansion motions

Build expansion enablement programs

• Create structured onboarding journeys for CSMs and AEs covering product mastery, customer lifecycle management, health scoring, and renewal execution

• Design and deliver adoption playbooks that help revenue teams drive usage, engagement, and value realization across customer segments

• Build churn prevention frameworks including early warning indicators, save plays, and escalation paths

• Enable revenue teams to conduct effective business reviews, usage analyses, and value documentation

• Develop technical fluency programs so CSMs and AEs can confidently discuss APIs, agent configurations, integrations, and implementation best practices

• Create cross-sell and upsell playbooks covering expansion discovery, multi-product positioning, and deal execution

• Design enablement for identifying expansion signals , usage patterns, new use cases, stakeholder mapping, and whitespace analysis

• Enable revenue teams to articulate the full ElevenLabs platform story (Creative, Agents, and API) to drive multi-product adoption

• Develop competitive positioning for expansion conversations

Drive adoption and reduce churn

• Partner with Revenue Leads to identify adoption gaps and build targeted enablement interventions

• Create customer-facing resources (guides, videos, best practices) that revenue teams can use to drive self-serve adoption

• Build "Time to Value" programs that help customers realize ROI faster

• Develop renewal execution playbooks covering timeline management, stakeholder alignment, and negotiation frameworks

Create enablement content

• Build and maintain enablement materials including playbooks, training decks, videos, workshops, and LMS content

• Collaborate with Product Marketing, Sales, and Product to translate product releases into expansion-ready materials

• Develop role-play scenarios, call libraries, and coaching frameworks for managers

Use ElevenLabs AI and AI-native tools in enablement

• Use ElevenLabs' voice and agent technology to create localized, voice-enabled training content and AI-powered practice environments for revenue teams

• Operate with an AI-native mindset , you default to AI tools to research, draft, synthesize, and build faster, and you can coach others to do the same

• Continuously evaluate and adopt emerging AI tools that improve enablement quality, speed, or scale

• Build AI-powered coaching tools and practice environments for CSMs and AEs

Deliver live and async training

• Facilitate live virtual trainings, workshops, and certifications across regions and time zones

• Design async learning paths that scale globally

• Run regular enablement office hours and deal/account clinics

Measure and improve enablement effectiveness

• Define and track enablement KPIs such as time to first value, net revenue retention, gross retention, expansion pipeline, ramp time, and adoption metrics

• Partner with Customer Success and revenue leadership to connect enablement efforts to business outcomes

• Use data and feedback to continuously iterate on programs

Shape the function

• Document best practices, establish operating rhythms, and influence how expansion enablement is delivered across the organization

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You will work on a small, global team of support specialists and engineers united by Replit's mission to make the next billion software creators. Together, you'll ensure developers worldwide have the support they need to bring their ideas to life.

In this role, you will:

• Work directly with Replit customers via support tickets and social media accounts to solve account, billing, and product issues
• Manage and respond to customer inquiries and community discussions on Twitter, LinkedIn, Reddit, and Apple/Google Play stores, with the possibility of expanding coverage to additional platforms as we grow
• Monitor social media channels for product feedback, technical issues, and community sentiment
• Manage escalations from social media channels and coordinate with appropriate internal teams to ensure timely resolution
• Collaborate with the rest of the Support team in telling the story of our users to the rest of Replit
• Work cross-functionally with marketing and community teams to align messaging across channels

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The New Model (NM) technician team member will be expected to:

• Understand and follow detailed work instructions relating to the construction, painting or assembling of vehicles.
• Ensure that all station operations on each vehicle are completed to the required quality standard.
• Ensure that all operations are completed to the required timescale.
• Work as part of a team on the definition and solution of problems that may be affecting the quality, cost or productivity of the vehicles being produced.
• Attend the workplace on a regular and timely basis, informing the Team leader of any lateness or unplanned absence in a timely manner.
• Ensure the work area is clean, tidy and orderly at all times in line with brand expectations.
• Maintain a safe working environment for yourself and other team members, participating in safety activities as requested.
• Participate in continuous improvement activities as requested.

Key responsibilities include providing first-hand support in the development and launch into production of future McLaren Automotive vehicle platforms and variants, as well as providing first-hand support with the development of vehicle assembly processes for all assembly disciplines.

Ideal candidates will have value-added experience with NVQ Level 2 Vehicle Maintenance & Repair or equivalent qualifications, and an understanding of or experience in niche vehicle brand requirements or a minimum of 12 months experience working on McLaren Products.

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We are seeking an AI Solutions Engineer with strong Python expertise to design and implement intelligent integrations for the GameKit Assistant. This role is deeply technical and requires hands-on experience building robust, secure, and maintainable backend services in Python.

Key Responsibilities:

Python Engineering

• Design and implement scalable backend services in Python using frameworks such as FastAPI, Flask, or Django REST Framework.

• Build and maintain data-access layers, caching mechanisms, and API wrappers that power MCP integrations.

• Implement schema validation, error handling, and retry logic for reliable automation.

• Write high-quality, tested, and maintainable code with strong adherence to EA security and performance standards.

MLOps and Pipeline Engineering

• Implement MLOps pipelines for model training, deployment, and monitoring using tools such as Kubeflow, MLflow, SageMaker, and Terraform.

• Integrate with existing Kubernetes and Docker infrastructure for scalable AI service orchestration.

• Collaborate with AI Engineering to automate model evaluation and continuous improvement workflows.

RAG and Evaluation Systems

• Implement and maintain retrieval-augmented generation (RAG) systems and internal knowledge bases.

• Work with vector databases such as Azure Cognitive Search, manage embeddings, chunking, reranking, and retrieval logic.

• Contribute to performance evaluation frameworks for model outputs using Scikit-learn, PyTorch, or TensorFlow for metrics integration (no model training expected).

AI and MCP Integration

• Develop and maintain MCP wrappers for key GameKit products (Shift, Jukebox, Perforce).

• Implement function calling and orchestration logic that connects multiple systems to provide contextual insights.

• Prototype integrations with commercial MCPs (GitLab, Jira, Confluence) to validate interoperability.

• Contribute to evaluation pipelines to measure assistant accuracy and API reliability.

Systems and Platform Engineering

• Apply systems engineering principles to design integrations that are modular, observable, and easy to maintain.

• Work with ArgoCD, Kubernetes, and Docker to deploy and monitor services.

• Implement metrics, logging, and alerting for all automation endpoints using tools such as Grafana and Prometheus.

• Ensure integrations comply with EA's authentication, authorization, and data-governance policies.

• Participate in system design discussions focused on how to bring models 'alive' within production pipelines.

• Design end-to-end integrations that bridge AI orchestration, MLOps, and backend infrastructure for reliability and scale.

Collaboration and Enablement

• Partner with AI, Ops, and Product Engineering teams to define schemas, error models, and test suites.

• Mentor peers on Python best practices, performance tuning, and secure API design.

• Document workflows, integration standards, and technical guidelines for broader adoption.

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Our EA Experiences group (XO) is dedicated to ensuring great experiences for our growing communities centered around our world-renowned brands, including fan-favourites like Apex, Battlefield, EA SPORTS FC, Madden NFL and The Sims, just to name a few. We’re a multi-functional group, with world-class expertise building fandoms, driving interactive storytelling, and positioning our franchises at the centre of the broader entertainment ecosystem.

You will be the hands-on technical artist/producer, reporting to the head of XO AI Labs. You will design, prove, and productionize AI-powered creative workflows, creating creative and reliable image, video, and audio pipelines for creative and production teams. You'll architect the creative workflows for an end-to-end AI content creation and deployment solution (from dataset & prompt systems through approvals, versioning, and channel delivery).

Responsibilities:

• Prove new AI-based creative workflows: Rapidly prototype AI-enabled image/video/audio pipelines, run technical validations, and draft playbooks for creative and production teams.
• Own the end-to-end workflows: Specify requirements, data flows, and interfaces across briefing, generation, edit/review, rights/approvals, localization, and QC
• Model & tooling mastery: Operationalize precision controls (e.g., LoRA, Control/conditioning, pose/layout, style transfer, in/outpainting, frame interpolation/upscaling) to deliver brand-true high-quality visuals at scale.
• Production integration: Connect workflows with source control, asset management/DAM, project trackers, render/encode farms, and publishing endpoints; define observability (quality gates, telemetry, cost).
• Guardrails & governance: Embed IP usage, approvals, disclosures, and policy compliance into pipelines; define acceptance criteria, review checklists, and incident handling
• Thought leadership: Provide thought leadership to our organization, promote 'what could be'; lead ‘prove, pilot, and production’ efforts; facilitate showcases and workshops for global partners.
• Global collaboration: Coordinate with studios and regional teams; plan international on-sites to unblock adoption and ensure workflows meet local market needs.

Qualifications:

• 8+ years experience with production content creation (images, videos, etc...), 2+ years integrating AI into content production
• 4+ years of leader experience, building, scaling, and leading teams
• Demonstrated experience building AI-driven creative pipelines (image/video/audio) and putting them into production for marketing or production teams. Experience collaborating or working for creative agencies.
• Hands-on with visual diffusion workflows, prompt & context systems, precise micro-adjustments (control/conditioning, adapters, fine-tuning/LoRA), and quality gates.
• Practical video generation/editing experience (text-to-video, image-to-video, temporal consistency, editing/Upscaling/Interpolation) for campaign use.
• Strong creative and production mindset: versioning, asset QC, rendering/encoding, delivery specs, performance & cost tracking.
• Image and video model tuning and LoRa creation. Driving unique brand and style consistency in creative and production assets.
• Ability to operate in a startup-like setting: requirements discovery, rapid prototyping, iterative delivery with measurable outcomes.
• Collaboration & influence across creative, production, engineering, and legal/policy; excellent training & documentation skills.
• Creativity, critical thinking, and excellent ability communicate complex concepts to a non-technical audience required.
• Experience with Adobe Photoshop, Lightroom, ComfyUI, Veo, Nano Banana, diffusion models, controlnets, LoRA's, etc...
• Willingness and ability to travel internationally.

Preferred Qualifications:

• Experience building or integrating end-to-end content platforms (brief, generate, review, approve, localize, and deploy), including telemetry/observability, cost controls, and quality controls
• Background in motion/3D and creative tooling (e.g., After Effects/Premiere, Blender, Nuke, Unreal/Unity) and strong design fundamentals (typography/layout).
• Familiarity with brand/IP approvals, rights management, and global campaign delivery.
• Experience developing solutions leveraging generative engineering solutions (Cursor, Kiro, Claude Code, etc...)

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We are seeking an AI Solutions Engineer with strong Python expertise to design and implement intelligent integrations for the GameKit Assistant. This role is deeply technical and requires hands-on experience building robust, secure, and maintainable backend services in Python.

Key Responsibilities:

• Design and implement scalable backend services in Python using frameworks such as FastAPI, Flask, or Django REST Framework.
• Build and maintain data-access layers, caching mechanisms, and API wrappers that power MCP integrations.
• Implement schema validation, error handling, and retry logic for reliable automation.
• Write high-quality, tested, and maintainable code with strong adherence to EA security and performance standards.

MLOps and Pipeline Engineering:

• Implement MLOps pipelines for model training, deployment, and monitoring using tools such as Kubeflow, MLflow, SageMaker, and Terraform.
• Integrate with existing Kubernetes and Docker infrastructure for scalable AI service orchestration.
• Collaborate with AI Engineering to automate model evaluation and continuous improvement workflows.

RAG and Evaluation Systems:

• Implement and maintain retrieval-augmented generation (RAG) systems and internal knowledge bases.
• Work with vector databases such as Azure Cognitive Search, manage embeddings, chunking, reranking, and retrieval logic.
• Contribute to performance evaluation frameworks for model outputs using Scikit-learn, PyTorch, or TensorFlow for metrics integration (no model training expected).

AI and MCP Integration:

• Develop and maintain MCP wrappers for key GameKit products (Shift, Jukebox, Perforce).
• Implement function calling and orchestration logic that connects multiple systems to provide contextual insights.
• Prototype integrations with commercial MCPs (GitLab, Jira, Confluence) to validate interoperability.
• Contribute to evaluation pipelines to measure assistant accuracy and API reliability.

Systems and Platform Engineering:

• Apply systems engineering principles to design integrations that are modular, observable, and easy to maintain.
• Work with ArgoCD, Kubernetes, and Docker to deploy and monitor services.
• Implement metrics, logging, and alerting for all automation endpoints using tools such as Grafana and Prometheus.
• Ensure integrations comply with EA's authentication, authorization, and data-governance policies.
• Participate in system design discussions focused on how to bring models 'alive' within production pipelines.
• Design end-to-end integrations that bridge AI orchestration, MLOps, and backend infrastructure for reliability and scale.

Collaboration and Enablement:

• Partner with AI, Ops, and Product Engineering teams to define schemas, error models, and test suites.
• Mentor peers on Python best practices, performance tuning, and secure API design.
• Document workflows, integration standards, and technical guidelines for broader adoption.

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Responsibilities:

• Lead the design and implementation of AI-powered DevOps (AIOps) capabilities, including anomaly detection, predictive alerting, and automated remediation
• Build and operate self-monitoring and self-healing systems using event-driven automation
• Architect and implement infrastructure as software using programmable IaC frameworks (AWS CDK preferred)
• Develop reusable infrastructure patterns, shared libraries, and platform standards across teams
• Establish end-to-end observability and traceability across services, pipelines, and data flows
• Design and govern CI/CD pipelines that provision, validate, and deploy infrastructure with embedded security and compliance controls (DevSecOps)
• Define and implement security best practices, including policy enforcement, identity management, and continuous validation of system posture
• Design and support event-driven integration patterns across internal systems, ensuring reliable communication and signal propagation
• Define SLIs/SLOs and lead incident response, postmortems, and continuous reliability improvements
• Mentor engineers and influence architecture decisions across teams

Qualifications:

• 7+ years of experience in DevOps, Site Reliability Engineering (SRE), platform engineering, or systems engineering
• Strong expertise in AWS across compute, storage, networking, and IAM
• Experience designing and operating systems supporting both traditional services and AI/ML workloads
• Advanced experience with Infrastructure as Code, with emphasis on AWS CDK and reusable infrastructure patterns
• Deep experience with observability tools (Datadog, Prometheus, Grafana, OpenTelemetry) and distributed systems debugging
• Strong experience building CI/CD pipelines with integrated infrastructure provisioning, testing, and security controls
• Experience with event-driven architectures (Kafka, SNS/SQS) and system integrations
• Proficiency in Python, Typescript, or similar programming languages
• Strong understanding of security principles, including least privilege, identity controls, and secure system design

Nice to Have:

• Experience with SageMaker, Bedrock and AgentCore, Kubernetes (EKS) and container orchestration at scale
• Experience with Data Lakehouse platforms (e.g., Databricks) and data pipeline integration
• Experience building internal developer platforms or shared infrastructure frameworks
• Experience creating custom CDK constructs or platform tooling
• Familiarity with policy-as-code and continuous compliance frameworks
• Exposure to real-time systems or high-scale consumer platforms
• Background in gaming, media, or large-scale consumer ecosystems

Pay Transparency - North America

The ranges listed below are what EA in good faith expects to pay applicants for this role in these locations at the time of this posting. If you reside in a different location, a recruiter will advise on the applicable range and benefits. Pay offered will be determined based on a number of relevant business and candidate factors (e.g. education, qualifications, certifications, experience, skills, geographic location, or business needs).

PAY RANGES

British Columbia (depending on location e.g. Vancouver vs. Victoria) $122,300 - $170,700 CAD

Pay is just one part of the overall compensation at EA.

For Canada, we offer a package of benefits including vacation (3 weeks per year to start), 10 days per year of sick time, paid top-up to EI/QPIP benefits up to 100% of base salary when you welcome a new child (12 weeks for maternity, and 4 weeks for parental/adoption leave), extended health/dental/vision coverage, life insurance, disability insurance, retirement plan to regular full-time employees. Certain roles may also be eligible for bonus and equity.

About Electronic Arts

We’re proud to have an extensive portfolio of games and experiences, locations around the world, and opportunities across EA. We value adaptability, resilience, creativity, and curiosity. From leadership that brings out your potential, to creating space for learning and experimenting, we empower you to do great work and pursue opportunities for growth.

We adopt a holistic approach to our benefits programs, emphasizing physical, emotional, financial, career, and community wellness to support a balanced life. Our packages are tailored to meet local needs and may include healthcare coverage, mental well-being support, retirement savings, paid time off, family leaves, complimentary games, and more. We nurture environments where our teams can always bring their best to what they do.

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You'll work across subscriptions, usage-based billing, and enterprise contracts to ensure every revenue path is reliable, observable, and easy to extend. This includes designing, building, and owning the billing platform and monetization systems that power Computer and every paid experience across Perplexity.

Key responsibilities include:

• Leading features end-to-end, from problem definition through technical design, implementation, and launch
• Building and operating the subscription, invoicing, and usage-based billing systems that serve millions of users across consumer and enterprise plans
• Hill-climbing on reliability: tiered SLOs organized by customer impact, proactive monitoring, and alerting to catch revenue-affecting issues before customers do
• Partnering closely with Finance, Data Science, Growth, Security, Support, and go-to-market teams to keep billing data accurate, auditable, and compliant, and to expand payment method coverage and optimize authorization rates globally
• Building internal tooling that empowers Support and Finance to diagnose and resolve billing issues quickly

Requirements include:

• 4+ years of professional software engineering experience
• Direct experience building or scaling billing, payments, subscription, or monetization systems
• Deep familiarity with payment processors (Stripe, Square, etc.), including subscriptions, invoicing, disputes, refunds, and webhooks
• Strong backend engineering skills in Python with the ability to reason about complex distributed systems
• Experience with relational databases (PostgreSQL) and making data-informed decisions to prioritize work
• Strong product judgment, you translate user and stakeholder problems into simple, effective technical solutions
• Self-motivated with strong ownership instincts, you ship major features ahead of schedule and drive improvements without asking for permission
• Track record of cross-functional collaboration with Finance, Support, or Growth stakeholders
• Genuine interest and adoption of AI products and willingness to learn quickly

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Job Description:

We are hiring a Head of EMEA Partner Success to build and lead the EMEA Partner Success team at Anthropic. As the first leader in Europe, you will be responsible for building Partner Success for EMEA from scratch.

About the Role:

The Partner Success team picks the best partners and makes them great. We are looking for a leader who can build a team that can pick the right partners and make them successful in Europe.

You will be responsible for building the EMEA Partner Success team, hiring your first EMEA partner success managers, defining how they run their regional books, and building the operating system the team inherits in Europe.

You will also be responsible for deciding which EMEA partners get the team's attention, designing the criteria for entry into and graduation from the EMEA managed portfolio across countries, verticals, and partner archetypes.

Responsibilities:

• Build and lead the EMEA Partner Success team.
• Hire your first EMEA partner success managers, define how they run their regional books, and build the operating system the team inherits in Europe.
• Decide which EMEA partners get the team's attention.
• Design the criteria for entry into and graduation from the EMEA managed portfolio across countries, verticals, and partner archetypes.
• Adapt the team's engagement model to EMEA conditions.
• Run the Partner QBR cadence with every EMEA managed partner in your book.
• Drive scalable enablement across the EMEA managed partner book.
• Drive adoption, retention, and expansion across the joint EMEA customer book.
• Drive industry specialization across the EMEA managed partner book.
• Steward co-investment funding decisions for EMEA engagements.
• Interlock with Anthropic's EMEA direct sales field, with Customer Success Managers on the customer-side health of joint accounts, and with the EMEA alliances organization that owns the executive relationship with strategic partners in the region.
• Partner with the global Head of Partner Success on cross-regional consistency and on evolving the team's playbooks.
• Instrument the EMEA managed partner portfolio.

How Partner Success Fits Alongside Other Anthropic Teams:

Three teams at Anthropic touch every strategic partner, and this role works closely with the other two-u00b7 Partner Account Managers own the primary relationship with each partner , the strategic conversation with partner leadership, the executive sponsorship, the long arc of why we are investing together.

Partner Sales sits with our direct sales field at deal time, selects the right partner from the certified bench for a customer opportunity, and registers the deal.

Partner Success , your team , picks up after the deal closes. The joint plan, the scalable enablement, the adoption-retention-expansion motion in the joint customer book, the industry specialization coaching, the co-investment funding decisions.

You May Be a Good Fit If You Have:

• Seven to ten years of experience working with consulting and systems integration partners in EMEA, at a software company, cloud platform, or partner-led business, with at least two of those years managing a team.
• Built or scaled a partner-facing team in Europe before , hiring across multiple markets, building methodology, managing across country and language boundaries.
• Deep understanding of how partner success works in a usage-based business.
• Direct working knowledge of the European systems integrator landscape.
• Strong commercial instincts on partner selection.

Salary Range:

Not specified.

Experience Level:

Senior

Employment Type:

Full-time

Workplace Type:

Hybrid

Category:

Sales

Industry:

Technology

Required Skills:

• Seven to ten years of experience working with consulting and systems integration partners in EMEA.
• Built or scaled a partner-facing team in Europe before.
• Deep understanding of how partner success works in a usage-based business.
• Direct working knowledge of the European systems integrator landscape.
• Strong commercial instincts on partner selection.

Preferred Skills:

• Leadership skills.
• Communication skills.
• Problem-solving skills.
• Strategic thinking skills.

Company Website:

https://www.anthropic.com/

Location:

London

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The Environmental Engineer will support the operations and continued expansion of xAI's large-scale AI infrastructure and supercomputing facilities in the Memphis area.

This role is critical in ensuring environmental compliance while enabling rapid scaling of compute capacity to meet aggressive deployment timelines.

The ideal candidate will serve as a subject matter expert to mitigate environmental risks, optimize resource use (especially water and energy), and maintain full regulatory compliance in a fast-paced, high-growth environment.

Responsibilities

• Develop, implement, and continuously improve environmental programs at xAI's Memphis-area facilities.
• Maintain compliance with all applicable federal, state, and local regulations established by the EPA, TDEC (Tennessee Department of Environment and Conservation), Shelby County Health Department, and other relevant agencies.
• Track, review, and interpret new and proposed environmental laws and regulations, providing clear guidance to leadership and engineering teams.
• Perform regular environmental audits and inspections to ensure ongoing compliance.
• Manage the hazardous materials and waste management program, including recordkeeping, tracking software, Tier II, TRI, and other required reporting.
• Maintain site operational compliance plans, including Storm Water Pollution Prevention Plan (SWPPP), Spill Prevention, Control, and Countermeasures (SPCC), industrial wastewater discharge permits, and air emissions permits.
• Support planning for facility expansions, new equipment installations, and modifications to ensure they meet all permitting and regulatory requirements.
• Coordinate and manage environmental contractors for permitting, testing, monitoring, and reporting. Review and maintain all associated documentation.
• Collaborate closely with engineering, construction, operations, and facilities teams across the site to integrate environmental considerations into design and daily operations.

Basic Qualifications

• Bachelor's degree in environmental engineering, environmental science, or a related field.
• 2+ years of experience in the design, development, and execution of environmental and regulatory compliance programs (internship and project experience count).

Preferred Skills and Experience

• Bachelor's or Master's degree in Environmental Engineering or a closely related discipline.
• Experience in dynamic, high-growth industrial or data center environments.
• Strong knowledge of Tennessee and federal environmental regulations, particularly air permitting (including combustion turbines and stationary sources), water usage and wastewater, stormwater management, and hazardous waste.
• Experience developing and maintaining air emissions permits, including New Source Performance Standards (NSPS) and Title V or synthetic minor permits.
• Hands-on experience with SWPPPs, Best Management Practices (BMPs), industrial wastewater permitting, and SPCC plans.
• Proficiency handling technical data, emissions calculations, and regulatory interpretation to deliver practical, actionable solutions.
• Excellent written and verbal communication skills with the ability to influence cross-functional teams.
• Demonstrated ability to manage multiple projects simultaneously in a high-pressure, fast-moving environment while driving continuous improvement.

Additional Requirements

• This is an on-site position based in Memphis, TN. Relocation support is available for candidates not already local.
• Position may occasionally require extended hours or weekend work during critical project phases or audits.
• Ability to obtain and maintain any required background checks or site access credentials.

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The Controls Engineer will collaborate with cross-functional teams to monitor and improve the performance of the data centre throughout its lifecycle. This individual will work closely with Operations and Maintenance to ensure the systems are running smoothly, from day-to-day management to long-term upgrades and expansions.

Responsibilities:

• Execute the implementation and modification of Building Management System (BMS), Electrical Power Management System (EPMS), and any other SCADA systems critical for the operation of current and future data centres

• Oversee the operation of critical systems such as chillers, pumps, and power distribution, using PLCs and other industrial control technologies

• Prepare specifications for Human-machine Interface (HMI) including graphics standard for interpretation by Grok

• Implement and maintain automated controls for fire safety and emergency shutdown procedures (ESOP)

• Develop a corporate-level reporting dashboard to monitor the operational trends such as power usage effectiveness (PUE) and performance/cost, and dynamically adjust the infrastructure set points for optimal performance

• Coordinate with utility providers to automate demand and operational responses to upstream grid events

Basic Qualifications:

• Bachelor's Degree in an Engineering discipline: Controls and Computer Control Systems, Computer Science, Mechatronic Engineering, Automation Engineering, etc., or equivalent experience

• 5+ years of experience as a hands-on Controls Engineer working with industrial control systems

• Ignition SCADA Programming Experience

• Siemens TIA Portal PLC Programming Experience

Preferred Skills and Experience:

• Advanced proficiency in programming industrial equipment in all IEC 61131-3 languages with a focus on structured text and ladder logic

• Experience with industrial control hardware from leading manufacturers (e.g. Siemens, SEL, Rockwell)

• Familiarity with Human Machine Interface (HMI / GUI) development using platforms such as Ignition, SEL, etc

• Methodical troubleshooting approach

• Strong documentation and communication skill set

• Technical project management mindset

• Team-player, takes initiative, and highly motivated

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Responsibilities:

• Design & Release enclosure and structure, cold plate, seals for electric vehicle battery packs
• Manage supply base
• Support all design phase deliverables from initial concept to launch
• Work with supplier manufacturing, STA, and quality teams to ensure design for assembly feasibility
• Develop & maintain quality documents DFMEA, SCCAF, P-diagram, etc.

Requirements:

• B.S. degree in Mechanical Engineering or a related field
• Minimum of 2 years of hands-on experience manufacturing and developing metal components and structure
• Experience in using CAD/CAE tools and ability to optimize tool designs for stamping, welding, and sheet metal, extrusions, castings
• Al, casting, sheet metal joining experience (MIG, SPR, Laser weld, spot welding)
• Excellent teamwork and communication skills
• Self-motivated with the ability to manage multiple tasks
• Proficient computer skills

Preferred:

• M.S. in Mechanical Engineering or complimentary disciplines highly desired
• 5+ years of hands-on experience manufacturing and developing metal components and structure
• One-plus (1+) years engineering experience in battery system design, usage, controls, testing, and system interactions for electrified vehicles
• Record of innovation through invention disclosures, patents, and technical publications
• CAD/CAE capable engineer. Catia, Teamcenter, stack-up tools, fastener health chart, GDT
• PPAP launch experience

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Responsibilities: Conduct initial EDS impact packaging studies for new program content or implementation of new electrical architectures. Generate cost estimates (EDS Provisions) based on new program changes and ensure precise cost targets are established by the program. (Piece Price, ED&T & Tooling) Ensure optimal implementation of EDS content in new programs by minimising wire length, EDS components, and wiring complexity. Comply with program cost, weight, quality, performance, and timing targets. Initiate Robustness Engineering Disciplines (Quality history, P-Diagram, FMEA Plan, etc.). Knowledge and application of six sigma and 8D Leads EDS TDR Design Reviews Audit and update FEDEBOM with correct part levels and usage, for Pre-TSC audits. Resolution of EDS issues in early design stages. Analyse and breakdown early PDL and Trim Spiders. Generate proposals to minimise giveaway cost and reduce total part count. Generate proposals to minimise use of EDS brackets and jumpers. Identify opportunities to optimise topology and wire length. Perform initial Harness Complexity Analysis. Perform engineering cost estimates. Perform quality analysis of surrogate program to avoid issue recurrence. Comply with GPDS deliverables (applicable to EDS) for each milestone. Initiate and complete EDS sourcing for LV wiring.

Qualifications: Engineering Degree (electrical/electronic desirable) or related disciplines. Strong English Proficiency (written, read, and oral). Basic 3D CAD Knowledge (TCE, Catia V5) Microsoft Office Usage (Excel, Word, PowerPoint, and Visio). Time and Project Management. Ford GPDS. Understanding of EDS design Understanding of feature partitioning. Understanding of automotive systems.

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This includes the User Interface (UI) and User Experience (UX) layers, as well as supporting middleware, services, and vehicle integration,particularly for electrification-related features such as charging, energy management, range insights, and battery status.

Operating at the intersection of Product, Design, Engineering, and Electrification, the SPE plays a critical leadership role in aligning cross-functional teams and ensuring high-quality feature execution.

This role requires a strong understanding of engineering systems and EV domain concepts, enabling effective translation of product, technical, UX/UI, and electrification requirements into clear, actionable work items and solutions.

The SPE owns and drives backlog strategy and execution within Jira, including story creation, refinement, grooming, and triage.

By incorporating Product Owner responsibilities, the SPE ensures well-defined acceptance criteria, alignment with program priorities, and readiness for implementation across multiple teams.

This role is accountable for cross-team coordination, dependency and risk management, and integrated validation from concept through launch, ensuring predictable program execution and high-quality release outcomes.

With broad organisational influence, the SPE partners closely with Product Management, Digital Product Design, Electrification teams, engineering scrum teams, and testing organisations to ensure seamless integration, feature readiness, and a consistent, customer-centric experience across vehicle platforms.

Responsibilities:

Own the end-to-end engineering lifecycle for a set of features or digital experience domains from concept through release sign-off, including electrification-focused features

Define the product execution path by answering: “What should we build, why does it matter, and how do we build it the right way?”,with consideration for both UX excellence and EV customer needs.

Translate PRDs, design artifacts, system behaviour requirements, and electrification use cases into clear software deliverables,epics and sprint-ready user stories with well-defined acceptance criteria in Jira.

Lead feasibility assessment, scope definition, and backlog readiness for PI planning; manage change/churn while protecting milestones.

Drive cross-functional alignment with Product, Digital Product Design, Architecture, Engineering, and Test teams to ensure shared understanding of intent, priorities, dependencies, and Electrification/EV-specific behaviours.

Define and manage feature dependencies and blockers across HMI, services, platform, vehicle signals, and electrification systems.

Validate end-to-end feature behaviour on bench/vehicle through demos and product truth sessions; ensure implementation matches UX intent, functional expectations, and real-world EV usage scenarios.

Lead defect triage and prioritisation for owned features; drive issues to closure through root-cause direction, retest strategy, and stakeholder communication.

Maintain clear execution visibility via epic status summaries, risk registers/mitigation plans, and regular stakeholder updates.

Ensure test coverage alignment by reviewing/confirming that test cases map to story acceptance criteria, edge cases, and electrification scenarios (e.g., charging interruptions, low battery states).

Identify and define logworthies and analytics instrumentation required for each feature, including EV-specific telemetry (charging sessions, energy usage, range accuracy).

Qualifications:

Education: BS in Engineering, Computer Science, or related technical field

Experience: 5+ years delivering complex, cross-functional software features in embedded, automotive, or adjacent domains; demonstrated ownership across multiple teams and releases.

Direct experience with Android Automotive/QNX, infotainment HMIs, and automotive middleware/service architectures.

Familiarity with electrification concepts such as battery state of charge (SoC), charging workflows (AC/DC fast charging), range estimation, and energy consumption modelling,without requiring deep hardware or electrical design expertise.

Backlog leadership: Proven ability to author high-quality epics and user stories (clear scope, testable acceptance criteria, dependency mapping) and drive Agile execution (grooming, PI planning, sprint delivery).

Systems integration mindset: Ability to reason about end-to-end behaviour across HMI ↔ middleware/services ↔ vehicle signal access (via API abstraction), including electrification data flows (battery, charging, energy systems), and drive integration/validation outcomes.

Technical proficiency: Strong technical depth to lead engineers,comfortable with architecture discussions, interface contracts, and failure-mode thinking.

Diagnostics/triage: Experience leading defect triage using logs and traces (e.g., ADB/dev logs; CAN trace familiarity), defining diagnostic logging (logworthies), and driving disciplined prioritisation/closure.

Tools: Proficiency with Jira and Confluence; comfortable creating traceability to requirements/design artefacts and managing dependencies.

Communication/leadership: Strong cross-functional leadership skills,can drive decisions, align stakeholders, and communicate risks/status crisply to technical and non-technical audiences.

Preferred qualifications:

Experience with electrification-focused features such as charging experiences, route planning with charging stops, or energy insights within automotive or mobility platforms.

Experience with test management tools and reviewing test coverage against acceptance criteria.

Knowledge of automotive program cadence and release gating (launch milestones, OTA readiness, in-field defect handling).

Proficiency with CAN-based feature behaviours and vehicle state modelling; exposure to tools such as CANalyzer/Wireshark (or similar).

Exposure to EV ecosystem integrations such as charging networks, Plug & Charge, or mobile app–vehicle energy feature interactions.

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In this role, you will stand up OpenAI's first enterprise EMEA Sales Development function, including org design, hiring plan, tooling, and performance management. You will build and scale a global SDR organization aligned to Large Enterprise, Strategic Accounts, and industry verticals.

You will own the enterprise pipeline generation strategy, ensuring consistent, high-quality opportunity flow into the field. You will translate product usage, pilots, developer activity, and inbound interest into qualified enterprise opportunities.

You will create vertical-specific and account-based SDR motions for Financial Services, Life Sciences, and Retail. You will partner with Sales, Field Engineering, Marketing, Partnerships, and Strategy & Ops to orchestrate a unified GTM front door.

You will establish best-in-class outbound, inbound, ABM, product-led, and partner-sourced playbooks. You will build a data-driven operating system that connects SDR activity to pipeline quality, deal velocity, and revenue.

You will recruit, coach, and develop front-line SDR leadership and SDRs. You will serve as a strategic partner to Sales leadership on where and how OpenAI invests to capture enterprise demand.

You may thrive in this role if you have 10+ years in enterprise sales, revenue, or GTM leadership. You should bring 3–5+ years of second-line SDR leadership building and managing managers.

You should have built enterprise demand engines from scratch in product-driven or platform businesses. You should be fluent in product-led and usage-based GTM (PQLs, pilots, free-to-paid, expansion).

You should have experience selling into regulated or high-stakes industries (FS, Life Sciences, Retail). You should be highly data-driven, with experience in pipeline analytics and forecasting.

You should thrive in matrixed GTM organizations spanning Sales, Product, Marketing, and Partnerships. You should be a strong talent builder with the presence to engage senior enterprise and CRO-level stakeholders.

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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's mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. This long-term undertaking brings together the world's best scientists, engineers, and business professionals. Our Go-To-Market (GTM) organization helps customers understand, adopt, and scale OpenAI's products and platform. Revenue Operations partners closely with Sales, Finance, and HR/People to drive disciplined planning and performance management. The GTM Planning team defines how company strategy translates into targets, segmentation, and coverage models that guide execution in the field, ensuring our GTM approach remains both analytically rigorous and operationally executable as we scale.

About the Role

We are hiring a GTM Planning operator to own target setting, segmentation, and coverage design centrally across our GTM organization. This is a high-impact individual contributor role responsible for defining how we set targets, structure GTM teams, and deploy coverage across segments and geographies. You will translate company growth goals into clear, actionable plans for the field and drive consistency and rigor across GTM planning processes. You will partner closely with Sales, Technical Success, and Finance leadership to shape planning decisions, frame tradeoffs, and continuously evolve how we maximize growth and efficiency.

Responsibilities

• Define and own the GTM region & segment target-setting methodology

• Translate company-level revenue goals into quotas across segments, roles, and region

• Drive tradeoffs across growth, efficiency, and coverage in partnership with Finance and GTM leadership

• Define customer and market segmentation (e.g., enterprise, midmarket, SMB, industry verticals, product motions)

• Continuously refine segmentation based on core KPIs and market dynamics

• Ensure segmentation is consistently applied across planning and territory execution

• Evolve coverage models in partnership with GTM leadership to optimize growth, efficiency, and customer engagement

• Analyze GTM performance drivers (e.g., attainment, segment performance, book size, coverage ratios)

• Identify opportunities to improve growth and efficiency

• Translate analysis into clear, actionable recommendations for leadership

• Partner closely with Sales leadership to ensure plans are credible and executable in the field

• Incorporate field feedback into planning iterations

• Deliver clear, executive-ready narratives to support planning decisions

• Drive how targets and segmentation are implemented in systems (e.g., Salesforce, BI tools)

• Partner with data and systems teams to ensure accuracy, scalability, and consistency

• Improve usability and reliability of planning data across GTM workflows

Requirements

• 7+ years of experience in Sales Strategy, GTM Strategy & Planning, Revenue Operations, or similar roles in a high-growth B2B environment

• Direct experience owning or heavily contributing to target setting, quota development, segmentation, and/or territory design

• Strong understanding of GTM mechanics (quota setting, territory design, book construction, coverage models)

• Deep modeling experience, including capacity modeling and topline / target setting (e.g., financial plans, quotas) to support GTM planning decisions

• Proven ability to translate business goals into structured plans and field-ready targets

• Advanced analytical skills (SQL, spreadsheets, BI tools such as Tableau) and experience with and planning platforms (e.g., Anaplan or similar tools)

• Strong communication and stakeholder management skills with the ability to influence senior leaders

Nice to Have

• Experience in consumption-based or usage-based models (e.g., API, PLG, hybrid motions)

• Experience in multi-product or rapidly evolving GTM environments

• Familiarity with AI products and the AI/ML ecosystem

About OpenAI

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

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

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

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

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The ideal candidate will have a B.S. degree in Mechanical Engineering or a related field, minimum of 2 years of hands-on experience manufacturing and developing metal components and structure, and experience in using CAD/CAE tools and ability to optimize tool designs for stamping, welding and sheet metal, extrusions, castings.

If you have experience in battery system design, usage, controls, testing, and system interactions for electrified vehicles, record of innovation through invention disclosures, patents, and technical publications, and CAD/CAE capable engineer, Catia, Teamcenter, stack-up tools, fastener health chart, GDT, PPAP launch experience, you will be considered for a Optimal candidate.

This position offers a salary grade 7 -8 and ranges from $86,600 - $166,200. For more information on salary and benefits, please visit: https://fordcareers.co/GSR

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The ideal candidate will have strong experience working with AWS and/or GCP, cloud-based data streaming and processing services, containerized application deployments, infrastructure automation, and Site Reliability Engineering (SRE) best practices for performance and cost optimization.

Key Responsibilities:

• Drive initiatives to implement and enforce best practices for data streaming, processing, analytics and monitoring infrastructure.
• Deploy and manage services on Kubernetes-based platforms such as Amazon EKS and Google Kubernetes Engine (GKE).
• Provision and manage cloud infrastructure using Terraform, ensuring best practices in security, scalability, and cost-efficiency.
• Maintain and optimize CI/CD pipelines using Jenkins, ArgoCD, and GitHub Enterprise Actions to support automated deployments and testing.
• Work with cloud-native data services such as AWS Kinesis, AWS Glue, Google Dataflow, and Google Pub/Sub, BigQuery, BigTable
• Familiarity with workflow orchestration services such as Apache Airflow and Google Cloud Composer.
• Develop and maintain automation scripts and tooling using Python to support DevOps processes.
• Monitor system performance, troubleshoot issues, and implement proactive solutions to enhance reliability and efficiency.
• Implement SRE practices to improve service reliability, scalability, and cost-effectiveness.
• Analyze and optimize cloud costs, identifying areas for improvement and implementing cost-saving strategies.
• Ensure compliance with security policies and best practices in cloud environments.
• Drive adoption of company standards and influence data teams to align with best DevOps and SRE practices.
• Collaborate with cross-functional teams to improve development workflows and infrastructure.

Requirements:

• 7+ years of experience in a DevOps, Site Reliability Engineering, or Cloud Infrastructure role.
• Strong experience with AWS and GCP data services, including Kinesis, Glue, Pub/Sub, and Dataflow.
• Proficiency in deploying and managing workloads on Kubernetes (EKS/GKE) in production environments.
• Hands-on experience with Infrastructure-as-Code (IaC) using Terraform.
• Expertise in CI/CD pipeline management using Jenkins, ArgoCD, and GitHub Enterprise Actions.
• Programming skills in Python for automation and scripting.
• Experience with observability and monitoring tools (e.g., Prometheus, Grafana, Datadog, or CloudWatch).
• Strong understanding of SRE principles, including performance monitoring, incident response, and reliability engineering.
• Experience with cost optimization strategies for cloud infrastructure.
• Self-motivated and driven, with a strong ability to influence and drive changes across multiple teams.
• Ability to work collaboratively in an agile environment and support multiple teams.

Preferred Qualifications:

• Experience with data lake architectures and big data processing frameworks (e.g., Apache Spark, Flink, Snowflake, BigQuery).
• Familiarity with event-driven architectures and message queues (e.g., Kafka, RabbitMQ).
• Experience with workflow orchestration tools such as Apache Airflow and Google Cloud Composer.
• Knowledge of service mesh technologies like Istio.
• Experience with GitOps workflows and Kubernetes-native tooling.

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OpenAI's AI Success Engineer team partners with the world's most ambitious organisations to translate cutting-edge AI into real business value. We guide customers from first deployment through scaled enterprise adoption. Our work spans technical integration and enablement, workflow transformation, and sustained program and product delivery.

Our customers range from fast-growing digital natives to the largest global enterprises, government agencies, and educational institutions. Every engagement is an opportunity to shape how AI changes work, productivity, and innovation. This role sits at the centre of that mission.

About the Role

The Success Engineer role is the primary post-sales point of contact for a set of OpenAI's most important customers. You are responsible for driving account health and adoption, ensuring technical readiness, identifying new use cases, and delivering measurable value to our customers with OpenAI's platform.

This role blends technical leadership, program management, customer advisory, and product influence. You will partner deeply with customer teams, map workflows, lead configuration and enablement, oversee deployment plans, and guide customers toward high-impact use cases that showcase the full value of our platform.

You will work closely with Sales, Solutions Architecture, Product, and Research to ensure the customer experience is connected and successful across every touchpoint. Success in this role means accelerating adoption, increasing customer activation depth, guiding strategic use cases that get to production, and helping customers demonstrate tangible business impact.

In this role, you will:

• Lead the technical relationship for post-sale customers and act as their trusted advisor on deployment, adoption, and value realisation.
• Own account health, adoption velocity, and ongoing technical deployment and success across your portfolio.
• Conduct technical enablement and configuration sessions across our broad product portfolio.
• Identify and validate use cases by embedding with customer teams to understand workflows and pain points.
• Lead account-level coordination across multiple workstreams, including new product activation, change management, and customer rollout and deployment planning.
• Build strong relationships with executive sponsors and technical stakeholders and help align business goals with OpenAI capabilities.
• Translate customer objectives into an actionable adoption roadmap with clear sequencing, milestones, and KPIs.
• Partner with Solutions Architecture, Product, Engineering, and Research by surfacing customer feedback, field patterns, and technical blockers and act as a cross-functional navigator who keeps teams aligned, informed, and moving toward customer outcomes.
• Guide value realisation and measure impact through baselines, KPI definition, and post-deployment reporting.
• Facilitate workshops on use case design, adoption best practices, champion building, and internal enablement.
• Help drive expansions by identifying high-leverage opportunities where OpenAI's platform can power new workflows or lines of business.
• Serve as the technical advisor for existing customer implementations by guiding and optimising account setup, configuration, etc.

You'll thrive in this role if you:

• 8+ years of experience in technical customer-facing roles such as technical account management, technical GenAI consulting, solutions architecture, technical delivery leadership, or deep technical enterprise SaaS adoption work.
• Deep, hands-on knowledge of OpenAI product capabilities, APIs, SDKs, connectors, and common integration patterns and able to explain model behaviour, limitations, technical trade-offs, embeddings, retrieval augmentation, and approaches to fine-tuning or custom model usage.
• Can translate technical concepts into clear business language and help customers understand the strategic impact of AI technologies.
• Are comfortable embedding with customers to map workflows, identify requirements, and diagnose adoption challenges.
• Have excellent project and program management instincts and can lead multi-workstream initiatives with clarity and structure.
• Enjoy being a thought partner for C-level stakeholders while also diving deep with technical teams.
• Operate with high ownership and can manage fast decision-making, context switching, and dynamic customer needs.
• Have a strong record of driving technical deployments with hands-on customer work and owning impactful adoption and value for large enterprise customers with complex environments and multiple stakeholders.

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In this position, you will assist reviewing and binning early claims, support the Variability Reduction Team with statistical process control and data analysis, participate in conducting periodic job observations, and provide external and internal data checks for quality reviews.

You will also maintain health chart schedules and assessments, review quality leadership system charts for data accuracy and work group binning, perform subsystem checks as required, and learn control plans and verify data entry as required into web-based data management.

Additionally, you will assemble acceptance criteria visual aids for the VRT, maintain cycle line layout indicators with the assistance of the VRT, update and maintain the Quality Confirmation Map, and apply quality principles and analytical techniques to establish and continuously improve manufacturing processes and products.

You will lead roles in resolving assembly-related concerns, lead variability reduction and lean manufacturing initiatives and best practices, and implement interim and permanent corrective actions to resolve quality issues using 8D tools, 6-panel, etc.

Qualifications:

• High School Diploma or GED
• Min 5 years Manufacturing Experience
• Min 5 years Quality experience
• Previous union experience
• Previous data experience
• Microsoft Office (Excel, PowerPoint, Word)
• Excellent written and verbal skills

Even better, you may have:

• Associate degree
• Black Belt trained or certified
• Knowledge of QARS, GSAR, ECB
• QLS Usage and Data Analysis
• WBDM Data Analysis and Interpretation
• AVIS Cell Data Analysis and Interpretation – Experience
• VOW Cell Data Analysis and Interpretation
• Error Proofing Data Analysis and Interpretation
• ONTRAC
• Quality Leadership System (QLS)
• Health Chart CTQ in E2KS

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$335K – $350K • Offers Equity

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

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

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

• 401(k) retirement plan with employer match

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

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

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

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

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

• Relocation support for eligible employees

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

About the team

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

About the role

We are hiring a Head of North America Sales Development to build and lead OpenAI’s first enterprise Sales Development organization out of San Francisco. Reporting directly to the Global Head of Sales Development, this role is a core part of the Enterprise GTM leadership team.

This is a true 0 → 1 build. You will design the operating model, hire the initial leadership and SDR teams, and define how OpenAI engages, qualifies, and advances enterprise opportunities. Your mandate is to convert product usage, pilots, and inbound demand into high-quality, winnable pipeline for our Large Enterprise and Strategic Accounts teams.

In this role, you will

• Stand up OpenAI’s first enterprise North America Sales Development function, including org design, hiring plan, tooling, and performance management.

• Build and scale a North America SDR organization aligned to Large Enterprise, Strategic Accounts, and industry verticals.

• Own the enterprise pipeline generation strategy, ensuring consistent, high-quality opportunity flow into the field.

• Translate product usage, pilots, developer activity, and inbound interest into qualified enterprise opportunities.

• Create vertical-specific and account-based SDR motions for Financial Services, Life Sciences, and Retail.

• Partner with Sales, Field Engineering, Marketing, Partnerships, and Strategy & Ops to orchestrate a unified GTM front door.

• Establish best-in-class outbound, inbound, ABM, product-led, and partner-sourced playbooks.

• Build a data-driven operating system that connects SDR activity to pipeline quality, deal velocity, and revenue.

• Recruit, coach, and develop first-line SDR leadership.

• Serve as a strategic partner to the CRO and Sales leadership on where and how OpenAI invests to capture enterprise demand.

You may thrive in this role if you

• Have 10+ years in enterprise sales, revenue, or GTM leadership.

• Bring 3-5+ years of second-line SDR leadership building and managing managers.

• Have built enterprise demand engines from scratch in product-driven or platform businesses.

• Are fluent in product-led and usage-based GTM (PQLs, pilots, free-to-paid, expansion).

• Have experience selling into regulated or high-stakes industries (FS, Life Sciences, Retail).

• Are highly data-driven, with experience in pipeline analytics and forecasting.

• Thrive in matrixed GTM organizations spanning Sales, Product, Marketing, and Partnerships.

• Are a strong talent builder with the presence to engage senior enterprise and CRO-level stakeholders.

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The ideal candidate will have 3+ years of experience in revenue operations, billing operations, or growth ops at a SaaS or usage-based company. They will be operationally relentless, comfortable owning the billing lifecycle, and able to build dashboards from raw data. They will also have experience with usage-based pricing and enterprise deal support.

In this role, you will have the opportunity to work with a small, fast-moving, technical team building essential infrastructure kakapo will use to gather data on the web. You will be responsible for keeping the engine running and making it run faster. If you're the person who finds the thing that's broken before anyone notices, builds a dashboard no one asked for but everyone needs, and quietly saves the company $50K by catching a bad contract , this is your role.

This is a hands-on role that requires someone who is comfortable with process docs, but also lives in the numbers and can build the reporting infrastructure. The ideal candidate will be able to own billing, dashboards, compliance, and procurement themselves, and will not need a direct report for each function. They will also be able to treat compliance as someone else's problem, and will not be intimidated by new tools.

We offer a competitive salary of $90,000–$160,000/year, up to 0.05% equity, and a generous PTO policy. We also offer parental leave, wellness stipends, learning and development opportunities, and team offsites.

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You will partner with Deal Desk, Legal, Go-to-Market, RevOps, Billing, Product, Strategic Finance, and Revenue Accounting to help OpenAI scale its commercialization efforts while maintaining strong accounting rigor, audit readiness, and operational practicality. This role is critical to ensuring our technical revenue accounting policies, decision frameworks, and processes remain robust as the business grows and changes.

In this role, you will:

• Review complex customer arrangements to identify revenue recognition implications under ASC 606, including non-standard terms, bundled offerings, usage-based pricing, committed spend, and contract modifications.
• Develop, document, and communicate technical accounting conclusions that are both well-supported and operationally executable.
• Partner with Deal Desk, Legal, GTM, RevOps, Billing, Product, and Strategic Finance to evaluate deal structures and provide practical accounting guidance.
• Help design and improve scalable revenue accounting processes, systems, controls, and workflows to support month-end, quarter-end, and year-end reporting.
• Support the accounting implications of new product launches, pricing changes, and evolving commercial models.
• Prepare and maintain technical accounting memos, policy documentation, and audit-ready support for complex revenue positions.
• Assist with internal and external audit processes and contribute to cross-functional initiatives that improve the quality, speed, and scalability of revenue accounting.

You might thrive in this role if you have:

• 8+ years of relevant experience across public accounting, accounting advisory, technical accounting, revenue accounting, or industry roles in technology, SaaS, AI, cloud, infrastructure, or other complex business models.
• Deep knowledge of ASC 606 and experience applying revenue recognition guidance to complex customer arrangements.
• Experience evaluating non-standard contracts, contract modifications, variable consideration, multi-element arrangements, principal-agent questions, material rights, and usage-based or subscription revenue models.
• Strong technical accounting judgment paired with the ability to translate complex conclusions into clear, practical guidance for cross-functional stakeholders.
• Experience partnering effectively with teams such as Deal Desk, Legal, GTM, RevOps, Billing, Product, Strategic Finance, and external auditors.
• A track record of building or improving scalable processes, systems, controls, or workflows in a fast-moving environment.
• Experience implementing or improving revenue automation or revenue accounting systems such as Zuora Revenue, NetSuite ARM, or similar tools.
• Excellent written and verbal communication skills, with the ability to influence both finance and non-finance audiences.
• Experience in Big 4 or national-firm accounting advisory, including ARA, FAAS, CMAAS, AAS, or similar practices.
• CPA required (inactive status acceptable).

Experience Level: Senior Employment Type: Full-time Workplace Type: Hybrid Category: Finance Industry: Technology Salary Range: $162K – $180K Salary Min: 162000 Salary Max: 180000 Salary Currency: USD Salary Period: year Required Skills: ASC 606, revenue recognition, technical accounting, revenue accounting, public accounting, accounting advisory, industry roles in technology, SaaS, AI, cloud, infrastructure, contract modifications, variable consideration, multi-element arrangements, principal-agent questions, material rights, usage-based or subscription revenue models, scalable processes, systems, controls, or workflows, revenue automation or revenue accounting systems, excellent written and verbal communication skills, Big 4 or national-firm accounting advisory, CPA Preferred Skills: None

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The salary range for this position is $150,000–$180,000/year. You'll also receive equity in the company.

As an Executive Assistant to the CEO, you'll be responsible for owning the CEO's calendar with zero ambiguity, triaging the inbox so nothing gets lost, ensuring every commitment has follow-through, handling sensitive information with complete discretion, taking care of the operational details, using AI tools to make your systems even tighter, and earning deeper context over time.

We're looking for someone who is borderline obsessive about details and follow-through, has high emotional intelligence and low ego, is trustworthy at the highest level, executes to spec, fast, and doesn't freelance on priorities, and is slightly overqualified and happy about it.

If you're interested in this role, please apply with your resume and a cover letter explaining why you're the perfect fit for this position.

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This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration,and is critical to our growth in the Enterprise segment.

Key Responsibilities:

• Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities.
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
• Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
• Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast accuracy within ±10 %.
• Executive negotiation & closing: Lead high-stakes contract and pricing discussions,defend your value, structure give/get trades, and land multi-year consumption commitments.
• Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
• Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

Requirements:

• Proven SaaS quota-carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
• Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
• Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.
• Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.
• Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model,bonus if you’ve sold or advocated in an OSS context.

We offer a competitive salary and benefits package, as well as opportunities for professional growth and development. If you're a motivated and experienced sales professional looking for a new challenge, we encourage you to apply.

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

Responsibilities:

Activations Strategy & Operating Model

• Partner with activations and sales leadership to develop GTM strategy, motions, and sector focus and strategy.
• Refine GTM strategies across key product and segmentation verticals.
• Identify customer needs, pain points, etc., and share feedback cross-functionally to guide solution building across global teams such as product, sales, engineering, finance, legal, etc.
• Build and maintain customer value propositions, use cases, and activations playbooks.
• Drive territory and account segmentation strategies based on customer characteristics, existing spend, and opportunity.
• Establish industry benchmarks and best practices to guide activations approach and prioritization.
• Work with Finance on target setting, planning, and bottom-up modeling.

Go-to-Market Strategy & Execution:

• Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions.
• Drive quarterly, semi-annual, and annual planning cycles for sales-aligned GTM segments.
• Analyze activations metrics and activation/adoption potential to develop proactive insights and actions.
• Partner with Activations leadership to evolve activations and consumption motions and industry best practices based on vertical nuances.
• Continuously evaluate market opportunities, competitive positioning, and whitespace within target segments.

Cross-Functional Leadership:

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

Operational Excellence:

• Remove operational bottlenecks specific to complex activations deployments and adoption cycles.
• Execute critical processes including strategic account transitions from closed-won to activated, CRM configurations, and segment data management.
• Optimize activations technology stack and ensure effective adoption of Salesforce and other sales tools.
• Establish activations process methodology, qualification criteria, and activation stage definitions for consistent execution that drive adoption and expansion.
• Ensure smooth operations across complex, multi-stakeholder activations motions typical in enterprise B2B software.

You may be a good fit if you have:

• 10+ years of experience in GTM strategy, revenue operations, customer success operations, or management consulting with B2B SaaS or enterprise technology focus.
• Deep experience with consumption-based or usage-based business models, ideally in API, cloud infrastructure, or platform businesses.
• Proven track record designing and implementing activations operating models that scale.
• Strong analytical capabilities with demonstrated ability to build metrics frameworks and translate data into strategic insights.
• Experience with customer segmentation, engagement tier design, and resource allocation optimization.
• Proficiency with GTM systems including Salesforce, BI tools, and customer health platforms.
• Ability to influence cross-functionally and drive alignment across Sales, CS, Product, and Finance leadership.

Strong candidates may also have:

• Experience at high-growth companies navigating the transition from founder-led sales to scaled GTM operations.
• Background in companies like Stripe, Twilio, Snowflake, Databricks, or AWS with exposure to consumption economics.
• Management consulting experience (strategy or operations) with enterprise technology clients.
• Demonstrated success building activations teams or operating models from the ground up.
• Passion for AI and alignment with Anthropic's mission of beneficial AI development.

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: $270,000-$310,000 USD

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The impact you will have: Assess your accounts and develop a strategy to engage all buying centres, driving deals forward and shortening decision cycles Use a solution-led approach to create meaningful value for new logo accounts Identify and close quick wins while managing longer, complex sales cycles Own a defined list of prospects in UAE and build strategies targeting all critical stakeholders Support broader customer transformation goals through strategic partnerships, well-scoped services, training, and targeted Executive engagement Build strong value throughout the sales process to guide successful negotiation Orchestrate cross-functional teams to maximise impact across your ecosystem Own the consumption narrative, using demand plans to surface high-value use cases in each account Stay customer-centric by delivering both technical and business outcomes through the Databricks Intelligence Platform

What we look for: Strong new business development background with a track record of closing and exceeding quota in consumption based business (SaaS, PaaS, IaaS) Experience navigating procurement frameworks and mechanisms Background in Cloud software, open source technology, or the Data and AI space Experience driving adoption of usage-based SaaS services and co-selling with AWS, Azure or Google Cloud Ability to identify key use cases and buying centres to expand Databricks' value within an organisation Methods for co-developing business cases and securing C-level sponsorship Experience building strong champions, collaborative teams and productive partnerships Understanding of consumption-based land-and-expand sales models Familiarity with robust sales methodologies (e.g., account planning, MEDDPICC, Value Selling) and accurate forecasting Demonstrated contributions and a consistent track record of success Based in London (relocation to Dubai expected early 2027) with availability for travel Demonstrable experience working with integration partners Fluent English, knowledge of Arabic is a plus

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You will work cross-functionally with our EMEA-based team to generate pipeline, map out solutions, and ensure long-term success for new and existing customers. This includes owning the full sales cycle for your book of business, leveraging MEDDICC and Command of the Message to effectively qualify deals, and educating current and prospective customers on the value proposition of Airtable's Connected Applications Platform.

Key responsibilities include:

• Owning the full sales cycle for your book of business across Northern Europe
• Leveraging MEDDICC and Command of the Message to effectively qualify deals
• Educating current and prospective customers on the value proposition of Airtable's Connected Applications Platform
• Partnering with Customer Success Managers and other cross-functional teams to grow and renew existing accounts
• Building relationships with senior stakeholders across all industries
• Coordinating resources throughout the sales cycle, including legal, sales engineering, implementation specialists, and sales leadership

Requirements:

• 7+ years of quota-carrying SaaS sales experience
• 4+ years selling into the Enterprise segment
• Strong track-record of overachieving quota throughout your current tenure & career
• Passionate about generating your own pipeline opportunities and landing new logos
• Closed and owned complex deals with named accounts (5000+ FTEs)
• Experience expanding initial use-cases across other teams and organisations within existing customers
• Comfortable managing and navigating a variety of high-level stakeholders with a track-record of building trusted relationships
• Effective and collaborative cross-functional partnerships are a regular part of your day-to-day
• Trained in MEDDICC and/or Command of the Message
• Embody a growth mindset and seek out opportunities to constantly learn and grow
• Passionate about our Connected Applications Platform product space

In addition to NHS coverage, you will have access to supplemental insurance 100% covered (and your dependents covered at 85%). You will also receive a competitive pension scheme, life insurance, paid leave, and sick leave. Other benefits include complimentary mental health support, family planning support, flexible and generous time off and sick time benefits, transportation & commuter benefits, and a monthly 'Lifestyle Wallet' to use for benefits like personal fitness, pet care, and nutrition coaching.

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Key responsibilities include:

• Providing functional support for SAP FI processes, including General Ledger, Accounts Receivable, Accounts Payable, Asset Accounting, and Bank Accounting
• Leading incident analysis and resolution for complex FI-related issues
• Performing impact analysis and solution design for change requests
• Acting as the primary FI contact for business finance stakeholders
• Ensuring solutions align with SAP Best Practices and internal accounting controls

Requirements include:

• Strong experience in SAP Financial Accounting, with a focus on General Ledger (New GL/Universal Journal), Accounts Receivable, Accounts Payable, Asset Accounting, and Bank Accounting
• Proven experience in SAP S/4HANA Finance, with at least one AMS or post-go-live support engagement, working in L2/L3 support models
• Solid configuration knowledge of SAP FI processes
• Deep understanding of financial integration points
• Confident use of SAP Fiori Launchpad, application logs, and message handling
• Bachelor's Degree in Computer Science or a related field is an advantage

Nice to have:

• Experience in SAP S/4HANA implementation projects
• Functional support for data migration mapping and load
• Involvement in both ECC and S/4HANA environments
• Experience in SAP FI Localization
• Strong analytical mindset
• Structured problem-solving skills
• Excellent communication skills
• Continuous learning attitude
• Ability to deliver on parallel projects

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As part of the team, you will help solve complex business problems by developing viable cutting-edge AI/ML solutions.

You will develop and implement creative solutions that fundamentally transform business processes, delivering breakthrough improvements rather than incremental changes.

You will work closely with other AI/ML researchers and engineers, SWEs, product owners/managers, and business stakeholders, and participate in the full lifecycle of solution development, including requirements gathering with business, experimentation and algorithmic exploration, development, and assistance with productization.

Key Responsibilities:

• Work independently or as part of a team to help design and implement high accuracy and delightful user experience solutions utilizing ML, NLP, GenAI, Agentic technologies.

• Participate in all aspects of solution development, including ideation and requirement gathering with business stakeholders, experimentation and exploration to identify strong solution approaches, solution development, etc.

• Prototype, test, and iterate on novel AI models and approaches to solve complex business challenges.

• Collaborate with cross-functional teams to identify opportunities where AI can create significant business value, and transition solutions into production systems.

• Research and stay updated with the latest advancements in machine learning and AI technologies.

• Participate in code reviews, technical discussions, and knowledge sharing sessions.

• Communicate technical concepts and transformative ideas effectively to both technical and non-technical stakeholders.

Required Skills & Qualifications:

• Bachelor's with 10+ years, Master's with 7+ years, or PhD with 5+ years in Computer Science, Data Science, Machine Learning, or related field.

• Deep expertise and proven ability in developing high accuracy/value solutions to business problems in the NLP, Generative AI, Agentic AI, and/or ML space.

• Hands-on experience with data processing, experimentation, and exploration.

• Strong programming skills in Python.

• Experience with cloud platforms (AWS, Azure, GCP) for deploying ML solutions.

• Excellent problem-solving skills and attention to detail.

• Strong communication skills to collaborate with technical and non-technical stakeholders.

• Ability to work independently and collaboratively.

Additional Preferred Skills & Qualifications:

• Understanding of the financial markets, including experience with financial datasets, is strongly preferred.

• Experience with ML frameworks such as PyTorch, TensorFlow.

• Familiarity with MLOps practices and tools such as SageMaker, MLflow, or Airflow.

• Previous experience working in an Agile environment.

Millennium pays a total compensation package which includes a base salary, discretionary performance bonus, and a comprehensive benefits package. The estimated base salary range for this position is $175,000 to $250,000, which is specific to New York and may change in the future.

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Based in Mount Vernon, US, the position leads a high-performing team that supports OSD platform teams and senior scientific experts, ensuring robust, reliable and innovative manufacturing performance across the product lifecycle.

In this role, the Senior Director Global OSD leads and develops a diverse technical organisation focused on delivering strong product and process performance for AstraZeneca’s commercial OSD portfolio. The position manages and coaches direct reports, building capability, engagement and succession while fostering a culture of continuous improvement and innovation.

As a key member of the North Americas Commercial Operations Leadership Team, the role shapes regional strategy, aligns cross-functional priorities and translates strategy into clear, actionable plans that drive value across the network.

The Senior Director is accountable for proactively managing product and process robustness, using data, AI and advanced analytics to generate insights and drive performance improvements.

The role develops and implements science and innovation strategies for OSD manufacturing, with particular emphasis on material science, pharmaceutics and new technology introduction in partnership with Manufacturing Technology and Product Development.

A critical part of the remit is to maintain a best-in-class technical support model for internal manufacturing sites and external partners, ensuring outstanding customer service and effective risk management.

The Senior Director sets clear direction, communicates with impact and influences at all levels to embed Lean principles, operational excellence and compliant ways of working across the function.

The role also carries financial accountability for the team’s budget, including headcount and revenue, ensuring resources are deployed effectively to deliver strategic priorities.

Operating confidently in a global environment, the Senior Director builds an organisation ready for future challenges and change, contributing significantly to the success of Operations and the commercial viability and availability of current products.

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As a Senior Data Scientist, you will work on various topics such as rankings, recommendations, user segmentation, user lifetime value, business forecasts, etc. You will have access to our huge dataset and work in collaboration with stakeholders from various departments.

Your objective is to build the best internal and external products for our customers. Holidu highly values a diverse and open environment with people from all over the world.

This role is based in Munich with a hybrid setup.

Our Tech Stack

• Flexible data science environment (Python, Sagemaker)
• Database: AWS Stack (Redshift, Athena, Glue, S3).
• Data Pipelines: Airflow, DBT.
• Data Visualization: Looker.
• Data Analytics: SQL, Python.
• Collaboration: Git.

Your role in this journey

You will play a pivotal role in the Business Intelligence team alongside data scientists, analysts, and engineers. Together, you will lead the development and enhancement of our company-wide machine learning strategy.

• Collaborate across various business departments to identify opportunities and solve critical business challenges using data science solutions.
• Build and optimize predictive models such as booking cancellation forecasts, churn predictions, pricing optimization, revenue forecasting and marketing channel allocation.
• Take models from conception to production, continuously monitor their performance, and iterate to enhance accuracy and efficiency.
• Interface with diverse business stakeholders, ensuring alignment between data science initiatives and company goals.
• Demonstrate leadership in data science projects, leveraging your expertise to drive measurable business impact.

Your backpack is filled with

• 3+ years of experience as a Data Scientist, with a proven track record of applying data science methodologies to solve complex business problems.
• A degree in Machine Learning, Computer Science, Mathematics, Physics, or a related field.
• Expertise in statistics, predictive analytics, machine learning techniques, and proficiency in tools like Python and SQL.
• Experience with Airflow and dbt is a plus.
• Strong understanding of business operations and experience collaborating with diverse stakeholders.
• Enthusiasm for data science and a drive to deliver world-class products that make a difference.

Our adventure includes

• Impact: Shape the future of travel with products used by millions of guests and thousands of hosts.
• Learning: Grow professionally in a culture that thrives on curiosity and feedback.
• Great People: Join a team of smart, motivated and international colleagues who challenge and support each other.
• Technology: Work in a modern tech environment.
• Flexibility: Work a hybrid setup with 50% in-office time for collaboration, and spend up to 8 weeks a year from other inspiring locations.
• Perks on Top: Of course, we also offer travel benefits, gym discounts, and other perks to keep you energized.

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The primary responsibilities of this role are to:

Solve real agricultural problems using deep learning and AI across image and other data modalities, translating complex models into tangible business and scientific impact.

Design and implement end-to-end machine learning pipelines for computer vision use cases, including segmentation, classification, detection, and multi-task learning.

Prototype, evaluate, and iterate on cutting-edge architectures such as CNNs, Vision Transformers, foundational and large-scale vision models, ensuring state-of-the-art performance.

Optimize models for accuracy, robustness, and inference efficiency, including experimentation with hyperparameters, compression, and deployment-oriented optimisations.

Independently build scalable data pipelines for training, validation, and evaluation, including data ingestion, augmentation strategies, and active learning loops.

Collaborate cross-functionally with product, data, and software engineering teams to integrate models into production systems and deliver reliable, maintainable solutions.

Contribute to MLOps practices, including model versioning, deployment, monitoring, and retraining workflows using modern tooling and cloud-based platforms.

Build strong cross-functional relationships and actively engage with the broader Data Science Community to share best practices, align on standards, and co-create innovative solutions.

Present clear, compelling, and validated stories about experiments, results, and recommendations to peers, senior management, and internal customers to drive strategic and operational decisions.

We seek an incumbent who possesses the following:

M.S. with 2+ years of experience or Ph.D. in Computer Science, Electrical Engineering, or a related field with a focus on machine learning or computer vision.

Proficiency in Python and experience with deep learning frameworks such as PyTorch or TensorFlow.

Hands-on experience with modern computer vision architectures including models such as ResNet, UNet, DeepLab, YOLO, SegFormer, SAM, and Vision Transformers.

Strong background in handling large-scale datasets and creating custom datasets, for example using frameworks such as Hugging Face Datasets.

Solid understanding of core machine learning concepts including loss functions, regularization, optimisation, and learning rate scheduling.

Experience developing and deploying models using cloud-based ML platforms such as AWS SageMaker.

Familiarity with Unix environments, including bash, file systems, and core utilities.

Strong engineering practices including use of Git, Docker, CI/CD pipelines, modular codebase design, and unit testing.

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You'll be part of our new Dynamic Pricing & Revenue Management team, working alongside a Data Scientist and a Data Analyst. Together, you will work towards one core goal: helping hosts improve occupancy and earnings through a smart, dynamic, and data-driven pricing strategy.

Our Tech Stack

• Data Storage & Querying: S3, Redshift (with decentralized data sharing), Athena, and DuckDB.
• ML & Model Serving: MLflow, SageMaker, and deployment APIs for model lifecycle management.
• Cloud & DevOps: Terraform, Docker, Jenkins, and AWS EKS (Kubernetes) for scalable, resilient systems.
• Monitoring: ELK, Grafana, Looker, OpsGenie, and in-house tools for full visibility.
• Ingestion: Kafka-based event systems and tools like Airbyte and Fivetran for smooth third-party integrations.
• Automation & AI: Extensive use of AI tools like Claude, Copilot, and Codex.

Your role in this journey

As a Data Ops Engineer – Revenue Management, you'll be the engineering backbone that enables our Data Scientists to move from experimentation to production. You bridge the gap between data science models and reliable, scalable production systems.

Responsibilities

• Support model deployment and serving: help deploy pricing and demand models into production, building and maintaining APIs and serving infrastructure.
• Build and operate production pipelines: ensure data flows reliably from source to model to output, with proper monitoring and alerting.
• Collaborate cross-functionally: work closely with Data Scientists, Analysts, and Engineering teams to turn prototypes into production-ready solutions.
• Own infrastructure and tooling: set up and maintain the environments, CI/CD pipelines, and infrastructure that the team depends on.
• Ensure operational excellence by implementing monitoring, automated testing, and observability across the team's production systems.
• Migrate and productionize POC: turn experimental code into robust, maintainable Python applications.
• Ensure data quality, consistency, and documentation across revenue management metrics and datasets.

Benefits

• Impact: Shape the future of travel with products used by millions of guests and thousands of hosts.
• Learning: Grow professionally in a culture that thrives on curiosity and feedback.
• Great People: Join a team of smart, motivated, and international colleagues who challenge and support each other.
• Technology: Work in a modern tech environment.
• Flexibility: Work a hybrid setup with 50% in-office time for collaboration, and spend up to 8 weeks a year from other inspiring locations.
• Perks on Top: Of course, we also offer travel benefits, gym discounts, and other perks to keep you energized.

Experience

• 4+ years of experience in Software Engineering, Data Engineering, DevOps, or MLOps.
• Strong hands-on skills in Python , you write clean, production-quality code.
• Experience with CI/CD, Docker, and infrastructure-as-code (e.g., Terraform).
• Familiarity with cloud platforms (AWS preferred) and deploying services in production.
• Exposure to or interest in ML model deployment (MLflow, SageMaker, or similar) is a strong plus.
• Desire to learn and use cutting-edge LLM tools and agents to improve your and the entire team's productivity.
• A proactive, hands-on mindset: you take ownership, spot problems, and drive solutions forward.

How to apply

If you're excited about this opportunity, please submit your application on our careers page!

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The Client Solution Architect role within the Client Solutions capability in Global Client Connectivity plays a critical role in bridging the gap between sales and delivery, ensuring clients receive tailored, technically robust global payment solutions, with seamless implementation of complex or newly commercialised product capabilities.

As a Client Solution Architect, you will be responsible for delivering technical and product solutions to top-tier clients across Global Payments Solutions (GPS) connectivity products. You will lead multiple global, complex projects to onboard clients to Client Connectivity channels, including HSBC net, APIs, SWIFT connectivity, and Host-to-Host (H2H) / file-based connectivity.

You will also lead technical client workshops to understand current-state processes and support automation goals across Accounts Payable, Receivables, Treasury, Payroll, and bank statements/reconciliation integration. You will provide pre-mandate technical support for Request for Information / Request for Proposals (RFI/RFPs) and solution proposals.

You will deliver integrated solutions that streamline workflows and optimise client Enterprise Resource Planning / Talent Management System (ERP/TMS) usage, proactively identify technical blockers, and drive resolution to protect timelines and client outcomes.

You will finalise product and technical solutions post-mandate, documenting the approach in a statement of work; partner with project management to build plans, identify risks, and manage dependencies.

You will communicate effectively with stakeholders at country, regional and global levels; act as liaison across Client Service, Sales/Coverage, Product and Information Technology (IT).

You will manage a varied portfolio of complex, global integration initiatives, including piloting new GPS products/services.

You will simplify and challenge existing processes, contribute to continuous improvement and client experience outcomes, and provide feedback to product teams on client requirements and competitive landscape to drive enhancements.

You will maintain an in-depth understanding of the financial and technical environment of clients' businesses and stay current on industry trends and payment regulation changes.

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You will gain a deeper understanding of Everlaw's software, customers, and sales processes through training and experience, allowing you to better target future customers. You will also develop your product knowledge through Everlaw's Product certification, using your expertise to present Everlaw's value to customers in greater detail.

In your role, you'll execute against your territory and account plans to develop a healthy pipeline that leads to consistent quota achievement. You will oversee the entire sales cycle while collaborating with cross-functional teams including Solutions Architecture, Customer Success, Business Development, and Legal.

You will possess a track record of success selling SaaS platforms into net new accounts, demonstrated by overachievement of quota ($1M+ ARR). You will have at least 7 years of successful field sales experience in an Enterprise or Strategic SaaS sales role.

The annual base salary for this position is $175,000, with a total On-Target Earnings (OTE) of $350,000. The variable component is performance-based, contingent upon attainment of specific sales objectives, which are governed by Everlaw's policies and incentive plans.

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Location: San Francisco, California

Department: Finance & Business Operations

Job Description:

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

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

Founded in 2011 and trusted by nearly 30,000 global businesses, Intercom is setting the new standard for customer service. Driven by our core values, we push boundaries, build with speed and intensity, and consistently deliver incredible value to our customers.

What's the opportunity?

This position will play a key role in supporting and scaling Intercom’s revenue accounting operations. You will work closely with Revenue, Finance Systems, Data, and GTM teams to ensure accurate, efficient, and scalable revenue processes as the business grows.

This role is highly operational and detail-oriented, with a focus on owning complex revenue workflows, improving visibility into in-month activity, and ensuring the accuracy of automated processes. You’ll play a critical role in validating automation outputs, strengthening controls, and reducing risk across key revenue streams,including enterprise contracts and usage-based revenue.

We are seeking a motivated and detail-oriented individual with strong revenue accounting fundamentals who is excited to improve processes, leverage automation and AI tools, and operate in a fast-paced SaaS environment.

What will I be doing?

• Own and execute key components of the monthly revenue close process, ensuring accuracy and timeliness.

• Manage complex revenue workflows, including ramped contracts, usage-based revenue, and other non-standard arrangements.

• Track and monitor revenue transactions throughout the month to improve visibility and reduce month-end close spikes.

• Own and prepare reconciliations for revenue-related accounts, ensuring completeness and accuracy.

• Perform detailed variance and flux analysis, identifying key drivers and investigating discrepancies.

• Serve as UAT lead for automation and systems initiatives impacting revenue accounting.

• Validate system outputs and ensure revenue recognition is accurate and compliant with ASC 606.

• Build and maintain controls around automated processes to ensure data integrity and audit readiness.

• Partner closely with Finance Systems and Data teams to enhance revenue systems, data flows, and reporting.

• Support accounting for enterprise contracts and ensure proper treatment of complex deal structures.

• Assist in operationalizing usage-based revenue models, including validation of data inputs and revenue outputs.

• Contribute to process improvements and automation initiatives, including leveraging AI tools to streamline workflows and reduce manual effort.

• Support audit requests and maintain documentation for key revenue processes and controls.

What skills do I need?

• Bachelor’s degree in Accounting or Finance; CPA (or in progress) preferred.

• 5+ years of accounting experience, with exposure to revenue accounting (SaaS experience preferred).

• Strong understanding of U.S. GAAP and foundational knowledge of ASC 606.

• Experience supporting month-end close processes, including reconciliations and variance analysis.

• Experience with NetSuite (NetSuite ARM experience is a plus).

• Familiarity with Stripe, Salesforce (SFDC), and Snowflake is a plus.

• Experience with SaaS and/or usage-based revenue models preferred.

• Strong attention to detail and ability to manage and track high volumes of transactions.

• Analytical mindset with the ability to investigate issues and ensure data accuracy.

• Interest in automation and experience working with or validating system-driven processes.

• Excitement about leveraging AI tools to improve accounting workflows and efficiency.

• Strong communication and collaboration skills, with the ability to work cross-functionally.

• Organized, proactive, and able to operate effectively in a fast-paced, high-growth environment.

Benefits

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

• Competitive salary and meaningful equity

• Comprehensive medical, dental, and vision coverage

• Regular compensation reviews - great work is rewarded!

• Unlimited access to Claude Code and best-in-class AI tools; experimentation & building is encouraged & celebrated.

• Flexible paid time off policy

• Paid Parental Leave Program

• 401k plan & match

• In-office bicycle storage

• Fun events for Intercomrades, friends, and family!

*Proof of eligibility to work in the United States is required.

The base salary range for candidates within the San Francisco Bay Area is $147,000-$180,000. Actual base pay will depend on a variety of factors such as education, skills, experience, location, etc. The base pay range is subject to change and may be modified in the future. All regular employees may also be eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).

#LI-Hybrid

Policies

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

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

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As a Senior Account Executive on the Growth team, you will play a key role in helping Dropbox evolve how we go to market as we expand into newer products like Dash. This role goes beyond traditional account expansion. You’ll be responsible for building and scaling how we sell across new use cases and buying centers within our install base and with net new customers.

You will operate at the intersection of execution and problem-solving, closing business while helping shape our sales motion, messaging, and approach.

This is an opportunity to have a direct impact on how Dropbox grows its next generation of products, with high visibility across GTM leadership.

Responsibilities

• Own the full sales cycle from pipeline generation through close and renewal within your territory
• Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders
• Expand beyond existing motions to uncover new use cases and opportunities
• Consistently generate pipeline through outbound efforts, account mapping, events, and partner collaboration
• Forecast accurately and manage pipeline to consistently meet or exceed revenue targets
• Lead strong discovery to uncover customer challenges, priorities, and desired outcomes
• Apply structured qualification and value-selling frameworks (e.g., MEDDICC, SPICED) to advance deals
• Clearly articulate business impact and position Dropbox solutions around outcomes, not features
• Drive deal momentum by building urgency, aligning stakeholders, and establishing clear next steps
• Contribute to evolving GTM strategy by refining ICP, messaging, and use cases (e.g., Dash)
• Collaborate cross-functionally and bring insights from the field to influence Product and GTM

Requirements

• 6+ years of B2B SaaS sales experience, ideally including time in early-stage, new product, or evolving GTM environments
• Proven ability to generate pipeline and close deals in ambiguous or evolving markets
• Strong experience with qualification frameworks such as MEDDICC, SPICED, or similar
• Demonstrated use of value selling methodologies such as Command of the Message or equivalent
• Experience selling to mid-market and enterprise customers, including executive stakeholders
• Consistent track record of meeting or exceeding sales targets
• High ownership mentality - you take initiative and move things forward without waiting for direction
• Thrive in ambiguity and are comfortable operating without a fully defined playbook
• Curious and business-oriented, with the ability to connect customer problems to solutions
• Resourceful and adaptable - you figure things out and adjust quickly
• Strong collaborator who contributes positively to team culture
• Experience using Salesforce or similar CRM tools to manage pipeline and forecast
• Strong organizational skills and ability to manage multiple complex deals

Preferred Qualifications

• Experience selling a new or emerging product within an existing portfolio
• Experience working in high-change or transformation environments
• BA/BS degree or equivalent experience
• General familiarity with AI or productivity tools

Compensation

US Zone 2: $187,900-$254,100 USD US Zone 3: $166,900-$225,900 USD

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As an Enterprise Account Executive, you will:

• Own your customer & build pipeline and close any ongoing engagements.
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
• Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
• Mutual deal strategy & forecast accuracy: Collaborate with your customer to build formal close plans and keep your CRM up-to-date.
• Executive negotiation & closing: Lead high-stakes contract and pricing discussions,defend your value, structure give/get trades, and land multi-year consumption commitments.
• Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
• Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

We're looking for someone with:

• Proven experience of working with or for NATO with existing relationships.
• Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
• Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.
• Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.
• Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model.

Bonus Points:

• Prior experience of projects with geospatial content.
• Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.

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

As a Mid-Market Customer Success Manager II, you will own a book of business comprised of our growing customer base, working day to day with Finance teams from CFOs to Accounting Managers to ensure they unlock the full value of Brex’s solutions. You will develop a deep proficiency in all aspects of Brex products and work cross-functionally with internal teams, including Implementation, Solutions, and Product.

Responsibilities

• Develop a deep expertise in Brex products to actively show customers how to become “power users” of the platform.
• Proactively manage an assigned book of accounts to drive customer adoption, value realization, and account growth.
• Act as a trusted advisor to finance stakeholders by providing guidance on best practices across spend management, credit policy, reconciliation workflows, and financial reporting automation.
• Build multi-threaded relationships across functional areas (Finance, Procurement, AP, IT, and Security) to increase platform stickiness and customer engagement.
• Lead business reviews and financial health checks that drive executive alignment and showcase ROI.
• Proactively identify and mitigate churn risks through data analysis, usage insights, and issue resolution.
• Partner cross-functionally with Sales, Product, Credit, Risk, and Operations teams to deliver a seamless customer experience and advocate for product improvements.

Requirements

• 4+ years of experience in customer-facing roles managing a book of business, owning account health, executive relationships, and expansion strategy at a high-growth start-up.
• Deep fluency in the language of modern finance, demonstrated through hands-on experience with the ecosystem of financial technology – including ERPs, spend management platforms, or AP automation tools.
• Experience and comfort with interacting with a high volume of customers at different stages of the customer lifecycle.
• Strong business acumen with a finance-first mindset and comfortable speaking the language of CFOs, Controllers, and FP&A teams.
• Ability to synthesize product usage data and identify key insights and trends.
• Demonstrated success in cross-functional collaboration and influencing internal roadmaps based on customer needs.

Bonus Points

• You think in systems, not silos, and understand the bigger picture of customer value.
• You are energized by developing relationships across a wide range of levels and roles

Compensation

The expected OTE range for this role is $117,600 to $147,000. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity.

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As a key member of our engineering team, you will own and operate Figma's core observability stack, including vendor platforms such as Datadog, ensuring high availability, strong data quality, and effective signal-to-noise across metrics, logs, and traces.

You will define and drive the technical strategy for instrumentation standards, observability libraries, agents, and operators used to monitor internal and external facing services. You will also explore and implement innovative, AI-driven approaches to anomaly detection, root cause analysis, signal correlation, and operational automation.

In addition, you will establish clear frameworks for cost attribution, budgeting, forecasting, and alerting across infrastructure and observability spend, enabling teams to make informed tradeoffs.

You will partner with infrastructure, product engineering, finance, and security teams to improve visibility into system health and cost efficiency at scale.

You will lead initiatives to optimize observability footprint and spend, balancing depth of insight with performance and cost considerations.

You will coach and mentor engineers through career development, performance feedback, and technical leadership, fostering a culture of ownership, collaboration, and high-quality execution.

We are looking for someone with 4+ years of experience leading infrastructure, observability, or platform engineering teams, with a track record of delivering highly reliable production systems.

You should have deep hands-on experience with modern observability platforms (e.g., Datadog, OpenTelemetry) across metrics, logs, and distributed tracing.

You should have a strong understanding of distributed systems, instrumentation best practices, SLO design, and incident response workflows.

Experience driving cost transparency and accountability initiatives, including cost attribution, budgeting, forecasting, and alerting in cloud environments is also required.

Preferred skills include experience designing or evolving company-wide observability standards, shared libraries, and agent/operator-based integrations, background in cost optimization for infrastructure or observability tooling, including vendor negotiations and usage modeling, and experience applying AI or machine learning techniques to anomaly detection, root cause analysis, or operational automation.

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You are a proactive 'hunter' who thrives on building relationships, navigating complex sales cycles, and closing high-value deals. You will work closely with cross-functional teams to deliver tailored solutions that address client needs and establish long-term partnerships.

Key responsibilities include:

• Securing new Enterprise accounts across multiple customers, creating a strong foundation for long-term partnerships.
• Developing and executing a focused strategy for identifying and winning high-potential accounts in untapped markets.
• Identifying and closing quick wins while managing longer, complex sales cycles.
• Planning, documenting, and driving the growth of Databricks usage in newly won accounts to maximize customer impact.
• Establishing essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates.

To succeed in this role, you will need:

• 5+ years of experience selling complex software deals to the region's recognizable organizations within the DOD/DOW space, specifically 4th Estate.
• Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem.
• Background in selling usage-based PaaS/SaaS solutions, or other Data/AI/ML technologies.
• Experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message.
• Experience in hunting in a greenfield space while also consulting with existing accounts to expand further use.

The pay range for this role is $245,200-$337,150 USD, and the total compensation package may also include eligibility for annual performance bonus, equity, and benefits.

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

More than 70,000 companies around the globe, including WeWork, Asana, NASDAQ, AAA Insurance, COMPASS Realty, Uber, Randstad, and Tractor Supply, rely on Dialpad to build stronger customer connections using real-time, AI-driven insights.

We’re now leading the shift to Agentic AI: intelligent agents that don’t just analyse conversations but take action by automating workflows, resolving customer issues, and accelerating revenue in real time. Our DAART initiative (Dialpad Agentic AI in Real Time) is redefining what a communications platform can do.

Visit dialpad.com to learn more.

Being a Dialer

At Dialpad, AI isn’t just a feature; it’s how our teams do their best work every day. We put powerful AI tools in every employee’s hands so they can move faster, think bigger, and achieve more.

We believe every conversation matters. And we’ve built the platform that turns those conversations into insight and action, for our customers and ourselves.

We look for people who are intensely curious and hold themselves to a high bar. Our ambition is significant, and achieving it requires a team that operates at the highest level.

We seek individuals who embody our core traits: Scrappy, Curious, Optimistic, Persistent, and Empathetic.

Your role

The Revenue Operations Manager – Post Sales owns the operational mechanics of Dialpad’s recurring revenue engine. This role is accountable for:

• Gross Revenue Retention (GRR)
• Net Revenue Retention (NRR)
• Renewals forecast accuracy
• Expansion pipeline governance
• Customer Success & Renewals operating cadence
• Land → Expand → Adopt → Renew journey integrity
• Product interlocks & operationalization of new product introductions within the installed base

This is a revenue ownership role,not a reporting function or a CS business partner role. This position reports to our Director of Business Operations and has the opportunity to be based in our Austin or Tempe offices.

What you’ll do

• Own operational governance of Gross and Net Revenue Retention.
• Monitor churn, contraction, and expansion drivers.
• Identify structural gaps impacting retention.
• Establish leading indicators for revenue risk.
• Provide executive-level visibility into recurring revenue health.
• Own renewal forecasting methodology and discipline.
• Validate renewal commitments and risk assessments.
• Improve renewal forecast accuracy across segments.
• Establish a structured renewal inspection cadence.
• Design and run operational forums for CS and Renewals.
• Standardize inspection standards across segments.
• Align expansion governance with sales forecasting rigor.
• Ensure consistent pipeline hygiene within post-sales motions.
• Own expansion opportunity visibility and stage discipline.
• Monitor cross-sell/upsell pipeline health.
• Identify leakage within installed accounts.
• Align expansion inspection standards with new logo practices.
• Define and govern operational handoffs across lifecycle stages.
• Ensure adoption signals are visible and measurable.
• Identify friction points in the customer journey.
• Partner cross-functionally to improve retention mechanics.
• Serve as RevOps lead for new product rollouts within the installed base.
• Ensure expansion, attach visibility, and adoption tracking.
• Monitor product adoption metrics impacting retention.
• Provide feedback loops to Product on customer behaviour trends.

Skills you’ll bring

• 6–8+ years in Revenue Operations, CS Operations, or Post-Sales Strategy.
• Experience supporting subscription SaaS retention motions.
• Deep understanding of renewal forecasting and expansion mechanics.
• Strong analytical capability and structured thinking.
• Comfortable influencing CS and executive leadership.
• Ability to operate in high-growth, cross-functional environments.
• Experience with Customer Success platforms (Planhat preferred; Gainsight, Totango, or ChurnZero acceptable).
• Strong understanding of renewal forecasting and GRR/NRR modeling.
• Advanced Excel / Sheets modeling skills; SQL proficiency preferred.
• Deep familiarity with Salesforce opportunity and account data structures.
• Experience integrating CS platforms with CRM systems.
• Ability to translate product usage data into retention insights.
• Strong BI and data visualisation experience.

Why Join Dialpad

Work at the centre of the AI transformation in business communications

Build and ship agentic AI products that are redefining how companies operate

Join a team where AI amplifies every employee’s impact

Competitive salary, comprehensive benefits, and real opportunities for growth

We believe in investing in our people. Dialpad offers competitive benefits and perks, cutting-edge AI tools, and a robust training program that help you reach your full potential.

We have designed our offices to be inclusive, offering a vibrant environment to cultivate collaboration and connection.

Our exceptional culture, repeatedly recognised as a Great Place to Work, ensures that every employee feels valued and empowered to contribute to our collective success.

Don’t meet every single requirement? If you’re excited about this role and possess the fundamental traits, drive, and strong ambition we seek, but your experience doesn’t meet every qualification, we encourage you to apply.

Dialpad is an equal-opportunity employer. We are dedicated to creating a community of inclusion and an environment free from discrimination or harassment.

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

Responsibilities:

• Sales Strategy Execution:

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

• Performance Management:

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

• Cross-Functional Collaboration:

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

• Customer Focus:

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

• Reporting & Analytics:

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

Requirements:

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

Benefits:

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

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

Policies:

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

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You will work closely with cross-functional teams to deliver tailored solutions that address client needs and establish long-term partnerships. You will report to the Sales Director, Public Sector.

Key responsibilities include:

• Securing new Enterprise accounts across multiple customers, creating a strong foundation for long-term partnerships
• Developing and executing a focused strategy for identifying and winning high-potential accounts in untapped markets
• Identifying and closing quick wins while managing longer, complex sales cycles
• Planning, documenting, and driving the growth of Databricks usage in newly won accounts to maximize customer impact
• Establishing essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates

To succeed in this role, you will need:

• 5+ years of experience selling multi-million dollar complex software deals to the region's recognizable organizations within the Public Sector segment
• Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem
• Background in selling usage-based PaaS/SaaS solutions, or other Data/AI/ML technologies
• 5+ years of experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message
• 5+ years of experience in hunting in a greenfield space while also consulting with existing accounts to expand further use

Preferred qualifications include:

• Build customer champions and collaborative teams to support the implementation of the expansion plan
• Understanding of how to develop a clear partner strategy and manage it successfully

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Key responsibilities include:

• Owning and evolving ASC 606 revenue policies for SaaS and consumption-based models, including credits, usage-based pricing, variable consideration, and contract modifications
• Leading technical accounting research and authoring clear, decision-ready memos, policies, and playbooks (e.g., SSP frameworks, non-standard deal guidance)
• Reviewing complex enterprise and strategic contracts, advising Sales, Deal Desk, and Legal on structure, risk, and revenue implications
• Defining revenue recognition approaches for new products and offerings, including performance obligations, SSP, principal vs. agent considerations, and contract changes
• Translating complex accounting guidance into practical recommendations and scalable processes for cross-functional partners
• Partnering with auditors to support revenue positions, including leading position papers, walkthroughs, and evidence strategies, while ensuring SOX-compliant controls
• Building and developing a high-performing technical revenue team, coaching managers, and raising the bar on judgment, communication, and technical rigor

Requirements include:

• CPA certification with 12+ years of progressive accounting background, including deep expertise in technical revenue accounting under ASC 606
• Strong command of US GAAP and SaaS revenue models, including multi-element arrangements, SSP, variable consideration, contract modifications, and usage-based pricing
• Proven ability to evaluate complex contracts and determine appropriate revenue treatment across a range of scenarios
• Track record of influencing and defending accounting positions with external auditors and senior stakeholders
• Skilled at translating complex accounting concepts into clear, actionable guidance for non-accounting audiences

Preferred qualifications include:

• Background in public accounting (e.g., Big 4) combined with in-house experience at a high-growth SaaS or technology company
• Familiarity with consumption-based or usage-based revenue models at scale
• Comfort operating in fast-paced environments with evolving products and business models
• Experience leading managers and developing technical accounting talent

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

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You will love understanding a product in depth and be passionate about communicating its value to customers and partners. Always prospecting for new opportunities, you will focus on growing our business in existing accounts.

You will report to the Senior Director of Sales, Japan.

The impact you will have:

• Secure new logos and expand within the enterprise accounts in the Manufacturing sector

• Expand Databricks use cases in existing and newly won accounts to maximize impact for customers

• Establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates

• Build value in all engagements to guide successful negotiations

• Plan, document, and drive the growth of Databricks usage for your customers

• Develop a deep and detailed understanding of the customer's business

• Provide leadership to the customer, important staff, and technical teams

• Identify all important data use cases and buying centers in an opportunity, to increase the impact of Databricks in an organization

• Orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions

What we look for:

• 5+ years of experience selling multi-million dollar complex software deals to the region's most recognizable organizations within the Enterprise segment

• Selling experience to Enterprise Manufacturing customers in Japan

• Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem

• Background of selling usage-based SaaS solutions, or other Data/AI/ML technologies

• 5+ years of experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message

• Build customer champions and collaborative teams to support the implementation of the expansion plan

• Understanding of how to develop a clear partner strategy and manage it to success

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Key responsibilities include:

• Owning and deepening relationships with founder/CEO-level executives at the fastest-growing AI companies
• Leading complex, high-stakes commercial negotiations spanning multiple stakeholders
• Driving strategic alignment between customer roadmaps and Anthropic's product vision
• Partnering closely with technical counterparts to ensure seamless execution and customer success

To succeed in this role, you'll need 12+ years of experience in strategic sales or account management, with a proven track record of managing high-complexity, strategic customer relationships. You'll also need strong business acumen and the ability to understand technical concepts sufficiently to engage in strategic discussions about AI implementations.

In addition to a competitive salary, you'll receive a range of benefits, including 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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Intercom is the AI Customer Service company on a mission to help businesses provide incredible customer experiences.

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

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

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

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

Responsibilities:

• Sales Strategy Execution:

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

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

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

• Performance Management:

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

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

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

• Cross-Functional Collaboration:

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

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

• Customer Focus:

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

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

• Reporting & Analytics:

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

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

Requirements:

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

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

3+ years management experience.

Previous experience building and executing on outbound sales motions.

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

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

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

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

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

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

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

Benefits:

Competitive salary and meaningful equity.

Comprehensive medical, dental, and vision coverage.

Regular compensation reviews - great work is rewarded!

Flexible paid time off policy.

Paid Parental Leave Program.

401k plan & match.

In-office bicycle storage.

Fun events for Intercomrades, friends, and family!

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

Base Pay Range: Variable

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This role involves:

• End-to-end ownership and accountability for new business strategy across Figma Weave
• Attract, hire and retain the best commercial talent to scale the Figma Weave Sales Team
• Participate in customer and prospect meetings
• Be passionate about career development and coaching
• Bring strong sales excellence, process and methodology as we expand and scale the business
• Lead weekly forecast meetings and mentor the Sales team on strategies to help exceed their goals
• Collaborate with and provide insight to the Executive team on the needs of the team and the market
• Collaborate closely with the marketing and product teams to ensure they understand and can service the needs of the market and members in the region

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

• 10+ years of sales experience (preferably within SaaS) with 3+ years of management experience
• Experience selling with an Enterprise book of customers (5000+ FTEs) and selling to executives
• Proven track record of leading successful and consistent sales team
• Understanding of our technical and competitive landscape
• Ability to thrive in a constantly changing and evolving environment
• Excitement for increasing customer happiness and developing lasting customer relationships

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

• Experience using or working with node-based design tools
• Ability to thrive in a constantly changing and evolving environment
• Experience with Command of the Message or MEDDIC sales methodology

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As a Pricing Director, you will be responsible for developing and implementing a pricing strategy that balances value-based pricing principles with commercial signals. You will work closely with Product, Finance, Revenue Operations, and Product Marketing to ensure pricing decisions are well-informed, consistently applied, and commercially viable across the full GTM motion.

Key responsibilities include:

• Developing and maintaining a pricing framework across Komodo's product portfolio
• Establishing pricing governance, including a Pricing Committee, approval workflows, and discount management policies
• Building and maintaining a pricing intelligence function that continuously monitors competitive pricing, win/loss data, and customer willingness to pay
• Working with the Deal Desk to support large or complex deals by structuring pricing and packaging that maximizes value capture while protecting margins and setting healthy precedents
• Leveraging AI tools and advanced analytics to deliver pricing insights, report on results, and model scenarios

The ideal candidate will have 10+ years of experience in pricing strategy, revenue management, or monetization in B2B technology, with a clear track record of commercial impact. They will have specific experience with usage-based, consumption, or outcome-based pricing models, and a strong understanding of AI's role in pricing strategy and monetization.

In addition to technical expertise, the successful candidate will be an excellent communicator who can distill complex quantitative analyses into clear, confident recommendations for executive audiences. They will also be a strong cross-functional collaborator who can build trust and drive alignment across Product, Finance, Sales, and Marketing.

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The impact you will have:

Assess your key accounts and develop a strategy to meet and exceed revenue and consumption goals. Implement the above strategy to meet and exceed revenue and consumption targets. Build positive relationships with key decision makers (up to and including C-level) and establish yourself as a trusted advisor for Data & AI-related subjects. Identify new business opportunities and develop the expand / consumption use cases within your key accounts. Orchestrate and utilise internal teams to maximise the impact on your ecosystem. Showcase exceptional value with all engagements to guide successful negotiations to close point.

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You will document and share your knowledge with the rest of the organization and our customers using Knowledge Centered-Services (KCS) methodology. You will also have a mindset of continuous improvement, in terms of efficiency of support processes and customer satisfaction.

To be successful in this role, you will need to work across multi-cultural and geographically distributed teams. You will have 3+ years of proven experience in Technical Support in a Software business, a technical background in fields like Information Technology, Network Engineering, Software Engineering, and a 'Customer First' mindset.

You will be a team player, able to work in a fast-paced environment with a positive and adaptable approach. You will have knowledge of databases (SQL / No SQL) or search software technologies, experience with SaaS and/or Distributed systems, experience with Linux/Unix, experience with APIs, familiarity with Knowledge Centered-Services (KCS), and highly collaborative.

Native Korean language skills and professional working proficiency in English are required, as well as effective verbal and written communication skills.

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Carta connects founders, investors, and limited partners through world-class software, purpose-built for everyone in venture capital, private equity and private credit. Trusted by 65,000+ companies in 160+ countries, Carta’s platform of software and services lays the groundwork so you can build, invest, and scale with confidence.

The Problems You'll Solve

We are looking for an ambitious Public Relations intern who’s ready to dig in and help us architect stories that scale across the whole business. Ideally, you’re a media junkie who’s genuinely curious about creating and defining various narratives that push the company forward.

What You’ll Do Day-to-Day

• Support the Communications team with production work: draft/edit pitches and press releases, build targeted media lists, prep briefing docs/FAQs, and track/summarize coverage.
• Participate in story-mining and brainstorms,we want your read on the news cycle, timely angles, and data-driven ideas.
• Master core PR tools and tactics,media databases, monitoring/measurement, message houses, and briefing prep (we’ll teach you, but you should be ready to dive in).
• Collaborate with your manager and mentor to run tight announcement workflows: timelines, cross-functional approvals, embargoes, and reporter briefings

Support & Mentorship

We know the first few weeks are a whirlwind. You will be paired with:

• A Manager: To guide your project scope, provide technical feedback, and ensure your work aligns with business goals.
• A Mentor: A dedicated peer designer to help you navigate our tool stack (Slack, Claude, project management) and give you the "unfiltered" scoop on how to succeed here.

The Team You'll Work With

At Carta, the Communications team is hard at work shaping and protecting the company’s narrative, leading media relations/PR, executive thought leadership, product announcements, content marketing, social media/influencer relations, and issues/crisis communications. It also runs internal communications to keep employees aligned on strategy and launches, and partners with marketing and leadership to tell data-driven stories that solidifies Carta as the ERP for private capital.

About You

• Recent graduate or final year student in Communications, Public Relations, English, or similar
• A "figure-it-out" mentality,you aren’t afraid to ask questions or watch a tutorial to solve a problem.
• Availability to be in-office during June and parts of August.

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As a GTM Systems Engineer, you'll work on building the systems that turn API calls into revenue, transform messy multi-jurisdictional data into clarity, and automate what currently requires 10 people to do manually. You'll architect integrations between CRM, billing, contracts, and finance, building the workflows that turn enterprise sales from a manual slog into something elegant.

You'll be responsible for building the data pipelines and dashboards that show us what's actually happening: consumption patterns, churn signals, expansion opportunities. Not vanity metrics,the kind of real-time visibility that changes how we make decisions.

We're looking for someone with 3-5+ years of experience as a Software Engineer, Systems Engineer, or RevOps Engineer at a B2B AI or SaaS company. You should have programming proficiency in Python, JavaScript/TypeScript, and SQL, as well as CRM expertise and experience building with integration platforms such as Workato, Zapier, or Tray.io.

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

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

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

About the Team

The Developer GTM organization is a startup within Cloudflare, driving how we attract, inspire, and grow the next generation of builders. We are redefining what developer acquisition looks like in a world where AI and distributed agents are reshaping the stack.

Our mission is to create new pathways for developers to discover Cloudflare, whether through ecosystem partnerships, high impact content, or creative field engagement. We are builders, storytellers, and connectors united by one goal: to make Cloudflare the most exciting place for developers to build.

What You Will Do

• Own the global DSS strategy and operating model. Define goals, scorecards, and cadences for regional teams (usage activation, expansion, proposal velocity, win rate, disciplined discounting, sourced/influenced pipeline).
• Build and lead a high-performing, distributed org. Hire, develop, and coach regional Managers; set expectations, run QBRs, and establish a clear career ladder for Solution Strategists.
• Drive activation → expansion for priority workloads. Ensure teams use usage telemetry to identify “next-best actions,” expansion paths, and strategic accounts; publish a weekly global “usage radar.”
• Standardize commercial design. Maintain global proposal templates, option frameworks (PAYG vs. commit), ROI/TCO narratives, concession “give/get” rules, and approval SLAs.
• Run pipeline and deal reviews. Establish a global rhythm for opportunity triage, strategic deal reviews, and win/loss analysis; surface systemic blockers and drive resolution with Sales, Deal Desk, Security, and Legal.
• Enable the field at scale. Ship workload blueprints, playbooks, calculators, objection handling, and talk tracks; run monthly regional enablement with Sales leadership and measure adoption and lift.
• Close the loop with Product & PMM. Translate field insights into clear, quantified recommendations on positioning, packaging, limits, and roadmap; track impact ($) of changes.
• Partner with Programs. Support startups/accelerators and targeted campaigns with BDR/Marketing, with a clear sunset plan as regions become self-sufficient.
• Forecasting & planning. Own DSS headcount planning, coverage models by segment/geo, and quarterly objectives; partner with RevOps for attribution and instrumentation.
• Culture & quality. Raise the bar on writing, narrative clarity, and executive communication; model Cloudflare’s values in every region.

Who You Are

• 10+ years in developer platforms, pre-sales/solutions, deal strategy, or commercial architecture; 4+ years leading managers across multiple regions/time zones.
• Proven ability to translate technical workloads into compelling commercial outcomes and navigate complex approvals with Sales, Finance, Legal, and Security.
• Builder’s mindset with strong operational chops: you design operating models, write crisp narratives, and drive cross-functional execution.
• Data-driven and fluent in product usage telemetry; comfortable with Sheets/SQL-level analysis to size opportunities and measure impact.
• Exceptional communicator,clear writer and presenter,from developer ICs to executive sponsors.
• Experience enabling large field organizations with playbooks, training, and tooling; passion for coaching managers and building bench strength
• Background in usage-based/consumption pricing and commit structures
• Experience with startup programs or digital-native segments
• Prior work in multiple geographies (Americas, EMEA, APAC) and with marketplace motions

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

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

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

Available Locations: Austin

Role Summary

Back in 2014, Cloudflare launched Universal SSL to provide all of our customers with the security of encrypted traffic between visitors and Cloudflare's network. On the day we flipped the switch, we doubled the amount of sites using SSL/TLS on the internet. Since then, we've been working on providing even more ways to encrypt traffic easier and more effectively.

To better serve our customers, we're constantly improving our systems for issuing, managing, and deploying TLS certificates. By joining Cloudflare's SSL/TLS Team, you can help ensure that every site owner has the ability to provide their users with a secure connection. Your code will help ensure millions of websites have access to encryption. As such, the results of your code will be felt by millions of site owners and billions of visitors every day.

We're continuously providing technology to site owners that was previously only available to the largest organizations. Your contributions will help make the web a faster, safer, better, and more heavily encrypted place.

Cloudflare is looking for a Systems Engineer to help us build services with RESTful APIs and their own datastores using Go and other languages. You will also write and maintain functional specifications for your service, so others know how it works. In this role you will integrate multiple services via message queue systems and evaluate 3rd party and open source tools. You will design and implement alerts, write procedures for ops to handle such alerts, or serve as an escalation point for unresolved operational issues. You will also need to read and understand code from a legacy codebase to migrate logic to a modern services architecture and review the code of fellow engineers via pull requests.

We strive to build reliable, fault-tolerant systems that can operate at Cloudflare's scale.

Role Requirements (Must-Have Skills)

• 3+ years of professional experience building backend systems at a technology company

• Experience writing production-quality code in Go (or other languages with a willingness to learn Go)

• Proven experience building and operating distributed systems

• Proficiency with modern Unix/Linux development and runtime environments

• Strong debugging and troubleshooting skills with attention to detail

• Track record of delivering well-tested, reliable code for production environments

Desirable Skills, Knowledge, and Experience

• Experience designing and building RESTful APIs and full-stack applications

• Familiarity with PKI/TLS concepts and certificate management

• Experience writing technical documentation and specifications

• Working knowledge of SQL and relational databases such as PostgreSQL

• Understanding of distributed systems constraints: performance, caching, data storage/retrieval

• Experience with message queues (Kafka, RabbitMQ, etc)

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!

The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

• Medical/Rx Insurance

• Dental Insurance

• Vision Insurance

• Flexible Spending Accounts

• Commuter Spending Accounts

• Fertility & Family Forming Benefits

• On-demand mental health support and Employee Assistance Program

• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance

• Life & Accident Insurance

• 401(k) Retirement Savings Plan

• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave

• Leave programs, including parental, pregnancy health, medical, and bereavement leave

What Makes Cloudflare Special?

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

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

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

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

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

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

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

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

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You will be responsible for selling towards the Manufacturing vertical domain and guiding deals forward to compress decision cycles. You will close new accounts while growing our business in existing accounts.

You will report to the Senior Director, Enterprise Sales, Japan.

Key responsibilities include:

• Expanding Databricks use cases in existing and newly won accounts to maximize impact
• Establishing essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles
• Building value in all engagements to guide successful negotiations
• Planning, documenting, and driving the growth of Databricks usage for your customers
• Developing a deep and detailed understanding of the customer's business
• Providing leadership to the customer, important staff, and technical teams
• Identifying all important data use cases and buying centers in an opportunity, to increase the impact of Databricks in an organization

Requirements include:

• 7+ years experience selling multi-million dollar complex software deals to the region's most recognizable organizations within the Enterprise segment
• Selling experience to the Enterprise segments, ideally with a Strategic account in the Manufacturing domain
• Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem
• Background of selling usage-based SaaS solutions, or other Data/AI/ML technologies
• 5+ years of experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message
• 5+ years of experience in hunting in a greenfield space while also consulting with existing accounts to expand further use

Benefits include:

• Benefits allowance
• Equity awards
• Paid parental leave
• Gym reimbursement
• Annual personal development fund
• Business travel insurance

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You will establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates. You will build value in all engagements to guide successful negotiations, plan, document, and drive the growth of Databricks usage for your customers.

You will develop a deep and detailed understanding of the customer's business, provide leadership to the customer, important staff, and technical teams, and identify all important data use cases and buying centers in an opportunity, to increase the impact of Databricks in an organization.

Orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions. You will close new accounts while growing our business in existing accounts.

The ideal candidate will have 5+ years of experience selling multi-million dollar complex software deals to the region's most recognizable organizations within the Enterprise segment, selling experience to the Enterprise FSI customers in Japan, knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem.

Background of selling usage-based SaaS solutions, or other Data/AI/ML technologies, 5+ years of experience in sales methodologies and processes, e.g., account planning, MEDDPICC, value selling, and Command of the Message.

5+ years of experience in hunting in a greenfield space while also consulting with existing accounts to expand further use, build customer champions and collaborative teams to support the implementation of the expansion plan.

Understanding of how to develop a clear partner strategy and manage it to success.

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The ideal candidate will have 4+ years of experience in SaaS sales or account management, with a proven track record of exceeding targets. They will be able to build a strategic plan to drive expansion in a portfolio of Commercial and Enterprise accounts, manage multiple sales cycles and customer campaigns targeting Analytics Engineering, Data Platform, and Data Governance personas.

Key responsibilities include:

• Building a strategic plan to drive expansion in a portfolio of Commercial and Enterprise accounts
• Managing multiple sales cycles and customer campaigns targeting Analytics Engineering, Data Platform, and Data Governance personas
• Protecting renewals by monitoring account signals, deepening executive alignment, and helping customers realize consistent value

The successful candidate will have strong consultative selling skills, engaging effectively with both technical and business audiences. They will be proactive and organized, capable of independently managing a diverse book of business.

Preferred qualifications include prior experience in analytics, ETL, BI, or open-source software, familiarity with dbt (core or Cloud) and the modern data stack, including platforms like Snowflake, BigQuery, Redshift, or Databricks, experience with consumption and/or usage-based pricing structures, and experience with the MEDD(P)ICC sales methodology / Command of the Message.

Benefits include unlimited vacation time, 401k plan with 3% guaranteed company contribution, comprehensive healthcare coverage, generous paid parental leave, flexible stipends for health & wellness, home office setup, cell phone & internet, learning & development, and office space.

We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay.

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We are seeking a Senior Product Manager to co-own the GTM systems roadmap alongside Business Operations, drive requirements and delivery across Salesforce CRM & CPQ, Service Cloud, billing systems, and related integrations, and bring a strong product mindset , user centricity, metrics ownership, and accountability , to everything we ship.

This role combines strategic product thinking with the hands-on depth of a senior business systems analyst. It sits at the centre of key programs including M&A integration, billing platform implementation, and customer experience transformation.

Responsibilities: Co-own the GTM systems roadmap with Business Operations , leading requirements gathering, prioritization, and backlog management across Salesforce (Sales Cloud, Revenue Cloud/CPQ, Service Cloud), billing systems, CLM, marketing automation, and integrations Serve as the primary liaison across the Global Field Organization (including Sales, Customer Success, and Customer Support), Marketing Ops, Finance, Legal, and Engineering , translating stakeholder needs into BRDs, user stories, and data mapping specifications Lead business analysis across all initiatives , projects, enhancements, and operational improvements , including current-state analysis, process mapping, gap identification, UAT, and acceptance criteria definition Drive delivery of complex programs such as M&A GTM integrations (cross-org data model alignment, Salesforce org consolidation, process unification, cutover planning) and Salesforce-to-billing system integration (usage metering, entitlements, invoicing, and revenue recognition) Own success metrics for all delivered initiatives , define KPIs, track adoption, data quality, and system performance, and hold accountability for outcomes

Who You Are: 8+ years of experience as a Product Manager, Senior Business Systems Analyst, or equivalent owning GTM or revenue operations systems at a high-growth B2B company Deep experience with Salesforce CRM and CPQ , lead-to-cash process design, quoting workflows, and approval structures , from a requirements and product ownership perspective Experience with Salesforce Service Cloud or equivalent customer support/experience platforms Strong business analysis skills: requirements gathering, process mapping, BRD/user story writing, UAT facilitation, and data mapping Demonstrated product mindset , user-centric systems design, metrics-driven decision making, and ownership over outcomes Proven ability to manage complex, cross-functional backlogs, balance competing priorities, and make clear prioritization decisions Strong business acumen , GTM and Field Operations metrics (pipeline, ARR, NRR, CSAT, time-to-resolution) and ability to connect systems decisions to commercial outcomes Excellent communication skills , requirements writing, stakeholder workshops, and roadmap communication to leadership Experience working in Agile/Scrum environments with engineering teams

Preferred: Experience with Salesforce org consolidation in an M&A context , data model reconciliation, field mapping, process and automation alignment, and cutover planning Experience with usage-based or consumption billing models and their downstream impact on quoting, contracts, entitlements, and invoicing Experience building internal platforms or tools from 0 to 1 , defining problem space, designing solutions, and driving adoption end-to-end Familiarity with adjacent GTM systems: CLM (DocuSign CLM, Ironclad), marketing automation (Marketo, HubSpot), ERP (NetSuite), tax platforms (Avalara), and middleware (MuleSoft, Boomi) Experience in compliance-driven environments , SOX, SOC 2, or similar Salesforce certifications (Administrator, Business Analyst, CPQ Specialist, or similar)

Wondering if you’re a good fit? We believe in investing in our people, and value candidates who can bring their own diversified experiences to our teams , even if you aren’t a 100% skill or experience match. Here are a few qualities we’ve found compatible with our team. If some of this describes you, we’d love to talk. You love owning GTM systems and translating business needs into scalable solutions You’re curious about improving end-to-end commercial processes and system integrations You’re an expert in Salesforce CRM, CPQ, and GTM systems strategy

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 enables the development of innovative solutions to complex problems. As we get set for takeoff, the organization’s growth opportunities 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 $165,000 to $242,000. 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 Health Savings Account Tuition Reimbursement Ability to Participate in Employee Stock Purchase Program (ESPP) Mental Wellness Benefits through Spring Health Family-Forming support provided by Carrot Paid Parental Leave Flexible, full-service childcare support with Kinside 401(k) with a generous employer match Flexible PTO Catered lunch each day in our office and data center locations A casual work environment A work culture focused on innovative disruption

Our Workplace While we prioritize a hybrid work environment, remote work may be considered for candidates located more than 30 miles from an office, based on role requirements for specialized skill sets. New hires will be invited to attend onboarding at one of our hubs within their first month. Teams also gather quarterly to support collaboration and team-building activities.

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dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 90,000 teams every week, driving data transformations and AI use cases.

As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Platform customers, including AstraZeneca, Sky, Nasdaq, Volvo, JetBlue, and SafetyCulture.

We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:

• Reliable, high-quality data is the fuel that propels AI-powered data engineering.

• AI is changing data work, fast. dbt’s data control plane keeps data engineers ahead of that curve.

• We empower engineers to deliver reliable, governed data faster, cheaper, and at scale.

dbt Labs is now synonymous with analytics engineering, defining the modern data stack and serving as the data control plane for enterprise teams around the world. And we’re just getting started..

We’re growing fast and building a team of passionate, curious people across the globe. Learn more about what makes us special by checking out our values.

About the Role

We are seeking an experienced Senior Customer Solutions Resident Architects to join our team. In this role, you will drive critical customer outcomes by delivering high-impact technical guidance to strategic accounts. You will be part of a high-visibility initiative that supports pre-sales, accelerates adoption, enables key migrations, and mitigates churn risks.

This role is designed to deploy RA-level expertise flexibly, aligning with customer and business needs to drive growth, retention, and expansion.

What You’ll Do

• Accelerate Customer Success Across the Lifecycle

• Support strategic pre-sales opportunities by providing technical expertise to prospects

• Assist in launching and onboarding new customers who have not purchased RA services, ensuring they successfully adopt dbt Cloud

• Execute proactive adoption plays, including migrations, new feature implementations (e.g., Semantic Layer, Mesh), and major version upgrades

• Lead reactive adoption initiatives to de-risk churn or contraction and position accounts for future growth

• Deliver Technical Excellence

• Advise on architecture, design, implementation, troubleshooting, and best practices in dbt Cloud environments

• Build solution MVPs and guide long-term technical strategies tailored to customer needs

• Engage on multiple projects simultaneously with clear scoping, start and end dates, and outcome tracking

• Collaborate Across Teams

• Partner closely with Customer Solutions Architects (CSAs), Sales, Solutions Architects, Training, and Support

• Provide feedback to Product and Engineering to improve customer experience and prioritize technical needs

• Champion customer success through thoughtful, transparent communication and cross-functional collaboration

• Advance Best Practices and Team Impact

• Help build out and refine this evolving function alongside the broader RA organization

• Track and manage capacity and engagement effectiveness similarly to other RA-led initiatives

What You’ll Need

• 5+ years of experience in technical customer-facing roles such as post-sales consulting, technical architecture, or solution delivery

• Expertise with at least one modern cloud data platform (Snowflake, Databricks, BigQuery, or Redshift)

• Hands-on experience deploying or configuring dbt Cloud, with at least 1 year working with dbt

• Strong proficiency in SQL; working knowledge of Python in analytics contexts preferred

• Comfort leading technical project delivery , managing scope, timelines, and stakeholder expectations across multiple simultaneous engagements

• Clear, concise communication skills for both technical and executive audiences

• A collaborative mindset , thriving in a remote, transparent, and highly cross-functional organization

• Willingness to travel 2–4 times per year for company-wide events

What Will Make You Stand Out

• dbt Analytics Engineering Certification

• Ability to influence technical direction and build consensus across internal and customer teams

• Experience with traditional enterprise ETL tools (e.g., Informatica, Datastage, Talend) and how they relate to modern data workflows

• Familiarity with strategic sales or renewal processes, including proactive and reactive adoption efforts

• Proven success accelerating usage, adoption, and expansion in large, complex accounts

Remote Hiring Process

• Interview with a Talent Acquisition Partner

• Interview with Hiring Manager

• Task

• Task Review

• Final Values Interview

Benefits

• Unlimited vacation time with a culture that actively encourages time off

• 401k plan with 3% guaranteed company contribution

• Comprehensive healthcare coverage

• Generous paid parental leave

• Health & wellness stipend

• Flexible stipends for:

• Home office setup

• Learning and development

• Office space

• And more!

Compensation

We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process.

In Boston, Chicago, Denver, Los Angeles, Philadelphia, New York Metro, San Francisco, DC Metro, Seattle, and Austin, an alternate range may apply, as specified below.

• The typical starting salary range for this role in the specific locations listed is: $163,000 - $200,000

• The typical starting salary range for this role is: $146,000 - $180,000

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

Key responsibilities include:

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

The ideal candidate will have:

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

Preferred qualifications include:

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

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

Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek.

Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry.

We’re committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream.

We make this a reality by empowering you with the tools, resources, and support you need to grow your career.

Sales at Brex

The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line.

We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers.

Our winning culture recognizes big team wins and celebrates individual accomplishments.

We ensure that top performers are recognized and have built a competitive environment to motivate and unify the team.

What you’ll do

As a Mid-Market Customer Success Manager II, you will own a book of business comprised of our growing customer base, working day to day with Finance teams from CFOs to Accounting Managers to ensure they unlock the full value of Brex’s solutions.

You will develop a deep proficiency in all aspects of Brex products and work cross-functionally with internal teams, including Implementation, Solutions, and Product.

You’ll create and execute account strategies for customers’ business goals by leveraging product usage insights, stakeholder engagement, and cross-functional collaboration to drive product adoption, minimize churn, and grow account value.

Where you'll work

This role will be based in our New York City office.

We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home.

We currently require a minimum of two coordinated days in the office per week, Wednesday and Thursday.

Starting February 2, 2026, we will require three days per week in office - Monday, Wednesday and Thursday.

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

Responsibilities

• Develop a deep expertise in Brex products to actively show customers how to become “power users” of the platform.

• Proactively manage an assigned book of accounts to drive customer adoption, value realization, and account growth.

• Act as a trusted advisor to finance stakeholders by providing guidance on best practices across spend management, credit policy, reconciliation workflows, and financial reporting automation.

• Build multi-threaded relationships across functional areas (Finance, Procurement, AP, IT, and Security) to increase platform stickiness and customer engagement.

• Lead business reviews and financial health checks that drive executive alignment and showcase ROI.

• Proactively identify and mitigate churn risks through data analysis, usage insights, and issue resolution.

• Partner cross-functionally with Sales, Product, Credit, Risk, and Operations teams to deliver a seamless customer experience and advocate for product improvements.

• Consistently meet or exceed quarterly key performance metrics, including customer engagement and GMV targets.

Requirements

• 4+ years of experience in customer-facing roles managing a book of business, owning account health, executive relationships, and expansion strategy at a high-growth start-up.

• Deep fluency in the language of modern finance, demonstrated through hands-on experience with the ecosystem of financial technology - including ERPs, spend management platforms, or AP automation tools.

Backgrounds in corporate accounting or financial systems are a significant asset.

• Experience and comfort with interacting with a high volume of customers at different stages of the customer lifecycle

• You are passionate about working with customers to ensure they achieve their goals

• Strong business acumen with a finance-first mindset and comfortable speaking the language of CFOs, Controllers, and FP&A teams.

• Ability to synthesize product usage data and identify key insights and trends

• Demonstrated success in cross-functional collaboration and influencing internal roadmaps based on customer needs.

• Bachelor's degree required; finance, business, or related fields preferred.

Bonus Points

• You think in systems, not silos, and understand the bigger picture of customer value.

• You are energized by developing relationships across a wide range of levels and roles

Compensation

The expected OTE range for this role is $132,888 to $166,110.

The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity.

The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance.

Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.

Brex LLC is a wholly owned subsidiary of Capital One, N.A.

Please be aware, job-seekers may be at risk of targeting by malicious actors looking for personal data.

Brex recruiters will only reach out via LinkedIn or email with a brex.com domain.

Any outreach claiming to be from Brex via other sources should be ignored.

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Air Dominance & Strike (AD&S) is responsible for autonomous robotics systems like the Fury unmanned fighter jet and the Barracuda family of advanced effects. The AD&S Vehicle Software team is responsible for the software running on these systems. Our software engineers collaborate with other engineering disciplines to develop software for vehicle control, networking, sensor integration, and telemetry.

We are looking for engineers excited to build the foundational vehicle software stack that supports the wide range of AD&S initiatives, from early concept simulation to first flight to live operations to large scale fleet management.

Required Qualifications

• Eligible to obtain and maintain an active U.S. Top Secret security clearance
• BS, MS, or PhD in Computer Science, Software Engineering, Mathematics, Physics, or related field
• 3+ years of production-grade C++ and/or Rust experience in a Linux development environment
• Experience building software solutions involving significant amounts of data processing and analysis
• Ability to quickly understand and navigate complex systems and established code bases
• A desire to work on critical software that has a real-world impact
• Travel up to 30% of time to build, test, and deploy capabilities in the real world

Preferred Qualifications

• Strong background with focus in Physics, Mathematics, and/or Motion Planning to inform modeling & simulation (M&S) and physical systems
• Developing and testing multi-agent autonomous systems and deploying in real-world environments.
• Feature and algorithm development with an understanding of behavior trees.
• Developing software/hardware for flight systems and safety critical functionality.
• Distributed communication networks and message standards
• Knowledge of military systems and operational tactics

Compensation and Benefits

US Salary Range $166,000-$220,000 USD

The salary range for this role is an estimate based on a wide range of compensation factors, inclusive of base salary only. Actual salary offer may vary based on (but not limited to) work experience, education and/or training, critical skills, and/or business considerations. Highly competitive equity grants are included in the majority of full time offers; and are considered part of Anduril's total compensation package. Additionally, Anduril offers top-tier benefits for full-time employees, including:

Healthcare Benefits

• US Roles: Comprehensive medical, dental, and vision plans at little to no cost to you.
• UK & AUS Roles: We cover full cost of medical insurance premiums for you and your dependents.
• IE Roles: We offer an annual contribution toward your private health insurance for you and your dependents.

Additional Benefits

• Income Protection: Anduril covers life and disability insurance for all employees.
• Generous time off: Highly competitive PTO plans with a holiday hiatus in December. Caregiver & Wellness Leave is available to care for family members, bond with a new baby, or address your own medical needs.
• Family Planning & Parenting Support: Coverage for fertility treatments (e.g., IVF, preservation), adoption, and gestational carriers, along with resources to support you and your partner from planning to parenting.
• Mental Health Resources: Access free mental health resources 24/7, including therapy and life coaching. Additional work-life services, such as legal and financial support, are also available.
• Professional Development: Annual reimbursement for professional development
• Commuter Benefits: Company-funded commuter benefits based on your region.
• Relocation Assistance: Available depending on role eligibility.

Retirement Savings Plan

• US Roles: Traditional 401(k), Roth, and after-tax (mega backdoor Roth) options.
• UK & IE Roles: Pension plan with employer match.
• AUS Roles: Superannuation plan.

Protecting Yourself from Recruitment Scams

Anduril is committed to maintaining the integrity of our Talent acquisition process and the security of our candidates. We've observed a rise in sophisticated phishing and fraudulent schemes where individuals impersonate Anduril representatives, luring job seekers with false interviews or job offers. These scammers often attempt to extract payment or sensitive personal information.

To ensure your safety and help you navigate your job search with confidence, please keep the following critical points in mind:

No Financial Requests: Anduril will never solicit payment or demand personal financial details (such as banking information, credit card numbers, or social security numbers) at any stage of our hiring process. Our legitimate recruitment is entirely free for candidates.

Please always verify communications:

• Direct from Anduril: If you receive an email from one of our recruiters, it will only come from an @anduril.com address.
• Via Agency Partner: If contacted by a recruiting agency for an Anduril role, their email will clearly identify their agency. If you suspect any suspicious activity, please verify the agency's authenticity by reaching out to contact@anduril.com.

Exercise Caution with Unsolicited Outreach: If you receive any communication that appears suspicious, contains grammatical errors, or makes unusual requests, do not engage. Always confirm the sender's email domain is @anduril.com before providing any personal information or clicking on links.

What to Do If You Suspect Fraud: Should you encounter any questionable or fraudulent outreach claiming to be from Anduril, please report it immediately to contact@anduril.com. Your proactive caution is invaluable in protecting your personal information and upholding the security and trustworthiness of our recruitment efforts.

Data Privacy

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Required qualifications include a strong engineering background, 3+ years of experience with various programming languages, and the ability to quickly understand and navigate complex systems and established code bases. Preferred qualifications include a strong background in physics, mathematics, and/or motion planning to inform modeling & simulation (M&S) and physical systems.

As a Mission Software Engineer, you will have the opportunity to work on critical software that has a real-world impact. You will be part of a team that is passionate about developing innovative solutions to complex problems. We offer a highly competitive salary range of $166,000-$220,000 USD, as well as top-tier benefits, including comprehensive medical, dental, and vision plans, income protection, generous time off, and more.

If you are a motivated and experienced software engineer looking for a challenging and rewarding role, we encourage you to apply.

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You'll elevate your impact through leadership in complex deal cycles and by mentoring others on the team. You'll focus on managing and growing a defined book of business. You'll also source new opportunities and guide customers through their DevSecOps and AI adoption journeys.

You'll build pipeline that turns into measurable new annual recurring revenue (ARR) and long-term expansion. In this role, you'll act as a strategic connector between customer stakeholders and GitLab's field organisation.

You'll help ensure GitLab is seen as a trusted, long-term partner across the full sales cycle. You'll also share best practices, deal strategy, and customer insights to help raise overall team performance.

In your first year, you'll deepen executive-level relationships within key accounts. You'll build and execute a territory plan that supports a healthy book of business. You'll consistently deliver top-tier performance while contributing to the success and growth of your peers.

Responsibilities:

• Own and grow a book of mid-market commercial accounts in your territory, focusing on organisations that can benefit from GitLab's AI-powered DevSecOps platform and GitLab Duo.

• Drive the full sales cycle with commercial customers by generating and qualifying pipeline through outbound prospecting, leading discovery and value-based demos, aligning stakeholders, negotiating, and closing to create new ARR and multi-year commitments.

• Meet or exceed quota by building strong, long-term customer relationships, expanding executive sponsorship, and acting as the primary point of contact for all commercial opportunities and strategic initiatives in your territory.

• Articulate the value of GitLab and our AI-powered capabilities to mid-market prospects and customers, clearly connecting our platform to their business outcomes, productivity goals, security and compliance needs, and toolchain consolidation strategies.

• Manage your territory by documenting buying criteria and processes, defining next steps and owners, and keeping opportunity information accurate and up to date. Create clear quarterly forecasts through regular pipeline and deal reviews. Use data to prioritise and reduce risk in your business.

• Collaborate closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive new business, ensure adoption of GitLab and GitLab Duo, and support expansion while minimising churn and contraction across your account base.

• Represent GitLab in customer meetings, executive briefings, and regional events by driving attendance and delivering compelling presentations, proposals, and reports that communicate value and outcomes. Contribute customer ideas to our public issue tracker and apply MEDPICC and Command of the Message on all opportunities.

• Mentor and coach fellow Commercial Account Executives by sharing advanced sales strategies, customer insights, competitive positioning, and lessons learned to help elevate team performance, refine our commercial sales motion, and contribute to team goal achievement.

• Regularly meet on-site with key customers to develop and strengthen executive-level relationships, shape long-term platform and AI strategy with decision makers, and ensure GitLab is viewed as a strategic, long-term partner at the highest levels of the organisation.

Requirements:

• Ability to drive complex B2B software sales cycles and build trusted relationships with commercial and mid-market customers, ideally in a Commercial Account Executive or similar sales role serving mid-market customers.

• Ability to quickly learn and sell a complex AI-powered SaaS or DevSecOps platform to commercial and mid-market accounts, including identifying, engaging, and breaking into new logos while expanding within existing customers.

• Excellence in operational rigor for deal management in Salesforce and Clari (or similar CRM and forecasting tools), with the ability to create reliable forecasts, manage a large, active pipeline, and run your territory using both insight and data.

• Proven success managing and closing larger, more complex commercial deals using multi-threading, MEDPICC, Command of the Message, and strong negotiation and executive coverage strategies.

• Self-starter who acts as a manager of one for territory account planning, quarterly and annual KPI execution, and driving new business acquisition and expansion through consultative, multi-stakeholder sales motions that align to customer outcomes.

• Demonstrated ability to mentor and coach peers, share knowledge and learnings across the team, and take on additional team-level responsibilities that elevate overall performance, support ramping team members, and contribute to collective goal achievement.

• Effective communication and interpersonal skills, with the ability to articulate GitLab’s value at all levels of the customer organisation, lead clear and compelling customer and executive conversations, and remain calm, solutions-focused, and resilient under pressure.

About the team: The Commercial Sales team is responsible for driving growth and long-term value for GitLab customers in the Commercial segment. As a Commercial Account Executive, you’ll be part of a distributed, all-remote team that works asynchronously across regions. You’ll partner closely with GitLab’s sales engineering, marketing, Sales Development, Customer Success, Renewals, and partner teams.

We value transparency, strong teamwork, and continuous learning. We support one another with open communication, regular feedback, and by sharing what’s working and what isn’t. As a team, we focus on continuously improving how we work together and on helping each other grow.

How GitLab Supports Full-Time Employees:

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

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental leave

• Home office support

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You will define solutions based on an understanding of the end-user needs, product, and business goals. You will develop a deep understanding of operator workflows and mission context through observation and engagement with end-users or proxy subject matter experts. You will participate in user research sessions and practice synthesis of learnings with guidance from your manager or lead.

You will share work early and often, soliciting input from cross-functional partners and stakeholders. You will exercise your storytelling skills by presenting concepts and designs in critiques and stakeholder reviews. You will practice rapid design iteration based on team feedback.

You will collaborate with product designers, research, product management, and engineers to understand the problem space and define effective solutions. You will account for technical constraints and edge cases in your designs. You will maintain an organized Figma workspace and develop your design documentation and hand-off process.

Required qualifications include holding or being in the process of obtaining a Bachelor's degree in design or a design-related field, being a rising senior at the time of internship, and returning to school at the end of internship to continue academic studies for at least one quarter/semester. A U.S. Person status is also required as this position needs to access export-controlled data.

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Descript is redefining how teams create, collaborate, and communicate with video and audio. As we scale and accelerate adoption across the enterprise, we are seeking an exceptional Sales Director for the US to lead this next chapter of growth.

This is a rare opportunity to build, mentor, and inspire a high-performing team of Account Executives as they partner with some of the world’s most innovative companies,helping them transform how they produce content with AI-powered workflows.

Team Leadership & Growth

• Build, lead, and coach a US-based team of Enterprise Account Executives focused on landing and expanding high-value customers.

• Set clear expectations, operating rhythms, and performance standards to consistently deliver and exceed ARR targets.

• Cultivate a high-trust, high-accountability environment where top performers can do the best work of their careers.

Sales Strategy & Execution

• Own pipeline health for your segment, ensuring predictable future revenue through rigorous qualification, forecasting, and deal inspection.

• Drive a strong outbound and pipeline-generation culture; ensure every rep has mastery of PG fundamentals and takes ownership of top-of-funnel creation.

• Refine and implement strategic account plans to deepen executive-level engagement, unlock new use cases, and accelerate expansion.

Cross-Functional Collaboration

• Partner closely with Marketing, Product, and Customer Success to align on messaging, customer outcomes, lifecycle strategies, and enterprise motion efficiency.

• Provide structured feedback to GTM and Product leadership,grounded in customer insights,to influence roadmap and narrative development.

Talent Acquisition & Development

• Proactively recruit, nurture, and hire exceptional enterprise sales talent; all leaders at Descript are expected to build strong recruiting pipelines.

• Develop a repeatable operating model for onboarding, training, and coaching to ensure long-term rep success and rapid productivity.

What you bring

• Extensive experience leading enterprise sales teams with quotas and a track record of landing and expanding complex accounts.

• Deep expertise in pipeline generation, outbound sales motions, and building rigorous sales operating cadences.

• Experience with value-driven, methodological sales processes (e.g., MEDDPICC, Command of the Message).

• A strong history of proactively recruiting, headhunting, and developing top-performing SaaS sellers.

• Successful prior experience as a top-performing Enterprise AE before moving into leadership.

• Experience in high-growth B2B SaaS environments, and a passion for the pace, ambiguity, and opportunity that come with scale.

• Superior organization, prioritization, and time management skills.

The base salary range for this role is $180,000-$240,000/year. Final offer amounts will carefully consider multiple factors, including prior experience, expertise, location, and may vary from the amount above.

About Descript

Descript is building a simple, intuitive, fully-powered editing tool for video and audio , an editing tool built for the age of AI. We are a team of 150 and the backing of some of the world's greatest investors (OpenAI, Andreessen Horowitz, Redpoint Ventures, Spark Capital).

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Key Responsibilities:

• Own the mission autonomy systems and services that are deployed to customers.
• Write code to improve products and scale the mission capability to more customers.
• Collaborate across multiple teams to plan, build, and test complex functionality.
• Create and analyze metrics that are leveraged for debugging and monitoring.
• Triage issues, root cause failures, and coordinate next-steps.
• Partner with end-users to turn needs into features while balancing user experience with engineering constraints.
• Travel up to 25% of the time to build, test, and deploy capabilities in the real world.

Requirements:

• Strong engineering background from industry or school, ideally in areas/fields such as Computer Science, Software Engineering, Mathematics, or Physics.
• 4+ years of professional industry experience working with C++ or Rust programming languages.
• Experience building software solutions involving significant amounts of data processing and analysis.
• Ability to quickly understand and navigate complex systems and established code bases.
• A desire to work on critical software that has a real-world impact.
• Must be willing to travel up to 25% for testing and demonstrations.
• Eligible to obtain an active U.S. Secret security clearance.

Preferred Requirements:

• Strong background with focus in Physics, Mathematics, and/or Motion Planning to inform modeling & simulation (M&S) and physical systems.
• Developing and testing multi-agent autonomous systems and deploying in real-world environments.
• Feature and algorithm development with an understanding of behavior trees.
• Developing software/hardware for flight systems and safety critical functionality.
• Experience with distributed communication networks and message standards.

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The Air Dominance & Strike team at Anduril develops aerial and multi-domain robotic systems. The team is responsible for taking products like Fury (unmanned fighter jet) and Barracuda (air-breathing cruise missile) from concept to product. The team also develops Lattice for Mission Autonomy, Anduril’s premier software platform that enables masses of Fury, Barracuda, and other first and third party robots to collaborate across various missions.

Eligible to obtain and maintain an active U.S. Top Secret security clearance BS, MS, or PhD in Computer Science, Software Engineering, Mathematics, Physics, or related field. 3+ years of production-grade C++ and/or Rust experience in a Linux development environment Experience building software solutions involving significant amounts of data processing and analysis Ability to quickly understand and navigate complex systems and established code bases A desire to work on critical software that has a real-world impact Travel up to 30% of time to build, test, and deploy capabilities in the real world

Strong background with focus in Physics, Mathematics, and/or Motion Planning to inform modeling & simulation (M&S) and physical systems Developing and testing multi-agent autonomous systems and deploying in real-world environments. Feature and algorithm development with an understanding of behavior trees. Developing software/hardware for flight systems and safety critical functionality. Distributed communication networks and message standards Knowledge of military systems and operational tactics

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The ideal candidate will have a strong track record of developing high-performing teams in high-growth Data, AI, Cloud, or SaaS/Tech companies, consistently exceeding ambitious sales targets. They will also have extensive knowledge of the Logistics vertical and proven relationships across strategic accounts in this space.

Key responsibilities include:

• Leading a team of high-performing Strategic Account Executives across the Logistics and Tech verticals
• Mentoring, guiding, and empowering them to achieve and exceed their goals
• Driving growth by expanding relationships with our most important customers
• Building and sponsoring trusted, executive-level relationships with customers and partners
• Coaching the team to lead with strong vision-setting, methodology-based selling, and alignment to customer goals and outcomes

The successful candidate will be a talent-first leader who knows how to identify, develop, and retain top performers. They will also have a strong understanding of usage-based, commit-based, and service-based revenue models, and how to use them together to drive sustainable growth.

In addition, they will have a history of building and leveraging partner ecosystems, acting as an executive sponsor to expand relationships and unlock customer value. They will also be a disciplined operator with a reputation for accurate forecasting and execution excellence.

We are looking for someone who is customer-obsessed, company-first, collaborative, and biased toward action. Fluency in German and English is essential.

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You'll focus on building relationships with C-level and senior technical buyers at high-growth companies, managing the full sales cycle from first outreach to close, and creating your own pipeline through consistent, high-quality prospecting.

In this greenfield territory, you'll support change and innovation, help customers navigate their decision process, and act as a trusted partner to new customers as they adopt GitLab's AI-powered DevSecOps platform.

You'll collaborate closely with a dedicated SDR pod, Solutions Architecture, Marketing, and Customer Success. You'll report to the Director of New Business Sales and contribute to GitLab's revenue trajectory and position in a dynamic market.

Key responsibilities include:

• Managing the full new logo acquisition cycle from first outreach through close for high-growth target accounts
• Building and maintaining strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels
• Running effective discovery meetings to uncover business pain, quantify impact, and align GitLab's value proposition with executive-level priorities
• Navigating complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying committees to drive consensus
• Developing and executing strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies for high-potential prospects
• Partnering with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth post-sale handoffs
• Applying GitLab's sales methodologies, including MEDDPICC and Command of the Message, to qualify pipeline, support healthy deal progress, and maintain predictable forecasting

Key qualifications include:

• Experience in B2B SaaS sales focused on net-new logo acquisition and new business development
• Demonstrated success building territories from scratch, generating pipeline in greenfield accounts, and closing new customers
• Familiarity with consumption-based or usage-based business models and ability to position value beyond traditional licensing structures
• Strong discovery, qualification, and consultative selling skills for engaging C-level executives and multi-stakeholder buying groups
• Ability to manage multiple complex opportunities at once while maintaining an organized prospecting and follow-up cadence
• Proficiency with a modern sales tech stack, including tools such as Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense
• Comfortable working in a dynamic environment with a focus on continuous learning, coaching, and iteration
• Openness to candidates with varied backgrounds who bring transferable new business, prospecting, and relationship-building skills

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