Position yourself as a trusted advisor, assisting users and customers in harnessing the full power of Elastic's search analytics to transform their data into actionable insights.

Champion our Open Source offerings, articulating the value and capabilities of our sophisticated commercial features.

Identify and develop new use cases, showcasing how Elastic’s solutions enable users to work more efficiently and intelligently.

Proactively identify new business opportunities with customers, effectively navigating complex sales cycles.

Develop a comprehensive business plan using community, customer, and partner ecosystems to drive significant growth within your territory.

Elastic is seeking a dynamic Federal Account Executive to play a key role in growing our presence within the Department of Homeland Security.

This is an opportunity for those who are passionate about empowering Public Sector organisations through groundbreaking AI-powered search technology and analytics, enabling them to unlock the full potential of their data.

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE).

The typical starting OTE range for new hires in this role is $226,500-$358,300 USD.

Additional benefits include competitive pay, health coverage, flexible locations and schedules, generous vacation days, and parental leave.

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life.

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We invest in our BDRs. We strongly believe in giving our team the opportunities to grow & develop at Intercom, to push themselves outside of their comfort zones to achieve goals they never thought possible. In joining the Business Development team at Intercom, you join a community that believes in development and promotion from within. We’re looking for people who are excited to work in a fast-moving company, make an impact, and rapidly develop their career in sales.

As a BDR team, we empower one another to achieve our goals, exceed expectations and continue to deliver real business impact. We’re looking for a teammate to do the same!

Your responsibilities will include:

• Strategic Account Targeting: Partner with Enterprise Account Executives to build and prioritize highly strategic target account lists. This includes deep dives into firmographics, technographics, and intent data to identify top opportunities.

• Expert Enterprise Prospecting: Generate new business pipeline through expert cold calling, highly personalized email, and targeted LinkedIn social selling. You'll consistently attract new, large-scale customers by crafting hyper-personalized messaging for C-level executives, orchestrating multi-threaded outreach campaigns, and leveraging sales intelligence tools to uncover critical insights and pain points.

• Exceptional Prospect Experience: Deliver an outstanding and tailored experience for prospective enterprise customers, acting as the initial point of contact and ensuring a high-value introduction to our solutions. You'll articulate Intercom's value as a trusted advisor.

• Product & Market Acumen: Maintain a comprehensive understanding of Intercom's product suite and its value proposition.

• Cross-Functional Optimization: Collaborate with Marketing, Sales Operations, and Product to improve business processes that directly impact enterprise pipeline generation and conversion, providing valuable field feedback.

We're looking for someone who:

• Has a strong desire to build a career in Sales, with a goal of becoming an Account Executive or a closing-based role in the future.

• Has 1+ year of customer-facing work experience, preferably in Sales and/or SaaS.

• Has experience and success working with Enterprise-sized accounts.

• Is operationally excellent, able to use their time effectively and efficiently to complete revenue-driving activities.

• Has competitive landscape and industry knowledge, staying up-to-date on the latest news and trends.

• Possesses strong prospecting skills, including cold calling, email, and social selling.

• Is a strong communicator, able to articulate their thoughts and express ideas effectively.

• Has a growth mindset, is self-aware, and understands their strengths and weaknesses.

• Is results-oriented, with a 'never settle' approach to quota, progression, and team development.

• Has a Bachelor's degree, preferably in a related field.

• Is familiar with systems and tools such as SFDC, Outreach, Cognism, Zoominfo, and LinkedIn Sales Navigator.

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Mixpanel turns data clarity into innovation. Trusted by more than 29,000 companies, including Workday, Pinterest, LG, and Rakuten Viber, Mixpanel's AI-first digital analytics help teams accelerate adoption, improve retention, and ship with confidence.

Powering this is an industry-leading platform that combines product and web analytics, session replay, experimentation, feature flags, and metric trees. Mixpanel delivers insights that customers trust.

Visit mixpanel.com to learn more.

About the Team --------------- The Revenue Operations team at Mixpanel partners with the Regional and Global Business Leaders to help set and execute global and regional revenue strategies. We build and execute core operational processes such as business planning and reporting, facilitate key decision making, and support ongoing business operations management - whatever is needed to make our Sales, Customer Success and Partnership teams successful!

About the Role --------------

As Manager of Revenue Strategy and Operations, you will own key annual planning processes globally including forecasting, headcount and quota planning, weekly business review reporting and analyses for rep productivity. Your job will include in-depth quantitative analysis of operating metrics globally to inform new strategic initiatives.

Responsibilities ---------------

• Central owner for forecasting, headcount planning, and quota planning, QBR templates for all of Mixpanel GTM globally
• Drive quarterly and annual planning cycles including goaling, coverage model revisions, territory design, and cascading our financial plan
• Drive continuous improvement through standard operating cadences including weekly forecast and metric reviews in addition to weekly S&M governance, monthly and quarterly go-to-market business reviews
• Proactively identify revenue leakage and opportunities to improve revenue productivity and efficiency through complex data analysis and qualitative intel gathering
• Lead and develop market-winning strategies to improve revenue generation and efficiency through strong problem identification and strategic and prioritized solutioning with the goal of driving concrete outcomes
• Perform both strategic and tactical responsibilities –including acting as the strategic lead on high-impact projects
• Deeply embedded in the business and trusted by GTM Leadership as a strategic partner
• Competence in managing teams, setting expectations, and holding stakeholders accountable
• Strong prioritization abilities to advise and support RVPs focus, time management, and decision-making (i.e., ensure data and information are analyzed, prepared, accurate,
• Support annual planning cycles including goaling, coverage model revisions, territory design, and cascading our financial plan
• Drive continuous improvement through standard operating cadences including weekly forecast and metric reviews in addition to monthly and quarterly go-to-market business reviews
• Perform strategic product, market, and customer analyses to identify new growth drivers or opportunities for improvement
• Define, manage, and provide insights on key performance indicators across a range of segments, geographies, and go-to-market teams
• Collaborate with sales, finance, enablement, marketing, partnerships, customer success and other cross-functional stakeholders to design and execute strategic operational projects to increase sales productivity, operational efficiency, and revenue
• Drive ongoing change management and execution of global strategic priorities in the region; act as a conduit of information and feedback on status and performance of strategic initiatives between leaders sitting in different regions

We're Looking for Someone Who Has ---------------------------------

• 8+ years of total work experience in an analytical role (Strategy, Finance, Analytics, Sales Operations, Business Operations, Management Consulting)
• Expert proficiency in financial modeling and analyzing complex and large data sets
• Outstanding written and oral communication skills
• Strong project management experience with demonstrated ability to effectively manage time, prioritize tasks and work within deadlines
• Track-record of collaborating with cross-functional partners to lead transformation and growth
• Highly motivated, innate intellectual curiosity, and a strong desire to drive impact

Bonus Points for ----------------

• Experience at a top tier Management or Strategy Consulting firm
• Experience in Corporate Strategy, Business Operations, or Sales Strategy in a high-growth, fast paced environment, preferably at a SaaS or B2B organization
• Fluency with core Go-To-Market operating and metrics including CAC, LTV, ROI, Conversion Ratios, and other Efficiency metrics
• Understanding of both enterprise sales motions and product-led sales motions
• Working knowledge of SFDC including Reporting and Record Management from lead creation through opportunity closure
• Direct or indirect management experience of India-based Sales Operations teams
• Direct or indirect management experience with global sales leaders in worldwide regions
• Demonstrable passion for the data analytics industry
• Comfortable working with ambiguity

Compensation ------------

The amount listed below is the total target cash compensation (TTCC) and includes base compensation and variable compensation in the form of either a company bonus or commissions. Variable compensation type is determined by your role and level. In addition to the cash compensation provided, this position is also eligible for equity consideration and other benefits including medical, vision, and dental insurance coverage.

Our salary ranges are determined by role and level and are benchmarked to the SF Bay Area Technology data cut released by Radford, a global compensation database. The range displayed represents the minimum and maximum TTCC for new hire salaries for the position across all of our US locations. To stay on top of market conditions, we refresh our salary ranges twice a year so these ranges may change in the future. Within the range, individual pay is determined by experience, job-related skills, qualifications, and other factors. If you have questions about the specific range, your recruiter can share this information.

Mixpanel Compensation Range ----------------------------

$196,364-$240,000 USD

Benefits and Perks -------------------

• Comprehensive Medical, Vision, and Dental Care
• Mental Wellness Benefit
• Generous Vacation Policy & Additional Company Holidays
• Enhanced Parental Leave
• Volunteer Time Off
• Additional US Benefits: Pre-Tax Benefits including 401(K), Wellness Benefit, Holiday Break

Culture Values ---------------

• Make Bold Bets: We choose courageous action over comfortable progress.
• Innovate with Insight: We tackle decisions with rigor and judgment - combining data, experience and collective wisdom to drive powerful outcomes.
• One Team: We collaborate across boundaries to achieve far greater impact than any of us could accomplish alone.
• Candor with Connection: We build meaningful relationships that enable honest feedback and direct conversations.
• Champion the Customer: We seek to deeply understand our customers' needs, ensuring their success is our north star.
• Powerful Simplicity: We find elegant solutions to complex problems, making sophisticated things accessible.

Why choose Mixpanel? -----------------------

We're a leader in analytics with over 9,000 customers and $277M raised from prominent investors: like Andreessen-Horowitz, Sequoia, YC, and, most recently, Bain Capital. Mixpanel's pioneering event-based data analytics platform offers a powerful yet simple solution for companies to understand user behaviors and easily track overarching company success metric

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

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

We're looking for someone with significant enterprise software sales experience, generating and closing large & complex software transactions with the biggest customers in the region. A strong team mentality is essential, as selling is a team sport at Tanium, where managing and using virtual resources to tackle large and complex sales cycles is a must-have skill.

The ideal candidate will have a proven track record of exceeding quota, experience calling on and presenting to C-Suite level contacts, and background building and cultivating relationships with partner ecosystems to bring a partner-centric go-to-market approach to our customers.

Excellent communication and presentation skills are required, as well as the ability to evangelize and build new business opportunities within an assigned territory and/or accounts.

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Your key responsibilities will include uncovering new and diverse use cases to enable our users to work smarter, not harder, working thoughtfully with customers to identify new business opportunities, managing through the sales cycle and closing complex transactions, collaborating across Elastic business functions to ensure a seamless customer experience, and crafting a robust business plan through community, customer and partner ecosystems to achieve significant Elastic growth within your accounts.

To succeed in this role, you'll need a track record of success in selling large, complex deals or SaaS subscriptions into the State, a deep understanding and preferably experience selling into the ecosystem we live in, including Enterprise Search, Logging, Security, APM and Cloud, the ability to form relationships and demonstrate credibility with C-Level Executives, Directors and Development teams, strong organizational sales skills around pipeline management, deal execution and forecasting accuracy capabilities, using SFDC and a MEDDPICC methodology, and an appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every single day.

In addition to competitive pay, you'll enjoy a range of benefits, including health coverage for you and your family, flexible locations and schedules, generous vacation days, and opportunities to increase your impact through financial donations and service.

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During your 12-week internship, you'll lead high-impact projects,from untangling 'messy' operational bottlenecks to architecting the systems that scale our global product launches,turning complex ambiguity into clear execution plans with opportunities for full-time employment within the team the following year.

Throughout the internship, you will be mentored by a dedicated sponsor and have the opportunity to connect with senior leaders across the organization.

Your responsibilities will include:

• Driving strategic projects by owning end-to-end commercialization transformation projects,from new product introductions to partner programs,by documenting current processes and identifying high-impact opportunities to simplify, automate, and scale.

• Informing high-stakes decisions by providing the analytical rigor and data-driven insights necessary to monitor program health, building lightweight dashboards and metrics tracking that translate raw data into leading indicators for executive leadership.

• Communicating with clarity by synthesizing complex business needs into clear requirements, user stories, and formal documentation (such as BRD/PRD sections) that bridge the gap between technical system requirements and executive-level strategy.

• Enabling the field by ensuring seamless execution of commercial initiatives by producing critical operational deliverables, including process maps, rollout checklists, and User Acceptance Testing (UAT) plans to prepare the field for new product launches.

• Influencing the roadmap by acting as a central point of alignment across RevOps, Sales, Finance, Legal, and Product teams, gathering diverse stakeholder input to ensure internal systems and workflows support the broader commercialization roadmap.

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

• A strong interest in enterprise software/SaaS commercialization, operations, systems, and go-to-market strategy.

• Proficiency in Excel/Sheets and experience using AI productivity tools (such as Claude Code and Lovable) to enhance your workflow.

• Previous experience with SQL or Databricks for querying and reporting preferred.

• Previous experience with go-to-market concepts (pricing, packaging, quoting) or platforms like SFDC, CPQ, NetSuite, or Jira preferred.

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Mixpanel is a digital analytics platform that helps companies understand user behavior and track company success metrics.

The Revenue Strategy & Operations team at Mixpanel partners with Regional Business Leaders & Global Leaders to help set and execute global and regional revenue strategies.

About the Role

As Senior Revenue Strategy & Operations Manager, you'll support on defining the strategy behind customer retention and account growth. You'll partner closely with CS and Sales leadership to improve Gross and Net Revenue Retention, enable scalable expansion motions, and proactively identify areas to enhance the customer experience and lifetime value.

Responsibilities

• Drive strategic initiatives that shape how we engage, retain, and grow our customer base

• Conduct advanced market, customer, and product analyses to uncover whitespace opportunities, inform strategic bets, and guide resource allocation

• Own and evolve the reporting framework for sales and post-sales KPIs,translating insights into recommendations that shape our post-sales strategy

• Act as a strategic thought partner to GTM leadership,bringing analytical rigor and business acumen to inform key decisions and go-to-market priorities

• Provide high-impact operational support to the Sales organization, proactively identifying bottlenecks and implementing scalable solutions to improve performance

• Run and evolve key operating cadences, including business performance deep dives, and executive-level business reviews across post-sales teams

• Collaborate cross-functionally with Product, Sales, Finance, and Marketing to ensure alignment and shared ownership of customer outcomes throughout the full lifecycle

We're Looking for Someone Who Has

• 4+ years of experience at a top-tier Management or Strategy Consulting firm

• 2+ years of operating experience in Corporate Strategy, Business Operations, or Sales Strategy in a high-growth, fast-paced environment at a B2B SaaS organization

• Experience defining and operationalizing GTM Strategy and proven experience driving impact on retention and expansion metrics (GRR, NRR, etc.)

• Strong project management experience with demonstrated ability to effectively manage time, prioritize tasks, and work within deadlines

• Track-record of collaborating with cross-functional partners to execute projects

• Highly motivated, innate intellectual curiosity, and a strong desire to drive impact

• Excellent problem-solving skills, and the ability to thrive in a fast-paced, dynamic environment

• Outstanding written and oral communication skills

Bonus Points For

• Working knowledge of SFDC including Reporting and Record Management from lead creation through opportunity closure

• Proficiency in modeling and analyzing complex and large data sets

• Demonstrable passion for the data analytics industry

Compensation

The amount listed below is the total target cash compensation (TTCC) and includes base compensation and variable compensation in the form of either a company bonus or commissions. Variable compensation type is determined by your role and level. In addition to the cash compensation provided, this position is also eligible for equity consideration and other benefits including medical, vision, and dental insurance coverage.

Our salary ranges are determined by role and level and are benchmarked to the SF Bay Area Technology data cut released by Radford, a global compensation database. The range displayed represents the minimum and maximum TTCC for new hire salaries for the position across all of our US locations. To stay on top of market conditions, we refresh our salary ranges twice a year so these ranges may change in the future. Within the range, individual pay is determined by experience, job-related skills, qualifications, and other factors. If you have questions about the specific range, your recruiter can share this information.

Mixpanel Compensation Range $189,000-$231,000 USD

Benefits and Perks

• Comprehensive Medical, Vision, and Dental Care

• Mental Wellness Benefit

• Generous Vacation Policy & Additional Company Holidays

• Enhanced Parental Leave

• Volunteer Time Off

• Additional US Benefits: Pre-Tax Benefits including 401(K), Wellness Benefit, Holiday Break

Culture Values

• Make Bold Bets: We choose courageous action over comfortable progress.

• Innovate with Insight: We tackle decisions with rigor and judgment - combining data, experience, and collective wisdom to drive powerful outcomes.

• One Team: We collaborate across boundaries to achieve far greater impact than any of us could accomplish alone.

• Candor with Connection: We build meaningful relationships that enable honest feedback and direct conversations.

• Champion the Customer: We seek to deeply understand our customers' needs, ensuring their success is our north star.

• Powerful Simplicity: We find elegant solutions to complex problems, making sophisticated things accessible.

Why choose Mixpanel?

We're a leader in analytics with over 9,000 customers and $277M raised from prominent investors: like Andreessen-Horowitz, Sequoia, YC, and, most recently, Bain Capital. Mixpanel's pioneering event-based data analytics platform offers a powerful yet simple solution for companies to understand user behaviors and easily track overarching company success metrics. Our accomplished teams continuously facilitate our expansion by tackling the ever-evolving challenges tied to scaling, reliability, design, and service. Choosing to work at Mixpanel means you'll be helping the world's most innovative companies learn from their data so they can make better decisions.

Mixpanel is an equal opportunity employer supporting workforce diversity. At Mixpanel, we are focused on things that really matter,our people, our customers, our partners,out of a recognition that those relationships are the most valuable assets we have. We actively encourage women, people with disabilities, veterans, underrepresented minorities, and LGBTQ+ people to apply. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance or other similar laws that may be applicable, we will consider for employment qualified applicants with arrest and conviction records. We've immersed ourselves in our Culture and Values as our guiding principles for the impact we want to have and the future we are building.

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Location: Sunnyvale, CA

Department: Finance

Job Description:

As a Senior Revenue Accountant at CoreWeave, you will play a critical role in ensuring accurate revenue recognition and compliance with accounting standards. You will be responsible for executing revenue-related activities during month-end closes, performing revenue and accounts receivable reconciliations, and preparing revenue footnotes in financial reports.

About the Role:

The ideal candidate has a strong foundation in accounting, hands-on experience with revenue recognition, and the ability to work across departments to solve problems and support business decisions. This position provides the opportunity to gain exposure to revenue recognition, contract review, forecasting, audits, and system improvements in a high-growth environment.

Responsibilities:

• Prepare monthly and quarterly entries for revenue and deferred revenue to ensure the appropriate revenue and cost treatments.
• Monitor revenue entries for accuracy and compliance with company policies and external requirements.
• Reconcile revenue accounts, accounts receivable adjustment accounts, deferred revenue balances, and other revenue accounts on a monthly basis.
• Support the preparation of revenue disclosures for monthly management reporting, quarterly reviews, and annual audits.
• Partner closely with the Billing team to ensure invoices are issued accurately and in alignment with revenue schedules.
• Partner with Financial Planning and Analysis to provide inputs for revenue forecasts and explain actual-to-forecast variances.
• Prepare ad-hoc revenue analyses for management to support strategic decision-making.
• Assist in maintaining SOX 404 controls and other internal controls related to revenue recognition.

Requirements:

• Bachelor's degree or higher in Accounting, Finance, or related field.
• Typically requires 2-4 years of progressive accounting experience with at least 1-2 years in revenue.
• Revenue experience with a publicly-traded company in the SaaS/AI-related industry is highly desirable.
• Experience with ERP systems, NetSuite, SAP, and SFDC is a plus.
• Prior knowledge in system implementation and User Acceptance Testing (UAT).
• Excellent organizational and time-management skills, with the ability to prioritize and meet deadlines.
• Have experience collaborating with customers, team members, and cross-functional departments.

Preferred Qualifications:

• NetSuite and Salesforce experience
• Experience in a high-growth environment
• Big 4 accounting experience
• CPA preferred

Why CoreWeave?

At CoreWeave, we work hard, have fun, and move fast! We're in an exciting stage of hyper-growth that you will not want to miss out on. We're not afraid of a little chaos, and we're constantly learning. Our team cares deeply about how we build our product and how we work together, which is represented through our core values:

• Be Curious at Your Core
• Act Like an Owner
• Empower Employees
• Deliver Best-in-Class Client Experiences
• Achieve More Together

We support and encourage an entrepreneurial outlook and independent thinking. We foster an environment that encourages collaboration and provides the opportunity to develop innovative solutions to complex problems.

As we get set for take off, the growth opportunities within the organization are constantly expanding. You will be surrounded by some of the best talent in the industry, who will want to learn from you, too.

Come join us!

Base Salary Range: $98,000 to $143,000

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 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.

California Consumer Privacy Act - California applicants only

CoreWeave is an equal opportunity employer, committed to fostering an inclusive and supportive workplace. All qualified applicants and candidates will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, or genetic information.

As part of this commitment and consistent with the Americans with Disabilities Act (ADA), CoreWeave will ensure that qualified applicants and candidates with disabilities are provided reasonable accommodations for the hiring process, unless such accommodation would cause an undue hardship. If reasonable accommodation is needed, please contact: careers@coreweave.com.

Export Control Compliance

This position requires access to export controlled information. To conform to U.S. Government export regulations applicable to that information, applicant must either be (A) a U.S. person, defined as a (i) U.S. citizen or national, (ii) U.S. lawful permanent resident (green card holder), (iii) refugee under 8 U.S.C. § 1157, or (iv) asylee under 8 U.S.C. § 1158, (B) eligible to access the export controlled information without a required export authorization, or (C) eligible and reasonably likely to obtain the required export authorization.

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Requirements:

• Proven experience in a customer-facing role, ideally within renewals, account management, or sales support for a SaaS subscription business.
• Strong understanding of renewal processes and procedures.
• Excellent communication, negotiation, and interpersonal skills, with the ability to build rapport and trust with customers.
• A meticulous approach to forecasting and data management, preferably with experience using SFDC.
• Ability to independently manage a high volume of accounts and prioritize tasks effectively.
• A passion for technology and a desire to understand how Elastic's solutions empower businesses.
• Enthusiasm for the Open Source model and an appreciation for the community relying on our solutions.

Bonus Points:

• Prior experience in a renewals-specific role.
• Familiarity with Enterprise Search, Log Analytics, Security, APM, or Cloud solutions.
• Experience in selling within an Open Source model.

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Strong candidates will be data-driven and focused on improving and optimizing individual and team results. Success in the role requires excellent interpersonal and communication skills, cross-functional alignment and a focus on innovation and testing.

Responsibilities:

• Lead and mentor an SDR team to achieve monthly and quarterly quota
• Recruit, hire, onboard and ramp SDRs effectively to drive early success in role
• Provide regular coaching, feedback and professional development while prioritizing and maintaining an inclusive, engaged team environment
• Report on individual and team-level performance to senior leadership, identifying strengths and opportunities for improvement
• Maintain daily activity goals and weekly, monthly, quarterly reporting for various business stakeholders; drive adherence to SDR Playbook and enforce rules of engagement
• Partner with marketing to improve lead scoring and SDR/demand generation processes by providing regular, actionable feedback
• Partner with sales training to improve team prospecting skills, objection handling and product knowledge; establish individual and team-level training cadences to improve effectiveness
• Partner with Sales to improve AE:SDR partnership and prospecting plans

Requirements:

• 1+ years SDR management experience with a consistent record of quota attainment
• 1+ years of quota-carrying sales experience (ie. SDR or full-cycle)
• Strong expertise in outbound sales, primarily through email, phone, and social selling
• You have full ability to operate at all levels, and you love to get in the trenches with your team, do cold calling and write email copy
• You are an expert at partnering with marketing and your AE counterparts to plan and execute multi-touch, multi-channel campaigns
• Expert at using LinkedIn, Outreach, SalesNav, ZoomInfo, SFDC

Compensation: The expected OTE range for this role is $135,000 - $169,500.

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Responsibilities:

• Lead and mentor an SDR team to achieve monthly and quarterly quota
• Recruit, hire, onboard, and ramp SDRs effectively to drive early success in role
• Provide regular coaching, feedback, and professional development while prioritizing and maintaining an inclusive, engaged team environment
• Report on individual and team-level performance to senior leadership, identifying strengths and opportunities for improvement
• Maintain daily activity goals and weekly, monthly, quarterly reporting for various business stakeholders; drive adherence to SDR Playbook and enforce rules of engagement
• Partner with marketing to improve lead scoring and SDR/demand generation processes by providing regular, actionable feedback
• Partner with sales training to improve team prospecting skills, objection handling, and product knowledge; establish individual and team-level training cadences to improve effectiveness
• Partner with Sales to improve AE:SDR partnership and prospecting plans

Requirements:

• 1+ years SDR management experience with a consistent record of quota attainment
• 1+ years of quota-carrying sales experience (ie. SDR or full-cycle)
• Strong expertise in outbound sales, primarily through email, phone, and social selling
• You have full ability to operate at all levels, and you love to get in the trenches with your team, do cold calling, and write email copy
• You are an expert at partnering with marketing and your AE counterparts to plan and execute multi-touch, multi-channel campaigns
• Expert at using LinkedIn, Outreach, SalesNav, ZoomInfo, SFDC

Compensation: The expected OTE range for this role is $135,000 - $169,500. 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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At Cloudflare, we're on a mission to help build a better Internet. We protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code.

As a Senior Territory Account Executive, you will work in the mid-market segment, focusing on both the acquisition of new Territory accounts and the expansion of existing customer accounts. You will develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.

Key Responsibilities

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
• Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
• Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies.
• Developing scalable relationships with target partners, to expand partner ecosystem in a specific region.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they pair with Cloudflare's portfolio solutions in order to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.

Requirements

• 3+ years of direct B2B selling experience
• Strong interpersonal communication (verbal and written) and organizational skills
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast-paced dynamic environment
• Bachelor's degree required
• Demonstrated analytical and quantitative abilities
• Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)

Desirable Skills, Knowledge and Experience

• 5+ years in Software/SaaS/Security Sales & Channel management.
• Existing relationships and/or strong familiarity of the partner ecosystem in the region that they cover.
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Experience working in a start-up environment.
• Ability to travel up to 25% of the time.
• Technical competence strongly preferred.

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As an Enterprise Account Executive, you will be responsible for breaking in, building relationships and awareness, to create the demand and new business revenue for Elastic solutions within new Enterprise accounts. You will uncover new and diverse use cases for Search, Security, and Observability to solve key business initiatives in their organizations.

You will work thoughtfully with customers to identify new business opportunities, manage through the sales cycle and close complex transactions. You will build a robust pipeline and a long-term business plan through community, customer, and partner ecosystems to achieve significant Elastic growth within your accounts.

Delivering against monthly, quarterly, and annual revenue targets for New Business SaaS subscriptions and Professional Services contracts while maintaining the existing customer base. Collaborating across Elastic business functions to ensure a seamless customer experience.

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable). The typical starting OTE range for new hires in this role is $226,500-$340,000 USD.

Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.

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Are you ready to help users tackle their hardest problems through the power of search? If so, we’d love to hear from you!

As an Enterprise Account Executive, you will:

• Break in, build relationships and awareness, to create the demand and new business revenue for Elastic solutions within new Enterprise accounts.
• Uncover new and diverse use cases for Search, Security, and Observability to solve key business initiatives in their organizations.
• Work thoughtfully with customers to identify new business opportunities, manage through the sales cycle and close complex transactions.
• Build a robust pipeline and a long-term business plan through community, customer, and partner ecosystems to achieve significant Elastic growth within your accounts.
• Deliver against monthly, quarterly, and annual revenue targets for New Business SaaS subscriptions and Professional Services contracts while maintaining the existing customer base.
• Collaborate across Elastic business functions to ensure a seamless customer experience.

To succeed in this role, you will need:

• A track record of success hunting to sell SaaS subscriptions and professional services into net-new complex accounts, demonstrated by overachievement of quota and strong customer references.
• A deep understanding and preferably experience selling into the ecosystem we live in, including Enterprise Search, Logging, Security, APM, and Cloud.
• The ability to build relationships and credibility with both IT and LOB executives.
• Predictability and accurate forecasting capabilities using SFDC.
• An appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every single day.
• Previous experience selling into the Enterprise accounts included in this territory.

Bonus points if you have previous experience selling in an Open-Source model.

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable). The typical starting OTE range for new hires in this role is $226,500-$340,000 USD.

In addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.

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The Senior Field Marketing Manager, Europe will establish and execute field marketing across priority defence and government accounts in the United Kingdom, Netherlands, Norway, Poland, Romania, and Greece. This person will drive account-based marketing programs, support strategic capture efforts, and generate measurable pipeline impact in close partnership with regional sales and business development teams.

This is a hands-on role in a high-growth environment. The ideal candidate is equally comfortable developing account strategies and executing field programs, thrives in complex multinational government sales environments, and understands how to align marketing efforts with long-cycle defence procurement processes across multiple European markets.

Responsibilities:

Lead and execute field marketing across priority defence and government accounts in the UK, Netherlands, Norway, Poland, Romania, and Greece, tightly aligned with regional Go-to-Market priorities.

Develop and execute account-based marketing strategies for primary accounts, mapping buying centres and orchestrating multi-touch engagement across executive briefings, targeted campaigns, industry events, and owned customer programmes.

Demonstrate deep understanding of European defence procurement environments, acquisition cycles, NATO frameworks, and country-specific stakeholder landscapes, tailoring engagement strategies accordingly.

Engage key ministries and agencies including, but not limited to:

UK Ministry of Defence (MOD) and associated commands

Netherlands Ministry of Defence

Norwegian Ministry of Defence and defence materiel agencies

Polish Ministry of National Defence

Romanian Ministry of National Defence

Hellenic Ministry of National Defence (Greece)

Own strategy and execution for major defence and aerospace events across the region, prioritising high-value account engagement and executive-level meetings over brand presence alone.

Plan and execute owned customer events, private briefings, and targeted engagements in partnership with sales and capture teams to accelerate opportunity progression.

Align marketing programmes with regional sales objectives, pipeline targets, and account plans to drive measurable revenue impact across all focus markets.

Own Salesforce campaign execution, including creating and managing Campaign IDs, ensuring proper campaign structure, tracking member status, and maintaining data integrity in partnership with sales.

Partner closely with sales to ensure correct opportunity association, contact mapping, and required CRM field completion to support accurate pipeline reporting and attribution.

Build and execute programmes within Marketo, including campaign flows, audience segmentation, nurture programmes, performance tracking, and marketing-to-sales workflow alignment.

Establish KPIs aligned to European government sales realities, including account penetration, stakeholder engagement depth, opportunity influence, and deal acceleration.

Bring structure, accountability, and operational rigor to field marketing execution across strategically important European defence markets.

Required qualifications:

8–12 years of experience in field marketing, demand generation, or integrated marketing roles

Proven expertise in account-based marketing (ABM) within complex enterprise or government accounts

Demonstrated ability to drive pipeline, influence opportunities, and support deal progression

Hands-on experience executing events, executive engagements, and targeted field programmes

Strong experience working cross-functionally with Sales, BD, and capture teams

Hands-on Salesforce (SFDC) experience, including campaign creation, Campaign ID management, opportunity alignment, and pipeline reporting

Experience using marketing automation platforms (e.g., Marketo) for campaign execution, segmentation, and nurture flows

Ability to operate in a hands-on, high-growth environment with ownership and accountability

Preferred qualifications:

Experience marketing into European government, Ministry of Defence, or defence/aerospace sectors

Familiarity with UK MOD and other European defence ministries (Netherlands, Norway, Poland, Romania, Greece)

Understanding of European procurement cycles, NATO frameworks, and multi-country acquisition environments

Experience aligning marketing to capture efforts in long-cycle government deals

Additional European language proficiency

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Location: New York City

About Hebbia

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

The Role

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

Responsibilities

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

Requirements

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

What We Offer

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

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

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

You will ensure data cleanliness and accuracy within the GTM tech stack, support the post-sales teams' operating cadence and business processes, and serve as the connective tissue between post-sales and the rest of the GTM organization.

Requirements include 5+ years of progressive experience in revenue/customer success/technical solutions strategy and operations or equivalent role at a high-growth SaaS company. Excellent first-principles thinking skills, strong analytical skills, and the ability to thoughtfully structure analyses, answer key business questions, and drive decision-making are essential.

Additionally, you should have experience in fast-paced environments and be comfortable working both as part of a team and independently. You should be able to prioritize workload and manage multiple concurrent projects, and have strong verbal and written communication skills, with the ability to work effectively with cross-functional teams.

Preferred qualifications include experience building Salesforce reports and dashboards, knowledge of how SFDC applications integrate with each other, and the ability to enable team on SFDC best practices and related tools. Familiarity with related GTM systems (Salesforce, Hubspot, Gong, Outreach, Apollo, Clay, etc.) is also desirable.

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Your primary focus will be on collaborating with field and enterprise sales teams, as well as channel partners, to develop and execute strategies that drive product sales within an overall account strategy. You will engage in all stages of the sales process, from prospecting to closing, ensuring seamless customer experience.

Key responsibilities include facilitating communication between sales and technical teams, sharing updates on product capabilities, success stories, and winning strategies. You will also establish, develop, and maintain business relationships with current and prospective customers to generate new business opportunities.

As a Solution Sales Account Manager, you will participate in industry shows and conventions to showcase Synopsys solutions and build market presence. You will create and deliver advanced solution presentations tailored to customer needs, positioning Synopsys products and services as superior to competitive offerings.

In addition, you will coordinate technical support for demos, proofs of concept, evaluations, and training to enhance customer engagement. You will develop clear and effective written proposals, quotations, and value propositions for customers.

Your contributions will drive revenue growth and profitability for assigned product lines, directly contributing to Synopsys' market leadership. You will accelerate customer adoption of innovative technologies that transform industries and enable next-generation solutions.

As a valued member of our team, you will enhance the company's reputation by delivering exceptional customer experiences and building strong, lasting partnerships. You will support the development of cutting-edge products through valuable client insights and feedback.

You will elevate Synopsys' competitive positioning by showcasing unique product advantages and superior value propositions. You will expand Synopsys' reach within the semiconductor industry, particularly with high-profile accounts such as TSMC and Delta.

You will foster collaboration across global teams, ensuring seamless execution of sales strategies.

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This role is responsible for designing and developing architecture delivery (integration, process, applications, data and technology) with alignment to the enterprise architecture vision, strategy and roadmap. You will require in-depth conceptual and practical knowledge in System Architecture and basic knowledge of related job disciplines. You will have knowledge of best practices and how your area integrates with others; you will be aware of the competition and the factors that differentiate you in the market.

Essential Job Functions:

• 10+ years of experience with Salesforce with 5+ years as a Salesforce Architect
• End to End implementation experience with Salesforce platform. Collaborate and align with platform architects, and product owners to translate business requirements into solutions on Salesforce.
• Should have strong experience in hands-on development using out-of-box features and custom development with Apex, Visualforce and other force.com programming languages including high proficiency in Lightning Web Components(HTML, CSS, Javascript)
• Integration experience using Web based technologies (Soap, Rest) and Middleware tools such as Mulesoft
• Experience with Release Management, Source Control, and Deployment concepts and technologies such as  ANT, SFDC Metadata API, Jenkins
• Hands on experience on Agile framework like SAFe and DevOps.
• Develop and maintain Salesforce technical roadmaps and strategies
• Develop and enforce Salesforce governance and security policies.
• Conduct Salesforce performance optimization and tuning.
• Strong experience in Sales and Service cloud including chat.
• Experience with other Salesforce products like Financial Cloud , Experience Cloud, Marketing Cloud would be beneficial
• Salesforce Admin, Developer and Architect Certifications

Benefits

Competitive compensation and benefits package:

1. Competitive salary and performance-based bonuses
2. Comprehensive benefits package
3. Career development and training opportunities
4. Flexible work arrangements (remote and/or office-based)
5. Dynamic and inclusive work culture within a globally renowned group
6. Private Health Insurance
7. Pension Plan
8. Paid Time Off
9. Training & Development

Note: Benefits differ based on employee level.

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