You'll own deals in the upper SMB segment from day one, while building towards mid-market responsibility within 12 months.

This role is designed for a Senior AE who thrives in high-ownership environments: someone who can generate pipeline when inbound is insufficient, manage complex sales cycles (including multi-product deals, RFPs and tenders), and contribute to a predictable, high-quality revenue engine.

You will be a key pillar in ensuring business continuity and future segment coverage as the team scales.

In this role, you'll:

• Own and drive a high-quality sales pipeline from qualification to close.
• Run full-cycle sales processes including discovery, demos, validation, proposal, negotiation, and closing , with a strong focus on deal progression and win-rate.
• Actively build and maintain your own pipeline through outbound prospecting when inbound lead flow is insufficient.
• Lead complex sales cycles, including multi-stakeholder buying committees, procurement, legal negotiations, and RFPs/tenders.
• Sell the full Tellent offering (Tellent Recruitee, TellentHR, and add-ons), tailoring solutions to customer needs and business context.
• Maintain strong CRM discipline, forecast accuracy, and deal hygiene in line with team standards.
• Collaborate closely with Sales Leadership, Marketing, Product Marketing, Legal, and Partners to win competitive deals.
• Share structured feedback and market insights to continuously improve positioning, product, and go-to-market execution.

You'll bring to the team:

• Solid experience in full-cycle B2B SaaS/Software sales.
• Proven success selling into SMB and/or mid-market organizations.
• Proven ability to be successful in both inbound and outbound deal conversion.
• A structured, disciplined approach to sales, with strong qualification, deal management, and forecasting skills.
• Ability to sell value-based into a broader customer audience, multi-product solutions and tailor messaging to different customer needs.
• Experience at a scale-up or in a fast-moving environment.
• Ambition to grow into broader segment ownership and increased deal complexity over time.

What we offer:

• Flexibility to work from home in the Netherlands and from our beautiful canal-side office in Amsterdam.
• A chance to be part of and shape one of the most ambitious scale-ups in Europe.
• Work in a diverse and multicultural team.
• €1,500 annual training budget plus internal training.
• Pension plan, travel reimbursement, and wellness perks.
• 28 paid holiday days + 2 additional days to relax in 2026.
• Work from anywhere for 4 weeks/year.
• An inclusive and international work environment with a whole lot of fun thrown in!
• Apple MacBook and tools.
• €200 Home Office budget.

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

The Franchise Account Executive role is an opportunity to help build and scale one of Gusto's newest growth channels. Franchise represents a massive and largely untapped market, and this team is focused on activating franchise owners across established partner networks and high-potential industries.

As a Franchise AE, you'll operate in a true outbound motion ‒ prospecting into multi-unit operators, building relationships with influential owners, and closing new business that can scale across locations. You'll also help shape the playbook for how Gusto sells into franchise ecosystems as we grow this program into a durable revenue engine for the company.

Responsibilities

• Own new franchise revenue generation. Prospect into franchise ownership groups within Gusto’s partner networks and target industries, building pipeline through outbound outreach and relationship development with multi-unit operators and influential franchise owners.

• Execute and refine the franchise sales playbook. Leverage the existing franchise sales motion to drive consistent pipeline and deals, while providing feedback and insights that help improve messaging, targeting, and overall execution as the program scales.

• Run the full sales cycle. Manage deals from prospecting through close, partnering with BDRs who support high-volume outreach while focusing your time on larger ownership groups and strategic franchise opportunities.

• Develop relationships with influential franchise operators. Engage multi-unit owners, directors of operations, and regional leaders to understand operational needs and position Gusto as a scalable payroll and workforce platform across multiple locations.

• Partner cross-functionally to drive franchise success. Collaborate with the Franchise Partner Manager, Sales Ops, and Marketing to activate franchise networks, support partner initiatives, and identify opportunities to expand within existing franchise relationships.

• Build referenceable wins within franchise networks. Secure early customer success stories and multi-location operators that can serve as proof points and accelerate adoption across additional franchisees.

• Drive consistent outbound pipeline generation. Maintain a disciplined outbound motion across named franchise accounts and industry segments, using a mix of calls, emails, LinkedIn outreach, and events to create new opportunities.

• Represent Gusto in franchise communities. Attend franchise conferences, regional events, and industry gatherings to build relationships, generate pipeline, and strengthen Gusto’s presence in the franchise ecosystem.

• Achieve and exceed revenue targets. Consistently deliver against quarterly targets for MRR and new customer adds while contributing insights that help scale the franchise program over time.

• Use AI-powered workflows as a core part of how you sell: running assigned tools daily, surfacing friction and inefficiencies as you find them, and collaborating with your team to influence what gets built or improved next.

Requirements

• 3+ years of quota-carrying B2B SaaS AE experience, ideally with outbound new business in SMB, mid-market, or franchise/multi-unit contexts.

• Proven track record as a hunter ‒ generating your own pipeline, landing new logos, and expanding into complex accounts.

• Payroll sales experience is a strong plus.

• Experience navigating multi-unit and franchise structures (franchisors, franchisees, regional/holding companies) is a strong plus.

• Proven, day-to-day experience integrating AI into how you work ‒ across writing, research, prep, and summarization as a core part of your workflow, with a track record of giving clear, useful feedback that helps improve your tools and processes.

• Strong discovery and storytelling skills ‒ able to uncover compliance, payroll, and onboarding pain points and tie them to ROI.

• Comfortable partnering with BDRs: coaching, collaborating on sequences, and maximizing top-of-funnel conversion.

• Entrepreneurial mindset ‒ thrives in building new motions, testing playbooks, and iterating quickly.

• Willingness to travel 25–35% of the time to conferences and in-market opportunities.

Salary

The on-target earnings (OTE) for this role range from $134,000/yr to $155,000/yr in Denver, Atlanta, Chicago & Las Vegas, and $126,000/yr to $144,000/yr in Phoenix. This OTE is structured with a target 60% base pay and 40% commission pay with an uncapped commission structure.

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Key responsibilities include leading incisive discovery to uncover business problems, quantifying impact, and aligning stakeholders on an Intercom value narrative. You will deliver compelling product demos and evaluations that showcase the Intercom Suite, including our Fin AI agent, tailored to each customer's goals and constraints. You will navigate procurement, security, and legal processes with support from cross-functional partners; keep deals moving with clear next steps and timelines.

To succeed in this role, you will need to forecast accurately, maintain crisp CRM hygiene, and communicate risks and upside with clarity. You will influence the product roadmap by sharing structured market feedback and customer insights. You will champion Intercom's values in every interaction with customers and teammates.

Required skills include 2+ years closing new business in B2B SaaS, ideally with SMB customers and familiarity with running larger deals +100k-200k ARR. You should have a consistent track record of exceeding quota with strong opportunity management, multi-threading, ROI modelling and deal execution. Exceptional discovery, storytelling, and demo skills grounded in business value and outcomes are essential.

You should be skilled at generating pipeline through outbound and partner-led motions in tandem with SDRs/Marketing. Adept at running structured evaluations and managing commercial processes (pricing, redlines, security) is also required. Proficient with modern CRM and sales productivity tools; strong written and verbal communication skills are necessary. Experience with MEDDPICC or similar sales methodologies is a plus.

Nice to have: experience selling customer service, helpdesk, AI, or messaging solutions; interest in the broader support-tech ecosystem. Fluency in French is required.

As an Account Executive, Commercial - French Speaking, you will be successful here by ramping quickly and building a high-quality pipeline aligned to territory priorities. You will deliver predictable, on-target performance with disciplined forecasting and stage progression. You will earn trust with prospects through thoughtful discovery, tailored evaluations, and crisp follow-through.

You will be a great teammate – share learnings, collaborate generously, and raise the bar for our team and our customers. Curiosity and a passion for learning and upskilling are essential in this role, as AI has changed the sales landscape.

Benefits include competitive salary and equity in a fast-growing start-up. We serve lunch every weekday, plus a variety of snack foods and a fully stocked kitchen. Regular compensation reviews – we reward great work! Pension scheme & match up to 4%. Peace of mind with life assurance, as well as comprehensive health and dental insurance for you and your dependents. Flexible paid time off policy. Paid maternity leave, as well as 6 weeks paternity leave for fathers, to let you spend valuable time with your loved ones. If you’re cycling, we’ve got you covered on the Cycle-to-Work Scheme. With secure bike storage too . MacBooks are our standard, but we also offer Windows for certain roles when needed.

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At Synopsys, we drive the innovations that shape the way we live and connect. Our technology is central to the Era of Pervasive Intelligence, from self-driving cars to learning machines.

You Are:

You are an accomplished engineering professional with a strong background in analog and mixed-signal circuit design. With over 12 years of industry experience, you have a deep understanding of circuit design fundamentals, device physics, and technology effects. You have successfully managed projects from specifications to silicon, and you are comfortable interfacing with both internal and external stakeholders. You are a proactive team player with excellent problem-solving skills and a knack for managing complex projects. Your high energy and flexible personality allow you to go the extra mile, fostering collaboration and driving projects to successful completion. You are adept at conflict resolution and possess strong customer-facing skills, making you an invaluable asset to any high-performing team.

What You’ll Be Doing:

Managing analog and mixed-signal IP projects from specifications to silicon. Interacting with customers to guide them and help adapt our solutions to their needs. Handling customer queries and debugging problems efficiently. Aligning with and improving established design processes. Interfacing with internal and external stakeholders to ensure high engagement levels. Collaborating with a global team to co-develop Analog Full Custom IPs such as GPIOs, I2C, I3C, SMBUS, eMMC, SVID, Quad SPI, JTAG, and more.

The Impact You Will Have:

Driving the integration of advanced capabilities into System on Chips (SoCs). Enabling customers to meet unique performance, power, and size requirements. Accelerating the time-to-market for differentiated products with reduced risk. Enhancing the design and development of high-performance silicon IP. Improving customer satisfaction through efficient problem-solving and support. Contributing to the continuous innovation and technological advancements at Synopsys.

What You’ll Need:

Bachelor's or Master's degree in Electrical Engineering or a related field from a reputed institution. 12+ years of industry experience in analog and mixed-signal circuit design. Proven experience in managing projects from specifications to silicon. Strong understanding of circuit design fundamentals, device physics, and technology effects. Proficiency in spice simulations and various sub-micron design methodologies.

Who You Are:

A proactive team player with strong written and verbal communication skills. High energy individual with the ability to go the extra mile. Creative and flexible personality with excellent customer-facing skills. Demonstrates good analysis and problem-solving skills. Adept at conflict resolution and fostering collaboration among team members.

The Team You’ll Be A Part Of:

You will be part of a strong development team specializing in GPIOs, Specialty IOs, and General Purpose Analog IPs. The team is distributed globally, bringing together experienced professionals from various sites. Together, you will co-develop high-performance analog full custom IPs and work on projects that push the boundaries of technology.

Rewards and Benefits:

We offer a comprehensive range of health, wellness, and financial benefits to cater to your needs. Our total rewards include both monetary and non-monetary offerings. Your recruiter will provide more details about the salary range and benefits during the hiring process.

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While we take HR seriously, we maintain a lighthearted and collaborative culture. At Workable, you’ll find smart people who have fun, learn, innovate, and help others do the same. We respect everyone, we hire the best, and make sure every experience is special.

We are hiring an SMB Sales Manager to build and lead a high-velocity sales pod within our US business.

Today, our US Sales team consists of 10 quota-carrying Account Executives reporting to a single Sales Director. This role will create a dedicated sub-team of Junior Account Executives (JAEs) and new hires, with a clear mandate: ramp fast, sell well, and graduate talent into our core AE organization.

This is a hands-on leadership role focused on execution, coaching, and throughput — not forecasting theater.

Team Build & Ramp

• Build, onboard, and manage a pod of Junior AEs and newly hired SMB AEs
• Own time-to-first-deal, time-to-quota, and ramp attainment
• Create a repeatable path for reps to graduate into the core AE team

High-Velocity Sales Execution

• Drive daily execution in a transactional, high-volume environment
• Coach reps on:
• Tight discovery
• Clear next steps
• Efficient deal cycles
• Closing discipline

• Ruthlessly improve win rates and cycle times
• ATS and HRIS Sales

Coaching & Performance Management

• Run weekly 1:1s, deal reviews, and pipeline inspections
• Identify underperformance early and take decisive action
• Raise the floor, not just the ceiling

Process & Signal Discipline

• Enforce CRM hygiene and pipeline integrity
• Use data to identify:
• Drop-off points
• Rep-level conversion issues
• Coaching opportunities

• Partner closely with RevOps and Enablement to improve playbooks

Partnership with Sales Leadership

• Work in close partnership with the US Sales Director
• Own early-stage and ramped-down deals so the Director can focus on:
• Fully ramped AEs
• Complex deal management
• Strategic pipeline coverage

• Provide clear signal on when reps are ready to move up

What Success Looks Like

• New SMB AEs ramp faster and more consistently
• Higher win rates and predictability in the SMB segment
• Clear internal promotion path from JAE → AE
• US Sales Director operating at the right altitude
• A scalable model that supports continued US growth

Nice to Have

• Experience managing Junior AEs or SDR-to-AE promotions
• Background in HR tech, SaaS, or transactional B2B sales
• Experience building pod-based or tiered sales models

Why This Role Matters

This role is foundational to our US growth. It’s how we:

• Scale without burning out leadership
• Protect quality while increasing volume
• Build a strong internal bench of future AEs

If you enjoy building talent, tightening execution, and winning at scale, this role will suit you very well

Requirements

Who You Are

• 2–5+ years of sales management experience in SMB or mid-market SaaS
• Proven track record ramping new reps in high-velocity environments
• Strong coaching instincts — you’re in the details, not above them
• Data-driven and comfortable holding a high bar
• Comfortable managing early-career reps and first-time sellers
• Not afraid of repetition, discipline, and saying “no”

Benefits

Our employees enjoy benefits that make them more productive and contribute directly to the development of their professional skills. We want to be able to attract the best of the best and make sure they keep getting better. On top of an exciting, vibrant and intellectually challenging workplace, we offer:

• Comprehensive Coverage: Private Health Insurance, Life, and AD&D Insurance to keep you and your loved ones secure.
• Competitive Compensation: $220,000+ OTE per year, including a $110,000 base salary and $110,000 in uncapped variable compensation.
• Financial Wellness: 401K, Retirement Plan, and Performance Bonuses to invest in your future.
• Stay Connected: Cell phone reimbursement for seamless communication.
• Work in Style: Apple gear provided to set you up for success.
• Recharge & Relax: Generous PTO because we believe in work-life balance.
• Support When You Need It: Access to our Employee Assistance Program (EAP) for personal and professional support.
• Daily Fuel: Receive a daily lunch allowance to keep you energized and productive during your workday at the office.

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Location

San Francisco

Employment Type

Full time

Location Type

Hybrid

Department

Data Science

Compensation

• $293K – $325K • Offers Equity

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

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

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

• 401(k) retirement plan with employer match

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

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

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

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

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

• Relocation support for eligible employees

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

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

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

About the Role

We’re hiring a Data Scientist to support our Marketing Innovation pod, a cross-functional team building the internal tools and agentic systems that fundamentally change how we do marketing and serve customers.

We build product-like systems that:

• Deliver high-touch, consultative experiences to millions of SMB customers through agentic lifecycle and sales experiences

• Adapt messaging, creative, and outreach using real-time behavioral signals

• Power intelligent routing, targeting, and engagement decisions at scale, with minimal human-in-the-loop

In this role, you’ll be embedded with Product and Engineering to ensure these systems drive measurable business outcomes.

What You’ll Do

• Define success metrics for agentic marketing systems (e.g., incremental pipeline generated, conversion lift, rep hours saved), including leading indicators that enable weekly iteration.

• Design measurement and experimentation frameworks for always-on systems across lifecycle automation, creative generation, targeting, and routing — using holdouts, staged rollouts, and quasi-experimental methods when needed.

• Partner with PMs and engineers to instrument, evaluate, and monitor launches so every meaningful release has observability and a credible read on incremental value.

• Translate behavioral and model-driven signals into decisions: what to scale, where to intervene, and how to allocate human and compute attention across segments.

• Build repeatable decision loops (pre-launch criteria → post-launch read → next action) that convert analysis into shipped changes.

What We’re Looking For

• 10+ years in a quantitative role (e.g., Data Science, Decision Science), ideally at a product-led company supporting B2B growth, with exposure to SMB or scaled self-serve motions.

• Deep grounding in experimentation, causal inference, and applied statistics, with experience designing and interpreting tests in real-world, always-on environments.

• Strong technical fluency in SQL and Python, including working directly with messy, incomplete behavioral data to quantify impact.

• Proven track record of translating results into shipped decisions (product, lifecycle, targeting, routing).

• Strong business judgment and a bias toward action: able to scope ambiguous problems, define success, and move quickly from insight to strategy.

• Excellent communicator and partner to PMs/Engineers; comfortable influencing stakeholders and presenting recommendations to senior leadership.

Nice to Have

• Familiarity with large language models and AI-assisted operations platforms

• Experience working on operational automation and decision systems (routing, prioritization, optimization)

• Experience operating in early-stage or rapidly evolving environments, including building measurement and experimentation frameworks from scratch.

About OpenAI

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

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