Key responsibilities include:

• Managing the product management team: Developing and managing a team of experienced product managers
• Building a roadmap: Developing a compelling roadmap aligned with our product vision in collaboration with engineering and stakeholders across the organization
• Overseeing launches and customer adoption: Ensuring launches go as planned, and drive adoption of new features
• Driving GTM strategy: Working closely with cross-functional stakeholders to evolve the GTM strategy, including packaging, sales motions, and marketing campaigns
• Leading strategic initiatives: Oversee mission-critical efforts such as strategic partnerships, engagements with large customers, and M&A
• Partnering with stakeholders: Developing close working relationships with customers, partners, and internal stakeholders, to ensure that we remain aligned on a shared vision and are solving the right problems

Requirements include:

• 10+ years of product management experience, 5+ years of leading other PMs
• Experience with building B2B products for complex and demanding enterprise customers
• Deep technical understanding of Cloud and Data infrastructure technologies
• Excellent organizational and communication skills
• Ability to manage multiple projects simultaneously and prioritize effectively

Starburst offers a competitive salary range of $210,000-$250,000 USD, plus equity packages and comprehensive benefits.

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The Head of Commercial Partnerships will lead a team of Strategic Partnerships Directors, responsible for driving new strategic relationships with commercial payers. Unlike a traditional sales role, you will focus on strategic business development, identifying opportunities to integrate Pomelo's care model into commercial benefit designs. You will be accountable for your team's performance against growth goals by hiring a high-performing team that understands the nuances of the commercial payer market, employer-sponsored health trends, and value-based contracting.

Responsibilities:

• Hire, mentor, and lead a team of Partnership Leads to achieve and exceed growth goals specifically within the commercial payer market
• Develop and operationalize our commercial go-to-market strategy, focusing on partnership structures that align with commercial payer incentives and member engagement goals
• Forecast and report on partnership development performance, focusing on the complex, relationship-driven nature of commercial contracting
• Establish clear metrics and accountability for the full partnership lifecycle, from initial BD outreach and strategic alignment through to final contract execution
• Refine and articulate Pomelo's value proposition to differentiate our model in a competitive commercial landscape
• Support the team in navigating the intricate organizational hierarchies of national and regional commercial plans to accelerate partnership velocity
• Monitor commercial health trends, including shifts in fully-insured vs. self-insured dynamics and private-sector value-based care evolution
• Represent Pomelo externally at major industry conferences and partnership summits to build long-term relationships with key commercial stakeholders

Requirements:

• 10+ years of experience in business development or strategic partnerships, with bonus points for direct experience in commercial payer partnerships and private sector healthcare
• 4+ years of experience leading high-performing BD or partnership teams
• A proven track record of building complex, long-term partnerships with large enterprises rather than transactional sales
• A leader who can hire and retain talent capable of navigating the nuanced, high-level negotiations inherent in the commercial sector
• Strong accountability for growth KPIs with a command of partnership metrics and lifecycle management

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Account Executive (Aerospace & Defense)

United States Off-siteSave

Remote Eligible YesHire Type EmployeeJob ID 16657Base Salary Range $152000-$228000Date posted 03/31/2026

We Are:

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. We lead in chip design, verification, and IP integration, empowering the creation of high-performance silicon chips and software content. Join us to transform the future through continuous technological innovation.

You Are:

You are an accomplished sales professional with a proven track record in driving new business and cultivating lasting customer relationships in EDA, government contracts, and aerospace and defense. You have a passion for technology and thrive in environments where you can connect innovative solutions to real-world challenges. Your expertise enables you to navigate complex sales cycles, understand engineering simulation products, and articulate value to both technical and executive audiences. You are highly organized, autonomous, and proactive, always seeking opportunities to maximize growth and exceed targets. You possess strong networking skills and the ability to manage multiple priorities, ensuring a healthy pipeline and consistent achievement of quotas. You are an effective collaborator, able to coordinate with cross-functional teams and coach early-career sales professionals. Your communication skills are exceptional, allowing you to deliver compelling presentations and persuasive proposals. You value continuous learning, staying abreast of industry trends and product advancements. Your leadership and problem-solving abilities make you a trusted advisor to clients and a resource for your team. Fluent in English and the local language, you are ready to travel up to 50% to engage with customers and prospects. If you are motivated by creating impact, driving innovation, and building strategic partnerships, you will thrive as an Account Executive at Synopsys.

What You’ll Be Doing:

• Perform sales activities, establishing and maintaining business relationships with current and prospective customers within the U.S. government.

• Maintain renewal business and generate new business to achieve or exceed revenue objectives for designated accounts and product lines.

• Create and execute long-term strategies that connect Synopsys solutions to customer challenges and priorities, converting them into strategic accounts.

• Develop and deliver sales presentations that clearly communicate the value of Synopsys products/services, differentiating from competitors with metrics and proof points.

• Establish relationships with customer executives and business leaders who can serve as business champions for Synopsys solutions.

• Coordinate sales efforts with marketing, account teams, sales management, accounting, legal, and technical service groups globally.

• Draft clear and effective written proposals/quotations representing maximum value to customers while ensuring fair pricing for Synopsys.

• Create and maintain account plans for existing customers, highlighting profile, share, and value opportunities.

• Alert clients to new or improved products/services and relay client feedback to product development teams.

• Research sources for developing prospective customers and expanding to new groups within existing accounts.

• Leverage trade shows, conventions, training, and seminars to enhance business opportunities.

• Complete administrative tasks including quotation generation, order processing, delivery, acceptance inspection, NDA and contract preparation.

• Maintain a healthy pipeline and accurately enter data into Salesforce to track progress and meet goals.

• Stay knowledgeable of Synopsys’ new and existing products/services to facilitate sales efforts.

• Coach and mentor earlier career sales professionals within the team.

The Impact You Will Have:

• Drive revenue growth and expand Synopsys’ footprint within your territory through effective sales strategies and account management.

• Enable customers to develop new products and enhance existing ones by integrating Synopsys solutions into their engineering processes.

• Build strategic partnerships with key stakeholders, positioning Synopsys as a trusted advisor and preferred technology provider.

• Contribute to the achievement of sales quotas and business growth targets, ensuring sustained success for the organization.

• Influence product development through customer feedback, helping shape solutions that meet evolving market needs.

• Enhance cross-functional collaboration, strengthening the collective capabilities of the sales, marketing, and technical teams.

• Promote Synopsys’ reputation for innovation, quality, and customer-centric solutions.

• Mentor and support team members, fostering a culture of continuous improvement and professional growth.

• Drive awareness of new offerings, ensuring customers are informed about advancements and opportunities.

• Champion customer success, ensuring clients realize ongoing ROI from their investment in Synopsys solutions.

What You’ll Need:

• Bachelor’s degree in technical, engineering, business or related field with 6+ years of related experience OR 8+ years of relevant sales experience.

• Demonstrated overachievement in technical sales positions, consistently exceeding quotas and growth targets.

• Strong ability to manage multiple opportunities and priorities while tracking progress in CRM systems (e.g., Salesforce).

• Experience navigating complex sales and customer issues with minimal guidance.

• Ability to coordinate internal and external ecosystems, leveraging cross-functional resources for success.

• Strong networking skills and proven ability to drive new contacts and maintain robust business relationships.

• Leadership and collaboration skills, including experience coaching and mentoring others.

• Fluency in English and the local language of the territory.

• Willingness and ability to travel up to 50% regionally.

• Knowledge of Synopsys products/services and pricing practices; familiarity with engineering analysis and technology.

• Proficiency in sales fundamentals, including proposal development, presentations, and negotiations.

• Excellent problem-solving, communication, and organizational skills.

• Strong executive presentation and persuasion skills.

Who You Are:

• Self-motivated and autonomous, taking initiative to drive results.

• Strategic thinker with a proactive approach and strong business acumen.

• Adaptable and resilient in dynamic, fast-paced environments.

• Collaborative team player, able to build rapport and work effectively with colleagues and clients.

• Empathetic listener and communicator, able to understand customer needs and deliver tailored solutions.

• Natural leader with a passion for mentoring and developing talent.

• Detail-oriented and highly organized, managing multiple priorities with ease.

• Resourceful problem solver, able to overcome challenges and deliver value.

The Team You’ll Be A Part Of:

You’ll join a dynamic, high-performing sales team focused on delivering impactful solutions to customers across diverse industries. The team thrives on collaboration, continuous learning, and mutual support, working closely with marketing, technical experts, and product development to drive innovation and growth. Together, you’ll empower clients to leverage Synopsys’ advanced technologies, contributing to their success and the company’s leadership in the market.

**Rew

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Sr. Architect – GenAI, Agentic AI, Ecosystems and Platforms

Sunnyvale, California, United States

Save

Hire Type EmployeeJob ID 16603Base Salary Range $245000-$367000Date posted 04/19/2026

We Are:

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. We lead in chip design, verification, and IP integration, empowering the creation of high-performance silicon chips and software content. Join us to transform the future through continuous technological innovation.

You Are:

You are an accomplished technical leader, recognised for your deep expertise and visionary thinking in AI and infrastructure-native architectures. With a rare blend of hands-on engineering experience and strategic business acumen, you thrive in complex environments where you translate ambitious business goals into robust, scalable, and secure AI solutions. You understand the intricacies of GenAI, agentic AI, and distributed systems, and you are adept at influencing enterprise-wide technology decisions and investments.

Your passion for advancing AI frameworks and platforms is matched by your commitment to architectural integrity and technical excellence. You are a trusted advisor to both executives and engineering teams, capable of communicating complex ideas clearly and persuasively to diverse audiences. Mentoring senior architects and engineers comes naturally to you, as you elevate those around you and set a high bar for quality.

You thrive in collaborative, cross-functional settings, unifying technical voices and aligning business needs with sustainable architectural choices. You are comfortable representing Synopsys as a senior technologist with customers, partners, and industry forums. Your long-term vision, systems thinking, and ability to drive measurable business outcomes make you an invaluable contributor to our enterprise strategy and technical leadership.

What You’ll Be Doing:

• Defining and maintaining enterprise architecture blueprints for GenAI, Agentic AI, and Infrastructure solutions.

• Architecting large-scale GenAI and agentic AI platforms to ensure scalability, reliability, security, and extensibility.

• Evaluating and guiding the adoption of emerging AI, infrastructure, and platform technologies.

• Driving architectural alignment across business units to minimise fragmentation and technical debt.

• Collaborating closely with product and business teams to translate requirements into technical architectures.

• Providing architectural oversight for critical programs, high-risk initiatives, and flagship customer deployments.

• Establishing and reviewing security, compliance, and governance architectures for AI and infrastructure platforms.

• Partnering with external vendors and hyperscalers to shape joint technical roadmaps and integrations.

• Authoring and reviewing architecture decision records and technical strategy documents that guide long-term execution.

• Mentoring and elevating senior and principal architects, fostering a culture of technical excellence.

The Impact You Will Have:

• Enable scalable and repeatable AI platform adoption across the enterprise.

• Reduce technical risk and architectural fragmentation through clear standards and governance.

• Accelerate time-to-market via reusable, well-architected infrastructure and AI foundations.

• Improve platform reliability, security, and performance for mission-critical AI workloads.

• Enhance developer productivity and innovation velocity through strong architectural enablement.

• Strengthen customer confidence by ensuring robust, enterprise-grade AI solutions.

• Influence strategic technology investments with long-term architectural foresight.

• Elevate overall engineering quality by mentoring senior technical talent.

• Support revenue growth by enabling AI-driven products and differentiated capabilities.

• Position Synopsys as a technical leader in agentic AI and infrastructure architectures.

What You’ll Need:

• Recognised expertise in AI and agentic platforms, infrastructure-native architecture, and distributed systems.

• Deep knowledge of GenAI, LLMs, agentic AI patterns, and AI system design.

• Proven ability to design and influence enterprise-scale architectures across multiple teams or business units.

• Strong understanding of security, compliance, and governance in infrastructure and AI systems.

• Exceptional communication skills, with the ability to explain complex technical concepts to executive audiences.

• Demonstrated thought leadership through architecture reviews, technical publications, or patents.

• Experience working with hyperscalers, AI vendors, and strategic partners.

• Strong systems thinking and long-term architectural mindset.

• Track record of mentoring senior engineers and architects.

• Typically, 15+ years of experience in software engineering, architecture, or platform development.

• 8+ years designing and delivering large-scale infrastructure-native systems.

• Significant hands-on experience with AI/ML platforms and GenAI systems.

• Prior experience as a Principal Architect, Senior Architect, or equivalent technical leadership role.

• Demonstrated ownership of enterprise-critical platforms or architectures.

• Experience supporting both internal platforms and external/customer-facing systems.

• History of influencing cross-functional and multi-organisation technical initiatives.

• Experience operating in complex, highly regulated, or high-availability environments.

• Exposure to multi-infrastructure or hybrid architectures.

• Consistent record of delivering long-term technical impact beyond individual projects.

Who You Are:

• Visionary leader with strong business orientation and technical depth.

• Collaborative, able to unify technical voices and align stakeholders.

• Mentor and coach, elevating the technical bar for senior talent.

• Clear, persuasive communicator across all organisational levels.

• Strategic thinker with a passion for architectural integrity.

• Adaptable and resilient in fast-paced, evolving environments.

• Trusted advisor to executives, engineering, and strategic customers.

• Committed to diversity, inclusion, and fostering innovation.

The Team You’ll Be A Part Of:

You’ll join a high-impact team of senior architects and platform engineers dedicated to advancing Synopsys’ AI infrastructure and ecosystem platforms. This team operates at the forefront of technology, championing architectural excellence and driving enterprise-wide innovation. The team’s core focus is on building scalable, secure, and extensible GenAI and agentic AI systems, enabling transformative solutions for internal and external customers. Collaboration, mentorship, and technical leadership are central to the team’s culture, ensuring that Synopsys remains a leader in the AI and infrastructure space.

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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Our ideal candidate is passionate about the transformative possibilities of AI voice technology, and eager to act as a strategic partner - enabling organisations to leverage our industry-leading models and product to reimagine their customer experience, internal workflows, and monetisation strategies.

In this role you will:

1. Build and manage a growing portfolio of new accounts across industries adopting conversational AI to help ElevenLabs meet its revenue goals

1. Identify new business opportunities where ElevenLabs’ conversational AI capabilities can drive user engagement, automation, or cost efficiency

1. Develop and maintain a deep understanding of the conversational AI landscape, including customer use cases, competitive solutions, and emerging trends

1. Demonstrate expertise,or a strong willingness to learn,about conversational AI and how ElevenLabs’ voice technology can unlock value across customer support, virtual agents, in-app assistants, and more

1. Develop and execute account strategies to expand ElevenLabs’ presence within key enterprise verticals (e.g., healthcare, government, finance).

1. Partner closely with customer success and solutions engineering to ensure smooth onboarding and expansion of accounts.

1. Serve as a trusted advisor to clients, educating them on emerging trends in generative AI, voice interfaces, and conversational agents.

We are looking for someone with 7+ years of quota-carrying enterprise sales experience in SaaS or technology, ideally with exposure to AI, generative AI, LLM-based products, or API-driven platforms.

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Accelerate customer value: Lead onboarding and long-term adoption initiatives across multiple products, ensuring customers achieve meaningful and measurable outcomes.

Drive multi-product adoption: Analyze customer usage and engagement across our product suite to identify opportunities for increasing adoption, deepening integration, and maximizing customer value across our customers' business.

Own commercial outcomes: Manage renewals and expansions across your portfolio, owning key metrics such as Net Revenue Retention (NRR), Gross Revenue Retention (GRR), and new product expansion while also contributing to overall company growth targets.

Shape the CS organization: Partner with CS Leadership and cross-functionally with Engineering, Sales, and other cross-functional teams to refine processes, develop scalable solutions, and define best practices that enhance the customer experience.

Champion customer success excellence: Act as the voice of the customer internally, influencing roadmap priorities and ensuring long-term partnership success.

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Your key responsibilities will include:

• Strategic Business Partnership & Business Acumen: Serve as a trusted advisor to plant leadership, translating business strategy into impactful HR initiatives that optimize organizational effectiveness and elevate the employee experience.
• Talent Management & Workforce Transformation: Design and execute advanced talent management strategies, encompassing performance optimization, leadership development, robust succession planning, strategic compensation, and integrated talent acquisition.
• Data Storytelling and Workforce Planning: Champion a data-first approach, leveraging HR analytics platforms to extract critical insights, predict workforce trends, and inform strategic decision-making at the operational leadership level.
• Culture Development & Employee Advocacy: Champion a high-performance, inclusive culture, fostering open communication, trust, and mutual respect in alignment with our 7 Proactive Leadership Standards.
• Labor Relations Expertise: Lead strategic engagement with labor unions and employee representatives, fostering a proactive and high-trust partnership essential for operational stability and continuous improvement.

You will have:

• A Bachelor’s degree in human resources, Organizational Development, or any other related discipline or commensurate work experience.
• Minimum 1-3 years of relevant HR and labor work experience with a bachelor’s degree, preferably in a manufacturing setting.

Even better, you may have:

• PHR or SHRM-CP certification.

This role requires onsite presence at the manufacturing plant to fulfill job responsibilities. Involves occasional lifting of no more than 10 pounds at a time. Work is performed primarily in a seated position and entails no significant stooping, climbing, etc. Role does require time walking and standing on plant manufacturing floor at least 20% of the time.

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We have a wide variety of opportunities for you to accelerate your career potential as you help us define tomorrow's transportation.

In this position…

Act as a strategic advisor to help define and drive business and corporate strategy and vision through thoughtful engagement with POV owners across the business.

Partner with the Company's market intelligence apparatus to routinely sense and monitor events and trends in relevant and adjacent industries.

Act as a thought leader in designing and implementing continuous process improvements to ensure key business initiatives and partnership milestones and priorities are on track across the organization.

Lead special projects as requested by the Executive Director, Corporate Strategy, the Chief Strategy Officer, the Executive Leadership Team and/or the Board of Directors.

Responsibilities

Collaborate with cross-functional skill teams to develop plans in line with the overall corporate strategy and business unit strategies.

Analyse market dynamics, current product line and business performance, competitive intelligence, internal and competitor financial performance, and future scenarios to develop and evaluate strategies.

Assist and drive partnership funnel generation and individual partner negotiations where required.

Understand customer and technical requirements related to the products.

Proactively identify strategic risks and potential strategy work required.

Collaborate with leadership, special committees, and consultants to develop, evaluate, and execute strategies.

Communicate strategy effectively throughout the company and with external stakeholders as needed.

Responsible for ensuring suitable objectives and metrics are in place to measure performance and progress.

Lead teams to deliver Corporate Strategy and company objectives.

Develop Corporate Strategy team members through coaching, mentorship, and other professional development.

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This role serves as the single accountable executive owner of the BCG relationship globally. You will be responsible for defining strategic direction, establishing a durable operating model, and converting alignment into scaled commercial and transformational outcomes across regions and industries.

The role carries full responsibility for the health, performance, and long-term expansion of the partnership and requires senior executive presence, judgment, and accountability.

Responsibilities

• Own the global BCG relationship, including pipeline growth, enterprise impact, and long-term expansion across priority industries.

• Define and run OpenAI's operating model for the BCG partnership, spanning governance, joint planning, and execution cadence across regions.

• Serve as OpenAI's senior executive counterpart to BCG's global leadership, including BCG X and relevant practice leaders.

• Set joint priorities, resolve escalations, and ensure coordinated execution across global and regional teams.

• Shape and lead co-selling of complex, CxO-level enterprise AI transformation opportunities.

• Engage directly with enterprise executives (CEO, CDO, CIO, CTO, Board) alongside BCG partners to frame AI strategy, operating models, and value realization.

• Coordinate internal OpenAI stakeholders (product, research, GTM, legal, communications) to support BCG-led strategic engagements and lighthouse opportunities.

• Establish and enforce clear IP, quality, and conflict-of-interest guardrails across joint engagements and any co-developed assets.

• Define vertical strategy and lighthouse account selection in partnership with BCG across priority industries.

• Build and lead OpenAI's dedicated BCG alliance pod over time, spanning partner management, technical leadership, enablement, and operations.

• Establish durable reporting, metrics, and operating cadence to ensure consistent alliance performance and continuous improvement.

Requirements

• Associate Partner / Principal or Partner-level experience at an MBB firm preferred, or equivalent senior leadership experience in a top-tier strategy and transformation organization.

• A strong combination of technology fluency and commercial leadership, ideally across business development, industry advisory, or alliances/partnership roles at top-tier tech company.

• Proven ownership of global, multi-year strategic partnerships with executive accountability and measurable outcomes.

• Demonstrated success shaping and closing high-stakes, board-level enterprise transformation opportunities.

• Ability to design and scale joint operating models between senior, partner-led organizations.

• Strong executive presence with comfort operating under ambiguity, complexity, and accountability.

• Ability to influence cross-functionally across product, research, sales, legal, communications, and partner organizations.

• Industry expertise in at least one of the following verticals: Financial Services; Pharma & Life Sciences; Healthcare; Retail.

• Deep literacy in enterprise AI, data, and cloud transformation, with credibility among CEOs, CIOs, CTOs, and Chief Digital Officers.

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The Head of Product Partnerships, EMEA will own some of OpenAI's most important business development and partnerships across Europe, the Middle East, and Africa. This role is responsible for identifying, developing, and executing a regional partnership strategy that accelerates adoption of OpenAI's products,across enterprise, developer, and consumer channels.

You will manage relationships with strategic partners ranging from global technology platforms to regional champions,including enterprise software vendors, telcos, cloud providers, and government-aligned organizations. This is a deeply cross-functional role requiring close collaboration with Product, Engineering, GTM, Legal, and Policy teams.

This role is based in our Munich, London, Dublin or Paris office. We use a hybrid work model (3 days/week in the office) and offer relocation assistance for new employees.

Key Responsibilities

• Own EMEA partnership strategy and execution of regional priorities, driving end-to-end partnership development and delivery to accelerate product adoption across enterprise, developer, and consumer channels
• Negotiate and close strategic deals across commercial terms, product scope, data/privacy, brand/marketing, incentives, and expansion paths
• Lead senior partner relationships: build trust, align on joint value props, and manage complexity
• Partner closely with Product, Engineering, GTM, Legal, and Policy to align roadmaps, navigate constraints, and execute partnership initiatives
• Bring a strong point of view on country and sub-region differences across EMEA, informing prioritization, positioning, and partner selection
• Define success metrics and use analytical judgment to assess progress, surface risks, and communicate outcomes to internal stakeholders

Qualifications

• 15+ years of experience in strategic partnerships, product partnerships, business development, or general management within the technology industry
• Demonstrated success leading high-impact partnerships involving major technology partners
• Deep understanding of EMEA market dynamics with experience operating across multiple regions and countries
• Product-savvy with the ability to engage technical stakeholders credibly and influence product direction and roadmap tradeoffs
• Exceptional communication, negotiation, and executive presence
• Strong analytical instincts and comfort using data to inform decisions and communicate impact
• Ability to thrive in a fast-paced, highly ambiguous environment and operate both independently and collaboratively

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. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

To notify OpenAI that you believe this job posting is non-compliant, please submit a report through [this form](https://form.asana.com/?d=57018692298241&k=5MqR40fZd7jlxVUh5J-UeA). No response will be provided to inquiries unrelated to job posting compliance.

We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this [link](https://form.asana.com/?k=bQ7w9h3iexRlicUdWRiwvg&d=57018692298241).

[OpenAI Global Applicant Privacy Policy](https://cdn.openai.com/policies/global-employee-and-contractor-privacy-policy.pdf)

At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.

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Responsibilities:

HR Business Partnership

• Serve as a trusted advisor to plant leadership, translating business strategy into impactful HR initiatives that optimize organizational effectiveness and elevate the employee experience.
• Leverage deep operational acumen, gained through immersive Gemba walks and direct engagement with leadership, to proactively identify and address human capital needs within our lean manufacturing and logistics environments, delivering strategically aligned HR solutions that directly accelerate business success and cultivate a high-performance culture.

Talent Management & Workforce Transformation

• Design and execute advanced talent management strategies, encompassing performance optimization, leadership development, robust succession planning, strategic compensation, and integrated talent acquisition.
• Proactively analyze future workforce needs and capabilities, implementing innovative hourly talent programs (e.g., apprenticeship pathways, reskilling initiatives, strategic placements) that build a high-performing, engaged, and resilient workforce pipeline essential for future growth and our organizational transformation.

Data Storytelling and Workforce Planning

• Champion a data-first approach, leveraging HR analytics platforms (e.g., Visier, Voice) to extract critical insights, predict workforce trends, and inform strategic decision-making at the operational leadership level.
• Lead complex change management initiatives across diverse stakeholder groups, effectively shifting organizational mindsets and mitigating risks to successfully achieve critical business objectives during our ongoing lean and organizational transformation.

Culture Development & Employee Advocacy

• Champion a high-performance, inclusive culture, fostering open communication, trust, and mutual respect in alignment with our 7 Proactive Leadership Standards.
• Act as a visible and influential HR leader, spearheading employee recognition, diversity, equity, and inclusion (DEI) initiatives, and cultural events to significantly boost engagement and drive continuous organizational improvement.

Labor Relations Expertise

• Lead strategic engagement with labor unions and employee representatives, fostering a proactive and high-trust partnership essential for operational stability and continuous improvement.
• Play a pivotal role in collective bargaining, negotiating innovative and mutually beneficial agreements that advance long-term business objectives and enhance labor-management relations within our highly dynamic unionized landscape.

HR Operations

• Lead comprehensive HR compliance and risk management, proactively identifying, assessing, and mitigating legal, reputational, and operational exposures across all employment laws and company policies.
• Champion an ethical culture, collaborating with legal counsel and corporate investigatory teams on sensitive ethics and compliance matters to reinforce integrity and transparency.

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You'll set global strategy and drive execution across a broad portfolio of partnerships that influence some of the company's most important growth outcomes. This includes distribution, integrations, strategic co-marketing, and product partnerships that drive measurable growth, engagement, user value, partner value, and conversion.

You'll build and lead the Growth Partnerships function: aligning internal executives and cross-functional leaders, owning senior external relationships, negotiating complex commercial and product terms, and ensuring strong delivery with Product, Engineering, Data Science, Marketing, Legal, and Finance. Success in this role means owning important business outcomes by closing high-quality partnerships and turning agreements into reliable launches, strong user experiences, and sustained impact.

Key Responsibilities:

• Set Growth Partnerships strategy and portfolio across consumer, multiple products, and multiple business units.

• Own one of the broadest portfolios in the company, balancing near-term growth, medium-term distribution opportunities, and long-term product-led partnership bets that can reshape user experiences.

• Lead major consumer growth partnerships for ChatGPT across banks, telcos, payments, OEMs, media, and platform partners, with a sharp eye toward user experience, economics, and partner alignment.

• Lead B2B and ecosystem growth partnerships that drive adoption across ChatGPT Business and Codex/API usage through scalable channels such as marketplaces, developer ecosystems, and platform partners.

• Lead a cross-functional global Growth Partnerships team with a portfolio partnerships, and personally drive the most important negotiations to completion.

• Build deep credibility with product leaders by consistently improving growth outcomes, sharpening strategic decisions, and identifying where partnerships can create real value.

• Own outcomes by defining targets, instrumentation, and operating cadence to drive measurable KPI impact and iterate aggressively based on performance.

• Lead C-Level partner relationships by building trust, aligning on joint value propositions, and managing complexity over time.

• Build and lead a world-class team of deal leads, partner managers, and operators, raising the bar for strategic thinking, judgment, and execution.

• Represent Growth Partnerships in leadership and executive reviews and planning, communicating crisp tradeoffs on bets, resourcing constraints, and upside/risk across the core plan and stretch plan.

Qualifications:

• 15+ years of experience in strategic partnerships, product partnerships, business development, or growth roles at a scaled consumer and/or B2B technology companies.

• Track record building partnership motions that drive measurable growth, including product integrations, platform partnerships, and distribution.

• Deep experience working with Product and Engineering to shape scope, set milestones, navigate constraints, and sustain post-launch iteration.

• Excellence in complex deal-making, including structuring and negotiating across product, commercial, legal, and operational dimensions; comfort operating in ambiguity and at high stakes.

• Strong cross-functional leadership across Growth, Finance, Legal, Policy/Safety, Data Science, Support, and international stakeholders.

• High judgment and executive presence; credible with C-level partners and internal leadership, and calm under pressure.

• Analytical and metrics-driven, with fluency in funnels, cohorts, retention, partner attribution, and ROI, and the ability to turn insights into action.

• Operator mindset; builds repeatable systems, reduces cycle time, and raises execution quality across multiple parallel workstreams.

• Exceptional written and verbal communication, including concise documents, clear narratives, and crisp decision framing.

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Location: Singapore Department: People Job Type: Full time Work Arrangement: Hybrid

About the Team

The HR Business Partner (HRBP) team at OpenAI is a core partner in shaping how our organization grows and performs. We work alongside senior leaders and their teams to design scalable structures, strengthen leadership capabilities, and drive decisions that enable people to do their best work. We move quickly with the business, anticipating needs and adapting as priorities evolve.

Our expertise spans coaching, organizational design, employee relations, and change management,all grounded in a deep understanding of our Contributions & Impact (C&I) culture and the needs of teams building transformative AI technology.

We operate with urgency, empathy, and sound judgment. We value sincerity over polish, collaboration over ego, and focus relentlessly on creating meaningful impact.

About the Role

This role is focused on supporting OpenAI’s growing business across APAC and is based in our Singapore office. As our presence in the region continues to scale, we are looking for an experienced HR Business Partner who can operate as a trusted advisor to leaders across multiple countries and functions, helping shape high-performing teams in a fast-moving and highly dynamic environment.

As a Senior HR Business Partner, you’ll partner closely with leaders and their teams across APAC to drive organizational effectiveness, strengthen leadership capability, and navigate complex people decisions with sound judgment. You’ll help set direction for how we organize, grow, and lead in the region,acting as both a strategic thought partner and hands-on problem solver.

This role blends strategic advisory work with day-to-day execution. You’ll coach managers through complex situations, design scalable people solutions, support organizational change, and help leaders make thoughtful trade-offs that balance business priorities with our people and mission. You’ll also work closely with global People teams and cross-functional partners to ensure regional needs are represented and delivered effectively.

This is an individual contributor role reporting to the International HRBP Leader.

In this role, you will:

• Shape high-performing, resilient teams: Partner with leaders across APAC to design team structures, talent plans, succession approaches, and ways of working that support growth and performance.

• Advise senior leaders: Build trusted relationships with leaders and managers, providing candid guidance on people strategy, leadership effectiveness, and organizational health.

• Coach and develop managers: Strengthen management capability through practical coaching, feedback, and support across a range of leadership situations.

• Drive scalable People programs: Partner with COEs and global HRBPs to implement and evolve programs such as performance management, engagement, talent planning, and retention in ways that work for APAC.

• Navigate complexity across markets: Apply sound judgment across multiple countries and cultures, balancing regional consistency with local nuance.

• Lead change that matters: Support reorganizations, leadership changes, and business evolution with clarity, empathy, and pace.

• Anticipate and solve problems early: Stay close to the business to identify emerging risks or opportunities, diagnose root causes, and deliver practical solutions quickly.

You might thrive in this role if you:

• Deep HRBP expertise: 7–10+ years of HR experience, including at least 5 years as an HR Business Partner in high-growth, matrixed, or complex environments.

• Regional experience: Experience supporting multiple APAC markets with an understanding of how to operate effectively across cultures, business environments, and employment frameworks.

• Strategic partnering: Able to guide leaders through ambiguity, make strong judgments, and influence decisions at pace.

• Coaching capability: Strong track record of developing leaders and managers through candid, thoughtful feedback.

• Operational range: Comfortable moving between strategic work and hands-on execution in a scaling environment.

• Change leadership: Calm, credible, and effective during periods of change or uncertainty.

• High integrity: Trusted with sensitive matters and known for discretion, fairness, and sound judgment.

Workplace & Location

This role is based in our Singapore office, and we are not considering remote applications at this time. We offer relocation support where appropriate and operate on a hybrid model, with three days per week in the office and optional work from home on designated days.

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. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

To notify OpenAI that you believe this job posting is non-compliant, please submit a report through [this form](https://form.asana.com/?d=57018692298241&k=5MqR40fZd7jlxVUh5J-UeA). No response will be provided to inquiries unrelated to job posting compliance.

We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this [link](https://form.asana.com/?k=bQ7w9h3iexRlicUdWRiwvg&d=57018692298241).

[OpenAI Global Applicant Privacy Policy](https://cdn.openai.com/policies/global-employee-and-contractor-privacy-policy.pdf)

At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.

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In this role, you'll:

• Own day-to-day management of a portfolio of key strategic partners, including Amazon Web Services (AWS) and other high-priority AI ecosystem relationships.
• Serve as a central point of coordination for joint planning, governance, escalation management, and cross-functional execution.
• Build and run partner operating cadences across leadership reviews, working teams, business development, technical alignment, and delivery stakeholders.
• Help drive commercial outcomes by supporting co-sell motions, opportunity coordination, and execution against shared objectives.
• Track partnership performance, milestones, dependencies, and risks across multiple workstreams and internal teams.
• Coordinate internal resources across Go-to-Market, partnerships, product, legal, security, communications, policy, finance, and operations to support partner success.
• Support implementation and operationalization of partnership agreements, statements of work, enablement plans, and governance structures.
• Identify and resolve blockers across joint initiatives, including issues related to prioritization, delivery readiness, technical engagement, or executive alignment.
• Help define the model for how OpenAI engages with partners such as cloud providers, strategic platforms, and other major partners over time.
• Develop clear internal reporting on partner health, strategic priorities, and progress against business goals.
• Drive consistency in how OpenAI manages partner communications, commitments, and cross-functional follow-through.
• Contribute to long-term expansion strategies for strategic relationships, including identifying new areas for product, Go-to-Market, or delivery collaboration.

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This role serves as the Directly Responsible Individual (DRI) for revenue accounting outcomes across these initiatives, ensuring scalable, compliant, and operationally sound revenue reporting.

Key responsibilities include:

• Serving as the Revenue Accounting DRI for strategic initiatives including M&A integrations, and complex partnership arrangements across multiple jurisdictions.

• Partnering cross-functionally with Technical Accounting, Strategic Finance, Legal, Tax, Product, GTM, and Deal Desk to design compliant revenue solutions that support business growth.

• Assessing new commercial models, partnership structures, and contract terms for ASC 606 implications, principal vs. agent considerations, gross vs. net presentation, and revenue disclosure impacts.

• Driving operational readiness for new launches, including process design, systems requirements, controls, and close readiness.

• Supporting diligence, integration planning, and post-close execution for acquisitions with a focus on revenue recognition, customer contracts, and reporting implications.

• Leading revenue reporting conclusions and executive-level communication for these workstreams, ensuring alignment across stakeholders and auditors.

• Identifying opportunities to improve automation, scalability, and controllership readiness as the business expands globally.

You might thrive in this role if you have 8+ years of experience in Revenue Accounting, Technical Accounting, Big 4, or high-growth technology environments.

Deep knowledge of ASC 606 and strong judgment across complex revenue models are also essential.

Additionally, experience supporting strategic partnerships, new business models, M&A integrations, or international expansion is highly valued.

Strong executive presence with the ability to influence cross-functional stakeholders and simplify complex accounting topics for non-accountants is also necessary.

A builder mindset with strong operational rigor and the ability to drive ambiguous workstreams to clear outcomes is also required.

Experience in high-growth environments with a strong bias for action and ownership is also preferred.

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As a secondary priority, you will also own Fifth Dimension's strategic partnership program: building and managing alliances with technology partners, channel and referral partners, and industry associations that accelerate our reach and credibility across the CRE ecosystem.

Reporting to the CEO, you will operate as the connective tissue between Fifth Dimension and the global institutions that define commercial real estate.

This is a senior IC role.

This role is ideal for someone who: Understands that a 15-month sales cycle is not slow, it's strategic Has navigated investment committees, board approvals, and multi-stakeholder procurement Thinks in terms of account architecture Sees partnerships as distribution infrastructure Knows the quarterly metrics or milestones needed to land the 15-month long sell.

What You'll Do Cultivate Enterprise Accounts (the core of the role) Own a named book of Tier 1 enterprise accounts: institutional asset managers, mega-REITs, sovereign wealth-backed platforms, and large family offices Provide full transparency of progress through leading metrics, given the long deals cycles of Enterprise Accounts. Build trusted relationships with COOs, CIOs, CFOs, and portfolio managers across these firms Navigate complex buying processes with 5 to 10 stakeholders, budget cycles, IT security reviews, and investment committee approvals Develop account-specific strategies that map Fifth Dimension's intelligence layer to each firm's operational pain: fund-level data isolation, co-investor reporting complexity, acquisition integration Progress accounts from first meeting through proof of concept to signed enterprise agreement

Build and Manage Strategic Partnerships Develop channel and referral relationships with CRE consultancies, brokerages, and advisory firms that influence technology adoption, where success is revenue multiplication and not just logo borrowing. Establish Fifth Dimension's presence and credibility within industry associations: ULI, NAREIT, PREA, CREFC, and others that lead to preferential rates, placements, introductions and ultimately, deals. Create co-marketing and co-selling motions with partners that generate qualified enterprise pipeline Identify, negotiate, and operationalise partnerships with technology and integration partners (Yardi, MRI, Argus, and similar platforms) Track partner performance and ROI with the same rigour you'd apply to your own pipeline Shape Market Strategy Contribute directly to Fifth Dimension's US enterprise positioning, pricing, and go-to-market strategy based on what you learn from tier-1 accounts Partner with Product, Solutions, and Engineering to translate enterprise requirements into roadmap direction Turn early wins into case studies and reference accounts that accelerate the next wave of enterprise deals

What We're Looking For Must Have 7+ years in enterprise sales, business development, or strategic partnerships, with at least 3 years focused on commercial real estate or PropTech Experience at venture-backed startups and in financial services - could be with real assets or other asset types Proven track record navigating 12+ month enterprise sales cycles with $250K+ ACV outcomes Experience building and managing strategic partnerships with technology vendors, channel partners, or industry bodies Executive presence and credibility with C-suite stakeholders at firms managing $40B+ in AUM A consultative, relationship-first approach to business development. You sell by understanding, not by pitching Experience with complex, technical products (AI/ML, deeptech, fintech, or similar enterprise software) Based in New York. Willingness to work in-office 3x/week (Midtown Manhattan) Travel readiness: 25%+ for client meetings, industry events, and 2x annual London trips

Nice to Have Deep understanding of institutional CRE buyers: how fund structures work, how investment committees make decisions, what makes a COO say yes to new technology Existing relationships at target accounts: Blackstone, Brookfield, Starwood, Mitsui, or similar institutional platforms Familiarity with CRE technology ecosystems: Yardi, MRI, CoStar, Argus, DealCloud

Why Join Fifth Dimension? You will own the relationships that define Fifth Dimension's enterprise future. This is not a role where you inherit an account list and maintain it. You will build the account and partnership architecture from the ground up. Work with a genuinely differentiated AI product that enterprise CRE firms need, not a nice-to-have Join at a Series A growth stage where your work directly shapes company trajectory Help build the category leader in AI-powered commercial real estate If you want to build something lasting with the patience and precision it requires, we should talk.

Compensation and Benefits $160K–$180K base salary Performance-based bonus tied to account progression and partnership milestones Meaningful equity on a standard vesting schedule 2% company-sponsored 401(k) contributions Healthcare, dental, and life insurance Unlimited PT

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As the Manager of our San Francisco HQ you will oversee the workplace operations team and ensure the delivery of programs and services that amplify Okta’s culture and values. You will manage the execution of operational plans and be accountable for the performance and results of your team. This role involves working on complex operational problems, providing leadership to your team, and managing the site budget. The ideal candidate will excel at leading a team of multi-skilled individuals, building strong relationships with stakeholders, and championing Okta’s core values. This is a hands-on leadership role for a candidate with a strong hospitality mindset, employee experience focus, and a proven track record in facilities and F&B program management.

Core Operations & Execution Team Leadership: Manage a team of workplace professionals responsible for meeting operations, Food & Beverage (F&B), repairs & maintenance, shipping & receiving, and onsite events. Provide direction, coaching, and support to ensure team success. Operational Management: Oversee complete day-to-day operations of the San Francisco HQ, ranging from janitorial to life-safety services, space planning, and all programs and services in-between. Implement and adapt departmental plans and priorities to address resource and operational challenges. Safety, Security & Compliance Leadership: Take the lead to address local safety, security, and facilities-related concerns. Communicate status and updates effectively to ensure our workplace meets all regulatory and company standards. Vendor Management: Manage relationships with key site vendors, contractors, and landlord property managers. Oversee vendor performance through quarterly business reviews, monitoring compliance with Okta's service level agreements (SLAs) and key performance indicators (KPIs).

Strategic & Financial Stewardship Financial Management: Manage the site-level budget and partner with Finance on all items ranging from capex/opex, accruals, and forecasts. Track expenses and ensure cost-effective management of service contracts. Capital Projects & Infrastructure: Manage the coordination and implementation of capital projects in close collaboration with the Global Workplace Project Management team to enhance our facilities and employee experience. Program Leadership: Take a leadership role in the Food & Connections program, driving initiatives that foster connection and enhance Okta's culture. Organize and champion employee experience offerings while contributing to North American and global strategy for these programs.

Innovation & Continuous Improvement Process Improvement: Innovate and introduce new ways of solving problems, generating ideas to improve workplace efficiency and the employee experience. Deliver programs and services to support our growing distributed workforce in the region as well as onsite facilities. AI Integration & Optimization: Enhance Okta's internal AI ecosystem by refining existing applications, optimizing system performance, and identifying opportunities to scale frameworks while maintaining security and technical excellence.

Strategic Partnerships & Leadership Strategic Executive Liaison: Serve as a trusted operational partner to the C-suite, managing executive facilities requests and high-profile office activations with discretion and precision. Cross-Functional Collaboration: Work closely with Global Workplace + Experience colleagues, cross-functional partner teams, functional leaders, and leadership to ensure that the space and experience reflects Okta's philosophy to promote wellness and productivity. Build strong internal relationships with employees, leadership, partner teams, and key stakeholders. Regional & Global Strategy: Work closely with the North American and Global Operations Workplace teams to drive visions, methods, and targets. Contribute your voice to North American and global strategy for workplace programs and initiatives.

What You’ll Bring to the Role Minimum 4+ years of workplace programs and/or site management experience in a large enterprise environment Strong management and leadership skills with experience managing direct reports and cross-functional teams Self-starter capable of driving results independently with exceptional organizational, analytical, and financial acumen Strong verbal and written communication skills across all organizational levels Background in Workplace Services with commitment to exceptional customer service and positive employee experience Proficiency with workplace management systems (Space IQ, Coupa, ServiceNow, Scout, Asana, GSuite, Atlassian) Strategic partnership and stakeholder relationship management capabilities Vendor management and budget oversight experience (capex/opex planning) Safety, security, compliance leadership, and program innovation mindset Adaptability and comfort working in ambiguous, fast-paced environments

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Responsibilities:

Cultivate Enterprise Accounts (the core of the role): hôn a named book of Tier 1 enterprise accounts: institutional asset managers, mega-REITs, sovereign wealth-backed platforms, and large family offices Provide full transparency of progress through leading metrics, given the long deals cycles of Enterprise Accounts. Build trusted relationships with COOs, CIOs, CFOs, and portfolio managers across these firms Navigate complex buying processes with 5 to 10 stakeholders, budget cycles, IT security reviews, and investment committee approvals Develop account-specific strategies that map Fifth Dimension's intelligence layer to each firm's operational pain: fund-level data isolation, co-investor reporting complexity, acquisition integration Progress accounts from first meeting through proof of concept to signed enterprise agreement

Build and Manage Strategic Partnerships: Develop channel and referral relationships with CRE consultancies, brokerages, and advisory firms that influence technology adoption, where success is revenue multiplication and not just logo borrowing. Establish Fifth Dimension's presence and credibility within industry associations: ULI, NAREIT, PREA, CREFC, and others that lead to preferential rates, placements, introductions and ultimately, deals. Create co-marketing and co-selling motions with partners that generate qualified enterprise pipeline Identify, negotiate, and operationalise partnerships with technology and integration partners (Yardi, MRI, Argus, and similar platforms) Track partner performance and ROI with the same rigour you'd apply to your own pipeline

Shape Market Strategy: Contribute directly to Fifth Dimension's US enterprise positioning, pricing, and go-to-market strategy based on what you learn from tier-1 accounts Partner with Product, Solutions, and Engineering to translate enterprise requirements into roadmap direction Turn early wins into case studies and reference accounts that accelerate the next wave of enterprise deals

What We're Looking For: Must Have: 7+ years in enterprise sales, business development, or strategic partnerships, with at least 3 years focused on commercial real estate or PropTech Experience at venture-backed startups and in financial services - could be with real assets or other asset types Proven track record navigating 12+ month enterprise sales cycles with $250K+ ACV outcomes Experience building and managing strategic partnerships with technology vendors, channel partners, or industry bodies Executive presence and credibility with C-suite stakeholders at firms managing $40B+ in AUM A consultative, relationship-first approach to business development. You sell by understanding, not by pitching Experience with complex, technical products (AI/ML, deeptech, fintech, or similar enterprise software) Based in New York. Willingness to work in-office 3x/week (Midtown Manhattan) Travel readiness: 25%+ for client meetings, industry events, and 2x annual London trips

Nice to Have: Deep understanding of institutional CRE buyers: how fund structures work, how investment committees make decisions, what makes a COO say yes to new technology Existing relationships at target accounts: Blackstone, Brookfield, Starwood, Mitsui, or similar institutional platforms Familiarity with CRE technology ecosystems: Yardi, MRI, CoStar, Argus, DealCloud

Why Join Fifth Dimension? You will own the relationships that define Fifth Dimension's enterprise future. This is not a role where you inherit an account list and maintain it. You will build the account and partnership architecture from the ground up. Work with a genuinely differentiated AI product that enterprise CRE firms need, not a nice-to-have Join at a Series A growth stage where your work directly shapes company trajectory Help build the category leader in AI-powered commercial real estate

If you want to build something lasting with the patience and precision it requires, we should talk.

Compensation and Benefits: $160K–$180K base salary Performance-based bonus tied to account progression and partnership milestones Meaningful equity on a standard vesting schedule 2% company-sponsored 401(k) contributions Healthcare, dental, and life insurance Unlimited PTO $100/month wellbeing budget $1,000 annual training budget 14 weeks paid parental leave (primary caregiver), 6 weeks (secondary caregiver) Tailored support for exceptional life challenges (IVF, ADHD/Autism diagnosis, gender-affirming care, therapy, and more)

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Key responsibilities include:

• Planning, executing, upselling, and optimizing data-driven ad campaigns in collaboration with internal teams.
• Building and maintaining strategic partnerships, aligning with stakeholder goals across all funnel stages.
• Ensuring accurate implementation of first-party data and campaign launches with cross-functional teams.
• Optimizing media campaigns and audience targeting daily using various technologies and platforms.
• Delivering weekly campaign performance reporting and insights.
• Advising clients on Pinterest ad products, targeting, bidding, creative, and measurement strategies.
• Providing exceptional client service through communication, issue resolution, and seamless execution.

In addition, you will utilize AI to understand and test various tools and approaches to aid in meeting preparation, performance analysis, and prioritizing high-impact outcomes with velocity.

To succeed in this role, you will need to have proven experience managing and growing client accounts with data-driven strategies, strong knowledge of advertising best practices and technical media measurement, and excellent verbal and written communication skills with a proactive, problem-solving mindset.

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We're looking for a creative, delivery-oriented Enterprise Account Executive to join our team in Denmark. As an Account Executive, you'll know how to sell innovation and value to existing customers, identify new use cases, and grow consumption. You'll also guide deals forward to compress decision cycles.

The impact you'll have:

• Co-develop a business plan with your team and ecosystem partners to accelerate customer success and exceed quarterly/annual consumption and booking goals

• Lead your team, customers, and partners to identify impactful data and AI use cases while proving out their value on the Databricks Data Intelligence platform

• Implement the data and AI transformation goals of your customer through a combination of strategic partnerships, well-scoped professional services, training, and targeted executive engagement

• Develop an understanding of technical product details and roadmap to build trust with executives and technical champions

What we look for:

• Extensive experience selling complex solutions to Enterprise Customers

• Experience working in Data, Cloud industries with some technical sales experience

• Proof of exceeding sales quotas in high-growth Enterprise software companies

• Experience driving consumption and commit-based engagement models and strategies working with professional services and training teams

• Experience co-selling and scaling your business with Cloud Vendors (AWS, Azure, and Google Cloud teams) and Global Solution Integrators (GSI)

• Experience of building effective champions, collaborative teams, and partnerships to support execution of your account/territory plan

• Understanding of how to identify all key use cases and buying centers in an opportunity to increase the impact of Databricks in an organization

• Experience of following robust sales methodologies and process (e.g., account planning, MEDDPICC, Value Selling, and accurate forecasting)

• Bachelor's Degree or relevant work experience

• Fluency in English is required; fluency in Danish is preferred

About Databricks

Databricks is the data and AI company. More than 10,000 organizations worldwide , including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 , rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics, and AI.

Benefits

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region, click here.

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We are seeking a seasoned leader to head our Global Network Partnerships team, responsible for developing and managing relationships with critical partners such as Visa, Mastercard, and American Express.

Responsibilities

• Lead, inspire, and scale a high-performing team managing Stripe's Network partnerships globally, actively driving the retention of top talent while navigating complex regional nuances and varying market demands across all geographies.

• Architect and socialize long-term partnership strategies, acting as the primary catalyst for organizational alignment. Rather than making siloed decisions, focus on aligning the Leadership Team (LT), Go-To-Market (GTM) organizations, and product teams around a shared, multi-year strategic direction.

• Balance long-term thinking with a bias for execution. Translate high-level strategy into actionable, pragmatic 'first moves' and oversee the seamless execution of joint initiatives and new global offerings.

• Establish operational rigor and robust processes to ensure best-in-class partner and deal management rooted in milestone tracking, KPIs, and a portfolio of mutual interests.

• Drive cross-functional change management by leading with context and collaboration. Exercise executive presence to navigate complex organizational dynamics, strategic tradeoffs, and maintain oversight across internal stakeholders (risk, compliance, product, engineering, treasury, GTM, and regional teams), establishing a clear hierarchy of priorities that balances bold innovation with a deep respect for system complexity.

• Represent Stripe at industry events, forging close relationships with senior stakeholders, and championing Stripe's value proposition across all global markets.

Requirements

• 15+ years of experience in strategic partnerships, business development, corporate development, or a related field, with a significant portion spent in senior executive leadership roles managing a global scope.

• 10+ years of deep domain experience related to payments or card networks globally, demonstrating an expert-level understanding of regional network economics, cross-border complexities, and alternative payment methods.

• Demonstrated executive presence and a highly collaborative approach, acting as a master orchestrator who excels at engaging, influencing, and aligning detail-oriented Leadership Team (LT) members rather than relying on top-down decision-making.

• 5+ years of experience leading and inspiring distributed global teams, with a proven track record of retaining high performers, overseeing complex cross-functional initiatives, and adapting strategies to local market demands.

• Proven ability to partner closely with Go-To-Market (GTM) teams to ensure partnership strategies directly support revenue growth, merchant adoption, and overall commercial success.

• Exceptional negotiation skills and leverage identification, with a history of expanding acceptance, launching new payment methods, and closing highly complex, multi-region commercial deals.

• Experience working in product-centric environments, successfully balancing an ambitious long-term vision with the operational realities of executing across internal and external dependencies.

• Outstanding written and verbal communication skills, with the ability to build consensus and navigate organizational dynamics at the highest levels of the company (C-suite and LT), both internally and externally.

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

Your tasks will include:

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

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

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

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

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

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

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

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

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

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Accountabilities

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

Essential Skills/Experience

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

Essential Skills and Capabilities

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

Preferred Qualifications

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

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

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

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

Accountabilities

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

Essential Skills/Experience

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

Essential Skills and Capabilities

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

Preferred Qualifications

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

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

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

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

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

Accountabilities:

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

• Effectively communicate product information to healthcare professionals.

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

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

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

Essential Skills/Experience:

• Bachelor’s Degree

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

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

• A valid driver’s license and safe driving record

Essential Skills and Capabilities:

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

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

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

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

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

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

Preferred Qualifications:

• Experience with ENT’s

• Experience in Specialty Pharmacy Fulfillment Pathway

• Experience with Buy & Bill

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

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Accountabilities:

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

Essential Skills/Experience:

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

Essential Skills and Capabilities:

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

Preferred Qualifications:

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

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

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

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

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

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

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Accountabilities:

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

Essential Skills/Experience:

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

Essential Skills and Capabilities:

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

Preferred Qualifications:

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

XML job scraping automation by YubHub

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

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

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

Accountabilities:

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

• Effectively communicate product information to healthcare professionals.

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

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

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

Essential Skills/Experience:

• Bachelor’s Degree

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

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

• A valid driver’s license and safe driving record

Essential Skills and Capabilities:

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

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

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

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

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

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

Preferred Qualifications:

• Experience with ENT’s

• Experience in Specialty Pharmacy Fulfillment Pathway

• Experience with Buy & Bill

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

XML job scraping automation by YubHub

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

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

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

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

XML job scraping automation by YubHub

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

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

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

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

XML job scraping automation by YubHub

Accountabilities:

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

Essential Skills/Experience:

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

Essential Skills and Capabilities:

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

Preferred Qualifications:

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

XML job scraping automation by YubHub

Accountabilities:

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

Essential Skills/Experience:

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

Essential Skills and Capabilities:

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

Preferred Qualifications:

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

XML job scraping automation by YubHub

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

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

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

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

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

XML job scraping automation by YubHub

Accountabilities:

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

Essential Skills/Experience:

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

Essential Skills and Capabilities:

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

Preferred Qualifications:

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

XML job scraping automation by YubHub

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

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

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

Accountabilities:

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

• Effectively communicate product information to healthcare professionals.

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

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

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

Essential Skills/Experience:

• Bachelor’s Degree

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

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

• A valid driver’s license and safe driving record

Essential Skills and Capabilities:

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

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

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

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

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

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

Preferred Qualifications:

• Experience with ENT’s

• Experience in Specialty Pharmacy Fulfillment Pathway

• Experience with Buy & Bill

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

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

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

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

Responsibilities:

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

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

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

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

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

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

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

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

You might be a good fit if you have:

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

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

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

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

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

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

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

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

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

Strong candidates may also have:

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

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

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

• Background in technical due diligence or technology M&A

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

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

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

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

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

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

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

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

Responsibilities:

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

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

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

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

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

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

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

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

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

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

You may be a good fit if you have:

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

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

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

• Experience explaining and demonstrating technical products to various audiences

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

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

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

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

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

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

You are a true team player

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

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

Responsibilities:

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

You may be a good fit if you:

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

It's a bonus if you:

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

Logistics

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

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Develop the global expansion roadmap with clear, compelling business cases to justify each new market expansion decision.

Design and execute market entry strategy for priority international markets, directing complex workstreams across a wide range of cross-functional teams, working from zero to initial commercial traction.

Act as interim lead for new markets: recruit local landing teams, win early lighthouse deals, and establish operational foundations.

Run executive engagement programs , preparing Anthropic leadership for international market visits and orchestrating inbound customer executive visits to HQ for maximum commercial impact.

Partner with Marketing, Communications, and Global Affairs to adapt Anthropic's narrative and GTM approach to local market contexts.

Identify and develop strategic partnerships that accelerate market entry where direct presence alone is insufficient.

Serve as the primary bridge between international Sales teams and HQ, translating on-the-ground signals into priorities for product, policy, and leadership.

Build playbooks and repeatable processes that allow Anthropic to enter new markets faster over time.

Serve as the GTM lead for Anthropic’s mission-oriented international programs related to expansion , including expanding access and affordability in Global South markets.

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

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

Key responsibilities include:

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

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

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

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

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

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

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

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

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

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

How We'll Take Care of You:

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

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

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

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

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

Key responsibilities include:

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

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

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

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

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

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

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

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

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

Requirements include:

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

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

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

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

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

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

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

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

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

Key Responsibilities:

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

Requirements:

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

Bonus Points:

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

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

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

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

Here are some key responsibilities:

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

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

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

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

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

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

Pay Transparency Disclosure

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

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

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

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

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

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

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

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

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

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

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

Key responsibilities include:

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

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

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

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

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

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

Responsibilities:

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

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

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

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

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

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

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

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

You might be a good fit if you have:

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

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

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

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

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

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

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

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

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

Strong candidates may also have:

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

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

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

• Background in technical due diligence or technology M&A

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

Logistics:

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

• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links,visit anthropic.com/careers directly for confirmed position openings.

How we're different:

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact , advancing our long-term goals of steerable, trustworthy AI , rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues.

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As a Chief Engineer - Propulsion Integration, you will be a critical member of the team for selection and integration of aircraft engines, engine components, and fuel systems on unmanned air vehicles.

Key responsibilities include:

• Design, fabricate, and test prototype components and control systems
• Plan, instrument, and execute tests of aircraft propulsion systems
• Coordinate with engine vendors, develop strategic partnerships, and manage development projects
• Support critical hardware demonstrations with customers as needed

Required qualifications include 8+ years of propulsion engineering experience on air vehicles, professional experience with jet engines in the 1,000-20,000 lb thrust class, and knowledge of jet engine fundamentals.

Preferred qualifications include experience in NX/Teamcenter, hands-on experience with jet engine testing, and knowledge and experience working with Engine Management Systems (EMS).

The salary range for this role is $254,000-$336,000 USD per year, and highly competitive equity grants are included in the majority of full-time offers.

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In this role, you'll lead the Spanish sales team in driving revenue growth by partnering with agencies, direct clients, and managing a team of high-performing sales people in Spain.

If you're an enthusiastic X user with relevant experience in digital advertising, people leadership, agency partnerships, and a proven track record of building strong customer relationships, we invite you to explore this opportunity to contribute to X's advertising sales and agency development.

Responsibilities

• Generate revenue growth for X by managing industry sales across key verticals and agency partnerships, via direct client and agency relationships.
• Lead, manage, and inspire a high-performing sales team, including Client Partners, Client Account Managers, and agency-focused team members, to consistently deliver strong sales results and meet quarterly targets.
• Actively coach and develop the team on core sales competencies, while partnering with Market Leads, Global Agency Team, Revenue Finance, Sales, and cross-functional (XFN) teams to build and execute cohesive strategy for the Spanish Market.
• Own quarterly regional sales forecasts, planning, and execution to drive incremental revenue.
• Build trusted partnerships, expand and deepen relationships, and facilitate active communication between agencies, clients, and X, including developing strategic relationships across all agency types (creative, media, social, etc.) to deliver optimal value through trading agreements and program execution.
• Use in-depth industry, vertical, and agency knowledge to build winning strategies, remove blockers, maximize revenue, and provide thought leadership in the market and key sectors.
• Develop and execute trading strategies for local collaborative agreements that drive revenue for X and value for agencies and clients.
• Develop and deliver educational bootcamp-style training on X products, brand safety tools, best practices, and how individuals use X to inspire authentic brand applications.
• Ensure agencies' and clients' voices, opinions, ideas, and feedback are conveyed back to X's Marketing, Product Development, and wider business teams, including input on sales materials, advertiser insights, and new products/features.
• Partner with sales teams on support plans, growth strategies, and day-to-day matters to increase revenue from existing accounts, unlock new advertisers, and develop first-class programs to uplevel creative thinking and deliver positive business impact.
• Discover and showcase great X usage stories and evidence to shape the agency, brand, and media world's understanding of how brands can use X.
• Build and maintain strong relationships with all key stakeholders across clients and agencies.
• Report on revenue, understand macro trends and internal forces impacting the business, and provide these insights back to the wider organization.
• Provide deep vertical, product knowledge, and insights to drive creative and long-term improvements to X's overall platform offering.

Basic Qualifications

• A deep understanding of both performance and brand marketing, as well as the wider online advertising industry, with a focus on tools and technologies that enable ad serving.
• 15+ years of proven experience in digital media sales, marketing, agency partnerships, or media sales, with specific expertise across the Spanish market and EMEA verticals.
• Demonstrated ability to think strategically about industries, product sets, and complex agency structures.
• Deep expertise in social media platforms, including demonstrated experience in X best practices.
• Strong client-facing, sales, and commercial skills, with experience in partner/agency management, business development, negotiations, and direct advertiser sales, including strategic partnerships.
• Familiarity with agency holding companies and strong relationships across the agency landscape.
• Experience successfully working with Sales XFN teams, Product, Engineering, and Marketing groups to develop comprehensive forward-looking plans and execute them with strategic and tactical initiatives.
• Track record in building, managing, and coaching a high-performing sales team, as well as building senior client and agency relationships.
• Ability to partner within cross-functional teams, consult, bring ideas to the table, and build internal networks for collaboration across teams.
• Strong writing, copy editing, communication, and presentation skills, including proficiency in PowerPoint and Keynote.
• A self-starter who takes initiative, is action-oriented, and can balance quick turnaround with long-term strategic efforts; flexible and effective in dealing with changes in priorities, ambiguity, or obstacles.
• Comfortable with a fast-paced, always-on, start-up environment.
• Team player with a positive and dynamic personality.
• Strong planning and organizational capabilities.
• Alignment to X’s vision and core values.

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You will initially establish and lead a specialized team of enterprise sales professionals across the region, creating our foundational sales infrastructure for that customer segment. After successfully establishing our regional presence, this role will likely transition to focus on a specific sub-region or sub-segment as we scale our India operations.

Your responsibilities will encompass building the sales team, developing strategic partnerships with our customers, collaborating with our Product team to ensure regional market fit, and maintaining alignment with our global headquarters strategy. This position requires deep enterprise sales expertise, preferably with exposure to AI technologies, and the ability to navigate the complex regulatory and cultural landscape of the Indian market.

Responsibilities:

• Develop and execute comprehensive India go-to-market strategy for Enterprise customers

• Build and lead a high-performing, sustainable Enterprise sales team and motion across the region, including executing against a predefined list of tentpole strategic customers

• Establish strategic partnerships with major technology partners

• Collaborate with Product, Marketing, and Customer Success teams to adapt offerings for the Indian market

• Conduct market analysis to identify opportunities and refine our regional approach

• Navigate complex, multi-stakeholder sales processes within large organizations

• Craft and execute strategies to differentiate Anthropic and capture market share, addressing the unique challenges of being a second-mover in the AI industry

• Ensure alignment between regional operations and global corporate strategy, representing India's priorities to global leadership

• Represent Anthropic with key customers and across partner events, communicating our trust and safety principles effectively

• Ensure our trust and safety principles are effectively communicated to our enterprise clients

You may be a good fit if you have:

• 18+ years of experience in enterprise sales, with at least 5 years in leadership roles managing large-scale sales operations

• Have a proven track record of success in enterprise sales, particularly in selling technical API products or services

• Possess experience selling through partner sales and ideally through cloud partners

• Demonstrate an ability to build and scale enterprise sales teams in a high-growth environment

• Have successfully sold into India's leading enterprises, digital natives and conglomerates

• Show a history of creative problem-solving and persistence in competitive markets

• Possess deep knowledge of the enterprise tech industry, particularly in areas like cloud services, data management, or AI

• Excel at building internal champions within client organizations

• Are driven by a desire to create trust and have experience overcoming significant market challenges

Ideal Candidate Profile: The successful candidate will possess both strategic vision and operational excellence, with the ability to navigate diverse cultural and regulatory environments across India. You will be responsible for establishing Anthropic's enterprise sales presence in this region while building the foundation for future expansion and specialization.

This role offers exceptional opportunity for a seasoned sales leader to shape the adoption of frontier AI technology in one of the world's most exciting and rewarding markets

Logistics:

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

• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links,visit anthropic.com/careers directly for confirmed position openings.

How we're different:

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact , advancing our long-term goals of steerable, trustworthy AI , rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process

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Responsibilities:

• Draft, analyse, negotiate, and complete complex commercial transactions with the company's public sector customers, vendors, and strategic partners, including IP licensing agreements
• Propose and develop scalable solutions to improve contracting efficiency
• Collaborate with business units and legal team members to streamline contract management processes, identify potential risks, and drive continuous improvement in contract handling efficiency
• Collaborate with the Product, Sales, Business Operations, Research, and Procurement teams to achieve key business objectives and deliver strategic, business-minded, and solutions-focused counsel

You might be a good fit if you have:

• Experience operating in a fast-paced technology startup in which priorities shift rapidly and schedules 'move to the left,' thriving in this dynamic environment and priding yourself on your adaptability and ability to pivot with speed and grace
• Experience supporting sales into federal, state, or local government customers, including comfort with the procurement vehicles, compliance frameworks, and contracting rhythms that come with that territory
• Initiative and autonomy in managing complex contractual matters, effectively prioritising competing deadlines
• An understanding of what's important in the context of a contract, the organisation's mission, when to be flexible, and when to draw a hard line
• Excitement to grow with an organisation and help shape the culture of the commercial function
• A preference for straightforward, concise explanations over legalese and overwrought drafting
• A knack for identifying and implementing efficient processes and policies
• The ability to thrive as a member of cross-functional teams building frontier technologies, with a desire to develop a deep understanding of our technical teams and what we are building
• Comfort operating outside your areas of expertise and in uncharted legal territory
• A 'doer' mentality, willing to roll up your sleeves to get things done as a team player who doesn't hesitate to jump in to do work that needs to get done, whether glamorous or not

Strong candidates may have:

• 5+ years of related contract management experience, with at least 3 years supporting technology transactions, sales organisations, or partnerships, including experience with U.S. public sector contracting (FAR/DFARS, GSA Schedules or other GWACs, FedRAMP-related terms, and negotiating with government prime contractors and resellers)
• Proven ability to collaborate across various organisational levels and functions to facilitate efficient contracting processes and execution while building strong relationships
• Substantive knowledge of software agreements, reseller agreements, services agreements, strategic partnerships, and general contract terms
• Excellent verbal and written communication, analytical, collaboration, and interpersonal skills
• Motivated self-starter able to multitask and juggle multiple priorities in a dynamic environment
• Authentic integrity and a deep understanding of the importance of ethics in business

Role-specific policy: For this role, we expect all staff to be able to work from our San Francisco, DC or New York office at least 3 days a week, though we encourage you to apply even if you might need some flexibility for an interim period of time.

The annual compensation range for this role is $170,000-$220,000 USD.

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You'll leverage your consultative sales expertise and passion for social impact to secure strategic partnerships with nonprofits, foundations, INGOs, educational institutions, and social enterprises across the EMEA market.

This is a player-coach role requiring someone who can personally close complex deals while building a high-performing regional team. You'll operate with significant autonomy across time zones while maintaining tight alignment with global strategy.

The ideal candidate brings deep experience in the EMEA nonprofit or social impact technology landscape, established relationships with mission-driven institutions, and a proven track record of building teams that drive revenue and mission impact simultaneously.

Responsibilities:

• Win new business and drive revenue for Anthropic within EMEA mission-driven organisations.
• Build and lead a regional team supporting EMEA customers, both inbound and outbound.
• Design and execute innovative sales strategies tailored to diverse EMEA contexts.
• Navigate complex stakeholder ecosystems including INGO executive teams, foundation programme officers, university leadership, trustees, executive directors, and IT departments.
• Develop and maintain relationships with key EMEA ecosystem players.
• Inform product roadmaps by gathering feedback from EMEA nonprofit and education users.
• Continuously refine the EMEA sales methodology by incorporating learnings into playbooks, templates, and best practices.

You May Be a Good Fit If You Have:

• 8+ years of B2B sales experience in nonprofit technology, EdTech, or social impact sectors, preferably in EMEA SaaS or emerging technologies.
• Track record of managing complex sales cycles within nonprofits, INGOs, foundations, or educational institutions.
• Experience building and scaling sales teams.
• Deep understanding of nonprofit or education sector operations.
• Demonstrated ability to navigate diverse stakeholder ecosystems.
• Scrappy mentality.
• Proven experience exceeding revenue targets.
• Excellent communication skills.
• Fluency in English required; proficiency in French valued given Francophone Africa coverage; additional European languages a plus.

Strong Candidates May Also Have:

• Active involvement in the EMEA nonprofit or education community.
• Existing relationships with major INGOs, foundations, or educational institutions.
• Familiarity with nonprofit data privacy requirements, AI ethics frameworks, and responsible technology deployment.
• Track record of building strategic partnerships with foundations or philanthropic advisors.
• Experience presenting at nonprofit conferences or education forums.
• Understanding of specific verticals: education technology, digital health, financial inclusion/economic mobility programmes.

Logistics:

• Location: London.
• Must be able to travel within EMEA (up to 30%) and to SF headquarters quarterly.
• Time Zone Coverage: Must maintain regular overlap with SF-based teams (typically 4-5 hours daily) while covering EMEA business hours.
• Travel: Regular travel within EMEA for customer meetings, conferences, and team gatherings; quarterly travel to SF for alignment and planning.

The annual compensation range for this role is €1-€1 EUR.

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This foundational leadership role will build and lead the Enterprise Marketing Strategy & Analytics function, serving as the operating system for a rapidly scaling marketing organisation. The primary mandate is to define and measure success across all marketing programmes,from demand generation (field events, ABM, EBCs, partner co-marketing) to pipeline contribution,creating a clear line from investment to pipeline to revenue.

Responsibilities

• Define and own the Enterprise Marketing measurement framework, targets, and reporting, covering the full funnel from top-of-funnel demand through pipeline influence and closed-won attribution.
• Build and maintain core analytics infrastructure (data models, attribution logic, dashboards) in partnership with Revenue Operations and Data Science, ensuring marketing and sales alignment on key metrics.
• Serve as one of the primary operating partner to Finance, HR, and Recruiting, leading budget tracking, headcount planning, and vendor management.
• Partner with marketing leadership and the central Marketing Ops & Strategy team on annual and quarterly planning, resource allocation, and performance reviews.
• Establish the operating cadence for Enterprise Marketing (QBRs, pipeline reviews, program retros), coordinating with the central Marketing Ops & Strategy team on organisation-wide rhythms, and drive the preparation needed to make these forums decision-useful.
• Lead the identification of high-leverage workflows to automate, partnering with the central GTM AI team on implementation and measuring productivity gains.
• Build and manage the Marketing Operations, Demand Analytics, and MarTech team, setting a high bar for analytical rigor and business partnership.
• Drive cross-functional alignment on shared definitions, tooling, and a single source of truth for marketing performance across the broader Marketing organisation and with Revenue Operations.
• Conduct strategic analyses to inform key organisational decisions, such as resource deployment, coverage ratios, and campaign capacity planning.

Requirements

• 10+ years in marketing operations, analytics, revenue operations, or strategy roles, including at least 3 years leading a team.
• Experience building or significantly scaling a marketing ops/analytics function at a high-growth B2B technology company undergoing significant organisational expansion.
• Deep fluency in the enterprise demand funnel, including lead scoring, MQL/SQL definitions, pipeline attribution, and campaign influence models.
• Hands-on expertise with the modern GTM data stack (CRM, Marketing Automation, BI tools).
• Proven track record of strategic partnership with Finance and Revenue Operations, including experience building budget models and sitting in planning cycles.
• Expertise in running the core operational rhythm of a marketing organisation: QBRs, headcount tracking, budget pacing, and vendor renewals.
• Strong written and verbal communication, capable of translating complex datasets into clear business narratives.
• Genuine curiosity about AI and a willingness to be an early, hands-on adopter of automation tools in your team’s workflows.

Logistics

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. Visa sponsorship: We do sponsor visas!

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You'll leverage your consultative sales expertise and passion for social impact to secure strategic partnerships with nonprofits, foundations, INGOs, educational institutions, and social enterprises across the EMEA market.

This is a player-coach role requiring someone who can personally close complex deals while building a high-performing regional team.

You'll operate with significant autonomy across time zones while maintaining tight alignment with global strategy.

Our team and verticals are evolving rapidly,the ideal candidate thrives in ambiguity, is energised by building from scratch, and can flex across changing priorities as we learn what works.

The ideal candidate brings deep experience in the EMEA nonprofit or social impact technology landscape, established relationships with mission-driven institutions, and a proven track record of building teams that drive revenue and mission impact simultaneously.

Responsibilities:

• Win new business and drive revenue for Anthropic within EMEA mission-driven organisations.

• Build and lead a regional team supporting EMEA customers, both inbound and outbound.

• Design and execute innovative sales strategies tailored to diverse EMEA contexts.

• Navigate complex stakeholder ecosystems including INGO executive teams, foundation programme officers, university leadership, trustees, executive directors, and IT departments to build consensus.

• Develop and maintain relationships with key EMEA ecosystem players.

• Inform product roadmaps by gathering feedback from EMEA nonprofit and education users.

• Continuously refine the EMEA sales methodology by incorporating learnings into playbooks, templates, and best practices.

• Partner effectively with SF-based teams across time zones.

• Help shape team processes and culture as we scale from 1 to N.

You May Be a Good Fit If You Have:

• 8+ years of B2B sales experience in nonprofit technology, EdTech, or social impact sectors, preferably in EMEA SaaS or emerging technologies.

• Track record of managing complex sales cycles within nonprofits, INGOs, foundations, or educational institutions, securing strategic deals by understanding both mission requirements and technical needs.

• Experience building and scaling sales teams, with proven ability to recruit, develop, and retain top talent while operating across multiple time zones and cultural contexts.

• Deep understanding of nonprofit or education sector operations, including INGO federated structures, European foundation giving, UK charity sector dynamics, and/or higher education procurement.

• Demonstrated ability to navigate diverse stakeholder ecosystems including trustees, executive directors, programme officers, and procurement committees.

• A scrappy mentality,comfortable wearing multiple hats, building from scratch, driving clarity in ambiguous situations, and doing whatever it takes to further the mission.

• Proven experience exceeding revenue targets while operating autonomously, managing an evolving pipeline across multiple market segments and time zones.

• Excellent communication skills with ability to adapt style across cultural contexts.

• Fluency in English required; proficiency in French valued given Francophone Africa coverage; additional European languages a plus.

• A genuine passion for social impact and experience with or commitment to advancing mission-driven work through technology.

Strong Candidates May Also Have:

• Active involvement in the EMEA nonprofit or education community through board service, advisory roles, or sector leadership.

• Existing relationships with major INGOs (Save the Children, Oxfam, IRC, MSF, CARE, World Vision), foundations, or educational institutions.

• Familiarity with nonprofit data privacy requirements, AI ethics frameworks, and responsible technology deployment.

• Track record of building strategic partnerships with foundations or philanthropic advisors.

• Experience presenting at nonprofit conferences (Bond Conference, NCVO Conference, Skoll World Forum) or education forums.

• Understanding of specific verticals: education technology, digital health, financial inclusion/economic mobility programmes.

Logistics:

• Location: London.

• Must be able to travel within EMEA (up to 30%) and to SF headquarters quarterly.

• Time Zone Coverage: Must maintain regular overlap with SF-based teams (typically 4-5 hours daily) while covering EMEA business hours.

• Travel: Regular travel within EMEA for customer meetings, conferences, and team gatherings; quarterly travel to SF for alignment and planning.

Annual compensation range for this role is £280,000-£330,000 GBP.

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Location: Remote, United Arab Emirates

Department: Alliances and Channel

Job Description:

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organisations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

A strong partner ecosystem is crucial in the success and growth of GitLab's business. Partners are a strategic imperative for GitLab's continued growth and market expansion. As customer requirements become more complex we need partners with capability and capacity to help customers implement, support and grow their usage of GitLab. We work closely with cross-functional leadership to ensure partners are integrated throughout the sales cycle both pre and post sales.

Partner Account Managers (Internal name is Ecosystem Sales Managers) are critical in recruiting and building relationships with partners. Partner Account Managers (Internal name is Ecosystem Sales Managers) also work with partners to establish and measure goals and performance including pipeline, revenue generation and growing their overall GitLab practice.

All individual contributors are referred to as “Ecosystem Sales Managers” or “ESM” and share the same primary requirements, responsibilities, and performance indicators.

Responsibilities:

Leads major ecosystem partner initiatives, develops long-term strategic plans for ecosystem partner growth.

Extensive communication both internally at senior levels and externally with major partners.

High, influencing key strategic decisions and ecosystem partner performance.

Coordinate/facilitate the involvement of GitLab team members, including sales leadership, support, etc. as needed to ensure meeting sales targets and ecosystem sales objectives.

Build, maintain, and manage relationships with the Gitlab field sales organization.

Proactively engage with GitLab AEs, ASMs and geo leadership.

Work closely with local System Integrators, Solution providers, Managed Services Partners and Hyperscalers (AWS & Google).

Design and execute comprehensive joint business plans with partners, including detailed partner account mapping, go-to-market strategies, and governance models to ensure a robust and mutually beneficial relationship.

Identify and support regional-specific demand generation/pipeline building activities with strategic partners.

Contribute to quarterly business reviews (QBRs) within your assigned territory.

Participate in annual planning within the Ecosystem organization.

Provide cloud-related weekly forecasts and/or progress reports.

Prepare presentations, territory plans and reports as required.

Knowledge:

In-depth understanding of strategic ecosystem partners, industry dynamics, and advanced business operations.

What you'll bring:

Experience selling software development tools and/or application lifecycle management solutions via strategic partnerships.

Strong network across the partner ecosystem in MEA region.

Be an expert of Partner Ecosystems in in MEA region and the Cloud market.

Experience selling open source solutions.

Experience with B2B sales.

Interest in GitLab, and open source software.

Effective written and verbal communication skills.

Strong interpersonal skills and an ability to remain calm under pressure.

Established personal network within the industry.

Results-oriented perspective.

You share our values, and work in accordance with those values.

Ability to use GitLab.

Experience with Salesforce.

Ability to travel up to 50% and comply with the company’s travel policy.

Language Proficiency: Fluent English and Arabic

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.

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

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Your primary responsibilities will include:

• Defining and owning the BD strategy for Airbnb Service partnership categories
• Identifying the highest value industries, partner profiles, and use cases
• Developing a clear point of view on how each category should grow over time, including commercial models, incentive structures, and the sequencing of partners needed to prove and scale each category
• Leading the end-to-end BD process for priority partnerships: from initial outreach and scoping through negotiation, term sheet, and contract execution
• Developing and refining commercial frameworks that balance short-term value with long-term scalability
• Structuring deals that create genuine win-win outcomes for Airbnb, partners, guests, and hosts

You will work closely with Finance, Legal, Product, and Business to define partner profiles, model revenue opportunities, set success metrics, and develop contracting frameworks. You will represent the partnership opportunity clearly and compellingly to senior internal stakeholders and build the internal consensus required to move quickly on priority deals.

As a Senior Partnerships Lead, you will develop deep expertise in the industries and partner landscapes most relevant to your categories. You will anticipate market shifts, competitive dynamics, and regulatory considerations that could affect Airbnb's partnership strategy. You will use that expertise to proactively identify new opportunities and bring well-developed recommendations to leadership.

You will also define the KPIs, reporting frameworks, and feedback loops needed to evaluate and iterate on new partnerships. You will capture learnings from early pilots to inform the playbooks, commercial templates, and partner onboarding processes that will allow these categories to scale globally over time.

Finally, you will serve as the internal voice for your partner categories. You will synthesize partner feedback and market insight and bring it to Product and Engineering to inform the roadmap. You will help internal stakeholders understand the commercial opportunity and strategic importance of the categories you own.

The ideal candidate will have:

• 12+ years of experience in business development, strategic partnerships, or a related field, with a track record of independently owning and closing complex, multi-stakeholder deals
• Experience building new partnership categories or programs from scratch, including defining strategy, recruiting early partners, and developing commercial frameworks
• Demonstrated ability to develop and execute partnership strategy, not just manage inbound opportunities
• Strong commercial instincts and experience structuring and negotiating deals with diverse partner types, from large enterprise platforms to individual service providers
• Comfortable operating in ambiguous, fast-moving environments with limited precedent; able to make sound decisions with incomplete information
• Experience working cross-functionally with Product, Engineering, Finance, and Legal to align on strategy and move deals forward
• Exceptional communication and influence skills; able to develop a compelling point of view and bring senior stakeholders along
• Experience in travel, marketplace, or consumer technology is a plus
• Bachelor's degree or equivalent

This position is US - Remote Eligible. The role may include occasional work at an Airbnb office or attendance at offsites, as agreed to with your manager. While the position is Remote Eligible, you must live in a state where Airbnb, Inc. has a registered entity. Click here for the up-to-date list of excluded states.

Our Commitment To Inclusion & Belonging: Airbnb is committed to working with the broadest talent pool possible. We believe diverse ideas foster innovation and engagement, and allow us to attract creatively-led people, and to develop the best products, services and solutions. All qualified individuals are encouraged to apply. We strive to also provide a disability inclusive application and interview process. If you are a candidate with a disability and require reasonable accommodation in order to submit an application, please contact us at: reasonableaccommodations@airbnb.com.

How We'll Take Care of You: Our job titles may span more than one career level. The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs and market demands. The base pay range is subject to change and may be modified in the future. This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits. Pay Range $204,000-$255,000 USD

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We are hiring an Engineering Manager to lead our Agent team, focused on building the world’s best Agentic Video Editor, Underlord. This is a rapidly changing landscape, and there are many unique technical challenges that come with building high quality, cost-effective Agents for handling the multimodal nature of video.

As an Engineering Manager, you will manage a team of 5-6 software engineers, report to the Head of AI Engineering, and partner closely with others across engineering, product, design, and AI research teams. Agent-driven editing is a major company focus and this role requires strong product thinking and strategic partnership skills as the team continues to develop novel, high-quality experiences around Agentic Video Editing.

In 2026, your primary focus will be driving quality to move from beta to GA and delivering material impact for the business. You will:

• Own execution: Manage team prioritizes, drive alignment across stakeholders, adapt plans to maximize outcomes, and hold a high bar for delivery through active planning, prioritization, and follow-through

• Define team direction: Connect customer needs, product vision, and technical realities in close collaboration with Product, Design, and AI Research by setting clear priorities and making tradeoffs to deliver results

• Develop your team: Recruit, mentor, and grow engineers, fostering a culture of continuous learning and high performance. Create stretch opportunities for ICs, deliver clear and direct feedback, and manage underperformance early

• Drive operational excellence: Ensure execution is predictable, reliable, and sustainable, implementing best practices in project management and engineering processes

• Maintain the technical bar: Guide architectural decisions, ensure sound design tradeoffs, address tech debt that slows execution, and drive delivery of high-quality, reliable systems

The base salary range for this role is $222,431-$261,684/year. Final offer amounts will carefully consider multiple factors, including prior experience, expertise, location, level, and may vary from the amount above.

Benefits include a generous healthcare package, 401k matching program, catered lunches, and flexible vacation time. Our headquarters are located in the Mission District of San Francisco, CA. We're hiring for a mix of remote roles and hybrid roles. For those who are remote, we have a handful of opportunities throughout the year for in person collaboration. For our hybrid roles, we're flexible, and you're an adult,we don't expect or mandate that you're in the office every day.

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In this role, you will lead the strategic business partnerships mandate in the territory and collaborate closely with the global Partnerships team as well as the Supply, Marketing, Communication, Product Marketing, Finance and Legal functions across the region, EMEA, and Headquarters in San Francisco.

Your primary focus will be on identifying opportunities for establishing partnerships and business development activities that support our business goals. You will establish and maintain partnerships at local level, source input of needs from all business areas, and ensure partnerships and business development activities are coordinated across all business areas.

You will evaluate the financial and strategic benefits of potential partnerships, develop a clear understanding of the competitive landscape for our businesses, and build and maintain relationships with potential partners and collaboration opportunities.

Additionally, you will manage and engage current partnerships in the market, leveraging your expertise in strategic partnerships, business development, and relationship building.

Key responsibilities:

• Identify opportunities for establishing partnerships and business development activities that support our business goals
• Establish and maintain partnerships at local level
• Source input of needs from all business areas
• Ensure partnerships and business development activities are coordinated across all business areas
• Evaluate the financial and strategic benefits of potential partnerships
• Develop a clear understanding of the competitive landscape for our businesses
• Build and maintain relationships with potential partners and collaboration opportunities
• Manage and engage current partnerships in the market

Requirements:

• 10-12 years of experience in strategic partnerships, business development or related field
• Proven track record of structuring, negotiating and executing growth partnerships strategies with measurable commercial impact
• Growth obsessed
• Relationship building and negotiation capabilities with external executive stakeholders
• Strong financial modeling and analytical skills
• Ability to independently assess strategic and economic value of partnerships
• Maintain engagement of current partner ecosystem
• Superpower: able to develop growth strategies focused both on financial gain and product development
• Excellence in managing partnerships end-to-end, from strategy through execution
• Deep business acumen to conduct extensive market research and anticipate product and business needs
• German native speaker, English fluent
• Ideal: Prior experience in Consulting, Marketing, Finance, or Strategic Partnerships roles
• Strong strategic and critical thinking skills
• Ability to connect dots and proactively develop proposals and solutions
• Strong ability to build relationships and influence senior internal stakeholders across functions
• Experience operating effectively within a global matrix organization strongly preferred
• Strong project management and organization skills
• Comfortable operating in a highly dynamic, cross-functional environment
• Exercises strong judgment and discretion when representing the Country Manager, advancing priorities with influence rather than authority

Our Commitment To Inclusion & Belonging: Airbnb is committed to working with the broadest talent pool possible. We believe diverse ideas foster innovation and engagement, and allow us to attract creatively-led people, and to develop the best products, services and solutions. All qualified individuals are encouraged to apply.

How We'll Take Care of You: Our job titles may span more than one career level. The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs and market demands. The base pay range shown below is annualized, is subject to change and may be modified in the future. This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits. Germany Annual Pay Range €114.000-€142.000 EUR

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This is a full-time position based in South Korea. The Senior Specialist, Premium Support functions on the front line interacting directly with both customers & internal stakeholders. As a Senior Specialist, Premium Support, you will be primarily responsible for providing end-to-end support to key members of our community experiencing an issue with their reservation, including but not limited to the Luxury segment.

A Senior Specialist, Premium Support needs strong communication skills, problem-solving abilities, and customer service expertise. They will be expected to work in strong autonomy, being able to assess a case & constantly looking for the right solution for both Host, Users and internal stakeholders.

As part of this role, you are required to be flexible and may be required to move to different teams within Community Support and/or take up different responsibilities from those set out below.

The ideal candidate will be open to a role which will evolve based on business needs and will be flexible to meet those needs.

A Typical Day:

Complex case management: Provide the highest level of service to our community in each and every case, including handling the service’s most severe and urgent cases - Interact with Airbnb customers and community members through all current and future channels, both inside and outside of Airbnb tools - Take end-to-end ownership of all assigned cases: ensuring a complete final resolution is reached based on workflows, management guidelines & your own assessment of the case situation - Become a subject matter expert in Airbnb policies and procedures - Explains and simplify complex information, provide appropriate context, and address complex questions with confidence - Ability to negotiate & mediate between Host & Guest in resolving the issues at hand on high-stake & high-value reservations - Proactively anticipate users expectations regarding case resolution and work towards the best outcome for all parties involved, thinking outside the box & constantly looking for compromises - Manage highly sensitive cases end to end that might include working cross functionally with Legal, Policy, other services, etc. - Operate in full autonomy, making the decisions to follow or go outside of workflows to resolve our customers issues with the best outcome possible from both our community & business expectations

Combining efficiency with bespoke quality: Set the gold standard for performance for the service, providing consistently personalized and exceptional customer support to guests and Hosts, ensuring their unique needs and preferences are met with the highest level of care and attention - Acts consistently impeccably in handling of customer-facing casework, personalizing communications and demonstrating the highest hospitality standards - Drive cases to conclusion with a sense of urgency and without error, using strong judgment to make exceptions in ambiguous situations

Participating in your team’s improvement: Leverage your functional operational knowledge to proactively lead the team to succeed - Provide insights about community experience and continuous improvement opportunities to your Management - Supports the simplification of complex processes and ways of working within the team - Supports Management on initiatives as assigned, such as to drive performance improvements, supporting management on consultations, acting as an SME, etc. - Supports onboarding of new employees - Be a positive force in the team and help management drive & land changes with the least frictions possible - Willing to take on various tasks and responsibilities as needed (including moving teams) and showing openness to new challenges and a proactive approach to work

Stakeholder engagement: You build and maintain strategic partnerships to achieve team or functional goals - Demonstrates a high degree of flexibility, approachability, and integrity when resolving sensitive/complex issues relying on management when in doubt - Write clearly and concisely, translating complex ideas to multiple audiences, and knowing which stakeholder needs to be consulted about what - Build & nurture relationships outside of your team - You are on-call to handle emergency situations in the evenings & weekends - Inspire a culture where quality is a core principle.

The responsibilities listed above are not exhaustive. Given the fast-moving nature of this work, the responsibilities set out above may change and additional duties may be assigned as needed.

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The focus of this role is reducing friction, increasing clarity, and amplifying leadership impact as the organisation scales. This role sits at the centre of Product and Engineering, supporting leaders through a period of rapid growth and change. You operate as a pragmatic people partner,building scalable practices, taking ownership, and removing obstacles that slow teams down.

Success in this role means turning people priorities into practical, low-friction solutions that help Product and Engineering teams operate effectively and scale with confidence.

Your impact will be felt across various dimensions:

• Strategic Partnership: Serve as a thought partner to Product and Engineering leaders, helping translate business goals into people decisions that improve execution, support growth, and strengthen organisational effectiveness.

• Execute with Impact: Balance strategic thinking with hands-on execution, stepping into the details when needed to ensure people programs land and deliver measurable impact.

• Pattern Recognition & Insights: Leverage data, observations, and experience to identify recurring patterns,surfacing signals proactively and synthesising them into clear actions for leaders.

• Enable Change at Speed: Manage organisational change in a dynamic, fast-paced environment, ensuring seamless transitions, transparency and business continuity.

• Talent Management: Partner with leaders to drive workforce planning activities, enabling consistent and defensible people decisions.

People Risk & Workplace Advisory: Consult on complex people matters, balancing risk, speed, and business practicality.

Cross-functional Delivery: Collaborate effectively with People Team COEs and other stakeholders to deliver scalable, business-aligned people solutions that work in practice, not just on paper.

If you're 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:

• You love to partner with Product and Engineering leaders to solve people challenges, reduce friction, and build practical solutions that help teams scale effectively.

• You're curious about the patterns behind team performance, organisational health, and leadership effectiveness,and how data and insight can drive better people decisions.

• You're an expert in balancing strategic partnership with execution, coaching leaders through change, and delivering scalable people programs in fast-paced, high-growth environments.

Why CoreWeave? At CoreWeave, we work hard, have fun, and move fast! We're in an exciting stage of hyper-growth that you won't 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 organisation'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!

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Key responsibilities include:

• Building, maintaining, and managing relationships with the GitLab field sales organization
• Proactively engaging with GitLab AEs, ASMs, and geo leadership
• Facilitating territory mapping and identification of new joint opportunities
• Resolving route conflicts appropriately
• Identifying and supporting regional-specific demand generation/pipeline building activities with strategic partners
• Contributing to quarterly business reviews (QBRs) within your assigned territory
• Participating in annual planning within the Ecosystem organization
• Providing cloud-related weekly forecasts and/or progress reports
• Escalating critical business issues to Ecosystem team management

To succeed in this role, you will need:

• Experience selling software development tools and/or application lifecycle management solutions via strategic partnerships
• Experience selling open source solutions
• Experience with B2B sales
• Interest in GitLab and open source software
• Effective written and verbal communication skills
• Strong interpersonal skills and an ability to remain calm under pressure
• Established personal network within the industry
• Results-oriented perspective
• Ability to use GitLab
• Experience with Salesforce
• Ability to travel up to 50%
• Native German speaker

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You will spearhead aggressive new logo acquisition and accelerate time-to-value to cement long-term retention by combining high-impact coaching with new technologies. In addition to prospecting, pitching, and winning these new clients, your team will partner with them during the critical early stages of their relationship with Reddit to prove ROI and scale their investment.

As these new relationships solidify into more established partners, clients will transition to our existing spend teams, freeing your team to focus on the next wave of acquisitions. You will lead your team to build the scalable playbooks that turn curious customers into loyal brand advocates, proving that Reddit is the most influential space for Services brands to engage with the internet's most curious and leaned-in customers.

This role requires working from our Los Angeles office 1-2 days per week. Key responsibilities include recruiting, training, and leading a team of top-of-industry Acquisition Client Partners & Account Managers, building and strategically expanding your team's business to drive revenue, and advising sales and product management regarding market opportunities, sales positioning, use of resources, and strategic planning.

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This is a newly created role leading the development of a NA Agency team that sits within the Global Agency org. There is an opportunity for the right candidate to develop a strategy and plan from the ground up, and start to build a small team with scope for ongoing expansion and development.

Responsibilities: Collaborate closely with the Global Head of Agency Development to define and execute the overall agency strategy. Build, develop and execute NA version of the Agency strategy. Provide a strategic lens on the local market business challenges, leveraging industry trends, market analysis and internal data to recommend actionable solutions. Act as a sounding board for key decisions, ensuring alignment with overall company goals. Act and serve as Reddit liaison within the NA team to help them develop, execute, monitor and optimise first-class partnership programmes. Responsible for tracking, maintaining progress and execution vs overall NA endeavour revenue targets and Global Agency strategic goals. Work cross-functionally with sales, product, measurement, enablement and insights teams to up-level our partnerships and deliver best-in-class solutions for our agency clients. Be the thought leader in the industry; acting as an ambassador and spokesperson for Reddit acting as an advisor. Partner with key analytics teams like Sales Strategy & Operations and Finance to gather and interpret key performance metrics. Continuously evaluate the effectiveness of strategies and adjust as necessary to maximise impact.

Required Qualifications: 15+ years of experience in brand advertising partnership sales and agency relationship management. Deep familiarity with agency Holding Companies and strong relationships across the NA agency landscape. Demonstrated expertise in building and cultivating relationships with senior agency decision-makers at the C-Suite and VP Level. Tenacious and entrepreneurial approach to working through product, process, and client challenges. Adaptable and thrives in a fast-paced environment, managing change effectively. Outstanding communication and relationship building skills, with the ability to build trust and influence across all levels (C-level - IC). Bachelor’s degree required; MBA or advanced degree preferred. Exceptional problem-solving skills, with a proven ability to synthesise complex data/insights and build actionable strategies around the highest impact opportunities (data-backed recommendations). Proven track record of managing multiple priorities in a fast-paced environment. Results-oriented and committed to driving measurable impact.

Benefits: Comprehensive Healthcare Benefits. 401k Matching. Workspace benefits for your home office. Personal & Professional development funds. Family Planning Support. Flexible Vacation (please use them!) & Reddit Global Wellness Days. 4+ months paid Parental Leave. Paid Volunteer time off.

Pay Transparency: This job posting may span more than one career level. In addition to base salary, this job is eligible to receive equity in the form of restricted stock units, and will also be eligible to receive a commission. Additionally, Reddit offers a wide range of benefits to U.S.-based employees, including medical, dental, and vision insurance, 401(k) program with employer match, generous time off for vacation, and parental leave. To learn more, please visit https://www.redditinc.com/careers/.

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The ideal candidate has a proven track record of building and managing a high-performing team, and the ability to drive ambitious revenue goals. This role requires deep market expertise, gained from years of leadership experience in the DACH digital marketing landscape.

Responsibilities:

• Manage a high-performing team by recruiting and retaining top talent, while managing resources efficiently
• Drive your team to exceed established revenue targets
• Advise sales and product management regarding market opportunities, sales positioning, use of resources, and strategic planning
• Partner with Marketing to drive new product launches, marketing communications, and new advertiser acquisition
• Partner with Sales Ops and Finance to develop financial and operating targets and ensure alignment with the strategic plan

Required Qualifications:

• 10+ years experience in digital media sales and/or marketing
• Sector/Vertical and Team leadership experience
• Experience with direct advertiser sales including negotiations and management of strategic partnerships
• Proven experience upleveling sales partnerships by accessing C-level client stakeholders in the DACH region.
• Excellent communication skills
• Strong analytical and problem-solving ability
• Experience with both brand and direct-response marketing objectives
• Full professional fluency in both German and English (written and verbal)

Benefits:

• Global Benefit programs that fit your lifestyle, from workspace to professional development to caregiving support
• Family Planning Support
• Gender-Affirming Care
• Mental Health & Coaching Benefits
• 100% employer-funded retirement savings plan
• Risk Benefits
• Flexible Vacation & Paid Volunteer Time Off
• Generous Paid Parental Leave

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As a key member of our team, you will be responsible for managing a high-performing team, driving revenue growth, and advising sales and product management on market opportunities and strategic planning.

Responsibilities:

• Manage a high-performing team by recruiting and retaining top talent while managing resources efficiently
• Drive your team to exceed established revenue targets
• Advise sales and product management regarding market opportunities, sales positioning, use of resources, and strategic planning
• Partner with Marketing to drive new product launches, marketing communications, and new advertiser acquisition
• Partner with Sales Ops and Finance to develop financial and operating targets and ensure alignment with the strategic plan

Required Qualifications:

• 10+ years experience in digital media sales and/or marketing
• Team leadership experience
• Experience with direct advertiser sales, including negotiations and management of strategic partnerships
• Proven experience upleveling sales partnerships by accessing C-level Enterprise Australia client stakeholders
• Excellent communication skills
• Strong analytical and problem-solving ability

Benefits:

• Global Benefit programs that fit your lifestyle, from workspace to professional development to caregiving support
• Family Planning Support
• Gender-Affirming Care
• Mental Health & Coaching Benefits
• Private Health Insurance with Extras
• Superannuation
• Flexible Vacation & Paid Volunteer Time Off
• Generous Paid Parental Leave

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Key Responsibilities:

• Identify opportunities to establish partnerships and commercial activities that support our business objectives.
• Establish and maintain local partnerships.
• Gather needs from various business areas that could be fulfilled or amplified by partners to achieve broader country and company goals.
• Ensure that partnerships and commercial activities are coordinated across all business areas.
• Evaluate the financial and strategic benefits of potential partnerships.
• Develop a clear understanding of the competitive landscape for our businesses.
• Establish and maintain relationships with potential partners and collaboration opportunities.
• Manage and engage current market partnerships.

Requirements:

• 10-12 years of experience in strategic partnerships, business development, or a related field.
• Essential:
• Ability to build relationships and negotiate with external stakeholders.
• Maintain engagement of current partner ecosystem.
• Superpower: ability to develop growth strategies focused on both financial gain and product development.
• Obsession with growth.
• Strong business acumen to lead market research and anticipate product and commercial activity needs.
• Ideal:
• Experience in roles such as consulting, marketing, finance, or commercial development.
• Ability to build relationships and influence internal stakeholders, and establish long-term external relationships with new and existing partners.
• Strong strategy and critical thinking skills, and ability to link and develop proposals and solutions proactively.
• Balance between creativity and logic; ability to decompose problems and restructure them ingeniously.
• Ability to collaborate effectively with our financial and legal teams to ensure budget compliance and adherence to established laws and regulations.
• Strong project management and organizational skills.
• The selected individual will be an exemplary host, able to demonstrate discernment and nuance in completing tasks on behalf of national leadership, without abusing the authority conferred by the role.
• Ability to work with extreme complexity.
• The ability to work in both official languages is considered an asset.
• Ability to use the global marketing model and localize it to make it more relevant to the Canadian market.
• Key collaborators: partnership/commercial development, business, procurement, marketing, communications, finance, and legal.

Our commitment to inclusion and belonging:

Airbnb is committed to working with the largest possible pool of talent. We believe that diversity of ideas fosters innovation and engagement, and helps us attract creative people and develop the best products, services, and solutions. All qualified individuals are encouraged to apply. We also strive to provide an inclusive hiring and interview process for people with disabilities. If you are a disabled candidate and need reasonable accommodations to submit an application, please contact us at: reasonnableaccommodations@airbnb.com. Please include your full name, the position you are applying for, and the accommodations needed to assist you in the recruitment process. We ask that you contact us only if you are a candidate whose disability prevents you from filling out our online application.

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Key responsibilities include:

• Leading major ecosystem partner initiatives and developing long-term strategic plans for ecosystem partner growth
• Interacting extensively with senior-level team members and major partners
• Influencing key strategic decisions and ecosystem partner performance
• Coordinating and facilitating the involvement of GitLab team members, including sales leadership, support, etc., as needed to ensure meeting sales targets and ecosystem sales objectives
• Building, maintaining, and managing relationships with the GitLab field sales organization
• Proactively engaging with GitLab AEs, ASMs, and geo leadership
• Working closely with local System Integrators, Solution providers, Managed Services Partners, and Hyperscalers (AWS & Google)

Requirements include:

• Experience selling software development tools and/or application lifecycle management solutions via strategic partnerships
• Strong network across the partner ecosystem in the Italy region
• Expertise in Partner Ecosystems in the Italy region and the Cloud market
• Experience selling open source solutions
• Experience with B2B sales
• Interest in GitLab and open source software
• Effective written and verbal communication skills
• Strong interpersonal skills and an ability to remain calm under pressure
• Established personal network within the industry
• Results-oriented perspective
• Ability to use GitLab
• Experience with Salesforce
• Ability to travel up to 50%
• Fluency in English and Italian

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You will initially establish and lead a specialized team of enterprise sales professionals across the region, creating our foundational sales infrastructure for that customer segment. After successfully establishing our regional presence, this role will likely transition to focus on a specific sub-region or sub-segment as we scale our India operations.

Your responsibilities will encompass building the sales team, developing strategic partnerships with our customers, collaborating with our Product team to ensure regional market fit, and maintaining alignment with our global headquarters strategy. This position requires deep enterprise sales expertise, preferably with exposure to AI technologies, and the ability to navigate the complex regulatory and cultural landscape of the Indian market.

Responsibilities:

• Develop and execute comprehensive India go-to-market strategy for Enterprise customers

• Build and lead a high-performing, sustainable Enterprise sales team and motion across the region, including executing against a predefined list of tentpole strategic customers

• Establish strategic partnerships with major technology partners

• Collaborate with Product, Marketing, and Customer Success teams to adapt offerings for the Indian market

• Conduct market analysis to identify opportunities and refine our regional approach

• Navigate complex, multi-stakeholder sales processes within large organizations

• Craft and execute strategies to differentiate Anthropic and capture market share, addressing the unique challenges of being a second-mover in the AI industry

• Ensure alignment between regional operations and global corporate strategy, representing India's priorities to global leadership

• Represent Anthropic with key customers and across partner events, communicating our trust and safety principles effectively

• Ensure our trust and safety principles are effectively communicated to our enterprise clients

Ideal Candidate Profile: The successful candidate will possess both strategic vision and operational excellence, with the ability to navigate diverse cultural and regulatory environments across India. You will be responsible for establishing Anthropic's enterprise sales presence in this region while building the foundation for future expansion and specialization.

Logistics:

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

• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

• Minimum years of experience: 18+ years of experience in enterprise sales, with at least 5 years in leadership roles managing large-scale sales operations

• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

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As a Contracts Manager, you'll:

• Draft, analyze, negotiate, and complete complex commercial transactions with the company's enterprise customers, vendors, and strategic partners, including IP licensing agreements
• Propose and develop scalable solutions to improve contracting efficiency
• Collaborate with business units and legal team members to streamline contract management processes, identify potential risks, and drive continuous improvement in contract handling efficiency
• Collaborate with the Product, Sales, Business Operations, Research, and Procurement teams to achieve key business objectives and deliver strategic, business-minded, and solutions-focused counsel

If you have at least 5 years of related contract management experience, with at least 3 years of experience supporting technology transactions, GTM, sales, partnerships, or non-profit organizations, you might be a good fit for this role.

Key qualifications include:

• Experience operating in a fast-paced technology startup in which priorities shift rapidly and schedules 'move to the left,' thriving in this dynamic environment and priding yourself on your adaptability and ability to pivot with speed and grace
• Initiative and autonomy in managing complex contractual matters, effectively prioritizing competing deadlines
• An understanding of what's important in the context of a contract, the organization's mission, when to be flexible, and when to draw a hard line
• Excitement to grow with an organization and help shape the culture of the commercial function
• A preference for straightforward, concise explanations over legalese and overwrought drafting
• A knack for identifying and implementing efficient processes and policies
• The ability to thrive as a member of cross-functional teams building frontier technologies, with a desire to develop a deep understanding of our technical teams and what we are building
• Comfort operating outside your areas of expertise and in uncharted legal territory
• A 'doer' mentality, willing to roll up your sleeves to get things done as a team player who doesn't hesitate to jump in to do work that needs to get done, whether glamorous or not

Strong candidates may have:

• Proven ability to collaborate across various organizational levels and functions to facilitate efficient contracting processes and execution while building strong relationships
• Substantive knowledge of software agreements, reseller agreements, services agreements, strategic partnerships, and general contract terms
• Excellent verbal and written communication, analytical, collaboration, and interpersonal skills
• Strong self-motivation and ability to multitask and juggle multiple priorities in a dynamic environment
• Authentic integrity and a deep understanding of the importance of ethics in business

Role-specific policy: For this role, we expect all staff to be able to work from our San Francisco or New York office at least 3 days a week, though we encourage you to apply even if you might need some flexibility for an interim period of time.

The annual compensation range for this role is $130,000-$170,000 USD.

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Responsibilities:

• Build, lead, and scale a GovTech sales team, including hiring top talent, setting clear performance expectations, and providing coaching and development

• Develop and execute go-to-market strategies for selling directly to Systems Integrators, DIB primes, and GovTech ISVs,including market segmentation, competitive positioning, and revenue forecasting

• Own GovTech revenue targets and ensure team performance against quotas, while providing visibility into pipeline health and deal progression across the partner segment

• Establish and cultivate C-suite and senior executive relationships at major SIs and DIBs, serving as Anthropic's senior point of contact for strategic partner engagement

• Win new business by helping SIs with prime contracts integrate AI into their technology stacks and consulting practices to differentiate their offerings, accelerate delivery, and integrate into government customer workloads.

• Establish and refine sales processes, methodologies, and playbooks specific to GovTech segment.

• Build and manage strategic relationships with cloud service providers (AWS, GCP) to align technical and commercial aspects of partner deals and create scalable go-to-market motions

• Synthesise market feedback and customer insights to inform product roadmap and competitive strategy, working closely with product and marketing teams

• Partner with legal, compliance, and delivery teams to ensure successful contract execution and customer satisfaction across the GovTech ecosystem

• Implement metrics, reporting, and performance management systems to drive team accountability and continuous improvement across the partner sales organisation

• Represent Anthropic at industry events, partner summits, and with key stakeholders, establishing our brand as the trusted AI partner for GovTechs

You may be a good fit if you have:

• 10+ years of enterprise sales experience with 4+ years managing sales teams selling directly to SIs, DIBs, and GovTech ISVs, with a proven track record of scaling revenue and building high-performing organisations

• Demonstrated ability to build, maintain, and leverage C-suite and senior executive relationships at major SIs, DIB primes, and GovTech companies,with an existing network of contacts across the federal partner ecosystem strongly preferred

• Deep understanding of SI and DIB business models, buying processes, technology evaluation criteria, and how partners operate within federal procurement frameworks

• Demonstrated ability to hire, develop, and retain top sales talent while creating a culture of performance and accountability

• Experience developing and executing go-to-market strategies for emerging technologies sold to and through public sector partners

• Extensive experience with federal contracting vehicles, procurement mechanisms, and compliance requirements including FAR/DFAR, FedRAMP, and agency-specific security standards

• Strong track record of consistently exceeding team revenue targets and building predictable, scalable sales motions in a partner-driven model

• Proven ability to build and manage strategic channel partnerships and ecosystem relationships, including coordination with cloud providers in complex deal scenarios

• Strong technical acumen with the ability to engage credibly with partners' engineering teams and navigate complex technical sales conversations

• Security clearances preferred

• Excellent communication and relationship-building skills across all levels, from technical teams to C-suite and senior executive leadership at partner organisations

• Experience implementing sales methodologies, CRM systems, and performance management processes

• A passion for safe and ethical AI development, with the ability to articulate its value and importance in government contexts to build trust with federal partner stakeholders

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You'll leverage your consultative sales expertise and passion for social impact to secure strategic partnerships with nonprofits, foundations, INGOs, educational institutions, and social enterprises across the EMEA market.

This is a player-coach role requiring someone who can personally close complex deals while building a high-performing regional team. You'll operate with significant autonomy across time zones while maintaining tight alignment with global strategy.

The ideal candidate brings deep experience in the EMEA nonprofit or social impact technology landscape, established relationships with mission-driven institutions, and a proven track record of building teams that drive revenue and mission impact simultaneously.

You'll win new business and drive revenue for Anthropic within EMEA mission-driven organisations. Navigate complex multi-stakeholder ecosystems to reach decision-makers, educate them about Claude, and help them succeed with Anthropic.

You'll build and lead a regional team supporting EMEA customers, both inbound and outbound. Establish team structure, hiring priorities, and operational processes for scaling,while rolling up your sleeves to close deals yourself.

You'll design and execute innovative sales strategies tailored to diverse EMEA contexts: nonprofit budget cycles and grant timelines, foundation giving patterns, and varying regulatory environments across jurisdictions.

You'll navigate complex stakeholder ecosystems including INGO executive teams, foundation programme officers, university leadership, trustees, executive directors, and IT departments to build consensus.

You'll develop and maintain relationships with key EMEA ecosystem players: nonprofit networks (Bond, NCVO, European Foundation Centre), education networks, and implementation partners.

You'll inform product roadmaps by gathering feedback from EMEA nonprofit and education users. Provide insights on regional requirements including data sovereignty, language support, and compliance needs.

You'll continuously refine the EMEA sales methodology by incorporating learnings into playbooks, templates, and best practices. Adapt global processes for regional contexts while contributing insights back to the global team.

You'll partner effectively with SF-based teams across time zones, maintaining regular cadence with Elizabeth Kelly and cross-functional stakeholders while operating with significant regional autonomy.

You'll help shape team processes and culture as we scale from 1 to N.

The ideal candidate has 8+ years of B2B sales experience in nonprofit technology, EdTech, or social impact sectors, preferably in EMEA SaaS or emerging technologies.

They have a track record of managing complex sales cycles within nonprofits, INGOs, foundations, or educational institutions, securing strategic deals by understanding both mission requirements and technical needs.

They have experience building and scaling sales teams, with proven ability to recruit, develop, and retain top talent while operating across multiple time zones and cultural contexts.

They have a deep understanding of nonprofit or education sector operations, including INGO federated structures, European foundation giving, UK charity sector dynamics, and/or higher education procurement.

They have demonstrated ability to navigate diverse stakeholder ecosystems including trustees, executive directors, programme officers, and procurement committees.

They have a scrappy mentality,comfortable wearing multiple hats, building from scratch, driving clarity in ambiguous situations, and doing whatever it takes to further the mission.

They have proven experience exceeding revenue targets while operating autonomously, managing an evolving pipeline across multiple market segments and time zones.

They have excellent communication skills with ability to adapt style across cultural contexts.

They have fluency in English required; proficiency in French valued given Francophone Africa coverage; additional European languages a plus.

They have a genuine passion for social impact and experience with or commitment to advancing mission-driven work through technology.

Strong candidates may also have active involvement in the EMEA nonprofit or education community through board service, advisory roles, or sector leadership.

They have existing relationships with major INGOs (Save the Children, Oxfam, IRC, MSF, CARE, World Vision), foundations, or educational institutions.

They have familiarity with nonprofit data privacy requirements, AI ethics frameworks, and responsible technology deployment.

They have a track record of building strategic partnerships with foundations or philanthropic advisors.

They have experience presenting at nonprofit conferences (Bond Conference, NCVO Conference, Skoll World Forum) or education forums.

They have understanding of specific verticals: education technology, digital health, financial inclusion/economic mobility programmes.

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You'll leverage your consultative sales expertise to propel revenue growth while becoming a trusted partner to nonprofit leaders, helping them embed and deploy AI to amplify their impact across programme delivery, fundraising, research, and operations.

Win new business and drive revenue for Anthropic within EMEA nonprofit organisations, including INGOs, foundations, charitable trusts, and social enterprises. Own the full sales cycle from first outbound to launch, managing complex procurement processes across multiple jurisdictions.

Design and execute innovative sales strategies tailored to EMEA market dynamics, regulatory environments, and cultural contexts. Analyse market landscapes across UK, EU, and emerging markets to translate high-level plans into targeted sales activities.

Navigate complex stakeholder ecosystems including executive directors, trustees, programme officers, IT departments, and procurement committees across multiple geographies, building consensus in organisations with federated or matrix structures.

Serve as the regional expert on EMEA nonprofit market dynamics, regulatory requirements, and competitive landscape. Provide insights that strengthen our value proposition and inform product roadmaps for international deployments.

Build strategic relationships with EMEA nonprofit technology platforms, consultants, sector networks (e.g., Bond, NCVO, European Foundation Centre), and sector influencers to expand market reach.

Partner effectively with SF-based teams across time zones, contributing to global sales methodology development while adapting playbooks and best practices for EMEA markets.

This role requires 5+ years of experience prospecting and closing leads in EMEA markets, with particular focus on Spanish-speaking markets (Spain, Latin America where relevant to EMEA operations) and broader European market contexts.

Proven ability to manage complex, multi-country sales cycles and navigate varying procurement frameworks, budget cycles, and approval processes across EMEA.

Experience managing six-figure enterprise deal cycles.

Experience selling to organisations with federated structures, matrix decision-making, or multi-entity governance (e.g., international federations, umbrella organisations).

Demonstrated history of exceeding quota while operating autonomously across time zones with limited direct supervision.

Excellent communication skills with ability to adapt style across cultural contexts and present confidently to stakeholders from diverse backgrounds.

Fluency in English required; native or professional fluency in Spanish required. Proficiency in additional languages (French, Portuguese) a plus.

Passion for emerging technologies like AI, with interest in ensuring they are developed safely and responsibly.

Interest in or passion for social impact and mission-driven work.

Strong candidates may also have experience selling to or working with EMEA nonprofit organisations, INGOs, foundations, or government/bilateral agencies (e.g., FCDO, GIZ, EU institutions).

Understanding of international development funding mechanisms, including institutional donors, bilateral agencies, and European foundation giving.

Familiarity with nonprofit technology ecosystems popular in EMEA, including CRMs (Salesforce NPSP, Blackbaud, CiviCRM), and platforms like Raiser's Edge.

Active involvement in the EMEA nonprofit community through board service, volunteering, or prior employment.

Experience navigating complex procurement with major INGOs (e.g., Save the Children, Oxfam, MSF, IRC) or large UK charities.

Understanding of specific nonprofit verticals in EMEA contexts (humanitarian, development, environment, health, migration).

Existing network within Spanish-speaking nonprofit, INGO, or social sector communities strongly preferred.

Location: London or Dublin preferred.

Travel: Up to 40% travel within EMEA for customer meetings and events; quarterly travel to SF headquarters expected.

Education: Bachelor's degree or equivalent experience.

Visa Sponsorship: We sponsor visas where possible and retain immigration support for successful candidates.

Annual Salary: £195,000-£280,000 GBP

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Responsibilities:

• Draft, analyse, negotiate, and complete complex commercial transactions with the company's public sector customers, vendors, and strategic partners, including IP licensing agreements.
• Propose and develop scalable solutions to improve contracting efficiency.
• Collaborate with business units and legal team members to streamline contract management processes, identify potential risks, and drive continuous improvement in contract handling efficiency.
• Collaborate with the Product, Sales, Business Operations, Research, and Procurement teams to achieve key business objectives and deliver strategic, business-minded, and solutions-focused counsel.

You might be a good fit if you have:

• Experience operating in a fast-paced technology startup in which priorities shift rapidly and schedules 'move to the left,' thriving in this dynamic environment and priding yourself on your adaptability and ability to pivot with speed and grace.
• Experience supporting sales into federal, state, or local government customers, including comfort with the procurement vehicles, compliance frameworks, and contracting rhythms that come with that territory.
• Initiative and autonomy in managing complex contractual matters, effectively prioritising competing deadlines.
• An understanding of what's important in the context of a contract, the organisation's mission, when to be flexible, and when to draw a hard line.
• Excitement to grow with an organisation and help shape the culture of the commercial function.
• A preference for straightforward, concise explanations over legalese and overwrought drafting.
• A knack for identifying and implementing efficient processes and policies.
• The ability to thrive as a member of cross-functional teams building frontier technologies, with a desire to develop a deep understanding of our technical teams and what we are building.
• Comfort operating outside your areas of expertise and in uncharted legal territory.
• A 'doer' mentality, willing to roll up your sleeves to get things done as a team player who doesn't hesitate to jump in to do work that needs to get done, whether glamorous or not.

Strong candidates may have:

• 5+ years of related contract management experience, with at least 3 years supporting technology transactions, sales organisations, or partnerships, including experience with U.S. public sector contracting (FAR/DFARS, GSA Schedules or other GWACs, FedRAMP-related terms, and negotiating with government prime contractors and resellers).
• Proven ability to collaborate across various organisational levels and functions to facilitate efficient contracting processes and execution while building strong relationships.
• Substantive knowledge of software agreements, reseller agreements, services agreements, strategic partnerships, and general contract terms.
• Excellent verbal and written communication, analytical, collaboration, and interpersonal skills.
• Motivated self-starter able to multitask and juggle multiple priorities in a dynamic environment.
• Authentic integrity and a deep understanding of the importance of ethics in business.

Role-specific policy: For this role, we expect all staff to be able to work from our San Francisco, DC or New York office at least 3 days a week, though we encourage you to apply even if you might need some flexibility for an interim period of time.

The annual compensation range for this role is $170,000-$220,000 USD.

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This is a challenging role that requires 8+ years of experience in digital media sales, working with domestic & international companies and their marketing agencies located in Spain. You must have established relationships with marketing decision makers at companies and agencies. You must have a deep understanding of both performance and brand marketing, as well as the wider online advertising industry, with a focus on tools and technologies that enable ad serving. You must have a track record demonstrating an ability to develop and grow a book of business. You must have excellent communication and presentation skills. You must have a deep understanding of xAI and the social media landscape, and opportunities for marketers. You must have strong client-facing, sales, and commercial skills, with experience in partner/agency management, business development, negotiations, and direct advertiser sales, including strategic partnerships. Agency experience is a plus – particularly in big six and independent agencies in Spain. You must have aptitude, creativity, and a preference for working in small, collaborative teams. You must have a passion for xAI and our mission. A BA / BS degree or relevant experience is required.

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The Technical Account Manager (TAM) works with the team in a fast-paced technology-driven environment and is deeply engaged with OEMs, carriers, chipset manufacturers, and ODMs across the globe. As a TAM, you'll act as the engagement manager taking responsibility for the success of our OEM partnerships. You'll lead deployments, optimize implementations and integrations to increase business growth, drive new business opportunities, help partners adopt the latest software, and build strong, successful, long-term partnerships.

Your day-to-day

• Own the complete sales process within subsidiaries of Enterprise customers; perform discovery calls that drive pipeline and yield revenue
• Manage the upsell and cross-sell sales process for existing enterprise customers
• Drive deals forward by executing demos, quotes, proposals, BVAs
• Manage your quarterly pipeline and complete forecasting reports with your manager
• Perform implementation reviews, advocate new product features, and ensure the prompt and proper resolution of technical challenges
• Improve product feature offerings by providing partner feedback to internal cross-functional teams including Product Management and Engineering
• Guarantee the technical aspects of a partner’s integration (both new and ongoing) by providing necessary documentation and technical guidance
• Identify, drive, and optimize growth from new business opportunities by leveraging Google technologies

Qualifications

• Prior experience achieving quota in a Sales Development/lead generation role within a B2B SaaS organization
• 4+ years of closing or account management experience within a B2B SaaS environment
• Ability to achieve a quarterly sales quota
• Reputation for success in consultative sales environments and putting the customer first
• Experienced with independently running qualification calls and demos
• Requires a strong work ethic, can-do attitude, and ability to work cross-functionally within the organization

Minimum qualifications

• Bachelor's degree in Computer Science, Electrical Engineering, Computer Engineering or related field or equivalent practical experience
• 4 years of experience in product management, software engineering, engineering program management, or technical account management

Preferred qualifications

• Experience in managing strategic partnerships or client relationships
• Experience with system architecture or device bring-up
• Experience in an object-oriented programming language (e.g. Java, C++ or Python)

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Financial Planning & Analysis: Develop budgets and forecasts, monitor budget vs. actuals, and build dashboards for key metrics (e.g. revenue growth, burn rate, GTM metrics, etc.).

Accounting & Bookkeeping: Own the monthly close process, ensure our financial records are accurate and GAAP-compliant, and manage invoices, payables, and receivables.

Cash Management: Track cash runway and working capital. Advise leadership on fundraising needs and timing based on cash flow projections.

Strategic Partnership: Work closely with the CEO and COO on financial strategy and scenario planning. Provide analysis to support major decisions (pricing, hiring, market expansion) and challenge assumptions with data.

Operational Build-out: Implement finance tools/software as needed (e.g. QuickBooks, expense management, financial modeling in Google Sheets). Establish internal controls and financial policies to enable scalable growth.

Investor & Board Reporting: Prepare monthly/quarterly financial reports and forecasts for our board and investors. Support future fundraising by owning data room prep, due diligence requests, etc.

We're looking for someone with 5+ years of experience in a finance role, 3+ years of experience in-house at a B2B SaaS startup, and a generalist finance skillset. You should have a strategic business mindset and understanding of key business drivers, comfort with ambiguity, and the ability to challenge and influence business outcomes.

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Plaid's network covers 12,000 financial institutions across the US, Canada, UK and Europe. Founded in 2013, the company is headquartered in San Francisco with offices in New York, Washington D.C., London and Amsterdam.

Plaid's Partnerships team unlocks “one to many” relationships and product partnerships with technology platforms to allow more customers and consumers to benefit from Plaid’s solutions. This role will focus specifically on partnerships that unlock new markets and scale new use cases alongside our Credit Team.

Our Credit Team is building the future of lending by making cash flow data as ubiquitous and trusted as traditional credit data. Our mission is to expand access to more affordable credit by empowering lenders with real-time financial data that improves risk assessment and decision-making at scale.

In this role, you’ll be the partnerships leader driving forward mutually beneficial partnerships for companies looking to use Plaid across to lending & credit lifecycle, from income verification to cash flow underwriting. You’ll be responsible for the entire sales process from identifying high priority target partners, to forming early relationships, to negotiating and closing complex deals, to upselling existing partners.

Responsibilities

• Market Strategy. Own and drive assessments of new target markets in the credit/lending industry and identify high propensity partnership targets. Lead targeting strategy by employing outbound, marketing, sales strategy alongside product and marketing counterparts.

• Deal Execution: Own all aspects of the partner deal cycle (strategy, prospecting, discovery, alignment, negotiation, execution) with support from our cross-functional teams (product, implementation, commercial, legal).

• Partner Growth: Elevate our partner relationships through key milestones – from completed integration to “first customer live” to scaling. Collaborate with teams such as product and implementation to enable continued growth.

Qualifications

• 10+ years of overall work experience, with 8+ years business development, strategic partnerships, product partnerships or strategic sales experience in a dynamic high-growth environment.

• Experience working in the credit / lending industry and excitement around driving innovation in financial services.

• Proven ability to close and grow large partner relationships (>$1M+ ARR).

• Strong communicator and internal relationship builder, who can collaborate cross-functionally (e.g., with our product and technical teams) on complex topics.

• Strategic mindset to build a holistic partner program in addition to individual partner relationships.

Additional Information

Our mission at Plaid is to unlock financial freedom for everyone. To support that mission, we seek to build a diverse team of driven individuals who care deeply about making the financial ecosystem more equitable. We recognize that strong qualifications can come from both prior work experiences and lived experiences. We encourage you to apply to a role even if your experience doesn't fully match the job description.

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Plaid powers the tools millions of people rely on to live a healthier financial life. We work with thousands of companies like Venmo, SoFi, several of the Fortune 500, and many of the largest banks to make it easy for people to connect their financial accounts to the apps and services they want to use.

The go-to-market teams at Plaid combine deep market, technical, and product knowledge to help customers obtain Plaid services to build and scale amazing applications.

We're looking for an experienced professional to facilitate our commercial partnerships with some of the largest names in fintech and financial services.

As a Commercial Lead - Partnerships, you will serve as a thought partner, contract expert, and at times, lead negotiator for major partnerships deals. Your work is thoroughly impactful as you will define the commercial terms that underpin the relationships between Plaid and its partners.

Responsibilities: Collaborate closely with Plaid's Partnerships, Account Management, and Sales teams to negotiate key Partnerships contracts Creatively enable new deals with top prospects while staying true to Plaid's operating practices Drive successful renewals, upsells, and cross-sells with top Partners to increase usage and adoption of key Plaid products Craft pricing strategies that work for Plaid, prospects, and existing Partners/Customer Evolve and improve commercial terms, practices, and processes Serve as the GTM expert on a given product area with regard to commercialization, pricing, and agreement requirements for new products and services Serve as the GTM voice and single point of contact for cross-functional special projects

Qualifications: 5-8 years of experience in strategic partnerships, business development, finance/consulting, sales or GTM strategy,ideally with customer-facing ownership of complex, high-value commercial agreements. Proven track record of negotiating complex deals, including multi-product or multi-party agreements in regulated industries such as financial services or fintech. Demonstrated success working cross-functionally with Product, Legal, Engineering, and GTM teams to shape deals, align priorities, and unblock high-stakes internal initiatives. Strong executive communication skills to confidently engage senior external stakeholders. Experience building scalable commercial frameworks (e.g., pricing strategies, decision processes) that support speed and consistency across a growing GTM org. Deep interest in fintech, open finance, and technical products, with the ability to understand and advocate for product capabilities in commercial conversations. Comfort with ambiguity and change, with a bias for action and a growth mindset suited to fast-paced, high-growth environments.

Additional Information: Our mission at Plaid is to unlock financial freedom for everyone. To support that mission, we seek to build a diverse team of driven individuals who care deeply about making the financial ecosystem more equitable. We recognize that strong qualifications can come from both prior work experiences and lived experiences. We encourage you to apply to a role even if your experience doesn't fully match the job description. We are always looking for team members that will bring something unique to Plaid! Plaid is proud to be an equal opportunity employer and values diversity at our company.

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Freenome is seeking a Vice President, Digital Health, to join our rapidly developing Commercial team. As a key member of the team, you will be responsible for defining and designing a cohesive digital platform strategy that enables and scales cutting-edge diagnostic solutions within complex healthcare ecosystems.

In this role, you will bridge the gap between Freenome's cutting-edge science and its practical application in physician offices and health systems, ultimately maximizing patient adherence and test utilization. You will contribute to guiding and refining company-level strategy, and your commitment to innovation and seamless user experience will significantly contribute to our growth and our mission to outpace cancer with early detection.

Responsibilities:

• Digital Health Platform Strategy & Design:

  • Define and drive the long-term vision and design, while informing the architecture for Freenome's digital health platform.
  • Perform Voice of the Customer (VOC), maintain industry and competitor awareness, incorporate innovative/pioneering thinking, and integrate advisory committee feedback to support the long-term vision of rules-based medicine programs.
  • Partner with the product team to inform the design, architecture, and development of critical platform features and functions, commercial and clinical requirements, such as patient identification, education modules, provider engagement tools, EHR integration, and adherence management systems.
  • Define and establish strategic ecosystem partnerships that expand Freenome’s access and distribution footprint.
  • Partner with Product, RWD, and Medical Affairs to ensure Freenome Digital Health (FDH) enables real-world data collection and linkage to support clinical validity, clinical utility, and HEOR evidence generation for future indication expansion and test improvements.
  • Build executive-level relationships with health system leaders, population health teams, and digital transformation groups to drive adoption of FDH across health systems and integrated delivery networks.

• Program Performance & Engagement:

  • Accountable for the achievement of digital health performance goals, ensuring the platform effectively drives utilization, adherence, and customer satisfaction.
  • Commercial Performance Metric and Goal Development: Define, track, and manage key performance indicators (KPIs) and goals for all digital health programs.
  • KOL and Advisory Committee Engagement: Lead KOL and Advisory Committee engagement for program development, design validation, and establishing program credibility with clinical and technical stakeholders.
  • Medical Affairs Partnership: Proactively partner with Medical Affairs to align the digital platform with the publication strategy, ensuring features support evidence design and development needs.
  • Continuous Improvement: Evaluate program effectiveness and work with the Product and technical teams to continuously improve program function and scope.

• Clinical Integrity:

  • Interoperability and Integration: Act as a primary interface with health-system IT leaders, clinical operations, and informatics teams to scope and negotiate integration requirements.
  • Clinical Strategy Representation: Represent Freenome’s clinical strategy in discussions around interoperability, FHIR/HL7 capabilities, ordering modules, clinical decision-support, and results workflows.
  • Customer Education: Create crisp education/messaging on the clinical and economic impact of Freenome tests, and help inform customer decision-making to improve population health initiatives.
  • Clinical Understanding: Demonstrate a keen understanding of how PCPs and specialists evaluate risk, order tests, and interpret results.
  • Ensure clinical messaging and customer-facing workflows align with established medical guidelines and align FDH with health system quality metrics such as HEDIS.

Must haves:

• Bachelor's degree in a technical or relevant field.
• 15+ years of progressive commercial or product leadership experience in diagnostics, pharmaceuticals, or biotech, with significant focus on digital health, health IT, or clinical informatics.
• 10+ years in senior leadership roles, with direct responsibility for launching and scaling digital health platforms for clinical use.
• Demonstrated ability to build executive-level relationships with C-suite leaders and key decision-makers across health systems and provider networks.
• Deep expertise in healthcare data standards (FHIR, HL7), EHR integration, and clinical decision support systems.
• Proven track record of identifying and negotiating strategic partnership opportunities that expand distribution, access, and ecosystem impact.
• Strong entrepreneurial mindset and passion for pioneering new digital solutions in a complex, regulated environment.
• Demonstrated ability to closely collaborate with Product and Engineering to design, build and commercialize digital platforms.
• Ability to craft and clearly convey the company’s story compellingly to diverse audiences.

Nice to haves:

• Advanced degree (MBA, PhD, CGC, MS in Health Informatics, or similar).
• Experience with AI/ML-driven decision support tools and rules-based clinical programs.
• Experience in oncology or preventative screening.
• SF Bay Area residency is a plus but not mandatory.

Benefits and additional information:

The US target range of our base salary for new hires is $293,550 - $383,775. You will also be eligible to receive equity, cash bonuses, and a full range of medical, financial, and other benefits depending on the position offered. Please note that individual total compensation for this position will be determined at the Company’s sole discretion and may vary based on several factors, including but not limited to, location, skill level, years and depth of relevant experience, and education.

Freenome is proud to be an equal-opportunity employer, and we value diversity. Freenome does not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.

Applicants have rights under Federal Employment Laws.

Family & Medical Leave Act (FMLA)

Equal Employment Opportunity (EEO)

Employee Polygraph Protection Act (EPPA)

#LI-REMOTE

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About the role At Belong, people are at the centre of everything we do. That's why we're looking for a Jr Recruiter, someone who's not just passionate about recruiting, but about shaping a workplace where people truly thrive.

Responsibilities

• Recruit & Retain Talent Craft smart, creative strategies to bring in high-impact candidates across roles and functions. Build pipelines, connect with talent, and move fast.
• Be a Strategic Partner Advise hiring managers from job scoping to onboarding. You'll be their go-to person for anything people-related.
• Build Belong's Voice Help shape and share our employer brand , online, on social, and within communities that matter.
• Make Things Better Spot gaps, propose solutions, and improve the way we work.
• Keep People Engaged From onboarding to development, help design experiences that people remember , and that keep them around.

What We're Looking For

• 2+ years of experience in Recruiting
• Strong written and spoken English (you'll work with U.S.-based teams daily)
• A track record of hiring across diverse roles and regions
• Someone proactive, hands-on, and energized by fast-paced environments
• Bonus if you've worked on employer branding or enjoy writing for social media

What we offer

• Competitive salary in USD
• Significant learning opportunities for cross-functional collaboration in a fast-paced start-up environment

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Account Executive

United States Off-siteSave

Category: SalesRemote Eligible YesHire Type: Employee

Job ID 16651Base Salary Range $152000-$228000Date posted 03/29/2026

We Are:

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. We lead in chip design, verification, and IP integration, empowering the creation of high-performance silicon chips and software content. Join us to transform the future through continuous technological innovation.

You Are:

You are a dynamic, results-driven sales professional with a deep passion for technology and the power it holds to transform industries. You thrive in fast-paced environments where building meaningful relationships and uncovering customer needs are at the heart of every interaction. With a proven track record of exceeding sales targets, you are adept at navigating complex sales cycles, engaging with both technical and executive stakeholders, and translating technical solutions into business value. Your expertise enables you to identify opportunities, create tailored strategies, and execute with precision, ensuring consistent pipeline growth and customer satisfaction. You are proactive and autonomous, yet highly collaborative, leveraging your strong networking skills to drive new contacts and foster lasting partnerships. You bring a consultative approach to sales, always seeking to understand the unique challenges your clients face, and positioning solutions that deliver measurable ROI. You are comfortable with ambiguity, resourceful in overcoming obstacles, and persistent in pursuing new business. As a mentor, you inspire and coach others, sharing your knowledge and fostering a culture of excellence. Fluent in English (and local language), you are ready to travel up to 50% regionally, embracing every opportunity to engage with clients and colleagues. You value diversity, equity, and inclusion, and bring a positive, growth-oriented mindset to every endeavor.

What You’ll Be Doing:

• Establishing, developing, and maintaining business relationships with current and prospective customers within your assigned territory.

• Managing renewal business and generating new business to achieve or exceed revenue objectives.

• Creating and executing long-term strategies to grow account usage and transform customers into strategic partners.

• Delivering impactful sales presentations that clearly articulate the value of Synopsys solutions, using metrics and proof points tailored to customer needs.

• Building relationships with business leaders and customer executives, positioning them as champions for Synopsys solutions.

• Coordinating sales efforts across marketing, account teams, sales management, legal, and technical services groups globally.

• Developing effective written proposals/quotations that address customer requirements and maximize value for both parties.

• Maintaining comprehensive account plans highlighting opportunities for growth and value.

• Researching and expanding into new customer groups and markets, leveraging trade shows, conventions, and seminars.

• Completing administrative tasks including quotation generation, order processing, contract preparation, and accurate Salesforce data entry.

• Staying abreast of new and existing products/services to drive sales efforts and relay customer feedback to product development.

• Coaching and mentoring earlier-career sales professionals within the team.

The Impact You Will Have:

• Accelerate sales growth and revenue achievement for Synopsys engineering simulation products and solutions.

• Enable customers to innovate and optimize their product development processes through strategic adoption of Synopsys technology.

• Transform customer relationships from transactional to strategic partnerships, fostering long-term loyalty and advocacy.

• Drive market penetration and expand Synopsys’ footprint in key industries and territories.

• Deliver insights and feedback that inform product development and enhance the customer experience.

• Champion cross-functional collaboration, ensuring seamless delivery and customer satisfaction across teams.

• Contribute to a positive, inclusive team environment by coaching and developing peers.

• Represent Synopsys at industry events, increasing brand visibility and generating new business opportunities.

What You’ll Need:

• Bachelor’s degree in technical, engineering, business, or related field with 6+ years of relevant experience, or 8+ years of related experience.

• Demonstrated track record of overachievement in technical sales positions.

• Ability to manage multiple opportunities and priorities while tracking progress efficiently.

• Autonomous, proactive approach with the ability to navigate complex sales and customer issues independently.

• Strong networking skills for driving new contacts and maintaining robust business relationships.

• Leadership and collaboration skills, with experience coaching and mentoring others.

• Fluency in English and the local language of the territory.

• Willingness and ability to travel up to 50% regionally.

• Knowledge of Synopsys products/services and pricing practices is a plus.

• Understanding of engineering analysis and technology highly preferred.

• Proficiency in sales fundamentals and execution of core sales pillars.

• Excellent problem-solving, communication, organizational, and executive presentation skills.

Who You Are:

• Resourceful, self-motivated, and proactive.

• Excellent communicator and relationship builder.

• Collaborative team player who thrives in diverse environments.

• Strategic thinker with strong analytical skills.

• Adaptable to changing priorities and complex challenges.

• Customer-focused, with a consultative approach to sales.

• Inspirational mentor and coach to peers.

The Team You’ll Be A Part Of:

You’ll join a high-performing Sales team dedicated to driving growth for Synopsys’ engineering simulation solutions. The team is passionate about empowering customers, collaborating across functions, and delivering world-class experiences. You’ll work closely with marketing, technical experts, account managers, and leadership to develop and execute strategies that expand Synopsys’ market reach and foster innovation. The culture is inclusive, supportive, and committed to professional growth and shared success.

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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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

The Business, Life Sciences team at OpenAI tackles domains where frontier AI can transform science and industry, requiring new approaches that cut across GTM, Research, and Product. Our charter is to prove out high-leverage applications, build the right partnerships, and turn early experiments into sustainable operating models. In life sciences, we work with Research to extend scaling laws into biology and chemistry, aligning scientific progress with real-world deployment.

About the role

We are hiring a Business Lead to own account and market strategy for a portfolio of strategic life sciences organizations and research institutions. You will translate their highest-leverage priorities and constraints into a multi-year partnership strategy, a joint roadmap, and clear governance.

You will orchestrate the internal deal and deployment team to deliver outcomes in regulated environments. We measure success through delivery of customer outcomes, closed-won revenue, and long-term expansion.

This role is based in San Francisco, New York, or London. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. Travel up to 30% is required.

In this role, you will:

• Own account and market strategy for a portfolio of life sciences partners, including segmentation, account plans, executive mapping, multi-threading, and a clear plan to expand usage over time.

• Build and maintain credibility with customers by translating scientific priorities and risk constraints into joint roadmaps, success metrics, and delivery plans teams can champion and execute.

• Drive revenue by leading complex deal cycles from positioning through close, including commercial structuring, pricing, and contracting in close partnership with Research, FDE, Legal, Security/GRC, and Finance.

• Run partnership governance that sustains outcomes and expansion, including exec steering, QBRs, escalation paths, and crisp renewal and expansion plans.

• Orchestrate cross-functional teams across Product, Engineering, Research, Security/GRC, and GTM to remove blockers, align decision-makers, and deliver partner outcomes on schedule.

• Identify and prioritize opportunities where scientific impact and partner value align, and manage trade-offs when priorities conflict across near-term delivery and longer-term platform bets.

• Set and defend launch expectations in regulated contexts, ensuring inspection readiness, evidence standards, and reviewer trust under delivery pressure.

You might thrive in this role if you:

• Bring 8+ years of experience leading enterprise GTM, strategic partnerships, or commercialization for technical products in regulated life sciences (biotech, pharma, CROs, clinical research, or scientific software), with a track record of closing and expanding multi-year deals, including executive-level buyer mapping and multi-threaded deals.

• Have led commercialization of technical products where adoption, governance, and executive trust determined expansion, and can translate deployment evidence into a clear business case for R&D leadership.

• Build trust with clinical, regulatory, privacy, and safety stakeholders by aligning contract terms, controls, and delivery plans to risk posture and inspection readiness.

• Communicate clearly across scientific, technical, and executive audiences, adapting language to drive alignment, decisions, and delivery.

• Build alignment across researchers, builders, and commercial teams, internally and with partners across industry, startups, and academia.

• Apply systems thinking with high execution standards, turning failures or escalations in regulated environments into improved operating standards and stronger partner governance.

• Hold a strong thesis on AI x Science and place credible market bets on which biology and chemistry problems to pursue, then turn them into focused account plans and repeatable motions.

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. In addition, job duties require access to secure and protected information techno

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Anthropic's mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role

Anthropic is seeking an exceptional Contracts Manager to support commercial and technology transactions. We'll rely on you to help review, draft, and negotiate commercial and procurement contracts to support our cutting-edge AI systems. You'll also build scalable contracting processes and collaborate across Product, Sales, Finance, Business Operations, Research, and Procurement teams.

Responsibilities:

• Draft, analyse, negotiate, and complete complex commercial transactions with the company’s enterprise customers, vendors, and strategic partners, including IP licensing agreements
• Propose and develop scalable solutions to improve contracting efficiency
• Collaborate with business units and legal team members to streamline contract management processes, identify potential risks, and drive continuous improvement in contract handling efficiency
• Collaborate with the Product, Sales, Business Operations, Research, and Procurement teams to achieve key business objectives and deliver strategic, business-minded, and solutions-focused counsel

You might be a good fit if you have:

• At least 5 years of related contract management experience, with at least 3 years of experience supporting technology transactions, sales organisations, or partnerships
• Experience operating in a fast-paced technology startup in which priorities shift rapidly and schedules 'move to the left,' thriving in this dynamic environment and priding yourself on your adaptability and ability to pivot with speed and grace
• Initiative and autonomy in managing complex contractual matters, effectively prioritising competing deadlines
• An understanding of what's important in the context of a contract, the organisation's mission, when to be flexible, and when to draw a hard line
• Excitement to grow with an organisation and help shape the culture of the commercial function
• A preference for straightforward, concise explanations over legalese and overwrought drafting
• A knack for identifying and implementing efficient processes and policies
• The ability to thrive as a member of cross-functional teams building frontier technologies, with a desire to develop a deep understanding of our technical teams and what we are building
• Comfort operating outside your areas of expertise and in uncharted legal territory
• A 'doer' mentality, willing to roll up your sleeves to get things done as a team player who doesn't hesitate to jump in to do work that needs to get done, whether glamorous or not

Strong candidates may have:

• Proven ability to collaborate across various organisational levels and functions to facilitate efficient contracting processes and execution while building strong relationships
• Substantive knowledge of software agreements, reseller agreements, services agreements, strategic partnerships, and general contract terms
• Excellent verbal and written communication, analytical, collaboration, and interpersonal skills
• Strong self-motivation and ability to multitask and juggle multiple priorities in a dynamic environment
• Authentic integrity and a deep understanding of the importance of ethics in business

Role-specific policy:

For this role, we expect all staff to be able to work from our San Francisco or New York office at least 3 days a week, though we encourage you to apply even if you might need some flexibility for an interim period of time.

Logistics

Education requirements:

We require at least a Bachelor's degree in a related field or equivalent experience.

Location-based hybrid policy:

Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship:

We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification.

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This role is critical to securing the infrastructure that powers Anthropic's frontier AI systems, requiring you to bridge commercial negotiations with complex internal coordination across legal, finance, engineering, and network teams.

Responsibilities:

• Help identify data centre capacity opportunities and options through management of network relationships across data centre developer, broker, and power contacts.
• Lead the RFP and commercial sourcing process for specific data centre deals, managing developer outreach, proposal evaluation, and competitive selection processes
• Negotiate term sheets and manage the LOI process, structuring commercial terms that meet Anthropic's technical and business requirements while maintaining strong developer partnerships
• Create the bridge from LOI to executed transaction, ensuring all commercial, technical, and legal requirements are satisfied for deal closure
• Serve as project manager for cross-functional stakeholder engagement, coordinating due diligence teams, internal and external legal counsel, network organisation, platform engineers, and finance organisation to ensure alignment prior to lease execution
• Act as the single point of contact (SPOC) for auxiliary organisations including networks, deployments, and government relations, providing regular updates on transaction progress and leasing process status
• Develop and maintain transaction timelines, tracking critical path items and proactively identifying risks that could impact deal closure
• Document and refine transaction processes and playbooks to enable scalable deal execution as Anthropic expands its infrastructure footprint
• Ensure all stakeholder requirements are captured and addressed in commercial agreements, translating technical and operational needs into contractual terms

You may be a good fit if you:

• Have 10+ years of experience in transaction management, commercial real estate, data centre leasing, or infrastructure procurement
• Possess a proven track record of managing complex, multi-stakeholder transactions from sourcing through execution
• Have strong negotiation skills with experience structuring term sheets, LOIs, and commercial agreements
• Excel at project management and can coordinate across legal, technical, finance, and operational teams simultaneously
• Have experience with RFP processes and competitive sourcing for large-scale infrastructure or real estate transactions
• Demonstrate exceptional communication skills, able to serve as an effective liaison between internal stakeholders and external partners
• Are highly organised with strong attention to detail while maintaining focus on strategic deal objectives
• Can operate effectively in fast-paced, ambiguous environments where processes are being built alongside execution
• Have a collaborative mindset and can build trust with diverse stakeholder groups across the organisation

It's a bonus if you:

• Have experience with data centre or hyperscale infrastructure transactions specifically
• Understand technical requirements for AI/ML workloads including power density, cooling, and network connectivity
• Have worked with legal teams on complex lease negotiations or infrastructure agreements
• Possess familiarity with data centre developer ecosystems and market dynamics
• Have experience in high-growth technology companies managing infrastructure expansion
• Understand utility coordination, power procurement, or energy considerations in data centre transactions
• Have a background in corporate development, strategic partnerships, or infrastructure investment

The annual compensation range for this role is $365,000 - $435,000 USD.

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Responsibilities:

• Own and grow revenue generated through SIer channels by developing joint go-to-market strategies, co-selling motions, and enablement programs with Japan's top system integrators
• Build and execute partner territory plans, identifying and prioritising relationships across tier-1 and regional SIers — including firms across IT consulting, systems integration, and managed services practices
• Lead strategic engagement with senior SIer leadership — including practice heads, solution architects, pre-sales directors, and partner managers — building the technical confidence and commercial alignment needed to close enterprise deals
• Orchestrate internal teams (Product, Engineering, Applied AI, Partnerships, Marketing) to deliver enablement resources, joint solution frameworks, and go-to-market collateral that equips SIer partners to position and deploy Anthropic's AI solutions effectively
• Act as the primary escalation and support point for SIer partners navigating complex enterprise opportunities, ensuring deal momentum and customer satisfaction across the full sales cycle

You may be a good fit if you have:

• 8+ years of enterprise sales or partner management experience in Japan, with significant direct experience working with or selling through system integrators in the technology sector
• A deep understanding of how Japan's SIer ecosystem operates — including how SIers source, evaluate, and commit to vendor partnerships, and how they structure solutions for their enterprise clients
• A track record of building high-trust, mutually beneficial relationships with SIer organisations, driving consistent revenue through channel partnerships rather than direct sales alone
• Demonstrated ability to navigate complex, multi-layered SIer stakeholder environments — balancing the needs of the SIer's internal leadership, their end customers, and Anthropic's own business objectives
• Proven experience developing and executing partner enablement programs — including technical training, sales toolkits, and co-marketing initiatives — that meaningfully increase a partner's ability to sell and deliver
• A knack for bringing order to chaos and an enthusiastic 'roll up your sleeves' mentality — you are a true team player who thrives in ambiguous, startup-like environments
• A strategic, analytical approach to evaluating and prioritising SIer partnerships combined with patient, relationship-focused execution
• A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely and responsibly for broad benefit
• Excellent communication skills in both Japanese and English

What We Offer

• Competitive base salary and commission structure commensurate with experience
• Equity participation
• Comprehensive benefits package
• Hybrid work model with flexibility
• Access to cutting-edge AI technology and world-class research team

Logistics

• Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals through collaboration and open communication.

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You'll work with a global technology leader with 100k employees to actively deploy AI to reshape the technology landscape. You'll be working with key partners who are moving fast and pushing the boundaries of what's possible with LLM technology. Your role will entail developing genuine partnerships with the customer and key stakeholders, gaining a deep understanding of their multi-pronged business objectives, strategic direction, AI vision, and technical needs. You'll draw on both your business acumen and technical expertise to serve as a strategic advisor throughout their journey with us.

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

Your role focuses on helping customers scale their usage effectively, drive model and use case optimizations, implement change management strategies, and maximize the value of their investment through expanded use cases across their organization. The insights you gather from your customers will directly inform our research priorities, product development, and go-to-market strategies — making you a key voice in shaping how we build and deliver ongoing value as a business.

Responsibilities:

• Build trusting, strategic relationships with key customer decision makers in complex, matrixed organizations; understand their business and objectives and identify opportunities for optimization and expansion
• Become an expert in Anthropic's products across API, Claude Code and Claude for Enterprise, understanding the technical nuances and best practices for each to guide customers to the right solutions
• Leverage your deep knowledge of the customer and other Digital Native Businesses to proactively drive usage planning, understanding current and future consumption/adoption and how it creates realized value for the customer
• Monitor usage patterns and identify optimization opportunities, proactively addressing underutilization across both consumption-based (API) and seat-based (Claude for Enterprise/Claude Code) products to drive full value from contracted commitments
• Serve as the customer's thought partner, enhancing their knowledge of Claude products by socializing Anthropic's product roadmap, driving awareness on new products and engaging Product PMs
• Document and quantify customer value realized through business outcomes, ROI, and impact metrics to build compelling internal business cases for continued and expanded investment
• Identify potential use cases and lines of business not currently onboarded, partnering with customers and Sales/Product to discover new applications for Claude across different departments, teams, and workflows
• Develop and execute change management strategies to drive end-user adoption and maximize value within customer organizations, including Train the Trainer programs, Center of Excellence development, and organizational enablement
• Own the customer experience across their lifecycle — managing comprehensive account and success plans grounded in the customer's business objectives, conducting Quarterly Business Reviews, and serving as the primary conduit between the customer and Anthropic
• Develop scalable engagement strategies and playbooks for your customer that can be utilized across other high-touch strategic DNB accounts to maximize impact across all customers

You may be a good fit if you have:

• 8+ years of experience in Customer Success, Technical Account Management, or Solutions Engineering
• Experience working with both F10 and F500 technology companies, SaaS platforms, or digital-first businesses—ideally including high-growth and established tech companies
• Deep understanding of the AI landscape, including direct experience working for or with large technology companies with investments/products at every layer of the AI tech stack
• Technical fluency with ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns across a set of diverse stakeholders—from developers and product managers to executives and end users
• Experience driving success across both consumption-based and seat-based business models, with understanding of different expansion levers and success metrics for each
• Strategic mindset to identify growth opportunities and translate them into actionable expansion plans
• Proven track record managing a portfolio of accounts while maintaining strong relationships and driving measurable outcomes
• Cross-functional collaborator who represents the customer in a positive, proactive manner, rallying everyone around paths forward that solve customer needs
• Passion for AI and interest in responsible development of advanced systems
• A knack for bringing order to chaos and an enthusiastic 'roll up your sleeves' mentality—you're a true team player and view yourself as a key contributor to the Anthropic team

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Location

Singapore

Employment Type

Full time

Location Type

Hybrid

Department

Product Partnerships

About the Team

We are a small and fast-moving partnerships team that shapes and executes OpenAI’s most strategic collaborations in APAC. We work at the intersection of product, growth, and market expansion to build impactful relationships that accelerate adoption and unlock new use cases for OpenAI’s technologies. The team partners closely with product, engineering, research, marketing, finance, legal, and operations to design and deliver partnerships that scale OpenAI’s presence and relevance across diverse markets.

Our focus is on establishing long-term strategic partners and driving sustainable growth through integrated, high-impact product experiences across consumer and B2B offerings in the region.

About the Role

As APAC Product Partnerships Manager, you will lead and scale strategic partnerships primarily in APAC. You will be responsible for initiating, structuring, and growing partnerships that expand OpenAI’s distribution, deepen user engagement, and accelerate product adoption across the region.

This role requires strong commercial judgment, regional market fluency, and the ability to work closely with product teams to translate strategic opportunities into scalable partnership models. You will operate at both strategic and execution levels — shaping partnership strategy while driving concrete outcomes that contribute to OpenAI’s growth.

You’ll be responsible for:

• Initiating and scaling strategic partnerships in APAC that drive user growth, distribution, and adoption for OpenAI’s consumer and B2B offerings.

• Establishing and managing long-term strategic partners in APAC, serving as the primary relationship owner and strategic lead.

• Identifying and executing market-specific growth opportunities such as bundled offerings, embedded distribution, platform integrations, and co-developed product experiences.

• Shaping joint product strategy with partners by aligning roadmaps, defining shared priorities, and unlocking new use cases tailored to regional needs.

• Structuring, negotiating, and managing complex partnership agreements from inception through launch and scale, ensuring commercial and strategic alignment.

• Creating and operating governance models with partners through regular strategic reviews, executive syncs, and performance check-ins.

• Defining success metrics and tracking impact across growth, adoption, engagement, and partner performance, communicating results to senior leadership.

We’re looking for someone with:

• 8+ years of experience in product partnerships, strategic partnerships, or business development within the technology or digital ecosystem.

• Proven experience driving growth and distribution partnerships in APAC.

• Demonstrated ability to initiate and scale partnerships that unlock measurable growth and adoption.

• Strong experience negotiating and structuring complex agreements that span product integration, commercial strategy, and joint go-to-market efforts.

• Deep understanding of APAC market dynamics and the ability to tailor partnership strategies to local contexts.

• Excellent stakeholder management skills with the ability to collaborate cross-functionally and influence at senior levels.

• A self-directed, highly adaptable mindset with comfort operating in fast-changing and ambiguous environments.

• Strong communication skills and a collaborative, solutions-oriented approach.

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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Partner Director, Global McKinsey Alliance

Location

New York City

Employment Type

Full time

Location Type

Hybrid

Department

Deadline to Apply

March 31, 2026 at 12:00 AM EDT

Compensation

• $378K – $420K • 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 Team

OpenAI’s GTM Partnerships team builds a strategic, global partner ecosystem designed to accelerate customer success, enable enterprise AI adoption, and drive durable growth in support of OpenAI’s mission toward AGI. We work closely across product, research, sales, legal, and communications teams to ensure a cohesive strategy and disciplined execution with our most strategic partners.

About the Role

We are hiring a Global Partner Director, McKinsey Alliance to lead and scale OpenAI’s relationship with McKinsey & Company. This role serves as the single accountable executive owner of the McKinsey relationship globally. You will be responsible for defining strategic direction, establishing a durable operating model, and converting alignment into scaled commercial and transformational outcomes across regions and industries. The role carries full responsibility for the health, performance, and long-term expansion of the partnership and requires senior executive presence, judgment, and accountability.

In this role, you will:

• Own the global McKinsey relationship, including pipeline growth, enterprise impact, and long-term expansion across priority industries.

• Define and run OpenAI’s operating model for the McKinsey partnership, spanning governance, joint planning, and execution cadence across regions.

• Serve as OpenAI’s senior executive counterpart to McKinsey’s global leadership, including relevant practice leadership and QuantumBlack / McKinsey technology leaders.

• Set joint priorities, resolve escalations, and ensure coordinated execution across global and regional teams.

• Shape and lead co-selling of complex, CxO-level enterprise AI transformation opportunities.

• Engage directly with enterprise executives (CEO, CDO, CIO, CTO, Board) alongside McKinsey partners to frame AI strategy, operating models, and value realization.

• Coordinate internal OpenAI stakeholders (product, research, GTM, legal, communications) to support McKinsey-led strategic engagements and lighthouse opportunities.

• Establish and enforce clear IP, quality, and conflict-of-interest guardrails across joint engagements and any co-developed assets.

• Define vertical strategy and lighthouse account selection in partnership with McKinsey across priority industries.

• Build and lead OpenAI’s dedicated McKinsey alliance pod over time, spanning partner management, technical leadership, enablement, and operations.

• Establish durable reporting, metrics, and operating cadence to ensure consistent alliance performance and continuous improvement.

You might thrive in this role if you have:

• Associate Partner / Principal or Partner-level experience at an MBB firm preferred, or equivalent senior leadership experience in a top-tier strategy and transformation organization.

• A strong combination of technology fluency and commercial leadership, ideally across business development, industry advisory, or alliances/partnership roles.

• Proven ownership of global, multi-year strategic partnerships with executive accountability and measurable outcomes.

• Demonstrated success shaping and closing high-stakes, board-level enterprise transformation opportunities.

• Ability to design and scale joint operating models between senior, partner-led organizations.

• Strong executive presence with comfort operating under ambiguity, complexity, and accountability.

• Ability to influence cross-functionally across product, research, sales, legal, communications, and partner organizations.

• Industry expertise in at least one of the following verticals: Financial Services; Pharma & Life Sciences; Healthcare; Retail.

• Deep literacy in enterprise AI, data, and cloud transformation, with credibility among CEOs, CIOs, CTOs, and Chief Digital Officers.

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OpenAI’s GTM Partnerships team builds a strategic, global partner ecosystem designed to accelerate customer success, enable enterprise AI adoption, and drive durable growth in support of OpenAI’s mission toward AGI. We work closely across product, research, sales, legal, and communications teams to ensure a cohesive strategy and disciplined execution with our most strategic partners.

About the Role

We are hiring a Global Partner Director, BCG Alliance to lead and scale OpenAI’s relationship with Boston Consulting Group.

This role serves as the single accountable executive owner of the BCG relationship globally. You will be responsible for defining strategic direction, establishing a durable operating model, and converting alignment into scaled commercial and transformational outcomes across regions and industries.

The role carries full responsibility for the health, performance, and long-term expansion of the partnership and requires senior executive presence, judgment, and accountability.

In this role, you will:

• Own the global BCG relationship, including pipeline growth, enterprise impact, and long-term expansion across priority industries.

• Define and run OpenAI’s operating model for the BCG partnership, spanning governance, joint planning, and execution cadence across regions.

• Serve as OpenAI’s senior executive counterpart to BCG’s global leadership, including BCG X and relevant practice leaders.

• Set joint priorities, resolve escalations, and ensure coordinated execution across global and regional teams.

• Shape and lead co-selling of complex, CxO-level enterprise AI transformation opportunities.

• Engage directly with enterprise executives (CEO, CDO, CIO, CTO, Board) alongside BCG partners to frame AI strategy, operating models, and value realization.

• Coordinate internal OpenAI stakeholders (product, research, GTM, legal, communications) to support BCG-led strategic engagements and lighthouse opportunities.

• Establish and enforce clear IP, quality, and conflict-of-interest guardrails across joint engagements and any co-developed assets.

• Define vertical strategy and lighthouse account selection in partnership with BCG across priority industries.

• Build and lead OpenAI’s dedicated BCG alliance pod over time, spanning partner management, technical leadership, enablement, and operations.

• Establish durable reporting, metrics, and operating cadence to ensure consistent alliance performance and continuous improvement.

You might thrive in this role if you have:

• Associate Partner / Principal or Partner-level experience at an MBB firm preferred, or equivalent senior leadership experience in a top-tier strategy and transformation organization.

• A strong combination of technology fluency and commercial leadership, ideally across business development, industry advisory, or alliances/partnership roles at top-tier tech company.

• Proven ownership of global, multi-year strategic partnerships with executive accountability and measurable outcomes.

• Demonstrated success shaping and closing high-stakes, board-level enterprise transformation opportunities.

• Ability to design and scale joint operating models between senior, partner-led organizations.

• Strong executive presence with comfort operating under ambiguity, complexity, and accountability.

• Ability to influence cross-functionally across product, research, sales, legal, communications, and partner organizations.

• Industry expertise in at least one of the following verticals: Financial Services; Pharma & Life Sciences; Healthcare; Retail.

• Deep literacy in enterprise AI, data, and cloud transformation, with credibility among CEOs, CIOs, CTOs, and Chief Digital Officers.

• Fluency in English and French or German.

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