Your responsibilities will include developing trusted advisor relationships with customers, facilitating requirements gathering and process mapping, collaborating with engineers to translate customer requirements into Fin solution designs, monitoring Fin usage patterns to identify risks, recommending optimizations, and uncovering expansion opportunities.

You'll maintain deep product knowledge of Fin's fast-expanding capabilities, remain market aware of the fast-evolving AI-agent industry, lead Success Plans, QBRs/EBRs, and strategic planning sessions with the customer, prioritize competing demands to drive the highest-value outcomes across your customer portfolio, and be the Voice of the Customer internally, advocating for customers' needs and shaping our solutions strategy.

To succeed in this role, you'll need 4-7 years of customer-facing experience in management consulting, strategy, advisory, or enterprise SaaS CSM roles, experience with business process mapping, requirements analysis, and solution design, strong technical acumen and passion for AI/agent-building, ability to simplify and communicate complex problems clearly across audiences, strong prioritization skills to effectively manage a broad portfolio of customer accounts while delivering depth of impact, demonstrated success driving adoption, process improvement, and measurable outcomes for enterprise customers, self-motivation, adaptability, and curiosity, and a high level of self-efficacy.

We offer a competitive salary and meaningful equity, comprehensive medical, dental, and vision coverage, regular compensation reviews, unlimited access to Claude Code and best-in-class AI tools, flexible paid time off policy, paid Parental Leave Program, 401k plan & match, in-office bicycle storage, and fun events for Intercomrades, friends, and family!

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Key Responsibilities

• Drive successful implementation projects for Pave's compensation software, partnering closely with HR and Finance leaders to transform their compensation strategies while ensuring strong adoption and meaningful business outcomes.
• Own end-to-end project management of customer implementations, creating detailed project plans, identifying risks early, and maintaining clear communication across multiple stakeholders to deliver solutions on time.
• Become a trusted compensation expert and strategic advisor to customers, helping them leverage Pave's platform to solve complex compensation challenges and establish scalable processes for their organisations.
• Collaborate across Product, Engineering, and Customer Success teams to surface customer needs, identify opportunities for platform improvements, and contribute to Pave's product evolution while wearing multiple hats in a fast-paced startup environment.
• Build strong relationships with customers through clear communication, creative problem-solving, and a deep understanding of their unique business needs and compensation goals.
• Execute on the technical needs of the customer with integrations, data migration and configurations.

Requirements

• 3-10 years of experience as a customer-facing CSE, Technical Account Manager or Implementation Manager at a B2B SaaS company.
• Deep experience and knowledge of JSON, HTML, SQL, and ability to work with API integrations.
• Meticulous project manager with ability to make a plan, execute against it and ensure nothing falls through the cracks.
• Creative problem solver with ability to search for solutions that solve customer needs that may not be immediately obvious.
• Ability to deal with a variety of stakeholders ranging from timeline-driven project managers, mission-driven Heads of People, and metrics-driven Finance folks.
• Comfortable working autonomously, with strong sense of prioritisation and ability to instinctively spot high-leverage & 'blocking' work.
• Hungry to join a start-up, with excitement to move quickly, operate in uncharted territories and wear a lot of different hats that extend beyond core responsibilities.
• Three main skills that are the pillars to being successful in this role with proven success: project management, customer-facing polish and technical acumen.

Benefits

• Total rewards package includes meaningful equity, best-in-class medical, dental, and vision coverage, unlimited PTO, and region-specific benefits designed around your life , not just your role.
• Targeted cash compensation for this role: P2: $89,000 - $105,000, P3: $108,000 - $128,000.

Culture

• Pave is a hybrid culture that brings teams together in person on Monday, Tuesday, Thursday, and Friday , and every Friday, the whole company gathers for our Team Sync: breakfast, new hire welcomes, product updates, fireside chats, and yes, the occasional Kahoot.
• Our culture is shaped by five values we live every day: Be Intellectually Honest, Play to Win, Uphold the Pave Platinum Standard, One Team, and Hug of Jawn.

Vision and Mission

• Our Vision: Unlock a labor market built on trust.
• Our Mission: Build confidence in every compensation decision.

We build software that transforms how companies pay their people , and we believe the team behind that software deserves the same thoughtfulness. If you're ready to help shape the future of compensation alongside people who are smart, humble, and genuinely motivated by the problem we're solving, we'd love to meet you.

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Location: Chicago, Illinois

As a Senior Customer Success Manager at Intercom, you will partner with our largest and most complex customers to help them succeed in the new era of AI-driven customer service. You will work with C-suite leaders and their Support teams to guide them through their AI Agent transformation with Fin , from early project scoping and requirements gathering, to measurable adoption, to industry-best automation rates and business outcomes.

Responsibilities:

• Develop trusted advisor relationships with customers (from c-suite stakeholders to individual contributors).

• Facilitate requirements gathering and process mapping for standard operating procedures; document in clear, precise, and actionable terms.

• Collaborate with engineers to translate customer requirements into Fin solution designs, guiding the customer on configuration best practices and prompt strategy.

• Monitor Fin usage patterns to identify risks, recommend optimizations, and uncover expansion opportunities.

• Maintain deep product knowledge of Fin’s fast-expanding capabilities; remain market aware of the fast evolving AI-agent industry.

• Lead Success Plans, QBRs/EBRs, and strategic planning sessions with the customer.

• Prioritize competing demands to drive the highest-value outcomes across your customer portfolio.

• Be the Voice of the Customer internally, advocating for customers’ needs and shaping our solutions strategy.

What skills do I need?

• 4-7 years of customer-facing experience in management consulting, strategy, advisory, or enterprise SaaS CSM roles.

• Experience with business process mapping, requirements analysis, and solution design.

• Strong technical acumen and passion for AI/agent-building (coding not required).

• Ability to simplify and communicate complex problems clearly across audiences.

• Strong prioritization skills to effectively manage a broad portfolio of customer accounts while delivering depth of impact.

• Demonstrated success driving adoption, process improvement, and measurable outcomes for enterprise customers.

• Self-motivated, adaptable, and curious team player with a high level of self-efficacy.

Benefits

• Competitive salary and meaningful equity

• Comprehensive medical, dental, and vision coverage

• Regular compensation reviews - great work is rewarded!

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

• Flexible paid time off policy

• Paid Parental Leave Program

• 401k plan & match

• In-office bicycle storage

• Fun events for Intercomrades, friends, and family!

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Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organisations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

Role: Key Accounts Auth0 Account Executive

The Auth0 Account Executive is a specialised product expert responsible for driving the discovery, positioning, and deal strategy for our Auth0 CIAM (Customer Identity and Access Management) solutions within our most strategic, high-value accounts. While the Key Account Director (KAD) owns the overall account relationship and forecast, you are the tactical engine driving Auth0-specific winning tactics and opportunity shaping.

This role requires a deep understanding of the CIAM landscape and the ability to partner effectively across a “One Team” ecosystem. You will act as the subject matter expert to accelerate deal velocity and ensure customers receive the optimal technical solution for their complex identity needs, transitioning seamlessly between high-level business outcomes and technical SKU strategies.

Results: What You Will Achieve

• CIAM Deal Strategy: Lead Auth0-specific discovery and positioning, including the development of SKU strategies and pricing models in conjunction with Auth0 SE specialists to meet complex customer requirements.

• Opportunity Shaping: Partner closely with the KAD on pipeline generation and the proactive shaping of new opportunities to ensure a robust Auth0 presence within the strategic account portfolio.

• Competitive Positioning: Drive deal execution by maintaining a strong competitive position for Auth0, implementing winning tactics to overcome technical hurdles or market competition.

• Solution Alignment: Collaborate with Principal SEs to validate when Auth0 is the “best-fit” technology for a customer’s specific use case, ensuring high-quality, sustainable customer outcomes.

• Commercial Alignment: Support the KAD in aligning commercial terms and ensuring that all Auth0-specific technical and business requirements are accurately reflected in the final proposal.

Relationships: Who You Will Impact

• Key Account Director (KAD): Act as the primary specialist partner to the KAD, providing the deep product expertise needed to capture CIAM revenue while supporting the KAD’s overall account ownership and forecasting.

• Technical Specialists: Work hand-in-hand with Auth0 SE specialists and Principal SEs to lead CIAM-specific discovery sessions and validate technical fit.

• The Customer: Serve as the dedicated Auth0 subject matter expert during engagements, leading deep-dive discussions on CIAM business outcomes and technical implementation.

• Internal Leadership: Collaborate with Front Line Management (FLM) to ensure alignment and resolve any role friction, maintaining a seamless “One Team” experience for the customer.

• Cross-Functional Teams: Align with the broader account team (Customer Success, Legal, and Finance) to ensure Auth0 messaging and commercials are consistent with the overall strategic account plan framed by the KAD.

Requirements: What You Bring

• Specialised Expertise: Proven track record of selling complex SaaS solutions, with a specific focus on Identity (IAM) or Developer-centric platforms (CIAM experience highly preferred).

• Collaborative Selling: Demonstrated ability to work in a matrixed environment, successfully partnering with account owners to drive specialised revenue.

• Technical Acumen: Ability to translate complex technical requirements into business value and navigate SKU-level pricing and strategy.

• Strategic Execution: Experience navigating multi-million dollar sales cycles within Global or Key accounts, with a focus on deal shaping and competitive displacement.

• Communication: Exceptional presence and the ability to lead technical discovery sessions with both developer personas and executive stakeholders.

#LI- Remote

The annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:

$308,000-$462,000 USD

Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.

The Okta Experience

• Supporting Your Well-Being

• Driving Social Impact

• Developing Talent and Fostering Connection + Community

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

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Auth0 secures AI by building the trusted, neutral infrastructure that enables organisations to safely embrace this new era.

We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work.

As an Auth0 AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Auth0 customers.

The successful Auth0 Account Executive is a highly motivated, self-driven, and experienced Account Executive who is passionate about security and about driving protection against the biggest identity threats.

Responsibilities:

• Build a plan to guide your long-term approach to net new logo pipeline generation
• Consistently deliver revenue targets to support YoY territory growth
• Identify, develop and execute account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
• Identify, target and gain access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers
• Scope, negotiate and close agreements to meet and exceed revenue quota targets
• Holistically embrace, access, and utilise partners to identify and open opportunities
• Build and nurture effective working partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc)

What you'll bring to the role:

• 12+ years success in growing revenue for sophisticated, complex enterprise SaaS products
• Ability to evangelise, educate and create demand within the CTO organisation, with a strong track record of pitching and closing to Product, Engineering, and Architecture decision makers
• Deep technical discovery skills that resonate with the developer community
• Strong technical acumen with proven ability to connect a technical sale to a company's business outcomes
• Excellent communication and presentation skills with audiences of all levels and all technical aptitudes
• Confident and self-driven with the humility required to successfully work in teams
• Expertise using a Sales Framework such as MEDDPICC, Challenger or Sandler (we use MEDDPICC)

#LI-Remote

P24255_3316711

Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.

The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $308,000-$462,000 USD

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In partnership with the Account Management team, the Sales team, and the Product and Engineering teams, you will ensure our customers are successful.

As a Customer Success Engineer, you will:

Drive successful implementation projects for Pave's compensation software, partnering closely with HR and Finance leaders to transform their compensation strategies while ensuring strong adoption and meaningful business outcomes.

Own end-to-end project management of customer implementations, creating detailed project plans, identifying risks early, and maintaining clear communication across multiple stakeholders to deliver solutions on time.

Become a trusted compensation expert and strategic advisor to customers, helping them leverage Pave's platform to solve complex compensation challenges and establish scalable processes for their organisations.

Collaborate across Product, Engineering, and Customer Success teams to surface customer needs, identify opportunities for platform improvements, and contribute to Pave's product evolution while wearing multiple hats in a fast-paced startup environment.

Build strong relationships with customers through clear communication, creative problem-solving, and a deep understanding of their unique business needs and compensation goals.

Execute on the technical needs of the customer with integrations, data migration and configurations.

You will bring:

3-10 years of experience as a customer-facing CSE, Technical Account Manager or Implementation Manager at a B2B SaaS company.

Deep experience and knowledge of JSON, HTML, SQL, and you have worked with API integrations.

A meticulous project manager; you make a plan, you execute against it and nothing falls through the cracks.

A creative problem solver; you search for solutions that solve our customers needs that may not be immediately obvious.

You care about the customer outcomes; you ensure that they can achieve their goals using Pave and maintain healthy adoption and usage.

You are able to deal with a variety of stakeholders ranging from timeline-driven project managers, mission-driven Heads of People, and metrics-driven Finance folks.

You're comfortable working autonomously, have a strong sense of prioritisation and can instinctively spot high-leverage & 'blocking' work.

You push to understand the 'why' behind customer asks and can find the solution that won't just help solve a problem one time but will help circumvent future problems.

You're hungry to join a start-up, and are excited to move quickly, operate in uncharted territories and wear a lot of different hats that extend beyond your core responsibilities.

You love working with customers over video call/email and customers love working with you.

You have three main skills that are the pillars to being successful in this role with proven success: project management, customer-facing polish and technical acumen.

Your total rewards package includes meaningful equity, best-in-class medical, dental, and vision coverage, unlimited PTO, and region-specific benefits designed around your life , not just your role.

Targeted cash compensation for this role: P2: $119,000 - $140,000 P3: $144,500 - $170,000

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As a Business Development Director, you will partner with the Head of Anduril Japan to drive on-the-ground customer engagement. You will possess a comprehensive understanding of, and ability to engage with, Japanese government ministries, Self-Defense Forces, the Diet, and other relevant government entities.

Drive Growth & New Business: Support Anduril's Global Defense organization and country team in developing, adapting, and executing our growth strategy in Japan. Identify, generate, and capture new business opportunities by deeply understanding Japan's security and defense requirements, technical roadmaps, and competitive landscape.

Expand Existing Business: Partner with our Mission Operations teams, which executes existing contracts, to grow business with current customers and explore new opportunities. Build deep, trusted relationships with customers and B2B partners to enhance resilience and performance.

Strategic Communication & Product Advocacy: Leverage technical product understanding to translate customer needs to internal teams, craft compelling presentations and proposals, manage critical external events, and provide clear internal communications to inform strategic decision-making.

Champion Anduril's Value: Represent Anduril to customers, partners, and the public, embodying our ethos and effectively communicating our innovative approach to next-generation defense technology and competitive advantages.

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Key Responsibilities:

• Drive consumption by helping customers derive value from the platform
• Secure strategic committed deals by identifying, structuring, and closing opportunities
• Prospect and lead generation using various strategies and resources
• Engage with architects, professional services engagement managers, and executive sponsors to ensure a comprehensive approach to customer success

Requirements:

• Proven track record in sales
• Demonstrable experience in selling innovation, ideally in Big Data, Cloud, or SaaS technology
• Strong prospecting, lead generation, and customer engagement skills
• Ability to drive consumption and secure first-time commits
• Collaboration and technical acumen

What We Offer:

• Comprehensive benefits and perks
• Opportunities for professional growth and development
• A dynamic and inclusive work environment

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Working closely with Applied AI Engineering and Product teams, you'll help customers embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the landscape.

The ideal candidate will have a passion for developing people, identifying market opportunities, and executing strategies to capture them. By leading the deployment of Anthropic's emerging products, you will help enterprises obtain new capabilities while also advancing the ethical development of AI.

Responsibilities:

• Build and lead a high-performing team of Enterprise AEs - coaching, mentoring, and developing reps to consistently exceed revenue targets
• Define and execute sales strategies, including territory planning, pipeline management, and accurate forecasting with strong CRM discipline
• Partner with Applied AI Engineering to ensure your team can lead credible technical conversations and deliver optimized solutions pre- and post-sale
• Collaborate cross-functionally with Enablement, Product, and GTM leadership to accelerate AE ramp, refine sales playbooks, and inform product direction through customer feedback
• Identify and pursue new market opportunities and use cases for Anthropic's AI solutions, expanding the team's footprint within the vertical

You may be a good fit if you have:

• 10+ years in enterprise sales with 5+ in leadership, including 3+ years leading teams selling into F1000 accounts; experience closing 7-figure deals
• Proven track record building and scaling high-performing AE teams - coaching, developing reps, and establishing sales processes and methodologies in fast-growth environments
• Strong technical acumen with the ability to understand complex AI solutions and enable teams to lead credible technical conversations alongside engineering partners
• Operational rigor in pipeline management, forecasting, and navigating complex enterprise sales cycles with multiple stakeholders
• Passion for AI technology and its safe, responsible development, with a strategic eye for new market opportunities and tactical excellence in execution

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

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

Key responsibilities include:

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

Requirements include:

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

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

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We are looking for a Production Program Manager to be part of the leadership team on one of Anduril's largest production programs. As a Production Program Manager, you will lead a portion of the production line and be responsible for cost and schedule of assigned components.

RESPONSIBILITIES

• Execution focused - digging into the details, charting the path and owning the outcome. You will be expected to utilize your technical aptitude in conjunction with your program management, and leadership skills to meet program objectives. Focuses on changing outcomes.

• Cross-functional collaboration - ability to coordinate across engineering, production, supply chain and other teams to ensure coordination and alignment, and to advocate for priorities.

• Technical Acumen - Understands the assigned business area and how to recognize challenges and opportunities, and can connect task level results to the bigger picture for the team and for senior management.

• Collaborative partnership - managing customer relationships and shaping the future of the program with the government.

WHAT YOU'LL DO

• Own the overall financial performance and schedule for a portion of the production segment of the business (typically a subsystem of the entire vehicle)

• Lead cross functional IPT teams including engineering, production, supply chain and more to drive outcomes

• Oversee teams as problems arise and drive to timely solutions that work for the business and our customers

• Develop strong, trusting relationships with customer counter parts

• Monitor and manage program progress across cost, schedule, and resource allocation, making tradeoffs as appropriate or escalating issues to senior management

• Be high ownership on all pieces of work and become a trusted partner and advisor to Anduril's engineers

• Understand larger business objectives and creatively identify and drive improvements to Anduril's business

REQUIRED QUALIFICATIONS

• Eligible to obtain and maintain an active U.S. Secret security clearance

• Bachelor’s degree in Engineering, Business Administration, or a related field (technical background preferred)

• Minimum of 4 years experience managing production of complex technical systems

• Proven track record of successfully leading a team in a production environment with significant financial scope

• Proven track record of leading teams to solve urgent problems on complex systems in production

• Ability to assist engineering in tradeoffs to meet cost, schedule and performance requirements

• Experience coordinating multiple internal and external teams within a complex engineering or technology-focused organization

• Exceptional communication skills, both written and verbal, with the ability to present complex information clearly and concisely to diverse audiences

BENEFITS

Anduril offers top-tier benefits for full-time employees, including:

• Healthcare Benefits

• Income Protection

• Generous time off

• Family Planning & Parenting Support

• Mental Health Resources

• Professional Development

• Commuter Benefits

• Relocation Assistance

• Retirement Savings Plan

COMPENSATION

The salary range for this role is $129,000-$171,000 USD per year, plus highly competitive equity grants and a comprehensive benefits package.

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Auth0 is looking for a Strategic Account Executive to drive territory growth through both net new logos and cultivating relationships to develop and grow existing Auth0 customers. As an Auth0 AE, you will provide value to Application Development teams (Engineering, Product, Security and Architecture) and continually drive territory growth through both net new logos as well as through cultivating relationships to develop and grow existing Auth0 customers.

Responsibilities

• Build a plan to guide your long-term approach to net new logo pipeline generation
• Consistently deliver revenue targets to support YoY territory growth
• Identify, develop and execute account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
• Identify, target and gain access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers
• Scope, negotiate and close agreements to meet and exceed revenue quota targets
• Holistically embrace, access, and utilize partners to identify and open opportunities
• Build and nurture effective working partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc)

What you’ll bring to the role

• 12+ years success in growing revenue for sophisticated, complex enterprise SaaS products
• Ability to evangelize, educate and create demand within the CTO organization, with a strong track record of pitching and closing to Product, Engineering, and Architecture decision makers
• Deep technical discovery skills that resonate with the developer community
• Strong technical acumen with proven ability to connect a technical sale to a companies’ business outcomes
• Excellent communication and presentation skills with audiences of all levels and all technical aptitudes
• Confident and self driven with the humility required to successfully work in teams
• Expertise using a Sales Framework such as MEDDPICC, Challenger or Sandler (we use MEDDPICC)

#LI-Remote

P22910_3412170

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At Cloudflare, we are on a mission to help build a better Internet. We protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code.

As a Senior Product Manager at Cloudflare, you will be responsible for building products that improve the way that the Internet works. Product Managers at Cloudflare shape high-level product goals but also get our hands dirty. On an average day, you might pitch a concept to senior leadership, collaborate with marketing, work with designers to conduct user research, prototype a new feature, iterate on a spec, analyze usage data, and pair with an engineer on implementation.

Responsibilities

• Own your space. You will own the priorities and scope for a high performing engineering team focusing on organizations and partners.
• Connect the pieces. Product managers are a nerve center at Cloudflare, responsible for connecting engineering, program management, marketing, revenue, and partners to make sure that our ships go out on time and with the maximum impact.
• Excel across teams. Enterprise capabilities cut across all of our product verticals, so you should be comfortable working with product managers across the company to prioritize systemic improvements that our enterprise customers need.
• Be customer obsessed. You will be responsible for directly engaging with customers and understanding how they use our products. You’ll bring these insights back to the team to build a great roadmap.
• Be data driven. You should be comfortable working with data, and analyzing data to quantify the impact of problems and opportunities in your space.

Key qualifications

• 6+ years of experience as a product manager, technical program manager, or equivalent delivering solutions in the cloud at scale for a technical audience
• Customer focus. At Cloudflare, we serve the needs of customers large and small, and our product managers need to be comfortable understanding how to design for enterprises without compromising the experience for individuals and small businesses.
• User experience sense. You’re comfortable working with product designers to translate the requirements into an elegant user experience.
• Strong written and verbal communication skills for both an internal and external audience as appropriate.

Bonus points

• You’ve enthusiastically adopted the latest generation of agentic coding tools, and you can use them effectively to navigate a codebase, or prototype the improvements you envision for your feature area.
• Data-fluency - Can you work directly with data yourself to build confidence in your views and can you use that same data to persuade others?
• Engineering fluency - while it’s not required, we tend to find success with candidates who have a technical background, formal or otherwise. You don’t need a CS degree but building credibility with our engineering teams is critical and so some history of technical acumen would be super helpful
• At Cloudflare it’s pretty helpful to understand how the Internet really works at layers 2 through 7. If you don’t have this, be prepared to speak with mastery about another realm of similar complexity.

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released.

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job.

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You'll leverage your leadership and consultative sales expertise to propel revenue growth while developing a high-performing team of AEs. Working closely with Applied AI Engineering and Product teams, you'll help customers embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the landscape.

The ideal candidate will have a passion for developing people, identifying market opportunities, and executing strategies to capture them. By leading the deployment of Anthropic's emerging products, you will help enterprises obtain new capabilities while also advancing the ethical development of AI.

Key responsibilities include:

• Building and leading a high-performing team of Enterprise Account Executives, providing coaching, mentorship, and guidance to drive team success

• Developing and implementing sales strategies to meet and exceed team revenue quotas

• Creating and maintaining accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems

• Partnering with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness

• Working closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales

• Enabling your team to have credible technical conversations while maintaining appropriate guardrails

• Building strong partnerships across the organization to drive strategic initiatives

• Identifying and executing on new market opportunities and use cases for Anthropic's AI solutions

• Gathering and synthesizing customer feedback to inform product direction and enhance customer experience

• Building and continuously refining the sales methodology by incorporating learnings into playbooks and best practices

Requirements include:

• 7+ years of enterprise sales experience driving adoption of emerging technologies

• 5+ years of sales leadership experience, ideally 3+ leading teams within the Enterprise segment

• Proven track record of building and leading high-performing sales teams, with demonstrated success in coaching and developing AEs

• Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organizations

• Strong technical acumen and ability to understand complex AI solutions, with experience enabling teams to have credible technical conversations

• Track record of successful partnership with technical teams throughout the customer journey

• Demonstrated ability to navigate dynamic stakeholder ecosystems and drive cross-functional initiatives

• Experience managing complex enterprise sales cycles and helping AEs secure strategic deals

• Strong operational rigor in pipeline management, forecasting, and sales metrics

• Excellent communication skills and ability to build relationships across all levels

• Strategic approach to market analysis combined with tactical excellence in execution

• Passion for AI technology and commitment to its safe, responsible development

Annual compensation range for this role is $290,000-$435,000 USD.

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Working closely with Applied AI Engineering and Product teams, you'll help customers embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the landscape.

The ideal candidate will have a passion for developing people, identifying market opportunities, and executing strategies to capture them. By leading the deployment of Anthropic's emerging products, you will help enterprises obtain new capabilities while also advancing the ethical development of AI.

Responsibilities:

• Build and lead a high-performing team of Enterprise AEs - coaching, mentoring, and developing reps to consistently exceed revenue targets

• Define and execute sales strategies, including territory planning, pipeline management, and accurate forecasting with strong CRM discipline

• Partner with Applied AI Engineering to ensure your team can lead credible technical conversations and deliver optimized solutions pre- and post-sale

• Collaborate cross-functionally with Enablement, Product, and GTM leadership to accelerate AE ramp, refine sales playbooks, and inform product direction through customer feedback

• Identify and pursue new market opportunities and use cases for Anthropic's AI solutions, expanding the team's footprint within the vertical

You may be a good fit if you have:

• 10+ years in enterprise sales with 5+ in leadership, including 3+ years leading teams selling into F1000 accounts; experience closing 7-figure deals

• Proven track record building and scaling high-performing AE teams - coaching, developing reps, and establishing sales processes and methodologies in fast-growth environments

• Strong technical acumen with the ability to understand complex AI solutions and enable teams to lead credible technical conversations alongside engineering partners

• Operational rigor in pipeline management, forecasting, and navigating complex enterprise sales cycles with multiple stakeholders

• Passion for AI technology and its safe, responsible development, with a strategic eye for new market opportunities and tactical excellence in execution

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

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At Elastic, our solutions are tailored to provide Observability, Cybersecurity, and Search AI, and we need a leader who is technically adept and can drive our teams to ensure our customers derive the most value from our offerings.

In this leadership position, the ideal candidate is a unique blend of a people-focused, business-driven, and technically-savvy leader. You will directly lead all aspects of a high performing team of Customer Architects.

Having an intimate understanding of our technical solutions is crucial to empathize with your team's challenges and derive strategic solutions.

The Director of Customer Engineering plays a pivotal role in representing Elastic at the forefront.

Given the intrinsic technical nature of our offerings, it's crucial for the Director to be proficient in the intricacies of our solutions, ensuring they can effectively communicate their value and drive consumption.

This role requires frequent face-to-face engagements, making it essential for the candidate to excel at in-person presentations, discussions, and building strong relationships rooted in technical trust.

With the need to partner with a wide array of customers, travel becomes inherent to this role. Candidates should be primed for 25% travel, geared towards promoting and amplifying the consumption of our Elastic solutions across the Americas.

Responsibilities

• Leadership: Lead and mentor Customer Architects, encouraging a culture of collaboration, innovation, and customer-centricity.

• Technical Acumen: Serve as the technical pillar of leadership, ensuring that the region's strategies align with the technical nuances of our solutions. A background in sales engineering leadership is beneficial.

• Strategic Planning: Employ both urgent and strategic approaches to address critical situations, instilling processes that address challenges at scale. Ensure that teams in the region are geared towards helping customers realize value and driving consumption.

• Market Knowledge: Leverage your experience with distributed datastores, and areas such as observability, cybersecurity, or search to bring depth to the team's understanding of the market. Experience in Vectors, Machine Learning, and GenAI will be an added advantage.

• Collaboration: Work in tandem with regional sales leaders, account teams, and other stakeholders to ensure seamless communication and alignment of objectives.

Requirements

• Bachelor's degree in Computer Science, Engineering, Information Systems, or a related field highly preferred.

• Proven experience leading teams centered on consumption.

• Technical expertise in distributed datastores, and areas like observability, cybersecurity, or search. Familiarity with Elastic solutions will be a significant advantage.

• Familiarity or experience in the realms of Vectors, Machine Learning, and GenAI.

• Strong interpersonal and communication skills, with the ability to articulate complex technical concepts to a varied audience.

• Ability to balance urgency with strategic planning, ensuring teams are always aligned with company and customer objectives.

Compensation

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

On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable).

The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting.

We may ultimately pay more or less than the posted range, and the range may be modified in the future.

An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders.

Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program.

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

The typical starting salary range for this role is: $161,300-$255,100 USD

The typical starting Target Variable range for this role is: $69,000-$109,200 USD

The typical starting On-Target Earnings (OTE) range for this role is: $230,300-$364,300 USD

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Responsibilities:

• Build and lead a high-performing team of Enterprise Account Executives focused on Industries, providing coaching, mentorship, and guidance to drive team success
• Develop and implement sales strategies tailored to Industries procurement cycles and budgeting processes to meet and exceed team revenue quotas
• Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems
• Partner with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness, with specific focus on Industries buying cycles and decision-making processes
• Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales for financial applications
• Enable your team to have credible technical conversations about AI applications in Industries while maintaining appropriate guardrails
• Build strong partnerships across the organization to drive strategic initiatives within the Industries sector
• Identify and execute on new market opportunities and use cases for Anthropic's AI solutions within financial departments, research centers, and administrative offices
• Help your team navigate complex financial stakeholder ecosystems including executives, administrators, IT departments, and procurement offices to build consensus
• Gather and synthesize customer feedback from financial users to inform product direction and enhance customer experience for Industries
• Build and continuously refine the Industries sales methodology by incorporating learnings into playbooks and best practices

You may be a good fit if you have:

• 15+ years of enterprise sales experience in Industries technology, preferably driving adoption of SaaS or emerging technologies
• 5+ years of sales leadership experience, ideally 3+ leading teams within the Enterprise segment focused on Industries in DACH and CEE
• Proven track record of building and leading high-performing sales teams selling into financial institutions, with demonstrated success in coaching and developing AEs
• Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organizations serving Industries
• Strong technical acumen and ability to understand complex AI solutions and their applications in Industries, with experience enabling teams to have credible technical conversations with financial stakeholders
• Track record of successful partnership with technical teams throughout the customer journey within financial institutions
• Deep understanding of Industries buying cycles, procurement frameworks, and key pain points
• Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives
• Experience managing complex enterprise sales cycles within financial institutions and helping AEs secure strategic deals
• Strong operational rigor in pipeline management, forecasting, and sales metrics specific to Industries sales cycles
• Excellent communication skills and ability to build relationships across all levels, from analysts and researchers to senior executives in Industries
• Strategic approach to financial market analysis combined with tactical excellence in execution
• Passion for AI technology and commitment to its safe, responsible development for financial use cases

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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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This is a foundational role where you'll build our presence from the ground up, securing transformative deals with India's leading enterprises while establishing Anthropic as the trusted AI partner for digital transformation initiatives.

You'll navigate India's unique enterprise ecosystem,from traditional conglomerates undergoing digital transformation to new-age tech leaders setting global benchmarks.

Your deep understanding of how Indian enterprises operate, make decisions, and adopt technology will be crucial in positioning Claude as the AI solution that can drive both efficiency and innovation while maintaining the highest standards of safety and reliability.

As our inaugural Industries generalist in India, you'll have the rare opportunity to shape our go-to-market strategy across multiple verticals, building the playbook for how Anthropic serves Indian enterprises.

You'll work closely with our global teams while maintaining the autonomy to adapt our approach to local market dynamics.

India's enterprise landscape presents unique opportunities for AI adoption,from BFSI (Banking, Financial Services, and Insurance) institutions modernizing their tech stack, to manufacturing giants embracing Industry 4.0, to IT services companies embedding AI into their global delivery models.

You'll be at the forefront of this transformation, helping enterprises leverage AI to serve not just India's 1.4 billion people but also their global operations.

Responsibilities:

Market Building and Strategy Development - Establish Anthropic's enterprise presence across key Indian industrial sectors including BFSI, Manufacturing, IT/ITES, Pharmaceutical, Retail, Telecom, and Energy

Develop sector-specific strategies that account for Indian regulatory requirements, data localization needs, and industry-specific compliance standards

Build relationships with key stakeholders including CXOs, digital transformation leaders, and innovation heads at India's top enterprises

Create the India playbook for enterprise AI adoption, documenting successful approaches that can scale across the region

Revenue Generation and Account Development - Own end-to-end sales cycles for complex, multi-stakeholder enterprise deals, often involving board-level decisions

Drive strategic expansion within lighthouse accounts that can serve as references for their entire industry

Navigate procurement processes unique to Indian enterprises, including rate contracts, empanelment procedures, and multi-year agreements

Collaborate with system integrators and consulting partners who often influence enterprise technology decisions in India

Solution Development and Customer Success - Co-innovate with customers to develop India-specific use cases, from vernacular customer service to automated compliance reporting

Understand sector-specific challenges such as financial inclusion in BFSI, supply chain optimization in manufacturing, or patient care in healthcare

Position AI strategically within the context of Digital India initiatives and enterprise modernization programs

Ensure successful deployments that can scale from proof-of-concept to enterprise-wide implementation

Cross-functional Leadership and Market Intelligence - Partner with global product teams to prioritize features critical for Indian enterprises, such as multi-language support and integration with local systems

Collaborate with legal and compliance teams to navigate India's evolving AI and data protection regulations

Provide market intelligence on competitive dynamics, pricing expectations, and emerging use cases unique to India

Build internal alignment between Anthropic's global strategy and India's market requirements

You May Be a Good Fit If You Have:

Essential Experience - 8-10+ years of enterprise sales experience in the Indian market, with a proven track record of closing large, complex deals

Deep understanding of Indian enterprises including decision-making processes, budget cycles, and stakeholder dynamics

Experience selling transformational technology (Cloud, AI/ML, Digital Transformation platforms) to Indian enterprises

Established relationships with senior executives across multiple industry verticals

Industry and Market Knowledge - Sector expertise in at least 2-3 major Indian industries with understanding of their unique challenges and opportunities

Familiarity with Indian business groups and conglomerates, understanding how decisions flow in these complex organizations

Knowledge of government initiatives like Digital India, Smart Cities, and their impact on enterprise technology adoption

Understanding of Indian regulatory landscape including data protection laws, sector-specific compliance requirements

Skills and Competencies - Consultative selling expertise with the ability to position AI as a strategic business driver, not just a technology solution

Complex deal structuring experience including multi-year contracts, phased deployments, and outcome-based pricing

Cross-cultural communication skills to work effectively with both Indian stakeholders and global teams

Technical acumen to engage credibly with CTOs, architects, and data science teams

Strategic thinking balanced with execution excellence and attention to detail

Personal Attributes - Entrepreneurial mindset to build a market from scratch with limited local resources initially

Cultural navigator who can bridge global product capabilities with local enterprise needs

Relationship builder who understands that trust and credibility are paramount in Indian enterprise sales

Patient yet persistent approach to long enterprise sales cycles while maintaining momentum

Passionate about India's digital future and the role AI can play in accelerating economic growth

Strong Candidates May Also Have - Experience with Indian conglomerates like Tata, Reliance, Aditya Birla, Mahindra groups

Relationships with Indian system integrators such as TCS, Infosys, Wipro, HCL

Track record of first-in-market roles or launching new products in India

Domain expertise in areas critical to Indian enterprises like GST compliance, Aadhaar integration, UPI payments

Graduate degree from premier Indian institutions (IITs, IIMs, ISB)

Multi-language capabilities especially Hindi and regional languages

Experience navigating public sector and PSU sales processes

What Makes This Role Unique As the founding Industries Account Executive in India, you'll have unprecedented influence over how one of the world's leading AI companies serves the world's largest democracy and fastest-growing major economy.

You'll build something from scratch,creating the frameworks, partnerships, and success stories that will define Anthropic's presence in India for years to come.

This role offers exposure to India's most transformative enterprises across diverse sectors, from century-old industrial houses embracing AI to digital-native companies setting new benchmarks.

You'll be the voice of Indian enterprises within Anthropic, ensuring our products evolve to serve one of the world's most dynamic markets.

The Impact Your work will directly contribute to India's AI-powered economic transformation, helping enterprises serve billions of customers more effectively while creating new opportunities.

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

Responsibilities:

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

Requirements:

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

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

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

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The stack is modern: StarRocks as our primary analytical layer, Flink for processing, DBT for transformation, Airflow for orchestration and various tooling for surfacing insights.

You'll be working on things that matter and are technically interesting:

• Design and build data pipelines for large volumes of payment data that are performant, reliable, and correct , not just fast.

• Own end-to-end data flows: from ingestion and transformation through to the outputs that Finance, Product, and clients depend on.

• Drive data quality across your domain with tooling.

• Work cross-functionally with Product, Finance and enable other Engineering teams via a 'consulting' style model.

• Contribute to how the team works , code review culture, CI/CD standards, ADRs, how we handle incidents , we're building these practices now and senior engineers shape them.

• Help onboard and level up engineers around you; there's real opportunity to make an impact here.

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You'll sit at the intersection of customer experience, automation quality, and operational efficiency, partnering closely with Customer Support Strategy and Ops, Engineering, Product and external vendors to ensure the bot delivers a high-quality, safe, and trustworthy experience at scale.

Along with the bot-focused work, you will be instrumental in defining the AI strategy within the CS org, creating best practices and supporting peers across CS in investigating AI solutions to maximise efficiency within the team.

Key Responsibilities:

• Partner with CS and Product leadership to define the strategy and roadmap for our chatbot and email AI agents to contribute to company OKRs
• Architect and optimize AI agent workflows and procedures: Design simple, reliable conversation workflows and automations so our chatbot asks the right questions, clarifies common customer needs, and responds with accurate information, appropriately escalating to live support when needed.
• Quality reviews, analytics and bot coaching: Conduct regular reviews of bot conversations and high-level report analysis to identify trends, areas of opportunity and potential risk within the chatbot.
• Cross-collaboration to improve resolution rate and quality: Work with partners in Engineering, Product and CS Strategy and Ops to maximise the types of interactions the chatbot can support and resolve - connecting new data sources or systems on the backend to give the bot greater scope, implementing new workflows that use this data to solve new customers requests without live support intervention.
• Optimise the AI Agent experience across all channels: Expand upon the types of interactions and experiences that qualify for the email AI agent and other asynchronous channels.
• Compliance and security: Ensure Mercury's high standards for security and compliance are woven into the foundations of our AI-assisted CS strategy
• AI vendor relationship owner: Own the relationship with AI vendors for CS solutions, including Intercom. Raising issues, requesting fixes, staying on top of product releases and coordinating changes that impact CS operations
• Scoping of internal agent co-pilot: Drive efforts to assess and implement agent assist AI tools to maximise agent efficiency
• Evaluation of AI tooling for CS partners: Support other teams, such as Learning and Development and QA in evaluating how other tools' AI offerings can increase efficiency across CS.

What You Bring to the Table:

• 1–3 years of experience in configuration of customer-facing AI agent/chatbot (e.g., Fin by Intercom, Ada, Zendesk AI)
• 5+ years of experience in customer support backend operations or CS systems administration
• Systems thinker and problem solver, with experience in testing new solutions and change management for CS teams
• Strong technical acumen, with the ability to understand and communicate technical concepts to both technical and non-technical audiences
• Analytical thinking: ability to interpret data quickly and translate it into actionable decisions
• Cross-collaboration: works effectively with cross-functional partners across Engineering, Product, Compliance, Core Customer Support
• Stakeholder communication: delivers clear, concise updates to stakeholders at all levels
• Adaptability and a growth mindset, thriving in a fast-paced, ever-evolving environment
• Proven ability to work cross-functionally, particularly with technical teams like Engineering, Product, and Security
• An interest in software development or engineering, enabling deeper technical conversations with our engineering teams
• Experience with core customer support platforms such as Zendesk, Guru, MaestroQA/Rippit
• Proficiency in SQL and familiarity with navigating data tables
• Experience supporting remote or distributed workforce models

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

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

Our target new hire base salary ranges for this role are the following:

• US employees in New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $143,400 - $168,700 USD
• US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $129,100 - $151,800 USD
• Canadian employees (any location): CAD $130,500 - $153,500

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This role requires a blend of program management expertise, technical acumen, and strong communication skills to manage releases, coordinate with various teams, and support our growing user base.

Key Responsibilities:

• Drive end-to-end launch processes for product launches, including working across cross-functional stakeholders to manage new features both across Google and externally, overseeing release management, and managing serving capacity to ensure smooth rollouts.
• Lead collaborations with teams across Google to develop new features and integrate into our products. Build effective working relationships, guiding alignment on project goals, managing interdependencies, and ensuring clear communication and risk management.
• Strategize and implement programs to increase product adoption across Google and externally, supporting and nurturing our users, crafting and disseminating broader communications, including user-facing documentation.
• Drive creation of product dashboards to track key metrics and report on progress, understanding evolving user needs from both Google teams and externally for individuals/enterprises.

About You:

In order to set you up for success as a Technical Program Manager at Google DeepMind, we look for the following skills and experience:

• Bachelor's degree in a technical field or equivalent practical experience.
• 5 years of experience in program or project management in a technical software environment.
• Experience managing product launches and working through the full software development lifecycle.
• Strong analytical skills and experience with data analysis.

Preferred Qualifications:

• 8+ years of relevant work experience in a technical environment.
• Experience launching internal and external-facing developer products at scale to individuals as well as businesses and enterprises and promoting adoption within a large organization.
• Strong understanding of release management processes and best practices.
• Proven ability to lead complex projects with cross-team stakeholders, influencing and leading without managerial authority.
• Excellent interpersonal and communication skills, with a demonstrated ability to work effectively across organizational boundaries engaging senior leadership.

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We've partnered with Capgemini, which acts as the Employer of Record. Capgemini is responsible for managing local payroll and benefits.

As a Program Manager III, you will be accountable for operationalizing programs from their initial definition through successful execution. This role coordinates all aspects of program delivery, ensuring that governance controls, best practices, and an effective operating model are established from the outset.

Key responsibilities include developing and managing execution plans, overseeing financial tracking, coordinating resources, and identifying and mitigating risks. The Program Manager III also manages stakeholder communication and alignment, ensuring transparency and proactive issue resolution.

Specifically, this role:

• Plans and controls day-to-day project activities and budgets
• Implements IT governance
• Manages customer relationships, enabling commitment
• Works with business unit to define needs and arranges appropriate resources
• Coordinates delivery of work from all suppliers for multiple projects/programs, including risk, quality, change management, schedule, and financial management
• Accountable for work development of work orders/cost estimates to/from suppliers
• Acceptance Criteria and User Acceptance Testing
• Monitors and manages achievement of SLA with suppliers and ISP
• Coordinates communication, escalation, and financial impact management, when SLAs are not met.

The Strategy Execution Team is responsible for translating strategic objectives into fully operationalized initiatives. This team plays a critical role in driving business transformation by ensuring that high-level strategic plans are effectively implemented across the organization.

The Program Manager III will work with the Strategy Execution Team to ensure that programs are aligned with organizational strategic objectives and that governance controls are in place to ensure successful execution.

This role requires strong cross-functional leadership across both business and IT workstreams, with a particular emphasis on IT governance to ensure that technical components are delivered in accordance with organizational standards and strategic goals.

The ideal candidate will have over 6 years of experience in a similar role, with experience delivering programs in business transformation, execution governance, or operational implementation. A Bachelor's degree in IT, Business Administration, Computer Science, Engineering, or related fields is required. Full professional proficiency in English is also required.

Other critical skills include technical acumen, stakeholder management, vendor management, detail-oriented, time management, strategic alignment, AI, and automation.

Software/tool skills include project management tools (Monday.com, Microsoft Project, Rally, etc.), PowerPoint, and Power BI (nice to have).

This position comes with a competitive compensation and benefits package, including a competitive salary and performance-based bonuses, comprehensive benefits package, flexible work arrangements (remote and/or office-based), private health insurance, paid time off, and training & development opportunities in partnership with renowned companies.

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We are seeking a visionary and commercially minded leader to define, scale, and evolve Quantexa's solutions across Financial Risk (with particular focus on Credit) and Non-Financial Risk (excluding Fraud and Financial Crime).

Responsibilities

Solution Strategy & Market Leadership

• Define and drive the global strategy, vision, and roadmap for Quantexa's Risk Solutions across Credit, Lending, Operational Risk, Resilience, and ESG/Climate Risk.
• Act as the market voice, tracking regulatory changes, risk transformation priorities, competitive trends, and customer needs.
• Produce high-impact thought leadership: whitepapers, blogs, keynote presentations, analyst briefings, and client roundtables.
• Establish yourself as a recognised authority and spokesperson for risk innovation.
• Build market eminence through thought leadership, industry conferences & events, and client roundtables – all in support of Quantexa's brand, corporate positioning, and field marketing strategy

Cross Functional Leadership

• Work closely with Product, GTM, Solutions, Marketing, Alliances, and Customer Success to deliver solutions that resonate with the market. Build risk-focused campaigns and scalable Solution narratives which align to the business issues, enterprise value, and messaging required within the respective industry.
• Shape solution narratives and messaging with Product Marketing for senior buyers in global banks.
• Support Sales and Pre-Sales on strategic pursuits – owning shaping, positioning, and differentiating our Risk Solutions.
• Partner with regional Sales leaders to build regional-specific Go-to-Market campaigns for Risk

Go To Market Execution & Growth

• Create, refine, and execute global GTM plans for Risk Solutions, working with regional sales leads.
• Define strategic target accounts and high-value client opportunities in partnership with Sales leadership.
• Collaborate with Product Marketing to ensure Risk-relevant specificity in the design, market narrative, and positioning, as well as innovating new banking risk-relevant narrative based on our core Platform
• Work with Alliances team to identify, stand up, and nurture strategic relationships with ecosystem partners relevant to the industry which drive scale, differentiation, and non-linear growth

Team Leadership

• Lead, coach, and develop a global team of Solution Owners, including management of two direct reports.
• Foster a culture of innovation, collaboration, and continuous improvement across regions and functions.

What You'll Bring

• You are a strategic yet deeply hands-on leader who can move fluidly between C-suite engagements, partner negotiations, internal strategy discussions, and detailed solution work.
• You will be a self-starter with vision and an ability to evangelize that vision compellingly.
• Strong executive presence, with a proven ability to influence, engage, and build trust with C-suite stakeholders within major global banks.
• Financial Services or consulting experience across Credit & Lending, Operational Risk, Risk Transformation, Resilience, ESG/Climate Risk, or related domains
• Given the fast pace and dynamic nature of our business, Solution Owners must possess high levels of resilience and a collaborative approach to getting things done.
• Experience operating across Product, Sales, Alliances in a matrixed environment and within a software product company.
• Proven track record building and nurturing relationships within the partner ecosystem (cloud providers, global consultancies, system integrators, data partners).
• Ability to connect high-level vision with practical execution – a(IntPtr) roll up your sleeves operator who is comfortable being a bilateral individual contributor when needed.
• Excellent communication skills; able to translate technical detail into compelling business value narratives.
• Experience producing or delivering industry thought leadership (e.g., conference speaking, whitepapers, analyst engagement).
• Experience managing and developing small, high-performing teams.

Additional Nice to Have Experience Includes

• Creativity. One of our favourites. You’ll contribute to development of the solution materials covering all aspects of our product.
• Technical acumen to create narratives and scripts for custom demos, wireframes, and solution designs &/or an understanding of big data or data science.
• It would also be nice if you have experience of working with financial services across Europe, North America, or APAC regions.
• Knowledge of Entity Resolution, Graph analytics, or Decision Intelligence solutions

Benefits

• Competitive salary & company bonus
• Private healthcare, life insurance & income protection
• CycleScheme & TechScheme
• Free Calm app subscription (#1 app for meditation, relaxation & sleep)
• Pension scheme with 6% company contribution (when you contribute 3%)
• 25 days annual leave (plus the option to buy up to 5 extra days) + your birthday off!
• Ongoing personal development opportunities
• WeWork office space & company-wide socials
• Spend up to 2 months working outside of your country of employment over a rolling 12-month period with our ‘Work from Anywhere’ policy

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We've partnered with Capgemini, which acts as the Employer of Record. Capgemini is responsible for managing local payroll and benefits.

As a Program Manager III, you will be accountable for operationalizing programs from their initial definition through successful execution. This role coordinates all aspects of program delivery, ensuring that governance controls, best practices, and an effective operating model are established from the outset.

Key responsibilities include developing and managing execution plans, overseeing financial tracking, coordinating resources, and identifying and mitigating risks. The Program Manager III also manages stakeholder communication and alignment, ensuring transparency and proactive issue resolution.

Specifically, this role:

• Plans and controls day-to-day project activities and budgets
• Implements IT governance
• Manages customer relationships, enabling commitment
• Works with business unit to define needs and arranges appropriate resources
• Coordinates delivery of work from all suppliers for multiple projects/programs, including risk, quality, change management, schedule, and financial management
• Accountable for work development of work orders/cost estimates to/from suppliers
• Acceptance Criteria and User Acceptance Testing
• Monitors and manages achievement of SLA with suppliers and ISP
• Coordinates communication, escalation, and financial impact management, when SLAs are not met.

The Strategy Execution Team is responsible for translating strategic objectives into fully operationalized initiatives. This team plays a critical role in driving business transformation by ensuring that high-level strategic plans are effectively implemented across the organization. Its mandate includes the operationalization of programs, establishing and maintaining execution governance, and enabling cross-functional alignment so that strategic priorities are delivered consistently and efficiently.

This position comes with a competitive compensation and benefits package. You will enjoy a dynamic and inclusive work culture within a globally renowned group. The position includes a competitive salary and performance-based bonuses, comprehensive benefits package, flexible work arrangements (remote and/or office-based), private health insurance, paid time off, and training & development opportunities in partnership with renowned companies.

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The ideal candidate will have a passion for developing people, identifying market opportunities, and executing strategies to capture them. By leading the deployment of Anthropic's emerging products, you will help enterprises obtain new capabilities while also advancing the ethical development of AI.

Responsibilities:

• Build and lead a high-performing team of Enterprise Account Executives, providing coaching, mentorship, and guidance to drive team success

• Develop and implement sales strategies to meet and exceed team revenue quotas

• Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems

• Partner with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness

• Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales

• Enable your team to have credible technical conversations while maintaining appropriate guardrails

• Build strong partnerships across the organization to drive strategic initiatives

• Identify and execute on new market opportunities and use cases for Anthropic's AI solutions

• Gather and synthesize customer feedback to inform product direction and enhance customer experience

• Build and continuously refine the sales methodology by incorporating learnings into playbooks and best practices

You may be a good fit if you

• 7+ years of enterprise sales experience driving adoption of emerging technologies

• 5+ years of sales leadership experience, ideally 3+ leading teams within the Enterprise segment

• Proven track record of building and leading high-performing sales teams, with demonstrated success in coaching and developing AEs

• Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organizations

• Strong technical acumen and ability to understand complex AI solutions, with experience enabling teams to have credible technical conversations

• Track record of successful partnership with technical teams throughout the customer journey

• Demonstrated ability to navigate dynamic stakeholder ecosystems and drive cross-functional initiatives

• Experience managing complex enterprise sales cycles and helping AEs secure strategic deals

• Strong operational rigor in pipeline management, forecasting, and sales metrics

• Excellent communication skills and ability to build relationships across all levels

• Strategic approach to market analysis combined with tactical excellence in execution

• Passion for AI technology and commitment to its safe, responsible development

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary:

$290,000 - $435,000USD

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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.

Responsibilities

As a Sales Manager at Anthropic, you'll lead a team of Enterprise Account Executives driving the adoption of safe, frontier AI by securing strategic deals with top financial institutions. You'll leverage your leadership and consultative sales expertise in the Industries sector to propel revenue growth while developing a high-performing team of AEs. Working closely with Applied AI Engineering and Product teams, you'll help Industries customers embed and deploy AI while uncovering its full range of capabilities in banking, research, and administration. In collaboration with GTM and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with financial decision-makers and ensure differentiated value across the Industries landscape.

You may be a good fit if you have:

• 15+ years of enterprise sales experience in Industries technology, preferably driving adoption of SaaS or emerging technologies
• 5+ years of sales leadership experience, ideally 3+ leading teams within the Enterprise segment focused on Industries in DACH and CEE
• Proven track record of building and leading high-performing sales teams selling into financial institutions, with demonstrated success in coaching and developing AEs
• Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organisations serving Industries
• Strong technical acumen and ability to understand complex AI solutions and their applications in Industries, with experience enabling teams to have credible technical conversations with financial stakeholders
• Track record of successful partnership with technical teams throughout the customer journey within financial institutions
• Deep understanding of Industries buying cycles, procurement frameworks, and key pain points
• Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives
• Experience managing complex enterprise sales cycles within financial institutions and helping AEs secure strategic deals
• Strong operational rigor in pipeline management, forecasting, and sales metrics specific to Industries sales cycles
• Excellent communication skills and ability to build relationships across all levels, from analysts and researchers to senior executives in Industries
• Strategic approach to financial market analysis combined with tactical excellence in execution
• Passion for AI technology and commitment to its safe, responsible development for financial use cases

Logistics

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

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

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

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As a Mid-Market Account Executive on Anthropic's Industries team, you'll drive the adoption of safe, frontier AI by securing strategic deals with mid-market companies in key verticals, unlocking new value streams throughout their business. You'll leverage your consultative sales expertise and technical acumen to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities.

In collaboration with GTM, Product, Engineering, and cross-functional teams, you'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the landscape.

Responsibilities:

• Contribute to the Mid-Market GTM strategy, identifying new use cases within your assigned verticals, winning new business, and sharing feedback with cross-functional teams

• Drive strategic expansion within key accounts in established verticals and new logo acquisition within emerging verticals

• Own a revenue target and all aspects of the sales cycle from prospecting to close, including finding key workflows to automate and agentify

• Become a trusted advisor to customers, understanding their unique needs and crafting tailored AI solutions. Co-innovate with customers and sell on the product roadmap while appropriately setting expectations

• Collaborate extensively with cross-functional partners including Product, Customer Success, Legal, Marketing, and Applied AI to help bring new solutions to market and provide feedback to shape roadmaps

• Develop sales collateral, proposals, and presentations to effectively position Anthropic's AI products. Continuously refine sales tactics and share best practices

You may be a good fit if you have:

• 3+ years of enterprise B2B sales experience in technology, preferably in SaaS, API solutions, or emerging technologies

• Experience automating workflows or building automations to handle the repeatable components of a sales process

• Proven experience exceeding revenue targets in fast-paced organizations by effectively managing an evolving pipeline and sales process

• Excellent communication skills and the ability to present confidently and build connections across all customer levels, from ICs to C-level executives

• A knack for bringing order to chaos and an enthusiastic “roll up your sleeves'' mentality. You are a true team player

• A strategic, analytical approach to assessing markets combined with creative, tactical execution to capture opportunities

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

Logistics

• Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

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

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

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

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

How we're different

We

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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

In this role, you'll lead a team of Account Executives driving the adoption of safe, frontier AI with top enterprises across Japan. This role is critical to Anthropic's APAC expansion.

You'll leverage your leadership expertise to propel revenue growth while developing a high-performing team. Working closely with Applied AI Engineering, Product, GTM, and Marketing teams, you'll help enterprise customers deploy AI solutions and refine our market positioning for Japan.

The ideal candidate will have a deep understanding of Japanese business culture, a passion for developing people, and the ability to navigate Japan's consensus-driven sales environment.

Responsibilities:

• Build and lead a high-performing team of Account Executives, providing coaching, mentorship, and guidance to drive team success

• Develop and implement sales strategies tailored to enterprise procurement cycles and budgeting processes to meet and exceed team revenue quotas

• Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems

• Partner with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness, with focus on Japanese enterprise buying cycles and decision-making processes

• Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales

• Enable your team to have credible technical conversations about AI applications while maintaining appropriate guardrails

• Build strong partnerships across the organisation to drive strategic initiatives

• Identify and execute on new market opportunities and use cases for Anthropic's AI solutions across enterprise segments

• Help your team navigate complex enterprise stakeholder ecosystems including executives, IT departments, and procurement offices to build consensus

You may be a good fit if you have:

• 15+ years of enterprise sales experience, preferably driving adoption of SaaS or emerging technologies

• 5+ years of sales leadership experience within the Enterprise segment

• Proven track record of building and leading high-performing sales teams selling into large enterprises, with demonstrated success in coaching and developing AEs

• Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organisations

• Strong technical acumen with ability to enable credible AI conversations

• Track record of successful partnership with technical teams throughout the customer journey

• Deep understanding of enterprise buying cycles, procurement frameworks, and common pain points across industries

• Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives

• Experience managing complex enterprise sales cycles and helping AEs secure strategic deals

• Excellent communication skills and ability to build relationships across all levels, from individual contributors to C-suite executives

• Strategic approach to market analysis combined with tactical excellence in execution

• Passion for AI technology and commitment to its safe, responsible development

• Business-level Japanese required; English proficiency strongly preferred

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

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

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

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

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

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much to do with data and experimentation as it does with theory and mathematics.

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Working closely with Applied AI Engineering and Product teams, you'll help digital-native customers integrate and deploy AI while unlocking its full range of capabilities across their products, platforms, and operations. In collaboration with GTM and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with technical leaders and ensure differentiated value across the digital-native landscape.

The ideal candidate will have a passion for developing people, identifying market opportunities within the digital-native ecosystem, and executing strategies to capture them. By leading the deployment of Anthropic's emerging products, you will help technology companies obtain new capabilities while also advancing the ethical development of AI.

Responsibilities

• Build and lead a high-performing team of Account Executives focused on digital-native businesses, providing coaching, mentorship, and guidance to drive team success
• Develop and implement sales strategies tailored to digital-native buying cycles and technical evaluation processes to meet and exceed team revenue quotas
• Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems
• Partner with Enablement to develop training programmes and resources that accelerate Account Executive ramp time and effectiveness, with specific focus on digital-native sales motions and technical buyer personas
• Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimise solutions post-sales for digital-native use cases
• Enable your team to have credible technical conversations about AI applications with engineering leaders, CTOs, and technical founders
• Build strong partnerships across the organisation to drive strategic initiatives within the digital-native segment
• Identify and execute on new market opportunities and use cases for Anthropic's AI solutions within technology companies, developer platforms, and digital-first organisations
• Help your team navigate complex stakeholder ecosystems including technical leaders, product teams, procurement, and executive sponsors to build consensus
• Gather and synthesise customer feedback from digital-native users to inform product direction and enhance customer experience
• Build and continuously refine the digital-native sales methodology by incorporating learnings into playbooks and best practices

You may be a good fit if you have:

• 10+ years of enterprise sales experience selling into technology or digital-native companies, preferably driving adoption of SaaS, API-first, or emerging technologies
• 5+ years of sales leadership experience, ideally leading teams selling into digital-native or technology-first organisations
• A history of building and leading high-performing sales teams selling into technical buyers, with demonstrated success in coaching and developing Account Executives
• Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organisations
• Strong technical acumen and ability to understand complex AI solutions and their applications, with experience enabling teams to have credible conversations with CTOs, VP Engineering, and technical founders
• Demonstrated success partnering with technical teams throughout the customer journey
• Deep understanding of how digital-native companies evaluate and adopt new technologies, including developer-led and product-led buying motions
• Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives
• Experience managing enterprise sales cycles and helping Account Executives secure strategic, high-velocity deals
• Strong operational rigour in pipeline management, forecasting, and sales metrics
• Excellent communication skills and ability to build relationships across all levels, from individual engineers to C-suite executives
• Passion for AI technology and commitment to its safe, responsible development

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

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Location

San Francisco

Employment Type

Full time

Location Type

Hybrid

Department

People

Deadline to Apply

February 16, 2025 at 3:00 AM EST

Compensation

• San Francisco $216K – $295K • 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 mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this.

In pursuit of this, our Recruiting team’s focus is to build talent-dense, high-impact teams that are aligned with OpenAI’s cultural values and mission. Our vision is to pioneer the future of recruiting and connect brilliant people with the transformative potential of AI.

About the Role

As the Recruiting Manager for our Applied AI Engineering teams, you will lead and mentor a team of recruiters and sourcers dedicated to hiring exceptional technical staff that build our most advanced AI products.

You will be responsible for setting the recruiting strategy, optimizing operational processes, supporting and engaging your team, and ensuring a seamless candidate experience. Your leadership will shape OpenAI’s talent future, fostering strong relationships with candidates, hiring managers, and the technical community.

This role reports to our head of recruiting for our engineering, product, design, data science teams and more.

Your key responsibilities will include:

• Lead and Inspire: Drive the development of a high-performing technical recruiting team. Mentor and support your team in developing relationship management techniques, fostering an environment of innovation, collaboration, and continuous improvement.

• Strategic Vision: Partner with organization leaders to design and execute comprehensive hiring strategies that align with OpenAI’s growth and long-term technical ambitions.

• Relationship-Driven Recruiting: Develop lasting relationships with key technical leaders, hiring managers, and external partners, positioning OpenAI as the employer of choice for top-tier talent.

• Candidate Experience Excellence: Elevate the candidate experience at every touchpoint, reflecting OpenAI’s values and technical rigor. You’ll ensure every candidate interaction leaves a positive, lasting impression.

• Data-Informed Decision Making: Leverage data to optimize recruiting efforts, making informed, strategic adjustments to improve efficiency, quality, and team performance, and drive operational rigor.

• Diversity and Inclusion: Champion our commitment to building a diverse and inclusive workforce by implementing strategies that attract talent from underrepresented communities.

What We’re Looking For:

• 15+ years of recruiting experience, with at least 7+ years in a management role.

• Strong background in technical recruiting for engineering and machine learning roles.

• Visionary Leadership: Proven ability to lead, mentor, and inspire a team of recruiting professionals, helping them grow and succeed in a high-stakes, fast-paced environment.

• Relationship Builder: Exceptional interpersonal skills, with the ability to build deep relationships with both internal stakeholders and external talent in highly specialized fields.

• Strategic and Analytical Mindset: You approach recruiting with a strategic lens, using data and market insights to shape decisions and continuously refine your approach.

• Technical Acumen: Strong understanding of the technical landscape, with the ability to engage credibly with both candidates and hiring managers.

• Diversity Advocate: A commitment to driving diversity in hiring, ensuring that OpenAI continues to attract talent from all backgrounds.

Location and Workplace

This role is based in our Mission Bay, San Francisco office. We chose this location due to proximity to our engineering and product leaders.  We use a hybrid work model: three days in the office per week with optional work

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About Us:

Fifth Dimension is building _the_ all-in-one platform for commercial real estate, vastly outperforming horizontal AI players on complex tasks requiring deep enterprise and institutional knowledge. We have an established international customer base of Enterprise CRE companies, strong traction across US and Europe as well as some customers in APAC

We’re a hypergrowth early-stage startup with ample runway, backed by Tier 1 European and American investors - in the last year we’ve seen 7x ARR growth and 13x’d product usage. We currently have offices in London and New York, and a Singapore office opening in Q1 2026 - of which you’ll be a founding member.

The founders, Johnny Morris and Dr. Kate Jarvis, are both data nerds But that's not all! Johnny's got 16 years' experience applying data and analytics to Real Estate, our GTM niche, and Kate's got a PhD in Linguistics from Stanford and 12 years' CPTOing across Silicon Valley and London startups. We're demanding, excitable, encouraging of experimentation, adoring of bad puns, full of smart and autonomous folks, and have built our business on a foundation of compassion and kind challenge.

Sound like your cup of tea (or coffee) ?

Role Overview:

As one of 2 hires for the new Singapore HQ, you have the opportunity to shape an entirely new geo with the biggest players in Commercial Real Estate. You'll be the critical bridge between our innovative AI solutions and prospective customers' business challenges, as well as developing the insights to help us tailor our product to the region.

Day-to-day you'll work alongside the incoming Head of Sales and EU staff seconded to Singapore to win complex deals, as well as collaborating with UK & US colleagues through largely async tools and processes. You'll operate with real autonomy: we need someone who can handle high stakes technical conversations, develop POCs, deliver demos, and make decisions - without waiting for the rest of the company to wake up

This is a high-ownership role for someone who's energised by building from the ground up. You’ll be pivotal in expanding our APAC customer base - shaping how we sell, demo, and position in this region. And as we scale, you'll have the opportunity to build out the technical sales function you're establishing. This is your chance to be foundational to a region for a company with real traction and the ambition to become the most valuable platform in commercial real estate.

Key Responsibilities:

• Technical Discovery & Evaluation: Run in-depth technical discovery meetings with senior customer stakeholders (up to Executive level) to understand prospect needs, pain points, and technical requirements. Evaluate the ROI of building new data pipelines.

• Solution Design: Architect and present custom solutions that align our AI capabilities with client business objectives. Run API mapping and hand over clean specs to engineering post-sale.

• Demo Excellence: Create and deliver compelling product demonstrations and Proof of Concepts that showcase the value of our platform in relevant, customer-specific scenarios - using our platform, and Claude Code/Open AI codex etc

• Technical Objection Handling: Address and overcome technical objections with clear, concise explanations that build prospect confidence.

• Cross-Functional Collaboration: Work closely with Sales, Solutions, and Engineering teams to share customer insights, influence product direction, and ensure implementation success.

• APAC Product Voice: Be opinionated on how our product needs customisation for APAC markets, communicate clearly to Engineering, influence the roadmap to ensure we're building what the region actually needs.

You'll travel ~25% of the time within APAC for customer meetings and conferences, plus quarterly trips to the UK HQ/other international location for all-company gatherings.

What We're Looking For:

You've thrived in an early-stage high-growth VC-backed startup, or in a similar role at a scaleup (think: being the first to sell and build a team around a shiny new product or geo). This isn't just preferred - it's required.

Must

• Pre-Sales Experience: 8+ years in Enterprise B2B SAAS pre-sales engineering, solutions consulting, or technical sales; for a technical product

• Industry Knowledge: Worked in Real Estate / Proptech

• Technical Acumen: Understanding of APIs, data integration, AI/ML concepts, and system architecture

• Product-minded: You can evaluate build vs. buy decisions, push back on requirements that aren't feasible (to the point of killing a deal), and articulate what the market actually needs versus what customers say they want. You've worked closely with engineering teams before - not just handing off requests, but shaping what gets built.

• AI-native:You can’t go a day without using Claude Code / Open AI codex etc - you can talk for hours about how you’ve integrated these tools into your day-to-day, and what you’ve built

• Great Communicator: Exceptional presentation abilities, with experience leading technical discussions at various levels of an organization. Excellent async communicator - the majority of our company is in a timezone 8+ hours behind Singapore.

• Excellent Relationship Builder: You establish trust through technical credibility and genuine interest in customer success.

• Work Authorization:Must be a Singapore Citizen, Permanent Resident, or hold a valid work pass

• Hybrid Onsite Availability:Must be open to a hybrid work schedule (2+ days per week in office)

Nice to have

• Software engineering experience

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What you'll do

• Lead Portfolio Execution
• Drive Planning, Delivery, and Problem Solving
• Enable AI, Data, and Executive Decision-Making
• Leadership, Standards, and Culture

What you need

• 12+ years of experience in program management within technical or engineering environments
• Strong technical acumen with experience working closely with software development, or technical operations teams
• Demonstrated ability to oversee and drive execution across a portfolio of programs
• Exceptional attention to detail, with a proven track record of delivering highly polished, execution-ready work suitable for senior leadership review
• Exceptional stakeholder management skills with the ability to influence, challenge, and build consensus across organizational levels
• Demonstrated leadership in managing multiple priorities, navigating ambiguity, and driving results independently
• Experience partnering with data and analytics teams to define metrics, dashboards, or executive-level reporting
• Ability to interpret and communicate data-driven insights to senior leaders to inform decisions and tradeoffs
• Self-motivated, proactive, and resourceful, with strong judgment, operational maturity, and a collaborative mindset
• Familiarity with executive dashboards, portfolio reporting, or operational analytics is strongly preferred
• Expertise in change management, with the ability to facilitate organizational and technological transitions smoothly
• Excellent communication skills, capable of translating complex technical details into clear, actionable direction

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What you'll do

• Lead, coach, and develop a high-performing CS team, owning team and regional NRR performance, customer retention, and expansion goals.
• Act as a player-coach: directly manage priority accounts, join key customer conversations, and model best-in-class success practices.

What you need

• 10+ years of experience in Customer Success or post-sales roles within SaaS, ideally some of this with accounts in Western Europe
• Deep understanding and experience successfully managing customer relationships within the Western Europe region
• Demonstrated technical acumen with the ability to upskill and enable the team — fostering confidence in navigating product capabilities, integrations, and data insights to strengthen customer outcomes.

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What you'll do

• Lead, coach, and develop a high-performing CS team, owning team and regional NRR performance, customer retention, and expansion goals.
• Act as a player-coach: directly manage priority accounts, join key customer conversations, and model best-in-class success practices.

What you need

• 10+ years of experience in Customer Success or post-sales roles within SaaS, ideally some of this within UK&I accounts.
• Demonstrated technical acumen with the ability to upskill and enable the team — fostering confidence in navigating product capabilities, integrations, and data insights to strengthen customer outcomes.

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