At Equity IT, we are modernizing the way the firm interacts with its order flow and trading tools. As a Technical Product Manager for our Next-Gen UI Platform, you will be the critical link between internal stakeholders (trading desks, risk managers, middle office, and other operational teams) and the UI engineering team.

Working closely with UI Engineering and its leadership, you will help build and evolve an extensible UI component library that serves as the set of building blocks for a cohesive user experience across all of Equity IT's internal UIs.

You will partner with business SMEs across the firm to translate UI and business requirements into clear, functional product requirements for engineers.

You will own and refine a central backlog of UI requests, perform gap analyses on the component library, and produce a product roadmap that balances quick wins with long-term strategic adoption.

In this role, you will support the delivery of new UIs and features end-to-end, acting as the primary liaison for product updates, timelines, and priorities with internal stakeholders.

You will also coordinate with backend and platform teams to ensure the right services and data are in place to support new UIs and use cases.

This role is pivotal in shaping Equity IT's next-gen UI strategy and improving the efficiency and consistency of users' day-to-day workflows across the firm.

Key Responsibilities:

• Develop a product strategy for the next-gen internal UI platform and component library used across trading and related functions.

• Maintain a product roadmap that balances near-term deliverables with long-term strategic goals and broad adoption.

• Own and manage the UI product backlog in close partnership with engineering, project management, and stakeholders.

• Work with the UI Engineering team to create and evolve an extensible, reusable UI component framework, optimizing for a familiar, consistent UX across disparate screens and business areas.

• Perform gap analyses to identify missing or underutilized components and drive their design, prioritization, and implementation.

• Develop and maintain strong, trust-based relationships with internal users so they are comfortable bringing pain points and ideas to you.

• Evangelize the UI platform and component library within the firm, ensuring stakeholders are aware of new capabilities and best practices.

• Translate business and workflow needs into clear, actionable product requirements with an emphasis on usability, performance, and workflow efficiency.

• Balance and negotiate competing priorities across stakeholders and work with teams across Trading Technology and other internal platforms to deliver new tools and features.

• Collaborate with product managers and UX/design partners supporting other areas to enable a unified UI strategy and seamless workflows across all internal tools

Skills Required:

• 8–10+ years of experience as a Product Manager or Technical Product Manager building complex internal or enterprise applications; experience with trading technology UIs is strongly preferred.

• Professional work experience with Figma in an enterprise level environment with respect to workflows and information layout, prototyping complex interactions, defining information hierarchy, standardizing components, and similar.

• Experience working in or closely with front-office or high-intensity operational environments (for example, trading, risk, analytics, operations, or analogous environments in other industries such as fintech, SaaS, or data-heavy platforms).

• Demonstrated experience defining and delivering UI platforms or component libraries/design systems in partnership with engineering (and ideally UX/design).

• Strong technical fluency and the ability to work closely with UI engineers and backend/platform teams on data, performance, and integration considerations

• Proven ability to translate complex business workflows into intuitive, cohesive user experiences and detailed product requirements.

• Entrepreneurial mindset; able to operate autonomously, drive structure in ambiguous environments, and influence without direct authority.

• Comfortable navigating ambiguity and thriving in a lean, fast-paced environment with many stakeholders and competing priorities.

Meaningful Differentiators:

• Experience with latest CSS styling libraries/capabilities

• Typescript/React

• HTML5 technologies

Salary Range: $175,000 to $250,000

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In this pivotal role, you'll serve as the primary liaison between the platform engineering team and our developer community , including quantitative analysts, researchers, and front-office trading teams , ensuring the platform meets their complex development needs and continuously improves.

The Developer Platform team architects, engineers, and enhances the firm's developer’s toolchain and workflow. We collaborate closely with developers, quants, researchers, and front-office trading teams to ensure our platform provides a best-in-class development experience with the feel of native Mac/UNIX-like development.

This role sits at the intersection of product management and technical enablement, acting as the voice of the developer within the platform team.

Key Responsibilities:

• Build and maintain relationships with technologists and developers across the firm to deeply understand their workflows, pain points, and emerging needs

• Discover novel use cases and translate them into actionable product requirements for the platform engineering team

• Serve as the first point of contact for developer questions about the platform's environment, tooling, and capabilities

• Triage and reproduce issues reported by developers, driving initial diagnosis , including leveraging AI-assisted sessions for problem analysis , and escalating to the deeper technical engineering team when necessary

• Drive the roadmap and prioritization of platform enhancements in collaboration with engineering leadership

• Promote and evangelize the Linux developer platform , driving adoption and ensuring developers are aware of available features and best practices

• Manage project timelines, stakeholder communication, and delivery milestones for platform initiatives

Qualifications / Skills Required:

• Demonstrated experience in Technical Product Management, Technical Project Management, or Developer Relations/Developer Experience roles

• Strong communication and stakeholder management skills , ability to engage credibly with both highly technical developers and senior leadership

• Working familiarity with Linux desktop environments , comfortable navigating the platform, understanding developer workflows, and answering environment/tooling questions

• Conceptual understanding of containerization and orchestration (Docker, Podman, Kubernetes) and how developers leverage these tools in their workflows

• Familiarity with CI/CD concepts and tools (e.g., Jenkins, Git) , enough to understand developer pipelines and identify friction points

• Problem reproduction and triage skills , ability to recreate reported issues in the environment and clearly document/escalate to engineering with relevant context

• Experience leveraging AI tools (e.g., LLM-based assistants, copilots) to assist in problem diagnosis, research, and knowledge synthesis

• Basic scripting literacy (Bash, Python) , enough to read, understand, and run existing scripts; not necessarily write complex automation from scratch

Qualifications / Skills Desired:

• Familiarity with serverless compute concepts and cloud-native development paradigms

• Exposure to configuration management tools (e.g., Ansible) and image lifecycle management (e.g., Hashicorp Packer) , understanding what they do and how they fit into the platform, rather than hands-on administration

• Awareness of monitoring and observability tools (Prometheus, Grafana, ELK stack) from a user/consumer perspective

• Understanding of authentication and identity management concepts (e.g., Active Directory integration) as they relate to developer access and workflows

• Experience with agile project management methodologies and tools (Jira, Confluence, or similar)

• Strong communication skills working with engineering leadership, developer community, and stakeholders

• Bachelor’s degree in Computer Science or a related field

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

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This individual will lead product development and execution across various systems, workflows, analytics that support margin analytics, cash consumption, liquidity risk, etc. The Cross Asset Quant & Technology Modeling team designs, builds, and maintains the applications and models that support portfolio managers, risk managers, and treasury professionals across the company.

The ideal candidate will bring a strong product mindset, solid technical fluency, and experience working across quantitative workflows, data platforms, and front-to-back capital markets infrastructure.

Responsibilities:

• Partner closely with Treasury, Risk, Quants, Operations, and Engineering to define and deliver products that support cash and collateral management, liquidity forecasting, funding optimization, and margin analytics.
• Own the product roadmap for Treasury-related applications, data products, and workflows, ensuring priorities are aligned with business goals and delivered effectively.
• Translate business needs into clear product requirements, functional designs, and technical specifications
• Work with engineering and quantitative teams to build and enhance tools that improve visibility into liquidity, collateral usage, margin requirements, funding exposures, and treasury risk.
• Serve as a key point of contact for senior stakeholders with Treasury providing clear updates and helping drive alignment and decision-making.
• Coordinate cross-functional teams across product, engineering, quantitative modeling, and business functions to keep delivery on track, remove blockers, and resolve issues quickly.
• Gather and document business requirements, perform gap analysis, and ensure solutions meet business objectives and fit into the broader Treasury and risk platform ecosystem.
• Identify project and product risks early, develop mitigation plans, and escalate issues as needed to support successful delivery.
• Track progress against timelines, objectives, and quality standards, and use feedback, metrics, and outcomes to improve product delivery over time.

Qualifications:

• 12+ years of experience in technical product management, quant management, or a similar role, with a strong track record of delivering complex technology solutions in financial services.
• Strong understanding of capital markets and Treasury-related functions, including cash and collateral management, prime brokerage (PB), margining, repo, securities lending, liquidity, and funding.
• Demonstrated ability to manage complex, cross-functional initiatives with multiple stakeholders and tight timelines.
• Strong business analysis skills, including requirements gathering, gap analysis, process mapping, and translating business needs into practical technical solutions.
• Strong leadership, communication, and interpersonal skills, with the ability to work effectively across both business and technical teams
• Strong analytical and problem-solving abilities, with comfort working with data, metrics, and financial concepts to support prioritization and decision-making.
• Exceptional organizational skills and attention to detail, with the ability to manage multiple priorities and keep workstreams moving in a fast-paced environment.

The estimated base salary range for this position is $175,000 to $250,000, which is specific to New York and may change in the future. Millennium pays a total compensation package which includes a base salary, discretionary performance bonus, and a comprehensive benefits package. When finalizing an offer, we take into consideration an individual’s experience level and the qualifications they bring to the role to formulate a competitive total compensation package.

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This role is responsible for designing and running the enterprise GTM architecture across RevOps, sales performance, and cross-functional execution, ensuring Scale's largest and most strategic accounts are engaged with rigor, consistency, and impact.

The GTM Architect will bring a strong point of view on how Scale engages enterprise accounts, how performance is measured, and how teams operate day-to-day to drive predictable growth. Over time, this role will have the opportunity to build and lead a GTM / RevOps team.

Responsibilities:

• Own and evolve Scale's enterprise GTM operating model, including account engagement strategy, funnel design, and sales execution standards

• Design and manage the enterprise RevOps systems stack (e.g., CRM, forecasting, reporting, planning tools) to support scalable growth

• Define, track, and operationalize core enterprise GTM metrics across pipeline health, deal velocity, forecast accuracy, and rep productivity

• Establish and run sales operating cadences including pipeline reviews, forecast calls, QBRs, and performance reviews

• Partner with Sales Leadership and Finance to design, implement, and maintain enterprise sales compensation plans, including quota governance and attainment reporting

• Build executive-level dashboards and reporting to support GTM decision-making and leadership visibility

• Serve as a strategic thought partner to Enterprise Sales leaders, bringing a strong opinion on how accounts should be covered, prioritized, and engaged

• Act as the connective tissue across Sales, Marketing, Finance, Product, and Solutions Engineering for enterprise GTM planning and execution

• Support annual and quarterly planning efforts including territory design, capacity modeling, headcount planning, and quota setting

• Ensure data integrity, process clarity, and operational discipline across all enterprise GTM motions

Ideally, You Will Have:

• 8–12+ years of experience in RevOps, Sales Ops, or GTM Strategy roles, with deep exposure to enterprise sales environments

• Experience supporting complex, multi-stakeholder enterprise sales motions in high-growth B2B SaaS or platform companies

• Proven ownership of sales systems, forecasting, and performance measurement at scale

• Hands-on experience designing and managing enterprise sales compensation plans and reporting

• Strong understanding of enterprise GTM metrics, planning cycles, and operating cadences

• A clear point of view on how enterprise accounts should be engaged and how to operationalize that engagement at scale

• Comfort influencing senior sales leaders and executives without direct authority

• Excellent written and verbal communication skills, including experience building executive-level materials and dashboards

• Strong command of GTM systems and tools (e.g., Salesforce, Clari, planning and reporting tools)

• High attention to detail paired with the ability to operate at a strategic altitude

• Demonstrated ability to operate as a senior IC with the ambition and capability to build and lead a team over time

• Technical curiosity or experience working alongside technical products and teams; familiarity with AI, ML, or data platforms is a plus

Compensation packages at Scale for eligible roles include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position, determined by work location and additional factors, including job-related skills, experience, interview performance, and relevant education or training. Scale employees in eligible roles are also granted equity based compensation, subject to Board of Director approval. Your recruiter can share more about the specific salary range for your preferred location during the hiring process, and confirm whether the hired role will be eligible for equity grant. You’ll also receive benefits including, but not limited to: Comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. Additionally, this role may be eligible for additional benefits such as a commuter stipend.

Please reference the job posting's subtitle for where this position will be located. For pay transparency purposes, the base salary range for this full-time position in the locations of San Francisco, New York, Seattle is: $176,000-$220,000 USD

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This is a founding team: you will help us to build technical playbooks and define the processes and repeatable patterns needed for us to scale this emerging motion. You will champion our mission in the field, ensure world-class delivery, and bring insights back to our product and research teams on a regular basis.

You'll own engagements end-to-end, from SOW through production deployment. You'll work alongside Forward Deployed Engineers who build the technical solution, while you own product scoping, stakeholder management, value measurement, and the organisational complexity that comes with deploying AI agents in enterprise environments.

Responsibilities:

• Own the technical delivery plan for each engagement. Structure SOWs with clear scope, milestones, dependencies, success criteria, and value hypotheses. Translate customer business objectives into a sequenced roadmap that FDEs execute against.

• Lead technical discovery: map customer workflows, identify constraints, define MVP scope, and shape the solution architecture for custom agent deployments.

• Run day-to-day engineering execution and delivery across Anthropic and customer teams. Keep progress unblocked and sequenced. Make real-time trade-offs on scope and priority to protect the critical path.

• Own product scoping for field engagements: define the MVP, author requirements documentation, prioritise the engineering backlog, and manage scope against success criteria as requirements evolve.

• Own the customer relationship throughout delivery. Lead executive briefings, manage stakeholder communications across technical leads and procurement, and represent Anthropic's technical credibility with senior business and engineering leaders.

• Own value measurement and ROI: define impact hypotheses, set baselines and KPIs, run pre- and post-deployment measurement, and report outcomes to executive sponsors.

• Codify reusable solution patterns, evaluation frameworks, and technical playbooks. Extract what works across engagements and feed field signals back to Product and Research to improve our platform and models.

• Navigate enterprise and regulatory complexity: security reviews, legal approvals, procurement processes, compliance requirements, and organisational dynamics.

• Manage scope and change: handle evolving requirements, set expectations, negotiate contract modifications, identify risks early, and escalate with clear context when needed.

• Run delivery operations: sprint ceremonies, milestone reviews, and progress reporting.

• Travel to customer sites to build relationships, unblock delivery, and accelerate adoption (25–50% expected).

You May Be a Good Fit If You:

• Have 5+ years of customer-facing technical delivery leadership , this could be technical engagement management, technical program management, or technical product management, founders/startups, technical-adjacent backgrounds, professional services, consulting, or enterprise software.

• Have delivered AI, ML, or LLM-based agentic solutions into production. You understand solution patterns, integration approaches, and what breaks in real environments.

• Can lead architecture discussions with engineering stakeholders, evaluate technical trade-offs, and pressure-test technical decisions. You won't write production code, but you will own the technical direction of engagements alongside FDEs.

• Have a track record delivering complex, high-stakes technical projects for enterprise clients where outcomes depended on tight coordination and fast decision-making, ideally across multiple workstreams in regulated industries.

• Have executive presence , polished, credible, and comfortable representing Anthropic to senior leaders in high-stakes environments.

• Thrive in ambiguity and bring structure where none exists.

• Have a builder's mindset , you're here to create a function, not join one.

Strong Candidates May Also Have:

• Experience in financial services, healthcare/life sciences, or pharmaceutical verticals.

• Background at a Forward Deployed Engineering company or professional services and consulting firms.

• Exceptional understanding of LLM capabilities and limitations.

• Experience with regulated industries and compliance requirements.

• Experience managing delivery teams with embedded engineers at customer sites.

• Familiarity with AI agent frameworks, tool use patterns, and orchestration architectures.

Annual compensation range for this role is €190,000-€215,000 EUR.

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

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

You'll draw on both your business acumen and technical expertise to serve as a strategic advisor throughout their journey.

Responsibilities:

• Establish trust-based and strategic relationships with key decision-makers across EMEA to understand their activities and objectives, identifying opportunities for optimization and expansion

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

• Leverage your deep understanding of the customer and regional specifics to proactively drive usage planning, identifying current and future consumption and adoption trends, and how they translate into value-added for the customer

• Monitor usage patterns and identify opportunities for optimization, proactively addressing underutilization of product-based consumption (API) and subscription-based (Claude for Enterprise/Claude Code) to fully leverage contractual commitments

• Serve as a strategic partner to customers, enriching their knowledge of Claude through the dissemination of Anthropic's product roadmap, introducing new products, and involving product leads to act as customer advocates for the EMEA region

• Document and quantify customer value realized through commercial results, ROI, and impact indicators to form compelling internal business cases to pursue and increase investments

• Identify potential use cases and sectors not yet exploited, collaborating with customers to discover new applications for Claude within different services, teams, and workflows

• Develop and implement change management strategies to drive adoption by end-users and maximize value within customer organizations, including training programs, center of excellence development, and organizational support

• Manage the customer experience throughout their lifecycle: manage comprehensive accounts and success plans based on customer business objectives, conduct quarterly business reviews, and serve as the primary liaison between the customer and Anthropic

• Contribute to Anthropic's brand development and customer relationships as a member of the first customer success team in the region, developing processes, operational guides, and best practices tailored to the EMEA region and taking into account regional corporate cultures

About the role:

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

• Proven experience in driving success in consumption-based and subscription-based business models, with a good understanding of growth levers and associated performance indicators

• Technical mastery and ability to understand and articulate AI/ML concepts, API integrations, and software implementation models

• Experience presenting and demonstrating technical products to diverse audiences

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

• Collaborative and versatile individual representing the customer positively and proactively, mobilizing the entire team around solutions to meet customer needs

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

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

• Gain experience working and contributing to a rapidly growing region, balancing time zones from the US-based headquarters

• Talent for order and enthusiasm for 'rolling up sleeves'. You have a team spirit

( Bonus ) Mastery of French, German, Spanish, or Italian

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You'll be hands-on: write specs, prototype solutions, dig into technical architecture with engineers, and make product calls grounded in real technical understanding. You'll design and ship AI-powered products and tooling for defense and national security workflows, working side-by-side with engineering and ML teams.

You'll use customer context to inform what you build , understand allied defense workflows deeply enough to make opinionated product decisions, not just relay requirements. You'll navigate the unique constraints of defense product development across allied nations , classification environments, accreditation processes, air-gapped deployments , or be ready to learn these fast.

Ideally, you'd have a builder mentality: you're energized by going from zero to one, not by managing from a distance. You'll have 8+ years of experience in software engineering, ML engineering, or a deeply technical product role where you were hands-on with what shipped. You'll have technical fluency: software engineering or ML background (master's degree in computer science or equivalent experience).

Please note that our policy requires a 90-day waiting period before reconsidering candidates for the same role.

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

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

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

Responsibilities:

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

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

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

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

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

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

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

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

You might be a good fit if you have:

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

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

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

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

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

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

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

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

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

Strong candidates may also have:

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

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

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

• Background in technical due diligence or technology M&A

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

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You will lead the content and social strategy for Scale Labs' dedicated online presence, taking a research-native approach that earns attention and credibility from the AI community. You will build and maintain competitive intelligence and a sharp point of view on the data market, arming the team with differentiated positioning as the market evolves.

You will partner with Scale Labs researchers to amplify published work - leaderboards, benchmarks, and research papers - and translate it into pipeline and demand generation for the GenAI business. You will develop go-to-market strategies for new data offerings and modalities, working closely with product and sales to drive awareness and build market momentum.

You will collaborate cross-functionally with sales, engineering, and research to ensure consistent, compelling messaging across every customer touchpoint.

Ideally, you'd have 5+ years of experience in product marketing, with a track record of marketing technical products to developer or research audiences. You should have strong technical fluency and passion for AI, with the ability to hold a credible conversation about AI/ML fundamentals, training, and the role of data quality in model performance.

You should also have experience building social-native content and community strategies on platforms like X, with an instinct for what resonates with technical practitioners. You should have excellent written communication and storytelling skills, with the ability to make complex technical concepts compelling without oversimplifying them.

Nice to haves include familiarity with the AI training data market, or adjacent data and infrastructure spaces, as well as an existing network or relationships within the AI research community.

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You'll own high-value engagements where we collaborate directly with customers to build and deploy agents into their most critical business processes. This is a founding team: you will help us to build technical playbooks and define the processes and repeatable patterns needed for us to scale this emerging motion.

You will champion our mission in the field, ensure world-class delivery, and bring insights back to our product and research teams on a regular basis. You'll own engagements end-to-end, from SOW through production deployment.

You'll work alongside Forward Deployed Engineers who build the technical solution, while you own product scoping, stakeholder management, value measurement, and the organisational complexity that comes with deploying AI agents in enterprise environments.

You need to be technical enough to hold architecture conversations with engineering stakeholders and polished enough to represent Anthropic to high-level executives in high-stakes environments.

Responsibilities:

• Manage the technical delivery plan for each engagement.
• Structure the SOW by clearly defining the scope, steps, dependencies, success criteria, and value hypotheses.
• Translate customer commercial objectives into a sequenced roadmap that our FDEs execute.
• Supervise technical discovery: map customer workflows, identify constraints, define the MVP, and shape the solution architecture for custom agent deployments.
• Lead the execution and delivery of daily engineering work within Anthropic and customer teams. Ensure project progress is smooth and sequenced. Make real-time trade-offs on scope and priority to preserve the critical path.
• Ensure product scope for field missions: define the MVP, write requirements documentation, prioritise the engineering backlog, and manage scope against success criteria as requirements evolve. Manage the кури relationship throughout delivery. Organise executive briefings, manage communications with stakeholders regarding technical leads and supply, and represent Anthropic to high-level commercial and technical executives in terms of technical credibility.
• Measure value and ROI: define impact hypotheses, establish baselines and key performance indicators, conduct pre- and post-deployment measurements, and communicate results to executive sponsors.
• Codify reusable solution patterns, evaluation frameworks, and technical manuals.
• Record best practices from various interactions and transmit signals from the field to Product and Research teams to improve our platform and models.
• Navigate enterprise and regulatory complexity: security audits, legal approvals, procurement processes, compliance requirements, and organisational dynamics.
• Manage scope and change: manage evolving requirements, define expectations, negotiate contract modifications, identify risks upfront, and signal them with clear context, as needed.
• Manage delivery operations: sprint ceremonies, review milestones, and progress reports.
• Visit customer sites to build relationships, unlock deliveries, and accelerate adoption (target 25-50%).

Requirements:

• More than 5 years of technical leadership experience with customers. This can include technical engagement management, technical program management, or technical product management, in startups/founders, technical profiles, professional services, consulting, or enterprise software.
• Have deployed AI agent-based solutions using AI, ML, or LLM. You understand applicable models, integration approaches, and real-world realities.
• Be able to hold architecture conversations with engineering stakeholders, evaluate technical trade-offs, and test technical decisions under pressure. You won't write production code, but will be responsible for leading technical engagement direction alongside Forward Deployed Engineers.
• Have experience delivering complex, high-stakes technical projects for enterprise customers, where results depend on close coordination and rapid decision-making, ideally in multiple activities within regulated sectors.
• Have an assertive personality: be comfortable, credible, and able to represent Anthropic to high-level executives in high-stakes environments. Overcome ambiguous contexts and bring structure where there isn't.
• Have a builder mindset: here to create a function, not occupy it.

Additional assets:

• Experience in financial services, healthcare, life sciences, or pharmaceutical industries.
• Experience in a deployed engineering firm or professional services and consulting firms.
• Exceptional understanding of LLM capabilities and limitations.
• Experience with regulated industries and compliance requirements.
• Experience managing delivery teams with integrated engineers on customer sites.
• Familiarity with AI agent frameworks, usage tool models, and orchestration architectures.

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You'll help define the future of content at Databricks by making it a first-class product experience and integrating content development into product development.

Key responsibilities include:

• Owning the content experience end-to-end, ensuring it's helpful, intuitive, and actionable
• Driving strategic improvements to content tooling and workflows
• Building an architecture of participation that enables context experts to contribute directly to content
• Integrating AI to transform content experiences
• Defining metrics that matter and tracking content engagement, time-to-task, support deflection, and user satisfaction

Requirements include:

• 7+ years of product management experience, with a proven track record of leading cross-functional initiatives and delivering high-impact user experiences
• Deep understanding of developer tools, data platforms, or technical products with large surface areas
• Strong systems mindset, comfortable designing scalable workflows, content architectures, and tooling integrations
• Experience with developer documentation, content platforms, or product onboarding is a plus
• Strong customer empathy and an obsession with helping users succeed
• Familiarity with AI technologies (especially LLMs) and how they can be applied to content workflows and user guidance
• Experience working with technical and non-technical contributors in a collaborative content ecosystem

Pay Range Transparency: Databricks is committed to fair and equitable compensation practices. The pay range for this role is $181,700-$249,800 USD.

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You'll be responsible for leading the team in establishing best practices throughout the full lifecycle of the customers' workloads. You will help each team member achieve success, productivity, and career growth. You will also represent Databricks as a technical leader with some of its most important customers.

This role will work in close collaboration with sales, services, product, and engineering to drive solutions and outcomes for these highly technical customers. You will utilize excellent communication skills to clearly explain and demonstrate complex solutions to both internal and external stakeholders.

A key responsibility of this role is to hire and develop a team of deeply technical Solutions Architects capable of guiding digital native customers across a wide range of data, analytical, and AI workloads.

Responsibilities:

• Hire and develop a team of deeply technical Solutions Architects capable of guiding digital native customers across a wide range of data, analytical, and AI workloads.

• Adapt the SA team's skills and engagement model to match the needs of Digital native customers.

• Consistently meet or exceed targets by making sure the SA team knows how to technically qualify workloads, identify important use cases, build proof of concepts, and establish themselves as trusted advisors throughout the customer life-cycle.

• Travel to customer sites for executive sessions, technical workshops, and building relationships.

• Establish relationships across internal organizations (engineering, product, services, sales, etc.) to ensure the success of the customers and team.

• Stay current with emerging Data and AI trends in the digital native tech sector.

What we look for:

• 7+ years of experience in the data space with a technical product (i.e. data warehousing, big data, cloud infrastructure, or machine learning).

• 5+ years of experience building and leading technical customer-facing teams: hiring, onboarding, and supporting team members in a high-growth environment.

• A history of building a territory, growing strategic accounts, and exceeding targets.

• Inspiring a team vision about the unique nature of the digital natives business.

• A history of execution by managing workloads and consumption with sales, product, and engineering counterparts.

• Experience owning executive alignment in accounts that guide strategic decisions.

Pay Range Transparency

Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles.

Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location.

Based on the factors above, Databricks anticipates utilizing the full width of the range.

The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above.

For more information regarding which range your location is in visit our page here.

Local Pay Range $192,100-$264,175 USD

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The media landscape for developer tools doesn't look like it did five years ago. We need someone who understands both traditional press and the channels where developers form opinions. You might have come up through an in-house comms team, or you might have run launches inside product marketing, handled press from a DevRel role, or found your way to this work from somewhere adjacent.

You should be a Claude Code user yourself and know the product well.

Responsibilities:

• Own communications for Claude Code, from the big launches to the steady rhythm of updates, community moments, and everything in between
• Build and maintain strong relationships with journalists, newsletter writers, podcasters, and creators covering dev tools and the AI ecosystem
• Lead cross-functional product launch communications, coordinating messaging across comms, marketing, developer relations, and product
• Advise leadership and DevRel when things move fast or catch fire, whether it’s an incident or a community thread
• Translate complex technical work into stories that land with developers and still make sense to broader audiences
• Develop messaging frameworks and content strategies that work across technical and non-technical audiences
• Prepare Claude Code engineers and product leads for external moments: podcasts, talks, press, etc.
• Think across channels (press, social, community, owned) and know which lever to pull for each moment
• Pay attention to what's actually working and build the program from there

You may be a good fit if you:

• Have 8–12 years of experience in communications, PR, or developer marketing, with meaningful time focused on technical products or developer audiences
• Use Claude Code heavily and can talk specifically about how you use it in your day-to-day
• Are high-agency and low-ego, with a bias to action
• Write clearly and concisely, whether it's a launch post or a cross-functional update, a lot of context moves through this role and people need to be able to follow it
• Have a deep understanding of both traditional media channels and the emerging platforms where technical communities engage
• Are very online, follow the right people, know what's moving through Hacker News and developer social chatter, and catch things early
• Have real fluency in developer culture and know how trust gets earned there

Strong candidates may also

• Have experience at developer tools companies, infrastructure products, or open source projects
• Have an existing network in developer media, technical journalism, or the creator space
• Have experience managing communications for AI or ML products

The annual compensation range for this role is $185,000-$255,000 USD.

Logistics

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

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

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

How we're different

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

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

Come work with us!

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

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This role will shape how we engage with large, complex organisations, defining our go-to-market, building a world-class team, and delivering tangible customer outcomes through innovation and credibility. This role is both strategic and hands-on.

You will lead a Solutions Engineering team focused on winning complex deals, creating vertical-specific solution architectures, and building repeatable playbooks. We believe in leaders who are open to be a player and a coach, regardless of seniority.

You'll collaborate closely with Sales, Success, Product, Engineering, and Services to deliver customer transformation through Intercom's AI-first platform – be it through strategic guidance as a senior leader on the team, or securing deals with your own technical credibility where needed.

Responsibilities

• Define and evolve the strategic vision and go-to-market (GTM) approach for the Solutions Engineering function.
• Lead, coach, and scale a high-performing SE team across global regions and core verticals.
• Operate as a player-coach, actively engaging in strategic deals while developing team capabilities.
• Support complex, six-figure sales cycles with technical guidance, architecture, demos, and product evaluation support, as well as sales expertise.
• Serve as a trusted technical advisor and executive point of contact for large customers.
• Partner closely with Sales, Product, Marketing, and R&D to shape verticalized GTM motions and solution strategy.
• Champion a customer-obsessed culture across the pre-sales journey – from outbound to implementation.
• Lead discovery, design, and delivery of tailored technical solutions, including PoCs and business value assessments.
• Build reusable, scalable solution frameworks, and industry-specific technical assets.
• Advocate for customer needs and insights internally to influence product roadmap and prioritization.
• Represent Intercom and the SE function externally through executive meetings and strategic events.
• Foster strong relationships with C-level stakeholders, translating AI product capabilities into tangible business impact.

Requirements

• 5+ years of pre-sales experience as a Sales Engineer, Solutions Engineer/Architect, or related individual contributor role.
• Having 2+ years of experience leading technical pre-sales teams, with a proven track record of hiring, mentoring, and managing high-performing teams.
• Ideally, experience selling AI, data, or highly technical products; or at the very least, deep curiosity and utilization of AI on your day-to-day.
• Comfortable with ambiguity in environments with an ability to stay focused and thrive under pressure while working with customers to solve their most challenging issues.
• Have a humble attitude, and a passion to help others, with a willingness to learn whatever it takes to support the team and help our customers thrive.
• A track record of consistently delivering revenue numbers, producing accurate forecasts, while maintaining a focus on team development and growth
• Able to travel internationally on average once a month
• Excellent communication and presentation skills

Benefits

We are a well-treated bunch, with awesome benefits!

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

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Engineering Manager, Forward Deployed Engineering

Job Description

We are seeking a commercially-minded engineering leader to lead our Forward Deployed Engineering (FDE) New Business team in EMEA. This role is pivotal in helping Intercom scale its AI-first platform to the world’s most complex organisations.

Key Responsibilities

As a hands-on leader, you will:

• Lead, coach, and nurture a high-performing FDE team while operating under pressure in high-stakes customer engagements.
• Own end-to-end outcomes through clarity in communication, speed of execution, tight coordination, and technical quality.
• Operate as a player-coach, actively engaging in strategic deals while developing team capabilities.
• Lead discovery, design, and delivery of tailored technical solutions, including PoCs, evaluations and business value assessments.
• Champion a customer-obsessed culture, noticing early indicators of success or failure in customer engagements and raising and correcting them with urgency.
• Support opportunities with technical guidance, architecture, demos, and product evaluation support, as well as sales expertise.
• Contribute to codifying successful deployments into reusable tools, playbooks, and inputs to the product roadmap, and create leverage for Intercom and our customers.

Requirements

• 3+ years of technical experience in roles such as Software Engineer, Forward Deployed Engineer, Solutions Architect, Applied AI or related technical roles.
• Having 2+ years of experience leading technical customer-facing teams, with a proven track record of mentoring and managing high-performing teams.
• Strong technical judgment and the ability to coach engineers through complex architectural trade-offs.
• Comfortable with a problem space that is ambiguous in nature, and capable of translating that ambiguity into clear signals for Product and Engineering and for positive customer outcomes.
• Ability to flex working hours to partner with global teams.
• Excellent communication and presentation skills.

Bonus Skills & Attributes

• Experience selling and deploying AI, data, or highly technical products in complex enterprise environments.
• Curiosity and enthusiasm for AI, with a desire to learn how ML systems are developed and operated in production.
• Experience hiring and managing high-performing teams.

Benefits

We are a well-treated bunch, with awesome benefits!

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

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Key responsibilities include:

• Driving revenue success by owning and exceeding monthly, quarterly, and annual sales targets
• Developing and implementing strategic plans for team development and revenue attainment
• Building trust-based relationships with employees, customers, partners, and cross-functional teams
• Leading with value by enabling your team to understand the commercial and business goals of your customers and how they relate to our value proposition

The ideal candidate will have:

• 3+ years of experience as a high-growth Data/AI/Infrastructure leader with experience leading a sales team to new heights
• Experience translating a highly technical product to business value for the C-suite
• A track record of success executing against personal and team goals while always striving to uplevel your and your team's skills
• Proven leadership ability to influence, develop, and empower employees to achieve personal objectives with a team-first mindset
• Excellent written and verbal communication skills as well as experience communicating with and presenting to the C-Suite

Benefits include comprehensive benefits and perks that meet the needs of all employees.

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As a strategic partner to our customers, you will bring a proven ability to lead sophisticated sales processes, uncover opportunities within massive organizations, and drive adoption of Temporal's solutions.

Your entrepreneurial mindset will help you thrive in a high-growth, startup environment, while your expertise in scaling revenue within complex organizations will make you an invaluable asset to our team.

accrued benefits and perks:

• Unlimited PTO, 12 Holidays + 2 Floating Holidays
• 100% Premiums Coverage for Medical, Dental, and Vision
• AD&D, LT & ST Disability, and Life Insurance (Standard & Supplemental Available)
• Empower 401K Plan
• Additional Perks for Learning & Development, Lifestyle Spending, In-Home Office Setup, Professional Memberships, WFH Meals, Internet Stipend and more!

Travel Temporal is a globally distributed, collaborative team that values opportunities for in-person connection. Occasional travel may be required for company events, team offsites, and other meaningful moments that bring us together.

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As a strategic partner to our customers, you will bring a proven ability to lead sophisticated sales processes, uncover opportunities within massive organizations, and drive adoption of Temporal's solutions.

Your entrepreneurial mindset will help you thrive in a high-growth, startup environment, while your expertise in scaling revenue within complex organizations will make you an invaluable asset to our team.

Responsibilities

• Own and manage the entire sales cycle, from prospecting to close, with a focus on acquiring new enterprise customers
• Develop and execute strategic sales plans to break into large, matrixed enterprise accounts
• Engage with software engineers, architects, and technical stakeholders to understand their needs and position Temporal effectively across a wide range of use cases
• Navigate complex technical discussions and align Temporal's capabilities with customer priorities
• Build and nurture quality relationships with prospects, acting as a trusted advisor throughout the sales process
• Partner with customer success, solutions architecture, and product teams to ensure a seamless customer experience
• Leverage your expertise in enterprise sales to identify and capture high-value opportunities within large, complex organizations, driving net-new customer acquisition
• Innovate and adapt sales strategies to meet the dynamic needs of enterprise businesses in a rapidly evolving market

Requirements

• Demonstrated expertise in enterprise software sales, typically gained through 7+ years of experience in similar roles
• Proven track record of selling to software engineers, technical decision-makers, and engineering leaders
• Navigate complex technical discussions and collaboratively align Temporal's capabilities with customer priorities
• Demonstrated success navigating and closing deals within large, matrixed enterprise organizations
• Experience driving high-growth sales motions within enterprise accounts, identifying opportunities, and scaling revenue
• Comfortable operating in a fast-paced, high-growth environment with a hands-on approach and entrepreneurial mindset
• Exceptional relationship management skills, with the ability to influence and build trust across multiple levels of an organization
• Demonstrated success in consistently achieving or surpassing sales goals
• Experience working with cutting-edge developer tools or infrastructure products
• Familiarity with consumption-based sales models and driving adoption of technical products
• Outstanding communication and negotiation skills, with the ability to present to technical and executive audiences
• A passion for technology and a deep curiosity for solving complex customer challenges

Compensation

• The estimated pay range for this role is an OTE of $300,000 - $350,000 OTE (50/50 split)

Benefits

• Unlimited PTO, 12 Holidays + 2 Floating Holidays
• 100% Premiums Coverage for Medical, Dental, and Vision
• AD&D, LT & ST Disability, and Life Insurance (Standard & Supplemental Available)
• Empower 401K Plan
• Additional Perks for Learning & Development, Lifestyle Spending, In-Home Office Setup, Professional Memberships, WFH Meals, Internet Stipend and more!

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

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

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

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

Responsibilities:

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

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

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

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

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

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

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

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

You might be a good fit if you have:

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

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

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

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

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

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

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

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

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

Strong candidates may also have:

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

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

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

• Background in technical due diligence or technology M&A

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

Logistics:

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

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

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

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

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

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

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

How we're different:

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

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

Come work with us!

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

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You will gain unique insights into how thousands of businesses on Stripe scale and operate, have an opportunity to learn how Stripe operates from ground up and make a real impact on the future of the organization, and be a part of building a brand new team and operational culture for Stripe.

Responsibilities: Troubleshoot and solve external user issues Analyze our processes and instigate changes to help scale our operations and improve user experience Work closely with other Stripe teams to improve our product offerings and messaging around new products and features Gain unique insights into how thousands of businesses on Stripe scale and operate Have an opportunity to learn how Stripe operates from ground up and make a real impact on the future of the organization Be a part of building a brand new team and operational culture for Stripe Partner with global operations specialists or business process owners to run a critical workflow

Requirements: User first mindset and energized by the challenge of solving difficult problems Excellent communication skills, both written and verbally Excel in analytical thinking and problem solving Prior experience in customer service or internal/external user facing operations Enjoy learning about technical products and processes, organized, self-starter with passion for finding solutions to our user's challenges Process-oriented mindset and ability to get things done Enjoy working in an in-office environment with strong cross team collaboration and support Able to prioritize and enjoy working in a quick-moving environment Humble and have a proven track record for working well across teams and with external partners Willing to work one Saturday each month

Preferred qualifications: Prior experience or knowledge in user support Prior experience in risk operations Prior experience working on projects or process improvement initiatives

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This is a team of motivated and coachable sellers, so we are looking for someone with a growth mindset and a passion for developing first-time Account Executives into rising stars.

Key responsibilities include:

• Driving revenue success by owning and exceeding your team's monthly, quarterly, and annual sales targets
• Developing and implementing strategic plans for team development and revenue attainment
• Building trust-based relationships with employees, customers, partners, and cross-functional teams
• Leading with value by enabling your team to understand the commercial and business goals of your customers and how they relate to our value proposition
• Empowering and enabling the front-line voice of Databricks by leading your team to effectively communicate the value proposition throughout the customer journey

We are looking for an experienced high-growth Data/AI/Infrastructure leader with experience leading a sales team to new heights. You should have a track record of success executing against personal and team goals while always striving to uplevel your and your team's skills.

Key qualifications include:

• 3+ years of experience in high-growth Data/AI/Infrastructure sales leadership
• Experience translating a highly technical product to business value for the C-suite
• Proven leadership ability to influence, develop, and empower employees to achieve personal objectives with a team-first mindset
• Excellent written and verbal communication skills, as well as experience communicating with and presenting to the C-Suite
• Willingness to travel as needed

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all our employees. We are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards.

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We're looking for a Monetization Services Analyst to join our growing team. This individual will help us improve user experience through accurate and timely onboarding of contracts and workflows, and deliver improvements in our integrated financial systems with business partners, financial colleagues, and engineers.

Responsibilities

• Onboard sold custom contracts into our billing systems with strong attention to detail and accuracy.
• Develop and manage scalable billing and collection processes for complex user agreements and new business operations.
• Build scalable and auditable onboarding processes for new and existing users.
• Partner with internal systems, global deal management, legal, sales ops, internal audit, go-to-market, engineering, and accounting teams to develop and improve processes for contract reviews and to anticipate changing business requirements.
• Partner with account managers to resolve user inquiries related to onboarding implementation, billing, and collections.
• Advocate for the customer to internal stakeholders. Share system feedback and insights with Sales, Product Management, Engineering, Support, and Legal on innovation and improvements needed to optimize the Stripe user experience.
• Help scope, build, and deliver continuous process improvements that enhance operations.

What You'll Do

You will:

• Be responsible for onboarding sold custom contracts into our billing systems.
• Work with legal contracts with strong attention to detail and accuracy.
• Develop and manage scalable billing and collection processes for complex user agreements and new business operations.
• Build scalable and auditable onboarding processes for new and existing users.
• Partner with internal systems, global deal management, legal, sales ops, internal audit, go-to-market, engineering, and accounting teams to develop and improve processes for contract reviews and to anticipate changing business requirements.
• Partner with account managers to resolve user inquiries related to onboarding implementation, billing, and collections.
• Advocate for the customer to internal stakeholders. Share system feedback and insights with Sales, Product Management, Engineering, Support, and Legal on innovation and improvements needed to optimize the Stripe user experience.
• Help scope, build, and deliver continuous process improvements that enhance operations.

Who You Are

We're looking for someone with 2+ years of experience in a client-facing role, ideally in customer success, consulting, financial services, account management, or sales, preferably working with technical products.

Minimum Requirements

• 2+ years of experience in a client-facing role, ideally in customer success, consulting, financial services, account management, or sales, preferably working with technical products.
• Track record of leading technical conversations and persuading others to take action based on requirements and value provided by solutions.
• Ability to be detail-oriented while visualizing the larger impact of a series of transactions.
• Strong analytical skills and the ability to navigate data and people to find answers.
• Strong operating rigor, including organizational and time management skills.
• Ability to work well with a wide range of people, both internally and externally, including working with a team of sales and services peers.
• Motivation and flexibility to work well in a high-growth environment where things change quickly.

Preferred Qualifications

• Ability to trace process impacts from situation to end customers and business financial outcomes.
• Knowledge of or experience in the payments industry.
• Demonstrated professional experience using GSuite, Excel, and working with large data sets; experience with SQL is a plus.
• Demonstrated project management or consulting experience and the ability to work cross-functionally.
• A builder's mindset and a willingness to question assumptions and conventional wisdom.
• A passion for learning and solving problems through infrastructure and automation.

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Responsibilities:

• Lead the post-sale engagement, retention, and growth of your customers, partnering closely with the Account Executive
• Support expansion of your accounts - identify opportunities, drive business outcomes, ensure customers are successful in partnership with the account team
• Build and foster relationships with senior executives in business, product, engineering, finance, and IT in partnership with the Account Executive and team
• Evangelize Stripe customer success stories and customer success systems and processes
• Articulate and drive customer use cases, customer value and expansion while maintaining trusted customer advisor status
• Serve as a trusted payments and commerce advisor to the customer and educate them on the use and benefits of our products and our industry
• Aligned with the account team, perform business reviews to align on business priorities, Stripe product roadmap, review services satisfaction, share usage patterns or insights, surface issues, provide guidance on how to optimize the value from Stripe, and identify product expansion opportunities.

Advocate for the customer to internal stakeholders. Share customer feedback and insights to Product Management, Engineering, Support, Marketing, and Sales on the innovation and improvement needed to optimize the Stripe user experience

• Drive overall account health including payments performance, cost optimization, product adoption, usage velocity, account renewals and growth, referrals, and customer satisfaction

We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement.

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This is a founding team: you will help us to build technical playbooks and define the processes and repeatable patterns needed for us to scale this emerging motion. You will champion our mission in the field, ensure world-class delivery, and bring insights back to our product and research teams on a regular basis.

You'll own engagements end-to-end, from SOW through production deployment. You'll work alongside Forward Deployed Engineers who build the technical solution, while you own product scoping, stakeholder management, value measurement, and the organisational complexity that comes with deploying AI agents in enterprise environments.

Responsibilities:

• Own the technical delivery plan for each engagement. Structure SOWs with clear scope, milestones, dependencies, success criteria, and value hypotheses. Translate customer business objectives into a sequenced roadmap that FDEs execute against.

• Lead technical discovery: map customer workflows, identify constraints, define MVP scope, and shape the solution architecture for custom agent deployments.

• Run day-to-day engineering execution and delivery across Anthropic and customer teams. Keep progress unblocked and sequenced. Make real-time trade-offs on scope and priority to protect the critical path.

• Own product scoping for field engagements: define the MVP, author requirements documentation, prioritise the engineering backlog, and manage scope against success criteria as requirements evolve.

• Own the customer relationship throughout delivery. Lead executive briefings, manage stakeholder communications across technical leads and procurement, and represent Anthropic's technical credibility with senior business and engineering leaders.

• Own value measurement and ROI: define impact hypotheses, set baselines and KPIs, run pre- and post-deployment measurement, and report outcomes to executive sponsors.

• Codify reusable solution patterns, evaluation frameworks, and technical playbooks. Extract what works across engagements and feed field signals back to Product and Research to improve our platform and models.

• Navigate enterprise and regulatory complexity: security reviews, legal approvals, procurement processes, compliance requirements, and organisational dynamics.

• Manage scope and change: handle evolving requirements, set expectations, negotiate contract modifications, identify risks early, and escalate with clear context when needed.

• Run delivery operations: sprint ceremonies, milestone reviews, and progress reporting.

• Travel to customer sites to build relationships, unblock delivery, and accelerate adoption (25–50% expected).

You May Be a Good Fit If You:

• Have 5+ years of customer-facing technical delivery leadership , this could be technical engagement management, technical program management, or technical product management, founders/startups, technical-adjacent backgrounds, professional services, consulting, or enterprise software.

• Have delivered AI, ML, or LLM-based agentic solutions into production. You understand solution patterns, integration approaches, and what breaks in real environments.

• Can lead architecture discussions with engineering stakeholders, evaluate technical trade-offs, and pressure-test technical decisions. You won't write production code, but you will own the technical direction of engagements alongside FDEs.

• Have a track record delivering complex, high-stakes technical projects for enterprise clients where outcomes depended on tight coordination and fast decision-making, ideally across multiple workstreams in regulated industries.

• Have executive presence , polished, credible, and comfortable representing Anthropic to senior leaders in high-stakes environments.

• Thrive in ambiguity and bring structure where none exists.

• Have a builder's mindset , you're here to create a function, not join one.

Strong Candidates May Also Have:

• Experience in financial services, healthcare/life sciences, or pharmaceutical verticals.

• Background at a Forward Deployed Engineering company or professional services and consulting firms.

• Exceptional understanding of LLM capabilities and limitations.

• Experience with regulated industries and compliance requirements.

• Experience managing delivery teams with embedded engineers at customer sites.

• Familiarity with AI agent frameworks, tool use patterns, and orchestration architectures.

Annual compensation range for this role is €190,000-€215,000 EUR.

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Your responsibilities will include partnering with PMs, developers, and cross-functional teams to dig deep into user needs, shaping innovative solutions that resonate. You'll conduct user research activities such as interviews, surveys, usability testing, and data analysis to uncover user problems, behaviours, and motivations.

You'll synthesise research findings into actionable insights that guide the design process, ensuring our products meet real user needs. You'll craft intuitive and engaging interaction designs that balance aesthetics and usability, ensuring seamless experiences across all touchpoints.

You'll bring user experiences to life at every stage,from early sketches to polished prototypes,using wireframes, flow diagrams, storyboards, mockups, and high-fidelity designs. You'll continuously evolve product experiences by blending user feedback with business insights, ensuring we deliver significant improvements.

As a Senior Product Designer, you'll champion design-driven decisions that push for refinement, enhancement, and a user-first approach across the board.

To succeed in this role, you'll need 5+ years of proven experience in product design within a B2B-focused company, demonstrating growing confidence in designing complex features. You'll be proficient with product design tools (we use Figma and Figjam), comfortable and confident in communicating and discussing design decisions, and eager to learn and grow, actively seeking feedback and mentoring from senior designers.

Bonus points if you have experience designing data-intensive user experiences, contributing to an established design system, designing automation or GenAI-powered products, or working on complex technical products.

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In this role, you will engage prospective customers through personalized outreach across multiple channels, including email, LinkedIn, and phone. You will develop a strong understanding of CoreWeave's offerings and effectively communicate our value proposition while handling objections and qualifying prospects.

You will work closely with Account Executives to generate new business opportunities and contribute directly to revenue growth in a highly collaborative environment.

The ideal candidate will have a strong understanding of SDR and lead development best practices and procedures, experience executing outbound prospecting across email, phone, and LinkedIn, and the ability to consistently meet or exceed qualified meeting quotas tied to revenue goals.

Additionally, you will have experience tracking and managing lead activity using CRM systems, the ability to learn and communicate technical product offerings, and strong account research skills with the ability to identify targets, generate interest, and develop opportunities.

At CoreWeave, we work hard, have fun, and move fast! We're in an exciting stage of hyper-growth that you will not want to miss out on. We're not afraid of a little chaos, and we're constantly learning.

Our team cares deeply about how we build our product and how we work together, which is represented through our core values:

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

We support and encourage an entrepreneurial outlook and independent thinking. We foster an environment that encourages collaboration and enables the development of innovative solutions to complex problems.

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

Come join us!

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This role provides an opportunity to work in partnership with engineers and leadership, and thrive in a fast-paced environment with many competing priorities. You often will be expected to self-direct, and to be comfortable navigating ambiguity. You will quickly take ownership of an Air Defence Program to solve specific challenges, craft your own vision for what the technical success of that initiative looks like, and own the execution of that vision through cross-functional execution.

Key responsibilities will include stakeholder engagement, technical ownership, tactical execution, strategic planning, executing autonomously, enabling cross-team collaboration, and shaping growth opportunities.

To be successful in this role, you will need to have a minimum of 5+ years experience as a Lead Engineer, Technical Program Manager, Technical Product Manager, Engineering Manager, or Engineer in an autonomous systems, robotics, or software development environment. You will also need to have exceptional attention to detail, extensive experience in configuration and release management, and proven ability to translate complex, real-world operational challenges into crisp, actionable technical requirements.

Additionally, you will need to have demonstrated expertise in triaging and prioritising large issue lists, hands-on experience operationalising observability for critical systems, and in-depth experience with the Risk Management Framework (RMF) and Authority To Operate (ATO) processes.

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Your focus will be on measurable improvements to developer productivity and software delivery outcomes, not feature checklists. You will spend your time deeply embedded with engineering teams: mapping workflows from code to production, identifying friction, defining metrics, and collaborating on designs that make the “right way” the easy way.

In this role, you will:

Own the product vision, strategy, and roadmap for internal developer experience platforms (e.g., CI/CD, internal developer platform, delivery tooling, golden paths). Partner with the broader Product team on product prioritizations, broad product strategy, and shared goals. Partner with engineering leads in Common Services, IaaS, Security, and Customer Experience to identify and prioritize high-value problems across the software delivery lifecycle. Run structured discovery with internal “customers” (engineers, managers, SREs, TPMs) to understand workflows, constraints, and recurring pain points. Define clear problem statements, success metrics, and hypotheses for DevX initiatives (e.g., lead time for change, deployment frequency, MTTR, onboarding time). Write concise, technically rigorous PRDs and collaborate on design docs that align DevX, platform, and security requirements. Manage and prioritize backlogs across multiple teams, balancing foundational platform investments with near-term developer pain and compliance/operational needs. Partner with engineering to plan increments, sequence rollout, and ensure we ship changes that are observable, operable, and reversible. Drive adoption of DevX tooling through documentation, enablement sessions, and feedback loops; treat communication and change management as part of the product. Instrument and review usage analytics, satisfaction surveys, and delivery metrics to assess impact and guide iteration. Champion a “platform as a product” mindset: opinionated defaults, self-service where possible, and strong API / UX contracts for internal customers.

Who You Are:

• 5+ years of experience in product management for developer platforms, internal tooling, infrastructure, or closely related technical products or equivalent experience as an engineering manager / tech lead / staff+ engineer working deeply with CI/CD, internal platforms, and developer productivity.
• Proven ability to translate ambiguous engineering pain into structured problem statements, requirements, and prioritized roadmaps.
• Demonstrated experience owning roadmaps for internal developer or platform products and delivering measurable improvements to developer workflows (e.g., reduced lead time, increased deployment frequency, improved onboarding time).
• Strong technical fluency with modern software delivery stacks (CI/CD pipelines, version control, artifact management, observability, configuration management, infrastructure-as-code).
• Experience working with and designing APIs and backend services (REST/gRPC), and an understanding of how developer interfaces (CLI, SDKs, IaC, consoles) fit together.
• Hands-on experience collaborating with engineering teams that use Kubernetes or other orchestrators, microservices, and cloud-native architectures.
• Comfort using data and metrics to prioritize work, make tradeoffs, and evaluate outcomes.
• Experience leading cross-functional initiatives across multiple teams or orgs, including driving alignment, decision-making, and follow-through in a fast-paced environment.
• Excellent written and verbal communication skills, including the ability to communicate clearly with highly technical stakeholders and distill complex concepts into concise narratives.

Wondering if you’re a good fit?

We believe in investing in our people, and value candidates who can bring their own diversified experiences to our teams – even if you aren’t a 100% skill or experience match. Here are a few qualities we’ve found compatible with our team. If some of this describes you, we’d love to talk.

• You love making other engineers’ lives better and can point to specific systems or tools you’ve improved for them.
• You’re curious about how code really gets to production,tooling, process, and culture,and enjoy untangling that complexity.
• You’re an expert in spotting friction in workflows, then designing pragmatic, incremental changes that stick.

Why CoreWeave?

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

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

We support and encourage an entrepreneurial outlook and independent thinking. We foster an environment that encourages collaboration and provides the opportunity to develop innovative solutions to complex problems. As we get set for take off, the growth opportunities within the organization are constantly expanding. You will be surrounded by some of the best talent in the industry, who will want to learn from you, too. Come join us!

The base salary range for this role is $206,000 to $303,000. The starting salary will be determined based on job-related knowledge, skills, experience, and market location. We strive for both market alignment and internal equity when determining compensation. In addition to base salary, our total rewards package includes a discretionary bonus, equity awards, and a comprehensive benefits program (all based on eligibility).

What We Offer

The range we’ve posted represents the typical compensation range for this role. To determine actual compensation, we review the market rate for each candidate which can include a variety of factors. These include qualifications, experience, interview performance, and location.

In addition to a competitive salary, we offer a variety of benefits to support your needs, including:

• Medical, dental, and vision insurance - 100% paid for by CoreWeave
• Company-paid Life Insurance
• Voluntary supplemental life insurance
• Short and long-term disability insurance
• Flexible Spending Account
• Health Savings Account
• Tuition Reimbursement
• Ability to Participate in Employee Stock Purchase Program (ESPP)
• Mental Wellness Benefits through Spring Health
• Family-Forming support provided by Carrot
• Paid Parental Leave
• Flexible, full-service childcare support with Kinside
• 401(k) with a generous employer match
• Flexible PTO
• Catered lunch

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You will shape how customers adopt GitLab, grow with our platform, and engage with service offerings that support their goals. Working across Sales, Product, Engineering, Support, Marketing, and Operations, you will help define a clear vision for customer lifecycle programs, paid success plans, and scalable service delivery.

In this role, you will combine strategic thinking with hands-on execution, using customer insights, data, and strong cross-functional partnership to improve outcomes for customers and the business. This is a unique opportunity to influence adoption, retention, expansion, and the overall customer journey at GitLab.

Responsibilities

• Set the vision and strategic plan for the CX Services organisation, with a focus on product adoption, customer outcomes, and business growth.

• Architect and improve the post-sales customer experience by defining scalable lifecycle programs, engagement models, and customer success practices.

• Lead the design, launch, and ongoing iteration of new and existing service offerings, including paid success plan approaches aligned to company goals.

• Define and monitor key performance indicators for customer success/services, using data to evaluate program health and identify areas for improvement.

• Lead and develop a high-performing CX Services Management team across distributed environments, including hiring, coaching, enablement, and performance management.

• Partner closely with Sales leadership on renewal forecasting, account coverage, and growth planning to support retention and expansion.

• Work across Product, Engineering, Support, Marketing, and Operations to align service delivery, resolve escalations, and improve the end-to-end customer experience.

• Manage the commercial and operational aspects of the services portfolio, translating customer needs into practical offerings that deliver measurable value.

Requirements

• Significant experience leading customer success/services teams in SaaS or subscription enterprise software environments, including experience managing managers and global teams.

• Demonstrated success building customer success/services strategies that improve adoption, retention, expansion, and long-term customer value.

• Strong leadership and people management skills, with the ability to recruit, develop, and mentor high-performing teams in a distributed organisation.

• Experience designing or evolving service offerings and customer programs based on customer needs, business priorities, and operational scalability.

• Strong understanding of technical product implementation, adoption strategies, and the software development lifecycle, ideally in DevOps or related environments.

• A data-driven approach to decision-making, with experience defining success metrics, analysing performance, and using insights to guide action.

• Excellent communication and presentation skills, with the ability to influence senior stakeholders and build effective cross-functional partnerships.

• Willingness to travel as needed and comfort working across cultures, geographies, and asynchronous ways of working.

About the Team

The CX Services team at GitLab helps customers achieve meaningful outcomes with our platform after the sale. We focus on adoption, value realisation, service delivery, and long-term customer growth. We work across the customer lifecycle to create consistent experiences, improve engagement models, and develop services that meet the needs of a broad range of customers.

We partner closely with Sales, Support, Product, Engineering, Marketing, and Operations to connect customer goals with the right strategy, resources, and programs. In our globally distributed and asynchronous environment, we value clear communication, strong ownership, and continuous improvement.

Our team is an important part of how GitLab supports customers as they build, secure, and deliver software more effectively.

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Responsibilities:

• Collaborate with AI platform developers, security architects, and internal stakeholders to distill feature asks, gather feedback, and ensure product-market fit for AI agent identity.
• Define and own the product strategy and roadmap for AI agent-specific capabilities, including agent-to-agent authentication and delegated authority.
• Identify and prioritize the development of new features such as dynamic session management for AI, "on-behalf-of" token exchange, and agent-specific audit logs.
• Work closely with engineering and architecture teams to define protocols (e.g., extensions to OAuth/OIDC) and deployment models that align with modern AI orchestration frameworks.
• Drive cross-functional execution with design, engineering, and documentation teams to deliver high-quality features on time.
• Track industry trends in LLMs, agentic frameworks (e.g., LangChain, AutoGPT), and emerging AI security standards to develop differentiated solutions.
• Leverage product data to continually improve agent lifecycle management and drive adoption within the developer community.
• Serve as the subject matter expert for AI Identity, enabling marketing and technical sales teams with the tools needed to position Okta for AI use cases.

Required Experience:

• 5+ years of technical product management experience in enterprise-scale SaaS products, or an equivalent background demonstrating core PM competencies.
• Strong knowledge of Identity and Access Management (IAM) protocols such as OAuth2, OIDC, and SAML.
• Hands-on experience with AI/ML frameworks or building products that leverage Large Language Models (LLMs).
• Analytical and decisive: Ability to drive action even with incomplete or ambiguous information in the rapidly evolving AI landscape.
• Excellent communication skills: Ability to work cross-functionally with research, design, engineering, and customer success teams.
• Technical background: Bachelor’s degree in Computer Science, Computer Engineering, or equivalent experience that allows you to influence technical design decisions.

Preferred Experience:

• Experience with developer-centric products, such as building with SDKs, APIs, or no-code/low-code integration platforms.
• Familiarity with Zero Trust architecture and how it applies to non-human entities and automated workloads.
• Prior experience in a "Zero to One" product environment, launching new products from initial concept to GA.
• Advanced degree in a technical or business field.

Annual Salary Range: $146,000-$200,000 CAD

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You will become a trusted advisor to Stripe's customers, deeply understanding their business and needs, and helping them maximize the value they get from Stripe.

Responsibilities

• Lead the post-sale engagement, retention, and growth of your customers, partnering closely with the Account Executive
• Support expansion of your accounts - identify opportunities, drive business outcomes, ensure customers are successful in partnership with the account team
• Build and foster relationships with senior executives in business, product, engineering, finance, and IT in partnership with the Account Executive and team
• Evangelize Stripe customer success stories and customer success systems and processes
• Articulate and drive customer use cases, customer value and expansion while maintaining trusted customer advisor status
• Serve as a trusted payments and commerce advisor to the customer and educate them on the use and benefits of our products and our industry
• Aligned with the account team, perform business reviews to align on business priorities, Stripe product roadmap, review services satisfaction, share usage patterns or insights, surface issues, provide guidance on how to optimize the value from Stripe, and identify product expansion opportunities.
• Advocate for the customer to internal stakeholders. Share customer feedback and insights to Product Management, Engineering, Support, Marketing, and Sales on the innovation and improvement needed to optimize the Stripe user experience
• Drive overall account health including payments performance, cost optimization, product adoption, usage velocity, account renewals and growth, referrals, and customer satisfaction

Requirements

• 8+ years of experience in a client-facing role ideally customer success, managing relationships with large, global, and complex organizations, preferably working with a technical product
• Strong analytical skills and operating rigor
• Strong executive presence and presentation skills, particularly for in-person meetings with multiple stakeholders
• History of success as a consultant, pre-sales, technical account management, or equivalent
• Experience building comprehensive account plans
• Proven track record of achieving targets and goals, preferably in a sales setting
• Track record of managing large, complex projects and/or programs
• Experience handling difficult customers or situations and can demonstrate resolutions
• Must work within a team environment with sales and services peers
• Ability to navigate data and people to find answers
• A strong understanding of our business and products, and an ability to research/self-starter

Preferred Qualifications

• Sophisticated business sense and understanding of underlying drivers and strategy of our user’s businesses
• Track record of leading technical conversations and persuading others to take action based on requirements and value provided by solutions
• Willingness to tackle things on your own
• A capability to work well with a wide range of people, both internally and externally
• The motivation and flexibility to work well in a high-growth environment where things change quickly

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Your responsibilities will include promoting revenue success, building and implementing strategic plans, creating trust-based relationships, and distilling customer needs and value.

To succeed in this role, you will need 5+ years of high-growth Cloud/Data & AI leadership experience, 3+ years of experience translating a highly technical product into quantified business value for the C-Suite, and 3+ years of experience selling against open source or freemium.

You will also need excellent written and verbal communication skills, experience presenting to the C-Suite, and a willingness to travel.

This is a team of motivated sellers, so we are looking for someone who is comfortable leading teams and loves developing Account Executives into rising stars.

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At Cloudflare, we're on a mission to help build a better Internet. We're not looking for people who wait for a polished roadmap; we're looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with.

Location: Sydney / Melbourne

About the Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

About this Role

Digital Native AEs at Cloudflare sell into the most innovative companies in ANZ. In targeting high-growth, technologically advanced, and venture-backed companies, AEs are positioned to drive in-depth product discussions while communicating and demonstrating value quickly to customers. This is a hunting role within the digital native segment focusing on the acquisition of prospective Digital Native accounts and often selling to founder level.

Key Responsibilities

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

Requirements:

• 8-12 years closing experience selling B2B SaaS (technical product preferred)
• Skilled in out-bounding to key stakeholders within fast-paced organizations & mapping Cloudflare innovations to business objectives
• Working or tangential knowledge of the cloud infrastructure and/or security space
• Track record of exceeding annual targets and track record of growth within current organization
• Strong interpersonal communication (verbal and written) and organizational skills
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast paced dynamic environment
• Demonstrated analytical and quantitative abilities
• Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)

Examples of desirable skills, knowledge and experience:

• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Experience working in a start-up environment.
• Technical competence strongly preferred.

What Makes Cloudflare Special?

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

Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.

Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released.

Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

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

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

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You'll build and develop a high-performing team while establishing the frameworks, processes, and best practices that enable them to help customers harness the transformative potential of safe, frontier AI.

In this role, you'll be responsible for growing team revenue, driving optimal commercial outcomes, and ensuring Anthropic is building long-term partnerships with the world's fastest growing AI native startups.

Responsibilities:

• Lead, coach, and develop a team of 5-10 Startup Growth AEs, providing regular feedback and guidance to drive both individual and team performance

• Own team revenue targets, developing strategies to accelerate growth

• Build scalable frameworks and processes for deal negotiations, account planning, quarterly business reviews, and customer health monitoring

• Partner with Product, Marketing, and other GTM teams to identify and execute on strategic growth opportunities across the startup portfolio

• Regularly review customer health metrics and collaborate with team members to develop action plans for at-risk accounts

• Mentor team members in developing consultative sales skills, negotiation best practices, and technical understanding of AI applications

• Drive operational excellence through pipeline management, forecasting accuracy, and team productivity metrics

• Participate in strategic customer conversations and support Growth AEs in complex negotiations

Requirements:

• 10+ years of experience in enterprise software sales or account management, with 3+ years leading sales teams

• Proven track record of consistently exceeding team revenue targets and developing high-performing account executives

• Strong understanding of the startup ecosystem and experience working with high-growth technology companies

• Deep expertise in strategic account planning and scaling account management processes in a fast-paced environment

• Strong analytical and problem-solving skills with a data-driven approach to decision making

• Excellence in cross-functional collaboration and stakeholder management

• Background in technical product sales, particularly in areas like APIs, infrastructure, or ML/AI solutions

• Demonstrated ability to coach and develop talent while maintaining high performance standards

Benefits:

• Annual Salary: €255,000 - €300,000 EUR

• Competitive compensation and benefits

• Optional equity donation matching

• Generous vacation and parental leave

• Flexible working hours

• Lovely office space in which to collaborate with colleagues

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This role requires someone who can create world-class experiences, build scalable event programs from the ground up, and drive measurable business impact across diverse EMEA markets. You'll own the full spectrum of strategic events including Anthropic-hosted events, third-party event activations and field marketing programs. You'll work closely with sales leadership, the global field marketing team, and cross-functional partners to ensure events directly support revenue growth and strategic account advancement.

Responsibilities:

• Develop and execute comprehensive event and field marketing strategies across EMEA, with primary focus on European markets

• Plan, manage, and execute a portfolio of strategic events and field marketing events including Anthropic-hosted tentpoles, executive roundtables, customer events, partner programs, and industry conferences

• Evaluate and select premium third-party events that align with business goals and create high-impact activation strategies

• Build scalable frameworks and processes for event programs from scratch in the region

• Manage regional resources, including building relationships with key partners, vendors, and industry organizations across EMEA, and partner closely with EMEA sales leadership to align on priorities

• Measure and report on program effectiveness including executive engagement, relationship advancement, pipeline impact, and ROI

• Collaborate with global Marketing Events team to ensure regional programs align with company-wide strategy while meeting local market needs

• Coordinate with Product Marketing to ensure consistent messaging and positioning in all regional programs

• Drive continuous improvement through post-event analysis and stakeholder feedback

Ideal candidates will have experience in both event management and field marketing, with a proven track record of driving business results through strategic events and field marketing programs.

Strong candidates may also have experience marketing AI/ML or complex technical products to enterprise customers, fluency in multiple European languages, understanding of EMEA regulatory and compliance requirements for marketing activities, experience working in high-growth technology companies, knowledge of account-based marketing (ABM) strategies and execution, and previous experience as a first field marketing hire in a new region for a SaaS startup.

Travel Requirements:

This role requires approximately 40-50% travel within EMEA for field events, customer engagements, and team management, with additional travel to Anthropic offices for alignment and planning sessions.

Deadline to apply: None. Applications will be reviewed on a rolling basis.

The annual compensation range for this role is £160,000-£200,000 GBP.

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Reporting to the Senior Director of Product Marketing, you’ll define and execute marketing strategies that drive AI adoption, enable sales and partners, generate pipeline for AI products, and drive developer adoption of AI.

Partnering closely with product, sales, and marketing teams, you’ll translate product innovation into clear market narratives, compelling customer content, targeted campaigns, and impactful product launches.

The impact you will have:

• Own the marketing strategy and planning for Databricks AI products
• Build and land collaterals for key channels across sales, partner, and demand generation, including content campaigns and events
• Create an always-on go-to-market plan and pilot new programs with a strong focus on winning AI mindshare, driving pipeline, and product adoption
• Build a strong and collaborative partnership with product and engineering teams to launch new products
• Increase global reach by working with field marketing, industry, events, and partner organizations to help scale the business globally
• Build trust with customers and share their agentic AI customer stories

What we look for:

• 10+ years of technical product marketing experience in an enterprise software company
• Experience with AI/machine learning technologies
• Strong understanding of AI decision makers and builders (developers, ML engineers), and experience in building relevant content for them
• Portfolio of impactful marketing content, sales enablement materials and always-on GTM with proven results across the marketing funnel
• Experience presenting at conferences and customer engagements
• Preferred BS in Computer Science or Engineering, coupled with MBA

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

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

You'll draw on both your business acumen and technical expertise to serve as a strategic advisor throughout their journey.

Key Responsibilities:

• Establish trust-based and strategic relationships with key decision-makers across EMEA to understand their activities and objectives, identifying opportunities for optimization and expansion.

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

• Leverage your deep understanding of the customer and regional specifics to proactively drive usage planning, identifying current and future consumption and adoption trends, and how they translate into value-added for the customer.

• Monitor usage patterns and identify opportunities for optimization, proactively addressing underutilization of product-based consumption (API) and subscription-based (Claude for Enterprise/Claude Code) to fully leverage contractual commitments.

• Play a strategic partner role with customers, enriching their knowledge of Claude through the dissemination of Anthropic's product roadmap, introducing new products, and involving product leads to make customers the voice of the region EMEA.

• Document and quantify customer value realized through commercial results, ROI, and impact indicators to form compelling internal business cases to pursue and increase investments.

• Identify potential use cases and sectors not yet exploited, collaborating with customers to discover new applications for Claude within different services, teams, and workflows.

• Develop and implement change management strategies to drive adoption by end-users and maximize value within customer organizations, including training programs, center of excellence development, and organizational support.

• Manage the customer experience throughout their lifecycle: manage comprehensive accounts and success plans based on customer business objectives, conduct quarterly business reviews, and serve as the primary intermediary between the customer and Anthropic.

• Contribute to Anthropic's brand development and customer relationships as a member of the first customer success team in the region, developing processes, operational guides, and best practices tailored to the EMEA region and taking into account regional corporate cultures.

Requirements:

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

• Proven experience in driving success in consumption-based and subscription-based commercial models, with a good understanding of growth levers and associated performance indicators.

• Technical mastery and ability to understand and articulate AI/ML concepts, API integrations, and software implementation models.

• Experience presenting and demonstrating technical products to diverse audiences.

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

• Collaborative and adaptable individual who represents the customer positively and proactively, mobilizing the entire team around solutions to meet customer needs.

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

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

• Gain experience working and contributing to a rapidly growing region, balancing time zones from the US-headquartered headquarters.

• Ability to bring order to chaos and an enthusiastic 'roll-up-your-sleeves' attitude. You have a team spirit.

Preferred skills: French, German, Spanish, or Italian language proficiency.

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You'll build and develop a high-performing team while establishing the frameworks, processes, and best practices that enable them to help customers harness the transformative potential of safe, frontier AI.

In this role, you'll be responsible for growing team revenue, driving optimal commercial outcomes, and ensuring Anthropic is building long-term partnerships with the world's fastest growing AI native startups.

Responsibilities:

• Lead, coach, and develop a team of 5-10 Startup Growth AEs, providing regular feedback and guidance to drive both individual and team performance

• Own team revenue targets, developing strategies to accelerate growth

• Build scalable frameworks and processes for deal negotiations, account planning, quarterly business reviews, and customer health monitoring

• Partner with Product, Marketing, and other GTM teams to identify and execute on strategic growth opportunities across the startup portfolio

• Regularly review customer health metrics and collaborate with team members to develop action plans for at-risk accounts

• Mentor team members in developing consultative sales skills, negotiation best practices, and technical understanding of AI applications

• Drive operational excellence through pipeline management, forecasting accuracy, and team productivity metrics

• Participate in strategic customer conversations and support Growth AEs in complex negotiations

You may be a good fit if you have:

• 10+ years of experience in enterprise software sales or account management, with 3+ years leading sales teams

• Proven track record of consistently exceeding team revenue targets and developing high-performing account executives

• Strong understanding of the startup ecosystem and experience working with high-growth technology companies

• Deep expertise in strategic account planning and scaling account management processes in a fast-paced environment

• Strong analytical and problem-solving skills with a data-driven approach to decision making

• Excellence in cross-functional collaboration and stakeholder management

• Background in technical product sales, particularly in areas like APIs, infrastructure, or ML/AI solutions

• Demonstrated ability to coach and develop talent while maintaining high performance standards

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

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The ideal candidate will combine strong foundational sales skills with intellectual curiosity about AI and a passion for process improvement. You'll develop playbooks for scaled customer engagement that benefit the entire Growth AE organization, while building the skills to advance into more senior AE roles.

Responsibilities:

• Manage a portfolio of 40-50+ startup accounts, maintaining high retention and identifying expansion opportunities
• Build and execute scalable engagement models using Claude and automation to efficiently serve a high-volume customer base
• Identify breakout accounts with high growth potential and ensure smooth transitions to expanded coverage when appropriate
• Develop and document best practices for scaled customer engagement that can be shared across the Growth AE organization
• Conduct streamlined account health checks and identify early warning signs of churn risk
• Partner with customers to understand their business models and AI use cases, gathering feedback to inform product development
• Collaborate with Applied AI and other cross-functional teams to support customer technical needs

You may be a good fit if you have:

• 1-3 years of experience in sales, account management, customer success, or related roles
• Demonstrated ability to manage multiple priorities and a high volume of customer relationships simultaneously
• Strong communication skills with ability to build rapport quickly across various customer personas
• Analytical mindset with comfort using data to prioritize accounts and identify trends
• Enthusiasm for emerging technologies and genuine interest in AI
• A 'roll up your sleeves' mentality and comfort operating in ambiguous, fast-changing environments

Strong candidates may have:

• Experience with consumption-based or usage-based pricing models
• Familiarity with technical products, APIs, or developer-focused solutions
• Experience working with startup customers or in a high-growth startup environment
• Exposure to AI/ML concepts and applications

Annual compensation range for this role is $172,300-$222,800 USD.

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The media landscape for developer tools doesn't look like it did five years ago. We need someone who understands both traditional press and the channels where developers form opinions. You might have come up through an in-house comms team, or you might have run launches inside product marketing, handled press from a DevRel role, or found your way to this work from somewhere adjacent.

You should be a Claude Code user yourself and know the product well.

Responsibilities:

• Own communications for Claude Code, from the big launches to the steady rhythm of updates, community moments, and everything in between
• Build and maintain strong relationships with journalists, newsletter writers, podcasters, and creators covering dev tools and the AI ecosystem
• Lead cross-functional product launch communications, coordinating messaging across comms, marketing, developer relations, and product
• Advise leadership and DevRel when things move fast or catch fire, whether it’s an incident or a community thread
• Translate complex technical work into stories that land with developers and still make sense to broader audiences
• Develop messaging frameworks and content strategies that work across technical and non-technical audiences
• Prepare Claude Code engineers and product leads for external moments: podcasts, talks, press, etc.
• Think across channels (press, social, community, owned) and know which lever to pull for each moment
• Pay attention to what's actually working and build the program from there

You may be a good fit if you:

• Have 8–12 years of experience in communications, PR, or developer marketing, with meaningful time focused on technical products or developer audiences
• Use Claude Code heavily and can talk specifically about how you use it in your day-to-day
• Are high-agency and low-ego, with a bias to action
• Write clearly and concisely, whether it's a launch post or a cross-functional update, a lot of context moves through this role and people need to be able to follow it
• Have a deep understanding of both traditional media channels and the emerging platforms where technical communities engage
• Are very online, follow the right people, know what's moving through Hacker News and developer social chatter, and catch things early
• Have real fluency in developer culture and know how trust gets earned there

Strong candidates may also

• Have experience at developer tools companies, infrastructure products, or open source projects
• Have an existing network in developer media, technical journalism, or the creator space
• Have experience managing communications for AI or ML products

The annual compensation range for this role is $185,000-$255,000 USD.

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.

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You will work across engineering, business development, and customer programs to translate complex regulatory requirements into buildable products and ensure Hivemind becomes the definitive platform for certified autonomous systems. This role is central to Shield AI's expansion into regulated aviation markets internationally.

Responsibilities:

• Own the product strategy and roadmap for the capabilities that allow our customers to quickly fly on critical systems.
• Define and prioritise requirements for certifiable software components by collaborating with engineering teams, certification authorities, and key customers.
• Lead the development and adoption of our tooling for assured software.
• Partner with business development and engineering support teams to guide customer engagements from pre-commitment through authority approval, including safety case templates and certification guidance.
• Represent the Assured Foundations product externally through whitepapers, technical briefings, and concept reviews for customers, program managers, and certification authorities.
• Define and track success metrics such as certification milestone progress, SDK adoption, and engineering support utilisation to guide roadmap priorities.

Requirements:

• 7+ years of technical product management experience on safety-critical, embedded, or avionics software products.
• Working knowledge of aviation software certification standards (DO-178C, ML-HDBK 516C, ASTM F3269-21, or equivalent).
• Demonstrated ability to drive cross-functional alignment across engineering, business development, and external customers on complex, multi-year technical programs.
• Strong written and verbal communication skills, with the ability to translate highly technical material into clear value propositions for both engineering and executive audiences.

Preferred Qualifications:

• Experience with runtime assurance architectures, safety monitors, or formally verified software in autonomous or avionics systems.
• Background working with aviation OEMs, certification authorities, or program offices.
• Familiarity with real-time operating systems and deterministic middleware concepts including WCET analysis and static memory allocation.
• Prior experience owning traceability or test management tooling in a regulated development environment.
• Experience in international avionics markets.

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Plaid powers the tools millions of people rely on to live a healthier financial life. We work with thousands of companies like Venmo, SoFi, several of the Fortune 500, and many of the largest banks to make it easy for people to connect their financial accounts to the apps and services they want to use.

As a New Business Associate, you'll manage inbound leads and be the first point of contact for most new companies we work with. You'll handle the entire opportunity qualification cycle and work closely with marketing, sales, and business operations to drive successful progress towards our revenue acquisition goals.

The ideal candidate is customer centric, goal-oriented, a collaborative team player, and excited to work in a fast-paced environment.

Responsibilities

• Manage inbound leads and own outreach to new companies, serving as the primary point of contact for new customers
• Help new developers get started with Plaid and answer questions about our products
• Identify the most promising developers and verticals to help us grow
• Work with our product and engineering teams to integrate customer and product feedback
• Collaborate closely with growth marketing to provide feedback and strategize on new content campaigns

Qualifications

• Exceptional communication and interpersonal skills
• Interest in financial services and technical products, a desire to get more technical and the ability to learn the ins and outs of Plaid's APIs
• Strong problem-solving abilities and a customer-centric mindset
• A positive attitude, resilience, and a passion for continuous learning
• Excellent time-management skills, can prioritize tasks appropriately, and work to streamline processes

This role is not eligible for visa sponsorship.

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Responsibilities

• Own the overall relationship with our banking, wealth, and insurance customers, identifying key stakeholders and building relationships with influencers and the core team interacting with our solutions.
• Manage partnership, commercial, and technical topics; develop and implement strategies that increase customer product adoption, engagement, and growth at scale to drive revenue.
• Own revenue targets, which includes identifying and closing new upsell opportunities and leading commercial negotiations for contract renewals.
• Be a strategic advisor and product consultative guidance on Plaid and industry best practices as customers build and scale their applications.
• Be a champion for our customers and work with our internal Plaid teams to translate customer feedback into product insights; partner with key customer stakeholders to ensure alignment between their business and product priorities and Plaid's.

Qualifications

• 3+ years of quota carrying account management experience; ideally with large enterprise organisations.
• Ability to collaborate closely with Plaid's technical team to ensure customer launches are timely and successful; previous B2B technology experience is a strong plus.
• Deep customer empathy and desire to see our customers succeed.
• Ability to quickly understand new technologies and become a subject matter expert in Plaid's APIs in order to convey complex information simply to our customers.
• Interest in financial services and technical products; grit, enthusiasm, and a high degree of intellectual curiosity.
• Excitement to work in a high-growth, ever-changing environment and to help build processes and tools as needed.
• Adaptable and capable of working with all types of people and roles to build long-lasting relationships.

Additional Information

Our mission at Plaid is to unlock financial freedom for everyone. To support that mission, we seek to build a diverse team of driven individuals who care deeply about making the financial ecosystem more equitable. We recognise that strong qualifications can come from both prior work experiences and lived experiences. We encourage you to apply to a role even if your experience doesn't fully match the job description.

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Responsibilities:

• Own the overall relationship with your portfolio of customers in our fastest growing customer segment
• Build relationships with the C-Suite and Product teams to retain and grow revenue
• Own revenue targets, which includes identifying and closing new upsell opportunities and leading commercial negotiations for contract renewals
• Help customers integrate and launch on Plaid
• Solve complex customer challenges through creative problem solving by working cross-functionally with Sales, Risk, Legal, Finance, Commercial, Marketing, and Business Operations

Qualifications:

• 2-4 years of demonstrated relationship management and sales experience
• Customer empathy and deep desire to see customers succeed
• Desire to get technical and the ability to learn the ins and outs of Plaid's APIs
• Some familiarity in financial services and technical products; a high degree of intellectual curiosity
• Excitement to work in a high-growth, ever-changing environment and to help build processes and tools as needed.
• Ability to work with all types of people and build long-lasting relationships
• Strong Sales experience (negotiation/value-selling)
• Executive level communication skills - written and verbal
• Relationship building (understand how to leverage internal/external executives, product, etc)
• Retention and Termination-save tactics.

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Plaid powers the tools millions of people rely on to live a healthier financial life. We work with thousands of companies like Venmo, SoFi, several of the Fortune 500, and many of the largest banks to make it easy for people to connect their financial accounts to the apps and services they want to use.

Our Sales team at Plaid combines deep product and industry knowledge and is focused on bringing Plaid to an ever-broadening set of businesses. We believe every financial services company can benefit from better financial technology. This isn't limited to the financial services industry, any company offering financial products to consumers deserves the best financial technology.

You'll be the individual helping us achieve this vision. You will focus on generating new deals and building strong, long-lasting relationships with companies. You'll be tasked with identifying and closing deals across verticals in financial services, utilities, billing, insurance, and more.

Responsibilities

• Identify use cases and prospect high growth companies that are ~100 employees and beyond
• Develop a book of high potential engaged prospects and maintain a sufficient pipeline to support successful attainment against quota
• Successfully lead a technical sales motion of guiding engineers, product, and growth team members for the entire life-cycle from prospecting to close
• Coordinate cross-functional resources and drive initiatives across - Plaid to support a consultative sales motion
• Own mastery of Plaid solutions and evangelize for industry success across fintech and other industries

Qualifications

• 3+ years of quota-carrying, technical selling experience in a new-net hunting role
• A strong track record of over performance
• A hunter mentality
• Ability to collaborate internally and exhibit a “win as a team” mentality
• Experience in building territory plans and executing to plan
• Passion working with growth stage private companies
• Proficiency in technical products and APIs
• Passion for Plaid’s mission of unlocking financial freedom for everyone

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In this role, you will be responsible for organisational mapping, prospecting individuals, driving engagement, setting opportunities for Account Executives, taking qualification calls, and nurturing early opportunities. The ideal candidate is customer-centric, resilient, challenges the status quo, and has an interest in advancing their career in tech sales.

You'll be acting as a key member of the Plaid GTM Team, supporting several Account Executives hunting new business, liaising with Marketing to provide feedback on campaigns and design new efforts, identifying prospects and building pipeline through outbound campaigns, helping new clients get started with Plaid and answering questions about our products, and identifying the most promising verticals to help drive increased revenue opportunity.

Our mission at Plaid is to unlock financial freedom for everyone. To support that mission, we seek to build a diverse team of driven individuals who care deeply about making the financial ecosystem more equitable. We recognize that strong qualifications can come from both prior work experiences and lived experiences. We encourage you to apply to a role even if your experience doesn't fully match the job description.

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Our New Business team at Plaid combines deep product and industry knowledge and is focused on bringing Plaid to an ever-broadening set of businesses. Our thesis is that every company in financial services can benefit from better financial technology, and that many industries that don't currently consider themselves to be a fintech actually are.

As a Sales Development Representative, you'll forge the path to finding new clients and prospect new customers for us to target. We are looking for extraordinary sales professionals with SaaS/tech and/or outbounding selling experience, who can demonstrate the added value of Plaid and what impact it can have on FinTech and non-FinTech alike.

In this role you will be responsible for organisational mapping, prospecting individuals, driving engagement, setting opportunities for AEs, taking qualification calls, and nurturing early opportunities. The ideal candidate is customer-centric, resilient, challenges the status quo, and has an interest in advancing their career in tech sales.

Qualifications

• 1-3 years of experience in pipeline development and/or sales (preferably at SaaS company)
• Leading high-level conversations with business stakeholders
• The ability to evangelise Plaid’s value proposition in order to assess buying interest
• The ability to thrive in a high customer volume, time-sensitive environment
• Having a relentless mindset and unwillingness to quit
• Proficiency in using Salesforce.com or other CRM
• Experience working with customers and explaining technical products
• Interest in financial services and technical products; a high degree of intellectual curiosity
• Excitement to work in a high-growth environment and to help build processes and tools as needed
• Desire to get (more) technical and the ability to learn the ins and outs of Plaid's APIs

Responsibilities

• Acting as a key member of the Plaid GTM Team, supporting several Account Executives hunting new business
• Liaising with Marketing to provide feedback on campaigns and design new efforts
• Identifying prospects and building pipeline through outbound campaigns
• Helping new clients get started with Plaid and answering questions about our products
• Identifying the most promising verticals to help drive increased revenue opportunity

Additional Information

Our mission at Plaid is to unlock financial freedom for everyone. To support that mission, we seek to build a diverse team of driven individuals who care deeply about making the financial ecosystem more equitable. We recognise that strong qualifications can come from both prior work experiences and lived experiences. We encourage you to apply to a role even if your experience doesn't fully match the job description.

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Key responsibilities include:

• Leading development of strategic outbound and qualified inbound leads
• Handling customer negotiation end-to-end, together with our legal and implementation specialist team
• Cultivating and maintaining strong relationships with C-level executives, heads of innovation/AI, and other key decision-makers within target organisations

To succeed in this role, you will need:

• 7-10 years experience in Sales (enterprise sales/consultative selling, ideally selling a highly complex, technical product)
• Excellent academics: Bachelor and/or Master Degree in Business, Computer Science, or a related field
• Significant work experience within AI ecosystem or related data/infrastructure field
• Experience at successful fast-growing startup, ideally in deep-tech
• Strong technical skills to navigate quickly evolving products and steer technical discussions
• Excellent English, Dutch, additional language welcome (e.g. German, Spanish, etc.)
• Outstanding negotiation and communication skills

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As our Enterprise Sales Executive, you will be instrumental in shaping Mistral's adoption with our largest customers across a variety of industries.

You will be driving deals end-to-end: from prospective, first intro call until closing and beyond , together with our dedicated implementation specialist, tech and legal teams.

Responsibilities

Lead development (strategic outbound and qualified inbound):

• Handle strategic outreach as well as warm introductions to promising enterprise customers
• Converting inbound deals where upselling / more bespoke agreements can be achieved

Value prop validation for customer:

• Provide hands-on support and guidance to clients during a potential Proof of Concept (POC) phase, ensuring a smooth and successful evaluation process
• Leverage successful POC outcomes to facilitate the conversion of POCs into long-term, revenue-generating contracts

Deal management & closing:

• Develop and execute strategic sales plans to convert leads into valued customers , you are the first point of contact for all external stakeholders and are responsible for properly managing deals and aligning all stakeholders (heavy involvement of customer engineering, product, and commercial teams, both on operational and C-level)
• Handle customer negotiation end-to-end, together with our legal and implementation specialist team

Executive Engagement:

• Cultivate and maintain strong relationships with C-level executives, heads of innovation/AI, and other key decision-makers within target organisations
• Comprehend their specific challenges and needs, positioning our solution as an integral part of their strategic initiatives

Technical Aptitude:

• Demonstrate a deep understanding of the technical intricacies of our product and articulate its value proposition effectively to potential clients
• Work side-by-side with our implementation team to ensure that customer's questions, concerns and challenges are taken care of during pre-sales, deployment and post-deployment phase
• Collaborate with our technical team to address any customer inquiries or concerns

Training and enablement:

• Empower internal teams with the knowledge and resources that you collect in customer conversations to drive product roadmap and align on priorities

Who you are

We are looking for someone with 7-10 years experience in Sales (enterprise sales/consultative selling, ideally selling a highly complex, technical product).

Requirements

• Excellent academics: Bachelor and/or Master Degree in Business, Computer Science, or a related field
• Significant work experience within AI ecosystem or related data/infrastructure field
• Experience at successful fast growing startup, ideally in deep-tech
• Strong technical skills to navigate quickly evolving products and steer technical discussions
• Excellent English & French, additional language welcome (e.g. German, Spanish, etc.)
• Outstanding negotiation and communication skills

What We Offer

• Competitive cash salary and equity
• Food: Daily lunch vouchers
• Sport: Monthly contribution to a Gym pass subscription
• Transportation: Monthly contribution to a mobility pass
• Health: Full health insurance for you and your family
• Parental: Generous parental leave policy
• Visa sponsorship

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We are seeking an Applied AI, AI Engineer to join our customer-facing technical organization. As a member of our team, you will work directly with enterprise clients from pre-sales through implementation to deploy cutting-edge AI solutions that deliver measurable business impact.

Your primary responsibility will be to identify high-value internal use cases across engineering, legal, HR, sales, and operations, and build or vibe code end-to-end LLM applications. You will own the full lifecycle of these applications, from prototype to production, maintenance, and iteration.

In addition to your technical skills, you will also be responsible for documenting learnings and sharing insights with product and research teams, and converting successful internal tools into customer demos or case studies where appropriate.

How We Work in Applied AI

We care about people and outputs. What matters is what you ship, not the time you spend on it. Bureaucracy is where urgency goes to vanish. You talk to whoever you need to talk to. The best idea wins, whether it comes from a principal engineer or someone in their first week. Always ask why. The best solutions come from deep understanding, not from copying what worked before. We say what we mean. Feedback is direct, timely, and given because we care. No politics. Low ego, high standards. We embrace an unstructured environment and find joy in it.

About You

You are fluent in English and have 3+ years of experience building production software, with meaningful experience deploying LLM applications. You have a bias toward shipping, preferring a working prototype over a perfect specification. You possess strong technical coding skills in Python and front-end skills with React Frameworks. You are comfortable working autonomously across teams with different needs and constraints, and have strong communication skills to bridge non-technical teams and AI capabilities.

Ideally, you have contributions to open-source evaluation frameworks or published research on LLM evaluation, experience as a Customer Engineer, Forward Deployed Engineer, Sales Engineer, Solutions Architect, or Technical Product Manager, and experience with ML frameworks (PyTorch, HuggingFace Transformers).

Benefits

PTO: The CDI contract will be a 'Forfait 218 jours', corresponding to 25 days of holidays and on average 8 to 10 days of RTT days, and complete autonomy on working hours.

Health: Full health insurance coverage for you and your family.

Transportation: We offer a €600 annual mobility allowance, covering 50% of your public transportation costs and including the Sustainable Mobility Allowance (FMD), encouraging eco-friendly travel options such as cycling or carpooling.

Food: Swile meal vouchers with 10,83€ per worked day, including 60% offered by the company.

Sport: Gymlib - sponsorship by Mistral of a significant part of the monthly fee (depending on the program you chose).

Parental policy: 4 additional weeks for parents on top of what is offered by the French state.

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At Mistral AI, we believe in the power of AI to simplify tasks, save time, and enhance learning and creativity. Our technology is designed to integrate seamlessly into daily working life.

We are a company that democratizes AI through high-performance, optimized, open-source and cutting-edge models, products and solutions. Our comprehensive AI platform is designed to meet enterprise needs, whether on-premises or in cloud environments.

Our offerings include Le Chat, La Plateforme, Mistral Code and Mistral Compute , a suite that brings frontier intelligence to end-users.

Role Summary

As an Enterprise AE in our US market, you will play a crucial role in driving Mistral AI's adoption among large enterprise customers across various industries. Based in either the Bay Area or New York, you will manage the entire sales cycle, from initial outreach to closing deals, collaborating closely with our dedicated implementation, tech, and legal teams.

What You Will Do

Lead Development (Strategic Outbound and Qualified Inbound):

• Conduct strategic outreach and manage warm introductions to potential enterprise customers.

• Convert inbound leads where there are opportunities for upselling or more bespoke agreements.

Value Proposition Validation for Customers:

• Provide hands-on support and guidance to clients during the Proof of Concept (POC) phase, ensuring a smooth and successful evaluation process.

• Leverage successful POC outcomes to convert them into long-term, revenue-generating contracts.

Deal Management & Closing:

• Develop and execute strategic sales plans to convert leads into valued customers.

• Serve as the primary point of contact for all external stakeholders, managing deals and aligning all stakeholders, including customer engineering, product, and commercial teams.

• Handle customer negotiations end-to-end, collaborating with our legal and implementation specialist teams.

Executive Engagement:

• Cultivate and maintain strong relationships with C-level executives, heads of innovation/AI and other key decision makers within target organizations.

• Understand their specific challenges and position Mistral AI's solutions as integral to their strategic initiatives.

Technical Aptitude:

• Demonstrate a deep understanding of our product's technical intricacies and articulate its value proposition effectively to potential clients.

• Work closely with our implementation team to address customer questions, concerns, and challenges during pre-sales, deployment, and post-deployment phases.

• Collaborate with our technical team to address any customer inquiries or concerns.

Training and Enablement:

• Empower internal teams with the knowledge and resources gathered from customer conversations to drive the product roadmap and align on priorities.

Who you are

• 7-10 years of experience in enterprise sales or consultative selling, ideally with a highly complex, technical product.

• Deep understanding of the US market dynamics and enterprise landscape.

• Experience of consultative selling of highly complex, technical products.

• Bachelor's and/or Master's degree in Business, Computer Science, or a related field.

• Significant work experience within the AI ecosystem or related data/infrastructure field.

• Experience working at a successful, fast-growing startup, ideally in deep-tech.

• Strong technical skills to navigate quickly evolving products and steer technical discussions.

• Excellent written and verbal communication in English, and a bonus for French.

• Outstanding negotiation and communication skills to build relationships and close deals effectively.

What we offer

• Competitive salary and equity.

• Healthcare: Medical/Dental/Vision covered for you and your family.

• 401K: 6% matching.

• PTO: 18 days.

• Transportation: Reimburse office parking charges, or $120/month for public transport.

• Sport: $120/month reimbursement for gym membership.

• Meal stipend: $400 monthly allowance for meals.

• Visa sponsorship.

• Coaching: we offer BetterUp coaching on a voluntary basis.

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At Mistral AI, we believe in the power of AI to simplify tasks, save time, and enhance learning and creativity. Our technology is designed to integrate seamlessly into daily working life.

Role Summary

As an Enterprise AE in our US market, you will play a crucial role in driving Mistral AI's adoption among large enterprise customers across various industries. Based in either the Bay Area or New York, you will manage the entire sales cycle, from initial outreach to closing deals, collaborating closely with our dedicated implementation, tech, and legal teams.

Responsibilities

Lead Development (Strategic Outbound and Qualified Inbound):

• Conduct strategic outreach and manage warm introductions to potential enterprise customers.

• Convert inbound leads where there are opportunities for upselling or more bespoke agreements.

Value Proposition Validation for Customers:

• Provide hands-on support and guidance to clients during the Proof of Concept (POC) phase, ensuring a smooth and successful evaluation process.

• Leverage successful POC outcomes to convert them into long-term, revenue-generating contracts.

Deal Management & Closing:

• Develop and execute strategic sales plans to convert leads into valued customers.

• Serve as the primary point of contact for all external stakeholders, managing deals and aligning all stakeholders, including customer engineering, product, and commercial teams.

• Handle customer negotiations end-to-end, collaborating with our legal and implementation specialist teams.

Executive Engagement:

• Cultivate and maintain strong relationships with C-level executives, heads of innovation/AI and other key decision makers within target organizations.

• Understand their specific challenges and position Mistral AI's solutions as integral to their strategic initiatives.

Technical Aptitude:

• Demonstrate a deep understanding of our product's technical intricacies and articulate its value proposition effectively to potential clients.

• Work closely with our implementation team to address customer questions, concerns, and challenges during pre-sales, deployment, and post-deployment phases.

• Collaborate with our technical team to address any customer inquiries or concerns.

Training and Enablement:

• Empower internal teams with the knowledge and resources gathered from customer conversations to drive the product roadmap and align on priorities.

What You Will Do

Leads the development of new business opportunities through strategic outreach and management of warm introductions to potential enterprise customers.

Converts inbound leads where there are opportunities for upselling or more bespoke agreements.

Provides hands-on support and guidance to clients during the Proof of Concept (POC) phase, ensuring a smooth and successful evaluation process.

Leverages successful POC outcomes to convert them into long-term, revenue-generating contracts.

Develops and executes strategic sales plans to convert leads into valued customers.

Serves as the primary point of contact for all external stakeholders, managing deals and aligning all stakeholders, including customer engineering, product, and commercial teams.

Handles customer negotiations end-to-end, collaborating with our legal and implementation specialist teams.

Cultivates and maintains strong relationships with C-level executives, heads of innovation/AI and other key decision makers within target organizations.

Understands their specific challenges and positions Mistral AI's solutions as integral to their strategic initiatives.

Demonstrates a deep understanding of our product's technical intricacies and articulates its value proposition effectively to potential clients.

Works closely with our implementation team to address customer questions, concerns, and challenges during pre-sales, deployment, and post-deployment phases.

Collaborates with our technical team to address any customer inquiries or concerns.

Empowers internal teams with the knowledge and resources gathered from customer conversations to drive the product roadmap and align on priorities.

Who You Are

• 7-10 years of experience in enterprise sales or consultative selling, ideally with a highly complex, technical product.

• Deep understanding of the US market dynamics and enterprise landscape.

• Experience of consultative selling of highly complex, technical products.

• Bachelor's and/or Master's degree in Business, Computer Science, or a related field.

• Significant work experience within the AI ecosystem or related data/infrastructure field.

• Experience working at a successful, fast-growing startup, ideally in deep-tech.

• Strong technical skills to navigate quickly evolving products and steer technical discussions.

• Excellent written and verbal communication in English, and a bonus for French.

• Outstanding negotiation and communication skills to build relationships and close deals effectively.

What We Offer

• Competitive salary and equity.

• Healthcare: Medical/Dental/Vision covered for you and your family.

• 401K: 6% matching.

• PTO: 18 days.

• Transportation: Reimburse office parking charges, or $120/month for public transport.

• Sport: $120/month reimbursement for gym membership.

• Meal stipend: $400 monthly allowance for meals.

• Visa sponsorship.

• Coaching: we offer BetterUp coaching on a voluntary basis.

By applying, you agree to our Applicant Privacy Policy.

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As our Enterprise Sales Executive, you will play a crucial part in shaping Mistral's adoption with our largest customers across various industries. You will be responsible for driving deals end-to-end, from initial prospecting to closing and beyond, in collaboration with our dedicated implementation specialist, tech, and legal teams.

Responsibilities

• Lead development of strategic outbound and qualified inbound leads
• Convert inbound deals by upselling or negotiating more bespoke agreements
• Validate the value proposition for customers through hands-on support and guidance during the Proof of Concept (POC) phase
• Leverage successful POC outcomes to convert them into long-term, revenue-generating contracts
• Develop and execute strategic sales plans to convert leads into valued customers
• Manage customer negotiations end-to-end, involving customer engineering, product, and commercial teams
• Cultivate and maintain strong relationships with C-level executives, heads of innovation/AI, and other key decision-makers within target organisations

Requirements

• 7-10 years of experience in sales, preferably in enterprise sales or consultative selling, with a focus on complex, technical products
• Excellent academic record, including a Bachelor's and/or Master's degree in Business, Computer Science, or a related field
• Significant work experience within the AI ecosystem or related data/infrastructure field
• Experience at a successful fast-growing startup, ideally in deep-tech
• Strong technical skills to navigate quickly evolving products and steer technical discussions
• Excellent English and French language skills, with additional languages such as German or Spanish being an asset
• Outstanding negotiation and communication skills

What We Offer

• Competitive cash salary and equity
• Daily lunch vouchers
• Monthly contribution to a gym pass subscription
• Monthly contribution to a mobility pass
• Full health insurance for you and your family
• Generous parental leave policy
• Visa sponsorship

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Mistral AI is seeking an Applied AI Engineer to facilitate the adoption of its products among customers and collaborate with them to address complex technical challenges. The Applied AI Engineer - Software Engineer will be an integral part of our Applied AI Engineering team, which is dedicated to driving the successful deployment of Mistral AI products. They will work hand-in-hand with customers from the pre-sale stage to post-implementation, ensuring our solutions meet and exceed client expectations.

Responsibilities

• Collaborate closely with researchers, AI engineers, and product engineers on complex customer projects, integrating cutting-edge AI models into clients' software products. • Design, develop, and maintain scalable and robust full-stack applications, ensuring seamless integration between front-end and back-end systems. • Develop complex use cases with our customers, providing guidance and ensuring the best production integration with back-end and front-end interfaces. • Collaborate with our product and science team to improve continuously our product and model capabilities based on customers' feedback.

About You

• You are fluent in English. • You hold a degree in Computer Science, Software Engineering, or a related field. • You have 5+ years as a technical individual contributor on cutting-edge technologies. • You have strong technical coding skills in Python and TypeScript. • You have experience with front-end frameworks such as React, NextJS, or VueJS. • You have experience with back-end technologies such as NodeJS. • You have a solid understanding of software development principles, including design patterns, data structures, and algorithms. • You hold strong communication skills with an ability to explain complex technical concepts in simple terms with technical and non-technical audiences.

Ideally You Have:

• Experience with LLM/GenAI models. • Contributed to open-source projects or libraries. • Experience as a Customer Engineer, Forward Deployed Engineer, Sales Engineer, Solutions Architect or Technical Product Manager.

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Mistral AI is seeking an Applied AI Engineer to facilitate the adoption of its products among customers and collaborate with them to address complex technical challenges. The Applied AI Engineer - Software Engineer will be an integral part of our Applied AI Engineering team, which is dedicated to driving the successful deployment of Mistral AI products.

Responsibilities

• Collaborate closely with researchers, AI engineers, and product engineers on complex customer projects, integrating cutting-edge AI models into clients' software products.

• Design, develop, and maintain scalable and robust full-stack applications, ensuring seamless integration between front-end and back-end systems.

• Develop complex use cases with our customers, providing guidance and ensuring the best production integration with back-end and front-end interfaces.

• Collaborate with our product and science team to continuously improve our product and model capabilities based on customers' feedback.

About You

• You are fluent in English.

• You hold a degree in Computer Science, Software Engineering, or a related field.

• You have 2+ years as a technical individual contributor on cutting-edge technologies.

• You have strong technical coding skills in Python and TypeScript.

• You have experience with front-end frameworks such as React, NextJS, or VueJS.

• You have experience with back-end technologies such as NodeJS.

• You have a solid understanding of software development principles, including design patterns, data structures, and algorithms.

• You hold strong communication skills with an ability to explain complex technical concepts in simple terms with technical and non-technical audiences.

Ideally You Have:

• Experience with LLM/GenAI models.

• Contributed to open-source projects or libraries.

• Experience as a Customer Engineer, Forward Deployed Engineer, Sales Engineer, Solutions Architect or Technical Product Manager.

Benefits

We have local offices in Paris, London, Marseille and Singapore.

France

• Competitive cash salary and equity.

• Food: Daily lunch vouchers.

• Sport: Monthly contribution to a Gympass subscription.

• Transportation: Monthly contribution to a mobility pass.

• Health: Full health insurance for you and your family.

• Parental: Generous parental leave policy.

• Visa sponsorship.

By applying, you agree to our Applicant Privacy Policy.

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We are seeking an experienced Account Executive to join our team in Madrid. As an Account Executive, you will be responsible for driving deals end-to-end, from initial contact to closing and beyond. You will work closely with our implementation specialist, tech, and legal teams to ensure a smooth and successful evaluation process.

Key responsibilities:

• Lead development (strategic outbound and qualified inbound): Handle strategic outreach as well as warm introductions to promising enterprise customers. Convert inbound deals where upselling / more bespoke agreements can be achieved.

• Value prop validation for customer: Provide hands-on support and guidance to clients during a potential Proof of Concept (POC) phase, ensuring a smooth and successful evaluation process. Leverage successful POC outcomes to facilitate the conversion of POCs into long-term, revenue-generating contracts.

• Deal management & closing: Develop and execute strategic sales plans to convert leads into valued customers. You are the first point of contact for all external stakeholders and are responsible for properly managing deals and aligning all stakeholders (heavy involvement of customer engineering, product, and commercial teams, both on operational and C-level).

• Handle customer negotiation end-to-end, together with our legal and implementation specialist team.

• Executive Engagement: Cultivate and maintain strong relationships with C-level executives, heads of innovation/AI, and other key decision-makers within target organisations. Comprehend their specific challenges and needs, positioning our solution as an integral part of their strategic initiatives.

Technical Aptitude:

• Demonstrate a deep understanding of the technical intricacies of our product and articulate its value proposition effectively to potential clients.

• Work side-by-side with our implementation team to ensure that customer's questions, concerns and challenges are taken care of during pre-sales, deployment and post-deployment phase.

• Collaborate with our technical team to address any customer inquiries or concerns.

Training and enablement:

• Empower internal teams with the knowledge and resources that you collect in customer conversations to drive product roadmap and align on priorities.

Who you are:

• 7-10 years experience in Sales (enterprise sales/consultative selling, ideally selling a highly complex, technical product).

• Excellent academics: Bachelor and/or Master Degree in Business, Computer Science, or a related field.

• Significant work experience within AI ecosystem or related data/infrastructure field.

• Experience at successful fast growing startup, ideally in deep-tech.

• Strong technical skills to navigate quickly evolving products and steer technical discussions.

• Excellent English & Spanish, additional language welcome (e.g. German, French, etc.).

What We Offer:

• Competitive cash salary and equity.

• Food: Daily lunch vouchers.

• Sport: Monthly contribution to a Gym pass subscription.

• Transportation: Monthly contribution to a mobility pass.

• Health: Full health insurance for you and your family.

• Parental: Generous parental leave policy.

• Visa sponsorship.

By applying, you agree to our Applicant Privacy Policy.

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This role is ideal for someone who thrives on hitting targets and metrics, and is driven to become the top-performing salesperson in the industry. You will be the face of our company, reaching out to potential customers and introducing them to Mercury.

Responsibilities:

• Conduct research to identify and target potential customers while collaborating with the sales team to develop and implement outreach strategies.
• Cold call, social and email prospecting to generate interest and schedule meetings.
• Qualify leads to ensure they meet our ideal customer profile.
• Build relationships with prospects to understand their needs and pain points and schedule meetings with the sales team.
• Track and report on sales metrics and pipeline activity.

Requirements:

• 1 year of experience in sales/business development or something you feel is equivalent.
• Excellent communication skills with the ability to share complicated ideas with clarity and precision.
• Proven track record of achieving and exceeding goals.
• Creative and tenacious, always looking for new and innovative ways to reach potential customers.
• Passion for fintech.
• Enjoy learning about companies with complex technical products.

Total rewards package includes base salary, equity (stock options/RSUs), and benefits.

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.

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This role is ideal for someone who thrives on hitting targets & metrics, is focused on becoming the top-performing salesperson in the industry, and remains relentlessly optimistic in the face of rejection.

As a Sales Development Representative, you will be the face of our company, reaching out to potential customers and introducing them to Mercury. You will conduct research to identify and target potential customers, collaborate with the sales team to develop and implement outreach strategies, and cold call, social and email prospecting to generate interest and schedule meetings.

You will also qualify leads to ensure they meet our ideal customer profile, build relationships with prospects to understand their needs and pain points, and schedule meetings with the sales team. Finally, you will track and report on sales metrics and pipeline activity.

To be successful in this role, you will need to have 1 year of experience in sales/business development or something you feel is equivalent. You should be a people person with excellent communication skills, a hustler with a proven track record of achieving and exceeding goals, and a team player who wants to level up with your teammates.

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

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This person is responsible for the technical roadmaps, feature prioritization, software requirements, and specification definition related to Lab Information Management Systems (LIMS), laboratory automation, and software managing sample processing-to-result generation.

You will define and execute the multi-year technical roadmap for IVD/LDT software platforms, ensuring alignment with clinical needs and regulatory requirements.

Key responsibilities include:

• Leading feature prioritization and software requirements definition of LIMS, lab automation, and software managing the sample processing-to-result generation to optimize high-throughput sample processing and data integrity.

• Directing the integration of complex diagnostic hardware with cloud-based or on-premise processing software, focusing on seamless end-to-end workflows.

• Ensuring all software products comply with global regulatory standards, including FDA, CLIA/CAP, ISO 13485, and HIPAA/GDPR data privacy requirements.

• Collaborating with R&D, Molecular Biology, Clinical Lab, Lab Automation, and Engineering teams to translate complex assay protocols into automated, scalable software requirements.

• Managing cross-functional dependencies between wet-lab operations, bioinformatics pipelines, and software engineering teams to ensure timely product delivery.

• Establishing and monitoring key performance indicators (KPIs) for software reliability, processing speed, and diagnostic accuracy in a clinical laboratory environment.

Requirements include:

• 8+ years in Technical Product Management, with at least 4 years specifically in IVD, Medical Devices, or Clinical SaaS.

• Proven experience with LIMS/LIS and laboratory automation workflows.

• Deep familiarity with FDA software guidelines and CLIA regulations.

• BS/MS in Computer Science, Bioengineering, Molecular Biology, or a related field.

• Demonstrated experience managing and scaling technical product teams in a regulated environment.

Nice to have qualifications include:

• MS or PhD in a technical or scientific field.

• Experience with Next-Generation Sequencing (NGS) data pipelines.

• Hands-on experience with cloud infrastructure (AWS/Azure/GCP) in a GxP environment.

The US target range of our base salary for new hires is $220,400 - $281,400. You will also be eligible to receive equity, cash bonuses, and a full range of medical, financial, and other benefits depending on the position offered.

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We are seeking an experienced and highly analytical and hands-on Trading Business Operations Lead to lead the operational and non-trading functions for Anchorage Digital Prime business.

Responsibilities

Operational and Trade Lifecycle Management

• Act as the orchestrator for non-standard, complex, or high-value trades (e.g., structured derivative products, non-vanilla financing arrangements) across all three desks.
• Collaborate with Front Office and Middle/Back Office to design, document, and implement robust, scalable, and efficient operational workflows.
• Be the senior escalation point for trade breaks, settlement failures, reconciliation issues, and other operational delays, driving swift resolution.

Risk, Compliance, and Governance

• Support the Head of Global Markets in maintaining a close relationship with the Risk team, ensuring that all operational workflows are built with risk mitigation as a core requirement.
• Ensure all trading activities adhere to internal policies, regulatory requirements, and jurisdictional rules.
• Manage relationships and necessary documentation (e.g., ISDA, CSA, GMRA, MSLA) with prime brokers and custodians.

Business Strategy and Infrastructure

• Partner with the Head of Technology to plan and execute infrastructure upgrades and capacity planning to support desk growth and evolving complexity.
• Evaluate, onboard, and manage external technology and service providers critical to the trading and operations function.

Requirements

• Applied expertise in Global Markets, including Spot, Prime Financing, and Derivatives.
• Strong risk framework support and infrastructure architect skills.
• Excellent technical product depth and strategic writing skills.
• Ability to navigate complex and high-impact work, including 24/7 operational management.

Organisational Knowledge

• Cross-stakeholder collaboration and integration mastery.
• Strategic prioritisation and knowledge sharing.

Communication and Influence

• Strategic documentation and institutional client discussions.
• Cross-functional consensus and mentorship.

Additional Information

Anchorage Digital is committed to being a welcoming and inclusive workplace for everyone, and we are intentional about making sure people feel respected, supported, and connected at work,regardless of who you are or where you come from.

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We currently have 614 open roles

At Synopsys, we drive the innovations that shape the way we live and connect. Our technology is central to the Era of Pervasive Intelligence, from self-driving cars to learning machines. We lead in chip design, verification, and IP integration, empowering the creation of high-performance silicon chips and software content.

You are a technically accomplished and strategically minded architect who thrives at the intersection of technology and business. You bring a deep passion for power and performance analysis technologies and system-level validation, and are adept at translating complex technical concepts into actionable product strategies and compelling business opportunities.

Drive the full lifecycle of power and performance analysis solutions,from ideation and design through development, launch, and market adoption.

Develop and execute long-term product and technology roadmaps that align with customer needs and corporate strategy.

Serve as the domain and product expert for power and performance analysis solutions, with a focus on use-case-driven development.

Develop Product Requirements Documents (PRDs) based on customer use cases and translate them into detailed feature definitions in collaboration with Product Engineering (PE) and Product Management (PM) teams.

Guide product management on release content, prioritization, and readiness reviews in coordination with R&D and PE teams.

Define and co-create Application Engineering (AE) training materials for use case enablement.

Conduct technical win/loss analyses and competitive benchmarking to inform product positioning and roadmap decisions.

Create technical collateral including blogs, whitepapers, demos, and presentations to support go-to-market efforts.

Engage with customers and field teams to gather feedback, validate product direction, and ensure alignment with market needs.

Lead strategic initiatives and cross-functional projects that deliver measurable business impact.

Shape the strategic direction and long-term success of Synopsys’ Power and Performance Analysis Solutions portfolio.

Drive customer-centric innovation that positions Synopsys as a market leader in power modeling and validation technologies.

Influence industry standards and market trends through active participation in technical forums and standards bodies.

Accelerate revenue growth by identifying new market opportunities and developing effective go-to-market strategies.

Enhance cross-functional collaboration, ensuring seamless product execution and high customer satisfaction.

Foster a culture of innovation, learning, and continuous improvement within the organization.

Build strategic partnerships and new market entry models to differentiate Synopsys’ offerings.

Anticipate and address future market needs, ensuring ongoing competitiveness and relevance.

Deep technical expertise in power & performance modeling, emulation platforms, RTL simulation, and power-aware design flows.

5+ years of experience in technical product management, preferably in EDA, semiconductor, or system design domains.

Proven ability to define and execute product strategies based on technical use cases and market trends.

Strong analytical skills, with experience in market analysis, business planning, and competitive assessment.

Excellent verbal and written communication skills, including the ability to present and influence at all organizational levels.

Bachelor’s or Master’s degree in Electrical Engineering, Computer Engineering, or a related field (MBA preferred).

A collaborative and inclusive leader who inspires trust and drives results through cross-functional teamwork.

Strategic thinker with the ability to anticipate future trends and proactively shape product direction.

Customer-focused, with a passion for understanding and solving complex customer challenges.

Excellent communicator, adept at tailoring messages to diverse audiences and building strong relationships.

Resilient, adaptable, and comfortable navigating ambiguity in a fast-paced, dynamic environment.

Committed to fostering a culture of learning, innovation, and continuous improvement.

Rewards and Benefits:

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

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Responsibilities:

• Work with existing Startup and SMB Stripe customers to develop and execute long-term sales strategies to expand Stripe's revenue
• Own the full sales cycle, from business case development, deal structuring and negotiating, to close and activation
• Own a named account list and develop account plans for winning and expanding business with high growth technology companies
• Develop outbound strategies to create and nurture opportunities
• Drive deal strategy and commercial negotiations for large, complex renewals
• Develop relationships with executive stakeholders within your book of business
• Be responsible for account mapping and coordinating effective meetings with the appropriate external stakeholders expanding the customer relationship
• Lead and contribute to team projects to develop and refine our sales process and help shape the Stripe sales culture

Requirements:

• 4+ years of sales experience, preferably selling a highly technical product, with a track record of top performance
• Ability to understand technical requirements and craft solutions across multiple products
• Ability to develop and execute account plans spanning multiple business units across complex organizations
• A knack for working well with a wide range of people, both internally and externally
• Strong presentation skills, particularly for in-person meetings with multiple stakeholders
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Superior verbal and written communication skills in English
• Superior verbal and written communication skills in French
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology and a deep understanding of the space

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Responsibilities:

• Directly manage and nurture a named account list and develop account plans for winning and expanding business with upper middle market and enterprise SaaS Platform companies
• Build and maintain key relationships with C-level executives, while orchestrating the right executive touch points as needed
• Own the full sales cycle from lead to close for upper middle market and enterprise companies
• Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analysis
• Craft and lead complex, bespoke commercial & contractual negotiations
• Contribute to shaping our platform partnership strategy and building repeatable processes and scaled engagement models
• Lead and contribute to team projects to develop and refine our sales process
• Engage with Product and Engineering teams to help drive product strategy

Requirements:

• 5+ years of sales experience, preferably selling a technical product, with a track record of top performance
• Extensive experience directly selling a technology product or service, preferably at an API-first company, with a record of top performance
• A proven track record of moving sales processes forward from inception to close by leading complex, multi-party sales in a highly consultative manner, understanding strategies and applying value proposition
• Great listening skills and ability to quickly become a trusted resource for decision-makers across technology and finance orgs within software companies
• An ability to understand complex technical problems and understand how Stripe's solutions can address them
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology and a deep understanding of the space
• Excellent English and French

Benefits:

• Competitive salary and bonus structure
• Comprehensive health insurance
• Flexible work arrangements
• Professional development opportunities

Note: This job description is a summary of the original job posting and has been rewritten to meet the required format.

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Responsibilities:

• Expand business with high growth technology companies and traditional enterprises
• Own the full sales cycle from prospecting to close, partnering with cross-functional teams along the way
• Develop outbound strategies to create and nurture opportunities
• Drive deal strategy and commercial negotiations for large, complex renewals
• Be responsible for account mapping and coordinating effective meetings with the appropriate external stakeholders to expand the customer relationship
• Collaborate closely with the Regional Partnerships team to drive brand awareness and pipeline

Requirements:

• 6+ years of sales experience, preferably selling a highly technical product to enterprise customers, with a track record of top performance
• Previous payments sales experience
• Ability to understand technical requirements and craft solutions across multiple products
• Ability to develop and execute account plans spanning multiple business units across complex organizations
• A knack for working well with a wide range of people, both internally and externally
• Strong presentation skills, particularly for in-person meetings with multiple stakeholders
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology and a deep understanding of the space
• Fluency in Spanish and English

Preferred Requirements:

• Strong interest and knowledge in technology, payments landscape, and products
• Superior verbal and written communication skills

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As an Account Executive (New Business), you will create partnerships between Stripe and the most innovative and fastest-growing software platforms in the world by helping them to understand how Stripe's online commerce infrastructure can make payments a competitive advantage for their businesses.

Responsibilities: Directly manage and nurture a named account list and develop account plans for winning and expanding business with upper middle market and enterprise companies Build and maintain key relationships with C-level executives, while orchestrating the right executive touch points as needed Contribute to shaping our platform partnership strategy and building repeatable processes and scaled engagement models Develop outbound strategies to create and nurture opportunities Own the full sales cycle from lead to close for upper middle market and enterprise companies Develop relationships with executive stakeholders at new and existing clients Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analyses Lead and contribute to team projects to develop and refine our sales process Engage with Product and Engineering teams to help drive product strategy

You are an adept salesperson and relationship manager capable of engaging in business-level and technical conversations at multiple levels of the organization, including the CTO, COO, and CFO. You have experience working with upper middle market and enterprise companies. You have an in-depth understanding of the buyer journey and can lead a complex, multi-party sale in a highly consultative manner rửaYou are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You are naturally analytical and enjoy digging into business models and helping customers quantify their investment decisions. You get excited about prospecting, and are capable of independently leading a sales cycle from start to finish. Finally, you enjoy building – you like to actively participate in the development of our sales process, the articulation of our value proposition, and the creation of key tools and assets.

Minimum requirements: 5+ years of sales experience, preferably selling a technical product, with a track record of top performance Extensive experience directly selling a technology product or service, preferably at an API-first company, with a record of top performance A proven track record of moving sales processes forward from inception to close by leading complex, multi-party sales in a highly consultative manner, understanding strategies and applying value proposition Great listening skills and ability to quickly become a trusted resource for decision-makers across technology and finance orgs within software companies An ability to understand complex technical problems and understand how Stripe's solutions can address them A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal Strong presentation skills Proven ability to lead complex negotiations involving bespoke commercial agreements Superior verbal and written communication skills Ability to operate in a highly ambiguous and fast-paced environment Strong interest in technology and a deep understanding of the space Experience in or excitement in learning about financial technology infrastructure Fastidious approach to CRM hygiene and experience utilizing thorough sales forecasting metrics on a weekly/quarterly basis and communicating them in a succinct manner Payments experience is preferred

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Based in Sydney, you will build revenue-driving alliances with hyperscalers, telcos, global system integrators, OEMs, and sovereign cloud operators.

Your mission is to translate Mistral's open-weight models, AI Lab strategy, and sovereign AI vision into multi-year commercial frameworks and scalable partner-led GTM execution.

You will develop executive-level relationships across the region, unlock MDF and funding programs, and orchestrate partner-led and partner-attached sales to drive Mistral's expansion.

This is a highly strategic role at the intersection of alliances, GTM strategy, and revenue generation.

Responsibilities

Partner Pipeline & Revenue Ownership

• Own partner-sourced and partner-attached pipeline generation across Australia.
• Build predictable quarterly partner-influenced revenue through disciplined sales execution.
• Drive commercial expansion of AI Labs, sovereign AI, GPUaaS, and enterprise deployments.

Executive Relationship Building

• Develop and manage senior relationships with CROs, CIOs, CDOs, CEOs, Managing Directors, and Practice Leaders across hyperscalers, telcos, GSIs, and OEMs.
• Lead strategic engagements to align partner priorities with Mistral's AI roadmap.

GTM Strategy & Multi-Year Frameworks

• Structure multi-year GTM agreements, joint business plans, commercial frameworks, revenue-share constructs, and margin/discount models.
• Secure MOUs and GTM motions with top partners such as AWS, Microsoft, Google Cloud, Singtel/NCS, ST Engineering, Accenture, Deloitte, Nvidia, Dell.

Partner-Led Sales Execution

• Drive partner-led and partner-attached deals through co-sell plays, joint account planning, and field enablement.
• Lead QBRs, EBCs, regional roadshows, and multi-partner customer showcases.

Cross-Functional Collaboration

• Work closely with product, science, partner engineering, legal, and field teams to position Mistral solutions effectively.
• Coordinate partner activation for AI Labs, AI Factories, sovereign AI programs, and enterprise deployments.

Market Coverage & Program Launches

• Expand Mistral's partner footprint across Australia market with active field engagement.
• Launch regional partner programs, certification paths, and co-marketing initiatives that scale pipeline creation.

About You

• 7-10 years of experience in enterprise sales or consultative selling, ideally with a highly complex, technical product.
• Deep understanding of the Australia market dynamics and enterprise landscape.
• Experience of consultative selling of highly complex, technical products.
• Bachelor's and/or Master's degree in Business, Computer Science, or a related field.
• Significant work experience within the AI ecosystem or related data/infrastructure field.
• Experience working at a successful, fast-growing startup, ideally in deep-tech.
• Strong technical skills to navigate quickly evolving products and steer technical discussions.
• Excellent English skills; additional languages are welcome.
• Outstanding negotiation and communication skills to build relationships and close deals effectively.

Join Mistral AI and be at the forefront of driving AI adoption in the public sector. Your strategic vision, technical aptitude, and relationship-building skills will be instrumental in establishing Mistral AI as a trusted partner for government agencies and public institutions.

Benefits

• Competitive cash salary and equity
• Health Insurance
• Sport: $90 monthly for gym membership
• Food: $200 monthly meal allowance (may evolve as the company grows)
• Transportation: $120/month public transport or reimbursed parking

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At Mistral AI, we believe in the power of AI to simplify tasks, save time, and enhance learning and creativity. Our technology is designed to integrate seamlessly into daily working life.

We are a global company with a comprehensive AI platform that meets enterprise needs, whether on-premises or in cloud environments. Our offerings include le Chat, the AI assistant for life and work.

Role Summary:

As our Enterprise Sales Executive, you will be instrumental in shaping Mistral's adoption with our largest customers across a variety of industries. You will be driving deals end-to-end: from prospective, first intro call until closing and beyond — together with our dedicated implementation specialist, tech and legal teams.

Responsibilities:

• Lead development (strategic outbound and qualified inbound): Handle strategic outreach as well as warm introductions to promising enterprise customers. Converting inbound deals where upselling / more bespoke agreements can be achieved.

• Value prop validation for customer: Provide hands-on support and guidance to clients during a potential Proof of Concept (POC) phase, ensuring a smooth and successful evaluation process. Leverage successful POC outcomes to facilitate the conversion of POCs into long-term, revenue-generating contracts.

• Deal management & closing: Develop and execute strategic sales plans to convert leads into valued customers — you are the first point of contact for all external stakeholders and are responsible for properly managing deals and aligning all stakeholders (heavy involvement of customer engineering, product, and commercial teams, both on operational and C-level).

• Handle customer negotiation end-to-end, together with our legal and implementation specialist team.

• Executive Engagement: Cultivate and maintain strong relationships with C-level executives, heads of innovation/AI, and other key decision-makers within target organisations. Comprehend their specific challenges and needs, positioning our solution as an integral part of their strategic initiatives.

Technical Aptitude:

• Demonstrate a deep understanding of the technical intricacies of our product and articulate its value proposition effectively to potential clients.

• Work side-by-side with our implementation team to ensure that customer's questions, concerns and challenges are taken care of during pre-sales, deployment and post-deployment phase.

• Collaborate with our technical team to address any customer inquiries or concerns.

Training and enablement:

• Empower internal teams with the knowledge and resources that you collect in customer conversations to drive product roadmap and align on priorities.

Who you are:

• 7-10 years experience in Sales (enterprise sales/consultative selling, ideally selling a highly complex, technical product).

• Excellent academics: Bachelor and/or Master Degree in Business, Computer Science, or a related field.

• Significant work experience within AI ecosystem or related data/infrastructure field.

• Experience at successful fast growing startup, ideally in deep-tech.

• Strong technical skills to navigate quickly evolving products and steer technical discussions.

• Excellent English & French, additional language welcome (e.g. German, Spanish, etc.).

What We Offer:

• Competitive cash salary and equity.

• Food: Daily lunch vouchers.

• Sport: Monthly contribution to a Gym pass subscription.

• Transportation: Monthly contribution to a mobility pass.

• Health: Full health insurance for you and your family.

• Parental: Generous parental leave policy.

• Visa sponsorship.

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At Mistral AI, we believe in the power of AI to simplify tasks, save time, and enhance learning and creativity. Our technology is designed to integrate seamlessly into daily working life.

We are a global company with teams distributed between France, USA, UK, Germany and Singapore. Our diverse workforce thrives in competitive environments and is committed to driving innovation.

About The Job

Mistral AI is seeking an Applied AI Engineer to facilitate the adoption of its products among customers and collaborate with them to address complex technical challenges. The Applied AI Engineer - Software Engineer will be an integral part of our Applied AI Engineering team, which is dedicated to driving the successful deployment of Mistral AI products.

Responsibilities

• Collaborate closely with researchers, AI engineers, and product engineers on complex customer projects, integrating cutting-edge AI models into clients' software products.

• Design, develop, and maintain scalable and robust full-stack applications, ensuring seamless integration between front-end and back-end systems.

• Develop complex use cases with our customers, providing guidance and ensuring the best production integration with back-end and front-end interfaces.

• Collaborate with our product and science team to continuously improve our product and model capabilities based on customers' feedback.

About You

• You are fluent in English.

• You hold a degree in Computer Science, Software Engineering, or a related field.

• You have 2+ years as a technical individual contributor on cutting-edge technologies.

• You have strong technical coding skills in Python and TypeScript.

• You have experience with front-end frameworks such as React, NextJS, or VueJS.

• You have experience with back-end technologies such as NodeJS.

• You have a solid understanding of software development principles, including design patterns, data structures, and algorithms.

• You hold strong communication skills with an ability to explain complex technical concepts in simple terms with technical and non-technical audiences.

Ideally you have:

• Experience with LLM/GenAI models.

• Contributed to open-source projects or libraries.

• Experience as a Customer Engineer, Forward Deployed Engineer, Sales Engineer, Solutions Architect or Technical Product Manager.

Benefits

We have local offices in Paris, London, Marseille and Singapore.

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Mistral AI is seeking an Applied AI Engineer to facilitate the adoption of its products among customers and collaborate with them to address complex technical challenges. The Applied AI Engineer - Software Engineer will be an integral part of our Applied AI Engineering team, which is dedicated to driving the successful deployment of Mistral AI products.

Responsibilities

• Collaborate closely with researchers, AI engineers, and product engineers on complex customer projects, integrating cutting-edge AI models into clients' software products.
• Design, develop, and maintain scalable and robust full-stack applications, ensuring seamless integration between front-end and back-end systems.
• Develop complex use cases with our customers, providing guidance and ensuring the best production integration with back-end and front-end interfaces.
• Collaborate with our product and science team to continuously improve our product and model capabilities based on customers' feedback.

About You

• You are fluent in English.
• You hold a degree in Computer Science, Software Engineering, or a related field.
• You have 2+ years as a technical individual contributor on cutting-edge technologies.
• You have strong technical coding skills in Python and TypeScript.
• You have experience with front-end frameworks such as React, NextJS, or VueJS.
• You have experience with back-end technologies such as NodeJS.
• You have a solid understanding of software development principles, including design patterns, data structures, and algorithms.
• You hold strong communication skills with an ability to explain complex technical concepts in simple terms with technical and non-technical audiences.

Ideally You Have:

• Experience with LLM/GenAI models.
• Contributed to open-source projects or libraries.
• Experience as a Customer Engineer, Forward Deployed Engineer, Sales Engineer, Solutions Architect or Technical Product Manager.

Benefits

• We have local offices in Paris, London, Marseille, and Singapore.
• Competitive cash salary and equity.
• Food: Daily lunch vouchers.
• Sport: Monthly contribution to a Gympass subscription.
• Transportation: Monthly contribution to a mobility pass.
• Health: Full health insurance for you and your family.
• Parental: Generous parental leave policy.
• Visa sponsorship.

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As our Enterprise Sales Executive, you will be instrumental in shaping Mistral's adoption with our largest customers across various industries. You will drive deals end-to-end, from prospective, first intro call until closing and beyond, together with our dedicated implementation specialist, tech, and legal teams.

Responsibilities

• Lead development (strategic outbound and qualified inbound): Handle strategic outreach as well as warm introductions to promising enterprise customers, converting inbound deals where upselling/more bespoke agreements can be achieved. Value prop validation for customer: Provide hands-on support and guidance to clients during a potential Proof of Concept (POC) phase, ensuring a smooth and successful evaluation process, leveraging successful POC outcomes to facilitate the conversion of POCs into long-term, revenue-generating contracts. Deal management & closing: Develop and execute strategic sales plans to convert leads into valued customers – you are the first point of contact for all external stakeholders and are responsible for properly managing deals and aligning all stakeholders (heavy involvement of customer engineering, product, and commercial teams, both on operational and C-level), handle customer negotiation end-to-end, together with our legal and implementation specialist team. Executive Engagement: Cultivate and maintain strong relationships with C-level executives, heads of innovation/AI, and other key decision-makers within target organizations, comprehend their specific challenges and needs, positioning our solution as an integral part of their strategic initiatives. Technical Aptitude: Demonstrate a deep understanding of the technical intricacies of our product and articulate its value proposition effectively to potential clients, work side-by-side with our implementation team to ensure that customer's questions, concerns, and challenges are taken care of during pre-sales, deployment, and post-deployment phase, collaborate with our technical team to address any customer inquiries or concerns. Training and enablement: Empower internal teams with the knowledge and resources that you collect in customer conversations to drive product roadmap and align on priorities.

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At Mistral AI, we believe in the power of AI to simplify tasks, save time, and enhance learning and creativity. Our technology is designed to integrate seamlessly into daily working life.

We are a company that democratizes AI through high-performance, optimized, open-source and cutting-edge models, products and solutions. Our comprehensive AI platform is designed to meet enterprise needs, whether on-premises or in cloud environments.

Our offerings include le Chat, the AI assistant for life and work. We are a team passionate about AI and its potential to transform society.

Role Summary:

As our Enterprise Sales Executive, you will be instrumental in shaping Mistral's adoption with our largest customers across a variety of industries. You will be driving deals end2end: from prospective, first intro call until closing and beyond — together with our dedicated implementation specialist, tech and legal teams.

Responsibilities:

Lead development (strategic outbound and qualified inbound):

• Handle strategic outreach as well as warm introductions to promising enterprise customers

• Converting inbound deals where upselling / more bespoke agreements can be achieved

Value prop validation for customer:

• Provide hands-on support and guidance to clients during a potential Proof of Concept (POC) phase, ensuring a smooth and successful evaluation process

• Leverage successful POC outcomes to facilitate the conversion of POCs into long-term, revenue-generating contracts

Deal management & closing:

• Develop and execute strategic sales plans to convert leads into valued customers — you are the first point of contact for all external stakeholders and are responsible for properly managing deals and aligning all stakeholders (heavy involvement of customer engineering, product, and commercial teams, both on operational and C-level)

• Handle customer negotiation end2end, together with our legal and implementation specialist team

Executive Engagement:

• Cultivate and maintain strong relationships with C-level executives, heads of innovation/AI, and other key decision-makers within target organisations

• Comprehend their specific challenges and needs, positioning our solution as an integral part of their strategic initiatives

Technical Aptitude:

• Demonstrate a deep understanding of the technical intricacies of our product and articulate its value proposition effectively to potential clients

• Work side-by-side with our implementation team to ensure that customer's questions, concerns and challenges are taken care of during pre-sales, deployment and post-deployment phase

• Collaborate with our technical team to address any customer inquiries or concerns

Training and enablement:

• Empower internal teams with the knowledge and resources that you collect in customer conversations to drive product roadmap and align on priorities

Who you are:

• 7-10 years experience in Sales (enterprise sales/consultative selling, ideally selling a highly complex, technical product)

• Excellent academics: Bachelor and/or Master Degree in Business, Computer Science, or a related field

• Significant work experience within AI ecosystem or related data/infrastructure field

• Experience at successful fast growing startup, ideally in deep-tech

• Strong technical skills to navigate quickly evolving products and steer technical discussions

• Excellent English & French, additional language welcome (e.g. German, Spanish, etc.)

• Outstanding negotiation and communication skills

What We Offer:

• Competitive cash salary and equity

• Food: Daily lunch vouchers

• Sport: Monthly contribution to a Gym pass subscription

• Transportation: Monthly contribution to a mobility pass

• Health: Full health insurance for you and your family

• Parental: Generous parental leave policy

• Visa sponsorship

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At Mistral AI, we believe in the power of AI to simplify tasks, save time, and enhance learning and creativity. Our technology is designed to integrate seamlessly into daily working life.

We are a global company with teams distributed between France, USA, UK, Germany, and Singapore. Our comprehensive AI platform is designed to meet enterprise needs, whether on-premises or in cloud environments.

Role Summary:

As our Enterprise Sales Executive, you will be instrumental in shaping Mistral's adoption with our largest customers across a variety of industries. You will be driving deals end-to-end: from prospective, first intro call until closing and beyond — together with our dedicated implementation specialist, tech and legal teams.

Responsibilities:

• Lead development (strategic outbound and qualified inbound): Handle strategic outreach as well as warm introductions to promising enterprise customers. Converting inbound deals where upselling / more bespoke agreements can be achieved.

• Value prop validation for customer: Provide hands-on support and guidance to clients during a potential Proof of Concept (POC) phase, ensuring a smooth and successful evaluation process. Leverage successful POC outcomes to facilitate the conversion of POCs into long-term, revenue-generating contracts.

• Deal management & closing: Develop and execute strategic sales plans to convert leads into valued customers — you are the first point of contact for all external stakeholders and are responsible for properly managing deals and aligning all stakeholders (heavy involvement of customer engineering, product, and commercial teams, both on operational and C-level).

• Handle customer negotiation end-to-end, together with our legal and implementation specialist team.

• Executive Engagement: Cultivate and maintain strong relationships with C-level executives, heads of innovation/AI, and other key decision-makers within target organisations. Comprehend their specific challenges and needs, positioning our solution as an integral part of their strategic initiatives.

Technical Aptitude:

• Demonstrate a deep understanding of the technical intricacies of our product and articulate its value proposition effectively to potential clients.

• Work side-by-side with our implementation team to ensure that customer's questions, concerns and challenges are taken care of during pre-sales, deployment and post-deployment phase.

• Collaborate with our technical team to address any customer inquiries or concerns.

Training and enablement:

• Empower internal teams with the knowledge and resources that you collect in customer conversations to drive product roadmap and align on priorities.

Who you are:

• 7-10 years experience in Sales (enterprise sales/consultative selling, ideally selling a highly complex, technical product).

• Excellent academics: Bachelor and/or Master Degree in Business, Computer Science, or a related field.

• Significant work experience within AI ecosystem or related data/infrastructure field.

• Experience at successful fast growing startup, ideally in deep-tech.

• Strong technical skills to navigate quickly evolving products and steer technical discussions.

• Excellent German and English.

• Outstanding negotiation and communication skills.

What We Offer:

• Competitive cash salary and equity.

• Food: Daily lunch vouchers.

• Sport: Monthly contribution to a Gym pass subscription.

• Transportation: Monthly contribution to a mobility pass.

• Health: Full health insurance for you and your family.

• Parental: Generous parental leave policy.

• Visa sponsorship.

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At Mistral AI, we believe in the power of AI to simplify tasks, save time, and enhance learning and creativity. Our technology is designed to integrate seamlessly into daily working life.

We are a global company with teams distributed between France, USA, UK, Germany, and Singapore. We offer a comprehensive AI platform that meets enterprise needs, whether on-premises or in cloud environments.

Role Summary

As an Enterprise AE in our US market, you will play a crucial role in driving Mistral AI's adoption among large enterprise customers across various industries. Based in either the Bay Area or New York, you will manage the entire sales cycle, from initial outreach to closing deals, collaborating closely with our dedicated implementation, tech, and legal teams.

Responsibilities

Lead Development (Strategic Outbound and Qualified Inbound):

• Conduct strategic outreach and manage warm introductions to potential enterprise customers.

• Convert inbound leads where there are opportunities for upselling or more bespoke agreements.

Value Proposition Validation for Customers:

• Provide hands-on support and guidance to clients during the Proof of Concept (POC) phase, ensuring a smooth and successful evaluation process.

• Leverage successful POC outcomes to convert them into long-term, revenue-generating contracts.

Deal Management & Closing:

• Develop and execute strategic sales plans to convert leads into valued customers.

• Serve as the primary point of contact for all external stakeholders, managing deals and aligning all stakeholders, including customer engineering, product, and commercial teams.

• Handle customer negotiations end-to-end, collaborating with our legal and implementation specialist teams.

Executive Engagement:

• Cultivate and maintain strong relationships with C-level executives, heads of innovation/AI and other key decision makers within target organizations.

• Understand their specific challenges and position Mistral AI's solutions as integral to their strategic initiatives.

Technical Aptitude:

• Demonstrate a deep understanding of our product's technical intricacies and articulate its value proposition effectively to potential clients.

• Work closely with our implementation team to address customer questions, concerns, and challenges during pre-sales, deployment, and post-deployment phases.

• Collaborate with our technical team to address any customer inquiries or concerns.

Training and Enablement:

• Empower internal teams with the knowledge and resources gathered from customer conversations to drive the product roadmap and align on priorities.

Who you are

• 7-10 years of experience in enterprise sales or consultative selling, ideally with a highly complex, technical product.

• Deep understanding of the US market dynamics and enterprise landscape.

• Experience of consultative selling of highly complex, technical products.

• Bachelor's and/or Master's degree in Business, Computer Science, or a related field.

• Significant work experience within the AI ecosystem or related data/infrastructure field.

• Experience working at a successful, fast-growing startup, ideally in deep-tech.

• Strong technical skills to navigate quickly evolving products and steer technical discussions.

• Excellent written and verbal communication in English, and a bonus for French.

• Outstanding negotiation and communication skills to build relationships and close deals effectively.

What we offer

• Competitive salary and equity.

• Healthcare: Medical/Dental/Vision covered for you and your family.

• 401K: 6% matching.

• PTO: 18 days.

• Transportation: Reimburse office parking charges, or $120/month for public transport.

• Sport: $120/month reimbursement for gym membership.

• Meal stipend: $400 monthly allowance for meals.

• Visa sponsorship.

• Coaching: we offer BetterUp coaching on a voluntary basis.

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

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

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

• 401(k) retirement plan with employer match

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

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

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

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

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

• Relocation support for eligible employees

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

About the team

The Business, Life Sciences team at OpenAI tackles domains where frontier AI can transform science and industry, requiring new approaches that cut across GTM, Research, and Product. Our charter is to prove out high-leverage applications, build the right partnerships, and turn early experiments into sustainable operating models. In life sciences, we work with Research to extend scaling laws into biology and chemistry, aligning scientific progress with real-world deployment.

About the role

We are hiring a Business Lead to own account and market strategy for a portfolio of strategic life sciences organizations and research institutions. You will translate their highest-leverage priorities and constraints into a multi-year partnership strategy, a joint roadmap, and clear governance.

You will orchestrate the internal deal and deployment team to deliver outcomes in regulated environments. We measure success through delivery of customer outcomes, closed-won revenue, and long-term expansion.

This role is based in San Francisco, New York, or London. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. Travel up to 30% is required.

In this role, you will:

• Own account and market strategy for a portfolio of life sciences partners, including segmentation, account plans, executive mapping, multi-threading, and a clear plan to expand usage over time.

• Build and maintain credibility with customers by translating scientific priorities and risk constraints into joint roadmaps, success metrics, and delivery plans teams can champion and execute.

• Drive revenue by leading complex deal cycles from positioning through close, including commercial structuring, pricing, and contracting in close partnership with Research, FDE, Legal, Security/GRC, and Finance.

• Run partnership governance that sustains outcomes and expansion, including exec steering, QBRs, escalation paths, and crisp renewal and expansion plans.

• Orchestrate cross-functional teams across Product, Engineering, Research, Security/GRC, and GTM to remove blockers, align decision-makers, and deliver partner outcomes on schedule.

• Identify and prioritize opportunities where scientific impact and partner value align, and manage trade-offs when priorities conflict across near-term delivery and longer-term platform bets.

• Set and defend launch expectations in regulated contexts, ensuring inspection readiness, evidence standards, and reviewer trust under delivery pressure.

You might thrive in this role if you:

• Bring 8+ years of experience leading enterprise GTM, strategic partnerships, or commercialization for technical products in regulated life sciences (biotech, pharma, CROs, clinical research, or scientific software), with a track record of closing and expanding multi-year deals, including executive-level buyer mapping and multi-threaded deals.

• Have led commercialization of technical products where adoption, governance, and executive trust determined expansion, and can translate deployment evidence into a clear business case for R&D leadership.

• Build trust with clinical, regulatory, privacy, and safety stakeholders by aligning contract terms, controls, and delivery plans to risk posture and inspection readiness.

• Communicate clearly across scientific, technical, and executive audiences, adapting language to drive alignment, decisions, and delivery.

• Build alignment across researchers, builders, and commercial teams, internally and with partners across industry, startups, and academia.

• Apply systems thinking with high execution standards, turning failures or escalations in regulated environments into improved operating standards and stronger partner governance.

• Hold a strong thesis on AI x Science and place credible market bets on which biology and chemistry problems to pursue, then turn them into focused account plans and repeatable motions.

About OpenAI

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

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

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

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

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You will be responsible for facilitating agreement across Engineering, QA, Production, and Publishing to ensure build quality and on-time delivery. You will also coordinate communication between internal development teams and China publishing/operations partners to ensure successful regional releases and live updates.

Responsibilities

• Facilitate agreement across Engineering, QA, Production, and Publishing to ensure build quality and on-time delivery.
• Coordinate communication between internal development teams and China publishing/operations partners to ensure successful regional releases and live updates.
• Lead China regional release execution across the full lifecycle, including pre-release planning, build scope definition, certification coordination, launch readiness, and post-release stabilization.
• Develop structured release schedules and readiness plans tailored to China market requirements, accounting for certification, regulatory review, localization, and operational dependencies.
• Identify, assess, escalate, and mitigate release and live service risks throughout the update lifecycle.
• Use data and indicator tracking to improve release predictability and operational efficiency.

Qualifications

• 3+ years of experience in game development, live service operations, project coordination, QA, or technical production.
• Experience working in cross-cultural, global development environments.
• Proficiency with Jira or similar project management tools.
• Fluent in Chinese (written and spoken) - required.
• Business-level proficiency in English.
• Understanding of China market release processes, certification flow, and regulatory considerations.

Benefits

• Complimentary games.
• Paid time off.
• Family leaves.
• Healthcare coverage.
• Mental well-being support.
• Retirement savings.
• And more.

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About the Role

This exciting role offers a talented and experienced technical product manager the opportunity to drive innovations that improve the ability for EA's developers to make great games and products.

You will have the chance to work with game teams across the entire organisation, including FC, Madden, Battlefield, the Sims, Apex Legends, and central teams such as Frostbite.

Key Responsibilities

• Vision & Roadmap: Own the product vision and roadmaps for EA internally used products across adjacent developer platform capabilities, aligned to studio and platform strategy.

• Customer Success: Understand internal customer pain points (EA game developers) and translate them into prioritised, outcome-driven requirements informed by research and competitive analysis.

• Aligning Priorities: Balance scalability, security, usability, and developer productivity, ensuring roadmap decisions are grounded in measurable business and developer impact.

• Domain Expertise: Partner deeply with engineering leaders to understand system architecture, performance trade-offs, and scalable platform services; translate complex technical initiatives into clear execution plans.

• EA's Software Development Lifecycle: Develop a strong understanding of the game development lifecycle and identify SDLC friction points to enhance developer experience.

• Stakeholder Alignment: Collaborate closely with developers, design, and studio stakeholders to validate solutions, align priorities, and drive adoption through clear communication and enablement.

• Measure Success: Define and track success metrics tied to adoption, efficiency, reliability, and developer satisfaction; ensure instrumentation and telemetry are embedded from the outset.

• AI-Forward: Leverage AI tools operationally to improve product management efficiency and identify opportunities to reduce manual workflows and enhance developer enablement.

Qualifications

• 5+ years of product management experience, preferably in platform, infrastructure, or developer-facing products.

• Experience defining, owning and driving product initiatives, ideally in technically oriented or platform-focused areas.

• Strong technical foundation, including familiarity with APIs, microservices, cloud technologies (e.g., AWS, Azure, GCP), CI/CD pipelines, and general software development lifecycle, with the ability to confidently engage in technical discussion and understand system architecture.

• Prior experience using AI tools to support day-to-day work.

• Prior experience partnering closely with engineering teams to deliver reliable, scalable solutions.

• Data-informed approach to decision-making, including defining success metrics and using insights to guide priorities.

• Strong written and verbal communication skills.

• Thrives in working with both technical and non-technical partners.

• Experience driving results across product, engineering, and studio teams in multi-org or -team environments.

Benefits

This is a hybrid role, with 3 days per week working from our office in Madrid.

Please, apply with a CV in English.

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

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

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

• 401(k) retirement plan with employer match

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

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

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

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

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

• Relocation support for eligible employees

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

About the team

OpenAI’s mission is to build safe artificial general intelligence (AGI) 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.

About the role

OpenAI is seeking a highly motivated and experienced Account Director to join our Startups Go To Market team. You will play a critical role in owning relationships with top startup customers and supporting them in building successfully on the OpenAI platform.

In this role, you'll:

• Manage a portfolio of startups accounts, developing and executing strategies for a comprehensive account plan

• Partner with solutions architects to drive successful technical engagements with startups, accelerating their product development process

• Own a consumption revenue target

• Manage consumption revenue forecasts

• Analyze key account metrics to create reports and provide insights to internal and external stakeholders

• Collaborate with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering

• Serve as an advocate for improving the startup experience building with OpenAI, synthesizing product feedback from insights captured from our work with startups

• Closely monitor the industry landscape and startup landscape and contribute to corporate strategies

• Support the recruitment and onboarding of other teammates

• Support the development of company culture

We're seeking someone with experience including:

• 8+ years selling platform-as-a-service, cloud, or other API products

• Experience working in or around the startup ecosystem, preferably as either a founder of a startup, an employee of a startup, or someone who worked with startup customers

• Supporting the growth and product development of fast-growing, high-performance companies

• Working directly with C-level executives and startup founders

• Communicating technical concepts to customers and internal stakeholders

• Gathering, distilling, and processing complex market (industry, competitor, customer, prospect) intelligence

You might thrive in this role if you:

• Are customer-centric. You are motivated to deeply understand your customer’s priorities and help them achieve their vision for using our models to improve their products and services. You build strong relationships with executives and professionals across functions and serve as a trusted advisor.

• Have a passion or deep curiosity in artificial intelligence. You embrace the opportunity to help deploy our technology in a way that benefits humanity. You’re excited to educate our customers on AI and how to plan for the future.

• Are a builder. You are excited to impact how our company operates and scales. Your passion is building strong systems and processes from the ground up and executing them with precision.

• Are excited by new challenges. You don’t have the answers to every question up front, but the process of solving them invigorates you. Bespoke issues requiring multidimensional knowledge excite you. You’re willing to experiment with new solutions.

• Are a strategist. You deeply understand go to market best practices and raise the bar for our organization. You think and plan forward on the order of years and bring internal and external stakeholders along with your strategy.

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As a Technical Deployment Lead on the Claude Agentic Solutions team, you will lead the delivery of custom AI agent solutions for enterprise customers in highly regulated industries. You'll own high-value engagements where we collaborate directly with customers to build and deploy agents into their most critical business processes.

This is a founding team: you will help us to build technical playbooks and define the processes and repeatable patterns needed for us to scale this emerging motion. You will champion our mission in the field, ensure world class delivery, and bring insights back to our product and research teams on a regular basis.

Responsibilities

• Own the technical delivery plan for each engagement. Structure SOWs with clear scope, milestones, dependencies, success criteria, and value hypotheses. Translate customer business objectives into a sequenced roadmap that FDEs execute against.

• Lead technical discovery: map customer workflows, identify constraints, define MVP scope, and shape the solution architecture for custom agent deployments.

• Run day-to-day engineering execution and delivery across Anthropic and customer teams. Keep progress unblocked and sequenced. Make real-time trade-offs on scope and priority to protect the critical path.

• Own product scoping for field engagements: define the MVP, author requirements documentation, prioritise the engineering backlog, and manage scope against success criteria as requirements evolve.

• Own the customer relationship throughout delivery. Lead executive briefings, manage stakeholder communications across technical leads and procurement, and represent Anthropic's technical credibility with senior business and engineering leaders.

• Own value measurement and ROI: define impact hypotheses, set baselines and KPIs, run pre- and post-deployment measurement, and report outcomes to executive sponsors.

• Codify reusable solution patterns, evaluation frameworks, and technical playbooks. Extract what works across engagements and feed field signals back to Product and Research to improve our platform and models.

• Navigate enterprise and regulatory complexity: security reviews, legal approvals, procurement processes, compliance requirements, and organisational dynamics.

• Manage scope and change: handle evolving requirements, set expectations, negotiate contract modifications, identify risks early, and escalate with clear context when needed.

• Run delivery operations: sprint ceremonies, milestone reviews, and progress reporting.

• Travel to customer sites to build relationships, unblock delivery, and accelerate adoption (25–50% expected).

You May Be a Good Fit If You

• Have 5+ years of customer-facing technical delivery leadership — this could be technical engagement management, technical program management, or technical product management, founders/startups, technical-adjacent backgrounds, professional services, consulting, or enterprise software.

• Have delivered AI, ML, or LLM-based agentic solutions into production. You understand solution patterns, integration approaches, and what breaks in real environments.

• Experience in financial services, healthcare/life sciences, or pharmaceutical verticals.

• Background at a Forward Deployed Engineering company or Big 3 / Big 4 professional services and consulting firms.

• Can lead architecture discussions with engineering stakeholders, evaluate technical trade-offs, and pressure-test technical decisions. You won't write production code, but you will own the technical direction of engagements alongside FDEs.

• Have a track record delivering complex, high-stakes technical projects for enterprise clients where outcomes depended on tight coordination and fast decision-making, ideally across multiple work-streams in regulated industries.

• Have executive presence — polished, credible, and comfortable representing Anthropic to senior leaders in high-stakes environments.

• Thrive in ambiguity and bring structure where none exists.

• Have a builder's mindset — you're here to create a function, not join one.

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

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As a Manager on the Startups team at Anthropic, you'll lead a team of 5-10 Growth Account Executives responsible for driving expansion and retention across our fastest-growing startup customers. You'll build and develop a high-performing team while establishing the frameworks, processes, and best practices that enable them to help customers harness the transformative potential of safe, frontier AI. In this role, you'll be responsible for growing team revenue, driving optimal commercial outcomes, and ensuring Anthropic is building long-term partnerships with the world's fastest growing AI native startups.

Responsibilities:

• Lead, coach, and develop a team of 5-10 Startup Growth AEs, providing regular feedback and guidance to drive both individual and team performance

• Own team revenue targets, developing strategies to accelerate growth

• Build scalable frameworks and processes for deal negotiations, account planning, quarterly business reviews, and customer health monitoring

• Partner with Product, Marketing, and other GTM teams to identify and execute on strategic growth opportunities across the startup portfolio

• Regularly review customer health metrics and collaborate with team members to develop action plans for at-risk accounts

• Mentor team members in developing consultative sales skills, negotiation best practices, and technical understanding of AI applications

• Drive operational excellence through pipeline management, forecasting accuracy, and team productivity metrics

• Participate in strategic customer conversations and support Growth AEs in complex negotiations

You may be a good fit if you have:

• 10+ years of experience in enterprise software sales or account management, with 3+ years leading sales teams

• Proven track record of consistently exceeding team revenue targets and developing high-performing account executives

• Strong understanding of the startup ecosystem and experience working with high-growth technology companies

• Deep expertise in strategic account planning and scaling account management processes in a fast-paced environment

• Strong analytical and problem-solving skills with a data-driven approach to decision making

• Excellence in cross-functional collaboration and stakeholder management

• Background in technical product sales, particularly in areas like APIs, infrastructure, or ML/AI solutions

• Demonstrated ability to coach and develop talent while maintaining high performance standards

Logistics

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

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

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

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

How we're different

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

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Anthropic is seeking a Field Marketing Lead to build and scale our field marketing and demand generation capabilities across EMEA. As a founding member of our EMEA field marketing function, you'll establish the programs and infrastructure that drive pipeline and revenue growth across diverse European markets, while supporting our mission of ensuring safe and beneficial AI development.

This role requires a sophisticated understanding of B2B marketing with demonstrated success in field marketing and working account-based marketing teams to create a regional growth engine. You'll develop and execute comprehensive strategies that drive revenue growth in partnership with Sales, Segment Marketing, Product Marketing teams, creating compelling programs and flywheel motions that empower the EMEA Sales team to achieve their revenue targets.

EMEA represents both our biggest international opportunity and our most complex challenge—a region where data sovereignty requirements, diverse regulatory frameworks, and sophisticated local competitors demand a fundamentally different approach than what's worked in North America. You'll work closely with EMEA sales leadership, the global field marketing team, and cross-functional partners to ensure programs directly support revenue growth and strategic account advancement.

Responsibilities:

• Build and lead the EMEA field marketing function, establishing scalable frameworks and processes from scratch in the region
• Drive field marketing initiatives across enterprise, while building scaled programs for startups, adapting strategies for diverse European markets and buying behaviours
• Create and implement field marketing programs including executive roundtables, customer events, industry conferences, partner programs, and ABM activations
• Partner closely with EMEA sales leadership to align field marketing programs with territory and account-specific goals that directly achieve pipeline and revenue goals
• Establish measurement frameworks including lead scoring, attribution models, and ROI reporting to demonstrate marketing's impact on revenue
• Evaluate and select premium third-party events that align with business goals and create high-impact activation strategies
• Collaborate with global Field Marketing and Segment Marketing teams to ensure EMEA programs align with company-wide strategy while meeting local market needs
• Coordinate with EMEA Solutions Marketing and Product Marketing to ensure consistent messaging and positioning in all regional programs
• Manage regional resources including building relationships with key partners, vendors, and industry organisations across EMEA
• Build and manage a regional field marketing budget with strong financial discipline and ROI focus
• Drive continuous improvement through post-program analysis, stakeholder feedback, and data-driven optimisation

You may be a good fit if you:

• Have 10+ years of B2B enterprise marketing experience with blended expertise in field marketing, account-based marketing, demand generation in EMEA markets
• Demonstrate deep understanding of B2B enterprise sales cycles and buying processes - experience working within software companies is required for this position
• Have a track record of successfully building and scaling field marketing and demand generation programs from the ground up
• Have strong analytical skills and data-driven approach to program optimisation and attribution
• Have demonstrated success in contributing to significant revenue goals through integrated marketing initiatives
• Possess international marketing experience and understanding of regional market dynamics across European markets
• Are a proven self-starter who can build and run sophisticated programs with small teams in fast-paced startup environments
• Have strong project management skills with experience managing complex, multi-country programs simultaneously
• Possess exceptional budgeting and financial management capabilities with experience managing substantial field marketing budgets
• Demonstrate cultural awareness and ability to adapt strategies for diverse European markets
• Excel at cross-functional collaboration, particularly with sales teams and executive stakeholders
• Are comfortable with ambiguity and thrive in fast-paced, evolving environments with a bias for thoughtful action

Strong candidates may also:

• Have experience marketing AI/ML or complex technical products to enterprise customers
• Have experience building and leading demand generation teams in EMEA
• Have knowledge of account-based marketing (ABM) strategies and execution
• Have experience at high-growth technology companies such as Okta, Splunk, Snowflake, or Workday
• Have previous experience as a first field marketing hire in a new region
• Have fluency in multiple European languages
• Have understanding of EMEA regulatory and compliance requirements for marketing activities
• Have experience evaluating and activating at premium third-party events strategically, including hospitality management at high-end venues and cultural experiences

Travel Requirements:

For this role, we expect occasional travel to EMEA markets for meetings, events, and training sessions. The frequency and duration of travel will depend on the needs of the role and the company.

Salary:

The salary for this role is competitive and will be discussed during the interview process.

Benefits:

Anthropic offers a comprehensive benefits package, including health insurance, retirement savings plan, and paid time off.

How to Apply:

If you are a motivated and experienced marketing professional looking for a new challenge, please submit your application, including your resume and a cover letter, to [insert contact information]. We look forward to hearing from you!

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Responsibilities:

• Lead, coach, and develop a team of 5-10 Startup Growth AEs, providing regular feedback and guidance to drive both individual and team performance
• Own team revenue targets, developing strategies to accelerate growth
• Build scalable frameworks and processes for deal negotiations, account planning, quarterly business reviews, and customer health monitoring
• Partner with Product, Marketing, and other GTM teams to identify and execute on strategic growth opportunities across the startup portfolio
• Regularly review customer health metrics and collaborate with team members to develop action plans for at-risk accounts
• Mentor team members in developing consultative sales skills, negotiation best practices, and technical understanding of AI applications
• Drive operational excellence through pipeline management, forecasting accuracy, and team productivity metrics
• Participate in strategic customer conversations and support Growth AEs in complex negotiations

You may be a good fit if you have:

• 10+ years of experience in enterprise software sales or account management, with 3+ years leading sales teams
• Proven track record of consistently exceeding team revenue targets and developing high-performing account executives
• Strong understanding of the startup ecosystem and experience working with high-growth technology companies
• Deep expertise in strategic account planning and scaling account management processes in a fast-paced environment
• Strong analytical and problem-solving skills with a data-driven approach to decision making
• Excellence in cross-functional collaboration and stakeholder management
• Background in technical product sales, particularly in areas like APIs, infrastructure, or ML/AI solutions
• Demonstrated ability to coach and develop talent while maintaining high performance standards

The annual compensation range for this role is €255,000 - €300,000EUR.

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.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate.
• 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.
• 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.

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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.

Role Overview:

As a Sales Development Manager for Startups and Commercial at Anthropic, you will lead a high-velocity BDR team focused on driving pipeline generation for our fastest-moving market segments. You will build and manage a team of 8-12 BDRs who specialize in rapid lead qualification and high-volume outbound prospecting in startup and commercial accounts. This role requires a leader who thrives in fast-paced environments and can build repeatable, scalable processes for velocity-driven pipeline development.

Key Responsibilities:

• Build, lead, and scale a team of 8-12 BDRs focused on Startup and Commercial segments

• Drive high-velocity pipeline generation through optimized inbound lead management and targeted outbound campaigns

• Establish and track KPIs focused on speed-to-lead, conversion rates, and volume metrics

• Partner with Startup and Commercial AEs to ensure tight alignment on ICP, qualification criteria, and handoff processes

• Create streamlined training programs focused on rapid qualification and high-volume prospecting techniques

• Implement and optimize sales technology stack to maximize team efficiency and throughput

• Own Pipeline Reviews with sales leadership covering top-of-funnel health, conversion velocity, and campaign effectiveness

• Build a culture of urgency, experimentation, and continuous improvement

• Coach and develop BDRs on velocity prospecting, quick qualification, and career progression

Qualifications:

• 2-4 years of experience managing BDR/SDR teams, preferably in high-growth SaaS or technology companies

• Proven track record of building and scaling velocity-focused sales development teams

• Experience managing teams prospecting into Startup or Commercial/SMB market segments

• Strong analytical skills with experience using data to optimize team performance and conversion rates

• Experience with Salesforce, HubSpot, Outreach/Salesloft, and sales analytics tools

• Demonstrated ability to build efficient, repeatable processes that scale with volume

• Excellent communication and leadership skills with ability to motivate and develop talent

• Experience in API-first, consumption-based, or usage-based business models preferred

• Bachelor's degree or equivalent work experience

Preferred Experience:

• Experience at companies with PLG (product-led growth) or developer-focused go-to-market motions

• Experience selling an API product

• Background managing teams that handle high amount of leads per day per rep

• Track record of BDRs successfully transitioning to AE roles under your leadership

• Experience building BDR functions in early-stage or Series B-D companies

• Familiarity with AI/ML industry and technical product positioning

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 in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the most impactful research efforts.

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Anthropic's mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role:

Anthropic is seeking a Marketing Events Lead to build and execute our events strategy across Europe, Middle East, and Africa. As our first full-time events hire in the region, you'll establish Anthropic's presence through high-impact strategic programs that advance critical business relationships and support our mission of ensuring safe and beneficial AI development.

This role requires someone who can create world-class experiences, build scalable event programs from the ground up, and drive measurable business impact across diverse EMEA markets. You'll own the full spectrum of strategic events including Anthropic-hosted events, third-party event activations and field marketing programs. You'll work closely with sales leadership, the global field marketing team, and cross-functional partners to ensure events directly support revenue growth and strategic account advancement. Ideal candidates will have experience in both event management and field marketing.

Responsibilities:

• Develop and execute comprehensive event and field marketing strategies across EMEA, with primary focus on European markets
• Plan, manage, and execute a portfolio of strategic events and field marketing events including Anthropic-hosted tentpoles, executive roundtables, customer events, partner programs, and industry conferences
• Evaluate and select premium third-party events that align with business goals and create high-impact activation strategies
• Build scalable frameworks and processes for event programs from scratch in the region
• Manage regional resources, including building relationships with key partners, vendors, and industry organizations across EMEA, and partner closely with EMEA sales leadership to align on priorities
• Measure and report on program effectiveness including executive engagement, relationship advancement, pipeline impact, and ROI
• Collaborate with global Marketing Events team to ensure regional programs align with company-wide strategy while meeting local market needs
• Coordinate with Product Marketing to ensure consistent messaging and positioning in all regional programs
• Drive continuous improvement through post-event analysis and stakeholder feedback

You may be a good fit if you:

• Have 12+ years of B2B marketing experience with deep expertise in strategic event management and field marketing in EMEA markets, particularly Europe
• Bring hands-on experience leading event marketing strategy and execution in-house for a B2B software company, startup experience is strongly preferred.
• Are a proven self-starter who can build and run sophisticated programs with small teams in fast-paced startup environments, with the ability to thrive as the first dedicated hire in the region
• Have experience evaluating and activating at premium third-party events strategically, including hospitality management at high-end venues, sporting events, and cultural experiences
• Have strong project management skills with experience managing complex, multi-country programs simultaneously
• Possess exceptional budgeting and financial management capabilities with experience managing substantial field marketing budgets
• Have an understanding of SaaS sales cycles and enterprise B2B buying processes
• Demonstrate cultural awareness and ability to adapt strategies for diverse European markets
• Excel at cross-functional collaboration, particularly with sales teams
• Are comfortable with ambiguity and thrive in fast-paced, evolving environments
• Have strong analytical skills and data-driven approach to program optimization

Strong candidates may also have:

• Experience marketing AI/ML or complex technical products to enterprise customers
• Fluency in multiple European languages
• Understanding of EMEA regulatory and compliance requirements for marketing activities
• Experience working in high-growth technology companies
• Knowledge of account-based marketing (ABM) strategies and execution
• Previous experience as a first field marketing hire in a new region for a SaaS startup

Travel Requirements:

This role requires approximately 40-50% travel within EMEA for field events, customer engagements, and team management, with additional travel to Anthropic offices for alignment and planning sessions.

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 bias in the hiring process. We are committed to creating a fair and inclusive hiring process, and we want to encourage applications from people who may not check every box but have the skills and passion to excel in this role.

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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

As an Emerging Account Executive at Anthropic, you'll manage a portfolio of startup customers and help them harness the transformative potential of safe, frontier AI. This role is designed for early-career sales professionals who thrive in fast-paced environments and are excited about building scalable engagement models. You'll leverage Claude and other tools to efficiently serve a large customer base while identifying high-potential accounts for growth.

The ideal candidate will combine strong foundational sales skills with intellectual curiosity about AI and a passion for process improvement. You'll develop playbooks for scaled customer engagement that benefit the entire Growth AE organization, while building the skills to advance into more senior AE roles.

Responsibilities:

• Manage a portfolio of 40-50+ startup accounts, maintaining high retention and identifying expansion opportunities

• Build and execute scalable engagement models using Claude and automation to efficiently serve a high-volume customer base

• Identify breakout accounts with high growth potential and ensure smooth transitions to expanded coverage when appropriate

• Develop and document best practices for scaled customer engagement that can be shared across the Growth AE organization

• Conduct streamlined account health checks and identify early warning signs of churn risk

• Partner with customers to understand their business models and AI use cases, gathering feedback to inform product development

• Collaborate with Applied AI and other cross-functional teams to support customer technical needs

You may be a good fit if you have:

• 1-3 years of experience in sales, account management, customer success, or related roles

• Demonstrated ability to manage multiple priorities and a high volume of customer relationships simultaneously

• Strong communication skills with ability to build rapport quickly across various customer personas

• Analytical mindset with comfort using data to prioritize accounts and identify trends

• Enthusiasm for emerging technologies and genuine interest in AI

• A 'roll up your sleeves' mentality and comfort operating in ambiguous, fast-changing environments

Strong candidates may have:

• Experience with consumption-based or usage-based pricing models

• Familiarity with technical products, APIs, or developer-focused solutions

• Experience working with startup customers or in a high-growth startup environment

• Exposure to AI/ML concepts and applications

Logistics

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

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

How we're different

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

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We're looking for a product designer to help us 10× our product. You'll work directly with the founding team to design core features and experiences that make AI-first software development feel intuitive and powerful. This means designing for professional developers today while creating pathways for builders of tomorrow.

What you'll do

• Design and ship features that define how humans and AI collaborate to build software

• Own end-to-end design for key product areas – from initial concept through implementation and iteration

• Solve complex UX challenges at the intersection of AI capabilities and human intent

• Create interaction patterns and design systems that scale across increasingly sophisticated AI workflows

• Partner closely with engineers to ensure high-quality implementation and rapid iteration

• Use data and user feedback to validate designs and identify opportunities for improvement

You may be a fit if

• You have 3+ years of product design experience shipping software people love

• You've designed developer tools, technical products, or complex enterprise software

• You think in systems and can balance immediate user needs with long-term product vision

• You're comfortable with ambiguity and can drive clarity through design

• You can move between high-level strategy and pixel-perfect execution

• You understand or are eager to learn about code, AI, and how developers work

• You have strong opinions but hold them loosely – you're open to being wrong

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As an Enterprise Account Executive at Cursor, you'll be one of the foundational members of our enterprise sales team — helping large engineering organisations across the Southeast discover, adopt, and expand their use of Cursor. You'll own the full sales cycle from first outreach to close, working directly with engineering leaders, CTOs, and procurement teams at some of the world's most sophisticated software companies. This is a rare opportunity to sell a product that engineers already love, into accounts where you can drive transformational change in how software gets built. You'll be based in the Southeast and operate remotely, with regular travel to customers across the region.

What you'll do

• Own a named territory of enterprise accounts across the Southeast, driving new logo acquisition and expansion revenue by running a disciplined, full-cycle sales process from prospecting through close

• Build and execute account strategies that map Cursor's capabilities to the technical and business priorities of engineering leaders, CTOs, and developer platform teams

• Partner closely with Sales Engineering, Product, and Customer Success to deliver compelling evaluations and ensure customers realise value quickly

• Develop and manage a healthy pipeline — generating opportunities through outbound prospecting, inbound follow-up, partner referrals, and your own network

• Navigate complex enterprise procurement processes, including security reviews, legal negotiations, and multi-stakeholder buying committees

• Serve as the voice of the enterprise customer internally, feeding deal learnings back into product roadmap discussions, pricing strategy, and go-to-market playbooks

• Consistently meet and exceed quarterly and annual revenue targets

You may be a fit if

• You have 5+ years of enterprise B2B sales experience, ideally selling developer tools, infrastructure, or technical SaaS to engineering-led organisations

• You're based in the Southeast and have an established network in the region's enterprise technology market

• You're a true hunter - you proactively build pipeline from scratch through outbound prospecting, creative sourcing, and relentless follow-up, rather than relying on inbound demand

• You're comfortable navigating enterprise buying cycles — building consensus across engineering, IT, security, legal, and finance stakeholders

• You have strong command of pipeline management and can accurately forecast a large book of business

• You're energised by technical products and can hold credible conversations with senior engineers and CTOs about how Cursor fits into their development workflow

• You're a self-starter who thrives in a remote, autonomous environment and can build process and playbooks as you go

• You care deeply about AI and believe that transforming how software is written is one of the most important problems to work on right now

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As an Enterprise Account Executive at Cursor, you'll be one of the foundational members of our enterprise sales team — helping large engineering organisations across the Central region discover, adopt, and expand their use of Cursor. You'll own the full sales cycle from first outreach to close, working directly with engineering leaders, CTOs, and procurement teams at some of the world's most sophisticated software companies. This is a rare opportunity to sell a product that engineers already love, into accounts where you can drive transformational change in how software gets built.

You'll be based in the Central region and operate remotely, with regular travel to customers across the region.

What you'll do

• Own a named territory of enterprise accounts across the Central region, driving new logo acquisition and expansion revenue by running a disciplined, full-cycle sales process from prospecting through close

• Build and execute account strategies that map Cursor's capabilities to the technical and business priorities of engineering leaders, CTOs, and developer platform teams

• Partner closely with Sales Engineering, Product, and Customer Success to deliver compelling evaluations and ensure customers realise value quickly

• Develop and manage a healthy pipeline — generating opportunities through outbound prospecting, inbound follow-up, partner referrals, and your own network

• Navigate complex enterprise procurement processes, including security reviews, legal negotiations, and multi-stakeholder buying committees

• Serve as the voice of the enterprise customer internally, feeding deal learnings back into product roadmap discussions, pricing strategy, and go-to-market playbooks

• Consistently meet and exceed quarterly and annual revenue targets

You may be a fit if

• You have 5+ years of enterprise B2B sales experience, ideally selling developer tools, infrastructure, or technical SaaS to engineering-led organisations

• You're based in the Central region and have an established network in the region's enterprise technology market

• You're a true hunter - you proactively build pipeline from scratch through outbound prospecting, creative sourcing, and relentless follow-up, rather than relying on inbound demand

• You're comfortable navigating enterprise buying cycles — building consensus across engineering, IT, security, legal, and finance stakeholders

• You have strong command of pipeline management and can accurately forecast a large book of business

• You're energised by technical products and can hold credible conversations with senior engineers and CTOs about how Cursor fits into their development workflow

• You're a self-starter who thrives in a remote, autonomous environment and can build process and playbooks as you go

• You care deeply about AI and believe that transforming how software is written is one of the most important problems to work on right now

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What You'll Do

• Own end-to-end execution and operations of programs, including program design, onboarding, and lifecycle management
• Build and manage relationships with multiple stakeholders, which may include accelerators, hyperscalers, and niche communities to drive pipeline and co-marketing opportunities
• Develop tiered program structures with clear benefits, milestones, and success metrics for programs
• Collaborate with Sales, Marketing, and Finance to ensure program participants convert to paid plans and expand usage over time
• Track and report on KPIs including enrollment, activation, retention, and revenue contribution from programs
• Identify and recruit high-potential users for showcases, case studies, and community spotlights

Required Skills & Experience

• 8+ years in program management, partnerships, or community roles
• Proven track record of building and scaling programs from the ground up, not just inheriting them
• Strong relationship-building skills with the ability to engage founders, operators, and ecosystem partners
• Data-driven mindset: comfortable setting targets, analyzing funnel performance, and iterating based on results
• Excellent written and verbal communication; able to create compelling program materials and pitch decks independently
• Highly organized with the ability to manage multiple programs and stakeholders simultaneously
• Genuine passion for the startup ecosystem and understanding of how early-stage companies make tooling decisions

Bonus Qualifications

• Existing network within startup ecosystems, accelerator networks, or SMB communities
• Familiarity with coding, AI tools, or technical products, you don't need to ship code, but you should get why builders love Replit
• Experience running cohort-based or community-led programs
• Background in international markets or experience scaling programs across regions

Full-Time Employee Benefits Include

• Competitive Salary & Equity
• 401(k) Program with a 4% match
• Health, Dental, Vision and Life Insurance
• Short Term and Long Term Disability
• Paid Parental, Medical, Caregiver Leave
• Commuter Benefits
• Monthly Wellness Stipend
• Autonomous Work Environment
• In Office Set-Up Reimbursement
• Flexible Time Off (FTO) + Holidays
• Quarterly Team Gatherings
• In Office Amenities

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Location

Singapore

Employment Type

Full time

Location Type

Hybrid

Department

Marketing

About the Role

We are seeking an experienced and versatile APAC B2B Marketing Lead to drive OpenAI’s enterprise and B2B marketing strategy across the Asia-Pacific region. This is a critical leadership role for a full-stack B2B marketer with strong regional judgment—someone who can operate across diverse markets, build foundational capabilities, and deliver high-impact programs that support revenue growth and long-term trust.

This role will be responsible for shaping and executing integrated B2B marketing initiatives that support enterprise adoption, partner-led growth, and developer-adjacent business audiences across APAC. The ideal candidate brings deep experience working with sales-led GTM teams, navigating complex stakeholder environments, and translating global strategy into locally effective execution across multiple APAC markets.

Key Responsibilities

• Lead the development and execution of APAC B2B marketing strategy, aligned with global priorities and regional GTM objectives.
• Drive full-funnel B2B marketing programs across field, content, customer marketing, events, and partner marketing.
• Partner closely with GTM, Partnerships, Product Marketing, Comms, and Global Affairs to deliver integrated programs that support enterprise adoption and pipeline growth.
• Translate global B2B narratives and launches into regionally relevant, market-specific execution across priority APAC markets (e.g., India, Korea, Japan, ANZ, Southeast Asia).
• Establish strong regional marketing operating rhythms, including planning cycles, agency management, budget oversight, performance measurement, and reporting.
• Act as the regional voice for APAC B2B marketing, bringing market insight, customer perspective, and local nuance into global strategy discussions.
• Build and scale foundational B2B marketing capabilities in-region, with an eye toward future team growth and specialization.

Qualifications

• 10+ years of experience in B2B or integrated marketing, ideally within technology, platforms, or high-growth environments.
• Proven track record of building and executing B2B marketing programs that support enterprise or partner-led GTM motions across multiple markets or regions.
• Strong understanding of APAC enterprise buying dynamics, including the role of trust, regulation, partners, and local proof points.
• Demonstrated ability to operate at both strategic and executional levels in fast-moving, ambiguous environments.
• Experience working closely with Sales, GTM, Partnerships, Product Marketing, and Comms teams in a matrixed organization.
• Excellent communicator and collaborator, with strong stakeholder management and influence skills across cultures and geographies.
• Experience managing teams, agencies, vendors, and regional partners across APAC preferred.

Nice to Have

• Experience marketing AI, developer, or highly technical products.
• Familiarity with regulated industries or trust-sensitive enterprise environments.
• Prior experience leading regional or global marketing scopes.

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

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Product Manager, Codex

Location

San Francisco

Employment Type

Full time

Location Type

On-site

Department

Product Management

Compensation

• $255K – $325K • Offers Equity

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

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

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

• 401(k) retirement plan with employer match

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

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

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

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

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

• Relocation support for eligible employees

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

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

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

About the Team

With Codex we’re building an AI software engineer. One that you can pair with, delegate to, or even ask to take on future tasks proactively. Our team is a fast-moving group within OpenAI, bringing together research, engineering, design, and product. We iteratively build the Codex agent harness and product to get the most out of the model, and we iteratively train the model to be great in the Codex.

About the Role

As the product manager on Codex, you will lead the development of a highly technical product designed for a technical audience. Much of the work is 0–1, requiring you to shape product direction amid ambiguity and shape what the future of agents will look like. You’ll partner closely with world-class engineers and researchers to bring cutting-edge capabilities into the hands of developers, and you’ll shape how our AI tools support software development workflows.

This role is based in San Francisco, CA. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

In this role, you will:

• Shape product strategy for Codex, from early concepts through launch and iteration.

• Collaborate with engineering and research to translate breakthroughs into usable, high-value developer experiences.

• Deeply understand developer workflows and identify opportunities where AI can make them faster, more intuitive, and more powerful.

• Navigate ambiguity and make thoughtful trade-offs in 0–1 product environments.

• Partner with cross-functional teams to deliver quickly while maintaining a high bar for technical quality and user experience.

You might thrive in this role if you:

• Bring a strong technical background and have recently shipped code to production

• Have a deep intuition for developer workflows and a passion for building tools that make coding more productive and enjoyable.

• Can define product direction in ambiguous, 0–1 environments and rally teams around it.

• Demonstrate strong product intuition, making thoughtful prioritization and sequencing decisions.

• Have experience driving execution across engineering, design, and research.

• Bring an entrepreneurial mindset and adaptability, whether from startup or high-growth company environments.

About OpenAI

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

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Location

San Francisco; New York City

Employment Type

Full time

Location Type

On-site

Department

Data Science

Compensation

• $293K – $515K • 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

Our B2B product organisation is building the systems that will accelerate and automate how companies operate using AI coworkers. Our vision is to enable companies to scale to $1B+ with teams of fewer than five people by leveraging AI agents and automation. We are building the infrastructure, products, and analytics that allow organisations to deploy fleets of AI agents, automate workflows, and dramatically increase employee productivity. This team sits at the centre of the future of work: defining how humans collaborate with AI systems across companies, workflows, and knowledge.

About the Role

We are looking for a product-focused Data Scientist to help shape the next generation of AI-powered enterprise products, including ChatGPT Enterprise and agentic automation systems.

This is not a traditional analytics role. You will work directly with product managers, engineers, and researchers to define how AI agents behave, how organisations adopt them, and how we measure their impact on work.

You’ll analyse how users interact with AI systems, inform product strategy, and help build the measurement frameworks that guide the future of enterprise AI.

In this role, you will:

• Partner closely with product, engineering, and research teams to shape AI-powered enterprise products

• Define metrics and measurement frameworks for AI agents, automation workflows, and enterprise adoption

• Analyse how organisations use AI tools and identify opportunities to improve product experience and business impact

• Drive insights around enterprise adoption, retention, and value realisation

• Inform product decisions around agent orchestration, enterprise workflows, and AI productivity tools

• Design experiments and evaluations that improve AI system performance and user outcomes

• Help define how companies operate with AI coworkers and automated workflows

What We’re Looking For

Must Have:

• Strong product analytics or data science experience

• Deep curiosity about AI systems and how they change how work gets done

• Ability to work closely with product and engineering teams in 0→1 product environments

• Strong analytical skills (experimentation, behavioural analysis, product metrics)

• Builder mindset — someone who wants to shape products, not just analyse them

Nice to Have:

• Experience with B2B SaaS or enterprise analytics

• Experience with developer platforms, APIs, or technical products

• Background in AI/ML systems, agent frameworks, or LLM-based products

• Systems thinking around how complex tools and workflows operate at scale

Who Thrives Here:

• AI-native — actively experimenting with and building with AI tools

• Product thinkers who want to shape the future of work

• Builders who enjoy early-stage ambiguity and 0→1 problems

• Operators who can work independently and drive large parts of a product area

Impact

You will help define:

• How organisations deploy and manage AI agents

• How AI transforms enterprise productivity

• The measurement systems behind AI-native companies

• This is an opportunity to help create the “Codex moment” for non-coding work — defining how businesses operate in an AI-first world.

About OpenAI

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

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Location

New York City

Employment Type

Full time

Location Type

Hybrid

Department

CommercialPost Sales

Synthesia is the world's leading AI video platform for business, used by over 90% of the Fortune 100. Founded in 2017, the company is headquartered in London, with offices and teams across Europe and the US.

As AI continues to shape the way we live and work, Synthesia develops products to enhance visual communication and enterprise skill development, helping people work better and stay at the centre of successful organisations.

Following our recent Series E funding round, where we raised $200 million, our valuation stands at $4 billion. Our total funding exceeds $530 million from premier investors including Accel, NVentures (Nvidia's VC arm), Kleiner Perkins, GV, and Evantic Capital, alongside the founders and operators of Stripe, Datadog, Miro, and Webflow.

About the role:

We're seeking a highly self-motivated, well organised Avatar Studio Supervisor - a Producer/Director with a high level of Technical Production skills to be responsible for the capture of avatars in North America. As a member of Avatar Production, your core mission will be to enable the highest quality of capture of Synthesia Avatars by maintaining exceptional technical standards and ensuring great client experiences in seeking, setting up and running avatar shoots with our clients in studio or onsite.

In a fast paced environment with constantly evolving technology, adaptability and the ability to creatively solve problems will be key to your success. You'll also collaborate with other teams in the NYC office using and maintaining internal gear to deliver shoots for Marketing and Sales for online release.

What you'll be doing:

• Scope avatar needs with clients and guide them to the right solution

• Co-ordinate with internal teams and third party vendors to deliver shoots on time and on budget

• Direct Avatar shoots in Studio or Onsite

• Film, photograph and record clients, Synthesians and others to an exceptional standard on smaller scale projects

• Operate and maintain film equipment in the NYC office

• Handle the backup and transfer of data after a shoot ensuring it's handled safely with maximum security

Requirements:

• 4+ experience as a Producer/Director working in the film industry or for agencies

• _Or_ 4+ years of experience as an A/V Technician, Studio Tech or Freelance film crew within a client facing environment, particularly on set VFX crew.

• A high level of knowledge and ability to use professional lighting, camera and sound gear

• Creative problem solver, able to adapt existing methods to suit unique cases

• A clear and efficient communicator

• Exceptional organisational skills

• Dedicated to best practice and technical excellence

• Comfortable working directly with clients in person

• Knowledge of Post-Production programs, particularly Resolve a bonus

• Highly self-motivated and an owner of your space

Benefits:

🏝 PTO & Holiday Entitlement Policy

✈️ Work from Abroad

🤝 Team Meet ups & Company Socials

🏡 Work From Home Budget

💸 Referral Scheme

👶 Enhanced Parental Leave

Salary:

$70,000 - $100,000. The final compensation package will be determined based on your experience, qualifications, and location.

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About Us

Fifth Dimension is bringing the magic of AI automation to document-heavy industries — starting with commercial real estate. Our AI workspace helps leading investment managers, owners, and operators across the UK and US automate complex workflows, extract insights from critical documents, and make faster, smarter investment decisions.

We’re a rapidly scaling PropTech platform headquartered in London and New York, backed by Tier 1 American and European investors and approaching Series A. Founded by Johnny Morris (18+ years applying data and analytics in real estate) and Dr. Kate Jarvis (Stanford PhD with 12 years of executive leadership across Silicon Valley and London startups), we combine deep real estate expertise with world-class AI execution.

At Fifth Dimension, we value ownership, experimentation, and thoughtful challenge. Our values — Own It. Ship It. Don’t Be Boring. — guide how we build, sell, and win.

About the Role

We’re hiring a New York–based Enterprise Account Executive to drive explosive growth across North America.

This is not a quota-maintenance role. This is a 10x sales role.

You will own and close new business with enterprise commercial real estate owners and operators, selling a transformative AI platform into sophisticated enterprise environments. If you thrive on complex, consultative sales cycles and closing six- and seven-figure deals, this is your opportunity.

Reporting into the Head of Sales, you will own the full sales cycle while helping define and refine our US go-to-market motion.

This role is ideal for someone who:

• Has consistently been a top rep

• Thinks in systems and efficiency

• Tests and iterates weekly, not quarterly

• Sees a process and immediately asks, “How can I make this 3x better?”

You won’t just close deals.

You’ll help define what world-class enterprise selling looks like at Fifth Dimension.

What You’ll Do

🚀 Drive Explosive Revenue Growth

• Own and exceed revenue targets

• Source and close complex enterprise deals

• Execute our US enterprise sales strategy across institutional CRE firms

• Build and maintain a robust, self-generated pipeline

🏢 Engage the Industry’s Most Sophisticated Buyers

• Identify, engage, and build trusted relationships with C-suite executives at leading real estate firms

• Navigate complex buying committees and multi-stakeholder sales processes

• Travel extensively (25%+) for client meetings, conferences, and 2x annual London trips

📈 Lead Market Discovery & Category Creation

• Test and refine US-specific messaging at speed

• Identify high-value vertical segments across owners, operators, and investment managers

🎯 Master Sales Efficiency

• Design and implement personal sales methodologies that maximize output

• Develop tracking systems and metrics that demonstrate true 10x rep performance

• Build replicable playbooks that form the foundation of future team scaling

💡 Drive Product-Market Fit

• Partner closely with Product, Solutions, and Engineering to shape roadmap direction

• Demonstrate transformational ROI

• Turn customer wins into case studies and strategic marketing assets

🧭 Shape Company Strategy

• Contribute to pricing, packaging, and go-to-market decisions in North America

• Support fundraising with frontline customer insights

• Help define and execute our long-term US expansion strategy

What We’re Looking For

Must Have

• 5+ years of enterprise sales experience within PropTech or Commercial Real Estate

• Proven success closing $200K–$1M+ ACV deals as an individual contributor

• Consistent overperformance as a full-cycle Account Executive at early- to growth-stage B2B SaaS companies

• Experience selling complex, technical products (AI/ML, deeptech, fintech, or similar)

• Strong executive presence and ability to engage C-level stakeholders

• Deep understanding of institutional commercial real estate buyers

• A consultative, solution-selling mindset

• Rapid iteration skills — you test, learn, and adapt constantly

• Based in New York with established CRE networks

• Willingness to work in-office 3x/week (Mid-town Manhattan)

Nice to Have

• Venture-backed startup experience through multiple funding rounds

• Experience contributing to GTM strategy in scaling environments

• Growth hacking or demand generation experience

• Advanced CRM and sales automation expertise (HubSpot)

• Strong personal brand within real estate or PropTech

Why Join Fifth Dimension?

This is a rare opportunity to:

• Close large, meaningful, transformative deals

• Sell a genuinely differentiated AI product with clear ROI

• Join at a pivotal pre–Series A growth stage

• Work with deeply experienced, high-caliber founders

• Help build the category leader in AI-powered commercial real estate

And yes — we believe this is hands down one of the strongest product, culture, and leadership environments you’ll find in PropTech today.

If you want to:

• Close big deals

• Build something lasting

• Accelerate your career

• Be part of a record-setting team

We should talk.

Compensation & Benefits

• $130K–$150K base salary

• Uncapped commission (targeting 50/50 OTE split)

• Meaningful equity

• 2% company-sponsored 401(k) contributions

• Healthcare, dental, life insurance

• Unlimited PTO

• $100/month wellbeing budget

• $1,000 annual training budget

• 14 weeks paid parental leave (primary caregiver)

• 6 weeks paid parental leave (secondary caregiver)

• Tailored support for exceptional life challenges (IVF, ADHD/Autism diagnosis, gender-affirming care, therapy, and more)

The Process

1. Resume + cover letter + candidat

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You'll manage daily operations of the service department, ensuring customer satisfaction and efficient service processes.

• Abwicklung und Abrechnung der täglichen Serviceaufträge
• Koordination des Servicegeschäfts
• Generierung von Zusatzverkäufen
• Terminvereinbarung und -vorbereitung
• Fahrzeugannahme inkl. Nachvollziehen der Kundenbeanstandung
• Übergabe des Fahrzeugs an den Kunden
• Betreuung und Beratung der Servicekunden
• Kundenbindung und –gewinnung
• Einhaltung des Servicekernprozesses

What you need

You'll need experience and know-how in service operations, technical product and model knowledge, and excellent communication skills.

• Erfahrung und Know-how: Du hast bereits einschlägige Erfahrungen als Serviceberater gesammelt und besitzt technische Produkt- und Modellkenntnisse.
• Persönlichkeit: Du verfügst über ausgeprägte kommunikative Fähigkeiten und bist offen für Neues.
• Eigeninitiative ist für dich eine Selbstverständlichkeit.
• Arbeitsweise: Du bist flexibel, übernimmst gerne Verantwortung und besitzt ein gutes Organisationsvermögen.
• Kundenorientiertes und unternehmerisches Denken und Handeln zeichnen deine Arbeitsweise aus.

Why this matters

This role is crucial for customer satisfaction and service efficiency. You'll work in a dynamic environment with a team of experts and have opportunities for professional growth.

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