You will identify where our technology is already being used or evaluated inside an account and convert developer-led adoption into company-wide commitments. You will develop and execute multi-year account strategies across product lines, teams, and use cases, scope and close large ($xM+), complex deals, and build deep, multi-threaded relationships across engineering, product, platform, and executive stakeholders.

Your role involves acting as a strategic advisor on how AI voice and multi-modal agents fit into customers' product roadmaps and architecture. You will partner cross-functionally with Solutions Engineering, Forward Deployed Engineering, Customer Success, and Partnerships to deliver and expand value.

Key responsibilities include:

• Owning and growing a focused portfolio of named digital-native accounts
• Identifying and converting developer-led adoption into company-wide commitments
• Developing and executing multi-year account strategies
• Scoping and closing large, complex deals
• Building deep relationships across stakeholders
• Acting as a strategic advisor on AI voice and multi-modal agents
• Translating patterns into repeatable frameworks and product insights
• Feeding learnings from the field into the product roadmap
• Driving creative outbound and high-touch engagement strategies

Requirements:

• 6-10+ years of quota-carrying experience with a focus on strategic or enterprise accounts
• Experience selling to technology companies, high-growth startups, or developer-led organisations
• Proven track record of closing and expanding seven-figure+ deals
• Experience leading complex, multi-threaded sales cycles
• Strong ability to drive land-and-expand motions
• Deep technical fluency, able to engage CTOs and engineering leaders credibly on APIs, integrations, latency, and architecture
• Executive presence with the ability to influence founders and C-suite stakeholders
• Track record of translating customer needs into product feedback and roadmap influence

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As an Account Executive on the Funded Startups team at Stripe, you will create partnerships between Stripe and the most innovative and fastest-growing founders of funded startups in your region.

You will help these startups understand how Stripe's financial infrastructure and solutions can support their growth ambitions and create a competitive advantage for their businesses.

Your responsibilities will include:

• Identifying high-potential prospective startups from inbound leads and outbound prospecting
• Owning the full sales cycle from lead to close for startups and small/medium businesses
• Developing and implementing full sales cycle strategies for driving product adoption, net new product sales, and client retention
• Representing Stripe in the local startup ecosystem and helping to grow our footprint further
• Working together with the investment partnership team on VC portfolio analyses and founder-focused gatherings
• Solving complex client needs and working across product, sales, risk, and operations teams to improve our product
• Generating your own leads through cold calling, blitzing, research, networking, and driving your territory
• Ensuring that every potential Stripe user has a positive interaction with us, regardless of deal size
• Identifying and understanding users' pain points to propose Stripe solutions
• Coordinating with other Stripe teams, such as Solution Architects, SDRs, Marketing, and Product, to ensure that internal teams are set up for users' success

Requirements

We are looking for a well-rounded strategic seller who can build strong relationships with Stripe's users and manage high-velocity deal cycles.

The minimum requirements for this role are:

• 5+ years of experience in a closing sales role or a background in product
• A track record of overachieving against ambitious sales targets
• The ability to understand complex technical ecosystems and build great relationships with technical customers
• Analytical ability to manage complex sales cycles
• Expertise in building territory plans to identify high-payoff activities and initiatives in your market
• Experience managing projects with input from cross-functional teams
• A knack for working well with a wide range of stakeholders, both internally and externally
• The ability and motivation to operate in a highly ambiguous and fast-paced environment

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This role is designed to flex with the needs of the business. You will own Tier 1 launch enablement from day one, and you'll bring the technical credibility and strategic mindset to grow ZoomInfo's enablement support for our SC and Overlay teams over time. The right candidate is comfortable holding both a structured, cadence-driven launch program and an ambiguous, build-from-scratch initiative at the same time – and knows how to prioritize between them as business needs evolve.

What You'll Do:

Tier 1 Product Launch & Release Enablement

• Own complex, cross-functional enablement programs for assigned Tier 1 product launches, transitions, deprecations, feature updates, and monthly customer releases.
• Define what success looks like for each initiative upfront, and track early warning signs and results over time so you can spot adoption problems early and address them before they become bigger issues.
• Design content strategies that genuinely change how the field works – using engaging, interactive formats that make learning stick – including eLearning modules (Articulate 360), demo videos (Descript), product playbooks, and field-ready resources housed in Seismic and reinforced via Allego.
• Partner with Product SMEs and the Role Enablement team to design and deliver live segment-specific training, turning complex product and market information into clear, engaging stories that land for a wide variety of GTM audiences.
• Serve as a proactive partner to Role Enablement – giving advance visibility into what's coming from the product pipeline, where Role Enablement can support, and how to best integrate product enablement into their existing motions.
• Navigate competing priorities and stakeholder interests across Product, Product Marketing, GTM PMO, and GTM Leadership with skill and diplomacy – managing internal friction in a way that keeps projects moving forward and relationships intact while translating product and feature releases into compelling enablement content and learning experiences.

Solutions Consultant & Overlay Enablement

• Build trusted advisor relationships with SC and Overlay leadership, advising on what the right enablement strategy looks like for these pre-sales and specialist audiences.
• Masterfully navigate enterprise reporting systems to uncover strategic insights, pulling together data from our internal LLM (Mesh), Chorus, RevReady, Seismic, Allego, and other tools to inform decisions at the team and department level on gaps and opportunities, and the strategy to address them.
• Develop and grow targeted enablement programs tailored to the unique workflows, deal motions, and technical depth requirements of SC and Overlay audiences – operating as a strategic business owner who anticipates future needs, not just current ones.
• Create, curate, and govern high-impact technical content including product training modules (virtual instructor-led and eLearning), demo videos, technical playbooks, solution templates, and FAQs – leveraging AI tools to enhance content development and production efficiency.
• Design and deliver live virtual training sessions for SC and Overlay audiences , showing up with the technical credibility, executive presence, and facilitation confidence needed to engage these audiences effectively.

What You Bring:

• 7+ years of experience in one or more of the following areas: Revenue Enablement, Sales Enablement, or Product Enablement.
• Technical sales role (Solutions Consultant, Sales Engineer, Solutions Architect).
• Quota-carrying sales role with demonstrated technical aptitude.
• Demonstrated experience owning product and/or solutions enablement strategy end-to-end for GTM audiences, particularly solutions orgs, from program design through adoption measurement.
• Proven success operating in ambiguous, fast-moving environments where the path forward is not always clearly defined.
• Strong cross-functional collaboration and stakeholder management experience, with a track record of influencing senior leaders without direct authority.
• Advanced product and market acumen – able to determine new approaches to technical product positioning, advise on complex product and competitive matters, and network with key contacts outside area of expertise.
• Ability to quickly learn and articulate complex product capabilities, technical architectures, and integrations across multiple product lines.
• Expertise in designing and delivering scalable enablement programs across multiple formats: eLearning (Articulate 360), demo video (Descript), live virtual training, and field-ready reference content.
• Experience with Revenue Tech Stack tools preferred (ZoomInfo, Salesforce, Seismic, Allego, LLMs, Chorus, Outreach, etc.).
• Demonstrated success designing and delivering scalable enablement programs that drive measurable behavioral change and business results.
• Familiarity with ZoomInfo's GTMIP or comparable multi-product GTM intelligence platforms preferred.

The actual compensation offered will be based on factors such as the candidate’s work location, qualifications, skills, experience and/or training. Your recruiter can share more information about the specific salary range for your desired work location during the hiring process. We want our employees and their families to thrive.

In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits here.

$103,320-$162,360 USD

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We are seeking a Territory Account Executive to drive new business by identifying and qualifying target commercial accounts in Ontario for Cloudflare's Enterprise service plan. As a Sales Professional, you will help build the business in Central Canada.

Responsibilities

• Develop and execute against a comprehensive account/territory plan
• Increase sales in a defined territory and/or account list to achieve revenue targets
• Create and articulate compelling value propositions for Cloudflare services
• Manage contract negotiations
• Maintain a robust sales pipeline
• Develop long-term strategic relationships with key accounts
• Ensure customer satisfaction
• Develop and maintain partner relationships as it relates to customer base

Requirements

• Bachelor's degree or equivalent experience
• Minimum 5 years of direct technical sales experience
• Experience selling solutions related to Cyber Security, Networking, Cloud Solutions, SaaS, IaaS, PaaS is a plus
• Mid to advanced understanding of computer networking and 'how the internet works'
• Aptitude for learning complex technical concepts/terms (technical background in engineering, computer science, or IT strongly desired)
• Strong interpersonal communication (verbal and written) and organizational skills
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast-paced, dynamic environment

What Makes Cloudflare Special?

Cloudflare is committed to helping build a better Internet and protecting the free and open Internet. We have initiatives such as Project Galileo, Athenian Project, and 1.1.1.1 to promote a safer and more secure Internet.

Benefits

Cloudflare provides equal employment opportunity for all people and places great value in both diversity and inclusiveness. We offer reasonable accommodations to qualified individuals with disabilities.

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Your focus will be on consistent results and an unwavering commitment to our customers.

Key responsibilities include:

• Building a plan to guide your long-term approach to net new logo pipeline generation
• Consistently delivering revenue targets to support YoY territory growth
• Identifying, developing, and executing account strategies to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings
• Identifying, targeting, and gaining access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers
• Creating compelling artifacts, documents, and presentations to convey ideas
• Running Executive Stakeholder alignment and Quarterly Business Reviews
• Scoping, negotiating, and closing agreements to meet and exceed revenue quota targets
• Utilizing partners to identify and open opportunities
• Building and nurturing effective working partnerships within your Okta ecosystem

Requirements:

• 8+ years of success in growing revenue for sophisticated, complex enterprise SaaS products
• Ability to evangelize, educate, and create demand within the Product, Digital, and Engineering organizations
• Deep technical discovery skills that resonate with the developer community
• Strong technical acumen with proven ability to connect a technical sale to a company's business and transformation outcomes
• Outstanding communication and presentation skills with audiences of all levels
• Prior experience working with Engineering, Product, and Digital Transformation Initiatives
• Fluent Japanese
• Expertise using a Sales Framework such as MEDDPICC, Challenger, or Sandler

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Your focus will be on providing value to Application Development teams (Engineering, Product, Security and Architecture).

Key responsibilities include:

• Building a plan to guide your long-term approach to net new logo pipeline generation
• Consistently delivering revenue targets to support YoY territory growth
• Identifying, developing and executing account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
• Identifying, targeting and gaining access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers
• Scoping, negotiating and closing agreements to meet and exceed revenue quota targets
• Holistically embracing, accessing, and utilizing partners to identify and open opportunities
• Building and nurturing effective working partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc.)
• Travelling as necessary to build and cultivate customer and prospect relationships

Requirements:

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

The annual On Target Earnings (OTE) range for this position is between $260,000-$358,000 USD, depending on location.

Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave).

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As a Senior Solutions Engineer Specialist, you will be a pivotal technical expert and strategic advisor, focusing on the Cloudflare One product suite. You will partner with our sales team and engage directly with our customers to architect and demonstrate how our SASE platform can solve their unique security, performance, and reliability needs.

Responsibilities

• Serve as a trusted technical advisor to our customers, helping them architect the optimal solution for their business needs using the Cloudflare One product suite.
• Stay at the forefront of AI-era security challenges by developing expertise in how enterprises govern and secure AI tool adoption, including Shadow AI visibility, data loss prevention for AI applications, MCP server access controls and Agentic AI Governance.
• Guide qualified prospects through the solution design and proof-of-value stages, effectively demonstrating the key capabilities and value of the Cloudflare One portfolio.
• Collaborate with sales partners to consistently achieve pipeline generation and revenue goals.
• Analyze customer IT landscapes and security requirements to develop robust architectures that support their strategic objectives.
• Clearly articulate the benefits and technical differentiators of the Cloudflare One product portfolio against competing solutions.
• Enhance customer retention by identifying, capturing, and communicating product gaps or feature requests to internal product and engineering teams.
• Collaborate with Product Teams by being the voice of our customers by sharing insights, trends, and product gaps to help shape the product suite and solution roadmap.

Qualifications

• 5+ years of experience in a customer-facing technical role such as Technical Sales, Solutions/Systems Engineering, or a related field.
• Active adoption of the use of AI tools in professional day to day workflows and knowledge on AI security concepts relevant to enterprise customers: Securing employee AI tool usage, Governing AI application access, and understanding the data leakage risks posed by generative AI tools.
• Demonstrated experience presenting technical solutions and communicating the value of network and security transformation to senior-level executives.
• Deep understanding of the modern cybersecurity landscape, including common threats (e.g., malware, ransomware, phishing, botnets) and mitigation strategies.
• Fundamental knowledge of customer network and application architectures, including hybrid environments leveraging public clouds (Azure, AWS, GCP).
• Solid grasp of SASE concepts and Zero Trust networking architectures.
• Hands-on experience with one or more of the following: Secure Web Gateway (SWG), CASB, DLP, DNS security (including DNS over HTTPS), Identity Provider (IdP) integration (SAML, OTP), and SIEM/log analytics platforms.

Compensation

• For Germany based hires: Estimated annual salary is between €116,000 - €165,000.

Equity

• This role is eligible to participate in Cloudflare's equity plan.

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As our Digital Inside Sales Representative, you will be responsible for lead qualification, net new customer acquisition, solution selling, and closing deals within our self-service accounts, while upholding the Twilio Magic and driving forward with the ultimate goal to help our customers do good.

Responsibilities:

• Be responsible for net new customer acquisition, managing an entire sales cycles to drive new revenue while maintaining the highest levels of customer satisfaction for accounts across community & social services, healthcare, traditional NGO's, Humanitarian aid, Credit Union and other miscellaneous non-profit customers.
• Work with customers to understand their business and technical requirements.
• Work diligently with cross-functional internal teams (Sales, Sales Development, Marketing, Product, Engineering, Support) to address customer requirements, advise on digital communication strategies, and help customers get started on the Twilio platform.
• Generate and maintain an accurate sales pipeline and forecast utilizing our CRM, Salesforce through proactive efforts and collaboration with your manager.
• Execute automation strategies to serve a large quantity of customers while maintaining NPS and preventing churn.
• Be an owner to drive deals forward, knock down obstacles for our customers and internally, think outside the box and find the best solution for each customer, and recommend process improvements to support the whole team.
• Develop expertise in the social impact and nonprofit market to help prospective customers understand how others are leveraging Twilio's platform to scale their reach and missions.
• Have world-class interpersonal and communication skills to make complex technical and financial details sound simple.
• Ability to balance competing priorities and manage multiple projects/deals at the same time.

Qualifications:

• At least 1+ years of closing sales experience or sales development/business development experience in a technical SaaS/CPaaS space, with a record of top performance.
• An understanding of (or interest to understand) the cloud computing/communications business model and excitement for selling to a technical audience while utilizing a solution-oriented approach to selling.
• Technical solutions selling experience and enjoys working with real customers - listening to them and solving problems.
• Strong written and verbal communication skills, with the ability to make complex technical and financial details sound simple.
• Demonstrated track record of managing forecasts.
• Analytical account development strategy based on using data to find opportunities and prove value.
• World-class organization, prioritization, and documentation skills.
• Entrepreneurial mindset.
• Deep personal interest in the social impact market and dedicating your career to making a positive difference.
• High adaptability, with comfort trying new things and building within a rapid-paced environment, comfort with ambiguity and change.

What We Offer: Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more.

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Responsibilities:

• Co-develop a business plan to accelerate customer success and exceed quarterly/annual consumption and booking goals
• Lead customers and partners to identify impactful data and AI use cases and prove their value on the Databricks Data Intelligence platform
• Implement data and AI transformation goals through strategic partnerships, professional services, training, and Executive engagement
• Develop an understanding of technical product details and roadmap to build trust with executives and technical champions

Requirements:

• Extensive experience selling complex solutions to Enterprise Customers
• Experience managing and leading complex, federated sales campaigns in major accounts
• Experience working in Data, Cloud industries with some technical sales experience
• Proof of exceeding sales quotas in high-growth Enterprise software companies
• Experience driving consumption and commit-based engagement models and strategies
• Experience co-selling and scaling business with Cloud Vendors and Global Solution Integrators
• Experience building effective champions, collaborative teams, and partnerships
• Understanding of how to identify key use cases and buying centres in an opportunity
• Experience following robust sales methodologies and processes
• Bachelor's Degree or relevant work experience
• Fluent Hebrew and business English required

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The successful candidate will own the segment sales motion across DOCA services and the BlueField software ecosystem, working with customers, account teams, software vendors, OEMs, cloud providers, and channel partners to drive revenue growth.

Key Responsibilities:

• Build the segment strategy, target-customer plan, pipeline, forecast, and competitive view for DOCA and BlueField infrastructure software.
• Develop opportunities across data center networking, application delivery, cybersecurity, cloud-native infrastructure, storage, and data services.
• Identify and convert lighthouse customers and ecosystem partners.
• Create repeatable commercialization paths from technical integration through validation, launch, paid adoption, software, and support attach, renewal, and expansion.
• Shape complex opportunities across pricing, packaging, licensing, entitlement, support, and partner routes.
• Translate customer requirements into clear business opportunities.
• Lead customer and partner discovery, executive value discussions, technical validation planning, and commercial follow-through.
• Create seller and partner plays that explain how infrastructure software produces measurable customer outcomes.

Requirements:

• Bachelor's degree or equivalent experience.
• 15+ years of experience in segment sales, specialist sales, business development, product sales, technical sales, or partner go-to-market for enterprise infrastructure software.
• Demonstrated success building a market or segment plan, qualifying complex opportunities, inspecting pipeline, forecasting, shaping deals, and converting early customer demand into repeatable revenue.
• Solid practical experience with data center networking and modern application infrastructure.
• Experience in cybersecurity markets or solutions.
• Background with storage infrastructure or data services.
• Experience with host networking, storage infrastructure, and software-defined data center platforms.
• Experience bringing enterprise software, subscription or consumption offers, support services, or platform solutions to market through direct and partner channels.

Desired Skills:

• Experience with DPUs, SmartNICs, infrastructure offload, programmable data planes, or software-defined networking and security.
• Familiarity with NVIDIA BlueField, DOCA, or related networking, cybersecurity, storage, and infrastructure software ecosystems.
• Experience building joint solutions and go-to-market motions with networking, security, storage, cloud, or AI infrastructure software vendors.
• A record of using adoption, attach, renewal, customer-outcome, and revenue data to improve go-to-market priorities and investment decisions.

The cash compensation range is $248,000 - $396,750 USD, with 85% paid through base salary and 15% variable compensation. You will also be eligible for equity and benefits.

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As an Enterprise Account Executive, you'll be responsible for developing and executing against a comprehensive account/territory plan as well as driving sales in a defined territory and/or account list to achieve revenue targets. The person in this role will also assist in creating and articulating compelling value propositions for Cloudflare services.

Additional responsibilities will include:

• Manage contract negotiations.
• Maintain a robust sales pipeline.
• Develop long-term strategic relationships with key accounts.
• Prospecting into target accounts to generate new sales opportunities.
• Aligning with channel partners on go-to-market strategy.

Examples of desirable skills, knowledge and experience:

• Bachelor's degree required
• Minimum 6 years experience selling technology solutions in a B2B model, 3+ years selling to large enterprise accounts
• Experience managing longer, complex sales cycles
• Experience supporting and building relationships in Colombia highly preferred
• Basic understanding of computer networking and “how the internet works”
• Aptitude for learning technical concepts/terms (Technical background in engineering, computer science, or MIS a plus)
• Strong interpersonal communication (verbal and written) and organizational skills
• Bilingual in Spanish and English
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast paced dynamic environment

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You'll work closely with engineering organizations - from CTOs to individual development teams - to understand how they build software, demonstrate how Cursor transforms developer productivity, and land and expand Cursor across their organizations.

This role requires deep technical fluency, the ability to navigate complex enterprise and government buying processes, and a genuine passion for AI-powered developer tools.

Responsibilities

• Own a named book of federal accounts; drive new agency acquisition, expansion revenue, and long-term strategic growth
• Lead complex, multi-threaded sales cycles across Engineering, Product, Security, Procurement, Legal, and mission-critical stakeholders
• Become a trusted product expert; guide federal prospects through trials, technical evaluations, security reviews, and large-scale rollouts
• Build executive relationships and cultivate day-to-day champions across agencies, integrators, and technical teams
• Quantify value with clear ROI cases tied to developer productivity, AI adoption, mission outcomes, and secure software delivery
• Be the voice of the federal customer and influence the roadmap with actionable feedback on product, compliance, deployment, and procurement needs
• Partner closely with Field Engineering and our AI Deployment team to deliver outcomes from proof of concept through production deployment and expansion
• Navigate federal procurement processes, contract vehicles, partners, and compliance requirements to accelerate adoption

Requirements

• You have 10+ years of closing experience in enterprise or federal technology sales, ideally selling developer tools, technical SaaS, infrastructure, cybersecurity, or emerging technologies
• You have a consistent track record of landing new logos, expanding strategic accounts, and exceeding quota through self-sourced pipeline generation
• You're a true hunter , you proactively build pipeline from scratch through outbound prospecting, account mapping, partner leverage, creative sourcing, and relentless follow-up
• You're comfortable navigating complex federal sales cycles and selling to technical and mission-oriented stakeholders , from engineers and program leaders to CISOs, CIOs, and senior executives
• You understand, or are excited to learn, federal buying motions, procurement processes, security expectations, and partner ecosystems
• You bring an analytical approach to understanding customer needs combined with creative, tactical follow-through to advance opportunities
• You're an excellent communicator who can build trust across all levels of an organization
• You're passionate about AI and excited by the idea that transforming how software gets written is one of the most important problems to work on right now

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You will cover the full spectrum, from high-velocity fast-growing startups to more complex Mid-Market deals, adapting your playbook to each.

Your responsibilities will include:

• Owning the full sales cycle across ANZ, from first outreach to close, working directly with engineering leaders, CTOs, developer platform teams, and procurement stakeholders.
• Building and managing a healthy pipeline through outbound prospecting, inbound follow-up, partner referrals, creative sourcing, and your own network.
• Meeting and exceeding quarterly and annual revenue targets.
• Developing executive relationships and day-to-day champions within each account, becoming a trusted product expert for customers and prospects.
• Guiding prospects through trials, technical evaluations, security reviews, procurement processes, and broader rollouts.
• Quantifying value with clear ROI cases tied to developer productivity, AI adoption, and software delivery velocity.
• Designing and executing innovative sales strategies for the ANZ market; analyzing market trends and translating high-level plans into targeted account activities and campaigns.
• Navigating complex buying committees across engineering, IT, security, legal, finance, procurement, and executive stakeholders.
• Being the voice of ANZ customers internally, sharing actionable feedback that influences product roadmap, pricing, packaging, and go-to-market strategy.
• Helping establish and refine Cursor's enterprise motion in ANZ, including local market learnings, repeatable playbooks, and early customer references.

To be a good fit for this role, you should:

• Have 3+ years of closing experience in tech sales, ideally selling developer tools, technical SaaS, or emerging technologies.
• Have a consistent track record of landing new logos and exceeding quota and managing a high velocity of deals.
• Be a true hunter - proactively build pipeline from scratch through outbound prospecting, creative sourcing, and relentless follow-up, rather than relying on inbound demand.
• Be comfortable navigating complex sales cycles and selling to technical stakeholders, from ICs to CTOs.
• Bring an analytical approach to understanding customer needs combined with creative, tactical follow-through to advance opportunities.
• Have a knack for bringing order to chaos and a genuine 'roll up your sleeves' mentality.
• Be an excellent communicator who can present confidently and build trust across all levels of an organization.
• Be passionate about AI and excited by the idea that transforming how software gets written is one of the most important problems to work on right now.
• Be a self-starter who thrives in an early-stage, fast-moving environment and can help build process, playbooks, and regional learnings as you go.

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Your focus will be on consistent results and an unwavering commitment to our customers.

Key responsibilities include:

• Building a plan to guide your long-term approach to net new logo pipeline generation
• Consistently delivering revenue targets to support year-over-year territory growth
• Identifying, developing, and executing account strategies to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings
• Identifying, targeting, and gaining access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers
• Scoping, negotiating, and closing agreements to meet and exceed revenue quota targets
• Holistically embracing, accessing, and utilizing partners to identify and open opportunities
• Building and nurturing effective working partnerships within your Okta ecosystem
• Travelling as necessary to build and cultivate customer and prospect relationships

To succeed in this role, you will need:

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

The annual On Target Compensation (OTE) range for this position is between $288,000-$396,000 USD.

Okta offers equity and benefits, including health, dental, and vision insurance, 401(k), flexible spending account, and paid leave.

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We are looking for a Strategic Account Executive who will play a critical role driving sales and maximizing expansion opportunities with top-tier Enterprise customers.

This is a full-time role based in our São Paulo hub.

What you'll do at Figma:

• Manage a defined list of named strategic accounts to consistently meet or exceed quarterly and annual sales targets.
• Apply effective discovery and value-selling techniques to build and strengthen C-level relationships for every account in your book.
• Align with executives on business challenges and gain sponsorship for enterprise-wide deployments for a suite of products, identifying where Figma's roadmap and innovations fit in the long term.
• Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi-threading at a senior level to build on expansion opportunities.
• Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success.
• Leverage opportunities to advance executive-level relationships through in-person meetings and networking opportunities.

Requirements:

• Experience closing sales for a software or SaaS business with the highest tier of Enterprise customers (5000+ FTEs), selling to executives.
• Consistent performance meeting pipeline generation targets for net new business.
• Demonstrated experience successfully managing complex sales cycles (9 months+).
• Proficiency in a sales methodology and process that creates value for customers.
• Fluency in Spanish and English (written and spoken) is required for this Latin America-focused role.

Nice to have:

• Experience selling solutions to technical audiences at the highest level in Engineering, Product and Design teams.
• Demonstrated ability to succeed in a changing environment.
• Certified in deal qualification and prospect discovery.

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

Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law.

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The role provides technical support for lubricants, hydraulic fluids, chemicals, and coolants across consumer and industrial applications. Strong mechanical aptitude, communication skills, engineering and scientific methods, data analysis, and technical writing and presentation skills are essential; experience in tribology and lubricant formulation is preferred.

Responsibilities Include

• Work with approved laboratories and the R&D laboratory to develop and support oil analysis programs and convert used-oil data into reports and customer maintenance recommendations
• Plan, coordinate, and manage field test projects for engine oil, transmission oil, gear oil, and related lubricants to support industry approvals, marketing claims, and customer demonstration or acceptance testing.
• Investigate and resolve product application problems through root-cause analysis, including support for Quality and Supply Chain concerns when needed.
• Oversee and report on detailed engine inspections and rebuilds.
• Research equipment design, technology changes, industry practices, and ASTM standards to provide field knowledge to Sales, R&D, and Marketing regarding product performance, customer needs, and industry trends.
• Assist Marketing with sales literature, technical presentations, and customer, distributor, and internal training seminars.
• Provide proactive technical support to Sales and customers across Industrial, Manufacturing, Trucking Fleet, Construction, Power Generation, Marine, Mining, and other applicable segments while developing strong customer relationships.
• Complete lubricant cross-referencing and related technical analysis to support Sales opportunities.
• Other duties and responsibilities as determined by Valvoline from time to time in its sole discretion.

What You'll Need

• Undergraduate or advanced degree in Engineering or Science. Mechanical or Manufacturing Engineering is preferred.
• 10 or more years of experience in an engineering-related discipline.
• Strong mechanical aptitude and experience working with engines, vehicles, heavy equipment, or equipment maintenance in a personal or professional capacity.
• Working knowledge of engineering principles and scientific methods, with the ability to analyze data and prepare polished technical reports and presentations.
• Strong written and verbal communication skills, including the ability to work directly with customers and resolve field issues through to completion.
• Experience with statistical software and/or data acquisition is preferred.
• Prior technical sales or technical advisor experience in petroleum, lubricants, base oils, or equipment industries is preferred.
• Experience in tribology and lubricant development, mechanical development of heavy-duty equipment, or industrial and manufacturing lubricant applications is preferred.
• Certified Lubrication Specialist (CLS) or Oil Monitoring Analyst certification is preferred but not required.
• Must be authorized to work in the United States.
• _Working Conditions / Physical Requirements_: Ability to lift up to 15 lbs. Prolonged periods of sitting and working at a computer.
• Frequent communication through virtual and in-person meetings.
• _Travel Requirements_: Approximately 20-50% travel may be required, primarily within the United States, with occasional travel to other countries. Most travel is by vehicle and air travel.

Benefits That Drive Themselves

• Health insurance plans (medical, dental, vision)
• Health Savings Account (with employer base deposit and match)
• Flexible spending accounts
• Competitive 401(k) with generous employer base deposit and match
• Incentive opportunity
• Life insurance
• Short and long-term disability insurance
• Paid vacation and holidays
• Employee Assistance Program
• Employee discounts
• PTO Buy/Sell Options
• Tuition reimbursement
• Adoption assistance

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As a Specialist Solutions Architect for Money Management at Stripe, you will collaborate closely with sales and pre-sales teams to drive pipeline and revenue targets, while also educating the product and engineering teams on market trends and strongly influencing the product roadmap.

Responsibilities

• Act as a subject matter expert on Stripe's Money Management products,Capital, Issuing, Financial Accounts, and global Payouts,to accelerate opportunities
• Demonstrate a deep understanding of embedded finance applications and articulate how Stripe's Money Management products combine to create a platform for building financial services
• Consult with users on a broad range of embedded finance use cases: charge card programs, global payouts, revenue-based financing, loans, and lines of credit
• Understand the compliance requirements of solutions built with Stripe products, including KYC/KYB, BSA/AML, card network rules, and how they apply across geographies and use cases
• Define, share, and learn best practices and reusable assets with the broader GTM organization to enhance the quality and efficiency of the team
• Create reference architectures to uplevel the team and refine reference solutions based on product enhancements and customer feedback
• Partner closely with the Money Management product sales team on Stripe's largest opportunities, leading solution strategy and owning key customer relationships
• Serve as a "Voice of the Customer" internally, providing actionable insights to product stakeholders to influence the Money Management product roadmap and feature prioritization
• Provide critical insights on emerging opportunities,including stablecoin-based money movement and global financial access,to influence the product roadmap
• Stay current on competitive analysis and market differentiation
• Support marketing events including executive briefings, conferences, user groups, and trade shows

Requirements

• 7+ years of technical sales experience, ideally within a fintech company
• 3+ years of product experience with embedded finance solutions,card issuing, treasury management, lending, or global payouts
• Experience with integrating RESTful APIs into web applications
• Exceptional communication, presentation, and interpersonal skills, comfortable explaining complex concepts to both technical and non-technical audiences
• A passion for learning and researching current and emerging products to develop innovative solutions
• A proven ability to build strong collaborative working relationships with business partners
• Ability to deal effectively with ambiguity and thrive in an unstructured, fast-moving environment

Preferred Qualifications

• Strong knowledge of software engineering and architecture patterns, with the ability to understand how a wide variety of technologies and systems interact
• Familiarity with compliance frameworks governing embedded finance: KYC/KYB, BSA/AML, card network rules, and money transmission licensing
• Experience enabling and scaling a GTM team
• Experience in systems design, with a background building and deploying complex financial applications

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Stripe is a financial infrastructure platform for businesses. Millions of companies,from the world’s largest enterprises to the most ambitious startups,use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead.

As an Account Executive, Product focused on Local Payment Methods, you will be a quota-carrying product-sales overlay responsible for growing adoption and revenue across new and existing Stripe users. You will partner with Core Account Executives and Customer Success Managers throughout the sales cycle,from opportunity identification and discovery through business-case development, commercial negotiation, technical validation, implementation, activation, and expansion.

Responsibilities

• Deliver against an individual quota by driving adoption, payment volume, and revenue for Stripe’s local payment methods across APAC.
• Partner with Core Account Executives and Customer Success Managers to identify, qualify, develop, and close high-potential LPM opportunities across new and existing users.
• Build territory and account strategies that reflect local payment preferences and user expansion priorities across Australia and New Zealand, Japan, India, Singapore, Southeast Asia, and other priority APAC markets.
• Lead discovery with business, product, finance, and technical stakeholders to understand customer needs and recommend appropriate payment-method strategies.
• Develop customer-specific business cases that connect LPM adoption to conversion, customer choice, market entry, and revenue growth.
• Lead complex commercial discussions and coordinate with Partnerships and Deal teams when opportunities involve payment-method partners or bespoke commercial structures.
• Work with Solutions Architecture, Product, Engineering, and Post-Sales teams to translate user requirements into viable integration and launch plans.
• Guide users from initial evaluation through technical validation, implementation, activation, and post-launch expansion.
• Monitor adoption and payment volume after launch, identify barriers and whitespace, and coordinate with account teams on growth plans.
• Serve as an internal and customer-facing LPM expert, creating field enablement, account-planning guidance, and repeatable regional sales plays.
• Synthesize market intelligence and user feedback for Product, Engineering, Partnerships, and Marketing to help inform product and go-to-market priorities.

Requirements

• 5+ years of experience in sales, business development, partnerships, or a closely related commercial role at a technology company, with a track record of strong performance against goals.
• Experience leading complex B2B sales cycles involving multiple business, commercial, and technical stakeholders.
• Ability to understand technical product requirements and translate them into clear customer outcomes and commercially viable solutions.
• Strong executive presence and the ability to communicate effectively with product and engineering teams, operational leaders, and C-level executives.
• Demonstrated ability to build collaborative relationships and influence cross-functional teams without direct authority.
• Experience developing business cases and leading complex commercial negotiations.
• A self-starting, highly organized approach and the ability to deliver results in an ambiguous, fast-moving environment.
• Excellent written, verbal, presentation, and analytical skills.
• Willingness to travel approximately 10% of the time for user meetings, team events, sales kickoffs, and occasional international business needs.

XML job scraping automation by YubHub

As an Account Executive, Product focused on Local Payment Methods, you will be a quota-carrying product-sales overlay responsible for growing adoption and revenue across new and existing Stripe users.

You will partner with Core Account Executives and Customer Success Managers throughout the sales cycle,from opportunity identification and discovery through business-case development, commercial negotiation, technical validation, implementation, activation, and expansion.

You will help some of Stripe’s largest and most sophisticated users understand how regionally relevant payment methods can support conversion, customer choice, global expansion, and sustainable revenue growth for users and payment-method partners.

You will develop deep knowledge of Stripe’s portfolio and the payment behaviors that shape commerce across AMER, including bank-based payments, wallets, real-time payment experiences, and other market-specific methods.

Responsibilities

• Deliver against an individual quota by driving adoption, payment volume, and revenue for Stripe’s local payment methods across AMER.
• Partner with Core Account Executives and Customer Success Managers to identify, qualify, develop, and close high-potential LPM opportunities across new and existing users.
• Build territory and account strategies that reflect local payment preferences and user expansion priorities across North America and Latin America.
• Lead discovery with business, product, finance, and technical stakeholders to understand customer needs and recommend appropriate payment-method strategies.
• Develop customer-specific business cases that connect LPM adoption to conversion, customer choice, market entry, and revenue growth.
• Lead complex commercial discussions and coordinate with Partnerships and Deal teams when opportunities involve payment-method partners or bespoke commercial structures.
• Work with Solutions Architecture, Product, Engineering, and Post-Sales teams to translate user requirements into viable integration and launch plans.
• Guide users from initial evaluation through technical validation, implementation, activation, and post-launch expansion.
• Monitor adoption and payment volume after launch, identify barriers and whitespace, and coordinate with account teams on growth plans.
• Serve as an internal and customer-facing LPM expert, creating field enablement, account-planning guidance, and repeatable regional sales plays.
• Synthesize market intelligence and user feedback for Product, Engineering, Partnerships, and Marketing to help inform product and go-to-market priorities.

Requirements

• 5+ years of experience in sales, business development, partnerships, or a closely related commercial role at a technology company, with a track record of strong performance against goals.
• Experience leading complex B2B sales cycles involving multiple business, commercial, and technical stakeholders.
• Ability to understand technical product requirements and translate them into clear customer outcomes and commercially viable solutions.
• Strong executive presence and the ability to communicate effectively with product and engineering teams, operational leaders, and C-level executives.
• Demonstrated ability to build collaborative relationships and influence cross-functional teams without direct authority.
• Experience developing business cases and leading complex commercial negotiations.
• A self-starting, highly organized approach and the ability to deliver results in an ambiguous, fast-moving environment.
• Excellent written, verbal, presentation, and analytical skills.
• Willingness to travel approximately 10% of the time for user meetings, team events, sales kickoffs, and occasional international business needs.

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We're seeking a Territory Account Executive to drive new business in Eastern Canada by identifying and qualifying target commercial accounts for Cloudflare's Enterprise service plan. As a sales professional with a technical background, you'll engage with customers from technical professionals to senior executive levels across Security, Network, Development, and Infrastructure teams.

Responsibilities

• Develop and execute a comprehensive account/territory plan
• Increase sales in a defined territory and/or account list to achieve revenue targets
• Create and articulate compelling value propositions for Cloudflare services
• Manage contract negotiations
• Maintain a robust sales pipeline
• Develop long-term strategic relationships with key accounts
• Ensure customer satisfaction
• Develop and maintain partner relationships

Requirements

• Bachelor's degree or equivalent experience
• Bilingual
• Minimum 3 years of direct technical sales experience
• Experience selling solutions related to Cyber Security, Networking, Cloud Solutions, SaaS, IaaS, PaaS is a plus
• Mid to advanced understanding of computer networking and 'how the internet works'
• Aptitude for learning complex technical concepts/terms (technical background in engineering, computer science, or IT strongly desired)
• Strong interpersonal communication (verbal and written) and organizational skills
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast-paced, dynamic environment

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Who we are

Our mission is to make privacy and user ownership the default online. We build simple, flexible application programming interfaces (APIs) and tools that help developers create products on crypto infrastructure.

Privy provides the abstraction and infrastructure layer above wallets, integrating across blockchain networks, third-party providers, and Stripe products such as Treasury and Link. We solve complex technical problems while using Stripe’s global reach to support customers including Ramp, Klarna, Deel, Kraken, Hyperliquid, and Fomo. Our technology powers experiences for both mainstream users and crypto-native audiences.

About the team

The Account Executive, Product team connects Privy’s technology with companies building new products across fintech and crypto. The team works closely with Product, Engineering, and Go-to-Market partners to understand prospective customers’ needs, shape technical and commercial solutions, and turn market insights into product and sales strategy. Its focus includes priority segments such as neobanking, payments, and brokerages.

What you’ll do

As an Enterprise Account Executive you’ll own complex enterprise sales cycles and help expand Privy’s work with companies across fintech and crypto. You’ll build relationships with senior commercial and technical stakeholders, develop new opportunities, and help refine Privy’s enterprise sales approach. You’ll also contribute to Privy’s global growth strategy and represent the company at industry events.

Responsibilities

• Partner with the Head of Go-to-Market (GTM) to build and close a strong pipeline of enterprise prospects.
• Develop and test outbound campaigns based on market and customer feedback.
• Manage a pipeline across multiple ideal customer profiles.
• Build deep expertise in Privy’s products and lead discovery calls with fintech prospects to understand their needs and explain Privy’s value.
• Own the full sales cycle, from sourcing opportunities through contract close, and serve as the primary commercial contact for prospective customers.
• Contribute to the Go-to-Market team’s strategy across North America and other global markets, including Latin America, Asia, and Africa.
• Analyze market trends and emerging opportunities to inform Privy’s positioning and sales strategy.
• Represent Privy at industry events and conferences as a spokesperson for its fintech business.

Who you are

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.

Minimum requirements

• 5 to 10 years of experience in sales, business development, or a related field, including experience selling a technical product and a record of strong performance.
• You have experience selling technical products within fintech, crypto, or a related industry. You can build a pipeline, lead complex sales cycles, and develop trusted relationships with commercial and technical stakeholders.
• Experience leading complex, multi-stakeholder enterprise deals involving legal, compliance, engineering, and other buyer-side teams through contract close.
• Ability to work effectively in an early-stage environment and build repeatable processes where none exist.
• Experience building strong networks within a specific industry, ideally fintech, payments, or crypto.
• Strong communication, negotiation, relationship management, and sales skills.

Preferred qualifications

• Experience selling API-first or developer-focused products.
• Ability to lead discovery conversations with technical buyers, including chief technology officers and product leaders.
• Familiarity with crypto infrastructure, such as stablecoins, on-ramps and off-ramps, wallets, and custody, or a demonstrated ability to learn the space quickly.

XML job scraping automation by YubHub

Who we are

Privy aims to make privacy and user ownership the default online by building simple, flexible application programming interfaces (APIs) and tools that help developers create products on crypto infrastructure.

Privy provides the abstraction and infrastructure layer above wallets, integrating across blockchain networks, third-party providers, and Stripe products such as Treasury and Link. The company solves complex technical problems while using Stripe’s global reach to support customers including Ramp, Klarna, Deel, Kraken, Hyperliquid, and Fomo.

About the team

The Account Executive, Product team connects Privy’s technology with companies building new products across fintech and crypto. The team works closely with Product, Engineering, and Go-to-Market partners to understand prospective customers’ needs, shape technical and commercial solutions, and turn market insights into product and sales strategy.

What you’ll do

As an Enterprise Account Executive you’ll own complex enterprise sales cycles and help expand Privy’s work with companies across fintech and crypto. You’ll build relationships with senior commercial and technical stakeholders, develop new opportunities, and help refine Privy’s enterprise sales approach. You’ll also contribute to Privy’s global growth strategy and represent the company at industry events.

Responsibilities

• Partner with the Head of Go-to-Market (GTM) to build and close a strong pipeline of enterprise prospects.
• Develop and test outbound campaigns based on market and customer feedback.
• Manage a pipeline across multiple ideal customer profiles.
• Build deep expertise in Privy’s products and lead discovery calls with fintech prospects to understand their needs and explain Privy’s value.
• Own the full sales cycle, from sourcing opportunities through contract close, and serve as the primary commercial contact for prospective customers.
• Contribute to the Go-to-Market team’s strategy across North America and other global markets, including Latin America, Asia, and Africa.
• Analyze market trends and emerging opportunities to inform Privy’s positioning and sales strategy.
• Represent Privy at industry events and conferences as a spokesperson for its fintech business.

Who you are

Minimum requirements

• 5 to 10 years of experience in sales, business development, or a related field, including experience selling a technical product and a record of strong performance.
• Experience selling technical products within fintech, crypto, or a related industry.
• Experience leading complex, multi-stakeholder enterprise deals involving legal, compliance, engineering, and other buyer-side teams through contract close.
• Ability to work effectively in an early-stage environment and build repeatable processes where none exist.
• Experience building strong networks within a specific industry, ideally fintech, payments, or crypto.
• Strong communication, negotiation, relationship management, and sales skills.

Preferred qualifications

• Experience selling API-first or developer-focused products.
• Ability to lead discovery conversations with technical buyers, including chief technology officers and product leaders.
• Familiarity with crypto infrastructure, such as stablecoins, on-ramps and off-ramps, wallets, and custody, or a demonstrated ability to learn the space quickly.

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Job Summary: As a Senior Account Manager, you will be part of a small team responsible for a significant and rapidly growing revenue contribution to the Enterprise products group. You will work with leading Cloud Service Providers to deploy NVIDIA networking solutions, define and drive discussions, strategy, and tactics for achieving revenue growth, and partner with technical teams on roadmap updates and new designs.

Responsibilities:

• Grow deployment of NVIDIA networking solutions with leading Cloud Service Providers
• Define and drive discussions, strategy, and tactics for achieving revenue growth
• Partner and collaborate with technical teams on roadmap updates, new designs, and competition
• Represent customer's strategy and needs to internal stakeholders and vice versa
• Deliver a concise state of the business at any given time

Requirements:

• Bachelor's degree or higher in a related field (or equivalent experience)
• 12+ years of Technical Sales or Product Management with a focus on Data Center Networking for Cloud Service Providers
• Understanding of the business and technology landscape of Cloud Service Provider Data Center Networking
• Experience building relationships and selling solutions to senior executives at named accounts
• Demonstrated ability to provide thought leadership, think strategically, and effectively communicate vision
• Passion for getting things done and problem-solving in a dynamic sales and technology environment

Preferred Qualifications:

• Strong technical background with a specific focus on modern Data Center Networking
• Track record of successfully growing revenue for new innovative technology-based solutions
• Excellent communication skills and ability to persuade
• Demonstrated ability to build and lead in a matrix-managed team culture
• Experience selling to Microsoft Azure

Compensation: Your cash compensation will be determined based on your location, experience, and the pay of employees in similar positions, with 85% paid through base salary and 15% variable compensation. The cash compensation range is $224,000 - $356,500 per year. You will also be eligible for equity and benefits.

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As an Enterprise Account Executive, you will build and manage a growing portfolio of new accounts across industries adopting conversational AI to help ElevenLabs meet its revenue goals. You will identify new business opportunities where ElevenLabs' conversational AI capabilities can drive user engagement, automation, or cost efficiency. Additionally, you will develop and maintain a deep understanding of the conversational AI landscape, including customer use cases, competitive solutions, and emerging trends.

Responsibilities:

• Build and manage a growing portfolio of new accounts across industries
• Identify new business opportunities for ElevenLabs' conversational AI capabilities
• Develop and maintain a deep understanding of the conversational AI landscape
• Demonstrate expertise in conversational AI and ElevenLabs' voice technology

Requirements:

• 3-5+ years of sales experience in a SaaS or technology company
• Experience selling technical solutions to product, engineering, or innovation teams
• Proven track record of meeting and exceeding sales targets
• Expertise or willingness to learn about voice and audio AI
• Excellent communication and interpersonal skills
• Fluency in English and Spanish

Location: This role is remote and can be executed in Chile, with preference for Santiago or Lima.

Benefits:

• Innovative culture
• Growth paths
• Learning and development support
• Social travel stipend
• Annual company offsite
• Co-working stipend

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As an Applied AI team member at Anthropic, you will be a pre-sales architect focused on becoming a trusted technical advisor helping large enterprises in Korea understand the value of Claude and paint the vision on how they can successfully integrate and deploy Claude into their technology stack.

You will combine your deep technical expertise with customer-facing skills to architect innovative LLM solutions that address complex business challenges while maintaining high standards for safety and reliability.

Working closely with our Sales, Product, and Engineering teams, you will guide customers from initial technical discovery through successful deployment.

Responsibilities

• Partner with account executives to deeply understand customer requirements and translate them into technical solutions, ensuring alignment between business objectives and technical implementation.
• Serve as the primary technical advisor to enterprise customers in Korea throughout their Claude adoption journey, from discovery to initial evaluation through deployment.
• Support customers building with both the Claude API and Claude for Work.
• Create and deliver compelling technical content tailored to different audiences.
• Guide technical architecture decisions and help customers integrate Claude effectively into their existing technology stack.
• Help customers develop evaluation frameworks to measure Claude's performance for their specific use cases, including Korean language use cases.
• Identify common integration patterns and contribute insights back to our Product and Engineering teams.
• Travel occasionally to customer sites for workshops, technical deep dives, and relationship building.
• Maintain strong knowledge of the latest developments in LLM capabilities and implementation patterns.

Requirements

• 5+ years of experience in people management for technical sales roles.
• Experience working with enterprise customers, navigating complex buying cycles involving multiple stakeholders.
• Exceptional ability to build relationships with and communicate technical concepts to diverse stakeholders.
• Strong technical communication skills with the ability to translate customer requirements between technical and business stakeholders.
• Experience designing scalable cloud architectures and integrating with enterprise systems.
• Familiarity with common LLM frameworks and tools or a background in machine learning or data science.
• Fluency in Korean and English.

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.
• 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.

Benefits

• Competitive compensation and benefits.
• Optional equity donation matching.
• Generous vacation and parental leave.
• Flexible working hours.
• Lovely office space.

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You will scale impact beyond your immediate team through other leaders, cross-functional initiatives, reusable practices, and strong customer and partner relationships.

This role typically leads Field Engineering professionals across a broader portfolio and may include responsibility for one or two managers.

Depending on the assignment, you may support a major segment, a multi-country portfolio, or an equivalent area of complexity.

The Impact You Will Have

• Lead, coach, and develop Field Engineering professionals and emerging people leaders across a broader portfolio.
• Set team strategy and roadmaps that connect customer needs, technical priorities, business outcomes, and broader Field Engineering goals.
• Increasingly influence the most important priorities for the portfolio and help teams see around corners over the next 3–6–12 months.
• Partner with Sales and cross-functional leadership to shape technical-win strategy, resource allocation, customer coverage, and execution plans.
• Build trusted relationships with senior customer stakeholders and use customer, market, and competitive insight to improve account and portfolio strategy.
• Establish repeatable inspection mechanisms across teams, including portfolio reviews, customer-health reviews, technical-risk reviews, and escalation processes.
• Coach leaders and senior practitioners through complex customer, technical, competitive, organisational, and performance situations.
• Build and share playbooks, tools, enablement, and operating mechanisms that increase productivity and consistency beyond one team.
• Influence Product, Engineering, Support, Professional Services, Marketing, and Partners on customer requirements, product gaps, and cross-functional priorities.
• Use AI and automation to create one-to-many impact across enablement, execution, forecasting, customer planning, and team productivity.
• Model and strengthen a culture of psychological safety, inclusion, accountability, continuous learning, and high performance.

What We Look For

• Significant experience leading technical customer-facing teams in enterprise software, cloud, data, AI, analytics, technical consulting, or a related environment.
• Proven ability to hire bar-raising talent, develop leaders, manage performance, and make thoughtful decisions about team structure, capability mix, and resourcing.
• Experience leading through other leaders or serving as a senior leader on a complex team.
• Strong strategic judgement: you can identify the highest-impact priorities, allocate resources, manage risk, and connect near-term execution to longer-term goals.
• A track record of building repeatable operating mechanisms, playbooks, tools, or programs that scale beyond your immediate team.
• Ability to influence senior internal partners across Sales, Professional Services, Solutions Architecture, Marketing, Partners, Product, Engineering, and Support.
• Strong customer-advisory capability, including the ability to guide senior stakeholders through complex technical and business decisions.
• Proficient understanding of data and AI technologies, cloud architecture, governance, security, networking, and enterprise adoption considerations.
• An AI-first, builder mindset with evidence of applying emerging tools or approaches to improve customer outcomes and organisational effectiveness.
• Demonstrated alignment with Databricks Culture Principles and the ability to translate them into clear expectations and daily team practices.

Basic Qualifications

• Experience managing technical customer-facing teams and/or other people leaders.
• Experience leading complex, multi-stakeholder customer engagements and cross-functional initiatives.
• Experience in data platforms, analytics, AI, cloud, software, technical consulting, or a related technical domain.
• Strong written, verbal, presentation, decision-making, and stakeholder-management skills.
• Bachelor’s degree in Computer Science, Information Systems, Engineering, or a related field, or equivalent practical experience.

Preferred Qualifications

• Experience with Databricks or comparable data and AI platforms.
• Experience leading across multiple segments, geographies, countries, customer portfolios, or technical practices.
• Experience designing or improving Field Engineering, Solutions Architecture, technical sales, customer success, or similar operating models.
• Experience building partner ecosystems and cross-functional communities of practice.
• Experience using AI, automation, dashboards, or other mechanisms to improve organisational scale and repeatability.

Pay Range Transparency

The pay range(s) for this role is listed below and represents the expected base salary range for non-commissionable roles or on-target earnings for commissionable roles.

Zone 1 Pay Range: $192,100-$264,175 USD Zone 2 Pay Range: $192,100-$264,100 USD Zone 3 Pay Range: $192,100-$264,100 USD Zone 4 Pay Range: $192,100-$264,100 USD

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As an Account Executive (New Business) on the Stripe Platforms team, you will create partnerships between Stripe and the most innovative and fastest-growing software platforms in the world. Your goal will be to help them 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
• 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

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

Responsibilities:

• Developing and executing a comprehensive, multi-year vision for executive-level partnership and engagement within assigned enterprise accounts.
• Establishing and nurturing long-term global account plans, securing buy-in from senior leadership within Synopsys and client organizations.
• Leading and coordinating cross-functional account teams, product specialists, and business partners to deliver a seamless customer experience.
• Maintaining and expanding renewal business while generating new revenue streams to meet and exceed ambitious sales quotas.
• Facilitating multi-year contract negotiations and ROI-based proposals, ensuring mutual success for both the customer and Synopsys.
• Organizing executive sponsorship programs, Customer Advisory Boards, and regular touchpoint activities to strengthen key relationships.
• Monitoring client satisfaction, proactively addressing concerns, and communicating Synopsys' ongoing commitment to customer success.
• Researching and analyzing customer ecosystems, competitors, and market trends to inform strategic account planning and messaging.
• Ensuring accurate pipeline management and reporting through Salesforce and other CRM tools.
• Handling administrative tasks such as quotation generation, order processing, and contract preparation to support the sales cycle.

The Impact You Will Have:

• Accelerate Synopsys' growth by driving significant account penetration and expanding our footprint within the world's largest enterprises.
• Deliver measurable business outcomes for customers by aligning Synopsys solutions to their most pressing challenges and strategic priorities.
• Champion innovation by introducing clients to cutting-edge technologies that transform their products and operations.
• Strengthen long-term partnerships through consistent renewal success and multi-year agreements, ensuring sustained revenue streams.
• Influence product development and service enhancements by bringing customer insights back to Synopsys teams.
• Enhance Synopsys' reputation as a trusted advisor and preferred partner for enterprise digital transformation initiatives.
• Foster a culture of collaboration, transparency, and customer-centricity across internal and external teams.
• Set new standards for account management excellence, serving as a role model and mentor for peers.

Requirements:

• Bachelor's degree in technical, engineering, business, or related field, plus 6+ years of successful technical sales experience (or 8+ years without degree).
• 4+ years as a key account manager or supporting enterprise accounts with a strong track record of sales success.
• Demonstrated proficiency in complex contract negotiations, strategic planning, and ROI-based proposal development.
• Exceptional knowledge of competitors, industry trends, and account ecosystems within the technology sector.
• Ability to coordinate and lead cross-functional teams across geographies and cultures.
• Experience with CRM platforms (e.g., Salesforce) for pipeline and account management.
• Fluency in English and the local language of the assigned territory.
• Willingness to travel up to 50% as required for client engagement and team collaboration.

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.

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You have spent years in the semiconductor space and understand that emulation is crucial for efficient chip development. You know how to communicate technical solutions to verification managers and frame the business case for executives. Your goal is to deliver customer outcomes, not just meet quotas.

Key responsibilities include:

• Driving sales of emulation, FPGA prototyping, and virtual prototyping solutions
• Collaborating with design and verification teams to understand their challenges and position technical solutions
• Developing and presenting business proposals that connect technical capabilities to customer priorities
• Negotiating and closing complex sales cycles
• Partnering with customer success and technical account teams post-sale

The impact you will have:

• Enabling semiconductor companies to reduce verification cycles and get products to market faster
• Helping engineering teams justify and secure budget for verification infrastructure
• Building long-term partnerships with customers
• Influencing product roadmap priorities
• Contributing to Synopsys revenue growth

Requirements:

• Bachelor's degree in Electrical Engineering, Computer Engineering, Computer Science, or equivalent
• 5-8 years of experience in IC design, verification, or technical sales within the semiconductor industry
• Demonstrated success selling complex technical products
• Strong understanding of chip design and verification workflows
• Proven ability to manage multi-stakeholder sales cycles
• Experience using Salesforce or similar CRM tools

Rewards and benefits include a comprehensive range of health, wellness, and financial benefits.

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Responsibilities:

• Set up joint growth strategy and drive 'sales enablement' to achieve business growth, industry penetration, and mutually strategic partnerships.
• Drive Aivres biz sales-out aggressively in terms of GPU, CPU, NW, Software, and service following a flawless 5-layers cake strategy and NVIDIA reference build.
• Work closely with IBD, SA, MKT, CPM to deliver total solutions for partners and engage with end-customers for workload acceleration.
• Understand NVIDIA's product, technology, and solutions as well as partner's value to influence partners and end customers.
• Level up strategic relationships and engagement with partner's CXO to influence for a great outcome for everyone.
• Initiate and implement various marketing events and DLI training to help sell-out.
• Monitor market, industry trends, and competition closely to determine opportunities for growth.

Requirements:

• Must have a proven track record of success in sales-out business growing with OEM partners.
• 7+ years of related IT experience in sales-out sales and technical sales.
• Outstanding English communication skills are essential.
• Located in Beijing with the flexibility to travel as required.
• MS/BS required, with MBA or equivalent experience strongly preferred.

Preferred Qualifications:

• Knowledge of NCP and AI factory is preferred.
• Demonstrated ability to work in a cross-functional team environment.
• Self-motivated, ability to work with little definition and supervision while multi-tasking and prioritizing across a number of projects and initiatives.

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As a Solution Consultant II at ZoomInfo, you will partner with customers and prospects to understand their business objectives, use cases, and challenges, and map them to innovative solutions. Working closely with Sales, Customer Success, Product, and Engineering teams, you will act as a strategic problem solver, build customer confidence, and help drive meaningful business outcomes.

Responsibilities:

• Partner with AE's and AM's to discover customer needs and design solutions to solve complex customer challenges.
• Be the expert that articulates our solution capabilities through solution demonstrations anchored in the context of customer need and value.
• Lead the technical aspects of the solution and customer evaluations while ensuring a memorable experience and delivering value to ensure the technical win.
• Track and raise feature requests while collaborating closely with product management and engineering teams.

Requirements:

• Bachelor's/Master's in Science or Engineering.
• 3 to 5 years of experience as presales solution consulting or technical sales experience in SaaS or enterprise technology space.
• Adaptable to work in 5 PM to 2 AM IST or 7 PM IST to 4 AM IST which depend on business need.
• Self-starter and team player that excels working in an unstructured environment and can quickly grasp technical concepts.
• Customer-obsessed mindset with a knack for understanding and solving problems using technology solutions.
• Outstanding problem-solving skills, including the ability to meet a business requirement with a technical solution.
• Proficient in delivering software demonstrations in-person and virtually.
• Excellent interpersonal, communication, persuasion, presentation, and writing skills.
• Experience with technical business documentation like workflow diagrams, proposals, SOWs, RFPs, and RFIs, etc.
• Proven experience working with employees at all levels of an organization.
• Previous experience designing solutions in a platform/multi-product environment.
• Experience with Demo2Win and Value Selling Methodologies.
• Experience selling into Sales/Marketing/Data Ops, Sales Leadership, Data Science, and Marketing.
• Experience working in Conversation Intelligence (Chorus, Gong), Sales Automation (ZI Engage, Salesloft, Outreach), Chat (ZI Chat, Drift), or ABM/Marketing Automation (6Sense, DemandBase, Marketo, Eloqua, Pardot).
• Experience in selling SAAS sales or marketing technology platforms that are feature-rich and have numerous use cases across different types of customers and prospects.
• Prior experience using or integrating with CRM systems such as Salesforce.com, Microsoft Dynamics, Hubspot, or Marketing Automation systems such as Marketo, Eloqua, Pardot.

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The Enterprise Grower Sales team engages with some of the largest and fastest-growing businesses in the world to take advantage of Stripe’s solutions. You will lead and coach high-performing sales executives dispersed across the US who are already working with active users of Stripe, helping them deliver on ambitious targets, as well as roll up your sleeves to work directly with prospective Stripe customers.

Responsibilities

• Recruit, mentor, develop, and lead a team of sales professionals while scaling our GTM presence across AMER.
• Train the team in up-leveling professional skills such as collaborative pipeline generation, consultative and solution-based selling, closing tactics, adoption of MEDDIIC, and serving as a trusted advisor to Stripe Users.
• Develop both the long-term vision and strategy for the team and manage day-to-day operations.
• Be accountable for operating net revenue and activation targets to grow Stripe’s revenue.
• Effectively work cross-functionally across the organization to shape Stripe’s solutions to meet client needs.
• Inspire, motivate and enable individual development to promote career growth of direct reports.

Who you are

We are looking for a self-starting leader who is a builder and has demonstrated a track record of target attainment and success dealing with ambiguity, operating in a high-growth environment, and solving complicated problems with limited oversight. Ideal candidates will have management and leadership experience scaling a technology sales team, superior communication skills, and a knack for understanding unique customer needs and deeply technical sales.

Minimum requirements

• 10+ years of experience as a proven account executive and/or 5+ years of front line sales management experience within technology, SaaS, banking or payments spaces. Second line management experience is a plus.
• Experience training, coaching, and scaling a high-performance sales team.
• Ability to build relationships with strategic clients, industry thought leaders and alliances & channel partners.
• Experience operating in an early stage, high-growth, technology forward environment.
• Demonstrated passion for Stripe’s mission.
• Ability to clearly communicate technical concepts and build great relationships with highly technical customers.

Role Location: Hybrid in our Chicago, IL office.

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As an Account Executive, you’ll source and close new business, execute outbound pipeline generation with support from sales development representatives and field marketing, and run end-to-end sales cycles to bring new customers onto Stripe.

Responsibilities

• Identify high-potential prospective users and use effective prospecting strategies to generate pipeline that drives net-new revenue growth in your territory
• Develop and implement sales strategies to acquire new customers and drive adoption of Stripe products across new accounts
• Identify and understand users’ pain points, propose Stripe solutions, and own the full sales cycle from business case development to close and activation
• Build relationships with prospective users to understand their priorities and guide them through the sales process
• Work cross-functionally to solve user pain points and improve our product to better serve new customer needs

Requirements

• 5+ years of B2B new-logo sales experience, preferably selling a technical product or service at an API-first company, with a record of top performance
• A proven track record of leading complex, multi-party, consultative sales processes from inception to close, including negotiations involving bespoke commercial agreements
• Strong listening skills and the ability to understand complex technical problems, position Stripe solutions, and become a trusted resource for decision-makers across technology and finance organizations within software companies
• Strong presentation, verbal, and written communication skills, along with a disciplined approach to customer relationship management hygiene, forecasting, and communicating weekly and quarterly sales metrics
• The ability to operate effectively in a highly ambiguous, fast-paced environment, with a strong interest in technology, a deep understanding of the space, and persistence when encountering internal or external blockers

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Responsibilities

• Serve as a customer-facing technical expert for Hivemind autonomy solutions across the EURAF region, with emphasis on Poland, Eastern Europe, NATO, and allied defense customers.
• Support customer discovery, technical briefings, demonstrations, technical interchange meetings, and capture activities.
• Translate customer mission needs, CONOPs, operational objectives, and integration constraints into credible Hivemind solution concepts.
• Partner with Business Development and Capture teams to support RFIs, RFPs, proposals, white papers, demos, and customer-facing technical narratives.
• Explain Hivemind autonomy capabilities, limitations, roadmap considerations, and integration requirements to technical, operational, commercial, and leadership audiences.
• Develop and maintain technical sales assets, including capability briefs, demo scripts, solution templates, FAQs, technical white papers, and customer-specific briefing materials.
• Work closely with Product, Engineering, Customer Engagement, and Program teams to represent customer requirements, technical risks, roadmap gaps, and field feedback.
• Help customers evaluate how autonomy can support operational effectiveness, mission planning, force modernization, and fielded mission outcomes.
• Maintain strong product truth by ensuring customer-facing materials and discussions accurately reflect current capabilities, constraints, and roadmap timing.
• Monitor relevant developments in autonomy, AI, unmanned systems, mission software, defense technology, and regional defense modernization priorities to inform customer conversations and product feedback.
• Build trusted relationships with customer technical stakeholders, regional partners, and internal cross-functional partners.
• Operate independently across complex international customer engagements while keeping internal stakeholders aligned and informed.
• Support regional engagement strategies by tailoring technical messaging, demos, and solution concepts to Polish, Eastern European, NATO, and broader EURAF customer missions, operating environments, and partnership models.

Requirements

• 7+ years of experience in solutions engineering, field applications engineering, systems engineering, technical sales, autonomy, robotics, defense software, aerospace, or related technical customer-facing roles.
• Strong technical understanding of autonomy, AI-enabled systems, mission software, unmanned systems, robotics, or complex defense technology systems.
• Experience supporting customer-facing technical engagements such as demos, technical briefings, proposal support, integration discussions, technical interchange meetings, or operational workshops.
• Experience supporting international defense, security, aerospace, government, or advanced technology customers.
• Ability to translate customer mission needs into technically feasible solution concepts, requirements, demos, and product feedback.
• Strong written and verbal communication skills, with the ability to explain complex technical concepts to technical, operational, commercial, and leadership audiences.
• Ability to work cross-functionally with Business Development, Product Management, Engineering, Customer Engagement, and Program teams.
• Strong judgment in representing product capabilities, limitations, and roadmap dependencies to customers.
• Demonstrated ability to build trust with customers and internal stakeholders through technical credibility, responsiveness, and clear communication.
• Willingness and ability to travel internationally for customer engagements, demonstrations, exercises, and internal meetings.
• Professional fluency in Polish and English

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This role will support international defense simulation, training, test, and evaluation customers, with a focus on Spain, Europe, NATO, and allied defense partners. The Field Solutions Engineer will help customers understand how Shield AI and Aechelon capabilities can support next-generation synthetic battlespace environments, live-virtual-constructive ecosystems, and AI-enabled simulation use cases.

Responsibilities

• Serve as a customer-facing technical expert for Shield AI simulation, synthetic environment, and AI-enabled mission system capabilities.
• Support customer discovery, technical briefings, demonstrations, technical interchange meetings, RFIs, RFPs, proposals, white papers, and capture activities.
• Translate customer mission needs, training objectives, test requirements, CONOPs, and integration considerations into credible solution concepts.
• Support engagements involving advanced defense simulation, training, test, and evaluation environments across Spain, Europe, NATO, and allied markets.
• Explain image generation systems, synthetic environments, PAIBs, threat models, LVC architectures, sensor simulation, scenario generation, and AI-enabled synthetic agents to technical, operational, commercial, and leadership audiences.
• Partner with Business Development, Capture, Product, Engineering, Customer Engagement, Program, and technical teams to represent customer requirements, risks, roadmap gaps, and field feedback.
• Help customers evaluate how advanced simulation and synthetic environments can support operational training, mission rehearsal, test and evaluation, experimentation, force modernization, and AI/autonomy development.
• Develop technical sales assets, including capability briefs, demo scripts, solution templates, FAQs, white papers, technical explainers, and customer-specific briefing materials.
• Maintain product truth by ensuring customer-facing materials and discussions accurately reflect current capabilities, constraints, roadmap timing, and integration considerations.
• Build trusted relationships with customer technical stakeholders, operational users, acquisition stakeholders, regional partners, and internal cross-functional teams.

Requirements

• 7+ years of experience in modeling and simulation, training systems, test and evaluation, image generation systems, synthetic environments, defense software, aerospace systems, solutions engineering, systems engineering, field applications engineering, technical sales, or related technical customer-facing roles.
• Direct hands-on experience with advanced defense simulation, training, or test environments, or similar synthetic battlespace ecosystems.
• Practical experience with image generation systems, platform-in-a-box systems, synthetic environments, threat models, constructive entities, sensor simulation, scenario generation, or live-virtual-constructive environments.
• Strong understanding of how simulation systems are used for operational training, mission rehearsal, experimentation, test and evaluation, and capability development.
• Experience supporting customer-facing technical engagements, proposal efforts, integration discussions, technical interchange meetings, or operational workshops.
• Ability to translate customer requirements, mission needs, training objectives, and technical constraints into feasible solution concepts, requirements, demos, and product feedback.
• Strong written and verbal communication skills, with the ability to explain complex technical systems to technical, operational, commercial, and leadership audiences.
• Ability to work cross-functionally with Business Development, Product, Engineering, Customer Engagement, Program teams, technical SMEs, and regional partners.
• Strong judgment in representing product capabilities, limitations, roadmap dependencies, and integration considerations to customers.
• Willingness and ability to travel internationally for customer engagements, demonstrations, exercises, and internal meetings.
• Professional fluency in Spanish and English.

Benefits

• Help build the defining defence technology company of this century.
• Work at the forefront of AI, autonomy, and next-generation defence systems.
• Operate in a highly entrepreneurial and mission-driven environment.
• Make a direct impact on international growth and strategic defence partnerships.
• Collaborate with exceptional teams solving some of the world’s most complex operational challenges.

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Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organisations to safely embrace this new era.

Senior Solution Sales Engineer (Strategic Accounts - Minnesota)

As a Senior Solutions Engineer, you will be the trusted technical advisor to Okta's largest, most complex enterprise customers and a critical driver of the sales organisation.

About the Role

You will partner closely with Enterprise Account Executives to uncover top-of-mind business challenges,specifically around mitigating risk, reducing costs, and driving operational efficiency. By establishing value-based conversations, you will prove how Okta's independent, neutral, and end-to-end identity platform can transform their architecture and secure the 'Tech Win' on large-scale deals.

Responsibilities

• Master the Discovery Process: Leverage exceptional active listening to dig deep into customer pain points. Uncover the 'why' behind the initiative, focusing on how Okta's vast pre-built integrations and scalable architecture can solve their most complex, diverse environmental challenges.
• Navigate Complex Organisations: Translate highly technical concepts into clear, compelling business value. Regularly collaborate with and present to key stakeholders across matrixed enterprises, including CISOs, IT Security leaders, Identity Engineers, Enterprise Architects, PAM Admins, and Application Owners.
• Differentiate and Win: Confidently articulate Okta's unique and comparative differentiators to shape the technical buyer's decision criteria. Highlight Okta's highly available architecture, robust regulatory compliance, and comprehensive platform coverage to prove Okta is the premier partner for world-class security.
• Pioneer AI Visibility & Control: Position Okta at the forefront of the AI era. Guide enterprise customers on how to discover unmanaged AI agents, evaluate their risk, and establish a single, centralized control plane for all human and non-human identities.
• Drive Value-Based Outcomes: Lead the technical evaluation phases of complex B2B SaaS sales cycles. Proactively overcome objections and drive enterprise deals to technical closure by continuously tying Okta's capabilities back to the customer's core business drivers of breach protection and operational resilience.
• Be a Trusted Advisor: Build strong, consultative relationships with strategic customers, establishing yourself as a subject matter expert in Identity Security, modern identity standards (SAML, OIDC, SSF), and Zero Trust Architecture.

Requirements

• Strategic Pre-Sales Excellence: 8+ years recent, proven experience in a customer-facing Pre-Sales role (Sales Engineer, Solutions Consultant, Pre-Sales Engineer), with a strong track record of quota attainment and securing technical wins explicitly with large, complex strategic accounts.
• Consultative & Interpersonal Acumen: Top-tier executive communication, presentation, and storytelling abilities. Experience running value-based sales motions, knowing how to read a room, build rapport quickly, and influence decision-makers by focusing on revenue, cost, and risk.
• Technical Agility: A strong technical foundation coupled with a demonstrated ability to learn new enterprise technologies and architectures rapidly.
• Identity & Cybersecurity Expertise: Broad understanding of the complete Identity Security landscape. Recognise that identity is much more than just SSO and MFA, bringing knowledge of Identity Governance, Privileged Access Management, Threat Protection, modern authentication protocols, and Zero Trust Architecture.

Bonus Skills (Highly Desired)

• Advanced Identity Governance & Automation: Direct, hands-on experience positioning and selling Identity Governance and Administration (IGA), Privileged Access Management (PAM) solutions, and identity security automation workflows to large enterprises.
• AI Security & Architecture: Experience with or a strong understanding of artificial intelligence tools, AI agents, LLM integrations, and the emerging security implications of non-human identity within the enterprise.

Benefits

The Okta Experience:

• Supporting Your Well-Being
• Driving Social Impact
• Developing Talent and Fostering Connection + Community

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As an Auth0 Account Executive, you will drive territory growth through both net new logos and by cultivating relationships to expand and grow existing Auth0 customers.

Key Responsibilities:

• Build a plan to guide your long-term approach to net new logo pipeline generation
• Consistently deliver revenue targets to support YoY territory growth
• Identify, develop and execute account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
• Identify, target and gain access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers
• Create compelling artefacts, documents and presentations to convey ideas
• Run Executive Stakeholder alignment and Quarterly Business Reviews
• Scope, negotiate and close agreements to meet and exceed revenue quota targets
• Utilize partners to identify and open opportunities
• Build and nurture effective working partnerships within your Auth0 ecosystem

Requirements:

• 4+ years success in growing revenue for sophisticated, complex enterprise SaaS products
• Ability to evangelize, educate and create demand within Product, Digital and Engineering teams
• Deep technical discovery skills that resonate with the developer community
• Strong technical acumen with proven ability to connect a technical sale to a company's business and transformation outcomes
• Outstanding communication and presentation skills with audiences of all levels
• Prior experience working with Engineering, Product and Digital Transformation Initiatives
• Confident and self-driven with the humility required to successfully work in teams
• Proven record of out-of-the-box thinking to open up new logos and win transformative opportunities
• Expertise using a Sales Framework such as MEDDPICC, and Selling methodologies such as Command of The Message, Challenger or Sandler

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Responsibilities

• Serve as a customer-facing technical expert for Hivemind autonomy solutions across the EURAF region.
• Support customer discovery, technical briefings, demonstrations, technical interchange meetings, and capture activities.
• Translate customer mission needs, CONOPs, operational objectives, and integration constraints into credible Hivemind solution concepts.
• Partner with Business Development and Capture teams to support RFIs, RFPs, proposals, white papers, demos, and customer-facing technical narratives.
• Explain Hivemind autonomy capabilities, limitations, roadmap considerations, and integration requirements to technical, operational, commercial, and leadership audiences.
• Develop and maintain technical sales assets, including capability briefs, demo scripts, solution templates, FAQs, technical white papers, and customer-specific briefing materials.
• Work closely with Product, Engineering, Customer Engagement, and Program teams to represent customer requirements, technical risks, roadmap gaps, and field feedback.
• Help customers evaluate how autonomy can support operational effectiveness, mission planning, force modernization, and fielded mission outcomes.
• Maintain strong product truth by ensuring customer-facing materials and discussions accurately reflect current capabilities, constraints, and roadmap timing.
• Monitor relevant developments in autonomy, AI, unmanned systems, mission software, defense technology, and EURAF regional defense modernization priorities to inform customer conversations and product feedback.
• Build trusted relationships with customer technical stakeholders, regional partners, and internal cross-functional partners.
• Operate independently across complex international customer engagements while keeping internal stakeholders aligned and informed.
• Support regional engagement strategies by tailoring technical messaging, demos, and solution concepts to EURAF customer missions, operating environments, and partnership models.

Requirements

• 7+ years of experience in solutions engineering, field applications engineering, systems engineering, technical sales, autonomy, robotics, defense software, aerospace, or related technical customer-facing roles.
• Strong technical understanding of autonomy, AI-enabled systems, mission software, unmanned systems, robotics, or complex defense technology systems.
• Experience supporting customer-facing technical engagements such as demos, technical briefings, proposal support, integration discussions, technical interchange meetings, or operational workshops.
• Experience supporting international defense, security, aerospace, government, or advanced technology customers.
• Ability to translate customer mission needs into technically feasible solution concepts, requirements, demos, and product feedback.
• Strong written and verbal communication skills, with the ability to explain complex technical concepts to technical, operational, commercial, and leadership audiences.
• Ability to work cross-functionally with Business Development, Product Management, Engineering, Customer Engagement, and Program teams.
• Strong judgment in representing product capabilities, limitations, and roadmap dependencies to customers.
• Demonstrated ability to build trust with customers and internal stakeholders through technical credibility, responsiveness, and clear communication.
• Willingness and ability to travel internationally for customer engagements, demonstrations, exercises, and internal meetings.
• Ability to work from or regularly support activities in London, United Kingdom.
• Professional fluency in English.

Benefits

• Help build the defining defence technology company of this century.
• Work at the forefront of AI, autonomy, and next-generation defence systems.
• Operate in a highly entrepreneurial and mission-driven environment.
• Make a direct impact on international growth and strategic defence partnerships.
• Collaborate with exceptional teams solving some of the world’s most complex operational challenges.

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You will own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories, develop and execute territory and capture strategies, identify and qualify new business opportunities, build strong relationships with key decision-makers, and lead proposal development.

The ideal candidate is a customer-first, technically credible seller with strong capture instincts, experience navigating defense acquisition processes, and a proven track record of winning and expanding strategic accounts.

Responsibilities

• Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories (pipeline generation through close)
• Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI’s long-term strategic plan
• Identify, qualify, and shape new business opportunities through deep understanding of customer missions, budgets, and acquisition pathways
• Build and maintain strong relationships with key decision-makers, program offices, and influencers across defense and government customers
• Lead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions
• Conduct competitive analysis and position Hivemind effectively in complex, multi-stakeholder environments
• Partner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions
• Manage deal progression with rigor (qualification, deal strategy, forecasting accuracy, CRM hygiene)
• Represent Shield AI at industry events, conferences, and customer engagements to expand market presence and pipeline
• Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones

Measures of success (First 6-12 months)

• Strong pipeline generation and progression within assigned accounts and territories
• Successful execution of capture strategies resulting in qualified opportunities and wins
• Improved deal velocity and win rates through disciplined qualification and positioning
• Establishment of trusted relationships with key customer stakeholders and partners
• Consistent, accurate forecasting and high-quality CRM and pipeline hygiene
• Meaningful contribution to revenue growth across the International Hivemind business

Required qualifications

• 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defense, or similar)
• Proven track record of owning and closing deals, particularly within U.S. government or defense markets
• Deep understanding of defense acquisition processes and government procurement lifecycle
• Strong experience developing and executing capture strategies for complex opportunities
• Technical aptitude and ability to engage credibly with Engineering, Product, and Operational stakeholders
• Excellent communication, negotiation, and stakeholder management skills
• Self-motivated, results-oriented, and capable of operating in a fast-paced environment
• Bachelor’s degree required
• Fluent in: English

Preferred qualifications

• Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions a plus
• Prior military experience
• Established relationships within defense, government, or aerospace customer sets
• Experience working with Large Systems Integrators (LSIs) and strategic partners
• Ability to travel as needed for customer engagements and industry events
• Active or eligibility for security clearance
• MBA or equivalent graduate degree

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We're seeking a Manager, Solutions Architecture - Platforms to lead our team in Chicago. Stripe is a financial infrastructure platform for businesses, serving millions of companies worldwide.

About The Team

The Platforms Solutions Architecture Team partners with users to realise their full potential through prescriptive solutions that drive growth and success. As a manager, you will lead, build, and mentor a world-class pre-sales engineering team to grow the existing user base through upsells, cross-sells, and cosells.

Responsibilities

• Business and technical thought leader able to partner and drive the strategy and execution plan for the segment, working with cross-functional partners
• Recruit, hire, lead, retain, and coach a world-class pre-sales team
• Align with a leader for your segment to understand trends and share insights for Stripe's leadership and product teams
• Nurture and be the role-model of a positive outlook, can-do attitude, and growth mindset, while leading and keeping the SAs motivated in a fast-paced and ever-changing environment
• Define and drive success for your team by empowering them to nurture and grow existing business through upsells and cross-sell motions
• Partner closely with Sales, Marketing, and Technical Teams to develop joint go-to-market initiatives that drive positive user experience and outcomes while driving revenue retention and growth
• Executive engagement skills and presence, with an ability to establish strong relationships with key decision-makers and build credibility at all levels
• Serve as an executive champion and lead EBCs with key customers
• Maintain a strong internal relationship with the product teams and champion the voice of our users and customers to influence product direction and feature priorities
• Drive collaboration across teams to influence and unify stakeholders at all levels of the organisation
• Lead and support the team in complex evaluations, problem-solving, and challenging customer environments
• Build processes to measure the performance and impact of the Solutions Architecture Team and ensure that the team is optimised to meet rapidly evolving business needs
• Stay current on industry trends and competitive dynamics, and leverage this knowledge to shape strategy around user engagements
• Represent Stripe at industry events and conferences, customer business reviews, and contribute to new ideas and industry best practices
• Act as an escalation point for pre-sales and post-sales technical issues that arise

Minimum Requirements

• At least 3+ years of pre-sales leadership experience
• 10+ years' experience within a technical sales / consulting / implementation / GTM function
• A track record of building and leading world-class solution architecture / engineering teams ideally in a SaaS or usage-based businesses
• Energy, enthusiasm, and passion for making customers successful
• Previous technical sales experience with APIs and / or payments industry experience
• Strong executive presence and ability to foster deep relationships with our users
• Bachelor's degree or equivalent military experience required
• Willingness to travel approximately 25% of the time to engage with customers and collaborate with internal teams
• Bonus - Experience working with SaaS Platform business models

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Stripe is a financial infrastructure platform for businesses. Millions of companies,from the world’s largest enterprises to the most ambitious startups,use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone’s reach while doing the most important work of your career.

The Enterprise Hunter Solutions Architecture Team aims to land new users adopt prescriptive solutions that drive their growth and success. We work with C-level executives, finance leaders, product design and engineering teams at global brands who are building financial services solutions with Stripe. Our SA team works closely with Account Executives, Professional Services, Partners, and Product Teams to develop our strategy for winning new users.

As a manager/leader of Solution Architecture for our new business, you will recruit, lead, and mentor a world class pre-sales engineering team to grow our user base through new deals. You will drive collaboration from cross-functional teams to influence and unify stakeholders at all levels of the organization to drive business results. You will lead from the front and drive outcomes for our users.

Responsibilities

• Recruit, hire, lead, and retain a world class pre sales team.
• Be an advocate for the solution architecture team within the organization.
• Nurture and be the role-model of a positive outlook, can-do attitude and growth mindset, while leading and keeping the SAs motivated in a fast paced and ever changing environment.
• Manage your team’s KPI’s and deliver outstanding results.
• Define and drive success for your team by strengthening their skills at landing new enterprise users.
• Partner with Sales Leaders in identifying top opportunities and helping SA’s execute on strategies.
• Align closely with Sales, Marketing and Technical Teams (Professional Services, Partners, Product, Development, etc) to develop joint go-to-market initiatives that drive positive user experience and outcomes while driving revenue retention and growth.
• Be the Technical Sponsor on key deals for Stripe’s Hunter Team and serve as an executive champion and lead Executive Business Calls with key customers.
• Demonstrate high executive engagement skills and presence, with an ability to establish strong relationships with key decision makers and build credibility at all levels.
• Represent Stripe at industry events and conferences, customer business reviews and contribute to new ideas and industry best practices.
• Stay current on industry trends and competitive dynamics, and leverage this knowledge to shape strategy around user engagements.

Minimum Requirements

• You must have at least 3+ years of pre-sales leadership experience.
• 10+ years’ experience within a technical sales / consulting / implementation/ GTM function.
• A track record of building and leading world-class solution architecture/ engineering teams ideally in a SaaS, usage-based, or payments businesses.
• Energy, enthusiasm, and passion for making your team successful.
• Previous technical sales experience with APIs and/or payments industry experience.
• Strong executive presence and ability to foster deep relationships with our users.
• Bachelor's degree or equivalent military experience required.
• Willingness to travel approximately 25% of the time to engage with customers and collaborate with internal teams.

Preferred Qualifications

• A background in payments is a plus but not a requirement.
• Media & Entertainment, Gaming / Retail / Financial Services industry experience.

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As an Auth0 AE, you will be focused on providing value to Application Development teams (Engineering, Product, Security and Architecture).

Your responsibilities will include:

• Building a plan to guide your long-term approach to net new logo pipeline generation
• Consistently delivering revenue targets to support YoY territory growth
• Identifying, developing and executing account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
• Identifying, targeting and gaining access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers
• Scoping, negotiating and closing agreements to meet and exceed revenue quota targets
• Holistically embracing, accessing, and utilizing partners to identify and open opportunities
• Building and nurturing effective working partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc)
• Traveling as necessary to build and cultivate customer and prospect relationships

To be successful in this role, you will need:

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

The OTE range for this position is between $288,000-$396,000 USD, depending on location.

Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave).

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OTE $280K – $300K • Offers Equity

About OpenRouter

OpenRouter is the open AI routing and infrastructure layer that enterprises use to access, manage, and optimize the best large language models across providers,without lock-in, capacity constraints, or unnecessary cost. We power some of the most advanced AI teams in the world by giving them the flexibility to move fast, scale confidently, and stay future-proof as models evolve.

As enterprise adoption of AI accelerates, OpenRouter sits at the center of how organizations operationalize LLMs across research, product, and production workloads.

About the Role

As a Strategic Account Executive, you will develop our partnerships with our largest and most complex enterprise customers by creating long-term alignment between OpenRouter and your accounts' business strategy, technology roadmap, and AI adoption journey. This is a high-impact role focused on multi-stakeholder deals, long sales cycles, and strategic AI infrastructure conversations with technical, financial, and executive decision-makers.

What You’ll Do

• Proactively build and manage a robust pipeline of high-impact outbound sales campaigns to identify and engage key decision-makers at target accounts, establishing the value proposition early in the sales cycle.
• Be accountable for the relationship and business developed between OpenRouter and a limited number of Strategic Accounts
• Build, document, and implement account strategies that are mutually beneficial to the customers you manage and OpenRouter
• Build, develop, and orchestrate multi-level executive relationships across CTO, CIO, CFO, and AI leadership
• Own the full sales cycle from lead to close to activation for large enterprise deals, including demos, proposals, and ROI analyses
• Contribute to shaping our enterprise go-to-market strategy and building repeatable processes and scaled engagement models
• Stay abreast of AI trends, competitive landscapes, and regulatory changes to inform sales strategies and provide feedback to the product team
• Attend industry conferences, client meetings, and networking events (up to 30% travel required)

What We’re Looking For

• 7-10+ years of sales experience managing large, strategic accounts, selling complex technical solutions, and closing seven-figure deals with consistent overachievement in quota
• Demonstrated ability to thrive in highly ambiguous, unstructured environments, with a proven capacity to create clarity, define processes, and navigate complex challenges independently.
• 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 customer strategies and leading with value
• Great listening skills and the ability to quickly become a trusted resource for C-level decision-makers across technology and finance organizations
• An ability to understand complex technical and business problems and articulate how OpenRouter's platform can address them
• Experience selling technical or infrastructure products (AI/ML platforms, developer tools, cloud, data, or APIs)
• Proven ability to lead complex negotiations involving bespoke commercial agreements, with strong business acumen around pricing, contracts, and enterprise buying processes
• Superior verbal, written, and presentation skills
• A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal
• Strong interest in technology and a deep understanding of the AI/LLM space
• Meticulous approach to CRM hygiene and experience utilizing thorough sales forecasting metrics on a weekly/quarterly basis and communicating them in a succinct manner

Nice to Haves

• Experience selling AI, ML, or developer-first products
• Familiarity with LLM ecosystems (OpenAI, Anthropic, Google, open-source models)
• Experience working with global or multi-region enterprise customers
• Prior startup or high-growth company experience

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Key Responsibilities:

• Identify and prioritize large-scale ISVs, international ISVs, cloud providers, and marketplace partners where NVIDIA software can become part of the partner platform or customer workload.
• Own and refine partner account plans with executive owners, target workloads, integration priorities, commercial path, field action, promote-and-scale achievements, and proof-of-value opportunities.
• Translate global ISV strategy into EMEA execution plans with clear countries, industries, workloads, seller actions, and customer adoption targets.
• Coordinate developer relations, AI-native teams, solution architects, product, marketing, field, legal, and partner engineering teams to remove integration blockers and accelerate adoption.
• Position NVIDIA libraries and frameworks, including CUDA-X, NIM, NeMo, Agent Toolkit, TensorRT-LLM, Triton, Run:ai, Mission Control, and GPU-accelerated data/inference pipelines, into partner products and narratives.
• Drive co-sell motions through cloud marketplaces, OEM routes, GSIs, solution advisors, and field sellers where appropriate.
• Refine partner enablement and customer-facing assets that link NVIDIA software with partner product value and enterprise use cases.
• Track adoption, pipeline, partner health, support needs, product feedback, customer references, competitive dynamics, and expansion opportunities across the assigned ISV/cloud portfolio.

Requirements:

• BS/MS or equivalent experience in Business, Computer Science, Engineering, or a related field.
• 8+ years in enterprise software partnerships, technical sales, alliances, developer relations, product partnerships, global alliances, or cloud GTM.
• Experience working directly with ISVs, SaaS platforms, enterprise application providers, global software companies, cloud providers, or cloud marketplace teams.
• Mastery of enterprise AI workloads, agentic applications, GenAI applications, cloud platforms, marketplaces, APIs, SDKs, and modern software delivery.
• Sophisticated commercial and operational rigor across partner plans, pipeline reviews, enablement programs, marketplace motions, and executive reporting.
• Strong ability to qualify opportunities, own partner plans, coordinate collaborators, and connect technical integration to revenue outcomes.
• Excellent written and verbal communication skills with engineers, product leaders, field sellers, executives, and partner teams.
• Positive ability to influence across global, regional, product, marketing, partner, and sales teams.

Nice to Have:

• Experience launching co-sell motions, marketplace offers, private offers, ISV certification programs, or regional adoption campaigns from global alliances.
• Experience with app-layer AI companies or enterprise ISVs embedding AI into workflow, efficiency, finance, healthcare, industrial, or retail platforms.
• Strong EMEA ISV network and evidence of converting partner work into customer adoption and measurable outcomes.

NVIDIA offers highly competitive salaries and a comprehensive benefits package. Visit www.nvidiabenefits.com/ for more information.

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Responsibilities:

• Identify and prioritize enterprise ISVs, global ISVs, cloud providers, and marketplace partners where NVIDIA software can become part of the partner platform or customer workload.
• Own and refine partner account plans with executive owners, target workloads, integration priorities, commercial path, field action, promote-and-scale achievements, and proof-of-value opportunities.
• Translate global ISV strategy into EMEA execution plans with clear countries, industries, workloads, seller actions, and customer adoption targets.
• Coordinate developer relations, AI-native teams, solution architects, product, marketing, field, legal, and partner engineering teams to remove integration blockers and accelerate adoption.
• Position NVIDIA libraries and frameworks into partner products and narratives.
• Drive co-sell motions through cloud marketplaces, OEM routes, GSIs, solution advisors, and field sellers where appropriate.
• Refine partner enablement and customer-facing assets that connect NVIDIA software to partner product value and enterprise use cases.
• Track adoption, pipeline, partner health, support needs, product feedback, customer references, competitive dynamics, and expansion opportunities across the assigned ISV/cloud portfolio.

Requirements:

• BS/MS or equivalent experience in Business, Computer Science, Engineering, or a related field.
• 8+ years in enterprise software partnerships, technical sales, alliances, developer relations, product partnerships, global alliances, or cloud GTM.
• Experience working directly with ISVs, SaaS platforms, enterprise application providers, global software companies, cloud providers, or cloud marketplace teams.
• Understanding of enterprise AI workloads, agentic applications, GenAI applications, cloud platforms, marketplaces, APIs, SDKs, and modern software delivery.
• Strong commercial and operational rigor across partner plans, pipeline reviews, enablement programs, marketplace motions, and executive reporting.
• Strong ability to qualify opportunities, own partner plans, coordinate collaborators, and connect technical integration to revenue outcomes.
• Excellent written and verbal communication skills with engineers, product leaders, field sellers, executives, and partner teams.
• Ability to influence across global, regional, product, marketing, partner, and sales teams.

Nice to Have:

• Experience launching co-sell motions, marketplace offers, private offers, ISV certification programs, or regional adoption campaigns from global alliances.
• Background with NVIDIA AI Enterprise, NIM, NeMo, Nemotron, NVIDIA Agent Toolkit, Run:ai, Mission Control, CUDA-X, Triton, TensorRT-LLM, or Dynamo.
• Experience with app-layer AI companies or enterprise ISVs embedding AI into workflow, efficiency, finance, healthcare, industrial, or retail platforms.
• Strong EMEA ISV network and evidence of converting partner work into customer adoption and measurable outcomes.

NVIDIA offers highly competitive salaries and a comprehensive benefits package.

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Key responsibilities:

• Define FSI go-to-market strategy and coverage design
• Recruit, coach, and retain Enterprise & Strategic Account Executives
• Codify the use cases, proof points, reference stories, and sales motions
• Engage personally with C-level executives on priority pursuits
• Own the team's revenue targets and operating rhythm
• Partner closely with Applied AI, Solutions Architecture, and Product

Minimum qualifications:

• Experience leading enterprise sales teams that sell technical, complex products
• A track record of winning and growing enterprise customers in financial services
• Experience designing go-to-market coverage for an enterprise sales team
• Operational rigor across both a high-volume pipeline and complex, multi-stakeholder sales cycles
• Credibility with technical buyers and builders

Preferred qualifications:

• Experience leading other sales leaders
• Experience building or meaningfully scaling a verticalized or multi-segment sales organization
• Experience bringing generative AI or LLM-based products to large financial institutions

The annual compensation range for this role is $450,000-$550,000 USD.

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As an AI Native Solutions Architect, you'll be the primary technical owner for fast-moving AI companies that may need to launch usage-based billing on tight timelines.

Responsibilities:

• Owning the technical win: taking qualified inbound leads and driving them through discovery, demo, POC, and technical win
• Using efficient discovery to quickly understand billing challenges, product launch timelines, and technical requirements
• Bringing energy and urgency to every engagement,proactively driving deals forward, identifying blockers early, and building relationships across the customer organization
• Running streamlined demos tailored to technical founders and product/engineering teams
• Driving hands-on implementation: providing customers with clear, actionable implementation plans
• Writing code snippets, configuration examples, and integration guides to accelerate customer time-to-value
• Pair programming or working alongside customer teams during POCs and initial setup
• Designing up/downstream integrations into prospect systems with a bias toward pragmatic solutions
• Building deep AI market expertise: building relationships with technical founders, engineering leaders, product, and finance teams at AI companies
• Understanding the unique monetization challenges facing LLM providers, generative AI companies, and AI tooling/wrapper companies
• Staying current on AI industry trends, pricing models, and competitive dynamics

Qualifications:

• 3+ years of experience in technical, customer-facing roles involving SaaS products
• 1+ years of experience working with, at, or selling to AI companies
• Proven ability to own and drive customer-facing engagements and relationships independently
• Strong technical aptitude with the ability to quickly learn new systems, write code snippets, and guide technical implementations
• Experience working in high-velocity environments where speed-to-value matters and customers need to launch quickly
• Excellent communication skills with technical buyers

Bonus Points:

• Deep knowledge of the quote-to-cash space, including integrating with or otherwise interacting with tools like Salesforce, NetSuite, CPQs
• Experience as a software engineer, product manager, or in other technical roles
• Experience in a pure sales role, particularly selling to technical buyers in engineering and product organizations
• Familiarity and enthusiasm for AI developer tooling and the broader AI infrastructure ecosystem

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You'll leverage your consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities.

In collaboration with GTM, product, and marketing teams, you'll build Anthropic's presence across EMEA's dynamic startup ecosystem, continuously refining our value proposition, sales methodology, and market positioning to ensure differentiated value across the landscape.

The ideal candidate will have a passion for developing new market segments, pinpointing high-potential opportunities, and executing strategies to capture them.

Responsibilities:

• Win new business and drive revenue for Anthropic. Find your way to the right people at prospective customers, educate them about LLMs, and help them succeed with Anthropic. You'll own the full sales cycle, from first outbound to launch.

• Design and execute innovative sales strategies to meet and exceed revenue quotas. Analyze market landscapes, trends, and dynamics to translate high-level plans into targeted sales activities, partnerships, and campaigns.

• Spearhead market expansion by pinpointing new customer segments and use cases, collaborating cross-functionally to differentiate our offerings and sustain a competitive edge.

• Inform product roadmaps and features by gathering customer feedback and conveying market needs, providing insights that strengthen our value proposition and enhance the customer experience.

• Help define our regional GTM operations and sales methodologies by incorporating learnings into playbooks, templates, and best practices.

Requirements:

• 5+ years of technical sales experience with a proven track record of driving adoption of emerging technologies with a consultative, solutions-oriented sales approach, preferably across EMEA markets.

• Familiarity working within complex sales cycles, selling to technical stakeholders, and securing strategic deals by understanding multifaceted technical requirements and crafting tailored solutions.

• Success as a strategic business advisor, deeply understanding the needs of startup founders and creating innovative solutions that align with their vision and help them succeed.

• Exposure to negotiating complex, customized commercial agreements with multiple stakeholders.

• Demonstrated history of exceeding quota by effectively qualifying and advancing opportunities in a fast-paced work environment.

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

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

• Analytical approach to understanding customer needs combined with creative follow-up to advance opportunities.

• Passion for emerging technologies like AI, with interest in ensuring they are developed safely and responsibly.

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

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

Benefits:

• Competitive compensation
• Optional equity donation matching
• Generous vacation and parental leave
• Flexible working hours
• Lovely office space

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Responsibilities:

• Win new business and drive revenue for Anthropic
• Design and execute innovative sales strategies to meet and exceed revenue quotas
• Spearhead market expansion by pinpointing new customer segments and use cases
• Inform product roadmaps and features by gathering customer feedback
• Help define regional GTM operations and sales methodologies

Requirements:

• 5+ years of technical sales experience with a proven track record of driving adoption of emerging technologies
• Familiarity working within complex sales cycles, selling to technical stakeholders, and securing strategic deals
• Success as a strategic business advisor, understanding the needs of startup founders and creating innovative solutions
• Exposure to negotiating complex, customized commercial agreements with multiple stakeholders
• Demonstrated history of exceeding quota by effectively qualifying and advancing opportunities

The annual compensation range for this role is €155,000-€205,000 EUR.

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Stripe is a financial infrastructure platform for businesses. Millions of companies,from the world’s largest enterprises to the most ambitious startups,use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet.

The SMB team works with European businesses in one of Stripe’s high-growth and highest priority segments. As a Sales Manager at Stripe, you’ll play an instrumental role in fueling Stripe’s growth in this high priority segment through coaching your team and executive engagement across top accounts.

Responsibilities

• Recruit, develop and lead a team of sales professionals, with a particular focus on SMB
• Help leadership to define and implement the long-term vision and strategy for the team and manage day-to-day operations, with a focus on performance against key sales metrics
• Support your team to develop and implement full sales cycle strategies from pipe-gen to deal closing to implementation
• Coach and guide the team in developing consultative and solution-based sales skills through all facets of the sales cycle
• Solve complex client needs and work across product, sales, risk, and operations together with your team to improve our product
• Make sure that internal teams are set up for users’ success by coordinating with other Stripe teams such as Solution architects, SDRs, Marketing, Product and many more
• Inspire, motivate and enable personal and career development of team members, both to promote career growth and to increase impact for Stripe

Who you are

The ideal candidate for this role is someone who thrives in highly ambiguous environments. You are solution-oriented, adaptable, have a keen interest in coaching and developing a team of high potential sellers.

Minimum requirements

• 8+ years of relevant sales experience, including 4+ years of people management experience
• Track record of overachieving against ambitious sales targets
• Ability to understand complex technical ecosystems and build great relationships with technical customers
• Experience consistently forecasting and managing a high growth business for multiple quarters
• Ability to hire, train, and coach a high-performance sales team
• Ability to build executive relationships with customers and ecosystem partners
• A knack for working well with a wide range of stakeholders, both internally and externally
• Ability and motivation to operate in a highly ambiguous and fast-paced environment
• Superior verbal and written communication skills

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In this role, you will act as a strategic partner and trusted advisor, enabling clients to leverage ElevenLabs' industry-leading models and ElevenAgents to reimagine their customer experience, internal workflows, and monetization strategies.

Key responsibilities include:

• Building and managing a growing portfolio of strategic accounts across Poland, primarily in Government & Utilities
• Identifying new business opportunities where ElevenLabs' conversational AI capabilities can drive customer engagement, contact center automation, and operational efficiency
• Leading consultative, multi-stakeholder sales cycles and developing compelling business cases
• Developing and maintaining a deep understanding of the conversational AI landscape
• Demonstrating expertise in conversational AI and how ElevenLabs' voice technology can unlock value
• Developing and executing account strategies to expand ElevenLabs' presence within the Polish Government sector
• Partnering with Customer Success, FDEs, and Solutions Engineering to ensure smooth onboarding and deployment
• Serving as a trusted advisor to clients, educating C-suite and senior operations leaders on emerging trends in generative AI

Requirements:

• 7+ years of quota-carrying strategic sales experience in SaaS or technology, ideally with exposure to AI or generative AI
• Proven success closing deals and managing complex sales cycles with multiple stakeholders
• Well-connected in the Polish Government and Utilities landscape with an existing network of senior individuals
• Experience selling technical solutions to product and engineering leaders
• Deep understanding of enterprise procurement and legal processes in Poland
• Comfort operating in an early-stage, high-growth environment
• Passion for voice and audio AI and its transformative value for customers
• Native or full professional proficiency in Polish; strong English for internal collaboration

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In this role, you will act as a strategic partner and trusted advisor, enabling clients to leverage ElevenLabs' industry-leading models and ElevenAgents to reimagine their customer experience, internal workflows, and monetization strategies.

Key responsibilities include:

• Building and managing a growing portfolio of strategic accounts across Poland, primarily in Government & Utilities
• Identifying new business opportunities where ElevenLabs' conversational AI capabilities can drive customer engagement, contact center automation, and operational efficiency
• Leading consultative, multi-stakeholder sales cycles and developing compelling business cases
• Developing and maintaining a deep understanding of the conversational AI landscape
• Demonstrating expertise in conversational AI and how ElevenLabs' voice technology can unlock value
• Developing and executing account strategies to expand ElevenLabs' presence within the Polish Government sector
• Partnering closely with Customer Success, FDEs, and Solutions Engineering to ensure smooth onboarding and deployment
• Serving as a trusted advisor to clients, educating C-suite and senior operations leaders on emerging trends in generative AI

Requirements:

• 7+ years of quota-carrying strategic sales experience in SaaS or technology, ideally with exposure to AI or generative AI
• Proven success closing deals and managing complex sales cycles with multiple stakeholders
• Well-connected in the Polish Government and Utilities landscape with an existing network of senior individuals
• Experience selling technical solutions to product and engineering leaders
• Deep understanding of enterprise procurement and legal processes in Poland
• Comfort operating in an early-stage, high-growth environment
• Passion for voice and audio AI and its transformative value for customers
• Native or full professional proficiency in Polish; strong English for internal collaboration

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You have spent time in technical or industrial environments and learned that the best opportunities do not just appear, they get built through questions, curiosity, and persistence.

Your responsibilities will include:

• Partnering with field sales reps to map accounts, identify new users, and schedule qualified meetings and demos with technical and business stakeholders
• Collaborating with different teams in marketing and Engineering to prepare customer meetings
• Qualifying inbound leads and routing them to the right sales owner using defined criteria, technical context, and account intelligence gathered through direct outreach
• Running account-based outreach campaigns using email, calls, and LinkedIn to generate new interest in target accounts across Germany and all over the world
• Representing Synopsys at events, webinars, and tradeshows, engaging attendees and capturing actionable intelligence that turns into pipeline
• Updating Salesforce with every meaningful contact, ensuring account maps, lead status, and opportunity context are current and useful
• Collaborating with marketing on campaign execution and providing feedback on what messaging and offers are actually moving prospects
• Tracking lead flow, conversion rates, and campaign performance to surface what is working and where the process needs adjustment

The impact you will have:

• Directly influencing pipeline quality by ensuring sales reps spend time on opportunities that are real, not chasing ghosts
• Helping Synopsys expand and deepen relationships within existing ones through your outreach and qualification work
• Shaping account strategy and giving sales teams a head start before the first call through the intelligence you gather and document
• Making campaigns more targeted, more relevant, and more likely to convert through your collaboration with marketing
• Scheduling meetings that will turn into demos, trials, and eventually closed business that grows Synopsys presence in the German market
• Providing leadership with visibility into what is actually happening in the territory through your attention to CRM hygiene
• Helping the broader sales development function get sharper and more effective through the feedback you provide on messaging and process

Requirements:

• Bachelor's degree in business, engineering, or a related field, or 4+ years in inside sales, sales development, or a presales role selling complex technical or industrial products
• Fluency in German and English, written and spoken
• Experience using sales automation tools and CRM systems, Salesforce experience is a strong plus
• Technical aptitude or at least 1 year working in an industrial or technical sales environment
• Comfort using LinkedIn, email, and phone to research accounts, identify decision makers, and start conversations that lead somewhere
• A track record of delivering strong customer service and maintaining high customer satisfaction in a business-to-business context

We offer a comprehensive range of health, wellness, and financial benefits to cater to your needs.

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As a Sales Account Representative, Sr Associate at Synopsys, you will establish, develop, and nurture business relationships with existing and prospective customers within your assigned territory or accounts.

Key Responsibilities:

• Establishing and developing business relationships with existing and prospective customers
• Identifying customer pain points and desired outcomes to position Synopsys solutions
• Conducting sales activities via face-to-face meetings and remote communications
• Creating and maintaining comprehensive account plans
• Researching and qualifying new prospects
• Developing clear, effective proposals and quotations
• Coordinating with marketing, technical, and legal teams
• Providing accurate sales forecasts and renewal revenue projections
• Participating in industry trade shows and customer seminars

The Impact You Will Have:

• Drive revenue growth and expand Synopsys’ market presence in Japan
• Help customers solve complex engineering and technology challenges
• Strengthen customer loyalty through exceptional service
• Fuel product development and innovation by relaying customer feedback
• Enhance the company’s reputation as a trusted partner and technology leader
• Contribute to a collaborative and high-performance sales culture

Requirements:

• Bachelor’s degree in engineering, technical, business, or related field; or 3+ years of successful technical sales experience
• Demonstrated understanding of engineering analysis, technology, and business fundamentals
• Fluency in Japanese and English
• Proven success in technical sales roles
• Strong organizational skills, attention to detail, and ability to work independently
• Willingness and ability to travel up to 50% as needed

Benefits:

We offer a comprehensive range of health, wellness, and financial benefits to cater to your needs.

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You'll leverage consultative sales expertise to expand revenue across complex accounts while becoming a trusted advisor to founders and executive teams, helping them expand AI capabilities and unlock new use cases.

Working closely with GTM, Applied AI, product, and marketing teams, you'll identify expansion opportunities while ensuring customers get maximum value from Anthropic's solutions.

The ideal candidate combines strong commercial acumen with executive relationship management skills, focusing on growing large accounts through strategic expansion while maintaining high retention rates.

Responsibilities:

• Drive revenue growth through strategic account expansion and renewals across a focused portfolio of Anthropic's largest AI-native startup customers.
• Build and maintain trusted relationships with founders, board members, and executive stakeholders.
• Lead strategic account planning, including executive business reviews and renewal negotiations.
• Partner with customers to identify new use cases and products that expand their AI capabilities with Anthropic.
• Navigate complex commercial conversations and serve as the voice of the customer.

Must Have Qualifications:

• 12+ years of experience in sales or account management roles with a proven track record of growing large accounts.
• Success as a strategic business advisor to founders and executives.
• Experience managing complex sales cycles and negotiating strategic deals.
• Strong presentation and communication skills.
• Analytical approach to understanding customer needs and usage.
• Passion for emerging technologies like AI, with interest in ensuring they are developed safely and responsibly.

Preferred Qualifications:

• Experience selling or expanding usage-based API, infrastructure, or developer-platform products.
• Experience selling to technical founders, CTOs, and engineering leaders at AI-native or developer-first companies.
• Fluency in the LLM/AI market.
• Experience structuring larger commercial agreements with fast-growing customers.

The annual compensation range for this role is $290,000-$380,000 USD.

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Stripe is a financial infrastructure platform for businesses. Millions of companies,from the world’s largest enterprises to the most ambitious startups,use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead.

The Enterprise Hunter Solutions Architecture Team aims to land new users and adopt prescriptive solutions that drive their growth and success. We work with C-level executives, finance leaders, product design and engineering teams at global brands who are building financial services solutions with Stripe.

As a manager/leader of Solution Architecture for our new business, you will recruit, lead, and mentor a world-class pre-sales engineering team to grow our user base through new deals. You will drive collaboration from cross-functional teams to influence and unify stakeholders at all levels of the organization to drive business results.

Responsibilities

• Recruit, hire, lead, and retain a world-class pre-sales team.
• Be an advocate for the solution architecture team within the organization.
• Nurture and be the role-model of a positive outlook, can-do attitude, and growth mindset, while leading and keeping the SAs motivated in a fast-paced and ever-changing environment.
• Manage your team’s KPIs and deliver outstanding results.
• Define and drive success for your team by strengthening their skills at landing new enterprise users.
• Partner with Sales Leaders in identifying top opportunities and helping SAs execute on strategies.
• Align closely with Sales, Marketing, and Technical Teams to develop joint go-to-market initiatives that drive positive user experience and outcomes while driving revenue retention and growth.
• Be the Technical Sponsor on key deals for Stripe’s Hunter Team and serve as an executive champion and lead Executive Business Calls with key customers.
• Demonstrate high executive engagement skills and presence, with an ability to establish strong relationships with key decision-makers and build credibility at all levels.
• Represent Stripe at industry events and conferences, customer business reviews, and contribute to new ideas and industry best practices.
• Stay current on industry trends and competitive dynamics, and leverage this knowledge to shape strategy around user engagements.

Minimum Requirements

• You must have at least 3+ years of pre-sales leadership experience.
• 10+ years’ experience within a technical sales / consulting / implementation / GTM function.
• A track record of building and leading world-class solution architecture / engineering teams ideally in a SaaS, usage-based, or payments businesses.
• Energy, enthusiasm, and passion for making your team successful.
• Previous technical sales experience with APIs and/or payments industry experience.
• Strong executive presence and ability to foster deep relationships with our users.
• Bachelor's degree or equivalent military experience required.
• Willingness to travel approximately 25% of the time to engage with customers and collaborate with internal teams.

Preferred Qualifications

• A background in payments is a plus but not a requirement.
• Media & Entertainment, Gaming / Retail / Financial Services industry experience.

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As a Principal Presales Engineer, DACH, you will be part of the sales team focused on New Business and Strategic segments. You will be responsible for delivering the Technical Win and best Product Fit to our customers. Your tasks will include:

• Partnering with Account Executives to execute pre-sales activities, including opportunity qualification, demonstrations, Proof-of-Concept, RFP, design documentation, technical presentations, and enablement sessions.
• Leading the technical pre-sales relationship, driving technical discovery, proposing technical architectures, demonstrating the product, anticipating concerns, and offering creative solutions.
• Building customer trust in Twilio's solutions by establishing yourself as a trusted advisor to our customers.
• Designing, demonstrating, and presenting innovative solutions that solve business challenges.
• Building and presenting highly interactive, complex, and engaging customer product demonstrations.
• Mentoring less experienced Presales Engineers.

Requirements:

• 8+ years pre-sales experience selling complex, technical products or 10+ years of professional experience supporting technical products coupled with customer-facing experience.
• Excellent communicator and presenter able to gain audience confidence.
• Previous software development experience or working knowledge in one or more of the following areas: Backend (Java, C#, Node.js, Python, PHP), Web development (JavaScript, HTML/CSS, frontend frameworks - React, Vue.js, Angular).
• Experience building with REST APIs.
• Previous experience in Telecom, SIP, Contact Center, or Security.
• Experience with sales methodologies.
• Bachelor's and/or Master's degree in a technical discipline (Engineering, Mathematics, Computer Science) or equivalent practical experience.
• Proficient German speaker.

Desired:

• Familiarity with cloud platforms (Amazon Web Services, Google Cloud, Microsoft Azure) and cloud application architecture.
• Experience working with customers in the DACH region.

Location: Remote - Spain

Travel: Approximately 35% travel anticipated.

What We Offer: Competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more.

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As a Principal Presales Engineer, DACH, you will be part of the sales team focused on New Business and Strategic segments. You will be responsible for delivering the Technical Win and best Product Fit to our customers. You will lead the technical pre-sales relationship, drive technical discovery, propose technical architectures, demonstrate the product, anticipate concerns and offer creative solutions.

Responsibilities:

• Partner with Account Executives to execute pre-sales activities including opportunity qualification, demonstrations, Proof-of-Concept, RFP, design documentation, technical presentations and enablement sessions.
• Help customers achieve success by leading the technical and product sale, recommending best-practice solutions, and guiding them on how to use Twilio's APIs.
• Establish yourself as a trusted advisor to our customers, by taking the lead on understanding customer technical pains through discovery in order to design, demonstrate, and present innovative solutions that solve business challenges.
• Build and present highly interactive, complex and engaging customer product demonstrations to help showcase the capabilities of Twilio's Communications Products, while effectively forming strong customer relationships with both technical and nontechnical stakeholders.
• Be Hands-on, high-energy, passionate, and a creative problem solver, equipped with the knowledge of how to get things done and ability to lead others to success.
• Take the initiative to identify and solve problems - both for the customer and within the organization as we grow.
• Contribute to the broader Twilio Presales Engineering community through knowledge sharing, constructing demonstration materials, and creating reusable presentations.
• Mentor less experienced Presales Engineers.

Qualifications:

• Required:
• 8+ years pre-sales experience selling complex, technical products or 10+ years of professional experience supporting technical products coupled with customer facing experience, particularly in delivery or consulting.
• Excellent communicator and presenter able to gain audience confidence.
• An engaging storyteller - you can gain audience confidence and communicate complex topics to multiple levels of audience.
• Ability to build a deep understanding of a customer's communications needs and guide them to a technical solution.
• Previous software development experience or working knowledge in one or more of the following areas: Backend (Java, C#, Node.js, Python, PHP), Web development (JavaScript, HTML/CSS, frontend frameworks - React, Vue.js, Angular).
• Experience building with REST APIs.
• Previous experience in Telecom, SIP, Contact Center, or Security.
• Experience with sales methodologies.
• Bachelor's and/or Master's degree in a technical discipline (Engineering, Mathematics, Computer Science) or equivalent practical experience.
• Proficient German speaker.
• Desired:
• Familiarity with cloud platforms (Amazon Web Services, Google Cloud, Microsoft Azure) and cloud application architecture.
• Experience working with customers in the DACH region.

What We Offer: Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more.

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Responsibilities:

• Own the full sales cycle from discovery through close and expansion across startups, scaleups, and enterprises
• Run complex, multi-stakeholder deals involving technical buyers, executives, and legal teams
• Design and execute sales motions across APIs, on-prem deployments, and custom licensing
• Build durable customer relationships that drive retention and long-term expansion
• Partner closely with solutions engineering, forward-deployed engineers, product, research, and legal on bespoke deals
• Translate customer needs and market signals into actionable feedback for product and research
• Help define early commercial processes, playbooks, and qualification frameworks as we scale

Requirements:

• Experience selling technical products to tech executives, ML teams, and enterprise stakeholders
• Ability to discuss model capabilities, inference requirements, and integration tradeoffs with technical buyers
• Proven success managing long, multi-stakeholder sales cycles and closing strategic landmark deals
• Strong negotiation skills across pricing, licensing, and custom commercial terms
• Track record building and scaling pipelines across different deal sizes and customer types
• Comfort shaping process and structure in fast-moving, early-stage environments

Benefits:

• Base Annual Salary: EU €150,000 - €185,000 + variable + equity or US $180,000 - $210,000 USD + variable + equity
• Opportunity to work with a cutting-edge research lab
• Collaborative and dynamic work environment

Values:

• Obsessed: We are a frontier research lab. The science has to be right, the understanding deep, the product beautiful.
• Low Ego: The work speaks. The best idea wins, no matter who said it. Credit is shared. Nobody is above any task.
• Bold: We take the ambitious bet. We ship, we do not wait for conditions to be perfect.
• Kind: People over politics. We treat each other with genuine warmth. Agency without empathy creates chaos.

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Responsibilities:

• Own the South Asia Inception strategy and set regional priorities
• Lead and grow a team of Inception Partner and community programme managers
• Drive commercial outcomes with start-ups, moving accounts from awareness to technical discovery to named workloads
• Build the partner and reseller motion, working with OEMs, resellers, cloud and NVIDIA Cloud Partners
• Deepen the ecosystem, building relationships with VCs, accelerators, research parks, and government innovation bodies
• Land the technical value, partnering with solution architects and developer relations
• Tell the region's story, working with developer and Inception marketing
• Run the programme cleanly, owning member onboarding, tier qualification, and data hygiene
• Bring the market back to NVIDIA, feeding structured intelligence on regional workloads and trends

Requirements:

• 12+ years of experience across start-up ecosystem development, developer or partner programmes, technology alliances, business development or technical sales
• BS/BTech in Computer Science, Electrical Engineering or a related technical field, or equivalent experience
• Demonstrated ownership of a commercial target in a technology business
• Working technical fluency in AI and accelerated computing
• Deep, current knowledge of the South Asian start-up ecosystem
• Proven success operating in a large, matrixed organization
• Outstanding written and verbal communication
• Willingness to travel frequently across the region

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Responsibilities:

• Lead technical discovery to identify and address customers' needs
• Deliver an exceptional pre-sales experience by articulating Fin's value and technical expertise
• Conduct impactful, value-based solution reviews and in-depth technical sessions
• Design and lead tailored Proof of Concepts (POCs) that showcase Fin's capabilities
• Serve as the primary resource for RFPs and customer security questions, utilizing standardized materials and escalating complex issues
• Collaborate cross-functionally with Product and Engineering to represent the customer voice, gathering feedback and insights for product planning
• Build trust with customers by approaching challenges with empathy and curiosity
• Continuously improve processes and contribute to building a best-in-class Solutions Engineering playbook at Fin
• Commit to customer success, ensuring lasting value and proactively addressing challenges

Requirements:

• Fluency in Portuguese and Spanish is required
• Minimum of 4 years of experience in a technical sales role, managing C-Level technical and business relationships
• Strong technical acumen with experience in conducting technical discovery and delivering high-impact value presentations
• Ability to solve problems independently while thriving in collaborative team environments
• Proven time management skills in a dynamic team environment
• Demonstrated ability to quickly identify and communicate the value proposition throughout the sales cycle
• Leverage skills in translating complex business challenges into tailored Fin solutions, effectively communicating with both technical and non-technical audiences to drive understanding and impact
• Experience working closely with product and engineering teams to communicate customer feedback and influence product direction
• Familiarity with managing POCs, RFPs, and addressing complex security questions
• Excellent communication and interpersonal skills, with a passion for leading with empathy and curiosity
• Ability to challenge the status quo and continuously improve Solutions Engineering processes and playbooks
• Bring an open mind, be a collaborative colleague with a commitment to go above and beyond to drive the success of your team and the company
• Willing and able to travel occasionally

Salary Range: The OTE salary range for candidates within the Greater Chicago Area is $208,000-$248,650. Actual base pay will depend on a variety of factors such as education, skills, experience, location, etc.

Benefits: At Fin, we want to give people what they need to do the best work of their careers. Our benefits and programs are designed to support your health and wellbeing, your family, your time away from work, and your financial future. Offerings vary by location in line with local practices and requirements.

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Responsibilities:

• Lead technical discovery to identify and address customers' needs
• Deliver an exceptional pre-sales experience by articulating Fin's value and technical expertise
• Conduct impactful, value-based solution reviews and in-depth technical sessions
• Design and lead tailored Proof of Concepts (POCs) that showcase Fin's capabilities
• Serve as the primary resource for RFPs and customer security questions, utilizing standardized materials and escalating complex issues
• Collaborate cross-functionally with Product and Engineering to represent the customer voice, gathering feedback and insights for product planning
• Build trust with customers by approaching challenges with empathy and curiosity
• Continuously improve processes and contribute to building a best-in-class Solutions Engineering playbook at Fin
• Commit to customer success, ensuring lasting value and proactively addressing challenges

Requirements:

• Fluency in Portuguese and Spanish is required
• Minimum of 4 years of experience in a technical sales role, managing C-Level technical and business relationships
• Strong technical acumen with experience in conducting technical discovery and delivering high-impact value presentations
• Ability to solve problems independently while thriving in collaborative team environments
• Proven time management skills in a dynamic team environment
• Demonstrated ability to quickly identify and communicate the value proposition throughout the sales cycle
• Leverage skills in translating complex business challenges into tailored Fin solutions, effectively communicating with both technical and non-technical audiences to drive understanding and impact
• Experience working closely with product and engineering teams to communicate customer feedback and influence product direction
• Familiarity with managing POCs, RFPs, and addressing complex security questions
• Excellent communication and interpersonal skills, with a passion for leading with empathy and curiosity
• Ability to challenge the status quo and continuously improve Solutions Engineering processes and playbooks
• Bring an open mind, be a collaborative colleague with a commitment to go above and beyond to drive the success of your team and the company
• Willing and able to travel occasionally

Salary Range: The OTE salary range for candidates within the San Francisco Bay Area or New York City is $231,100-$276,275.

Benefits: Fin offers various benefits and programs designed to support health and wellbeing, family, time away from work, and financial future.

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Responsibilities:

• Lead technical discovery to identify and address customers' needs
• Deliver an exceptional pre-sales experience by articulating Fin's value and technical expertise
• Conduct impactful, value-based solution reviews and in-depth technical sessions
• Design and lead tailored Proof of Concepts (POCs) that showcase Fin's capabilities
• Serve as the primary resource for RFPs and customer security questions, utilizing standardized materials and escalating complex issues
• Collaborate cross-functionally with Product and Engineering to represent the customer voice, gathering feedback and insights for product planning
• Build trust with customers by approaching challenges with empathy and curiosity
• Continuously improve processes and contribute to building a best-in-class Solutions Engineering playbook at Fin
• Commit to customer success, ensuring lasting value and proactively addressing challenges

Requirements:

• Fluency in Portuguese and Spanish is required
• Minimum of 4 years of experience in a technical sales role, managing C-Level technical and business relationships
• Strong technical acumen with experience in conducting technical discovery and delivering high-impact value presentations
• Ability to solve problems independently while thriving in collaborative team environments
• Proven time management skills in a dynamic team environment
• Demonstrated ability to quickly identify and communicate the value proposition throughout the sales cycle
• Leverage skills in translating complex business challenges into tailored Fin solutions, effectively communicating with both technical and non-technical audiences to drive understanding and impact
• Experience working closely with product and engineering teams to communicate customer feedback and influence product direction
• Familiarity with managing POCs, RFPs, and addressing complex security questions
• Excellent communication and interpersonal skills, with a passion for leading with empathy and curiosity
• Ability to challenge the status quo and continuously improve Solutions Engineering processes and playbooks
• Bring an open mind, be a collaborative colleague with a commitment to go above and beyond to drive the success of your team and the company
• Willing and able to travel occasionally

Compensation: The OTE salary range for candidates within the Greater Chicago Area is $208,000-$248,650. Actual base pay will depend on a variety of factors such as education, skills, experience, location, etc.

Benefits: Fin offers various benefits and programs designed to support health and wellbeing, family, time away from work, and financial future. Offerings vary by location in line with local practices and requirements.

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Responsibilities:

• Lead technical discovery to identify and address customers' needs
• Deliver an exceptional pre-sales experience by articulating Fin's value and technical expertise
• Conduct impactful, value-based solution reviews and in-depth technical sessions
• Design and lead tailored Proof of Concepts (POCs) that showcase Fin's capabilities
• Serve as the primary resource for RFPs and customer security questions, utilizing standardized materials and escalating complex issues
• Collaborate cross-functionally with Product and Engineering to represent the customer voice, gathering feedback and insights for product planning
• Build trust with customers by approaching challenges with empathy and curiosity
• Continuously improve processes and contribute to building a best-in-class Solutions Engineering playbook at Fin
• Commit to customer success, ensuring lasting value and proactively addressing challenges

Requirements:

• Fluency in Portuguese and Spanish is required
• Minimum of 4 years of experience in a technical sales role, managing C-Level technical and business relationships
• Strong technical acumen with experience in conducting technical discovery and delivering high-impact value presentations
• Ability to solve problems independently while thriving in collaborative team environments
• Proven time management skills in a dynamic team environment
• Demonstrated ability to quickly identify and communicate the value proposition throughout the sales cycle
• Leverage skills in translating complex business challenges into tailored Fin solutions, effectively communicating with both technical and non-technical audiences to drive understanding and impact
• Experience working closely with product and engineering teams to communicate customer feedback and influence product direction
• Familiarity with managing POCs, RFPs, and addressing complex security questions
• Excellent communication and interpersonal skills, with a passion for leading with empathy and curiosity
• Ability to challenge the status quo and continuously improve Solutions Engineering processes and playbooks
• Bring an open mind, be a collaborative colleague with a commitment to go above and beyond to drive the success of your team and the company
• Willing and able to travel occasionally

Salary: The OTE salary range for candidates within the San Francisco Bay Area or New York City is $231,100-$276,275.

Benefits: Fin offers various benefits and programs designed to support health and wellbeing, family, time away from work, and financial future.

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As a Principal Solution Specialist for Core Services, you identify new market opportunities where compute performance, network fabric architecture, and platform reliability unlock adoption, and drive the first wins for CoreWeave's newest core capabilities with customers and industries that demand them earliest.

Responsibilities:

• Own the commercial and technical strategy for net new customer wins in core AI infrastructure
• Drive new business opportunities where compute bottlenecks, network bandwidth limitations, or bare-metal performance requirements are the barrier to scaling AI training and inference workloads on CoreWeave
• Translate customer requirements around GPU cluster topology, RDMA networking, and Kubernetes scheduling into specific product feedback that shapes CoreWeave's compute and networking roadmap
• Develop deal structures, technical playbooks, and benchmark narratives that help sales and SA teams accelerate compute-heavy and networking-sensitive opportunities
• Engage directly with enterprise and research buyers as the authoritative voice on GPU cluster architecture, network fabric design, and the performance tradeoffs between instance types and topologies

Requirements:

• 10+ years of experience in HPC, data center infrastructure, or GPU cluster engineering
• 5+ years working with large-scale GPU clusters, RDMA networking, and distributed training frameworks
• Deep working knowledge of high-speed network fabrics and how interconnect topology, bandwidth, and latency impact distributed training and inference at scale
• Experience deploying and tuning large-scale Kubernetes clusters for GPU workloads

Preferred:

• Experience driving new business or shaping product strategy in industries with extreme compute demands
• Prior background in technical sales, solution consulting, or product management supporting large-scale GPU cluster procurement or data center infrastructure decisions

Benefits:

• 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 each day in our office and data center locations

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You will help our customers build digital transformation strategies using Cloudflare technologies and platforms. You will be aware of what comes next and position the value proposition of the Cloudflare platform in tangible benefits to the government mission.

Your aim is to understand our customers' journey, helping them identify, understand, and scope their needs as they replace or migrate from existing edge cloud and/or on-premises technologies.

Key responsibilities:

• Work with customers to define tailored visions and create a path for innovation stretching multiple years out.
• Develop a roadmap with customers and internal Cloudflare stakeholders.
• Build and maintain long-term technical relationships with strategic accounts.
• Identify and drive strategic conversations with key stakeholders.
• Collaborate with specialists, architects, and subject matter experts across diverse functions.
• Support Business Value Assessment creation and delivery.
• Contribute industry expertise to guide Cloudflare's go-to-market and platform evolution.
• Travel up to 40% during the quarter to support partner engagements, attend conferences, and represent Cloudflare at industry events.

Requirements:

• 15+ years of prior Technical Sales, Engineering, and/or first-hand industry experience.
• Demonstrable experience in building trust and maintaining relationships with key customer stakeholders.
• Strong understanding of both business strategy and technology at a deep level.
• Awareness of government and industry standards, frameworks, and compliance requirements.
• Experience in designing architecture, migration, and implementation of cloud, edge, and on-premises technologies.

Compensation:

• Estimated annual salary of $248,000 - $303,000 (depending on location).

Benefits:

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

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

In this role you will:

• Build and manage a growing portfolio of new accounts across industries adopting conversational AI to help ElevenLabs meet its revenue goals
• Identify new business opportunities where ElevenLabs' conversational AI capabilities can drive user engagement, automation, or cost efficiency
• Develop and maintain a deep understanding of the conversational AI landscape, including customer use cases, competitive solutions, and emerging trends
• Demonstrate expertise,or a strong willingness to learn,about conversational AI and how ElevenLabs' voice technology can unlock value across customer support, virtual agents, in-app assistants, and more
• Develop and execute account strategies to expand ElevenLabs' presence within key enterprise verticals (e.g., healthcare, government, finance)
• Partner closely with customer success and solutions engineering to ensure smooth onboarding and expansion of accounts
• Serve as a trusted advisor to clients, educating them on emerging trends in generative AI, voice interfaces, and conversational agents

Requirements

• 7+ years of quota-carrying enterprise sales experience in SaaS or technology, ideally with exposure to AI, generative AI, LLM-based products, or API-driven platforms
• Proven success closing seven-figure deals and managing complex sales cycles with multiple stakeholders
• Deep understanding of enterprise procurement and legal processes, with ability to accelerate deal velocity
• Experience selling technical solutions to product and engineering leaders; ability to translate complex technology into business value
• Strong executive presence and ability to build relationships at the C-suite and board level
• Comfort operating in an early-stage, high-growth environment, including building new playbooks and iterating quickly
• Passion for voice and audio AI and how it can unlock transformative value for customers
• A hybrid of customer & product-driven mentality that prioritizes client satisfaction & scale

What we offer

• Innovative culture: You'll be part of a generational opportunity to define the trajectory of AI, surrounded by a team pushing the boundaries of what's possible
• Growth paths: Joining ElevenLabs means joining a dynamic team with countless opportunities to drive impact - beyond your immediate role and responsibilities
• Learning & development: ElevenLabs proactively supports professional development through an annual discretionary stipend
• Social travel: We also provide an annual discretionary stipend to meet up with colleagues each year, however you choose
• Annual company offsite: Each year, we bring the entire team together in a new location - past offsites have included Croatia and Italy
• Co-working: If you're not located near one of our main hubs, we offer a monthly co-working stipend

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As an Account Executive, you will sell innovation and value to existing customers, identify new use cases, and grow consumption. You will guide deals forward to compress decision cycles, understand a product in depth, and communicate its value to customers and partners.

Key responsibilities include:

• Co-developing a business plan to accelerate customer success and exceed quarterly/annual consumption and booking goals
• Leading customers and partners to identify impactful data and AI use cases and prove their value on the Databricks Data Intelligence platform
• Implementing data and AI transformation goals through strategic partnerships, professional services, training, and Executive engagement
• Developing an understanding of technical product details and roadmap to build trust with executives and technical champions

Requirements:

• Extensive experience selling complex solutions to Enterprise Customers
• Experience managing and leading complex, federated sales campaigns in major accounts
• Experience working in Data, Cloud industries with some technical sales experience
• Proof of exceeding sales quotas in high-growth Enterprise software companies
• Experience driving consumption and commit-based engagement models and strategies
• Experience co-selling and scaling business with Cloud Vendors and Global Solution Integrators
• Experience building effective champions, collaborative teams, and partnerships
• Understanding of how to identify key use cases and buying centres in an opportunity
• Experience following robust sales methodologies and processes
• Bachelor's Degree or relevant work experience
• Fluency in English

At Databricks, we offer comprehensive benefits and perks that meet the needs of all our employees.

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This is a rare seat. You'll get to sell , and help shape , frontier AI dev tools, with a front-row seat into how the most ambitious AI-native product companies think about frontier AI infrastructure. Your job is to evangelize that platform with large enterprises and turn it into durable revenue. This role is ideal for proactive sales professionals who thrive at the intersection of technology and business, can operate in ambiguity, and want to shape the future of enterprise AI.

Compensation

• $200K – $400K • Offers Equity • Offers Commission

Responsibilities

• Drive new business by prospecting, pitching, and closing Perplexity API platform solutions with large organizations
• Research prospects, develop account strategies, and execute outreach campaigns tailored to company and industry needs
• Conduct high-impact product demonstrations and respond to RFPs and technical inquiries
• Lead client engagement through the entire sales cycle , from initial presentation, technical evaluation, negotiation, to closing and onboarding
• Build and nurture senior-level relationships across enterprise clients, championing Perplexity's value proposition and customer outcomes
• Partner closely with Product, DevRel, and Engineering to ensure customer success, solution fit, and a feedback loop into the roadmap
• Maintain up-to-date knowledge of Perplexity's platform, industry trends, and competitor landscape
• Meet or exceed individual and team revenue targets on a monthly and quarterly basis
• Maintain accurate records of pipeline and account activity using CRM tools

What we're looking for

• A self-starter who can operate in ambiguity and knock down walls to get deals done
• Technically fluent , comfortable speaking credibly with developers and technical buyers
• 3+ years of full-cycle SaaS sales experience, ideally with enterprise-level clients
• Proven record of meeting or exceeding revenue targets in a high-growth environment
• Skilled at complex sales cycles, tailoring messaging to different buyer personas and decision makers
• Proven success outbound prospecting to large enterprise
• Exceptional written and verbal communication; comfortable presenting to C-suite executives
• Adept at identifying client pain points and mapping solutions that drive business value
• Ability to collaborate effectively with cross-functional teams and technical stakeholders
• Experience with CRM systems (e.g., Salesforce)
• Bachelor's degree or equivalent experience

Nice to have

• Experience working with APIs or developer platforms
• A computer science or technical background
• Familiarity with the AI / LLM / agent ecosystem

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Responsibilities:

• Own the commercial and technical strategy for net new customer wins in data infrastructure
• Drive new business opportunities where data migration complexity, egress costs, or multi-cloud sprawl are the barrier to GPU adoption at scale
• Translate customer requirements around data lakes, vector databases, and high-speed storage tiers into specific product feedback that shapes CoreWeave's storage roadmap
• Develop deal structures, technical playbooks, and benchmark narratives that help sales and SA teams accelerate storage-heavy opportunities
• Engage directly with enterprise buyers as the authoritative voice on data gravity, multi-cloud networking, and the total cost of moving workloads to CoreWeave
• Design the commercial framework for multi-petabyte data pipeline deals, including egress cost modeling and GPU utilization commitments
• Partner with capacity and infrastructure teams to maintain a competitive edge on storage efficiency, performance, and security across active and prospective customer deployments

Requirements:

• 10+ years of experience in distributed systems, storage engineering, or data architecture
• 5+ years working with multi-cloud networking and data transfer protocols
• Deep working knowledge of storage technologies including NVMe-over-Fabric, POSIX filesystems, and object storage
• Experience deploying and tuning large-scale database clusters
• Strong understanding of BGP, peering, and high-speed data interconnects

Preferred Qualifications:

• Experience driving new business or shaping product strategy in industries with high-density compute and data needs
• Prior background in technical sales, solution consulting, or product management
• Deep understanding of multi-cloud networking architecture and secure data egress and ingress strategies
• Advanced degree in Computer Science or Engineering

Benefits:

• 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 each day in our office and data center locations

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Responsibilities:

• Develop and execute against a comprehensive account/territory plan
• Drive sales in a defined territory and/or account list to achieve revenue targets
• Assist in creating and articulating compelling value propositions for Cloudflare services
• Manage contract negotiations
• Maintain a robust sales pipeline
• Develop long-term strategic relationships with key accounts
• Prospect into target accounts to generate new sales opportunities
• Align with channel partners on go-to-market strategy

Desirable Skills, Knowledge, and Experience:

• Bachelor's degree required
• Minimum 6 years experience selling technology solutions in a B2B model, 3+ years selling to large enterprise accounts
• Experience managing longer, complex sales cycles
• Experience supporting and building relationships in Chile highly preferred
• Basic understanding of computer networking and “how the internet works”
• Aptitude for learning technical concepts/terms (Technical background in engineering, computer science, or MIS a plus)
• Strong interpersonal communication (verbal and written) and organizational skills
• Bilingual in Spanish and English
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast-paced dynamic environment

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Stripe is a financial infrastructure platform for businesses. Millions of companies,from the world’s largest enterprises to the most ambitious startups,use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead.

The Platforms Solutions Architecture Team partners with our users to realize their full potential through the adoption of prescriptive solutions that drive their growth and success. We work with C-level executives, finance leaders, product design and engineering teams at global brands and platforms who are building financial services solutions with Stripe.

As a manager/leader of Solution Architecture for our existing business, you will lead, build, and mentor a world-class pre-sales engineering team to grow the existing user base through upsells, cross-sells, and cosells. You will drive collaboration from cross-functional teams to influence and unify stakeholders at all levels of the organization to drive business results.

Responsibilities

• Business and technical thought leader able to partner and drive the strategy and execution plan for the segment, working with cross-functional partners
• Recruit, hire, lead, retain and coach a world-class pre-sales team. Be an advocate for the solution architecture team within the organization
• Align with a leader for your segment to understand trends and share insights for Stripe’s leadership and product teams
• Nurture and be the role-model of a positive outlook, can-do attitude and growth mindset, while leading and keeping the SAs motivated in a fast-paced and ever-changing environment
• Define and drive success for your team by empowering them to nurture and grow existing business through upsells and cross-sell motions
• Partner closely with Sales, Marketing and Technical Teams (Professional Services, Partners, Product, Development, etc) to develop joint go-to-market initiatives that drive positive user experience and outcomes while driving revenue retention and growth
• Executive engagement skills and presence, with an ability to establish strong relationships with key decision makers and build credibility at all levels
• Serve as an executive champion and lead EBCs with key customers
• Maintain a strong internal relationship with the product teams and champion the voice of our users and customers to influence product direction and feature priorities
• Drive collaboration across teams to influence and unify stakeholders at all levels of the organization
• Lead and support the team in complex evaluations, problem-solving and challenging customer environments
• Build processes to measure the performance and impact of the Solutions Architecture Team and ensure that the team is optimized to meet rapidly evolving business needs
• Stay current on industry trends and competitive dynamics, and leverage this knowledge to shape strategy around user engagements
• Represent Stripe at industry events and conferences, customer business reviews and contribute to new ideas and industry best practices
• Act as an escalation point for pre-sales and post-sales technical issues that arise

Minimum Requirements

• You must have at least 3+ years of pre-sales leadership experience
• 10+ years’ experience within a technical sales / consulting / implementation/ GTM function
• A track record of building and leading world-class solution architecture/ engineering teams ideally in a SaaS or usage-based businesses
• Energy, enthusiasm, and passion for making customers successful
• Previous technical sales experience with APIs and/or payments industry experience
• Strong executive presence and ability to foster deep relationships with our users
• Bachelor's degree or equivalent military experience required
• Willingness to travel approximately 25% of the time to engage with customers and collaborate with internal teams
• Bonus - Experience working with SaaS Platform business models

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What You'll Do:

• Drive New Business Growth: Proactively generate and nurture top-of-funnel activity to create a robust pipeline of new customer opportunities.
• Master the Sales Cycle: Execute every sales engagement with precision, leveraging a methodical and controlled sales approach to navigate complex deals.
• Strategic Territory Management: Develop and execute comprehensive territory plans, demonstrating strong operational excellence and delivering accurate forecasts.
• Engage Technical Audiences: Employ a sophisticated "bottom-up, top-down" strategy to effectively target and engage Developers, Engineering Leaders and other technical stakeholders.
• Achieve and Exceed Targets: Skilfully scope, negotiate, and close agreements, consistently meeting and exceeding your revenue quota.
• Cultivate Internal Partnerships: Build and foster strong, collaborative relationships within your Okta ecosystem, including SDRs, Pre-Sales, and Customer Success teams, to ensure seamless customer experiences.
• Deliver Value-Driven Insights: Adopt a compelling, value-based sales approach, consistently bringing a unique and insightful point of view to every customer interaction.
• Connect In-Person: Travel as needed to meet with customers, building stronger relationships and understanding their unique needs firsthand.

What you’ll bring:

• Proven Enterprise SaaS Sales Success: Demonstrable track record of successfully selling complex enterprise SaaS products to large organisations.
• Technical Sales Acumen: Significant experience and comfort selling to highly technical customer profiles.
• Executive Engagement: Ability to educate and create demand with C-level decision-makers, effectively articulating the business value of Auth0.
• Hunter Mentality: Strong experience and a clear passion for acquiring and then expanding new logo accounts.
• Complex Deal Navigation: Proven ability to navigate intricate sales cycles involving multiple stakeholders, both within the customer organisation and your internal ecosystem.
• Technical Curiosity: A strong technical aptitude and an insatiable curiosity to continuously learn and understand new technologies.
• Sales Framework Expertise: Demonstrated expertise in utilising a structured sales framework such as MEDDPICC, Challenger, or Sandler.
• Fluency in German and English

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As a Strategic Account Manager, you will lead customer engagement and business development activity with a major Silicon Valley account. You will develop excellent strategic relationships with customers' R&D teams to understand customers' software, networking and accelerated computing needs. You will partner and collaborate with technical teams on designs, work with CSP partner to build alliances and expand Networking platform opportunities, manage operations forecast and supply, strive for operational excellence with process, logistics and reverse logistics optimizations, drive pricing discussion and long-term contract.

The ideal candidate will have a Bachelor's degree or higher in a related field (or equivalent experience) plus 12+ years of technical sales, business development or product Management in Networking related field. You should have an accelerated Computing/Networking/Data Center technology background, an understanding of the business issues of large CSP and experience selling networking solutions to senior executives at named accounts.

To stand out from the crowd, you should have a strong background in modern Data Center technology and Networking, experience with large complex networks and NVIDIA GPUs, an MBA or graduate degree, successful management of technical products throughout their lifecycle, and a track record of successfully growing revenue for new innovative technology-based solutions.

NVIDIA offers equity and benefits to its employees.

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This is what we do every day at Databricks. Databricks operates at the leading edge of the Data and AI space. Our customers turn to us to lead the accelerated innovation their businesses need to gain first-mover advantage in today's ultra-competitive landscape.

We are looking for a creative, delivery-oriented Strategic Enterprise Account Executive to join the team in France to maximise the phenomenal market opportunity that exists for Databricks. As an Account Executive, you know how to sell innovation and value to existing customers, identify new use cases and grow consumption and can guide deals forward to compress decision cycles.

You love understanding a product in depth and are passionate about communicating its value to customers and partners. You will report to the Director, Enterprise Sales, France.

The impact you will have:

• Co-develop a business plan, with your team and ecosystem partners, that accelerates customer success to exceed quarterly/annual consumption and booking goals
• Lead your team, customers and partners to identify impactful data and AI use cases whilst proving out their value on the Databricks Data Intelligence platform
• Implement the data and AI transformation goals of your customer through a combination of strategic partnerships, well scoped professional services, training and targeted Executive engagement
• Develop an understanding of technical product details and roadmap to build trust with executives and technical champions

What we look for:

• Extensive experience selling complex solutions to Enterprise Customers
• Experience managing and leading complex, federated sales campaigns in major accounts
• Experience working in Data, Cloud industries with some technical sales experience
• Proof of exceeding sales quotas in high-growth Enterprise software companies
• Experience driving consumption and commit-based engagement models and strategies working with professional services and training teams
• Experience co-selling and scaling your business with Cloud Vendors (AWS, Azure and Google Cloud teams) and Global Solution Integrators (GSI)
• Experience of building effective champions, collaborative teams and partnerships to support execution of your account / territory plan
• Understanding of how to identify all key uses cases and buying centres in an opportunity to increase the impact of Databricks in an organisation
• Experience of following robust sales methodologies and process, e.g. account planning, MEDDPICC, Value Selling and accurate forecasting
• Bachelor's Degree or relevant work experience
• Fluent French and business English is required

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

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The ideal candidate is a senior technical business leader who understands enterprise transformation, industrial workloads, cloud and data center infrastructure, and strategic account orchestration. This person will work across NVIDIA sales, product, engineering, solution architecture, software, marketing, and partner teams to turn executive-level interest into deployable, scalable AI outcomes.

Responsibilities:

• Build and execute a strategic engagement plan for major Indian conglomerates and industrial AI accounts.
• Develop executive and technical relationships with CIOs, CTOs, business unit leaders, AI platform teams, innovation teams, and developers.
• Identify high-value workloads such as private AI, enterprise copilots, accelerated analytics, digital twins, simulation, predictive maintenance, industrial computer vision, and manufacturing intelligence.
• Help partners understand and adopt NVIDIA platforms across cloud, data center, edge, and industrial environments.
• Coordinate cross-functional NVIDIA teams around account strategy, technical enablement, executive engagement, and lighthouse opportunities.
• Run workshops, solution days, technical architecture reviews, and business-unit-specific enablement sessions.
• Develop repeatable use cases that can scale across multiple businesses within large groups.
• Capture account requirements, technical blockers, competitive dynamics, and product feedback for internal stakeholders.

Requirements:

• Bachelor's degree in engineering, computer science, business technology, or a related technical discipline, or equivalent experience.
• 10+ years of experience in strategic partnerships, enterprise technology, solution architecture, technical sales, business development, product management, or developer ecosystem roles.
• Strong understanding of enterprise AI, private AI, cloud infrastructure, data platforms, modern application architecture, and AI deployment lifecycles.
• Ability to engage senior executives and hands-on engineering or architecture teams with equal credibility.
• Experience operating across complex matrixed organizations involving sales, technical, product, marketing, and partner teams.
• Strong commercial judgment, structured account planning skills, and ability to translate technical value into business outcomes.
• Excellent communication, stakeholder management, and execution skills.
• Working familiarity with NVIDIA AI Enterprise, NVIDIA NIM, Triton Inference Server, TensorRT, TensorRT-LLM, CUDA, NGC containers, NVIDIA GPU Operator, and cloud/data center deployment patterns.
• Ability to position NVIDIA software across private AI, industrial AI, digital twins, simulation, accelerated analytics, computer vision, and enterprise AI factory initiatives.
• Familiarity with NVIDIA Omniverse, Isaac Sim, and synthetic data or simulation workflows where they apply to manufacturing, automotive, infrastructure, and industrial digital twin use cases.
• Ability to connect the right NVIDIA platform components to business-unit workloads and explain implementation paths to both executive and technical stakeholders.

Preferred Qualifications:

• Experience with large Indian conglomerates or global strategic enterprise accounts.
• Knowledge of industrial AI, manufacturing systems, automotive technology, telecom infrastructure, digital twins, simulation, accelerated analytics, or private AI.
• Previous experience building joint solutions, executive programs, reference architectures, or multi-year strategic partnerships.
• Prior experience shaping executive or business-unit adoption plans around NVIDIA AI, data center, simulation, edge, or enterprise software platforms.
• Ability to create lighthouse use cases that can scale across multiple business units.

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

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

The Auth0 Sales Team

Auth0 supports Okta’s vision of freeing anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that secures billions of log-ins every year for Consumers and SaaS applications. This team in the UKI is growing exponentially with net new growth headcount being released to support the demand in the market.

The Auth0 Enterprise Account Executive Opportunity

As an Auth0 Enterprise Account Executive, you'll play a pivotal role in expanding our footprint and driving significant revenue growth in the Public Sector. You'll be instrumental in demonstrating the profound value of our platform to Application Development teams, including Engineering, Product, Security, and Architecture leaders. This isn't just about closing deals; it's about building lasting partnerships, identifying new opportunities, and nurturing existing customer relationships to ensure their continued success and expansion with Auth0.

What You'll Do:

• Drive New Business Growth: Proactively generate and nurture top-of-funnel activity to create a robust pipeline of new customer opportunities.
• Master the Sales Cycle: Execute every sales engagement with precision, leveraging a methodical and controlled sales approach to navigate complex deals.
• Strategic Territory Management: Develop and execute comprehensive territory plans, demonstrating strong operational excellence and delivering accurate forecasts.
• Engage Technical Audiences: Employ a sophisticated "bottom-up, top-down" strategy to effectively target and engage Developers, Engineering Leaders and other technical stakeholders.
• Achieve and Exceed Targets: Skilfully scope, negotiate, and close agreements, consistently meeting and exceeding your revenue quota.
• Cultivate Internal Partnerships: Build and foster strong, collaborative relationships within your Okta ecosystem, including SDRs, Pre-Sales, and Customer Success teams, to ensure seamless customer experiences.
• Deliver Value-Driven Insights: Adopt a compelling, value-based sales approach, consistently bringing a unique and insightful point of view to every customer interaction.
• Connect In-Person: Travel as needed to meet with customers, building stronger relationships and understanding their unique needs firsthand.

What you’ll bring:

• Proven Enterprise SaaS Sales Success: Demonstrable track record of successfully selling complex enterprise SaaS products to large organisations.
• Technical Sales Acumen: Significant experience and comfort selling to highly technical customer profiles.
• Executive Engagement: Ability to educate and create demand with C-level decision-makers, effectively articulating the business value of Auth0.
• Hunter Mentality: Strong experience and a clear passion for acquiring and then expanding new logo accounts.
• Complex Deal Navigation: Proven ability to navigate intricate sales cycles involving multiple stakeholders, both within the customer organisation and your internal ecosystem.
• Technical Curiosity: A strong technical aptitude and an insatiable curiosity to continuously learn and understand new technologies.
• Sales Framework Expertise: Demonstrated expertise in utilising a structured sales framework such as MEDDPICC, Challenger, or Sandler.

The OTE range for this position for candidates located in the United Kingdom is between:£184,000-£253,000 GBP

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This position serves as the key sales interface, supporting both internal and external customers. It manages commercial activities, including quote proposals, sales discussions, and the pursuit of new business opportunities. This role demands strong technical expertise and cross-functional collaboration with external customers and multiple manufacturing groups to ensure seamless project execution and alignment across teams. The Technical Sales Manager plays a vital role in delivering high-quality products and world-class customer service to Multimatic clients, while also contributing strategic insight and maintaining a strong awareness of trends and competitive dynamics within the automotive industry.

Responsibilities and Duties

• Represent the company as the key customer interface for Multimatic’s Global Manufacturing and Engineering centers.
• Exchange commercial information and build relationships within the company and its customers as a reliable local presence.
• Initiate and lead commercial discussions and quote proposals.
• Pursue new business opportunities with customers, market segments, and products that satisfy the needs of the company.
• Lead the quoting efforts for commercial negotiations and provide information required to develop responses.
• Attend customer meetings as a liaison directly interfacing with customers and representing the manufacturing division to meet requests and objectives.
• Participate in open issues meetings with the company’s global manufacturing facilities, engineering centers, and automotive manufacturers.
• Identify and proactively support discussions to determine strategic direction to enhance profitability and proficiency of Multimatic.
• Lead the development of customer technical review presentations for new business opportunities, ongoing business, and high-level management reviews.
• Performs other duties as assigned

Qualifications

• A bachelor’s degree in mechanical engineering from an accredited University is required.
• Automotive Industry experience (10 years) in technical sales at a Tier-1 supplier or equivalent.
• An understanding of Automotive OEM processes, systems, and products.
• A solutions-based customer relations approach with clear written and verbal communication skills.
• Ability and valid documentation to travel internationally, for customer visits to our technical center for engineering review, manufacturing site visits, and launch support activities.
• Passion, an entrepreneurial mindset, and the ability to demonstrate perseverance in achieving the business plan objectives as outlined by the company.

Technical Qualifications

• Experience with Automotive Structure systems.
• Experience with engineering disciplines: GD&T, DFMEA, PPAP/PSW, QOS, etc.
• A high level of proficiency using Microsoft Word, PowerPoint, Excel, and Outlook. CAD expertise is beneficial

Travel Requirements This position may require domestic and international travel up to 10%. We are a Canadian based employer, and employees must be able to legally travel to Canada for meetings and/or training.

Work Authorization Must be legally authorized to work in the United States. Visa sponsorship is available to qualified candidates. All employment is contingent upon verification of employment eligibility.

Work Environment & Physical Demands

• The ability to work in an office environment.
• This may include sitting or standing for the majority of the day.
• Although infrequent you may need to lift, carry, push, and pull material.

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As an Auth0 Account Executive, you'll play a pivotal role in expanding our footprint and driving significant revenue growth. You'll be instrumental in demonstrating the profound value of our platform to Application Development teams, including Engineering, Product, Security, and Architecture leaders.

Responsibilities

• Drive New Business Growth: Proactively generate and nurture top-of-funnel activity to create a robust pipeline of new customer opportunities.
• Master the Sales Cycle: Execute every sales engagement with precision, leveraging a methodical and controlled sales approach to navigate complex deals.
• Strategic Territory Management: Develop and execute comprehensive territory plans, demonstrating strong operational excellence and delivering accurate forecasts.
• Engage Technical Audiences: Employ a sophisticated "bottom-up, top-down" strategy to effectively target and engage Developers, Engineering Leaders and other technical stakeholders.
• Achieve and Exceed Targets: Skilfully scope, negotiate, and close agreements, consistently meeting and exceeding your revenue quota.
• Cultivate Internal Partnerships: Build and foster strong, collaborative relationships within your Okta ecosystem, including SDRs, Pre-Sales, and Customer Success teams, to ensure seamless customer experiences.
• Deliver Value-Driven Insights: Adopt a compelling, value-based sales approach, consistently bringing a unique and insightful point of view to every customer interaction.
• Connect In-Person: Travel as needed to meet with customers, building stronger relationships and understanding their unique needs firsthand.

Requirements

• Proven Enterprise SaaS Sales Success: Demonstrable track record of successfully selling complex enterprise SaaS products to large organisations.
• Technical Sales Acumen: Significant experience and comfort selling to highly technical customer profiles.
• Executive Engagement: Ability to educate and create demand with C-level decision-makers, effectively articulating the business value of Auth0.
• Hunter Mentality: Strong experience and a clear passion for acquiring and then expanding new logo accounts.
• Complex Deal Navigation: Proven ability to navigate intricate sales cycles involving multiple stakeholders, both within the customer organisation and your internal ecosystem.
• Technical Curiosity: A strong technical aptitude and an insatiable curiosity to continuously learn and understand new technologies.
• Sales Framework Expertise: Demonstrated expertise in utilising a structured sales framework such as MEDDPICC, Challenger, or Sandler.

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Over the next few years, AI is going to redefine how people all over the world interact with businesses every day. Come build that future at Cresta.

About the role:

As a Principal Solutions Engineer, AI Agent you will serve as the dedicated expert on AI Agent technology, a specialist resource who engages early in the sales cycle to drive and support AI Agent opportunities alongside our Core Solutions Engineering team. You bring expertise that Core SEs can pull in at the right moments, owning the AI Agent technical narrative end-to-end: from workshop facilitation and use case design through high-stakes demos and API discovery. You are a force multiplier who makes every AI Agent opportunity stronger.

Responsibilities:

• Be the AI Agent expert. Serve as the go-to internal and external expert on Cresta's AI Agent capabilities, engaging early in the sales process to establish technical credibility and accelerate opportunity velocity.
• Work hand-in-hand with Core SEs. Partner closely with Core SEs as the AI Agent specialist, owning the AI Agent technical narrative.
• Lead AI Agent workshops. Design and facilitate technical discovery workshops with prospective customers to explore AI Agent use cases, define implementation scope, and align on a path to value, translating business problems into agent-powered solutions.
• Own use case and API discovery. Lead deep-dive technical discovery sessions to surface, propose, and refine AI Agent use cases. Evaluate integration requirements and API feasibility to give the deal a solid technical foundation.
• Support high-stakes AI Agent demos. You step in to own the most complex and high-stakes AI Agent demonstrations in partnership with the Core SE team.
• Engage early as a specialist resource. Enter opportunities early, helping to qualify and shape AI Agent deals before proof-of-value, bringing depth and structure to the technical conversation from the start.
• Build the business case. Partner with Sales Directors and Core SEs to translate AI Agent solutions into financial ROI models, contributing to ROI workshops and framing the business case in terms that resonate with economic buyers.
• Partner with FDX. Collaborate closely with Forward Deployed PMs and Engineers in both directions, ensuring smooth handoff from pre-sale to deployment and pulling FDX learnings on agent performance, edge cases, and customer outcomes back into pre-sale positioning and discovery.
• Close the product feedback loop. Synthesize patterns from AI Agent opportunities and provide structured feedback to Product and Engineering, accelerating Cresta's roadmap to stay ahead of enterprise demand.
• Elevate the SE team's AI Agent fluency. Share expertise across the broader SE organization through enablement, playbooks, and informal coaching, raising the team's collective capability.

Qualifications We Value:

• 5+ years in a customer-facing technical role, with at least 1–3 years in pre-sales selling to large enterprises
• Hands-on experience designing, building, or selling AI Agents or agentic AI systems, including familiarity with agent frameworks, orchestration patterns, and LLM-based architectures
• Practical understanding of APIs, integration patterns, and how enterprise systems connect to AI Agent workflows
• Experience with Conversational AI, contact center platforms, or voice/chat automation technologies
• Demonstrated ability to make complex AI concepts accessible, translating technical depth into clear business value for both technical and non-technical stakeholders
• Natural workshop facilitator and collaborator, equally comfortable whiteboarding with a prospect's engineering team and presenting to a C-suite audience
• Highly organized, meticulous in preparation, and relentlessly focused on delivering excellent prospect experiences
• Resourceful problem-solver who can navigate ambiguity, rally internal support, and drive complex technical conversations to a clear outcome
• Ability to write Python for prototyping, scripting, or demo customization is a plus
• Familiarity with Salesforce.com and enterprise contact center technologies is a plus
• You embody our core values

Perks & Benefits:

We offer a comprehensive and people-first benefits package to support you at work and in life:

• Comprehensive medical, dental, and vision coverage with plans to fit you and your family
• Flexible PTO to take the time you need, when you need it
• Paid parental leave for all new parents welcoming a new child
• Retirement savings plan to help you plan for the future
• Remote work setup budget to help you create a productive home office
• Monthly wellness and communication stipend to keep you connected and balanced
• In-office meal program and commuter benefits provided for onsite employees

Compensation at Cresta

Cresta’s approach to compensation is simple: recognize impact, reward excellence, and invest in our people. We offer competitive, location-based pay that reflects the market and what each individual brings to the table. The posted base salary range represents what we expect to pay for this role in a given location. Final offers are shaped by factors like experience, skills, education, and geography. In addition to base pay, total compensation includes equity and a comprehensive benefits package for you and your family. This role is variable target compensation eligible. There is potential to exceed target earnings when goals are surpassed. OTE Range: $160,000-$205,000 + variable & Offers Equity

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In this role, you'll act as a strategic partner and trusted advisor, enabling clients to leverage our industry-leading models and ElevenAgents - our end-to-end platform for building and deploying AI voice agents - to reimagine their customer experience, internal workflows, and monetization strategies.

Responsibilities:

• Build and manage a growing portfolio of enterprise accounts across Germany, focusing on Financial Services & Insurance, Telecommunications, Healthcare, and Utilities.
• Identify new business opportunities where ElevenLabs' conversational AI capabilities can drive customer engagement, contact center automation, and operational efficiency.
• Lead consultative, multi-stakeholder sales cycles, building compelling business cases that translate AI voice technology into measurable business value for senior executives and economic buyers.
• Develop and maintain a deep understanding of the conversational AI landscape, including customer use cases, competitive solutions, and emerging trends.
• Demonstrate expertise or a strong willingness to learn about conversational AI and how ElevenLabs' voice technology can unlock value across customer support, virtual agents, IVR modernization, and in-app assistants.
• Develop and execute account strategies to expand ElevenLabs' presence within key enterprise verticals.
• Partner closely with Customer Success, FDEs, and Solutions Engineering to ensure smooth onboarding, deployment, and expansion of accounts.
• Serve as a trusted advisor to clients, educating C-suite and senior operations leaders on emerging trends in generative AI, voice interfaces, and conversational agents.

Requirements:

• 7+ years of quota-carrying enterprise sales experience in SaaS or technology, ideally with exposure to AI, generative AI, LLM-based products, or API-driven platforms.
• Proven success closing deals and managing long, complex sales cycles with multiple stakeholders.
• Well-connected in the German enterprise landscape, with an existing network of senior individuals and strong executive presence.
• Experience selling technical solutions to product and engineering leaders.
• Deep understanding of enterprise procurement and legal processes in Germany.
• Comfort operating in an early-stage, high-growth environment.
• Passion for voice and audio AI and how it can unlock transformative value for customers.
• Native or full professional proficiency in German.

What we offer:

• Innovative culture.
• Growth paths.
• Learning & development.
• Social travel.
• Annual company offsite.
• Co-working stipend.

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Responsibilities:

• Build and manage a growing portfolio of enterprise accounts across Belgium
• Identify new business opportunities where ElevenLabs' conversational AI capabilities can drive customer engagement, contact center automation, and operational efficiency
• Lead consultative, multi-stakeholder sales cycles, building compelling business cases that translate AI voice technology into measurable business value for senior executives and economic buyers
• Develop and maintain a deep understanding of the conversational AI landscape, including customer use cases, competitive solutions, and emerging trends
• Demonstrate expertise or a strong willingness to learn about conversational AI and how ElevenLabs' voice technology can unlock value across customer support, virtual agents, IVR modernization, and in-app assistants
• Develop and execute account strategies to expand ElevenLabs' presence within key enterprise verticals
• Partner closely with Customer Success, FDEs, and Solutions Engineering to ensure smooth onboarding, deployment, and expansion of accounts
• Serve as a trusted advisor to clients, educating C-suite and senior operations leaders on emerging trends in generative AI, voice interfaces, and conversational agents

Requirements:

• 7+ years of quota-carrying enterprise sales experience in SaaS or technology
• Proven success closing deals and managing long, complex sales cycles with multiple stakeholders
• Well-connected in the Belgian enterprise landscape, with an existing network of senior individuals and strong executive presence
• Experience selling technical solutions to product and engineering leaders
• Deep understanding of enterprise procurement and legal processes in Belgium
• Comfort operating in an early-stage, high-growth environment
• Passion for voice and audio AI and how it can unlock transformative value for customers
• A hybrid of customer & product-driven mentality that prioritizes client satisfaction & scale
• Native or full professional proficiency in Dutch; strong English for internal collaboration

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

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

The Auth0 Sales Team

Auth0 supports Okta’s vision of freeing anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that secures billions of log-ins every year for Consumers and SaaS applications. This team in the UKI is growing exponentially with net new growth headcount being released to support the demand in the market.

The Auth0 Enterprise Account Executive Opportunity

As an Auth0 Enterprise Account Executive, you'll play a pivotal role in expanding our footprint and driving significant revenue growth. You'll be instrumental in demonstrating the profound value of our platform to Application Development teams, including Engineering, Product, Security, and Architecture leaders. This isn't just about closing deals; it's about building lasting partnerships, identifying new opportunities, and nurturing existing customer relationships to ensure their continued success and expansion with Auth0.

What You'll Do:

• Drive New Business Growth: Proactively generate and nurture top-of-funnel activity to create a robust pipeline of new customer opportunities.
• Master the Sales Cycle: Execute every sales engagement with precision, leveraging a methodical and controlled sales approach to navigate complex deals.
• Strategic Territory Management: Develop and execute comprehensive territory plans, demonstrating strong operational excellence and delivering accurate forecasts.
• Engage Technical Audiences: Employ a sophisticated "bottom-up, top-down" strategy to effectively target and engage Developers, Engineering Leaders and other technical stakeholders.
• Achieve and Exceed Targets: Skilfully scope, negotiate, and close agreements, consistently meeting and exceeding your revenue quota.
• Cultivate Internal Partnerships: Build and foster strong, collaborative relationships within your Okta ecosystem, including SDRs, Pre-Sales, and Customer Success teams, to ensure seamless customer experiences.
• Deliver Value-Driven Insights: Adopt a compelling, value-based sales approach, consistently bringing a unique and insightful point of view to every customer interaction.
• Connect In-Person: Travel as needed to meet with customers, building stronger relationships and understanding their unique needs firsthand.

What you’ll bring:

• Proven Enterprise SaaS Sales Success: Demonstrable track record of successfully selling complex enterprise SaaS products to large organisations.
• Technical Sales Acumen: Significant experience and comfort selling to highly technical customer profiles.
• Executive Engagement: Ability to educate and create demand with C-level decision-makers, effectively articulating the business value of Auth0.
• Hunter Mentality: Strong experience and a clear passion for acquiring and then expanding new logo accounts.
• Complex Deal Navigation: Proven ability to navigate intricate sales cycles involving multiple stakeholders, both within the customer organisation and your internal ecosystem.
• Technical Curiosity: A strong technical aptitude and an insatiable curiosity to continuously learn and understand new technologies.
• Sales Framework Expertise: Demonstrated expertise in utilising a structured sales framework such as MEDDPICC, Challenger, or Sandler.

The OTE range for this position for candidates located in the United Kingdom is between:£164,000-£226,000 GBP

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Responsibilities:

• Build and manage a growing portfolio of new accounts across industries adopting conversational AI to help ElevenLabs meet its revenue goals
• Identify new business opportunities where ElevenLabs' conversational AI capabilities can drive user engagement, automation, or cost efficiency
• Develop and maintain a deep understanding of the conversational AI landscape, including customer use cases, competitive solutions, and emerging trends
• Demonstrate expertise,or a strong willingness to learn,about conversational AI and how ElevenLabs' voice technology can unlock value across customer support, virtual agents, in-app assistants, and more

Requirements:

• 4-6 years of sales experience in a SaaS or technology company, ideally with exposure to AI, generative AI, LLM-based products, or API platforms
• Experience selling technical solutions to product, engineering, or innovation teams is a strong plus
• Proven track record of meeting & exceeding sales targets in a fast-paced environment
• Expertise or willingness to learn everything about voice and audio AI and how our solutions can help prospects
• Excellent communication and interpersonal skills, with the ability to build and maintain relationships with stakeholders at all levels of an organization
• A hybrid of customer & product-driven mentality that prioritizes client satisfaction & scale
• Fluency in Spanish is essential, with additional fluency in Italian highly desirable

Benefits:

• Innovative culture
• Growth paths
• Learning & development: ElevenLabs proactively supports professional development through an annual discretionary stipend
• Social travel: We also provide an annual discretionary stipend to meet up with colleagues each year, however you choose
• Annual company offsite: Each year, we bring the entire team together in a new location - past offsites have included Croatia and Italy
• Co-working: If you're not located near one of our main hubs, we offer a monthly co-working stipend

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Responsibilities:

• Build and manage a growing portfolio of new accounts across industries adopting conversational AI to help ElevenLabs meet its revenue goals
• Identify new business opportunities where ElevenLabs' conversational AI capabilities can drive user engagement, automation, or cost efficiency
• Develop and maintain a deep understanding of the conversational AI landscape, including customer use cases, competitive solutions, and emerging trends
• Demonstrate expertise,or a strong willingness to learn,about conversational AI and how ElevenLabs' voice technology can unlock value across customer support, virtual agents, in-app assistants, and more

Requirements:

• 4-6 years of sales experience in a SaaS or technology company, ideally with exposure to AI, generative AI, LLM-based products, or API platforms
• Experience selling technical solutions to product, engineering, or innovation teams is a strong plus
• Proven track record of meeting & exceeding sales targets in a fast-paced environment
• Expertise or willingness to learn everything about voice and audio AI and how our solutions can help prospects
• Excellent communication and interpersonal skills, with the ability to build and maintain relationships with stakeholders at all levels of an organization
• A hybrid of customer & product-driven mentality that prioritizes client satisfaction & scale
• Fluency in Spanish is essential, with additional fluency in Italian highly desirable

What we offer:

• Innovative culture
• Growth paths
• Learning & development
• Social travel
• Annual company offsite
• Co-working

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The Solutions Architecture Team partners with our users to realize their full potential through the adoption of prescriptive solutions that drive their growth and success.

As a Specialist Solution Architect, you will lead in-depth product discussions with our top users and prospects and execute against our go-to-market strategy for our Money Management products, including Stripe Capital, Issuing, Treasury, and our global Payouts suite.

Responsibilities

• Act as a Subject Matter Expert on Stripe’s Money Management products (including Capital, Issuing, Treasury, and our global Payouts suite) to accelerate opportunities.
• Demonstrate a deep understanding of embedded finance applications that leverage Stripe’s products, articulating how they combine to create a compounding platform for our users.
• Consult with users on a broad range of embedded finance use cases, from charge card programs and global payouts to a comprehensive suite of financing options including revenue-based financing, loans, and lines of credit.
• Understand the compliance requirements of solutions built with Stripe products, especially as we expand our offerings into new markets and use cases.
• Define, share, and learn best practices and reusable assets with the broader GTM organization to enhance the quality and efficiency of the team.
• Create reference architectures to uplevel the team and refine reference solutions based on product enhancements and feedback from customers.
• Partner closely with the Money Management product sales team and be an active part of the opportunity team for Stripe’s largest customers to lead strategy and own key relationships.
• Serve as a “Voice of the Customer” internally, providing actionable insights to product stakeholders to influence the Money Management product roadmap and feature prioritization.
• Provide critical insights on emerging technologies, including the application of stablecoins for money movement, lending, and global financial access, to influence the product roadmap.
• Deeply understand the sales process for the product and provide the Sales team with tools and training to qualify potential leads, including simplifying our distribution for faster onboarding.
• Stay current on competitive analysis and market differentiation.
• Support marketing events including executive briefings, conferences, user groups, and trade shows.

Requirements

• 7+ years of technical sales experience, ideally within a fintech company.
• 3 years of product experience with embedded finance solutions, such as card issuing, lending, or treasury management.
• Experience with integrating RESTful APIs into web applications.
• Exceptional communication, presentation, and interpersonal skills, comfortable explaining complex concepts to both technical and non-technical audiences.
• A passion for learning and researching current and emerging products to develop innovative solutions.
• A proven ability to build strong collaborative working relationships with business partners.
• Ability to deal effectively with ambiguity and thrive in an unstructured, fast-moving environment.

Preferred Qualifications

• Strong knowledge of software engineering and architecture patterns, with the ability to understand how a wide variety of technologies and systems interact with each other.
• Experience enabling and scaling a GTM team.
• Experience in systems design, with a background building and deploying complex applications.

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Your focus will be on identifying growth potential and actively contributing to the expansion of our business areas, particularly in the Automotive, Off-Highway (Agricultural & Construction Vehicles), Railway, or Infrastructure sectors.

You will work closely with internal departments such as Development, Service, Operations, and Marketing to ensure the successful implementation of customer requirements.

Responsibilities:

• Manage key customers and develop existing customer relationships strategically
• Identify growth potential and contribute to the expansion of business areas
• Win new customers and recognize additional business opportunities
• Utilize industry and market knowledge to identify relevant contacts and decision-makers
• Coordinate requirements, projects, and activities between customers and internal departments
• Collaborate with internal departments to ensure successful implementation of customer requirements
• Analyze markets and framework conditions to develop suitable sales and account strategies

Requirements:

• Completed commercial or technical-economic education (TU, university, or college)
• Several years of experience in technical sales, business development, or account management
• Ideally, experience in one of the areas: Automotive, Off-Highway, Railway, or Infrastructure
• Professional appearance, excellent communication and consulting skills, and entrepreneurial thinking
• Negotiation skills, customer orientation, and strong closing abilities
• Ability to reconcile different requirements and interests successfully
• Travel readiness, intercultural understanding, and very good German and English language skills

What we offer:

• A challenging role with plenty of scope for design in an innovative company
• Flat hierarchies and short decision-making paths
• A motivated team with an open, appreciative corporate culture
• Flexible working with home office options and modern work equipment
• A well-thought-out onboarding process and individual further training opportunities

The minimum salary for this position is €70,975.10 gross per year according to the collective agreement of the vehicle industry.

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The Enterprise AI and Digital Natives segment is Cloudflare's fastest growing and highest visibility market, dedicated to the largest organizations in the modern tech economy, including premier SaaS platforms, hyperscale digital marketplaces, and leading AI labs.

We are seeking an entrepreneurial Sales Director to lead this cornerstone segment, focusing on both the strategic acquisition and expansion of our highest impact accounts.

Responsibilities:

• Own and exceed regional revenue targets, driving both high-velocity new logo acquisition and strategic account expansion within the SF Bay Area Digital Native ecosystem.
• Recruit, coach, and develop a world-class field sales team, driving the local hiring needs and instilling a high-tempo culture tailored to technical buyers and engineering leaders.
• Act as a hands-on trusted advisor to CTOs and Engineering leaders, guiding them on setting up modern, secure network architectures and AI platforms utilizing Workers AI and R2 storage.
• Effectively articulate Cloudflare's value proposition across our entire portfolio, including Workers AI, R2 storage, advanced network security, and developer platforms.
• Partner closely with global functional leadership across Product, Customer Success, Solutions Engineering, and Field Marketing to design and execute regional go-to-market strategies.
• Act as a key executive sponsor for high-growth accounts, maintaining a tight business cadence for forecast calls, deal reviews, and customer account audits while personally helping close complex deals.

You might be a good fit if you have:

• 10+ years of direct B2B sales experience, with 5+ years leading high-performing teams deeply embedded in the Digital Native and AI-native landscapes.
• A proven track record of mentoring teams in value selling to the C-suite, CTOs, VPs of Engineering, and technical buyers within the IaaS, computer networking, or developer platform space.
• A deep understanding of modern application architecture, serverless computing, network security services, and how AI companies utilize compute, data storage, and edge infrastructure.
• Strong leadership and interpersonal communication skills, with a history of driving innovation, managing pipeline health, and mentoring teams in fast-paced, dynamic environments.
• Hands-on experience navigating hybrid sales motions that blend product-led growth and developer adoption with top-down enterprise execution.
• A history of thriving in rapidly evolving markets where you can maintain an entrepreneurial spirit, turn ambiguity into clear strategies, and act as both a strategic influencer and operational leader.

Compensation

• Estimated annual salary of $415,000-$496,000 for Bay Area based hires.

This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan.

Equity

This role is eligible to participate in Cloudflare's equity plan.

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This role will serve as the technical lead for Business Development, bridging US operational requirements with Shield AI’s product roadmap.

The ideal candidate has prior experience at a major defense prime (US OEM) in roles spanning engineering, technical sales, program management, or advanced capture, with exposure to tactical jet aircraft, CCA/ACA concepts, or Group 4/5 UAS programs.

This individual will focus on shaping opportunities within the US market, supporting Go To Market of tactical aircraft, crafting proposal documentation, and providing technical expertise.

This individual will also cross-train in Shield AI’s other products to support integrated solution discussions.

Responsibilities:

• Lead X-BAT technical capture efforts for US Domestic opportunities, ensuring solutions are technically sound, feasible, and aligned with Shield AI’s product roadmap.
• Capture efforts will focus on Aircraft, but will require familiarity with the entire Shield AI Product suite.
• Manage multiple priorities in a dynamic, fast-paced environment, including customer engagements, pre-sales technical support, proposal contributions, and solution development.
• Develop and execute technical strategies that result in high-quality, compliant, and compelling proposals to maximize win probability.
• Serve as the primary technical lead for Go To Market (GTM) engagements, interfacing cross-functionally with BD, BD Operations, Engineering, Operations, Program Management, and Product Management to ensure customer needs are met.
• Manage technical content for proposals, requests for information (RFIs), white papers, and capability briefs, ensuring accuracy, clarity, and compliance.
• Support early-phase acquisition activities (concept notes, requirements drafts, unsolicited proposals).
• Shape early operational concepts aligned to X-BAT capabilities.
• Support BD and Account Executives by becoming a Subject Matter Expert in Shield AI products, providing technical expertise in customer engagements, capability briefings, and solution discussions to drive successful sales outcomes.
• Act as a liaison between BD and Engineering, ensuring that new customer requests are technically feasible and align with product capabilities, timelines, and roadmaps.
• Contribute to the technical documentation repository, maintaining capability briefs, specifications, FAQs, and other sales collateral for internal and external use.
• Provide training and mentorship to BD teams on technical aspects of Shield AI’s solutions, enabling them to articulate our value proposition confidently.
• Support competitive analysis and market intelligence specific to the US tactical aircraft market, ensuring the BD team remains informed on industry trends and competitor capabilities.
• Contribute to process improvement efforts, leveraging lessons learned from customer engagements to refine BD workflows and technical capture strategies.
• Analyze the unique operational and environmental factors of the assigned region, producing high-impact white papers and briefs that inform the product roadmap and drive solutions aligned to customer mission needs.

Required qualifications:

• 10+ years of experience in technical sales, capture, engineering, or program management within defense or aerospace industries.
• Demonstrated familiarity with US Department of Defense procurement processes and military force structures.
• Prior experience at a major defense prime (US OEM or equivalent) supporting tactical aircraft, CCA/ACA, or Group 4/5 UAS programs.
• Experience interfacing with government or military acquisition stakeholders.
• Strong systems-level understanding of aircraft design tradeoffs, operational CONOPS, and mission-based engineering.
• Proven ability to translate technical concepts into compelling narratives for senior stakeholders.
• Bachelor’s degree in engineering, applied science, or related technical discipline.
• Exceptional written and verbal communication skills.
• Ability to operate independently in a fast-paced, evolving startup environment.

Preferred qualifications:

• Experience supporting defense sales or industrial partnerships.
• Background in maintenance / sustainment on combat aircraft and/or in mission systems integration.
• Experience contributing to early-phase design or conceptual aircraft programs.
• Prior military service experience.
• Advanced degree in engineering, aerospace, systems engineering, or business.
• 5+ years of experience in a presales/solutions engineering role.
• 3+ years of experience working in a startup environment.
• Demonstrated understanding of specific DoD operational scenarios and systems.

Additional Information:

• Full-time regular employee offer package: Pay within range listed + Bonus + Benefits + Equity
• Temporary employee offer package: Pay within range listed above + temporary benefits package (applicable after 60 days of employment)
• Salary compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location.
• All offers are contingent on a cleared background and possible reference check.
• Military fellows and part-time employees are not eligible for benefits.

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Replit is experiencing extraordinary demand and seeking an Enterprise Account Executive with strong communication skills to drive our hyper-growth. Candidates with SaaS experience, particularly with some technical background (i.e. having some coding knowledge or prior experience at other developer tool companies) are ideal.

This full-cycle sales position encompasses new client acquisition. We believe this role offers a distinctive opportunity for people who excel in client-facing situations and have a passion for driving sales and AI. You'll leverage your skills to effectively communicate Replit's value proposition: a world where anyone can create software using natural language.

Responsibilities

• Evangelize a future where anyone can create software in natural language, ushering in a change in the nature of the firm on par with the PC era
• Serve as the primary point of contact for prospects and customers, guiding them through the buying journey
• Conduct compelling product demonstrations and help realize the art of the possible by orchestrating non-engineering hackathons
• Articulate Replit's value proposition and align it with customers' business objectives
• Collaborate with product and engineering teams to ensure technical accuracy and successful delivery
• Prepare tailored quotes and skillfully negotiate deals
• Maintain accurate customer and forecasting data in Replit’s CRM (Hubspot)
• Foster strong relationships with existing clients while identifying opportunities for expanded adoption
• Optimize customers' use of the Replit platform through ongoing collaboration and support
• Gather and communicate valuable customer feedback, championing their interests within Replit

Required skills and experience:

• Experience in AE or SE/technical sales role, preferably in SaaS or developer tools
• Excellent communication skills, with the ability to explain technical concepts to both technical and non-technical audiences
• Proven track record of meeting or exceeding sales quotas
• Experience with, or direct observations of full-cycle sales, from prospecting to closing deals to managing existing customers
• Proficiency in using CRM systems and sales tools (e.g., Hubspot)
• Ability to quickly learn and articulate the value of new technologies
• Strong problem-solving skills and the ability to think on your feet
• Self-motivated with excellent time management and organizational skills
• Passion for technology and staying current with industry trends
• Experience with or strong interest in AI and machine learning is a plus
• Willingness to travel up to 25% of the time for client meetings and events

Nice to have:

• You're an active Replit user
• You've worked at an early-stage startup or in developer tools
• Degree in Computer Science, Engineering, or a related technical field (or equivalent practical experience)

Tools + Tech Stack for this role:

• Replit
• Hubspot CRM
• ZoomInfo
• Clay
• SmartLead
• LinkedIn Sales Navigator
• Hashboard, Hex

Benefits

• Competitive Salary & Equity
• 401(k) Program with a 4% match (US Only)
• Health, Dental, Vision and Life Insurance
• Short Term and Long Term Disability
• Paid Parental, Medical, Caregiver Leave
• Flexible Time Off (FTO) + Holidays
• Commuter Benefits (In-Office Only)
• Monthly Wellness Stipend
• Autonomous Work Environment
• In Office Set-Up Reimbursement (In-Office Only)
• Quarterly Team Gatherings
• In Office Amenities (In-Office Only)

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You will work closely with cross-functional teams, including Product Management, Technical Sales, and customers to understand market needs and incorporate AI use models into product roadmaps.

Your responsibilities will include:

• Conceptualizing, prototyping, and validating AI use models across the Synopsys ICV offering
• Collaborating with the Executive Director of Synopsys ICV for Established Nodes to drive AI-based initiatives
• Working with Technical Sales to educate and train on AI-driven use models
• Aligning ICV AI-based needs with Synopsys product development and go-to-market strategies

The impact you will have:

• Accelerate Synopsys' ICV strategic positioning in the 3D and Chiplet established node market
• Strengthen Synopsys' influence and thought leadership within the semiconductor ecosystem

Requirements:

• 10+ years of relevant EDA/semiconductor product management experience
• 5+ years of experience in development of solutions that include AI and LLM techniques
• BS/MS in Electrical Engineering and/or Device Physics; PhD or MBA desired
• Understanding of Semiconductor ecosystem and expertise with Foundry, EDA PDK development
• Proven ability to work with senior managers and drive results under time pressure
• Excellent presentation, communication, and interpersonal skills

We offer a comprehensive range of health, wellness, and financial benefits.

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Temporal Technologies is seeking a highly skilled and experienced Sr. Strategic Account Executive based in Chicago, Illinois to join our New Logo team and drive revenue within some of the largest and most complex enterprise organizations.

Key Responsibilities

• Own and manage the entire sales cycle, from prospecting to close, with a focus on growing revenue with 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
• 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 revenue 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

Compensation and Benefits

• The estimated pay range for this role is an OTE of $300,000 - $350,000 OTE (50/50 split)
• This role is eligible to participate in Temporal's equity plan
• U.S. Benefits include unlimited PTO, 12 holidays + 2 floating holidays, 100% premiums coverage for medical, dental, and vision, AD&D, LT & ST disability, and life insurance, Empower 401K plan, and additional perks for learning & development, lifestyle spending, in-home office setup, professional memberships, WFH meals, internet stipend, and more!

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Responsibilities

As a Solution Specialist for AI Runtime Services, you work at the leading edge of how CoreWeave brings new runtime offerings to market. You take newly launched services like Inference and Sandboxes into new accounts and new industries, prove their value with the first wave of customers operationalizing AI at scale, and establish the playbooks sales and solution architects use to repeat those wins.

In this role, you will:

• Own the commercial and technical strategy for net new customer wins in AI runtime infrastructure
• Drive new business opportunities where inference latency, throughput bottlenecks, workload isolation requirements, or operational complexity are barriers to scaling AI on CoreWeave
• Develop deep expertise across the AI runtime landscape
• Translate customer requirements around serving frameworks, batching strategies, and execution isolation into specific product feedback that shapes the AI Runtime Services roadmap
• Develop deal structures, technical playbooks, and benchmark narratives that help sales and SA teams accelerate runtime-sensitive opportunities
• Engage directly with enterprise and research buyers as the authoritative voice on runtime performance tradeoffs, cost-per-token economics, and the architectural decisions that separate prototype deployments from production-scale AI systems
• Design the commercial framework for large-scale runtime deployment deals
• Partner with product and infrastructure teams to maintain a competitive edge on serving efficiency, execution isolation, and operational reliability

Requirements

• 10+ years of experience in distributed systems, ML infrastructure, or production AI engineering
• 5+ years working with AI runtime systems
• Deep working knowledge of how AI workloads execute at runtime
• Experience with sandboxed and isolated execution environments
• Strong understanding of GPU memory hierarchies, model parallelism strategies, and how runtime architecture decisions translate into cost, latency, and scalability outcomes for enterprise customers
• Familiarity with Kubernetes-native runtime orchestration
• Ability to benchmark, explain, and commercially position runtime performance differences

Preferred Qualifications

• Experience driving new business or shaping product strategy in industries with high-throughput AI runtime demands
• Prior background in technical sales, solution consulting, or product management
• Deep understanding of cost-per-token economics, inference fleet optimization, and the commercial tradeoffs between on-demand, reserved, and spot GPU capacity for runtime workloads
• Advanced degree in Computer Science, Machine Learning, or Engineering

Benefits

• 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 each day in our office and data center locations
• A casual work environment
• A work culture focused on innovative disruption

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Estimated Base Salary $189K – $240K • Offers Equity • Offers Commission

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.

In pursuit of this mission, our Go To Market (GTM) team helps customers understand, adopt, and deploy OpenAI's technology across their most important workflows. The team is made up of Sales, Solutions, Support, Marketing, and Partnerships professionals who work together to bring AI to as many people and organizations as possible.

About the role

As an Account Director focused on Life Sciences, you will own executive-level relationships with organizations across biopharma, medical technology, and life science services. This includes pharmaceutical and biotechnology companies, medical device and diagnostics companies, contract research organizations, contract development and manufacturing organizations, research tools companies, and laboratory or scientific services providers.

This is a role for someone who understands how life sciences companies create, validate, manufacture, commercialize, and support scientific and medical products. You will help these customers evaluate and deploy OpenAI's technology to accelerate R&D, improve clinical and regulatory workflows, scale scientific and medical content operations, modernize commercial and field teams, and improve knowledge work across highly regulated environments.

The role blends scientific literacy, enterprise sales discipline, technical curiosity, and relationship-driven account leadership. You will partner closely with solutions, research, product, legal, security, and compliance teams to design secure, responsible, and high-impact AI deployments for life sciences customers.

In this role, you will:

• Manage a focused portfolio of strategic life sciences accounts across biopharma, medtech, diagnostics, CROs, CDMOs, and life science services
• Develop long-term account plans that map OpenAI capabilities to customer priorities across R&D, clinical development, regulatory, manufacturing, medical affairs, commercial, and enterprise IT
• Lead complex, multi-stakeholder sales cycles with executives, technical leaders, scientific stakeholders, procurement, legal, privacy, security, and compliance teams
• Identify and shape high-value AI use cases such as drug discovery support, clinical trial operations, regulatory submissions, medical writing, pharmacovigilance, field enablement, customer operations, and enterprise knowledge workflows
• Partner with solutions and research engineering to design pilots and deployments that demonstrate measurable business, scientific, and operational impact
• Collaborate with privacy, security, legal, and compliance partners to support responsible AI deployment in regulated life sciences environments, including GxP and global data governance considerations
• Own revenue, consumption, pipeline, forecast accuracy, and expansion strategy for your accounts
• Monitor life sciences industry trends, regulatory shifts, competitive dynamics, and customer buying patterns to inform account strategy and the broader OpenAI go-to-market motion
• Represent OpenAI in life sciences industry forums and customer executive conversations, including settings such as JPM, BIO, HLTH, and targeted biopharma or medtech leadership events
• Partner cross-functionally with marketing, partnerships, communications, and product teams to build a repeatable life sciences go-to-market motion

We're seeking someone with experience including:

• 14+ years selling complex enterprise software, cloud, AI, data, or platform solutions to life sciences customers
• A track record of building and growing strategic accounts across biopharma, medtech, diagnostics, CROs, CDMOs, life science services, or adjacent scientific industries
• Proven success achieving and exceeding multi-million-dollar annual revenue targets in complex, regulated enterprise environments
• Experience managing C-suite and senior stakeholder relationships across R&D, clinical, regulatory, manufacturing, medical affairs, commercial, enterprise IT, security, and data organizations
• Strong understanding of life sciences workflows such as drug discovery, translational research, clinical development, regulatory submissions, quality, manufacturing, medical affairs, market access, and commercial operations
• Familiarity with data privacy, security, compliance, validation, GxP, and responsible AI considerations relevant to life sciences companies
• Demonstrated ability to create account strategy, navigate large buying committees, build executive consensus, and close complex platform or transformation deals
• Ability to translate technical AI capabilities into concrete business, scientific, and operational outcomes for life sciences customers

You might thrive in this role if you:

• Are energized by helping life sciences companies use AI to advance scientific discovery, product development, and commercial impact
• Can translate complex scientific, technical, regulatory, and business needs into clear AI adoption strategies
• Are comfortable selling to both technical and non-technical executives across R&D, commercial, IT, data, security, legal, and compliance functions
• Bring curiosity about biology, medicine, devices, diagnostics, research services, and the changing operating model of life sciences companies
• Are a builder who enjoys creating repeatable sales motions, customer narratives, and proof points in an emerging market
• Are a strategic account leader who can move from executive vision to practical pilot design, adoption planning, expansion strategy, and measurable customer impact
• Are comfortable operating with ambiguity and creating clarity across complex, cross-functional engagements

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Digital Native AEs at Cloudflare sell into the most innovative companies in North America. 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 role within the digital native segment focuses on both the acquisition of prospective Digital Native accounts, as well as the expansion of existing customer accounts.

Key Responsibilities:

• Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota assignment.
• Be an expert in three unique sales motions; new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
• Build a robust sales pipeline utilizing the four sourcing funnels: AE led outbound, BDR, Channel, and Marketing Inbound.
• Develop and strategically leverage a deep technical understanding of the problems Cloudflare solves in order to drive a consultative sales motion.
• Craft and communicate compelling value propositions for Cloudflare services.
• Accurately forecast, build 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.
• 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:

• 5+ years sales experience selling B2B SaaS
• Strong B2B discovery skills
• Candidates have a point of view of industry trends and able to customize a client centric why change narrative
• Track record of beating annual targets of $1M+ and successfully managing complex six figure deals
• Experienced in multithreading into the C-suite and across an organization to manage a complex sales cycle
• Self-motivated; entrepreneurial spirit
• Bachelor's degree required
• Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)
• Ability to travel up to 25% of the time.

Compensation:

• For California (excluding Bay Area) based hires: Estimated annual salary of $234,000 - $321,000
• For Bay Area-based hires: Estimated annual salary of $244,000 - $336,000

Benefits:

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

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We are looking for a Strategic Account Executive who will play a critical role driving sales and maximizing expansion opportunities with a defined list of top-tier Enterprise customers. You will be responsible for targeting, building and nurturing positive relationships with key C-level decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite.

This is a full-time role that can be held from one of our US hubs or remotely in the United States.

Responsibilities:

• Manage a defined list of named strategic accounts to consistently meet or exceed quarterly and annual sales targets
• Apply effective discovery and value-selling techniques to build and strengthen C-level relationships for every account in your book
• Align with executives on business challenges and gain sponsorship for enterprise-wide deployments for a suite of products, identifying where Figma's roadmap and innovations fit in the long term
• Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi-threading at a senior level to build on expansion opportunities
• Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success
• Leverage opportunities to advance executive-level relationships through in-person meetings and networking opportunities

Requirements:

• Experience closing sales, over multiple years, for a software or SaaS business with the highest tier of Enterprise customers (5000+ FTEs), selling to executives
• Consistent performance meeting pipeline generation targets for net new business
• Demonstrated experience successfully managing complex sales cycles (9 months+)
• Proficiency in a sales methodology and process that creates value for customers

Nice to Have:

• Experience selling solutions to technical audiences at the highest level in Engineering, Product and Design teams
• Demonstrated ability to succeed in a changing environment
• Certified in deal qualification and prospect discovery

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

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

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As the Global Head of Specialist Solutions Architecture, Revenue, you will lead a highly specialized team of Solutions Architects at Stripe, focusing on billing, tax, and revenue recognition solutions. This role combines deep product expertise with global leadership, driving Stripe's success across diverse markets.

Responsibilities

• Define and execute Stripe's technical sales strategy for the revenue suite in collaboration with various teams.
• Develop repeatable playbooks and best practices for billing and revenue recognition offerings.
• Recruit, mentor, and inspire team members to achieve deep domain expertise in billing and revenue recognition.
• Influence technical decision-makers and shape their long-term architectural direction for revenue management.
• Champion customer needs and influence product direction within the revenue management ecosystem.
• Partner with Sales, Professional Services, Support, and Product Engineering to guide customers through their journey.
• Drive thought leadership through presentations and whitepapers on revenue management best practices.
• Foster cross-regional collaboration and knowledge sharing.

Requirements

• 15+ years of experience in technical sales roles, including 10+ years in technical pre-sales leadership.
• Proven experience as a first-line leader, managing teams selling technology solutions to global companies.
• Deep understanding of subscription models, billing systems, and revenue recognition principles.
• Strong understanding of developing human-centric CX experiences and enterprise systems.
• Experience working across different regions or cultures.
• Passion for coaching and developing others, with strong people management skills.
• Excellent communication and presentation skills.
• Exceptional interpersonal skills for communicating with business and technical stakeholders.
• Strong executive presence and ability to foster deep relationships with customers.

Travel Requirement

• Willingness to travel up to 30% of the time.

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As a Principal Presales Engineer, you will be responsible for delivering the Technical Win and best Product Fit to customers, leading the technical pre-sales relationship, driving technical discovery, proposing technical architectures, demonstrating the product, anticipating concerns, and offering creative solutions.

Responsibilities:

• Partner with Account Executives to execute pre-sales activities, including opportunity qualification, demonstrations, Proof-of-Concept, RFP, design documentation, technical presentations, and enablement sessions.
• Help customers achieve success by leading the technical and product sale, recommending best-practice solutions, and guiding them on how to use Twilio's APIs.
• Establish yourself as a trusted advisor to customers, taking the lead on understanding customer technical pains through discovery to design, demonstrate, and present innovative solutions that solve business challenges.
• Build and present highly interactive, complex, and engaging customer product demonstrations to showcase the capabilities of Twilio's Communications Products.
• Be hands-on, high-energy, passionate, and a creative problem solver, equipped with the knowledge of how to get things done and ability to lead others to success.
• Take the initiative to identify and solve problems - both for the customer and within the organization as we grow.
• Contribute to the broader Twilio Presales Engineering community through knowledge sharing, constructing demonstration materials, and creating reusable presentations.
• Mentor less experienced Presales Engineers.

Qualifications:

• 8+ years pre-sales experience selling complex, technical products or 10+ years of professional experience supporting technical products coupled with customer-facing experience.
• Excellent communicator and presenter able to gain audience confidence.
• An engaging storyteller - able to gain audience confidence and communicate complex topics to multiple levels of audience.
• Ability to build a deep understanding of a customer's communications needs and guide them to a technical solution.
• Previous software development experience or working knowledge in one or more of the following areas: Backend (Java, C#, Node.js, Python, PHP), Web development (JavaScript, HTML/CSS, frontend frameworks - React, Vue.js, Angular), Experience building with REST APIs.
• Previous experience in Telecom, SIP, Contact Center, or Security.
• Experience with sales methodologies.
• Bachelor's and/or Master's degree in a technical discipline (Engineering, Mathematics, Computer Science) or equivalent practical experience.
• Proficient German speaker.

Location: This role will be remote and based in the UK.

Travel: Approximately 35% travel is anticipated to help you connect in-person in a meaningful way.

What We Offer: Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more.

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As a Principal Presales Engineer, you will be responsible for delivering the Technical Win and best Product Fit to customers, leading the technical pre-sales relationship, driving technical discovery, proposing technical architectures, demonstrating the product, anticipating concerns, and offering creative solutions.

Responsibilities:

• Partner with Account Executives to execute pre-sales activities, including opportunity qualification, demonstrations, Proof-of-Concept, RFP, design documentation, technical presentations, and enablement sessions.
• Help customers achieve success by leading the technical and product sale, recommending best-practice solutions, and guiding them on how to use Twilio's APIs.
• Establish yourself as a trusted advisor to customers, taking the lead on understanding customer technical pains through discovery to design, demonstrate, and present innovative solutions that solve business challenges.
• Build and present highly interactive, complex, and engaging customer product demonstrations to showcase the capabilities of Twilio's Communications Products.
• Be hands-on, high-energy, passionate, and a creative problem solver, equipped with the knowledge of how to get things done and ability to lead others to success.
• Take the initiative to identify and solve problems - both for the customer and within the organization as we grow.
• Contribute to the broader Twilio Presales Engineering community through knowledge sharing, constructing demonstration materials, and creating reusable presentations.
• Mentor less experienced Presales Engineers.

Qualifications:

• 8+ years pre-sales experience selling complex, technical products or 10+ years of professional experience supporting technical products coupled with customer-facing experience.
• Excellent communicator and presenter able to gain audience confidence.
• An engaging storyteller - able to gain audience confidence and communicate complex topics to multiple levels of audience.
• Ability to build a deep understanding of a customer's communications needs and guide them to a technical solution.
• Previous software development experience or working knowledge in one or more of the following areas: Backend (Java, C#, Node.js, Python, PHP), Web development (JavaScript, HTML/CSS, frontend frameworks - React, Vue.js, Angular), Experience building with REST APIs.
• Previous experience in Telecom, SIP, Contact Center, or Security.
• Experience with sales methodologies.
• Bachelor's and/or Master's degree in a technical discipline (Engineering, Mathematics, Computer Science) or equivalent practical experience.
• Proficient German speaker.

Location: This role will be remote and based in the UK.

Travel: Approximately 35% travel is anticipated to help you connect in-person in a meaningful way.

What We Offer: Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more.

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We are looking for an Enterprise Account Executive who will play a critical role driving sales and maximizing revenue with our Enterprise customers.

This is a full-time position based in our newly opened Bengaluru hub.

Responsibilities

• Create and manage a pipeline of Enterprise accounts to consistently meet or exceed quarterly and annual sales targets
• Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (5000+ FTEs)
• Align with executives on business challenges and gain sponsorship for enterprise-wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term
• Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi-threading at an executive level to build on expansion opportunities
• Manage a book of business by tiering accounts and initiating techniques to save contractions
• Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success
• Leverage opportunities to advance executive-level relationships through in-person meetings and networking opportunities

Requirements

• Strong understanding of the India market
• Experience closing sales, over multiple years, for a software or SaaS business with an Enterprise book of customers (5000+ FTEs), selling to executives
• Consistent performance meeting pipeline generation targets for net new business
• Demonstrated experience successfully managing complex sales cycles (6 months+)
• A sales methodology and process that creates value for customers

Nice to Have

• Experience selling solutions to technical audiences at a strategic level (i.e., Engineering, Product, Design teams)
• Demonstrated ability to succeed in a changing environment
• Certified in deal qualification and prospect discovery

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

Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law.

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