As a Strategic Account Executive on the GSI team, you'll own a named book of accounts and the full revenue outcome for each. You'll develop a point of view on where Claude creates the most value across a firm's practice areas, advisory services, delivery teams, and internal operations, build relationships with the partners and executives who sponsor transformation at that scale, and expand the partnership well beyond the original buyer.

Responsibilities

• Own all revenue outcomes for a named book of GSI accounts, driving both new logo acquisition and multi-practice expansion through complex, multi-quarter sales cycles involving partner-led approval, global procurement, and custom commercial terms
• Develop a clear thesis for each priority firm , where Claude creates value across knowledge management, advisory workflows, deliverable generation, and client engagements , and execute a sequenced engagement plan across practices, regions, and stakeholders
• Build and independently advance executive relationships with Managing Partners, Practice Leads, MDs, CIOs, CTOs, and Heads of AI/Digital, anchoring every conversation to their strategic priorities: utilization, leverage, realization, and billable productivity
• Proactively create demand in unengaged practice areas and regions, using early wins as proof points to open new doors across decentralized, partner-led organizations
• Build quantified, firm-specific business cases mapped to the GSI operating model , using their own language and metrics , that shape deals rather than justify them after the fact
• Identify and close lighthouse partnerships that become references across the GSI landscape and set up the future sell-with motion
• Partner cross-functionally with Product, Applied AI, Engineering, and Partnerships to inform the roadmap based on GSI buyer needs, and contribute to the playbook, proof points, and commercial structures that become the repeatable GSI motion

Requirements

• 8+ years of enterprise software sales experience with a track record of owning named accounts at large, complex, partner-led organizations (global SIs, strategy consultancies), managing multi-quarter sales cycles through technical evaluations, partner-led approval, and global procurement
• Demonstrated ability to independently build and advance relationships at the Partner, MD, and C-suite level , including practice leadership and innovation/digital executives , and hold credible conversations across both technical and business audience
• Experience building firm-specific business cases grounded in the firm's own operating metrics (utilization, leverage, realization, margin) and defending commercial terms through complex negotiations
• Background selling platform, API, cloud infrastructure, or emerging technology into enterprises evaluating a new category
• Genuine interest in AI and strong alignment with Anthropic's mission of responsible AI development
• A history of growing accounts meaningfully beyond the original engagement by proactively creating demand across new practice areas, regions, and use cases

What Will Make You Stand Out

• Direct experience selling into Global SI’s or strategy consultancies, and fluency in how partner-led firms operate and measure success
• Experience as an early AE in a vertical or segment, where you helped build the sales motion rather than inherit it
• Background selling developer platforms, cloud infrastructure, or AI/ML tooling into traditional partner-led services firms

Logistics

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

XML job scraping automation by YubHub

dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 90,000 teams every week, driving data transformations and AI use cases. As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Platform customers.

As an Account Executive, you will be responsible for managing our commercial customer base. The ideal person will be a proactive and curious member of our growing Sales team, identifying new business with prospects and growth opportunities for clients. A certain level of foresight and knowledge working with intrinsic sales cycles will take this individual confidently into the future of dbt Labs.

In this role, you can expect to:

• Build, manage and close your own pipeline of companies that you believe will benefit from the dbt Cloud offering
• Manage, and deepen the dbt Cloud footprint in existing accounts, optimizing our impact on these companies
• Engage with technology partners and ecosystem service providers to optimize our impact and reach in the region
• Lead and contribute to team projects that develop our sales process
• Work with product to build and maintain the dbt Cloud enterprise roadmap

We’re looking for someone who has:

• 2+ years closing experience in technology sales, with a proven track record of exceeding annual targets
• Ability to understand complex technical concepts and develop them into a consultative sale
• Excellent verbal, written, and in-person communication skills to engage stakeholders at all levels of an analytics organization (individual developer up to CTO)
• The diligence and organizational skills to work long, intricate sales cycles involving multiple client teams
• Ability to operate in an ambiguous and fast-paced work environment
• A passion for being an inclusive teammate and involved member of the community
• Experience with SQL or willingness to learn

You have an edge if you have:

• Prior experience in analytics, ETL, BI, and/or open-sourced software
• Knowledge of or prior experience with dbt
• Prior experience of selling into the Nordics

Compensation

We offer competitive compensation packages commensurate with experience, including salary, RSUs, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process.

The typical starting salary range for this role is: €124,000 EUR to €150,000 EUR with growth into the €170,000's

XML job scraping automation by YubHub

Reporting to the Director of Enterprise Sales, you will be responsible for driving strategic growth and expanding our footprint across the region's most critical enterprise accounts.

Key responsibilities include:

• Assessing assigned accounts and developing strategies to execute against them
• Building a customer base by identifying and closing new logo opportunities
• Leading customers and partners to identify impactful big data and AI use cases while proving out their value on the Databricks Lakehouse platform
• Identifying land opportunities and developing expand/consumption use cases
• Orchestrating and utilising internal teams to maximise the impact on your ecosystem

What we look for:

• 5+ years of experience selling SaaS solutions to Enterprise Customers
• Extensive experience and strong performance in new logo hunting
• Experience working in Big Data, Cloud, or SaaS industries with some technical sales experience
• Successful experience selling complex software deals and quota over-achievement
• Understanding of consumption-based land and expand sales models is advantageous
• Knowledge of the Data & AI space with some technology sales experience
• Evidence of creating demand that delivered substantial business value
• Experience of following robust sales methodologies and process, e.g. account planning, MEDDPICC, Value Selling and accurate forecasting
• Experience of building effective champions, collaborative teams and partnerships to support execution of your territory plan
• Understanding of how to identify all key use cases and buying centres in an opportunity to increase the impact of Databricks in an organisation

Fluent French and business English required.

XML job scraping automation by YubHub

Responsibilities:

• Own the full sales cycle from lead to ongoing utilization for enterprise prospects
• Organize POC implementations of dbt Cloud Enterprise
• Win 20 new dbt Cloud Enterprise customers per year (after ramp)
• Lead and contribute to team projects that develop our sales process
• Work with product to build and maintain the dbt Cloud enterprise roadmap
• Become an expert in SQL, dbt, and enterprise data operations
• Be an active member of the dbt open source community

Requirements:

• 4+ years closing experience in technology sales, with a proven track record of exceeding annual targets
• Ability to understand complex technical concepts and develop them into a consultative sale
• Excellent verbal, written, and in-person communication skills to engage stakeholders at all levels of an analytics organization
• The diligence and organizational skills to work long, intricate sales cycles involving multiple client teams
• Ability to operate in an ambiguous and fast-paced work environment
• A passion for being an inclusive teammate and involved member of the community
• Experience with SQL or willingness to learn

What will make you stand out:

• Prior experience in analytics, ETL, BI, and/or open-sourced software
• Knowledge of or prior experience with dbt

Benefits:

• Unlimited vacation time with a culture that actively encourages time off
• 401k plan with 3% guaranteed company contribution
• Comprehensive healthcare coverage
• Generous paid parental leave
• Flexible stipends for:
• Health & Wellness
• Home Office Setup
• Cell Phone & Internet
• Learning & Development
• Office Space

Compensation:

We offer competitive compensation packages commensurate with experience, including salary, RSUs, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process. In select locations (including Boston, Chicago, Denver, Los Angeles, Philadelphia, New York City, San Francisco, Washington, DC, and Seattle), an alternate range may apply, as specified below.

Sales Director OTE Range $238,000-$320,000 USD

XML job scraping automation by YubHub

Key Responsibilities:

• Partner with Account Executives and Account Managers to drive complex, multi-threaded sales cycles with strategic prospects.
• Create and present customized product demonstrations of Pave's End to End Compensation Management suite to prospective customers.
• Create and run compelling proof of concept trials with potential customers by defining success criteria and helping them achieve those goals.
• Conduct technical discovery sessions to uncover business pain points, technical requirements, and success criteria.
• Create and present technical proposals, proof-of-concept implementations, and ROI analyses.

Requirements:

• 5+ years of experience in sales engineering, solutions consulting, or similar.
• Strong understanding of enterprise SaaS operating systems (preferably experience with HRTech software).
• Proficiency in integrating and troubleshooting RESTful APIs and webhooks in client environments.
• Proficiency in at least one programming language (Python, Java, JavaScript, etc.).
• Prior experience in technology sales with start-up experience preferred.
• Track record of consistently meeting and exceeding revenue targets for your organization's Go-To-Market function.

Total Rewards Package:

• Meaningful equity
• Best-in-class medical, dental, and vision coverage
• Unlimited PTO
• Region-specific benefits designed around your life , not just your role
• Targeted cash compensation for this role: Tier 1: $133,000 (Base) + $57,000 (Variable) = $190,000 OTE; Tier 2: $119,700 (Base) + $51,300 (Variable) = $171,000 OTE; Tier 3: $113,000 (Base) + $48,500 (Variable) = $161,500 OTE

XML job scraping automation by YubHub

We're looking for an Enterprise Account Executive to grow and manage our enterprise customer base in DACH. As a proactive and curious member of our growing Sales team, you will identify new business with prospects and growth opportunities for clients.

In this role, you can expect to:

• Build, manage and close your own pipeline of companies that you believe will benefit from the dbt Cloud offering
• Manage, and deepen the dbt Cloud footprint in existing accounts, optimizing our impact on these companies
• Engage with technology partners and ecosystem service providers to optimize our impact and reach in the region
• Lead and contribute to team projects that develop our sales process
• Work with product to build and maintain the dbt Cloud enterprise roadmap

We're looking for someone who has:

• Demonstrable ability of building and closing your own pipeline within enterprise accounts
• 4+ years closing experience in technology sales, with a proven track record of exceeding annual targets
• Ability to understand complex technical concepts and develop them into a consultative sale
• Excellent verbal, written, and in-person communication skills to engage stakeholders at all levels of an analytics organization (individual developer up to CTO)
• The diligence and organizational skills to work long, intricate sales cycles involving multiple client teams
• Ability to operate in an ambiguous and fast-paced work environment
• A passion for being an inclusive teammate and involved member of the community
• Experience with SQL or willingness to learn

You have an edge if you have:

• Prior experience in analytics, ETL, BI, and/or open-sourced software
• Knowledge of or prior experience with dbt

Compensation

We offer competitive compensation packages commensurate with experience, including salary, RSUs, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab's total rewards during your interview process.

XML job scraping automation by YubHub

Reporting to the Director of Enterprise Sales, Hunting Team, you will be responsible for driving strategic growth and expanding our footprint across the region's most critical enterprise accounts.

Key responsibilities include:

• Assessing assigned accounts and developing strategies to execute against them
• Building a customer base by identifying and closing new logo opportunities
• Leading customers and partners to identify impactful big data and AI use cases while proving out their value on the Databricks Lakehouse platform
• Identifying land opportunities and developing expand/consumption use cases
• Orchestrating and utilizing internal teams to maximize the impact on your ecosystem

What we look for:

• 5+ years of experience selling SaaS solutions to Enterprise Customers
• Extensive experience and strong performance in new logo hunting
• Experience working in Big Data, Cloud, or SaaS industries with some technical sales experience
• Successful experience selling complex software deals and quota over-achievement
• Understanding of consumption-based land and expand sales models is advantageous
• Knowledge of the Data & AI space with some technology sales experience
• Evidence of creating demand that delivered substantial business value
• Experience of following robust sales methodologies and process, e.g. account planning, MEDDPICC, Value Selling and accurate forecasting
• Experience of building effective champions, collaborative teams and partnerships to support execution of your territory plan
• Understanding of how to identify all key use cases and buying centers in an opportunity to increase the impact of Databricks in an organization

Fluent French and business English required.

XML job scraping automation by YubHub

The impact you will have includes identifying and closing quick wins while managing longer, complex sales cycles, tracking all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce, mapping the whitespace opportunity across your defined territory, and using methodology to identify the most viable use cases in each account to maximise Databricks impact.

To succeed in this role, you will need 3+ years of Startup/Emerging Enterprise Sales experience exceeding quotas, covering Singapore/SEA accounts or territory, experience in working in a consumption-based sales motion, strong closing experience and evidence of exceeding sales quota, ability to navigate and be successful in a fast-growing organization, sales experience within Cloud software, open source technology, or ideally Data and AI space, experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure, and Google Cloud teams in the GCR market, methods for co-developing business cases and gaining support from C-level Executives, familiarity with sales methodologies and processes (e.g. Territory and Account planning, MEDDPICC, and value/discovery selling), and simply articulate intricate cloud technologies.

If you are a self-starter who understands the sales process, passionate about solving business challenges, and excel at initiating and advancing conversations to value delivery using a defined methodology, then this could be the role for you.

XML job scraping automation by YubHub

The ideal candidate will have a proven track record in software/technology sales, consulting or customer success. They will have proven experience leading teams, driving software adoption, and building and scaling customer success management practices. They will have experience with software development lifecycle processes and tools as well as agile and/or DevOps practices. They will be knowledgeable with cloud/container technologies (e.g., Kubernetes, Docker), application security (SAST, DAST) and/or cloud deployment models (AWS, GCP, Azure) is a plus. They will have a proven ability to develop strategies, translate them into initiatives and track successful delivery. They will have demonstrated ability to lead managers and successfully manage global, distributed teams across cultures, lines of business, and geographies. They will possess a strong management presence and leadership ability, with communication and interpersonal skills that inspire and motivate leaders and teams. They will demonstrate operational excellence in analytical thinking, process development and improvement, problem-solving, communication, delegation, and planning. They will be able to collaborate across the organization and with external stakeholders. They will have experience successfully working with senior executives (VP/CxO). They will hold strong operational skills that will drive organizational efficiencies and customer satisfaction. They will be comfortable giving and receiving positive and constructive feedback. They will be able to connect technology with measurable business value. They will have strategic thinking about business, products, and technical challenges.

XML job scraping automation by YubHub

Reporting to the VP of Sales, you'll work across account management, customer success, marketing, product, engineering, and operations to deliver a consistent, high-quality experience for GitLab customers and expand our footprint. In this role, you'll help shape GitLab's go-to-market motion in the Alps region, drive new logo acquisition and expansion, and influence how we bring our open source and DevSecOps story to a broad range of customers while executing against ambitious bookings and ARR growth targets.

Key responsibilities include:

• Leading the growth of GitLab's business in the Alps region by building the regional sales plan, enforcing pipeline discipline, and driving day-to-day execution to meet quarterly bookings and ARR targets.

• Managing, coaching, and developing a team of Account Executives, joining customer meetings and modeling consistent, high-activity, field-focused sales behavior.

• Driving new logo acquisition across a broad base of medium-sized businesses in the Alps region while shaping and executing a long-term strategy for larger, more complex accounts.

• Building GitLab's reputation in the Alps market by partnering with marketing, business development, and local networks to generate qualified pipeline and deepen market awareness.

• Establishing clear operating rhythms, sales processes, and methodologies that create structure, accountability, and repeatability without sacrificing agility.

• Collaborating with regional sales leaders and cross-functional partners in account management, customer success, marketing, product, engineering, and operations to align coverage, share best practices, and ensure consistent execution.

• Developing and maintaining executive-level relationships with key accounts, positioning GitLab as a strategic partner and uncovering expansion and renewal opportunities.

• Analyzing pipeline, forecast, and performance data to identify gaps and opportunities, adjust regional plans to focus on the highest-impact activities, and represent the Alps business internally with clear insights on market trends and customer needs.

To succeed in this role, you'll need:

• Experience building and leading high-performing sales teams in a regional or multi-country context, with a focus on coaching, field engagement, and talent development.

• Ability to design and execute a regional go-to-market plan, including pipeline generation discipline, territory coverage, and structured deal execution.

• Familiarity with B2B software or technology sales and concepts related to open source and DevSecOps, with interest in deepening knowledge of GitLab's platform.

• Skills in creating structure and clarity, setting expectations, and driving organized, data-informed sales processes, including the use of MEDDPICC or similar methodologies.

• Demonstrated strength in developing trusted relationships with senior customer stakeholders, including executive-level contacts, to support new business and expansion.

• Comfort operating in a dynamic, growth-focused, all-remote environment, acting as a self-directed 'manager of one' and using Salesforce.com or similar CRM and marketing tools.

• Openness to collaborating across account management, customer success, marketing, product, engineering, and operations, with the ability to work effectively with distributed teams.

• Willingness to apply transferable leadership and sales skills from related markets or industries, even if direct Alps market experience differs, in alignment with GitLab's inclusive hiring approach.

XML job scraping automation by YubHub

Anthropic's Industries team partners with the world's largest enterprises across retail, manufacturing, automotive, consumer goods, hospitality, and commercial real estate to deploy frontier AI into the core of how they operate. As an Enterprise Account Executive on the Industries team, you'll own a named book of accounts and the full revenue outcome for each. You'll develop a point of view on where Claude creates the most value across a customer's business, build relationships with the executives who sponsor transformation at that scale, and expand the partnership well beyond the original buyer.

Responsibilities

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

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

• Break into new accounts and cross-sell into existing business alongside our team of Account Executives

• Own a revenue target and all aspects of the sales cycle from prospecting to close, including outbounding and engaging Tier 1 accounts

• Lead with conviction by providing clear recommendations based on deep industry expertise rather than presenting a menu of options

• Prioritize organizations that can serve as lighthouse customers and references within their industries

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

• Collaborate extensively with cross-functional partners including product, engineering, legal, marketing, and Applied AI to help bring new solutions to market and provide feedback to shape roadmaps

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

You may be a good fit if you have

• 8+ years of enterprise software sales experience, with a track record of owning named accounts at large, complex organizations

• Experience managing multi-quarter sales cycles involving multiple stakeholders, technical evaluations, and enterprise procurement

• A history of growing accounts meaningfully beyond the original engagement by creating demand across new divisions and use cases

• Demonstrated ability to independently build and advance relationships at the C-suite and SVP level, including preparing for and leading executive conversations without relying on internal executive sponsorship

• Experience building customer-specific business cases grounded in the customer's own financials and priorities, and defending commercial terms through procurement

• Background selling platform, API, cloud infrastructure, or emerging technology into enterprises evaluating a new category

• Strong executive presence and the ability to hold a credible conversation across both technical and business audiences

• Genuine interest in AI and strong alignment with Anthropic's mission of developing AI systems that are safe and beneficial

What will make you stand out

• Direct experience selling into one or more of our core verticals and fluency in how those businesses operate and measure success

• Experience as an early AE in a vertical or segment, where you helped build the sales motion rather than inherit it

• Background selling developer platforms, cloud infrastructure, or AI/ML tooling into traditional enterprises

XML job scraping automation by YubHub

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

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

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

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

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

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

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

Responsibilities:

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

You May Be a Good Fit If You Have:

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

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

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

Established relationships with senior executives across multiple industry verticals

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

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

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

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

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

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

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

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

Strategic thinking balanced with execution excellence and attention to detail

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

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

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

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

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

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

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

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

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

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

Multi-language capabilities especially Hindi and regional languages

Experience navigating public sector and PSU sales processes

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

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

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

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

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

XML job scraping automation by YubHub

We are a global company with a strong company culture and employees located in over 14 countries. Yubico's headquarters are based in Stockholm, Sweden and Santa Clara, CA.

The Role: Yubico has become the standard for strong authentication at scale in 9 of the top 10 technology firms and we are well on our way to doing the same across the State, Local, and Educational sector.

Yubico is looking for a dynamic, experienced Enterprise Account Director to join our expanding US Federal / SLED sales team. This individual will work with the team, whose main focus is rapidly growing the Yubico Federal / SLED customer base and prospects to drive revenue and enterprise utilization throughout departments and agencies.

Tasks & Responsibilities:

• Develop and execute your strategic and tactical business plan to drive revenue and large scale adoption of YubiKeys within the SLED Space

• Own the revenue number (sell to and sell through) for your area by:

• Expanding existing relationships

• Defining and landing new strategic relationships

• Providing thought leadership to customers and, when available, at industry events

• Develop strong SLED champions who actively advocate for Yubico

• Report to the Vice President of Public Sector and work directly with marketing and operations to drive scalable and efficient fulfillment

• Develop the Yubico partner community to service the needs of your customers and prospects

Skills & Experience:

• Minimum 5+ years of experience in a similar role

• Deep understanding and experience in selling technology

• Track record of over achievement in selling, in both direct sales and through government contractors and SI’s

• Comfortable having both business and high level technical conversations with a CTO, CIO or CISO for SLED agencies and departments

• Ideally, understand the IT security marketplace

• Preferably resides in California or western U.S.

Additional Information

Our U. S. benefits are designed for your overall well-being:

Health coverage. We’ve got you covered with top of the line health plans, including dental and vision. We pay 100% of your premium and 85% for your family.

Retirement plan. Our retirement plan includes a 401K dollar per dollar match up to 6% with a cap of $6K/year. Immediate vesting.

Wellness reimbursement. We offer $1,200.00 in wellness earnings (prorated based on start date) that you can use on your gym membership, a massage, or your favorite online fitness classes. This is a taxable benefit if you choose to participate.

Learning and development. We encourage your professional growth and offer a yearly development stipend of $3,000 and mentorship program.

Time off. We offer a total of 15 vacation days plus 10 holidays, and 7 sick days a year.

Paid parental leave. We love welcoming new family members to our YubiTeam! All parents receive 8 weeks of paid leave. Birthing parents receive an additional 8 weeks of paid leave (16 weeks total).

Commuter Benefits. If you need to commute to the office, we offer commuter benefits.

Strong mission & company values. We’re a global team on a global mission to make the internet more secure for everyone. We believe that every person’s work matters. That you should always be nice, stay humble, and have fun, and never take yourself too seriously.

We are an equal opportunity employer, we value diversity and uphold an inclusive environment where all people feel that they are equally respected and valued. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity or expression, age, marital status, religion, national origin, disability, or any other protected characteristic.

XML job scraping automation by YubHub

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

As a US Enterprise Sales Leader at Mistral AI, you will lead and grow a US Enterprise Sales Team, with a focus on acquiring and expanding high-value new logos and customers in your region. Based in San Francisco or New York City, you will focus on recruiting and developing a team of high-performing Enterprise Account Executives; work closely with the RVP of US Enterprise and cross-functional partners to drive execution against the North America business strategy; and manage your regional business with operational excellence, including revenue forecasting, pipeline analysis, and performance tracking.

Responsibilities

Recruiting

• Recruit, hire, and onboard a high-performance and diverse team of Enterprise Account Executives to support growth in your region

Developing

• Coach, inspire, and manage performance of the team to drive both individual and team-level performance

• Drive accountability to achievement of key performance metrics

• Conduct regular performance reviews and career planning sessions with AEs

• Conduct regular pipeline reviews, account planning sessions, opportunity reviews, and forecast calls to ensure AEs are in a position to exceed quota

Executing

• Own the revenue target for your regional team, ensuring consistent growth in new logo acquisition and customer expansion

• Effectively translate North America sales strategy into a set of actionable sales activities for your team and region

• Provide accurate revenue forecasting and pipeline analysis to senior leadership

• Refine sales plays tailored to your regional context and trends, and share learnings and feedback with leadership and other regional leaders

• Support AEs in deals by building executive relationships within key Enterprise accounts

• Collaborate effectively internally with cross-functional teams (e.g., legal, finance, product), as well as externally with key members of the partners ecosystem (e.g., cloud partners, SIs, etc.)

• Partner closely with Product and Engineering to communicate market feedback and influence product roadmap to support Enterprise customer needs

• Work closely with Global Sales Leadership to share market feedback and trends, and ensure continued execution against the global and regional strategies

Who you are

• 10+ years of experience in B2B technology sales, with 4+ years in sales management or team leadership roles

• Track record of success building and managing high-performing sales teams, consistently exceeding revenue targets

• Proven experience selling to large enterprise organizations, with multiple stakeholders and complex buying processes

• Strong understanding of the US AI market, including common use cases, key industries, competitive landscape, and latest developments

• Deep fluency in value selling best practices, with experience in Command of the Message, or another similar value-based methodology

• Experience in a highly technical sales environment

• Expertise with sales forecasting, pipeline management, and business analysis

• Can clearly articulate a leadership philosophy, with experience motivating teams, managing performance, and establishing a clear operating rhythm

What we offer

• Competitive salary and equity

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

• 401K: 6% matching

• PTO: 18 days

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

• Sport: $120/month reimbursement for gym membership

• Meal stipend: $400 monthly allowance for meals

• Visa sponsorship

• Coaching: we offer BetterUp coaching on a voluntary basis

XML job scraping automation by YubHub

This leader will be responsible for defining Jeeves' global outbound strategy, coaching SDRs across multiple countries, optimizing our pipeline generation engine, and partnering cross-functionally to ensure alignment between SDR, Marketing, and Sales.

This is a high-impact role that requires operational excellence, strong sales enablement skills, and the ability to lead distributed teams in a fast-moving environment.

Key Responsibilities:

• Own the Global SDR Playbook & Strategy: Diagnose, optimize, and scale the global SDR motion,ensuring regional consistency while enabling local strengths.
• Lead, Coach & Develop a High-Performing SDR Team: Manage and mentor SDRs across multiple regions, providing structured 1:1s, real-time call coaching, and performance feedback.
• Drive Pipeline Generation & Conversion: Own global SDR pipeline output and conversion metrics across inbound, outbound, and partner-sourced motions.
• Collaborate Cross-Functionally: Partner closely with Sales leadership to align on ICPs, segmentation, vertical strategy, and opportunity handoff mechanics.

Minimum Qualifications:

• 5+ years of experience in B2B SaaS, fintech, or technology sales, with 3+ years managing SDR/BDR teams (ideally 8–12+ reps).
• Proven success building or scaling outbound SDR programs that consistently hit or exceed pipeline targets.
• Experience managing distributed or multi-region SDR teams across LATAM, NAM, and/or EMEA.

Preferred Qualifications:

• Prior experience in fintech, payments, credit, or financial infrastructure.
• Background building outbound programs for multi-vertical or multi-geography sales teams.
• Familiarity with AI-driven outbound tools and modern SDR productivity platforms.

XML job scraping automation by YubHub

This is a high-impact role that requires operational excellence, strong sales enablement skills, and the ability to lead distributed teams in a fast-moving environment. You will be responsible for owning the Global SDR Playbook & Strategy, leading, coaching, and developing a high-performing SDR team, driving pipeline generation and conversion, and collaborating cross-functionally with Sales leadership, Marketing, and RevOps.

As a Global SDR Manager, you will personally prospect into strategic accounts to refine scripts, test new tactics, and model excellence. You will uphold high standards for messaging quality, persistence, and customer-centric outreach. You will also be responsible for managing and mentoring SDRs across multiple regions, providing structured 1:1s, real-time call coaching, and performance feedback.

To succeed in this role, you will need to have 5+ years of experience in B2B SaaS, fintech, or technology sales, with 3+ years managing SDR/BDR teams (ideally 8–12+ reps). You will also need to have proven success building or scaling outbound SDR programs that consistently hit or exceed pipeline targets. Experience managing distributed or multi-region SDR teams across LATAM, NAM, and/or EMEA is highly desirable.

You will be highly analytical, able to pull insights from dashboards, KPIs, and funnel metrics to drive performance. You will also have exceptional communication skills,clear, concise, and able to give actionable, motivating feedback. You will be comfortable working in a high-growth, ambiguous environment where experimentation and speed are essential. Trilingual English, Spanish, and Portuguese candidates will be prioritized.

XML job scraping automation by YubHub

This is a high-impact role that requires operational excellence, strong sales enablement skills, and the ability to lead distributed teams in a fast-moving environment.

Key responsibilities include:

• Owning the Global SDR Playbook & Strategy: Diagnose, optimize, and scale the global SDR motion,ensuring regional consistency while enabling local strengths.
• Leading, Coaching & Developing a High-Performing SDR Team: Manage and mentor SDRs across multiple regions, providing structured 1:1s, real-time call coaching, and performance feedback.
• Driving Pipeline Generation & Conversion: Own global SDR pipeline output and conversion metrics across inbound, outbound, and partner-sourced motions.
• Collaborating Cross-Functionally: Partner closely with Sales leadership to align on ICPs, segmentation, vertical strategy, and opportunity handoff mechanics.

Minimum qualifications include 5+ years of experience in B2B SaaS, fintech, or technology sales, with 3+ years managing SDR/BDR teams (ideally 8–12+ reps).

Preferred qualifications include prior experience in fintech, payments, credit, or financial infrastructure, background building outbound programs for multi-vertical or multi-geography sales teams, and familiarity with AI-driven outbound tools and modern SDR productivity platforms.

XML job scraping automation by YubHub

Responsibilities

Own the Global SDR Playbook & Strategy

Diagnose, optimize, and scale the global SDR motion,ensuring regional consistency while enabling local strengths. Define outbound strategy, activity frameworks, and pipeline targets across Mexico, Colombia, Brazil, North America, and EMEA. Build the global playbook for SDR excellence, including messaging frameworks, qualification criteria, objection handling, and productivity benchmarks.

Lead, Coach & Develop a High-Performing SDR Team

Manage and mentor SDRs across multiple regions, providing structured 1:1s, real-time call coaching, and performance feedback. Build a culture of accountability, creativity, and continuous improvement. Lead ongoing training on cold outreach, lead qualification, multi-channel prospecting, and effective use of tools.

Drive Pipeline Generation & Conversion

Own global SDR pipeline output and conversion metrics across inbound, outbound, and partner-sourced motions. Oversee lead routing, prioritization, and regional coverage models to ensure consistent flow of qualified opportunities. Identify patterns in high-performing outreach and scale winning tactics across all geographies.

Collaborate Cross-Functionally

Partner closely with Sales leadership to align on ICPs, segmentation, vertical strategy, and opportunity handoff mechanics. Work with Marketing to shape campaigns, tailor messaging, and refine targeting for global outbound programs. Collaborate with RevOps on dashboards, reporting, comp plans, and funnel optimization.

Lead From the Front

Personally prospect into strategic accounts to refine scripts, test new tactics, and model excellence. Uphold high standards for messaging quality, persistence, and customer-centric outreach.

XML job scraping automation by YubHub

Your primary focus will be on the Air Force, and you will be expected to identify and qualify leads, generate new Air Force opportunities, and achieve quota on a quarterly and annual basis. You will also be responsible for building strategic working relationships with clients, maintaining a high level of face-to-face contact, and analyzing potential sales opportunities using data analysis and segmented research.

To be successful in this role, you will need to have a deep understanding of the competitive landscape, maintain a client database, and stay up-to-date with product and industry knowledge. You will also be responsible for building and maintaining a robust pipeline of at least 3x revenue target and clearly explaining the value proposition and goals of the Forward Networks solution.

Requirements for this role include a clear Secret clearance, a Bachelor's degree, and a minimum of 7-10 years of experience in Fed DOD Sales with Air Force experience. You will also need to have a proven track record of meeting and exceeding quota in technology sales, a deep understanding of the networking and security industry, and excellent communication and listening skills.

XML job scraping automation by YubHub

Responsibilities:

• Own and close the largest, most strategic Capital opportunities end-to-end, building and managing executive-level relationships with key prospects and customers.
• Serve as the go-to subject matter expert on Capital, advising both customers and internal teams on product positioning, use cases, and value creation.
• Develop and execute go-to-market strategies and solutions to meet customer needs, in collaboration with Product, Sales, SDR, Finance, Partnerships, and Marketing stakeholders.
• Drive revenue growth, increasing attach rates and new client acquisition by personally managing a high-impact book of business at ambitious growth targets.
• Lead consultative, solution-based sales cycles , from prospecting and discovery through negotiation and close , for enterprise and strategic accounts.
• Build and refine new sales motions, playbooks, and frameworks that can be adopted broadly across the Capital sales organization.
• Partner closely with Product on roadmap feedback, feature prioritization, and shaping the Capital offering based on direct market and customer insights.
• Design and drive GTM campaigns and product sales initiatives, executing with rigor and measuring results. Analyze outcomes and make actionable recommendations in a timely manner.
• Mentor and enable peers by sharing best practices, deal strategies, and market intelligence to elevate the broader team's performance.
• Constantly innovate and improve sales processes, engagement models, and customer strategies , bringing new ideas and a builder's mindset to a rapidly scaling business.

Requirements:

• 7+ years of enterprise technology sales experience, with a strong track record of personally closing complex, high-value deals.
• 3+ years of experience in payments, lending, capital, or financial services industry.
• Proven track record of top-tier quota attainment in new business sales and existing customer upsell/cross-sell for enterprise customers.
• Deep expertise in consultative and solution-based selling across all stages of the sales cycle.
• Ability to build and navigate executive-level relationships with C-suite and senior decision-makers.
• Strong cross-functional collaboration skills , able to influence and drive alignment across Product, Engineering, Marketing, and Sales leadership without direct authority.
• Demonstrated ability to build new sales motions, playbooks, or GTM strategies from the ground up.
• High energy, strong work ethic, disciplined execution skills, and a willingness to do whatever it takes to deliver results.
• True team player , always.
• Humor is very welcomed.

XML job scraping automation by YubHub