This is a high-impact, high-visibility role at the heart of Growth Engineering, partnering closely with Pricing & Packaging, Order, Self-Serve, Sales, Finance, Enterprise Systems, Analytics, and Billing Operations.

You'll drive clarity, focus, and execution across a mission-critical platform while fostering a culture of ownership, accountability, and incredibly high standards.

Key responsibilities include:

• Leading and scaling a team building and enhancing Intercom's billing, subscription, invoicing, and metering capabilities , the backbone of revenue and monetisation experiences.

• Owning and improving the reliability and operational excellence of Billing systems: on-call quality, incident response, observability, and product health standards.

• Partnering with Senior and Staff Engineers to shape and execute the technical strategy across subscription management, metering, invoicing, and integrations (e.g., Stripe Billing) , balancing near-term needs with long-term platform evolution.

• Collaborating deeply with Product, Design, Sales, Finance, Enterprise Systems, Analytics, and Billing Ops to prioritise the roadmap, close operational gaps, and deliver measurable business outcomes each quarter.

• Cultivating and managing trusted relationships with partner leaders in Finance, Enterprise Systems, and Analytics to ensure alignment on data flows, compliance, reconciliation, and business reporting needs.

• Driving migrations and modernisation work where needed (e.g., Stripe-first capabilities, systems parity and improvements), ensuring safe change management and robust downstream data flows.

• Bringing clarity and alignment to priorities, tradeoffs, and timelines; setting a high bar for planning, testing, and end-to-end quality, especially for revenue-impacting launches.

• Developing and retaining top talent through coaching, clear expectations, and effective delegation; scaling yourself via strong tech-lead partnerships and “coach-and-delegate” leadership.

• Promoting a culture of ownership, accountability, and incredibly high standards , moving quickly, communicating crisply, and celebrating wins.

Requirements include:

• 5+ years managing software engineering teams building and shipping customer-facing or revenue-impacting systems (e.g., billing, payments, pricing, subscriptions).

• Strong technical leadership: comfortable diving into architecture, debugging complex systems, reviewing designs, and making pragmatic tradeoffs to ship safely and fast.

• Proven ability to lead a cross-functional, full-stack team through planning and delivery with clear ownership of business outcomes and product health metrics.

• Excellent product sense and customer empathy , you translate ambiguous requirements into clear scopes, milestones, and measurable impact.

• Skilled communicator who drives alignment across partner teams (Sales, Finance, Enterprise Systems, Analytics, Product, Design) and keeps stakeholders informed and unblocked.

• Track record of cultivating and managing senior relationships across Finance, Enterprise Systems, and Analytics to land durable solutions and accurate downstream reporting.

• Relentless about outcomes , you identify the highest-leverage problems, remove roadblocks, and hold the bar on quality without slipping schedules.

• AI-first mindset with a high bar for excellence: fluent in using AI tools to accelerate planning, execution, quality, and communication , and to inspire adoption across the team.

Bonus skills and attributes include:

• Experience with Stripe Billing or similar billing/subscription platforms; familiarity with usage metering and invoicing pipelines.

• Background in customer-facing SaaS and/or scale-up environments operating at high velocity.

• Experience leading operational excellence initiatives (on-call, incidents, observability) for revenue-critical systems.

Success looks like:

• 30 days: You understand the domain, architecture, on-call posture, partner landscape, and active initiatives; you've built trust with engineers and partner leads and stabilised any urgent operational issues.

• 60 days: Clear, realistic roadmap and execution plan across platform, product health, and partner asks; visible improvements in on-call rigor and update cadence; risks surfaced with mitigation plans co-owned with Finance, Enterprise Systems, and Analytics.

• 90 days: Shipped at least one meaningful capability or reliability improvement; measurable progress on top business outcomes; staffing/skills gaps identified with a concrete plan to address them.

Team and domain:

Mission: Bill customers reliably and accurately, and provide core monetisation and operational capabilities for Intercom.

Partners: Pricing & Packaging, Order, Self-Serve, Sales, Finance, Enterprise Systems, Analytics, Billing Ops, Data/Analytics.

Key areas: Subscription management, usage metering (e.g., Fin features), invoicing, revenue recognition data flows, admin tools, and ops workflows.

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Required experience includes 10+ years of software engineering experience, 5+ years managing engineering managers, and leading engineering for a consumer or marketplace product where search, matching, ranking, or personalization was core to the business. You should also have scaled an engineering org through a high-growth phase (25+ to 50+) while maintaining velocity and quality, and be technically strong enough to make sound architecture calls on ranking/ML systems, marketplace infrastructure, and consumer-facing surfaces.

Nice-to-have experience includes healthcare experience or other regulated industries where data sensitivity and clinical consequences raise the stakes, experience with marketplace dynamics (supply/demand balancing, multi-sided incentive design), experience building LLM-based product features (conversational interfaces, intelligent triage, AI-assisted workflows), and experience rethinking team structure or hiring profiles in response to AI productivity gains.

Our stack includes Python (Django/FastAPI), TypeScript/React, Elasticsearch, PostgreSQL, Redis, dbt, Snowflake, Temporal, and custom ML models. Everything runs on AWS.

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At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff , payroll, health insurance, 401(k)s, and HR , so owners can focus on their craft and their customers.

With teams in Denver, San Francisco, and New York, we support more than 400,000 small businesses nationwide and are building a workplace that reflects the people we serve.

All full-time employees receive competitive base pay, benefits, and equity (RSUs) , because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy.

AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.

About the Role:

Gusto is scaling our AI-powered risk function to support a complex, multi-entity business operating in highly regulated environments. As the Enterprise Risk Management Lead, you will own and operate Gusto's Enterprise Risk and Third Party Risk Management programs , built AI-first, designed to scale, and built to enable the business to move fast without breaking things.

This is a People Empowerer (manager) role. You balance hands-on program leadership with managing and developing a team of compliance professionals. You navigate the tension between "doing the work" and "leading the work" , contributing directly to complex, high-impact programs while ensuring your team delivers with excellence.

You are a change agent who influences how automated risk management gets done at Gusto, models AI-enabled ways of working, and helps others grow their own capabilities in the process.

You will champion the adoption of AI, machine learning, and process automation across risk monitoring, control testing, incident management, and reporting , and you will partner with Product, Data Science, and Engineering to make it explainable, adopted, compliant, and scalable.

Here’s what you’ll do day-to-day:

You manage initiatives that are complex in both scope and impact, influencing the strategic direction of Gusto's compliance risk management framework.

You apply a deep understanding of the regulatory landscape and how it intersects with Gusto's business model to proactively design and lead cross-functional risk programs.

You translate complex risk topics into clear, actionable guidance that senior leaders can immediately understand and operationalize.

You lead cross-functional working groups, align divergent perspectives, and drive cohesive progress toward shared goals , with minimal oversight.

As a PE, you balance individual risk and compliance contribution with team leadership.

You manage operations, professional development, resource allocation, and performance , while staying close enough to the work to be a credible, hands-on partner to your team and stakeholders.

You model responsible AI use, and act as a source of knowledge and mentorship , supporting your team's AI journey and helping others apply it responsibly and effectively.

AI-Enabled Risk Operations, Innovation & Transformation

This is how you and your team operate , not a side project.

• Champion the adoption of AI, machine learning, process automation, and advanced analytics to improve risk monitoring, control testing, and reporting across ERM, TPRM, and broader compliance functions

• Lead the integration of AI and automation into every phase of the risk lifecycle: vendor assessments, document ingestion and analysis, continuous monitoring and alerting, risk scoring, prioritization, and trend analysis

• Build intelligent risk monitoring and evaluation systems , including auto-tagging for risk issues, audit requests, and regulatory changes , that improve real-time visibility and eliminate manual effort across the enterprise risk portfolio

• Drive the digitalization of risk tools including RCSAs, KRIs, incident reporting, and audit tracking , transforming periodic, reactive processes into continuous intelligence systems with live leading and lagging indicators that enable real-time decision-making

• Partner with Product, Data Science, and Engineering to define requirements for AI-driven workflows, decisioning engines, and dashboards , ensuring explainability, auditability, and regulatory defensibility of all AI-enabled risk decisions

• Design and build intelligent dashboards and reporting tools that deliver real-time risk visibility and decision-quality insights to senior leadership and cross-functional stakeholders

• Design AI workflows with appropriate validation loops, human-in-the-loop checkpoints, and guardrails , ensuring outputs are reliable, governable, and meet regulatory standards before being used to frame risks, recommendations, or decisions

• Stay current on AI advancements and emerging technologies and proactively integrate new capabilities into team operations to increase velocity and scale

• Model responsible AI use , supporting ICs in their AI journeys and fostering a culture of intentional experimentation, accountability, and continuous improvement

Enterprise Risk Management

• Design, implement, and continuously improve Gusto's ERM framework, ensuring alignment with best practices and Gusto's stage of growth and strategic priorities across all entities

• Define and maintain Gusto's enterprise risk taxonomy, risk appetite statement, and key risk indicators spanning operational, regulatory, technology, financial, and reputational risk domains

• Lead Gusto's Enterprise Risk Management process , driving integration of risk practices across business functions, promoting a proactive risk culture, and ensuring incident management, root cause analysis, and lessons learned are systematically captured in an automated, AI forward way.

• Apply AI-assisted insights to enterprise risk datasets to surface systemic patterns, validate assumptions, prioritize risks, and deliver proactive, data-driven advisory to senior leadership

• Monitor the regulatory landscape (OCC, FDIC, CFPB, SEC, FINRA, GDPR, NIST, ISO, SOC) and leverage AI to proactively incorporate changes before they become compliance gaps

• Act as a key advisor to senior compliance leadership , translating complex risk findings into clear, actionable recommendations with minimal oversight

Third Party Risk Management (TPRM)

• Design, implement, and independently manage a high-impact, AI-first TPRM program with clear milestones, progress tracking, and measurable outcomes across all Gusto entities

• Manage the full third-party risk lifecycle , onboarding and risk profiling, periodic assessments, issue management, corrective action tracking, and offboarding , across suppliers, product partners, contractors, service providers, and cloud service providers , and do so in an AI and automated way.

• Maintain a centralized, authoritative vendor risk inventory and risk register, ensuring real-time visibility into Gusto's third-party risk posture

• Conduct periodic AI-driven audits and reviews of third-party compliance with contractual obligations and regulatory standards, identifying patterns that inform continuous program improvement

• Serve as the central orchestrator across Compliance, Security, Legal, Procurement, IT, and GRC for proactive and reactive third-party incident management

• Own Gusto's TPRM policy and maintain comprehensive documentation , risk assessments, audit findings, corrective actions , ensuring full accountability and traceability

People Leadership & Team Development

• Balance individual compliance contribution with team leadership , managing operations, professional development, resource allocation, and performance while staying close to the work

• Coach and develop ICs toward next

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At Coinbase, our mission is to increase economic freedom in the world.

We are seeking a very specific candidate who is passionate about our mission and who believes in the power of crypto and blockchain technology to update the financial system.

As a Senior Product Manager, you will be responsible for leading the Trading Growth strategy for the Base App.

Your primary mission is to increase monthly active transacting users and trading market share by driving user acquisition, engagement, and retention.

Key Responsibilities:

• Own the Growth Engine: Lead the strategy and execution for acquisition and retention loops, including referral/affiliate programs, win-back flows, and gamification mechanics.

• Optimize Core Trading: Own end-to-end development for trading experiences.

• Master the Engagement Loop: Co-own high-intent systems like Watchlists and Price Alerts with the Trading team, using them as hooks to drive users back into the app via a sophisticated, ML-driven push notification and CRM strategy.

• Experiment at Scale: Drive a rigorous data-driven culture by running A/B tests on onboarding funnels, abandonment flows, and notification delivery to continuously improve conversion and execution quality.

• Build Growth Infrastructure: Oversee the “Growth Platform,” including the ML/policy layer for intelligent notifications, attribution tracking for paid marketing, and the Activity Tab UX.

• Cross-Functional Leadership: Collaborate with Engineering, Design, and Data Science to balance “0-to-1” trading primitives with “1-to-N” growth optimizations.

Requirements:

• 7+ years of Product Management experience, specifically within consumer-facing fintech, exchange, or onchain trading environments.

• Growth Mastery: Proven track record of scaling products via lifecycle marketing, referral loops, and retention mechanics.

• Trading Sophistication: Deep understanding of market structure, order types, execution quality, and liquidity.

• Analytical Rigor: Deep experience with data-driven development,defining North Star metrics, navigating attribution complexity, and running high-velocity experiments.

• Entrepreneurial Execution: The ability to thrive in high-ambiguity environments, making tough trade-offs to ship high-quality products on time.

• AI Fluency: Demonstrated ability to integrate generative AI tools into your daily workflow to increase efficiency and deliver business-ready outputs.

Nice to Haves:

• Direct experience contributing to or collaborating with onchain protocols and decentralized communities.

• Experience in brokerage or market-making environments (clearing, settlement, or microstructure)

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As a Staff Data Scientist, you will be a key strategic partner to the Growth (Product and Engineering), Marketing, Sales, and Finance & Strategy teams, developing both intelligent data products and insights, and creating end-to-end systems and measurement plans for accelerating Stripe's overall growth engine.

Responsibilities:

• Provide direction to cross-functional partners on business strategy for enabling Stripe's growth, leveraging your expertise in causal inference / experimentation, modeling, analytical insights, and data foundations.
• Provide senior technical direction to data teams on horizontal technical areas, including experimentation, attribution, forecasting, observability, etc.; assume hands-on leadership, especially when helping teams resolve complex problems through iterative execution.
• Identify broad company problems and opportunities that can be tackled through data science; work with relevant teams to design and build the data science outputs that deliver outsized value to our users and our business.
• Contribute to the overall strategy, roadmap, and vision of your data science team and organization.
• Evangelize and inspire best practices across data science; lead by example to build a culture of craftsmanship and innovation.
• Provide mentorship to our data science talent to help them grow technically and professionally.

Minimum requirements:

• 10+ years of data science experience OR equivalent combined industry and research experience in a quantitative field.
• B.S. / M.S. / Ph.D. in a quantitative field (e.g. Statistics, Mathematics, Economics, Operations Research, Quantitative Marketing, Physical Sciences, Engineering, etc.).
• Experience with modern causal inference techniques.
• Demonstrated experience of leading organization-wide initiatives spanning multiple teams, or leveraging deep domain expertise to influence tech roadmap planning and execution.
• Demonstrated ability to effectively collaborate across multiple teams and stakeholders to drive business outcomes.
• Experience creating alignment with stakeholders in ambiguous and complex situations.
• Demonstrated ability to balance execution and velocity with research, statistical depth, and scalable design.
• Experience, mentoring, and investing in the development of peers.

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Your responsibilities will include defining and driving Pinterest's technical strategy for agentic engineering, architecting and shipping production systems, reimagining Pinterest's SDLC, owning developer velocity measurement, serving as technical force multiplier across Platform, Infrastructure, and Engineering Acceleration, and driving engineering-wide adoption.

To be successful in this role, you will need 12+ years of software engineering experience with deep expertise in building developer platforms, internal tooling, or engineering infrastructure that measurably changed how engineers work at scale. You will also need demonstrated hands-on experience designing and shipping agentic AI systems in production, experience working in large-scale monorepos or complex multi-service codebases, and familiarity with agentic development best practices.

As a key technical advisor and delegation point, you will work with the Sr. Director, Engineering Acceleration, VP, Infrastructure, and Chief Architect to shape investment priorities and multi-year technical direction. You will also serve as a trusted partner and primary delegation point for the hardest technical questions facing this organization.

This is a startup-within-a-company opportunity, with a charter that is ambitious, problems that are largely unsolved, and systems that you will build will define how an entire engineering organization operates for years.

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

Our US Public Sector Segment is investing in our U.S. SLED Region Go To Market team to grow Cloudflare's market share across State, Local, and Education customers and prospects.

As the SLED Senior Manager, you will lead our US SLED Mid Market team reporting directly to the Head of US SLED Sales. We are seeking a highly experienced and talented SLED Go To Market Leader to help us manage and grow the organization with overall responsibility for driving Cloudflare's revenue, hiring and brand awareness while maintaining the Cloudflare Culture.

Responsibilities

• Drive sales growth through successful leadership, organizational planning, customer service, and outstanding execution of all regional go-to-market programs (sales, channel, customer success, solutions engineering, business development, support and field marketing).

• Lead a diverse sales team supporting volume and velocity sales motions across State, Local and Education (HiEd and K-12) accounts

• Continue to grow and build the U.S. Sales team and drive the hiring needs through partnering with global functional leadership and recruiting resources.

• Adopt and influence the company's sales methodology/process and drive best practices on selling, forecasting, and account management.

• Represent Cloudflare as the single point of contact for all operational concerns, ensuring proper and timely escalation and resolution.

• Ensure that corporate policy and regulatory initiatives are consistently applied and followed by the sales organization.

• Drive business cadence for forecast calls, functional review meetings, deal review, customer account reviews, weekly team meetings and periodic company-wide kick offs.

• Represent Cloudflare as appropriate at external conferences, media and PR events. Maintain relationships with the NASCIO, NASTD, and other related associations.

Examples of desired skills, knowledge and qualifications

• Minimum 5 years of senior level sales leadership experience, coupled with 10+ years of selling experience to a wide variety of SLED accounts.

• Experience managing longer, complex sales cycles but driving a quarterly cadence.

• Experience driving velocity sales activities within the SLED market.

• Established relationships with partner communities working with SLED organizations.

• Proven ability to sell solutions to strategic customers.

• Strong understanding of sales process/methodology, pipeline management, accurate forecasting and delivering results quarterly.

• Individuals that have been promoted to sales leadership within companies is a plus with a proven track record of significant over-quota achievement and demonstrated career stability.

• Experience in network performance and security, “how the Internet works”, corporate networking and SD-WAN as well as industry concepts such as Zero Trust and SASE.

• Aptitude for learning technical concepts/terms (technical background in engineering, computer science, or IT is a plus).

• Strong interpersonal communication and organizational skills.

• Excellent presentation skills to executives & individual contributors.

• Self-motivated, entrepreneurial spirit, and start-up experience are a plus.

• Comfortable working in a fast paced dynamic environment.

What Makes Cloudflare Special?

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

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

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

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

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

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

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

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law.

We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job.

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Responsibilities:

• Reactively support Customer Success and Client Sales teams on paid SaaS sales cycles, taking the lead on complex deals
• Engage with our existing customers, focusing on driving SaaS upsell, which will increase customer stickiness
• Conduct product demonstrations and provide technical expertise to potential customers
• Collaborate with CSEs, CSMs, and Solution Consultants to ensure seamless sales processes and customer experiences
• Develop and execute strategic account plans to achieve and exceed sales targets
• Maintain accurate records of sales activities and customer interactions in CRM systems

Requirements:

• 2+ years of full-cycle B2B software sales experience
• 1+ years of outbound prospecting experience
• Experience leading SaaS product demonstrations
• Goal-oriented and self-motivated with a proven track record of meeting and exceeding targets
• Strong understanding of SaaS products and their implementation
• Excellent communication and presentation skills
• Ability to work in fast-paced, high-velocity environments
• Proficiency in CRM software and other sales tools

Bonus points:

• Previous experience in an overlay or channel sales role
• Familiarity with financial products, credit cards, and business finance
• Familiarity with the commercial or mid-market customer segment and high-value sales cycles
• Familiarity with software solutions, especially in areas such as Expense Management, Travel, and AP
• Previous experience in implementing successful upselling and cross-selling strategies
• Keen awareness of the competitive landscape, industry trends, and market dynamics
• A background in handling renewals, ensuring customer retention, and minimizing churn
• Familiarity with sales tools such as Gong, Salesforce, Outreach, etc.

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

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

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

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Your 下 responsibilities will include:

• Owning the agentic tools platform, including the registry of capabilities agents can invoke, the standards for how tools are built, and the governance for how they're deployed.
• Balancing the tension between enabling rapid tool development and maintaining the reliability that production agents demand.
• Architecting integration strategy, including determining which integrations unlock disproportionate value, negotiating technical partnerships, and defining the abstraction layers that make integrations composable rather than brittle.
• Driving agentic execution excellence, including partnering with ML engineers on tool selection optimization, prompt engineering for reliable tool invocation, and error handling patterns that make agents resilient.
• Enabling internal tool development, including building the developer experience,documentation, templates, testing frameworks, deployment pipelines,that lets teams ship new tools without deep platform expertise.

In this role, you will be working at the forefront of agentic technology, evaluating innovations and determining which advances warrant immediate adoption versus patient observation. You will also be responsible for navigating the agentic frontier, including bringing external best practices to ZoomInfo while contributing learnings back to the community.

To be successful in this role, you will need to have a strong background in product management, with 6-15 years of experience in AI/ML infrastructure, developer platforms, or integration products. You should also have direct experience with production agentic systems, hands-on familiarity with agentic frameworks, and a track record of building platform products where engineering teams are your customers.

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In this role, you will collaborate closely with programmatic leadership to determine the appropriate System Engineering level of effort, System Design Teams to decompose solution designs to actionable levels of detail, and System Development & Test to define system architectures.

Key responsibilities include:

• Defining end-to-end system requirements, from solution level to specific implementations of software
• Supporting the design & development process for the software system architecture
• Using MBSE tools to document, maintain & extend existing architecture in support of new integrations & capabilities
• Developing and maintaining models using Unified Modeling Language (UML), Systems Modeling Language (SysML), and/or Unified Profile for DoDAF/MODAF (UPDM)
• Collaborating with SMEs for improved tooling and connection to code for automated system models
• Leading cross-functional teams on projects
• Collaborating to define implementations of the systems engineering processes
• Engaging cross functionally with product management, program management, mechanical engineering, embedded engineering, business development, and other company leaders
• Reporting status, risks, accomplishments, expectations to senior leadership

Required qualifications include:

• A minimum of 5 years of systems engineering or related experience with a Bachelor’s degree; or 4 years and a Master’s degree; or 2 years with a PhD; or equivalent work experience
• B.S. degree in a STEM discipline (e.g., Software, Aerospace, Mechanical, Electrical, Systems Engineering)
• Experience with Systems Engineering practices and principals, including writing, organizing, and verifying requirements
• Experience with MBSE and related efforts
• Experience working in cross-functional teams
• Excellent communication skills, both written and verbally
• Organized and methodical
• Software engineer experience in C++ and/or Python
• Experience in reading, interpreting, and applying engineering drawings, including assembly drawings, parts lists, wiring diagrams, and schematics
• Demonstrated record of working hard, being a trustworthy teammate, holding yourself and others to high standards, and being kind to others
• The ability to obtain and maintain a US Security Clearance. US citizenship is required as only US citizens are eligible for a security clearance

Preferred qualifications include:

• Expertise with MBSE, inclusive of use of Cameo API and Velocity Template Language (VTL)
• Expertise with Requirement & Design decomposition
• Experience in any/all of the following: Autonomy, Aircraft, Unmanned Vehicles

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In this role, you will collaborate closely with programmatic leadership to determine the appropriate System Engineering level of effort, System Design Teams to decompose solution designs to actionable levels of detail, and System Development & Test to define system architectures.

Key responsibilities include capturing end-to-end system requirements, supporting the design & development process for system architecture, and using MBSE tools to document, maintain & extend existing architecture in support of new integrations & capabilities.

You will also develop and maintain models using Unified Modeling Language (UML), Systems Modeling Language (SysML), and/or Unified Profile for DoDAF/MODAF (UPDM), and collaborate with SMEs for improved tooling and connection to code for automated system models.

Additionally, you will engage cross-functionally with product management, program management, engineering, business development, and other company leaders, and report status, risks, accomplishments, expectations to senior leadership.

Required qualifications include a minimum of 7 years of systems engineering or related experience with a Bachelor’s degree, or equivalent work experience.

Preferred qualifications include expertise with MBSE, inclusive of use of Cameo API and Velocity Template Language (VTL), and experience in autonomy, aircraft, unmanned vehicles.

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You'll partner closely with founders and leadership to hire across technical (engineering, data science, product) and G&A (commercial, support, operations, finance) roles. You will:

• Own recruiting end-to-end, from role intake and sourcing strategy through offer close and onboarding , driving hiring for both technical and non-technical roles, flexing as business priorities evolve
• Partner closely with founders and hiring managers to define hiring plans, headcount priorities, and timelines
• Drive initiatives that improve Spade’s recruiting processes, tooling, and best practices
• Develop scalable sourcing strategies to attract top-tier talent in a competitive market
• Ensure a high-quality, inclusive, and thoughtful candidate experience that reflects Spade’s values
• Manage ATS (currently Greenhouse), including job setup, workflows, interview plans, reporting, and candidate experience
• Track and report on hiring metrics, funnel health, and hiring velocity to inform decision-making
• Lay the foundation for a future recruiting team, with the opportunity to hire and manage recruiters as the company grows

You must have 6+ years of recruiting experience, including time in-house at a high-growth startup. Experience building or significantly evolving a recruiting function (processes, tools, playbooks) is also required. Proven ability to recruit across both technical (engineering, data, product) and business (commercial, G&A) roles is necessary. Comfort with and excitement about owning full-cycle recruiting independently, from sourcing to closing candidates is also required.

Why join Spade? Be a cultural founder. Get in on the ground floor. Build the next generation of financial infrastructure.

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That spirit is at the heart of this Account Executive role at Mercury, where success comes from being a true multipurpose operator: someone who can prospect, run discovery, adapt on the fly, decode messy financial workflows, and make founders feel understood and supported.

At Mercury, we build modern business banking along with tools for payments, cards, and cash management so companies can run their finances from a single, intuitive dashboard. We are looking for multiple Account Executives to help a wide range of businesses make Mercury the core of how money moves through their company.

One day you might be talking to a fast-growing AI startup, the next to an ecommerce brand you love, or a 30-year-old family-owned business that is ready to modernize its banking and finance operations. Many of these customers are lean and fast-moving, and they will look to you as a partner who understands both their business and their operations.

This is a full-cycle, quota-carrying, consultative role in a fast-changing environment where you will build and iterate on your own sales motion.

Responsibilities

• Own a quota and the full sales cycle from first touch through activation across a diverse range of companies across all stages, industries, and use cases.
• Design and execute your own pipeline strategy across outbound, inbound, and creative channels, while partnering closely with SDRs.
• Run high-quality discovery with founders, operators, and lean finance teams to uncover real problems in how they manage cash, payments, and financial operations.
• Connect pain-points to Mercury's products and tell clear, simple stories that help customers make confident decisions.
• Drive a strong pipeline of high-velocity deals while staying in control of your time and competing priorities.
• Collaborate with Account Management, Partnerships, Marketing, and Product to win complex deals and unlock new segments.
• Turn what you see in the field into structured feedback and ideas that improve our go-to-market motion, processes, and product.

Who You Are

• Coachable and growth-oriented. You seek out feedback, integrate it quickly, and can point to a clear improvement curve in your recent roles.
• Curious, creative, and strategic. You ask why, not just what, and you adjust your approach based on the customer, especially in founder-led cycles.
• Scrappy and resourceful. You are comfortable without a rigid playbook, clean territory, or heavy inbound, and you know how to build pipeline from almost zero.
• Disciplined and accountable. You manage your time, pipeline, and follow-through with intention and take ownership of both inputs and outcomes.
• Comfortable with ambiguity. You have succeeded in environments where product, ICP, and GTM change quickly, and you adapt rather than stall.
• Collaborative generalist. You enjoy working with SDRs, marketing, product, and post-sales, and you are excited to take on projects beyond your core deals when they unlock revenue opportunities for Mercury.
• Willing to travel on occasion for conferences or strategic in-person meetings.

Qualifications

• At least one year of closing experience in an Account Executive role, or equivalent full-cycle experience in a similar capacity.
• Experience selling to founders, owner-operators, or small leadership teams is a plus.
• Proven ability to build and manage a high-quality pipeline and hit or exceed targets in a fast-paced environment.
• Excellent written and verbal communication skills, with the ability to tailor your message to different audiences.
• A bachelor's degree or equivalent practical experience.
• Genuine interest in fintech and how better financial tools can help growing businesses operate and scale.

Compensation

• The total rewards package at Mercury includes base salary, equity (stock options/RSUs), and benefits.
• Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry.
• New hire offers are made based on a candidate's experience, expertise, geographic location, and internal pay equity relative to peers.

• US employees in New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $134,000-$168,200
• US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $121,000-$151,400

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Mercury is at a similar moment to when railroads expanded their networks, transforming commerce. With over 300,000 businesses relying on Mercury to run their finances, we're looking for an early member of our Account Development team to help customers move from initial adoption to deeper, more connected usage.

As an Account Development Manager, you'll work directly with Mercury customers at the moments that matter most in their journey, providing a human touch when timing and context are everything. This is a quota-carrying role focused on expansion and adoption, while also serving as a critical feedback loop to inform how Mercury continues to evolve.

Responsibilities:

• Identify high-propensity accounts by leveraging product-usage data, lifecycle triggers, and predictive scoring models,engaging where additional solutions (Credit, Treasury, Working Capital, etc.) will create the most value.
• Consistently exceed monthly expansion goals by building and maintaining a robust pipeline.
• Design smart outreach, combining data insights, account research, and discovery to craft scalable one-to-many campaigns and targeted, high-touch engagements for top-value opportunities.
• Partner with Product and Marketing to test, learn, and refine our evolving go-to-market playbook.
• Master, and help evolve, our internal tools and processes to manage a high-velocity pipeline with maximum efficiency.
• Champion the Voice of the Customer, channeling feedback to Product and cross-functional teams to influence roadmap and strategy.

Requirements:

• 2–4 years in a quota-carrying Growth Sales, Account Management, or Customer Expansion role (FinTech a plus).
• Compelling communicator: able to translate complex concepts into crisp value propositions for founders, finance teams, and operators.
• Expansion Performance: Proven track record exceeding upsell targets through data-driven prioritization in a high-velocity environment.
• Builder’s mindset: energized by creating and iterating on processes within a fast-growing team.
• Bias to action & autonomy: swiftly converts new product launches and insights into cross-functional plays that reach customers and drive growth.
• Passion for FinTech or banking: you’re excited about shaping the future of modern financial services.

Total Rewards Package: The total rewards package at Mercury includes base salary, equity (stock options), and benefits. Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry. New hire offers are made based on a candidate’s experience, expertise, geographic location, and internal pay equity relative to peers.

Target New Hire Base Salary Ranges:

• US employees in New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $119,400-$134,300
• US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $107,500-$120,900

Mercury values diversity & belonging and is proud to be an Equal Employment Opportunity employer. All individuals seeking employment at Mercury are considered without regard to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation, or any other legally protected characteristic.

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This role will be focused on driving the ads business and helping our customers meet their brand building objectives through Sponsorships & Brand Integrations on Amazon MX Player & Prime Video. This role will not only help develop net-new business to Amazon but also help shift the mindset of performance-driven partnerships to realise the full potential of Amazon by unlocking Amazon awareness focus ad productions where we capture the attention of our audiences for extended periods of time.

The ideal candidate will have a proven track record of building partnerships and working in a complex, cross-functional environment. He/she must also possess strong communications skills and the ability to build and convey compelling value propositions to internal and external stakeholders. He/she will have a keen sense of ownership, drive, and a strong desire to win!

Key job responsibilities include: Generating content advertising revenue by establishing credible relationships with advertiser decision makers and media agencies and constructing and delivering compelling pitches for Amazon IPs Generating a revenue pipeline and influencing buying decisions to drive revenue from new advertisers Mapping account strategies, aligning resources and uncovering which of our Content IPs & ad products best serves an advertiser's needs Holding sales calls on existing and prospective clients, delivering superior customer service Preparing and delivering customised sales presentations to clients

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What we're all about.

Our DATA values—Determination, Ambition, Teamwork, Accountability—aren't just operating principles, they're our competitive advantage. We bring context to every decision with a category-defining Decision Intelligence platform, and our partner ecosystem is the multiplier.

As VP, Partner Engineering, you will lead the technical vision, execution, and team required to scale partner-built and partner-delivered solutions across the world's most strategic technology and consulting landscapes.

Make Every Decision Count with Context

The opportunity.

Reporting to the SVP Global Alliances, the VP, Partner Engineering is the executive accountable for setting the Partner Engineering strategy to transform our partner ecosystem into a best-in-class technical delivery engine that expands consumption, accelerates CoSell and Channel revenue, and drives production deployments with repeatability and governance discipline.

This role will include:

• Developing, executing and leading the Partner Engineering strategy to deliver non-linear revenue growth via the Ecosystem
• Technical leadership of partner architecture
• Management of Partner Solution Architects as Player Coach i.e. Lead by example
• Execution of joint solution engineering with hyperscalers, industry ISV’s & GSIs
• Executive engagement and business impact through ecosystem consumption & marketplace ARR

What you'll be doing.

• Set the global Partner Engineering strategy and architecture standards aligned to cloud marketplaces, consumption incentives, and AI/data collaborations.
• Lead co-innovation blueprints and quick starts integrating our platform with the likes of Microsoft Azure, GCP, AWS, Databricks, Guidewire style decision systems, and GSI solution frameworks.
• Personally sponsor and govern the reference architecture, connector strategy, AI/data interop strategy, and workload optimization patterns for partner solutions.
• Create enterprise-grade integration frameworks and enforce architectural guardrails that accelerate deployment while minimizing partner/customer delivery risk.
• Partner with Product and R&D for cross function collaboration and alignment around roadmap and innovation
• Lead, mentor, and scale a global team of Partner Solution Architects focused on:

• Joint solution architecture
• Partner-led PoCs/PoVs
• Demo and sandbox platforms
• Deployment acceleration
• Technical certifications and readiness

• Build an elite Partner Architecture Centre of Excellence that rivals top ecosystem engineering orgs in the industry.
• Define clear role expectations, capability uplift plans, and partner field alignment models for PSAs.
• Establish performance-driven culture anchored in partner adoption velocity, PoV win rate, demo adoption, deployment acceleration, and marketplace ARR.
• Partner with Field Alliances, Field Engineering and RVP’s to enable and ensure Ecosystem attribution
• Own hyperscaler and ISV technical partnership co-innovation roadmaps, ensuring:

• Marketplace-ready joint solutions
• Consumption and integration patterns tied to incentives
• Field delivery kits for PSA + partner sellers
• Hardened reference designs for repeatable pursuits

• Drive GSI partnerships into factory-style delivery motions, launching industry solutions and field-ready plays with global systems integrators.
• Govern multi-party architecture risk, security, deployment patterns, rapid time-to-value, and executive sponsor checkpoints.
• Be the Evangelist for Ecosystem opportunities and own the hypothesis qualification for embedded or OEM, co-developed offerings and new pursuits
• Working closely with Product, define our ecosystem’s technical differentiation narrative—anchored in decision context, AI/data intelligence, workflows, and enterprise integration depth—against point solutions and platform incumbents.
• Ensure PSAs and partners can articulate why our platform wins architecturally, commercially, and operationally.

Requirements

What you'll bring.

• Proven executive leadership building partner engineering teams within enterprise software ecosystems
• Deep technical fluency in data platforms, AI/ML, analytics, cloud integration patterns, connectors, workflow systems and marketplace consumption architectures.
• Experience launching production-hardened joint solutions with hyperscalers and GSIs with measurable revenue and deployment outcomes.
• Ability to translate platform capability into partner-owned architectures that scale across customer estates.
• Practitioner’s mindset for governance of PoVs, partner certifications, deployment velocity, risk mitigation, and technical adoption KPIs
• Extensive experience in senior partner engineering, sales engineering or ecosystem technical leadership within large-scale enterprise software or SaaS companies.
• Excellent experience of managing architect/engineering-focused partner teams, PSAs, and global technical enablement functions.
• Demonstrated success driving multi-cloud partner consumption ARR, joint solution launches, and co-sell acceleration.
• Executive communication credibility with partner CTO/CIO/VP engineering stakeholders and hyperscaler/GSI technical leaders.
• Comfort operating across legal, sales, product, security, presales, and partner delivery functions.
• Willingness to travel globally (>40%).

Benefits

Our perks and quirks.

What makes you Q will help you to realize your full potential, flourish and enjoy what you do, while being recognized and rewarded with our broad range of benefits.

We know that just having an excellent glass door rating isn’t enough, so we’ve put together a competitive package as a way of saying thank you for all your hard work and dedication.

We offer:

Competitive salary Company bonus Flexible working hours in a hybrid workplace & free access to global WeWork locations & events Pension Scheme with a company contribution of 6% (if you contribute 3%) 25 days annual leave (with the option to buy up to 5 days) + birthday off! Work from Anywhere Scheme: Spend up to 2 months working outside of your country of employment over a rolling 12-month period Family: Enhanced Maternity, Paternity, Adoption, or Shared Parental Leave Health & Wellbeing: Private Healthcare, EAP, Well-being Days, Calm App, Gym Discounts Team's Social Budget & Company-wide Summer & Winter Parties Tech & Cycle-to-Work Schemes Volunteer Day off Dog-friendly Offices

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While we take HR seriously, we maintain a lighthearted and collaborative culture. At Workable, you’ll find smart people who have fun, learn, innovate, and help others do the same. We respect everyone, we hire the best, and make sure every experience is special.

We are hiring an SMB Sales Manager to build and lead a high-velocity sales pod within our US business.

Today, our US Sales team consists of 10 quota-carrying Account Executives reporting to a single Sales Director. This role will create a dedicated sub-team of Junior Account Executives (JAEs) and new hires, with a clear mandate: ramp fast, sell well, and graduate talent into our core AE organization.

This is a hands-on leadership role focused on execution, coaching, and throughput — not forecasting theater.

Team Build & Ramp

• Build, onboard, and manage a pod of Junior AEs and newly hired SMB AEs
• Own time-to-first-deal, time-to-quota, and ramp attainment
• Create a repeatable path for reps to graduate into the core AE team

High-Velocity Sales Execution

• Drive daily execution in a transactional, high-volume environment
• Coach reps on:
• Tight discovery
• Clear next steps
• Efficient deal cycles
• Closing discipline

• Ruthlessly improve win rates and cycle times
• ATS and HRIS Sales

Coaching & Performance Management

• Run weekly 1:1s, deal reviews, and pipeline inspections
• Identify underperformance early and take decisive action
• Raise the floor, not just the ceiling

Process & Signal Discipline

• Enforce CRM hygiene and pipeline integrity
• Use data to identify:
• Drop-off points
• Rep-level conversion issues
• Coaching opportunities

• Partner closely with RevOps and Enablement to improve playbooks

Partnership with Sales Leadership

• Work in close partnership with the US Sales Director
• Own early-stage and ramped-down deals so the Director can focus on:
• Fully ramped AEs
• Complex deal management
• Strategic pipeline coverage

• Provide clear signal on when reps are ready to move up

What Success Looks Like

• New SMB AEs ramp faster and more consistently
• Higher win rates and predictability in the SMB segment
• Clear internal promotion path from JAE → AE
• US Sales Director operating at the right altitude
• A scalable model that supports continued US growth

Nice to Have

• Experience managing Junior AEs or SDR-to-AE promotions
• Background in HR tech, SaaS, or transactional B2B sales
• Experience building pod-based or tiered sales models

Why This Role Matters

This role is foundational to our US growth. It’s how we:

• Scale without burning out leadership
• Protect quality while increasing volume
• Build a strong internal bench of future AEs

If you enjoy building talent, tightening execution, and winning at scale, this role will suit you very well

Requirements

Who You Are

• 2–5+ years of sales management experience in SMB or mid-market SaaS
• Proven track record ramping new reps in high-velocity environments
• Strong coaching instincts — you’re in the details, not above them
• Data-driven and comfortable holding a high bar
• Comfortable managing early-career reps and first-time sellers
• Not afraid of repetition, discipline, and saying “no”

Benefits

Our employees enjoy benefits that make them more productive and contribute directly to the development of their professional skills. We want to be able to attract the best of the best and make sure they keep getting better. On top of an exciting, vibrant and intellectually challenging workplace, we offer:

• Comprehensive Coverage: Private Health Insurance, Life, and AD&D Insurance to keep you and your loved ones secure.
• Competitive Compensation: $220,000+ OTE per year, including a $110,000 base salary and $110,000 in uncapped variable compensation.
• Financial Wellness: 401K, Retirement Plan, and Performance Bonuses to invest in your future.
• Stay Connected: Cell phone reimbursement for seamless communication.
• Work in Style: Apple gear provided to set you up for success.
• Recharge & Relax: Generous PTO because we believe in work-life balance.
• Support When You Need It: Access to our Employee Assistance Program (EAP) for personal and professional support.
• Daily Fuel: Receive a daily lunch allowance to keep you energized and productive during your workday at the office.

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About the Team

Consumer Copilot Security is at the core of Microsoft’s mission to deliver trusted, human-centered AI experiences. We make security and resilience intrinsic to every Copilot interaction—across devices, platforms, and ecosystems. Our work spans secure identity flows, defenses against emerging threats like prompt injection, and privacy-first systems that scale globally.

About the Role

Copilot for consumers depends on a rock-solid identity foundation that makes personalized AI experiences safe and seamless across Windows, Edge, web, and mobile. We’re seeking a hands-on Principal Software Engineer to define and lead the strategy for authentication, authorization, and account systems across Copilot experiences, partnering deeply with Microsoft’s central identity platform and related teams. You’ll tackle novel risks at the frontier of agential AI, applying proven solutions and inventing new ones where needed. This role demands a rare blend of deep backend engineering expertise, mastery of modern consumer identity protocols, and the ability to make sound trade-offs between risk and velocity—keeping Copilot moving fast while raising the security and reliability bar.

Responsibilities

Identity strategy & architecture: Define the end‑to‑end identity vision for consumer Copilot and MAI, covering user/account models, sign‑in, session management, token issuance/validation, service‑to‑service auth, and cross‑device experiences.

Cross‑surface platform leadership: Drive common authentication/SSO patterns and SDKs for Windows, Edge, web, iOS, and Android; ensure seamless UX and consistent security controls across consumer surfaces and modalities.

Collaborate with product, engineering, security, privacy, and identity teams across Copilot, MAI and IDNA to drive improvements in authentication, identity, and security.

Influence technical direction and best practices across a large, distributed system, ensuring alignment and adoption of key initiatives.

Establish, monitor, and continuously improve key authentication metrics across Copilot and MAI.

Collaborate with engineering, product, and identity teams to align on a unified ground truth and leverage dashboards for ongoing measurement and root cause analysis

Align with central Microsoft Account roadmaps, influence platform capabilities, and land them in Copilot and MAI consumer scenarios at scale.

Define and document authentication patterns and requirements for AI-powered, agential flows. Ensure these patterns address novel risks, support secure delegation, and enable safe orchestration of actions across devices and services.

Hands‑on engineering: Ship secure, well‑tested, maintainable code and frameworks that other teams can adopt quickly.

Product mindset: Balance customer experience with consumer-grade security, privacy, and compliance expectations for Copilot.

Work closely with globally distributed teams, managing effective communication, coordination, and project delivery across multiple time zones.

Foster strong cross-regional partnerships to drive identity and authentication improvements at scale.

Qualifications

Required Qualifications:

Bachelor’s Degree in Computer Science or related technical field AND 8+ years technical engineering experience with coding in languages including, but not limited to, C, C++, C#, Java, JavaScript, or Python OR equivalent experience.

<_Preferred Qualifications:_>

Master’s Degree in Computer Science or related technical field AND 12+ years technical engineering experience with coding in languages including, but not limited to, C, C++, C#, Java, JavaScript, or Python OR Bachelor’s Degree in Computer Science or related technical field AND 15+ years technical engineering experience with coding in languages including, but not limited to, C, C++, C#, Java, JavaScript, or Python OR equivalent experience.

Experience integrating with Microsoft Account, and familiarity with consumer identity features.

Cross‑platform delivery: Shipped identity flows and SDKs across multiple consumer client platforms (Windows, macOS, iOS, Android, web).

Governance & lifecycle: Familiarity with consumer identity lifecycle management and privacy controls.

Privacy/Compliance: Experience embedding privacy‑by‑design and meeting consumer compliance expectations for Copilot-class workloads.

Leadership: Track record mentoring senior engineers and driving adoption of platform standards across many product teams.

Salary

#MicrosoftAI Software Engineering IC6 – The typical base pay range for this role across the U.S. is USD $163,000 – $296,400 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $220,800 – $331,200 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

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About the Team

Consumer Copilot Security is at the core of Microsoft’s mission to deliver trusted, human-centered AI experiences. We make security and resilience intrinsic to every Copilot interaction—across devices, platforms, and ecosystems. Our work spans secure identity flows, defenses against emerging threats like prompt injection, and privacy-first systems that scale globally.

About the Role

Copilot for consumers depends on a rock-solid identity foundation that makes personalized AI experiences safe and seamless across Windows, Edge, web, and mobile. We’re seeking a hands-on Principal Software Engineer to define and lead the strategy for authentication, authorization, and account systems across Copilot experiences, partnering deeply with Microsoft’s central identity platform and related teams. You’ll tackle novel risks at the frontier of agential AI, applying proven solutions and inventing new ones where needed. This role demands a rare blend of deep backend engineering expertise, mastery of modern consumer identity protocols, and the ability to make sound trade-offs between risk and velocity—keeping Copilot moving fast while raising the security and reliability bar.

Responsibilities

Identity strategy & architecture: Define the end‑to‑end identity vision for consumer Copilot and MAI, covering user/account models, sign‑in, session management, token issuance/validation, service‑to‑service auth, and cross‑device experiences.

Cross‑surface platform leadership: Drive common authentication/SSO patterns and SDKs for Windows, Edge, web, iOS, and Android; ensure seamless UX and consistent security controls across consumer surfaces and modalities.

Collaborate with product, engineering, security, privacy, and identity teams across Copilot, MAI and IDNA to drive improvements in authentication, identity, and security.

Influence technical direction and best practices across a large, distributed system, ensuring alignment and adoption of key initiatives.

Establish, monitor, and continuously improve key authentication metrics across Copilot and MAI.

Collaborate with engineering, product, and identity teams to align on a unified ground truth and leverage dashboards for ongoing measurement and root cause analysis

Align with central Microsoft Account roadmaps, influence platform capabilities, and land them in Copilot and MAI consumer scenarios at scale.

Define and document authentication patterns and requirements for AI-powered, agential flows. Ensure these patterns address novel risks, support secure delegation, and enable safe orchestration of actions across devices and services.

Hands‑on engineering: Ship secure, well‑tested, maintainable code and frameworks that other teams can adopt quickly.

Product mindset: Balance customer experience with consumer-grade security, privacy, and compliance expectations for Copilot.

Work closely with globally distributed teams, managing effective communication, coordination, and project delivery across multiple time zones.

Foster strong cross-regional partnerships to drive identity and authentication improvements at scale.

Qualifications

Required Qualifications:

Bachelor’s Degree in Computer Science or related technical field AND 8+ years technical engineering experience with coding in languages including, but not limited to, C, C++, C#, Java, JavaScript, or Python OR equivalent experience.

Preferred Qualifications:

Master’s Degree in Computer Science or related technical field AND 12+ years technical engineering experience with coding in languages including, but not limited to, C, C++, C#, Java, JavaScript, or Python OR Bachelor’s Degree in Computer Science or related technical field AND 15+ years technical engineering experience with coding in languages including, but not limited to, C, C++, C#, Java, JavaScript, or Python OR equivalent experience.

Experience integrating with Microsoft Account, and familiarity with consumer identity features.

Cross‑platform delivery: Shipped identity flows and SDKs across multiple consumer client platforms (Windows, macOS, iOS, Android, web).

Governance & lifecycle: Familiarity with consumer identity lifecycle management and privacy controls.

Privacy/Compliance: Experience embedding privacy‑by‑design and meeting consumer compliance expectations for Copilot-class workloads.

Leadership: Track record mentoring senior engineers and driving adoption of platform standards across many product teams.

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Anthropic's mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the Role

Our mandate is to make inference deployment boring and unattended.

Anthropic serves Claude to millions of users across GPUs, TPUs, and Trainium — and every model update must reach production safely, quickly, and without disrupting service. We're building the systems that make inference deployment continuous and unattended.

As a Software Engineer on the Launch Engineering team, you'll design and build the deployment infrastructure that moves inference code from merge to production. This is a resource-constrained optimization problem at its core: validation and deployment consume the same accelerator chips that serve customer traffic — your deploys compete with live user requests for the same hardware. Every model brings different fleet sizes, startup times, and correctness requirements, so the system must adapt continuously. You'll build systems that navigate these constraints — orchestrating validation, scheduling deployments intelligently, and driving down cycle time from merge to production.

If you've built deployment systems at scale and gravitate toward the hardest problems at the intersection of automation and resource management, this team will give you an outsized scope to work on them.

Responsibilities

• Own deployment orchestration that continuously moves validated inference builds into production across GPU, TPU, and Trainium fleets, unattended under normal conditions
• Improve capacity-aware deployment scheduling to maximize deployment throughput against constrained accelerator budgets and variable fleet sizes
• Extend deployment observability — dashboards and tooling that answer "what code is running in production," "where is my commit," and "what validation passed for this deploy"
• Drive down cycle time from code merge to production with pipeline architectures that minimize serial dependencies and maximize parallelism
• Optimize fleet rollout strategies for large-scale deployments across thousands of GPU, TPU, and Trainium chips, minimizing disruption to serving capacity
• Evolve self-service model onboarding so that new models can be added to the continuous deployment pipeline without Launch Engineering involvement
• Partner across the Inference organization with teams owning validation, autoscaling, and model routing to integrate deployment automation with their systems

You May Be a Good Fit If You Have

• 5+ years of experience building deployment, release, or delivery infrastructure at scale
• Strong software engineering skills with experience designing systems that manage complex state machines and multi-stage pipelines
• Experience with deployment systems where resource constraints shape the design — whether that's fleet capacity, network bandwidth, hardware availability, or coordinated rollout windows
• A track record of building automation that measurably improves deployment velocity and reliability
• Proficiency with Kubernetes-based deployments, rolling update mechanics, and container orchestration
• Comfort working across the stack — from backend services and databases to CLI tools and web UIs
• Strong communication skills and the ability to work closely with oncall engineers, model teams, and infrastructure partners

Strong Candidates May Also Have

• Experience with ML inference or training infrastructure deployment, particularly across multiple accelerator types (GPU, TPU, Trainium)
• Background in capacity planning or resource-constrained scheduling (e.g., bin-packing, fleet management, job scheduling with hardware affinity)
• Experience with progressive delivery in systems with long validation cycles: canary/soak testing, blue-green deployments, traffic shifting, automated rollback
• Experience at companies with large-scale release engineering challenges (mobile release trains, monorepo deployments, multi-datacenter rollouts)
• Experience with Python and/or Rust in production systems

Logistics

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

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

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

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You will be a core contributor on the DevEx team, designing and building the systems, tools, and workflows that make every Cursor developer incredibly productive.

Your mission is to create a world-class developer experience inside Cursor: fast builds, intuitive tooling, reliable environments, and seamless CI/CD. You’ll architect, implement, and operate the foundations that power our engineering organisation—from local development to global deployments.

You’ll set technical direction within the team, write and review code, and collaborate across engineering to make it effortless for developers to build, test, and ship quickly. Excellence means Cursor engineers feel like they’re working in the best development environment in the world—one so good that parts of it could eventually become external features of Cursor itself.

Example Projects Include

• Building a multi-platform development environment that works seamlessly across macOS, Windows, and Linux.

• Designing and maintaining CI/CD systems—merge queues, build caching, flaky test quarantine, observability, and safe rollout pipelines.

• Automating developer machine provisioning—from laptop setup and reset automation to interview and onboarding workflows.

• Partnering with backend and infrastructure teams to ensure local testing and debugging _just work_, with near-perfect parity between development and CI environments.

You may be a fit if

• Have experience working on developer productivity, internal platform, infrastructure, or build/test systems.

• Regularly write and review code, and enjoy improving build systems, scripting CI pipelines, and refining developer tooling.

• Have built or maintained tooling or infrastructure for large-scale or multi-language codebases.

• Care deeply about developer velocity, reliability, and maintainability, and apply sound technical judgment to improve them.

• Are energized by tightening feedback loops and making development feel effortless, fast, and enjoyable.

We're in-person with cozy offices in North Beach, San Francisco and Manhattan, New York, replete with well-stocked libraries.

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You'll be an IC Strategic Account Executive selling Cursor into consumer-facing enterprises where engineering velocity impacts revenue and customer experience (ecommerce, marketplaces, hospitality platforms, media/streaming, entertainment brands). You'll win by proving real-world impact and scaling adoption across large product engineering orgs.

What you'll do

• Own a vertical portfolio and net-new strategy across retail/hospitality/entertainment
• Build relationships across Product Engineering, DevEx, Security, and Procurement
• Tie Cursor to outcomes like faster launches, fewer defects, and reduced operational toil
• Run hands-on POVs with real repos and production workflows
• Navigate enterprise security/compliance reviews and commercial negotiation
• Drive adoption plans (enablement, champions, rollout sequencing) and expansions
• Share customer learnings to sharpen Cursor's positioning and rollout playbooks

You may be a fit if

• 7+ years enterprise closing experience; consumer/internet background is a plus
• You're comfortable selling to technical buyers and quantifying business impact
• Strong outbound + account planning chops; you create pipeline consistently
• You're a true hunter - you proactively build pipeline from scratch through outbound prospecting, creative sourcing, and relentless follow-up, rather than relying on inbound demand
• High ownership IC who moves fast and communicates crisply

Name Email ↥ Upload file LinkedIn URL GitHub Profile

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Will you now or in the future require visa sponsorship to work in the country where this position is located?

Has someone at Cursor referred you for this role? If so, please include their email here

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You'll be an IC Strategic AE selling Cursor to life sciences, biotech, chemicals, and research-heavy enterprises. You'll help platform and engineering leaders move faster while respecting validated environments, documentation needs, and strong governance expectations.

What you'll do

• Build and execute account plans across pharma/biotech/CROs/chemicals and adjacent platforms
• Prospect into R&D engineering, platform teams, security, and IT leadership
• Run discovery that connects developer productivity to R&D velocity, quality, and compliance
• Lead POVs in real codebases; partner with Solutions Engineering on deployment constraints
• Navigate procurement, security reviews, and enterprise contracting
• Close and expand: pilot → standardization → broader rollouts across teams/sites
• Codify repeatable motions for this vertical (playbooks, messaging, reference architectures)

You may be a fit if

• 7+ years enterprise sales; experience in life sciences/biotech/regulated R&D is a plus
• You can sell to technical buyers and communicate clearly with non-technical stakeholders
• Strong pipeline generation habits and disciplined forecasting
• You're a true hunter - you proactively build pipeline from scratch through outbound prospecting, creative sourcing, and relentless follow-up, rather than relying on inbound demand
• Builder mindset: you like creating the motion, not waiting for it

Name Email ↥ Upload file LinkedIn URL GitHub Profile

Please write a short note on a project you're proud of:

Will you now or in the future require visa sponsorship to work in the country where this position is located?

Has someone at Cursor referred you for this role? If so, please include their email here

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We are seeking a Commercial Sales Leader to lead our new Commercial segment focused on high-value, fast-growing digital native businesses. This team will be the first line of communication with startups that have the potential to become Cursor’s largest enterprise customers in the future.

You’ll manage, coach, and grow a founding team of commercial AEs responsible for high-velocity sales cycles, true-up processes, and rapid response to inbound leads. As the founding sales leader in this motion, you will define and refine a repeatable playbook, establish forecasting practices, and help shape the trajectory of a segment that is brand new to the business.

This is a high-impact role for someone who thrives in fast-paced, high-growth environments, is excited about building something new, and wants to help shape the foundation of Cursor’s go-to-market strategy.

What You’ll Do

• Lead, coach, and develop a team of commercial AEs focused on high-velocity, transactional sales

• Define and implement a repeatable commercial sales motion and supporting playbook

• Establish regular forecasting practices for the commercial segment

• Partner with RevOps and GTM leadership to refine tooling, processes, and reporting

• Collaborate cross-functionally with Marketing, Finance, and Post-Sales to ensure seamless lead flow, forecasting accuracy, and account handoff

• Hire, onboard, and scale a founding team of AEs

• Act as a thought partner to senior GTM leadership in shaping the strategy for this new business segment

You may be a fit if

• Experience leading a high-velocity/transactional sales team or demonstrated success as a high-performing velocity & enterprise AE with player/coach experience

• Strong coaching skills with a track record of developing early-career sales talent into higher-scope roles

• Experience with PLG/velocity sales cycles

• Experience building and refining sales processes, playbooks, and forecasting systems

• Ability to thrive in ambiguity and build structure in a new, fast-moving business segment

• Excellent cross-functional collaboration skills, with the ability to partner closely with GTM leadership, RevOps, Marketing, and Finance

• Strong communication and organisational skills, with comfort presenting to leadership and influencing outcomes

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Location

San Francisco

Employment Type

Full time

Department

Consumer Products

Compensation

• $293K – $325K • Offers Equity

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

Benefits

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts

• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)

• 401(k) retirement plan with employer match

• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)

• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees

• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

• Daily meals in our offices, and meal delivery credits as eligible

• Relocation support for eligible employees

• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

About the Team

The Systems Integration team is responsible for building the infrastructure, tooling, and validation systems that ensure our device software is reliable, testable, and ready to ship. We design and maintain automated test frameworks, hardware-in-the-loop labs, and release pipelines that keep quality signals trustworthy and enable rapid, safe product launches. Our work spans developer tools, automation, systems integration, and cross-team collaboration to ensure every release meets the highest standards.

About the Role

As a Software Engineer, Quality and Developer Tools, you will build and own the systems that validate our device software—from test frameworks and regression infrastructure to hardware-in-the-loop labs and release gates. You’ll design the tooling and automation that keep quality signals trustworthy, integrate them into CI/CD, and make it easy for engineers and QA vendor technicians to execute reliable, repeatable workflows.

Responsibilities

• Test infrastructure & frameworks: Design, implement, and maintain a unified test framework for device software across unit, integration, system, and end-to-end testing, with reproducible runs and integrations with GitHub, Linear, and Slack.

• CI/CD integration & releases: Integrate test suites with Buildkite, enforce promotion criteria for staging and production, auto-file regressions, and publish traceable artifacts and release notes.

• Hardware-in-the-loop lab design & orchestration: Plan and bring up racks, power and networking systems, and orchestration for device testing; support automated flashing, provisioning, and telemetry capture.

• Automation and developer tooling: Develop tools for API and firmware validation, result triage, log capture, replayable bug reports, and workflows that improve engineering velocity and debugging efficiency.

• Quality signals, metrics, and flake control: Build dashboards and alerts for pass rates, stability, and release readiness; detect and quarantine flaky tests; drive root-cause analysis with owners; and track delivery metrics that protect release health.

• Vendor enablement: Create clear procedures and tooling that allow QA vendor technicians to execute repeatable processes, review their reports, and maintain a queue of rig maintenance and repairs.

• Cross-team collaboration: Partner with embedded and systems software teams on testability, and with release infrastructure engineers on pipelines, signing, staged rollouts, and rollback/forward strategies.

Requirements

• Have deep experience building software quality, test automation, or developer tooling systems for hardware products shipped at scale.

• Are proficient in Python, C, C++, or Rust, and have strong Linux fundamentals, including processes, networking, storage, and udev/systemd.

• Have experience building CI/CD pipelines, artifact management systems, and reproducible or isolated test environments.

• Have demonstrated success designing and operating hardware-in-the-loop labs and device orchestration systems at scale.

• Are fluent with test reliability techniques such as failure triage, flake detection and quarantine, and signal-quality guardrails.

• Have strong debugging skills across software, firmware, devices, and release infrastructure.

• Work well across teams and enjoy improving the systems that make engineering and release processes more seamless.

What We Offer

• Competitive salary and equity package

• Comprehensive benefits package, including medical, dental, and vision insurance, 401(k) retirement plan, and paid parental leave

• Opportunities for professional growth and development, including training and mentorship programs

• Collaborative and dynamic work environment with a team of experienced professionals

• Flexible work arrangements, including remote work options

• Access to cutting-edge technology and tools

• Recognition and rewards for outstanding performance

How to Apply

If you are a motivated and experienced software engineer looking for a new challenge, please submit your resume and a cover letter explaining why you are a good fit for this role. We look forward to hearing from you!

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About the Team

With Codex we’re building an AI software engineer. One that you can pair with, delegate to, or even ask to take on future tasks proactively. Our team is a fast-moving group within OpenAI, bringing together research, engineering, design, and product. We iteratively build the Codex agent harness and product to get the most out of the model, and we iteratively train the model to be great at complex software engineering tasks.

About the Role

This role is for a software engineer working on Codex, with a specific focus on enabling team-scale adoption across a wide spectrum of environments, from internal teams at OpenAI to external customers ranging from startups to large enterprises. You’ll work directly with customers, Go To Market (GTM) teams, and other engineers and researchers across Codex and OpenAI. You will turn diverse team requirements into products that scale across organizations. The role bridges what teams with Codex’s capabilities, ensuring that they are robust, repeatable, and deeply aligned with how developers work in real-world environments. You’ll own systems end-to-end (architecture, implementation, production operations) with a strong bias for both quality and velocity.

In this role, you will:

• Ship fundamental capabilities including analytics dashboards and APIs, compliance and audit surfaces, workspace RBAC and admin controls, managed configuration and constraints, and rate limits, usage, and pricing primitives for teams.

• Design and build robust, full-stack services and APIs that power Codex across surfaces (web/app, CLI/local, IDEs, CI/CD) with strong observability, reliability, and security.

• Enable standardized team deployments by building team configuration packaging and distribution patterns that make it easy to roll out consistent experiences across workspaces.

• Integrate with enterprise identity and governance systems (e.g., SSO/SAML/OIDC, SCIM, RBAC, policy enforcement), and build data-access patterns that are secure, performant, and compliant for large customers.

• Partner with GTM to work hands-on with teams through deep engagements to accelerate adoption, iterate rapidly, and translate real-world feedback into scalable product and platform improvements.

You might thrive in this role if you:

• Have strong software engineering fundamentals and experience turning ideas into productionized systems, thinking holistically about speed, performance, and user experience.

• Are proficient in one or more backend languages (e.g., Python, Go, Rust) and distributed systems concepts, with a focus on reliability, observability, and security.

• Enjoy building cross-cutting platform capabilities that unlock product velocity, and you’re comfortable working across services, APIs, and end-user product surfaces.

• Have experience with team/enterprise foundations such as identity and access (SAML/OIDC), SCIM, RBAC, audit/compliance logging, policy enforcement, and data governance controls.

• Have built developer tools and workflows (CLI/IDE/SDK), automation systems (triggers/scheduling), or integration platforms that connect products to a broader ecosystem of tools.

• Like working directly with users/customers (or alongside GTM/solutions teams), and can translate messy, diverse requirements into opinionated implementations that scale across many teams.

• Enjoy 0 -> 1 environments, can navigate ambiguity, and bring crisp product thinking to technical trade-offs.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.

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