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Location: Paris, France Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! We are looking for a Strategic Account Executive who will play a critical role driving sales and maximizing expansion opportunities with a defined list of top-tier Enterprise customers. You will be responsible for targeting, building and nurturing positive relationships with key C-level decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite. This is an opportunity to accelerate your career, learn from leading sellers in the industry and build an incredible network of cross functional partners throughout Figma. This role is based in our Paris hub. What you'll do at Figma: Manage a defined list of named strategic accounts to consistently meet or exceed quarterly and annual sales targets Apply effective discovery and value-selling techniques to build and strengthen C-level relationships for every account in your book Align with executives on business challenges and gain sponsorship for enterprise wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi-threading at a senior level to build on expansion opportunities Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities We'd love to hear from you if you have: Experience closing sales, over multiple years, for a software or SaaS business with the highest tier of Enterprise customers (5000+ FTEs), selling to executives Consistent performance meeting pipeline generation targets for net new business Demonstrated experience successfully managing complex sales cycles (9 months+) Proficiency in a sales methodology and process that creates value for customers Fluency in French and English. While it’s not required, it’s an added plus if you also have: Experience selling solutions to technical audiences at the highest level in Engineering, Product and Design teams Demonstrated ability to succeed in a changing environment Certified in deal qualification and prospect discovery At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status , or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com . These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities. Examples of accommodations include but are not limited to: Holding interviews in an accessible location Enabling closed captioning on video conferencing Ensuring all written communication be compatible with screen readers Changing the mode or format of interviews To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice . Application limits: To help candidates focus on the opportunities most relevant to their skills and experience, Figma limits the number and frequency of applications. These limits apply to all roles: Candidates may submit up to 5 applications during any rolling 30-day period. Candidates may not reapply to the same role while an application is active or within 90 days of receiving a rejection. Once the applicable days has passed, candidates are welcome to apply again.

Location: San Francisco, CA • New York, NY • United States Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! We are looking for a Strategic Account Executive who will play a critical role driving sales and maximizing expansion opportunities with a defined list of top-tier Enterprise customers. You will be responsible for targeting, building and nurturing positive relationships with key C-level decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite. This is an opportunity to accelerate your career, learn from leading sellers in the industry and build an incredible network of cross functional partners throughout Figma. This is a full time role that can be held from one of our US hubs or remotely in the United States. What you'll do at Figma: Manage a defined list of named strategic accounts to consistently meet or exceed quarterly and annual sales targets Apply effective discovery and value-selling techniques to build and strengthen C-level relationships for every account in your book Align with executives on business challenges and gain sponsorship for enterprise wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi-threading at at senior level to build on expansion opportunities Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities We'd love to hear from you if you have: Experience closing sales, over multiple years, for a software or SaaS business with the highest tier of Enterprise customers (5000+ FTEs), selling to executives Consistent performance meeting pipeline generation targets for net new business Demonstrated experience successfully managing complex sales cycles (9 months+) Proficiency in a sales methodology and process that creates value for customers While it’s not required, it’s an added plus if you also have: Experience selling solutions to technical audiences at the highest level in Engineering, Product and Design teams Demonstrated ability to succeed in a changing environment Certified in deal qualification and prospect discovery At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. Pay Transparency Disclosure Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. Figma offers equity to employees, as well as a competitive package of additional benefits, including health, dental, and vision coverage; retirement benefits with company contributions; parental leave and reproductive or family planning support; mental health and wellness benefits; and paid time off. Figma provides paid sick leave, holidays, and other leave benefits in compliance with applicable federal, state, and local laws, including the requirements of the Washington Minimum Wage Act and related regulations. Exempt employees are eligible for employer‑provided paid flexible PTO in addition to flexible paid sick leave. PTO is subject to manager approval. Additional benefits may include company recharge days, cell phone and home internet reimbursements, and a number of lifestyle spending accounts. Figma also offers sales incentive compensation for most sales roles and an annual bonus plan for eligible non-sales roles. All compensation and benefits are subject to applicable plan terms and may be modified by Figma at any time, consistent with applicable law. Annual Base Salary Range: $200,000 — $200,000 USD At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status , or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com . These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities. Examples of accommodations include but are not limited to: Holding interviews in an accessible location Enabling closed captioning on video conferencing Ensuring all written communication be compatible with screen readers Changing the mode or format of interviews To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice . Application limits: To help candidates focus on the opportunities most relevant to their skills and experience, Figma limits the number and frequency of applications. These limits apply to all roles: Candidates may submit up to 5 applications during any rolling 30-day period. Candidates may not reapply to the same role while an application is active or within 90 days of receiving a rejection. Once the applicable days has passed, candidates are welcome to apply again.

Location: San Francisco, CA • New York, NY • United States Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! We are looking for an Account Executive, SMB who will play a critical role generating new business and fielding inbound prospects in their territory. You will be responsible for targeting, building and nurturing positive relationships with key decision-makers and assisting them through their Figma evaluation and buying process of all products. This is an opportunity to accelerate your career, learn from leading sellers in the industry and build an incredible network of cross functional partners at Figma. This is a full time role that will be held from our NYC or SF Hub (in-person 2 days/week) What you'll do at Figma: Create and manage a pipeline of SMB accounts from inbound and outbound activity to consistently meet or exceed quarterly and annual sales targets Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (500< FTEs) Align with key decision makers to identify where Figma’s roadmap and innovations can solve business challenges Conduct thorough analysis to tier and prioritize accounts in large volumes Expertly position Figma and engage cross-functional partners where necessary to drive deals forward Leverage opportunities to advance relationships through in-person meetings and networking opportunities We'd love to hear from you if you have: Experience closing sales for a software or SaaS business in an outbound function Consistent performance meeting pipeline generation targets for net new business Demonstrated experience successfully managing high volume sales cycles (1-3 months) A sales methodology and process that creates value for customers While it’s not required, it’s an added plus if you also have: Experience selling solutions to technical audiences (i.e. Engineering, Product, Design teams) Demonstrated ability to succeed in a changing environment Certified in deal qualification and prospect discovery At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. Pay Transparency Disclosure Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. Figma offers equity to employees, as well as a competitive package of additional benefits, including health, dental, and vision coverage; retirement benefits with company contributions; parental leave and reproductive or family planning support; mental health and wellness benefits; and paid time off. Figma provides paid sick leave, holidays, and other leave benefits in compliance with applicable federal, state, and local laws, including the requirements of the Washington Minimum Wage Act and related regulations. Exempt employees are eligible for employer‑provided paid flexible PTO in addition to flexible paid sick leave. PTO is subject to manager approval. Additional benefits may include company recharge days, cell phone and home internet reimbursements, and a number of lifestyle spending accounts. Figma also offers sales incentive compensation for most sales roles and an annual bonus plan for eligible non-sales roles. All compensation and benefits are subject to applicable plan terms and may be modified by Figma at any time, consistent with applicable law. Annual Base Salary Range: $82,500 — $82,500 USD At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status , or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com . These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities. Examples of accommodations include but are not limited to: Holding interviews in an accessible location Enabling closed captioning on video conferencing Ensuring all written communication be compatible with screen readers Changing the mode or format of interviews To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice . Application limits: To help candidates focus on the opportunities most relevant to their skills and experience, Figma limits the number and frequency of applications. These limits apply to all roles: Candidates may submit up to 5 applications during any rolling 30-day period. Candidates may not reapply to the same role while an application is active or within 90 days of receiving a rejection. Once the applicable days has passed, candidates are welcome to apply again.

Location: Home based - Worldwide This is a general track role, hiring for opportunities across all levels of seniority in our Sales and Alliances teams. Apply here if you believe you possess outstanding revenue generating experience from the Technology industry. Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. The company is founder led, profitable and growing. As we continue to grow we are looking to hire both Enterprise Sales and Alliances Sales representatives to drive revenue growth and meet our goals. Our Alliances Sales Directors own a book of business helping to enable Canonical to work with its go to market partners, hardware vendors, software vendors,  solutions integrators and distributors and channels. With a fast growing channel business, GSI/SI and Hardware partners, we need to enable, manage and grow business opportunities and drive market expansion alongside revenue growth. Reporting to the Alliances leadership, you will be working with direct sales, marketing, product, customer success, finance, legal and support as you demonstrate thought leadership, practical skills, and apply your knowledge and experience to help us grow in this critical area. Our Enterprise Sales Executives own the relationships with our direct customers and are responsible for maintaining and growing relationships that result in mutually beneficial engagements. They help craft solutions that enable our customers to be more efficient, solve more complex problems and walk the path with the customer to get the best possible results. Reporting to Sales leadership, you will work across either a region or a vertical and you can bring your knowledge of previous customers with you. We are committed to giving customers the most knowledgeable and most competent partners in sales so that we can succeed together. Location: We have remote opportunities available globally. These roles entail Advancing a deep understanding of Linux and cloud software ecosystem, and open source selling models Experience with negotiating contracts and commercial business terms Building and expanding strategic relationships Building and owning the strategy and the development of the sales engagements Growing customers awareness of open source capabilities on Canonical Ubuntu Delivering on targets, objectives and providing a voice of the partner and/or customer Travelling both domestically and internationally to drive partnerships in person Aligning and supporting internal Field teams to identify, support, grow and transact Working closely with Marketing, Sales Engineering and Product Management to deliver on targets, objectives and provide a voice of the partner and/or customer Leading executive interlocks between partners/customers and our own leadership team What we are looking for in you Track record of going above-and-beyond expectations to achieve revenue outstanding results in our technological field Experience with Linux and opensource Exceptional academic track record from both high school and university, regardless of seniority of current position Undergraduate degree in a technical subject or a compelling narrative about your alternative chosen path Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation Leadership and commitment to skills development and mentorship Passion for technology evidenced by personal projects and initiatives The work ethic and confidence to shine alongside motivated colleagues Professional written and spoken English with excellent presentation skills Excellent interpersonal skills, curiosity, flexibility, and accountability Appreciative of diversity, polite and effective in a multi-cultural, multi-national organisation Thoughtfulness and self-motivation with results orientated mind set and a high level of personal drive to meet commitments Ability to travel internationally twice a year for company events up to two weeks long and more regularly to meet clients and partners as required What we offer colleagues We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits, which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. Distributed work environment with twice-yearly team sprints in person Personal learning and development budget of USD 2,000 per year Annual compensation review Recognition rewards Annual holiday leave Maternity and paternity leave Employee Assistance Program including Health and Wellness platform Opportunity to travel to new locations to meet colleagues Priority Pass, and travel upgrades for long haul company events About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence - in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since its inception in 2004.​ Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote

Location: Hybrid - London About Vercel: Vercel is the agentic infrastructure company, freeing people and agents to ship what's next. For more than a decade we've helped builders move from idea to production with speed, security, and exceptional developer experience. Now we're scaling our products for both agents and people to ship and run software, built in the open and trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide. About the role Vercel is looking for a Strategic Vercel Development Representative (VDR) to join our Sales team. Strategic VDRs are key to our product adoption and company growth in the largest companies in the world. In this autonomous role, you will be building a pipeline of qualified business for the Strategic part of our sales organization through cold outbound and working closely with your counterparts on the Enterprise Account Executive (SAE) team. You will also be collaborating cross-functionally with Marketing, Sales Engineering, and Customer Success to learn more about product, positioning, and messaging. The SDR team reaches out to potential customers to introduce them to the value Vercel could bring their business to set up qualified meetings for the Strategic Account Executive Team.  This team initiates substantial transformations for our customers, leading to promotions and profits for customers who adopt Vercel. If you’re based within a pre-determined commuting distance of one of our offices (SF, NY, London, or Berlin), the role includes in-office anchor days on Monday, Tuesday, and Friday. What you'll do Kick off sales cycles by identifying and qualifying future customers in assigned geo and Enterprise market segment Write tailored messages and cold call qualified prospects Set and book qualified meetings for Enterprise AEs Work closely with Enterprise AEs on targeting some of the largest companies and logos Collaborate with your peers and guide those around you What you need Ability to navigate and prospect into large org structures in the Fortune 500 1+ years of experience as an outbound SDR Highly creative with outbound approach Bonus if you Vercel, Next.js, or any other technical background or understanding Salesforce, Outreach, HubSpot, LinkedIn Sales Navigator Benefits: Competitive compensation package, including equity. Inclusive Healthcare Package. Learn and Grow - we provide mentorship and send you to events that help you build your network and skills. Flexible Time Off. We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed. Disclosures: Privacy: Please review our Job Applicant Privacy Policy for more information on how we handle your data. Equal Opportunity: Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.

Location: Home Based - Americas Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. The company is founder-led, profitable, and growing. We are seeking a highly motivated and experienced Global Alliances Director to join our strategic partnerships team who will be responsible for leading the IBM alliance team globally. Reporting to the Head of IHV Alliances, the IBM Global Alliance Director will work closely with IBM and Canonical teams in all geographies to develop and maintain strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives. The IBM Global Alliance Director will manage and grow a global team of Business Development Managers and help them identify and pursue new business opportunities with IBM, driving revenue growth and market expansion, develop and execute go-to-market strategies for joint offerings, oversee the day-to-day management of the alliance including contract negotiations and performance tracking, and issue resolution. The IBM Global Alliance Director will also contribute to thought leadership initiatives, such as joint publications and joint customer events. Location: This role will be based remotely in AMER regions. The role entails Build and own the strategy and the development of the Alliance on a global level Expand strategic relationships and enable IBM teams on the partnership Grow business motions with IBM, across sell-to, sell-through and sell-with motions Grow IBM's awareness of open source capabilities on Canonical Ubuntu Manage, develop and grow a team of experienced business development managers Demonstrate a deep understanding of the Linux and cloud software ecosystem Deliver on targets, objectives and provide a voice of the partner Travel internationally - to drive partnerships in person Align and support internal canonical field teams - identify, support, grow, transact Expand existing footprint with IBM customers with an aim to upsell to broader portfolio What we are looking for in you Proven experience as an Alliance Manager/Director Solid experience in Linux, virtualization, containers, and other cloud technologies Excellent interpersonal skills and the ability to build strong relationships with executives at all levels. Strong business acumen and a strategic mindset, with a focus on driving revenue growth and market expansion. Excellent verbal and written communication skills, with the ability to effectively present complex ideas to a variety of audiences. Autonomous, disciplined, hands-on, get-it-done mentality Passionate about Canonical products and mission Comfortable in fast-paced and high pressure environments with measurable goals Team player with superior accountability and customer support skills Experience managing cross-functional teams and track record of operational excellence What we offer colleagues We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. Distributed work environment with twice-yearly team sprints in person Personal learning and development budget of USD 2,000 per year Annual compensation review Recognition rewards Annual holiday leave Maternity and paternity leave Team Member Assistance Program & Wellness Platform Opportunity to travel to new locations to meet colleagues Priority Pass and travel upgrades for long-haul company events About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004.​ Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote

Location: Home based - Worldwide Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. The company is founder led, profitable and growing. We are hiring a Partner Sales Manager to be a key contributing team member within the growing IHV alliances organization. Large OEM or Independent Hardware Vendor (IHV) brands - Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and many more - are major partners for Canonical. These companies build software-defined solutions to capitalize on global open source mandates and associated macro trends. Canonical’s flagship product, Ubuntu, and its broader open source portfolio are key ingredients for these partners to realize their aspirations. Canonical represents the best platform for rapid open source innovation. Reporting to the Head of IHV Alliances, the Partner Sales Manager will work closely with IHV and Canonical teams in various geographies to enable IHV teams, generate and transact opportunities, drive a Canonical agenda within an IHV, and achieve targeted results. They are responsible to build trusted relationships with our partners, increase Canonical market share and attach rate, evangelize the partnership and drive business interactions from across persona - from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements. Location: This is a remote role. The role entails Build strategic relationships and enable partner teams on the partnership Build pipeline and transact opportunities through an IHV Grow partner awareness of open source capabilities on Canonical Ubuntu Demonstrate a deep understanding of the Linux and cloud software ecosystem Deliver on targets, objectives and provide a voice of the partner Travel regularly - sometimes internationally - to drive partnerships in person Align and support internal canonical field teams - identify, support, grow, transact Expand existing footprint with IHV customers with an aim to upsell to broader portfolio Support and contribute to broader strategy, initiatives and key campaigns What we are looking for in you Experience in alliance or indirect sales management roles Autonomous, disciplined, hands-on, get-it-done mentality Ability to capture customer requirements, evaluate gaps, identify and create opportunities Passionate about Ubuntu products and mission Comfortable in fast-paced and high pressure environments with measurable goals Experience with Linux, virtualization, containers, and other cloud technologies Excellent communication and presentation skills Team player with superior accountability and customer support skills Credibility and working knowledge of IHVs - their products, go-to-market motion, and field Experience managing cross-functional teams and track record of operational excellence Willingness to travel up to 4 times a year for internal events Hands on experience with Salesforce and Google Suite a plus What we offer colleagues We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. Distributed work environment with twice-yearly team sprints in person Personal learning and development budget of USD 2,000 per year Annual compensation review Recognition rewards Annual holiday leave Maternity and paternity leave Team Member Assistance Program & Wellness Platform Opportunity to travel to new locations to meet colleagues Priority Pass and travel upgrades for long-haul company events About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004.​ Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote

Location: Munich Workplace: hybrid Creatio is one of the fastest-growing AI software companies, with quarterly bookings reaching 255% of prior-year results, reflecting strong enterprise demand for AI CRM and workflow automation.With a global team and a large ecosystem of partners, Creatio serves thousands of customers in over 100 countries and automates tens of millions of workflows daily. Genuine care for our clients and partners is at the heart of our DNA.We’re proud to be recognized by top industry analysts as a  Leader and Strong Performer in multiple Gartner and Forrester reports. In 2025, Creatio was named to Inc.’s Best Workplaces list, recognizing our commitment to employee wellbeing and a strong workplace culture.Who We’re Looking For:We're looking for a motivated Sales Development Representative (SDR) to join our team.Fluent German is required to communicate effectively with customers in the DACH region (Germany, Austria, Switzerland). As an SDR at Creatio, you'll play a critical role in fuelling our sales pipeline by identifying and qualifying leads, nurturing prospects, and supporting our go-to-market strategy in the CRM and low-code space.This is a hybrid role, based in Munich.Responsibilities:Lead Generation & Prospecting: Proactively engage with prospective clients, identify and qualify sales opportunities, and generate interest in Creatio’s products.Market Research & Intelligence: Understand the competitive landscape, identify target industry segments, and stay informed of industry trends in CRM and low-code automation.Collaboration with Sales & Marketing: Partner with sales executives to strategize on lead quality and conversion, ensuring a seamless hand-off for qualified opportunities.Pipeline Management: Maintain accurate records of activities in the CRM, manage lead and account data, and monitor progress against sales metrics.Outbound Campaigns: Develop personalized email, phone, and LinkedIn outreach to effectively engage prospects and build a strong pipeline.Performance Optimization: Continuously refine outreach techniques and adopt best practices to enhance prospecting success.Requirements:Industry Background: No prior experience required; interest in sales, marketing, or customer service is considered an advantage.Language Skills: Fluent German (required).Communication Skills: Strong verbal and written communication skills with the ability to engage effectively with new contacts.Outreach & Engagement: Comfortable initiating contact via phone, email, and LinkedIn.Organization & Multitasking: Ability to manage multiple tasks simultaneously while maintaining attention to detail.Customer Orientation: Customer-focused mindset with a strong motivation to achieve results.Team Collaboration: Ability to work effectively in a team environment and openness to feedback.What you should expect from us:Growth & Development: Clear career paths, mentorship opportunities, and access to continuous learning to help you reach your full potential.Flexibility & Well-Being: We provide flexible work arrangements and initiatives that empower you to manage your schedule effectively, stay productive, and thrive both personally and professionally.Recognition & Impact: A culture that celebrates achievements, values your ideas, and empowers you to make real contributions from day one.Innovative Culture: Be part of a company that embraces new ideas, modern technologies, and bold thinking to stay ahead of the curve.Benefits & Rewards Package: We provide competitive compensation and benefits designed to support you and your family. Our rewards approach goes beyond salary, recognizing your contributions and commitment. The exact package may vary depending on your country of residence and employment type. Key Responsibilities Lead Generation: Identify, engage, and qualify inbound and outbound prospects via email, phone, and LinkedIn outreach. Market Research: Stay up-to-date with industry trends and the competitive landscape; identify key segments and ideal customer profiles. Collaboration: Work closely with sales and marketing teams to align outreach strategies and ensure smooth handoff of qualified leads. CRM Management: Maintain accurate records in the CRM, track engagement metrics, and report on pipeline progress. Campaign Execution: Customize messaging for outbound campaigns to build interest and open new conversations. Process Optimization: Continuously refine outreach techniques and adopt best practices to improve conversion rates. What We're Looking For Some experience in customer-facing roles, sales, or internships in B2B environments is a plus. Interest in SaaS, CRM, or tech sales is preferred. Strong written and verbal communication skills, with confidence engaging senior stakeholders. Proficiency in cold outreach via phone, email, and LinkedIn. Ability to multitask across leads, accounts, and follow-ups. Data-driven mindset with the ability to adapt based on performance insights. Understanding of customer pain points and value-based selling techniques. Customer-centric and empathetic. Self-starter with a strong sense of ownership and persistence. Adaptable and eager to learn in a fast-paced environment. Collaborative and team-oriented. What You Can Expect from Us A globally recognized platform — named a Leader in multiple Gartner and Forrester reports. Commitment to customer success, with a strong NPS of 36. Supportive leadership and an open-door culture. A healthy balance of inbound leads and encouragement to grow your outbound pipeline. A remote-first hybrid model with regular in-person collaboration. A team culture built on care, ownership, and high standards. Rich corporate life — from global team events and creative workshops to sports challenges and seasonal parties. Comprehensive health benefits through our medical partner. Competitive compensation and paid leave for key life events, illness, and more.

Location: Home Based - Americas A Canonical é uma empresa global de software que publica o Ubuntu e soluções corporativas open-source para nuvem, desenvolvedores, IoT e IA. O Ubuntu é a distribuição Linux que mais cresce e ocupa o primeiro lugar como sistema operacional mais utilizado na nuvem. Em parceria com Google, Amazon, IBM e Microsoft, a Canonical ajuda empresas a se tornarem mais ágeis, produtivas e a adotarem novas tecnologias com mais rapidez. Exemplos de sucesso de clientes incluem IA, Blockchain, IoT, Robótica Avançada e carros autônomos, onde o Ubuntu é a plataforma de desenvolvimento preferida. O papel de um Sales Development Representative na Canonical A Canonical é uma empresa lucrativa e em crescimento. Consideramos nossa organização de desenvolvimento de vendas como a melhor academia de vendas em tecnologia do mercado. Por isso, selecionamos candidatos excepcionais e ambiciosos para integrar nossa equipe. Você vai gostar deste cargo se for organizado, persistente, carismático e dedicado. É necessário ter interesse por tecnologia e suas implicações nos negócios. Neste cargo, você colaborará com a equipe regional de vendas e marketing, e seu principal objetivo será identificar projetos de clientes que se alinhem aos nossos produtos e divulgar o nome da Canonical em diversos setores e regiões. Clique AQUI para assistir ao time de SDR da Canonical falando sobre seu papel. Como será o seu dia a dia Lidar com solicitações de clientes via e-mail, telefone e chat Executar campanhas de vendas e marketing Viajar para eventos e conferências ao redor do mundo, apresentando nos estandes e promovendo oportunidades presenciais de marketing e vendas Colaborar com várias equipes e stakeholders para alcançar resultados Trabalhar diretamente com o marketing em campanhas Pesquisar informações sobre clientes em potencial Gerar um pipeline de vendas de milhões de dólares Identificar leads e tendências de mercado Ajudar a definir processos e políticas da equipe Interagir com clientes novos e existentes, organizando e participando de reuniões, enquanto mapeia ativamente contas para identificar novas oportunidades Criar, atualizar, manter e nutrir leads em oportunidades globais com precisão O que buscamos em você Excelentes habilidades de comunicação verbal e escrita em português, espanhol e inglês Excelentes resultados acadêmicos na escola e na universidade Paixão por negócios e tecnologia Comprometimento com aprendizado e aprimoramento contínuos — curioso, flexível, científico Criatividade para resolver problemas e colaborar entre equipes Habilidades de comunicação verbal e escrita Foco em resultados com espírito de superação Persistência e perseverança O que oferecemos Seu salário-base dependerá de vários fatores, incluindo localização geográfica, nível de experiência, conhecimento e habilidades. Além dos benefícios acima, certos cargos também são elegíveis para bônus anuais e incentivos de vendas com base em receita ou utilização. Nossa filosofia de compensação visa garantir equidade em toda nossa força de trabalho global. Além de um salário-base competitivo, oferecemos aos membros da equipe benefícios adicionais que refletem nossos valores e ideais. Os benefícios podem variar conforme o local de trabalho. Para mais informações, consulte seu Talent Partner. Orçamento anual de US$ 2.000 para aprendizado e desenvolvimento pessoal Revisão anual de remuneração Programas de reconhecimento e recompensas Férias anuais remuneradas Licença maternidade e paternidade Programa de Assistência ao Empregado Oportunidade de viajar para conhecer colegas em encontros presenciais “sprints” Acesso ao Priority Pass e upgrades de viagem para eventos corporativos de longa distância A Canonical é um empregador que promove a igualdade de oportunidades Temos orgulho em promover um ambiente de trabalho livre de discriminação. Valorizamos a diversidade de experiências, perspectivas e origens, o que resulta em um ambiente melhor e produtos melhores. Independentemente da sua identidade, sua candidatura será avaliada de forma justa. #LI-remote

Location: Remote - United States What We’re Building Honeycomb is a service for the near and present future, defining observability and raising expectations of what developer tools can do! We’re working with well known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard and more across a range of industries. This is an exciting time in our trajectory, we’ve closed Series D funding, scaled past the 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023! If you want to see what we’ve been up to, please check out these blog posts and Honeycomb.io press releases . Who We Are We come for the impact, and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and we strive to live our values every day. We want our people to do what they truly love amongst a team of highly talented (but humble) peers. How We Work We are a fully distributed company, which means we believe it is not where you sit, but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time we imbue a lot of trust, autonomy, and accountability from Day 1. #LI-Remote Little more about the team: You’ll join a high-performing, strategic sales team focused on moving Honeycomb further into the enterprise space. We’ve proven product-market fit, closed Fortune 500 logos, and built a pipeline that’s primed for the kind of enterprise sellers who know how to multi-thread, influence the C-suite, and navigate $500K–$1M+ ACV opportunities. This is not a role for a former mid-market rep trying to stretch—it’s built for enterprise closers who know the game and want to win it. What you’ll do in the role: Own and drive complex, 6–12+ month sales cycles with Fortune 1000 and Global 2000 companies Build strategic, multi-threaded relationships across engineering, DevOps, observability, and procurement leadership Sell consultatively, bringing deep understanding of the customer’s business, technical landscape, and buying process Collaborate cross-functionally with Solutions Architects, Product, and Customer Success to shape high-value, tailored deals Deliver predictable pipeline growth, accurate forecasting, and exceed quota targets Represent Honeycomb at key industry events, conferences, and executive briefings What you’ll bring to the role: 5+ years of full-cycle enterprise SaaS selling experience, ideally in DevOps, observability, or cloud infrastructure Proven ability to land $500K+ multi-year deals with complex buying committees Strong executive presence with the ability to influence C-level stakeholders across technical and non-technical roles Deep discovery, storytelling, and consultative selling expertise A track record of building champions and navigating enterprise buying cycles with precision Grit, ambition, and a bias for execution—someone who thrives in fast-paced, high-ownership environments Experience leveraging MEDDPICC, Command of the Message, or similar enterprise sales frameworks On Target Earnings (OTE) based on level of experience (Base + Commission) $275,000 — $300,000 USD What you'll get when you join the Hive: A stake in our success - generous equity with employee-friendly stock program It’s not about how strong of a negotiator you are - our pay is based on transparent levels relative to experience Time to recharge with unlimited PTO A distributed-first mindset and culture (really!) Home office, co-working, and internet stipend Full benefits coverage for employees, with additional coverage available for dependents Up to 16 weeks of paid parental leave, regardless of path to parenthood Annual development allowance And much more... Please note we cannot currently sponsor or support visa transfers at this time. Additionally, in compliance with applicable law, all persons hired will be required to verify identity and eligibility to work. Phishing and Recruitment Scam Warning: We take your security seriously. Please be aware that recruitment scams are increasingly common and scammers may create email addresses or websites to impersonate Honeycomb employees. To help protect you: All communications will come from an @honeycomb.io email address We occasionally work with external recruiting agencies. These partners will use legitimate business email addresses— never personal accounts like Gmail or Yahoo . Our recruiting process will never ask you to provide financial or sensitive personal information, including but not limited to: Social security or tax identification numbers Credit card numbers Bank account information Diversity & Accommodations: We're committed to building a diverse, inclusive, and equitable workplace—where people of all backgrounds, identities, experiences, and abilities are welcomed, valued, and supported. We recognize that there is no single path to success and embrace nontraditional career journeys and diverse perspectives as key to building stronger, more innovative teams. We strive to ensure an inclusive experience throughout every stage of our hiring process and are happy to provide reasonable accommodations as needed. If you require accommodations or accessible formats at any point during our hiring process, please let your recruiter know. As an equal opportunity employer our hiring process is designed to put you at ease and help you show your best work. If there’s anything we can do to improve your experience, we’re always open to feedback. Privacy Notice: If you apply for a job at Honeycomb and your application is unsuccessful (or you withdraw from the process or decline our offer), Honeycomb will retain your information after your application for a period of time in accordance with local laws. We retain this information for various reasons, including in case we face a legal challenge in respect of a recruitment decision, to consider you for other current or future jobs at Honeycomb, and to help us better understand, analyze and improve our recruitment processes. For more information regarding our privacy practices please see the Honeycomb Privacy Notice . If you do not want us to retain your information, or want us to update it, please contact privacy@honeycomb.io . Please note, however, that we may retain some information if required by law or as necessary to protect ourselves from legal claims.

Location: Michigan Workplace: hybrid IDT is looking for an experienced Direct Sales Representative. Bilingual professionals  with fluency in both English and Spanish are preferred. The Sales Representative's role is to sell the company’s products and services to retail stores in his/her assigned territory . He/she will open new accounts, service existing accounts, obtain and fulfill orders, and ensure customer satisfaction by visiting these retail stores on a regular basis. Responsibilities Outside Sales Representative of Prepaid Telecom Products (phone cards), Money Transfer, Wireless Services Open New Retail Doors and Service Existing Accounts Achieve Increasing Sales Revenue Quotas Over Time Serve as the lead point of contact for all customer needs Build and maintain new existing accounts Create and drive strong, long-lasting client relationships Ensure the timely and successful delivery of our solutions according to customer needs and objectives Requirements Proven work experience as a Sales Representative, Account Executive, Key Account Manager, Sales Account Manager, Junior Account Manager or relevant role Individual Must be Prepared to Go Door-to-Door Visiting Customers Basic Computer Skills –Comfortable Using Tablet and Bluetooth Equipment Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization Proven ability to juggle and sell  multiple products at a time, while maintaining sharp attention to detail About us: IDT is a Communications and Money Transfer company founded in 1990 and headquartered in Newark, New Jersey. IDT is an industry leader in prepaid communication, money transfer, and payment services and one of the world's largest international voice carriers. We are listed on the NYSE, employ over 1800 people across 20+ countries, and have over $1.5 billion in revenues.  Our flagship brand, Boss Revolution, includes Money Transfer, International Calling, and Mobile Top-Up services and supports IDT's mission of enabling people to keep in touch and share resources with family and friends worldwide. Join us!

Location: Madrid; Barcelona, Catalonia; Valencia Workplace: remote Ajax Systems is an international tech company and the largest manufacturer of security systems in Europe, with over 4.5 million end users and 330K PRO users in more than 180 countries worldwide. The company offers end-to-end solutions for protecting homes and businesses оf any scale. To date, Ajax product portfolio includes 280 devices for intrusion protection, video surveillance, fire and life safety, and comfort and automation.  The company employs 5, 000 specialists.  We develop local teams because we understand local experts best comprehend market specifics. The company has sales representatives worldwide, including Italy, Spain, Germany, France, the United Kingdom, the USA, Australia, South Africa and other regions. The Global Business Development team is like-minded people who share the ambitious goals of Ajax Systems.  The best software combined with powerful hardware has forever changed the perception of security systems for users and industry professionals. Being recognized at the biggest specialized exhibitions such as IFSEC, Expoprotection and Intersec, as well as winning prestigious awards from industry-leading media like PSI magazine and GIT SECURITY, today Ajax is one of the most awarded security systems in Europe. Ajax Systems production includes four factories, two of which are located in Ukraine, one in Turkey and one in Vietnam. At the same time, the company's certification according to the ISO 14001 standard ensures a minimal impact of production on the environment. The selection of components for Ajax device manufacturing is determined by the presence of manufacturer declarations confirming compliance with RoHS requirements. The company emerged against the backdrop of revolution and war. That's why resilience is the cornerstone of the brand's DNA, and the fight against evil by creating the best security and automation devices is Ajax unwavering mission. Qualifications & Skills: Spanish native and fluent English; knowledge of the Portuguese language is a plus. Experience in business development, sales, or a related field, preferably in the fire safety or security systems industry. Ability to perform market analysis and contribute to the development of business plans. Knowledge of the Spanish fire markets is required. A basic understanding of other Ajax product lines, including intrusion detection, CCTV, automation, and water systems. Strong communication and negotiation skills with the ability to influence key stakeholders. Self-motivated with a strategic mindset and the ability to work independently and collaboratively. Willingness to travel within the Iberia region as needed. Responsibilities: Market Growth & Strategy: Collaborate with the Iberia Country Manager to define a comprehensive business plan and strategy for expanding Ajax's fire system offerings across Spain and Portugal. Market Analysis: Conduct comprehensive market analysis to identify new opportunities, trends, and challenges in the fire safety sector. Develop actionable insights to inform market entry and growth strategies. Business Planning: Support the future growth of Ajax fire systems by contributing to the creation of long-term business strategies and tactical plans to increase market share in the residential and commercial sectors. Regional Expertise: While knowledge of Spanish fire safety markets is an advantage, it is not a requirement. However, understanding and adapting to Iberian market dynamics is essential. Product Knowledge: Gain a solid understanding of the broader Ajax product portfolio, including intrusion detection, CCTV, automation, and water systems, to effectively support cross-product sales and integration. Stakeholder Collaboration: Work closely with internal teams, including sales, marketing, and technical support, to ensure alignment on objectives and to deliver exceptional service to customers. Customer Engagement: Establish and maintain relationships with key stakeholders, including distributors, installers, and end-users, to foster partnerships and drive sales growth. Reporting: Regularly report on market conditions, sales performance, and future opportunities to the Iberia Country Manager and other senior leadership. We offer: Competitive salary + bonuses; A strong and well-coordinated team of professionals; Ambitious tasks and challenges; Opportunity to grow and develop. We are working to ensure that people's lives are calm and the world safe. Let's become a part of the team that creates in Ukraine a smart and useful global product.   PS.: Please, send your CV in English

Location: Home Based - APAC Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. The company is founder-led, profitable, and growing. Canonical is growing its channel sales team to capitalize on rapidly growing demand from channel partners, leveraging their expertise and connections to bring open source technology to organizations across a multitude of industries. The Partner Sales Executive, ANZ Channel will report to the Director, APAC Channel Sales and requires a mix of both farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas. They should be able to identify, prospect, and engage reseller and distributor partners to build and maintain relationships and grow Canonical’s business within the assigned territory. The successful candidate must be comfortable owning and leading initiatives in an unstructured, startup-like environment.  This individual must be able to sell open source, cloud, virtualization, and technical software solutions. Although the role is focused primarily on reseller and distributor channel partners, the successful candidate must be capable of and comfortable with initial customer discovery calls and presentations as appropriate. Location: Australia or New Zealand The Role Entails Develop and execute channel strategy for distributors and resellers within the assigned territory Increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models) Identify and recruit new potential partners in assigned territory Leverage personal network and prospecting skills to engage new partners and build on Canonical’s already-successful relationships Guide partners through onboarding and enablement Develop mutually beneficial go-to-market plans and commitments with partners Arrange and execute sales and pre sales trainings to these resellers Drive and manage channel pipeline through recurring partner interactions Support partner’s satisfaction and act as trusted advisor and point of contact Maintain a regularity/frequency of contact with priority resellers and distributors. What we are looking for in you Bachelor's level degree, preferably in a technology field Experience in software or technology sales from the specified market Fluency in English An understanding of open source, Linux and Ubuntu A self starter with a proven track record of achieving sales targets Detail oriented with strong follow-up skills Effective negotiating skills with ability to close sales Excellent interpersonal and presentation skills (written and verbal) Productive in a globally distributed team through self-discipline and self-motivation Mature approach to long-term relationship development with customers The ability to represent the company at external events Start-up experience would be an advantage What we offer colleagues We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits, which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. Distributed work environment with twice-yearly team sprints in person Personal learning and development budget of USD 2,000 per year Annual compensation review Recognition rewards Annual holiday leave Maternity and paternity leave Employee Assistance Programme Opportunity to travel to new locations to meet colleagues Priority Pass, and travel upgrades for long haul company events About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence - in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since its inception in 2004.​ Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote

Location: Home Based - APAC Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. The company is founder-led, profitable, and growing. Canonical is growing its channel sales team to capitalize on rapidly growing demand from channel partners, leveraging their expertise and connections to bring open source technology to organizations across a multitude of industries. The Channel Partner Sales Executive, Japan role reports to the Director, APAC Channel Sales and requires a mix of both farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas. They should be able to identify, prospect, and engage reseller and distributor partners to build and maintain relationships and grow Canonical’s business within the assigned territory. The successful candidate must be comfortable owning and leading initiatives in an unstructured, startup-like environment.  This individual must be able to sell open source, cloud, virtualization, and technical software solutions. Although the role is focused primarily on reseller and distributor channel partners, the successful candidate must be capable of and comfortable with initial customer discovery calls and presentations as appropriate. Location: Japan The Role Entails Develop and execute channel strategy for distributors and resellers within the assigned territory Increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models) Identify and recruit new potential partners in assigned territory Leverage personal network and prospecting skills to engage new partners and build on Canonical’s already-successful relationships Guide partners through onboarding and enablement Develop mutually beneficial go-to-market plans and commitments with partners Arrange and execute sales and pre sales trainings to these resellers Drive and manage channel pipeline through recurring partner interactions Support partner’s satisfaction and act as trusted advisor and point of contact Maintain a regularity/frequency of contact with priority resellers and distributors. What we are looking for in you Bachelor's level degree, preferably in a technology field Experience in software or technology sales from the specified market Fluency in English An understanding of open source, Linux and Ubuntu A self starter with a proven track record of achieving sales targets Detail oriented with strong follow-up skills Effective negotiating skills with ability to close sales Excellent interpersonal and presentation skills (written and verbal) Productive in a globally distributed team through self-discipline and self-motivation Mature approach to long-term relationship development with customers The ability to represent the company at external events Start-up experience would be an advantage What we offer colleagues We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits, which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. Distributed work environment with twice-yearly team sprints in person Personal learning and development budget of USD 2,000 per year Annual compensation review Recognition rewards Annual holiday leave Maternity and paternity leave Employee Assistance Programme Opportunity to travel to new locations to meet colleagues Priority Pass, and travel upgrades for long haul company events About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence - in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since its inception in 2004.​ Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote

Location: Remote - United States What We’re Building Honeycomb is a service for the near and present future, defining observability and raising expectations of what developer tools can do! We’re working with well known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard and more across a range of industries. This is an exciting time in our trajectory, we’ve closed Series D funding, scaled past the 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023! If you want to see what we’ve been up to, please check out these blog posts and Honeycomb.io press releases . Who We Are We come for the impact, and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and we strive to live our values every day. We want our people to do what they truly love amongst a team of highly talented (but humble) peers. How We Work We are a fully distributed company, which means we believe it is not where you sit, but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time we imbue a lot of trust, autonomy, and accountability from Day 1. #LI-Remote Little more about the team: You’ll join a high-performing, strategic sales team focused on moving Honeycomb further into the enterprise space. We’ve proven product-market fit, closed Fortune 500 logos, and built a pipeline that’s primed for the kind of enterprise sellers who know how to multi-thread, influence the C-suite, and navigate $500K–$1M+ ACV opportunities. This is not a role for a former mid-market rep trying to stretch—it’s built for enterprise closers who know the game and want to win it. What you’ll do in the role: Own and drive complex, 6–12+ month sales cycles with Fortune 1000 and Global 2000 companies Build strategic, multi-threaded relationships across engineering, DevOps, observability, and procurement leadership Sell consultatively, bringing deep understanding of the customer’s business, technical landscape, and buying process Collaborate cross-functionally with Solutions Architects, Product, and Customer Success to shape high-value, tailored deals Deliver predictable pipeline growth, accurate forecasting, and exceed quota targets Represent Honeycomb at key industry events, conferences, and executive briefings What you’ll bring to the role: 5+ years of full-cycle enterprise SaaS selling experience, ideally in DevOps, observability, or cloud infrastructure Proven ability to land $500K+ multi-year deals with complex buying committees Strong executive presence with the ability to influence C-level stakeholders across technical and non-technical roles Deep discovery, storytelling, and consultative selling expertise A track record of building champions and navigating enterprise buying cycles with precision Grit, ambition, and a bias for execution—someone who thrives in fast-paced, high-ownership environments Experience leveraging MEDDPICC, Command of the Message, or similar enterprise sales frameworks On Target Earnings (OTE) based on level of experience (Base + Commission) $275,000 — $300,000 USD What you'll get when you join the Hive: A stake in our success - generous equity with employee-friendly stock program It’s not about how strong of a negotiator you are - our pay is based on transparent levels relative to experience Time to recharge with unlimited PTO A distributed-first mindset and culture (really!) Home office, co-working, and internet stipend Full benefits coverage for employees, with additional coverage available for dependents Up to 16 weeks of paid parental leave, regardless of path to parenthood Annual development allowance And much more... Please note we cannot currently sponsor or support visa transfers at this time. Additionally, in compliance with applicable law, all persons hired will be required to verify identity and eligibility to work. Phishing and Recruitment Scam Warning: We take your security seriously. Please be aware that recruitment scams are increasingly common and scammers may create email addresses or websites to impersonate Honeycomb employees. To help protect you: All communications will come from an @honeycomb.io email address We occasionally work with external recruiting agencies. These partners will use legitimate business email addresses— never personal accounts like Gmail or Yahoo . Our recruiting process will never ask you to provide financial or sensitive personal information, including but not limited to: Social security or tax identification numbers Credit card numbers Bank account information Diversity & Accommodations: We're committed to building a diverse, inclusive, and equitable workplace—where people of all backgrounds, identities, experiences, and abilities are welcomed, valued, and supported. We recognize that there is no single path to success and embrace nontraditional career journeys and diverse perspectives as key to building stronger, more innovative teams. We strive to ensure an inclusive experience throughout every stage of our hiring process and are happy to provide reasonable accommodations as needed. If you require accommodations or accessible formats at any point during our hiring process, please let your recruiter know. As an equal opportunity employer our hiring process is designed to put you at ease and help you show your best work. If there’s anything we can do to improve your experience, we’re always open to feedback. Privacy Notice: If you apply for a job at Honeycomb and your application is unsuccessful (or you withdraw from the process or decline our offer), Honeycomb will retain your information after your application for a period of time in accordance with local laws. We retain this information for various reasons, including in case we face a legal challenge in respect of a recruitment decision, to consider you for other current or future jobs at Honeycomb, and to help us better understand, analyze and improve our recruitment processes. For more information regarding our privacy practices please see the Honeycomb Privacy Notice . If you do not want us to retain your information, or want us to update it, please contact privacy@honeycomb.io . Please note, however, that we may retain some information if required by law or as necessary to protect ourselves from legal claims.

Location: Remote - United States What We’re Building Honeycomb is a service for the near and present future, defining observability and raising expectations of what developer tools can do! We’re working with well known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard and more across a range of industries. This is an exciting time in our trajectory, we’ve closed Series D funding, scaled past the 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023! If you want to see what we’ve been up to, please check out these blog posts and Honeycomb.io press releases . Who We Are We come for the impact, and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and we strive to live our values every day. We want our people to do what they truly love amongst a team of highly talented (but humble) peers. How We Work We are a fully distributed company, which means we believe it is not where you sit, but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time we imbue a lot of trust, autonomy, and accountability from Day 1. #LI-Remote Little more about the team: Joining the Strategic Sales team is an opportunity to be at the forefront of the observability revolution, helping cutting-edge engineering teams solve their most complex performance challenges. As part of a high-impact, fast-growing company, you’ll engage with forward-thinking customers, shape strategic deals, and work alongside a passionate team that values curiosity, transparency, and innovation. If you thrive in a dynamic environment, love tackling technical sales challenges, and want to be a key player in driving business growth, Honeycomb.io is the place to accelerate your career. What you’ll do in the role: Drive new business growth by actively identifying, qualifying, and closing high-value opportunities with global enterprise customers. Develop and maintain deep, consultative relationships with executive stakeholders (C-level and key decision-makers), articulating Honeycomb’s observability value proposition. Own full-cycle sales from prospecting to contract negotiation and final close, collaborating cross-functionally with Sales Engineering, Marketing, and Customer Success. Create tailored account strategies for each major enterprise, leveraging market insights, usage data, and knowledge of complex tech stacks to showcase Honeycomb’s ROI. Utilize MEDDPICC framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identified Pain, Champion, and Competition) to qualify opportunities, forecast accurately, and drive deals to close. Develop and execute multi-threaded sales campaigns, engaging multiple decision-makers and influencers across different levels and functions within target accounts. Map out organizational hierarchies and buying committees to identify key stakeholders, champions, blockers, and decision-makers. Drive personalized outreach through a mix of channels (email, phone, social media, in-person meetings) to create meaningful engagement at multiple levels. Partner closely with the Sr. Director Strategic Accounts to refine sales methodologies, iterate on go-to-market plays, and ensure continuous improvement in the enterprise segment. Champion customer feedback to internal teams, influencing product and business strategies that help expand Honeycomb’s presence in the global market. What you’ll bring to the role: Strong enterprise software sales experience with a proven track record of success closing multimillion-dollar deals, ideally in observability, cloud infrastructure, or developer tooling. Demonstrated ability to sell into complex, global accounts —navigating multiple stakeholders, managing lengthy sales cycles, and crafting custom solutions at scale. Strong relationship-building skills at the C-suite/executive level, showcasing adeptness in negotiations and strategic account planning. Exceptional presentation and communication skills with a consultative approach that educates and influences high-profile clients. Experience partnering with leadership (e.g., CRO, VP-level) to shape sales strategies, messaging, and pipeline coverage in rapidly evolving startup environments. Mastery of advanced sales methodologies and CRM platforms , with a proven track record of optimizing pipeline management, forecasting accuracy, and cross-functional collaboration. Creative and strategic approach to pipeline building , leveraging innovative prospecting techniques to engage multiple stakeholders across an organization. This role requires someone who can think beyond traditional outreach methods, utilizing a mix of personalized messaging, social selling, account-based marketing tactics, and data-driven insights to generate high-quality opportunities. On Target Earnings (OTE) based on level of experience (Base + Commission) $350,000 — $400,000 USD What you'll get when you join the Hive: A stake in our success - generous equity with employee-friendly stock program It’s not about how strong of a negotiator you are - our pay is based on transparent levels relative to experience Time to recharge with unlimited PTO A distributed-first mindset and culture (really!) Home office, co-working, and internet stipend Full benefits coverage for employees, with additional coverage available for dependents Up to 16 weeks of paid parental leave, regardless of path to parenthood Annual development allowance And much more... Please note we cannot currently sponsor or support visa transfers at this time. Additionally, in compliance with applicable law, all persons hired will be required to verify identity and eligibility to work. Phishing and Recruitment Scam Warning: We take your security seriously. Please be aware that recruitment scams are increasingly common and scammers may create email addresses or websites to impersonate Honeycomb employees. To help protect you: All communications will come from an @honeycomb.io email address We occasionally work with external recruiting agencies. These partners will use legitimate business email addresses— never personal accounts like Gmail or Yahoo . Our recruiting process will never ask you to provide financial or sensitive personal information, including but not limited to: Social security or tax identification numbers Credit card numbers Bank account information Diversity & Accommodations: We're committed to building a diverse, inclusive, and equitable workplace—where people of all backgrounds, identities, experiences, and abilities are welcomed, valued, and supported. We recognize that there is no single path to success and embrace nontraditional career journeys and diverse perspectives as key to building stronger, more innovative teams. We strive to ensure an inclusive experience throughout every stage of our hiring process and are happy to provide reasonable accommodations as needed. If you require accommodations or accessible formats at any point during our hiring process, please let your recruiter know. As an equal opportunity employer our hiring process is designed to put you at ease and help you show your best work. If there’s anything we can do to improve your experience, we’re always open to feedback. Privacy Notice: If you apply for a job at Honeycomb and your application is unsuccessful (or you withdraw from the process or decline our offer), Honeycomb will retain your information after your application for a period of time in accordance with local laws. We retain this information for various reasons, including in case we face a legal challenge in respect of a recruitment decision, to consider you for other current or future jobs at Honeycomb, and to help us better understand, analyze and improve our recruitment processes. For more information regarding our privacy practices please see the Honeycomb Privacy Notice . If you do not want us to retain your information, or want us to update it, please contact privacy@honeycomb.io . Please note, however, that we may retain some information if required by law or as necessary to protect ourselves from legal claims.

Location: San Francisco Workplace: Hybrid ABOUT BASETEN Baseten powers mission-critical inference for the world's most dynamic AI companies, like Cursor, Notion, OpenEvidence, Abridge, Clay, Gamma, and Writer. By uniting applied AI research, flexible infrastructure, and seamless developer tooling, we enable companies operating at the frontier of AI to bring cutting-edge models into production. We're growing quickly and recently raised our $1.5B Series F https://www.baseten.co/blog/announcing-our-series-f/, led by Altimeter Capital, Conviction Partners, and Spark Capital. Join us and help build the platform engineers turn to ship AI products. THE ROLE Strategic accounts at Baseten are the largest and fastest-growing AI companies in the world. These are the teams defining the future of what AI products and services look like. These accounts can scale rapidly from one token to billions of tokens in a matter of weeks. This role owns these relationships, working directly with founders and engineering leaders on mission-critical and large-scale-AI problems in production—and shaping what we build next. This is a highly technical sale. You’ll trade opinions on the latest open-source model releases, run fast and nuanced evaluations alongside customer engineering teams, and often pulling in SMEs from applied research to infrastructure engineers to win. You’ll bring tight sales fundamentals and process discipline, while maintaining flexibility and creativity in how you run each cycle. This role is pioneering what sales looks like at the bleeding-edge of technology sales. This is a front row seat to the most consequential decisions made at the forefront of Artificial Intelligence. There is no faster place to learn and make an immediate impact.   RESPONSIBILITIES - Own a focused portfolio of high-growth, strategic AI-native accounts end to end — from technical evaluation and initial workload landing through expansion as inference usage scales. - Lead technical evaluations and complex, multi-stakeholder sales cycles from first conversation through close. Bring strong sales fundamentals and process discipline, while staying flexible and creative in how you run each sales cycle. - Build trusted relationships with founders and technical leaders, becoming a credible partner on model, infrastructure, and inference decisions. - Orchestrate stakeholders across applied research, engineering, and leadership to win technical evaluations and solve customer problems. - Bring customer signal back to product, shaping roadmap priorities through the needs and patterns you see in the field. - Stay close after close: help customers expand from an initial workload into additional use cases across the organization.   REQUIREMENTS - 5+ years of sales experience in infrastructure, developer tools, data, or another consumption business, with a record of closing complex technical deals. - Proven net-new experience selling complex technical products in fast-moving environments. - Strong sales fundamentals across discovery, multi-threading, champion-building, and deal momentum. - Genuine curiosity for open-source models and the AI infrastructure landscape. You follow model releases and can hold your own with engineers. - Highly dynamic: comfortable when a deal goes off-script, able to meet customers where they are, and willing to change your approach without losing rigor. - Strong technical project management: you can run a thorough evaluation across multiple workstreams and create clarity and direction for Baseten to win. - Proven ability to sell internally, earning engineering time, aligning leadership, and getting cross-functional teams to move - Scrappy, low-ego, collaborative operator. You run toward ambiguous problems, create structure where none exists, and earn internal support without relying on rigid swim lanes. BENEFITS - Competitive compensation, including meaningful equity - (U.S. only) 100% coverage of medical, dental, and vision insurance for employee and dependents - Flexible PTO policy including company wide Winter Break (our offices are closed from Christmas Eve to New Year's Day!) - Paid parental leave - Fertility and family-building stipend through Carrot - (U.S. only) Company-facilitated 401(k) - Exposure to a variety of ML startups, offering unparalleled learning and networking opportunities. Apply now to embark on a rewarding journey in shaping the future of AI! If you are a motivated individual with a passion for machine learning and a desire to be part of a collaborative and forward-thinking team, we would love to hear from you. At Baseten, we are committed to fostering a diverse and inclusive workplace. We provide equal employment opportunities to all employees and applicants without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. We are an Equal Opportunity Employer and will consider qualified applicants with criminal histories in a manner consistent with applicable law (by example, the requirements of the San Francisco Fair Chance Ordinance, where applicable).

Location: Limassol, Cyprus Workplace: onsite Are you ready to join our digital revolution journey?    At Aleph, we’re not just part of the digital advertising landscape—we’re shaping its future. Representing the world’s leading platforms, including TikTok, Amazon, Google, and nearly 55 others, we operate in 130+ markets across new and existing geographies.   Our mission is to empower advertisers and brands to unlock the full potential of these platforms' advertising capabilities. By fostering long-lasting partnerships, we create limitless opportunities for people and businesses to advertise effectively at both local and global levels.   With a presence spanning continents, Aleph offers you the chance to be part of a fast-growing, innovative team where your work makes a direct impact. If you’re ambitious, forward-thinking, and eager to thrive in a dynamic, global environment, Aleph is the perfect place to build your career. Are you a passionate, results-driven media salesperson with a flair for digital marketing? Do you thrive in a fast-paced, international environment where innovation, collaboration, and outstanding performance are celebrated?   We’re looking for a Senior Client Partner to join our team in Cyprus and play a key role in consulting top advertisers and agencies on how to achieve their marketing goals using cutting-edge digital advertising solutions. What You’ll Do: Drive sales of digital advertising solutions to both new and existing clients. Prospect, source, and close deals with brands and media agencies. Consult clients on campaign planning, digital media strategies, and performance optimization. Understand clients’ marketing objectives and recommend solutions to achieve measurable results. Deliver against sales targets while ensuring an exceptional client experience. Partner with account managers for smooth campaign launches and ongoing client support. Conduct market research, track competitor activities, and attend industry events to generate new business opportunities. Accurately forecast sales performance and revenue on a weekly, monthly, and annual basis. Resolve client issues efficiently, tactfully, and proactively to ensure long-term satisfaction. What you need for this role: Bachelor’s degree or higher in Business, Economics, Social Sciences, or similar. 5+ years of sales experience managing large strategic accounts. Strong understanding of online advertising, analytics, and social media platforms. Proven track record of driving revenue and building long-term client relationships. Comfortable navigating complex client and agency dynamics. Exceptional project management skills and ability to handle multiple priorities. Excellent communication skills in Russian and English , both internally and externally. Positive, proactive, and motivated to exceed targets consistently. What will make us really love you: You’re genuinely excited about digital marketing and sales, and it shows in everything you do. You take ownership of your work, solve problems creatively, and never settle for “good enough.” You bring positive energy to your team and inspire those around you to perform at their best. You’re proactive, adaptable, and thrive in a fast-paced, evolving environment. You combine commercial drive with excellent relationship-building skills—clients and colleagues love working with you. What you'll love about us: Be part of a supportive, international team that celebrates creativity, ambition, and results. Shape campaigns for some of the most innovative and iconic brands in the market. Enjoy continuous learning and professional growth in the fast-moving digital advertising space. Work in a dynamic environment where your ideas, insights, and performance are recognized and rewarded. In line with the EU Pay Transparency Directive, we are committed to fair and open compensation practices. For this role, the minimum gross annual base salary is EUR 32,480 In addition to base salary, this role includes a significant performance-based variable component, paid quarterly. The final offer will reflect your experience, skills, and the scope of the role.     #ALEPH Why Join Us?   Aleph is a place of many cultures, perspectives, and talents. We support each other, creating an environment of giving and receiving. We value partnership and communication because we believe it takes a group of people to achieve great things. We are energized by our ever-changing industry, our curiosity keeps us learning and seeking out new opportunities.     We stay flexible and adaptable, and believe in moving with the speed of change. We encourage everyone to strive for more, providing our internal talent with growth opportunities and the ability to learn together.    #ALEPH