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Location: New York, NY (HQ); San Francisco, CA; Remote (US) Workplace: Hybrid ABOUT RAMP Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books. The problems are high-stakes, data-dense, and unforgiving. We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome. The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same. If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it. ABOUT THE ROLE As an Account Executive, Enterprise at Ramp, you are a proven hunter & sales closer with track record of quota attainment and overachievement. We believe strongly in our value proposition of aligning incentives with our customers and you will bring it to life through the sales process with C-Level executives and key decision makers. As an early member of the team, you will also have the opportunity to help build the sales engine and define the sales strategy that fuels the growth of the company! WHAT YOU’LL DO - Drive revenue for Ramp, owning the entire sales cycle through close - Develop strategies for closing opportunities within your assigned territory - Leverage sales methodologies to uncover customer needs and pain points - Articulate Ramp’s value proposition by using the appropriate sales qualification standards - Own sales activity and monthly revenue forecasting in Salesforce - Collaborate with product, design, and engineering teams to incorporate customer feedback WHAT YOU NEED - Minimum 6 years of quota-carrying direct SaaS sales experience in a full cycle closing role with strong prospecting, qualifying, negotiating, and closing skills - Experience closing upwards of 20 deals a quarter, with an average deal size about 50K in ACV - Ability to discuss Ramp's value proposition with C-level executives, finance teams, and decision makers - Experience with outbound prospecting and conducting product demonstrations - Consultative sales approach and comfortable leveraging analytical & quantitative skills - Consistent track record of hitting or exceeding sales targets in a fast-paced environment - High adaptability and understanding of change within the evolution of a startup - Excellent verbal and written communication skills NICE TO HAVES - Experience selling financial services BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL) - Flexible PTO - Centralized home-office equipment ordering - Health and wellness stipend - Budget for intra-office travel - Weekly coffee stipend UNITED STATES - 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents - One Medical annual membership - 401(k), including employer match on contributions made while employed by Ramp - Fertility HRA (up to $10,000 per year) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay - Pet insurance - In-office perks: lunch, snacks, drinks, and more - Relocation expense coverage to NYC or SF (if needed) CANADA - Group medical, dental, and vision coverage through Sun Life - Life, AD&D, and disability coverage - Fertility drug coverage (up to $4,000 lifetime) - Group Retirement Plan with employer match (RRSP + DPSP) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay - Employee Assistance Program and virtual care through Lumino Health UNITED KINGDOM - Private medical insurance through Freedom Elite - Virtual GP and at-home care via eMed x Livi - Workplace pension through Penfold, with salary sacrifice option - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay REFERRAL INSTRUCTIONS If you are being referred for the role, please contact that person to apply on your behalf.   OTHER NOTICES Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.   Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.   Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice

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Location: United States; Canada Workplace: Remote WHO ARE WE? Cohere is the leading security-first enterprise AI company. We build cutting-edge foundation AI models and end-to-end products that are designed to solve real-world business problems. We’re training and deploying frontier models for enterprises who are building AI systems. We believe that our work is instrumental to the widespread adoption of AI and we are looking for folks that want to be part of that. We obsess over what we build. Each one of us is responsible for contributing to increasing the capabilities of our models and the value they drive for our customers. Cohere is a team of researchers, engineers, designers, and more, who are all passionate about their craft. We are a global technology company headquartered in Toronto with key offices in London, New York City, San Francisco, Montreal, Paris, Berlin and Seoul. Join us! As the Senior Director of Solutions Architecture for the Americas at Cohere, you will own the US and Canada commercial Solutions Architecture function. You will lead the team that turns enterprise interest in agentic AI into deployed, production systems, and you will be accountable for the technical win in the most competitive AI market in the world. The United States and Canada are our largest commercial opportunity, and this seat owns how we win them. You will take an established, distributed team of strong technical people and raise what it can do — setting the bar and establishing the operating rhythm that lets a team of generalists run consistent, industry-fluent plays at enterprise scale. You will set direction for the function, sit on the Solution Architecture leadership team alongside the regional leaders for EMEA and Asia Pacific, and contribute to company-wide decisions with your peers across Sales, Product and Engineering. IN THIS ROLE, YOU WILL: - Lead and Scale the Organization: Build, coach and develop a high-performing Solutions Architecture organization across the US and Canada, and grow the senior technical talent within it. - Own the Technical Win: Be personally accountable for the technical outcome of the region’s most strategic pursuits, and be in the room for the ones that decide the year. - Own the US Market: Lead how Cohere positions, proves and sells into US enterprises — our largest commercial opportunity, and the market this seat is measured on. - Extend Our Reach: Grow the share of the region’s pipeline the team is technically leading, and make sure we are engaged early on the opportunities that matter most. - Own the Number with Sales: Partner with regional Sales leadership as a co-owner of the region’s number, not as a support function to it. - Set Direction for the Function: Define the vision, strategy and operating model for Americas Solutions Architecture, and hold your leaders accountable for delivery and execution against it. - Build Repeatable Solution Practices: Establish scalable solution-selling methodologies, industry playbooks, executive narratives, business cases and technical delivery frameworks that improve consistency and win rates. - Architect Enterprise AI Solutions: Guide customers in designing secure, scalable, production-ready agentic AI solutions across cloud, hybrid, VPC and on-premises environments. - Shape Product Direction: Partner closely with Product and Engineering to translate customer feedback and market needs into platform improvements and roadmap priorities. - Attract Talent to Cohere: Bring senior technical field talent with you and continue to attract it. Building the bench is part of the job, not a consequence of it. KEY RESPONSIBILITIES: - Lead and develop the Americas commercial Solutions Architecture team through coaching, hiring, performance management and career development. - Partner with regional Sales leadership to pursue and close strategic enterprise opportunities across financial services, healthcare, energy, technology and other key verticals. - Own the region’s technical coverage model, and ensure the team is engaged early and consistently on the opportunities that matter most. - Lead executive workshops, discovery sessions, solution presentations and technical deep dives with C-suite and senior customer stakeholders. - Develop business cases, solution architectures, implementation roadmaps and technical proposals that align customer objectives with Cohere’s platform. - Guide customers through the deployment of enterprise AI solutions, ensuring scalability, security, governance and operational readiness. - Create repeatable solution assets, industry playbooks and best practices that enable the team to consistently deliver high-quality customer engagements. - Collaborate cross-functionally with Product, Engineering, Sales and Customer Success to ensure alignment between customer needs and platform evolution, and contribute to decisions that reach beyond your own function. - Serve as the voice of the field by capturing customer feedback and competitive insights that influence product strategy. - Own and report on the region’s operational and commercial metrics, including technical win rates, pipeline health, coverage and team performance. WHAT WE’RE LOOKING FOR: - Leadership Experience: 15+ years in Solutions Architecture, Solutions Engineering, Technical Consulting or Enterprise Architecture, including 7+ years leading customer-facing technical teams, and a record of developing people into senior and leadership roles. - People Leadership: A proven record of hiring, coaching and developing high-performing Solutions Architecture or Solutions Engineering teams, and of building or transforming an organization rather than inheriting a healthy one. - Executive Presence: You command a room. You are credible in front of a CEO and their business leaders, the people who own the problem and the budget, and equally credible in front of a Chief Information Officer, a Chief AI Officer or a Chief Information Security Officer. You can move between the business case and the architecture without losing either audience. - Hands-On Technical Credibility: You are technical enough to be believed by a strong engineering bench. You work with models and agents yourself, you can pressure-test your team’s architecture, and you can be the most useful person in a design conversation when it matters. This is a player-coach seat, not an overlay. - Commercial Acumen: A demonstrated ability to partner with enterprise Sales leadership, influence strategic deals, and articulate business value to executive stakeholders. You have carried a number and can point to deals you personally moved. - Consulting Mindset: Experience leading complex enterprise solution engagements, developing business cases, implementation plans and executive-ready recommendations. - Technical Expertise: A strong understanding of modern AI architectures, including large language models, agentic systems, retrieval, enterprise integrations, cloud platforms, hybrid and on-premises deployments, security and governance. - Enterprise Experience: Experience designing and delivering enterprise technology solutions in complex, regulated or large-scale environments. - Cross-Functional Influence: A record of contributing to decisions beyond your own function, and of working effectively with Product and Engineering leadership. PREFERRED QUALIFICATIONS: - Experience building or turning around a regional technical field organization, and evidence of what changed as a result. - Background in enterprise AI, cloud, or data platform companies, or applied AI consulting organizations. - Experience supporting customers in regulated industries such as financial services, healthcare, energy, or the public sector. - Experience building repeatable solution-selling methodologies and helping generalist technical teams operate at a consistently high level. - A network of senior technical field talent you can attract to Cohere. - Experience operating in high-growth environments where speed, ownership and cross-functional collaboration are critical. FULL-TIME EMPLOYEES AT COHERE ENJOY THESE PERKS: - A weekly lunch stipend of $75/£75 or equivalent in your local currency for lunch. - Full health and dental benefits, including a separate budget for mental health. - RRSP matching, 401K, Pension Scheme. - 100% Parental Leave top-up for up to 6 months, for either parent. - Annual enrichment benefits: Arts & culture, fitness/wellness, quality time, and a workspace improvement credit. Education & learning stipend for conferences, courses, and coaching. - 6 weeks of paid vacation (30 working days!) - Budget for traveling to other offices if you are remote, plus an annual company offsite. HOW AND WHERE WE WORK: - Cohere is remote-friendly, but we also have offices in Toronto, London, New York City, San Francisco, Montreal, Paris, Berlin and Seoul with more opening soon. - For those in the office: a daily lunch program, plenty of snacks, and regular community and social events. - For those not near an office: a co-working benefit so you can work alongside others in your city. - Everyone receives a $500 home office stipend to set up your workspace properly. If any of the above doesn’t line up exactly with your experience, we still encourage you to apply. We strive to create an inclusive work environment for all; we welcome applicants from all backgrounds and are committed to providing equal opportunities. Should you require any accommodations during the recruitment process, please submit an Accommodations Request Form https://docs.google.com/forms/d/12a6IrLdF3kI2nonKSr4tiFuz18rLQbaeYV-JM9L4o9Q/edit, and we will work together to meet your needs. We may use AI-enabled tools to screen and assess applicants against the criteria for this position. This helps our recruiters identify potentially qualified candidates, but it doesn't limit the applications our recruiters may review or consider. Beware of Scams: Cohere will never ask for payment or third-party services (e.g., CV writing) as part of our hiring process. All legitimate roles are listed on the Cohere careers page and LinkedIn only, with all communications from Cohere employees coming from an @cohere.com or @cw.cohere email alias. If jobs are viewed on other sites then please verify these through our official careers https://cohere.com/careers page.

Location: United States (Remote) Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X . We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do. You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity. The Opportunity Lead cloud partnership growth across AMER with AWS, Google Cloud, and Microsoft Azure. Work closely with the Head of the AMER Partner organization to align cloud initiatives with regional strategy. Build a scalable, repeatable cloud go-to-market motion across AMER in collaboration with CSP field teams, solution engineers, and SI partners. Drive joint business acceleration by deepening engagement with the region’s major cloud ecosystems. What You’ll Be Doing Developing and executing the AMER cloud partner strategy aligned to global cloud priorities. Building strong field relationships with AWS, GCP, and Azure to support co-selling, account alignment, and joint pursuit activity. Creating partner-sourced pipeline by educating cloud teams and activating CSP channels as a business-generation engine. Delivering enablement programs, workshops, and technical training for CSP sales and technical teams across AMER. Orchestrating joint go-to-market initiatives with cloud providers and SI partners, including events, campaigns, workshops, and customer-success projects. Managing operational elements of cloud partnerships such as Marketplace transactions, cloud credits, co-marketing funds, and program compliance. Integrating cloud-partnership activities with AMER sales, partner, marketing, and product teams. Tracking and reporting partner activity, co-sell pipeline, and performance metrics. Monitoring regional cloud-market trends to inform ongoing strategy. What Makes You a Great Fit 6–10+ years’ experience in AMER partner, alliances, or cloud sales roles within enterprise software, SaaS, or cloud technology companies. Hands-on experience running joint go-to-market and co-sell motions with AWS, GCP, or Azure. Proven ability to generate new opportunities through structured cloud-field engagement. Strong capability in delivering training and enablement across diverse AMER audiences. Excellent relationship-building skills with the ability to influence senior stakeholders internally and externally. Confident managing pipeline, forecasting, and reporting. Comfortable working across distributed teams and multiple time zones. Bonus Points For Experience with cloud marketplaces, incentives, co-marketing funds, and programmatic partnership operations. Understanding of AMER SI, consulting, and cloud-native partner ecosystems. Background in high-growth SaaS or cloud-platform environments. Compensation & Rewards: In the United States, the OTE compensation range for this role is  $258,000 - $280,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally. *Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process. Why You’ll Thrive at Grafana Labs: 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose. Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment. Transparent Communication – Expect open decision-making and regular company-wide updates. Innovation-Driven – Autonomy and support to ship great work and try new things. Open Source Roots – Built on community-driven values that shape how we work. Empowered Teams – High trust, low ego culture that values outcomes over optics. Career Growth Pathways – Defined opportunities to grow and develop your career. Approachable Leadership – Transparent execs who are involved, visible, and human. Passionate People – Join a team of smart, supportive folks who care deeply about what they do. In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it. Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable. Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow. Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings. #LI-Remote For information about how your personal data is used once you’ve applied to a job, check out our privacy policy .

Location: Remote - US East About the Job: As a Senior Enterprise Account Executive, you will play a pivotal role in nurturing and expanding relationships with large enterprise accounts within your designated territory. You should possess exceptional business acumen, a customer-centric approach, and the self-motivation to thrive with minimal supervision. Moreover, you must be adaptable and proficient in wearing multiple hats as you take on this crucial responsibility. We have full confidence in your ability to make the right decisions and drive results autonomously. LaunchDarkly is a rapidly evolving software company with a strong mission and vision, powered by a diverse and talented team. Our mission is to accelerate software development by empowering teams. Joining our dynamic and fast-growing team, you will make an immediate impact on our product and customer success. Responsibilities: Ownership of Large Enterprise Accounts: You will be the primary point of contact and relationship owner for large enterprise accounts within your territory. Territory and Account Planning: Develop comprehensive territory and account plans, proactively drive outbound pipeline generation independently, and collaborate effectively with Business Development Representatives. Ensure Successful Adoption: Ensure the seamless adoption of LaunchDarkly within these large enterprises through robust account management. Coordinate closely with pre-and-post sales engineering, customer success, and support teams to guarantee client satisfaction. Elevate LaunchDarkly's Visibility: Increase LaunchDarkly's visibility and communicate our value proposition effectively to Vice Presidents and C-Suite executives within these large enterprises. Collaboration with Solutions Engineers: Work closely with your solutions engineer counterpart to deliver both business and technical value to prospects and customers. Cross-functional Collaboration: Collaborate with internal teams, including product support, developer relations, marketing, and revenue operations, to align our offerings with customer business needs effectively. About You: Entrepreneurial and Self-Motivated: You are driven and proactive, taking ownership of your role and responsibilities. Passion for Learning and Growth: You are enthusiastic about continuous learning and personal development at LaunchDarkly. Intellectual Curiosity and Ambition: You have a hunger for knowledge and strive for ambitious goals. Excellent Communication: Your written and spoken communication skills are outstanding. Highly Organized & Autonomous: You are capable of efficiently managing your workload and thrive in an environment that encourages autonomy. Adaptability: You excel in a fast-paced and dynamic organizational setting. Qualifications: 7+ years of Enterprise (closing) Sales Experience Experience selling DevOps products or a strong technical understanding of developer workflows and pain points, with the ability to communicate how solutions address these challenges. You have a demonstrable track record of consistently meeting or exceeding quota expectations. You possess the expertise to navigate consultative sales cycles with Executive-level stakeholders at Fortune 500 companies. You have experience implementing and succeeding with a Land & Expand SaaS Sales strategy, effectively expanding business within large enterprise accounts. Recent experience working for an emerging technology software company is a significant plus. Familiarity with and experience using the MEDDPIC sales methodology is advantageous. Travel: expected range of 25% to 50% as needed Pay: Target pay ranges based on Geographic Zones* for Level 4: Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $269,400 - $370,480 ** Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $242,500 - $333,410 ** Zone 3: All other US locations - $229,000 - $314,930* * LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location. *Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas. **Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary. About LaunchDarkly: Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations. The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by: Improving the velocity and stability of software releases, without the fear of end customer outages Delivering targeted experiences by easily personalizing features to customer cohorts Maximizing the business impact of every feature through the ability to experiment and optimize Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at hr@launchdarkly.com . Do you need a disability accommodation? Fill out this accommodations request form and someone from our People Operations team will contact you for assistance. Your safety matters to us. To protect yourself from potential scams, LaunchDarkly recruiters will only contact you from @LaunchDarkly .com email addresses or via LinkedIn from "Verified Recruiter" accounts. Be cautious of emails from other domains.  Legitimate LaunchDarkly recruiters will never ask for money, fees, or banking information before making a job offer. LaunchDarkly will never make a job offer without conducting a formal interview process. Our interview process does not involve asking detailed questions by email. If you are ever unsure about a communication that you receive, don't click any links—visit Careers | LaunchDarkly directly for confirmed job openings and links to apply. Please notify us of any fraudulent representation by sending an email to careers@launchdarkly.com .

Location: Remote - US Central About the Job: As a Senior Enterprise Account Executive, you will play a pivotal role in nurturing and expanding relationships with large enterprise accounts within your designated territory. You should possess exceptional business acumen, a customer-centric approach, and the self-motivation to thrive with minimal supervision. Moreover, you must be adaptable and proficient in wearing multiple hats as you take on this crucial responsibility. We have full confidence in your ability to make the right decisions and drive results autonomously. LaunchDarkly is a rapidly evolving software company with a strong mission and vision, powered by a diverse and talented team. Our mission is to accelerate software development by empowering teams. Joining our dynamic and fast-growing team, you will make an immediate impact on our product and customer success. Responsibilities: Ownership of Large Enterprise Accounts: You will be the primary point of contact and relationship owner for large enterprise accounts within your territory. Territory and Account Planning: Develop comprehensive territory and account plans, proactively drive outbound pipeline generation independently, and collaborate effectively with Business Development Representatives. Ensure Successful Adoption: Ensure the seamless adoption of LaunchDarkly within these large enterprises through robust account management. Coordinate closely with pre-and-post sales engineering, customer success, and support teams to guarantee client satisfaction. Elevate LaunchDarkly's Visibility: Increase LaunchDarkly's visibility and communicate our value proposition effectively to Vice Presidents and C-Suite executives within these large enterprises. Collaboration with Solutions Engineers: Work closely with your solutions engineer counterpart to deliver both business and technical value to prospects and customers. Cross-functional Collaboration: Collaborate with internal teams, including product support, developer relations, marketing, and revenue operations, to align our offerings with customer business needs effectively. About You: Entrepreneurial and Self-Motivated: You are driven and proactive, taking ownership of your role and responsibilities. Passion for Learning and Growth: You are enthusiastic about continuous learning and personal development at LaunchDarkly. Intellectual Curiosity and Ambition: You have a hunger for knowledge and strive for ambitious goals. Excellent Communication: Your written and spoken communication skills are outstanding. Highly Organized & Autonomous: You are capable of efficiently managing your workload and thrive in an environment that encourages autonomy. Adaptability: You excel in a fast-paced and dynamic organizational setting. Qualifications: 7+ years of Enterprise (closing) Sales Experience Experience selling DevOps products or a strong technical understanding of developer workflows and pain points, with the ability to communicate how solutions address these challenges. You have a demonstrable track record of consistently meeting or exceeding quota expectations. You possess the expertise to navigate consultative sales cycles with Executive-level stakeholders at Fortune 500 companies. You have experience implementing and succeeding with a Land & Expand SaaS Sales strategy, effectively expanding business within large enterprise accounts. Recent experience working for an emerging technology software company is a significant plus. Familiarity with and experience using the MEDDPIC sales methodology is advantageous. Travel: expected range of 25% to 50% as needed Pay: Target pay ranges based on Geographic Zones* for Level 4: Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $269,400 - $370,480 ** Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $242,500 - $333,410 ** Zone 3: All other US locations - $229,000 - $314,930* * LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location. *Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas. **Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary. About LaunchDarkly: Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations. The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by: Improving the velocity and stability of software releases, without the fear of end customer outages Delivering targeted experiences by easily personalizing features to customer cohorts Maximizing the business impact of every feature through the ability to experiment and optimize Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at hr@launchdarkly.com . Do you need a disability accommodation? Fill out this accommodations request form and someone from our People Operations team will contact you for assistance. Your safety matters to us. To protect yourself from potential scams, LaunchDarkly recruiters will only contact you from @LaunchDarkly .com email addresses or via LinkedIn from "Verified Recruiter" accounts. Be cautious of emails from other domains.  Legitimate LaunchDarkly recruiters will never ask for money, fees, or banking information before making a job offer. LaunchDarkly will never make a job offer without conducting a formal interview process. Our interview process does not involve asking detailed questions by email. If you are ever unsure about a communication that you receive, don't click any links—visit Careers | LaunchDarkly directly for confirmed job openings and links to apply. Please notify us of any fraudulent representation by sending an email to careers@launchdarkly.com .

Location: London, England 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! Figma is growing our team of passionate people on a mission to make design accessible to all. Born on the Web , Figma helps entire product teams brainstorm , create, test, and ship better designs, together. From great products to long-lasting companies, we believe that nothing great is made alone - come make with us! Figma is looking for a Director, SMB Sales (EMEA) to join our growing Global Commercial organization. As Director of SMB Sales, EMEA, you'll lead a team of frontline managers and Account Executives responsible for helping growing businesses adopt Figma's Organization and Enterprise plans. Reporting to the VP of Commercial Sales, you'll play a critical role in scaling a high-volume, specialized sales motion while partnering closely with leaders across the Americas and JAPAC to drive consistency, share best practices, and evolve how we serve SMB customers globally. This is an opportunity to shape the next chapter of one of Figma's fastest-growing businesses, leading a talented team while influencing strategy across Sales, Marketing, Operations, Enablement, and Product. At Figma, we value leaders who think creatively, challenge the status quo, and build teams that consistently raise the bar for customer experience and business impact. This is a full time role that can be held from one of our EMEA hubs. What you'll do at Figma: Lead, develop, and inspire a team of frontline managers and Account Executives, building a high-performing culture focused on coaching, accountability, and customer impact. Scale the EMEA SMB business by driving operational excellence across forecasting, pipeline management, inspection, and execution against revenue goals. Partner with SMB leaders across the Americas and JAPAC to build a globally consistent sales motion, sharing best practices and raising execution standards across regions. Recruit, hire, and develop exceptional sales leaders while building a strong internal pipeline of future Mid-Market leaders and second-line managers. Coach managers through forecast reviews, pipeline inspections, deal strategy, call coaching, and performance management to improve both team execution and customer outcomes. Use data to identify opportunities, test new strategies, and continuously improve the SMB sales motion, including territory design, pipeline generation, productivity, and conversion. Partner closely with Operations, Enablement, Marketing, Solutions Consulting, Customer Experience, and Product to influence the evolution of the SMB business and improve how we serve customers globally. Serve as an executive sponsor for strategic customer opportunities while representing the voice of EMEA in the continued evolution of Figma's global SMB strategy. We'd love to hear from you if you have: 8+ years of experience leading SaaS sales organizations, including at least 4 years in sales management. You’ve managed frontline leaders and spent at least 2 years in a second-line leadership role. You’ve led distributed sales teams across multiple countries and understand the differences between EMEA markets. Comfortable balancing long-term strategy with the realities of day-to-day execution. Built and scaled teams of Sales Managers and Account Executives in a high-growth company. Ideally, you also have experience with SMB or Commercial SaaS sales, particularly in a product-led growth business. You know how to coach leaders, develop talent, and create inclusive teams that perform consistently. You’ve exceeded revenue targets while improving forecasting and building dependable sales processes. Confident using data to make decisions and have worked closely with Marketing, Operations, Enablement, Product, and other go-to-market teams. While it’s not required, it’s an added plus if you also have: Experience using or working with Figma, or other UX/UI experience Additional European language fluency (e.g. French, German, Spanish) Experience with Command of the Message or MEDDIC/MEDDICC sales methodology Background scaling teams across multiple EMEA markets simultaneously 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 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 As a member of the Capacity Strategy & Operations team, you will sit at the intersection of supply intelligence, demand forecasting, and cross-functional execution, turning a complex, fast-moving hardware market into a predictable, reliable foundation for our customers and internal engineering teams. This is not a purely analytical role. You will own the end-to-end capacity planning process: from translating customer commitments and growth forecasts into concrete supply requirements, to coordinating fulfillment across vendors, finance, and the infrastructure team, to building the systems that make all of this repeatable and scalable. When supply is constrained and tradeoffs are unavoidable, you are the person in the room who can model the options, make a clear recommendation, and drive alignment fast. You are a strong fit if you have operated at the intersection of strategy and execution before — someone who is equally comfortable building a capacity model in a spreadsheet and running a cross-functional war room when a customer deployment is at risk. EXAMPLE INITIATIVES - Demand-Supply Alignment Framework: Build and own the process that translates customer pipeline, signed commitments, and growth projections into a forward-looking GPU demand signal — so the team is never caught flat-footed when a customer scales faster than expected. - Constrained Allocation Playbook: Define the decision framework for how Baseten allocates scarce GPU supply across competing customers and regions, including escalation paths and tradeoff criteria for leadership. - Capacity War Room Ownership: Lead cross-functional response when a high-stakes capacity situation arises — coordinating across Sales, SRE, Finance, and Vendor relationships to resolve it with minimal customer disruption. - Strategic Briefings for Leadership: Produce clear, concise capacity health reports and scenario analyses for senior leadership, enabling confident decisions on customer commitments, vendor negotiations, and CapEx allocation. RESPONSIBILITIES - Own the capacity planning process end to end: intake, triage, prioritization, fulfillment tracking, and post-mortem learnings - Translate customer commitments, sales pipeline, and infrastructure growth targets into concrete GPU demand forecasts across regions, GPU types, and timelines - Partner with Finance to model capacity scenarios, evaluate new supply opportunities, and support CapEx decision-making - Work closely with the Capacity Acquisition team to align supply procurement with forward demand, flagging gaps and risks early - Coordinate cross-functionally across Sales, SRE, and Infrastructure teams to resolve capacity conflicts and ensure customer commitments are honored - Build and maintain the operational cadence that keeps capacity planning structured, visible, and free of ad-hoc Slack chaos - Develop reporting and dashboards that give leadership a real-time view of capacity health, utilization trends, and risk exposure - Identify recurring operational gaps in the capacity lifecycle and drive process improvements that reduce toil and improve reliability REQUIREMENTS - 5+ years of experience in strategy, operations, consulting, finance, or a similarly analytical and execution-oriented role - Demonstrated ability to own complex, cross-functional processes with multiple stakeholders and competing priorities - Strong quantitative and modeling skills — comfortable building demand forecasts, scenario analyses, and capacity models from scratch - Excellent communication skills, with a track record of distilling ambiguous situations into clear recommendations for senior leadership - High ownership mindset: you identify what is broken, build the fix, and follow through until it is working - Operates well under pressure and in ambiguous, fast-moving environments where the playbook does not yet exist NICE TO HAVE - Familiarity with GPU infrastructure, cloud platforms, or AI/ML ecosystem - Experience in a high-growth startup or Series B+ environment where operational processes were being built from scratch - Exposure to vendor or partner management, particularly in hardware, cloud, or infrastructure contexts 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: London, UK Workplace: OnSite ABOUT RAMP Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books. The problems are high-stakes, data-dense, and unforgiving. We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome. The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same. If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it. ABOUT THE ROLE Ramp is building its UK partnerships ecosystem, and we're looking for a Channel Partner Manager who can turn relationships across a myriad of industries into meaningful customer opportunities. This is a generalist role for someone who can see where a partnership makes sense, move quickly, and build momentum across a varied partner portfolio. You'll identify how and where Ramp can create value for a prospective partner's customer base, then carry the relationship through to qualified introductions and customer adoption. You'll learn what uniquely motivates each partner and turn early success into a repeatable flywheel of referrals. Some relationships will need to be built from the ground up; others will need sharper activation and follow-through. The mix will evolve, so you should be comfortable moving between different partner models while staying focused on commercial outcomes. You'll work closely with Ramp's UK Sales team and colleagues in Partnerships, Marketing, Events, Product, and Engineering to connect the right partners and customers and make each introduction count. WHAT YOU'LL DO - Build and manage a varied portfolio of UK partners, adapting your approach to each relationship and industry. - Identify how Ramp can create value for a prospective partner's customer base, then prioritize relationships with the clearest path to fast execution. - Understand what matters to each partner and shape a referral motion that gives them a compelling reason to keep bringing relevant customers to Ramp. - Create repeatable sources of qualified introductions through partner enablement, account mapping, joint campaigns, events, and warm networks. - Use business communities, hospitality, and executive events when they can create relevant introductions and measurable commercial value. - Coordinate partner introductions and follow-up with Ramp's Sales team so opportunities have a clear owner and a strong customer experience. - Track partner activity from introduction through qualified opportunity and customer adoption; use the data to refine each motion and focus time on what works. - Run regular partner reviews, keep commitments moving across teams, and represent Ramp credibly with partner executives and prospective customers. WHAT YOU NEED - 5+ years of experience, including 3+ years in partnerships, business development, partner sales, account management, or commercial strategy. - A record of building trusted senior relationships and delivering measurable commercial results through partners. - The ability to learn different partner business models quickly, understand their customers, and spot where Ramp can create value. - Strong commercial judgement in prioritizing prospects, shaping warm introductions, and managing opportunities with sales teams. - Experience executing partner go-to-market activity, such as enablement, account mapping, campaigns, events, or co-sell programs. - Comfort using performance data to assess partner activity, report results, and adjust course. - Excellent written, verbal, and listening skills, with the ability to work across partner organizations and internal teams. - A hands-on, organized working style that keeps multiple relationships and commitments moving at once. - UK-based, with flexibility to travel across the UK and attend occasional evening or weekend partner events. NICE TO HAVES - A background in strategy consulting or investment banking. - Experience creating B2B pipeline through partner networks, executive events, hospitality, or account-based campaigns. - Familiarity with UK small and medium-sized businesses and the finance leaders who buy and use Ramp's products. - Experience building a new partner motion in a growing market or adapting a successful approach to a new partner category. WHAT SUCCESS LOOKS LIKE - Ramp has a prioritized UK partner portfolio with a clear customer opportunity and path to activation for each active relationship. - Partners and Ramp teams know who owns each introduction, opportunity, and next step. - Partner activity produces a consistent flow of relevant introductions, qualified opportunities, and customers. - Partners continue to bring relevant referrals because the relationship creates value for their customers and for their own business. - The strongest partner motions are repeatable, and the team has evidence to decide where to invest next. BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL) - Flexible PTO - Centralized home-office equipment ordering - Health and wellness stipend - Budget for intra-office travel - Weekly coffee stipend UNITED STATES - 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents - One Medical annual membership - 401(k), including employer match on contributions made while employed by Ramp - Fertility HRA (up to $10,000 per year) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay - Pet insurance - In-office perks: lunch, snacks, drinks, and more - Relocation expense coverage to NYC or SF (if needed) CANADA - Group medical, dental, and vision coverage through Sun Life - Life, AD&D, and disability coverage - Fertility drug coverage (up to $4,000 lifetime) - Group Retirement Plan with employer match (RRSP + DPSP) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay - Employee Assistance Program and virtual care through Lumino Health UNITED KINGDOM - Private medical insurance through Freedom Elite - Virtual GP and at-home care via eMed x Livi - Workplace pension through Penfold, with salary sacrifice option - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay REFERRAL INSTRUCTIONS If you are being referred for the role, please contact that person to apply on your behalf.   OTHER NOTICES Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.   Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.   Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice

Location: London, UK Workplace: OnSite ABOUT RAMP Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books. The problems are high-stakes, data-dense, and unforgiving. We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome. The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same. If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it. ABOUT THE ROLE Ramp is building it's UK business from the ground up. We are looking for a Director of Partnerships to be the senior commercial owner of Ramp’s partner ecosystem in the UK: creating the relationships, market presence, and repeatable routes to revenue that help make Ramp a category-defining company in the region. Reporting to the VP of Channel Sales, you will operate as a founder for Partnerships in London. You will build a focused partner strategy, develop executive-level relationships, and turn the right relationships into durable commercial outcomes. You will work closely with the UK go-to-market team and cross-functional leaders across Sales, Product, Marketing, and Customer Success to make partnerships a meaningful driver of market entry and long-term growth. This is not a role for someone looking to inherit a mature playbook. The right person is entrepreneurial, commercially sharp, and comfortable creating clarity where there is none. They can move from a first meeting with a senior executive to a clear point of view, an internal plan, and disciplined follow-through. What You'll Do - Own and execute Ramp’s UK partnerships strategy, identifying the partner categories and individual relationships that can accelerate awareness, pipeline, customer value, and long-term market position - Build and maintain senior relationships across the UK ecosystem, including accounting, private equity and venture capital firms, professional-services and consulting firms, financial institutions, technology partners, and other high-leverage channels - Work alongside the UK Channel Partner Managers, aligning the broader ecosystem strategy with Ramp’s dedicated motions and creating leverage across shared relationships - Develop a focused partnership plan for priority relationships: articulate the joint value proposition, define the commercial path, and create mutual accountability for progress - Generate measurable commercial impact by sourcing and influencing pipeline, creating warm paths to target customers, and supporting strategic deals through partner relationships - Represent Ramp with credibility at executive meetings, industry events, and partner forums, building the company’s reputation as a serious, long-term UK partner - Serve as the internal voice of the UK partner market, translating relationship intelligence, customer needs, and market dynamics into actionable input for Sales, Product, Marketing, and leadership - Build the operating cadence for the function, including account plans, partnership scorecards, executive briefs, pipeline visibility, and clear follow-through across internal and external stakeholders - Help shape Ramp’s broader UK and European go-to-market strategy as the market, team, and partnership portfolio grow What You Need - 10+ years of experience in sales, partnerships, business development, alliances, or go-to-market leadership, with a demonstrated record of building senior relationships and driving commercial outcomes - A proven track record of owning revenue, quota, influenced pipeline, or similarly concrete commercial goals in a complex B2B environment - Executive presence and sound judgment: you can earn credibility with senior partner leaders and represent Ramp confidently in consequential conversations - A builder mindset. You have launched a territory, vertical, business line, or partner motion, and know how to create a plan and operating rhythm from a blank page - The ability to turn broad relationships into specific opportunities, navigate multiple stakeholders, and maintain momentum through long sales and partnership cycles - Strong strategic and analytical thinking, with the ability to decide where Ramp should invest and make a clear, data-informed case to senior leadership - Excellent written and verbal communication skills, including the ability to build a compelling partnership narrative and align cross-functional teams around it - AI fluency as a daily habit. Ramp is a builder culture: if you do not instinctively reach for AI before doing things manually, this role will be a hard adjustment - Ability to work five days per week from Ramp’s London office, with willingness to travel across the UK and continental Europe as needed Nice to Haves - Experience selling or partnering into private equity, financial services, consulting, enterprise technology, or high-growth software companies - Experience in fintech, financial software, payments, spend management, or the office of the CFO technology ecosystem - An established UK network of senior commercial, investment, operating, or technology leaders - Experience building a new market or international go-to-market motion - Fluency in an additional European language Why Ramp - Own one of Ramp’s most important external-facing growth mandates as we build the UK business - Work directly with senior leaders across Channel, Sales, Product, and Marketing, with the autonomy to shape the market strategy and the accountability to deliver commercial outcomes - Build at the intersection of fintech, AI, and enterprise software at a company redefining how businesses manage spend BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL) - Flexible PTO - Centralized home-office equipment ordering - Health and wellness stipend - Budget for intra-office travel - Weekly coffee stipend UNITED STATES - 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents - One Medical annual membership - 401(k), including employer match on contributions made while employed by Ramp - Fertility HRA (up to $10,000 per year) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay - Pet insurance - In-office perks: lunch, snacks, drinks, and more - Relocation expense coverage to NYC or SF (if needed) CANADA - Group medical, dental, and vision coverage through Sun Life - Life, AD&D, and disability coverage - Fertility drug coverage (up to $4,000 lifetime) - Group Retirement Plan with employer match (RRSP + DPSP) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay - Employee Assistance Program and virtual care through Lumino Health UNITED KINGDOM - Private medical insurance through Freedom Elite - Virtual GP and at-home care via eMed x Livi - Workplace pension through Penfold, with salary sacrifice option - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay REFERRAL INSTRUCTIONS If you are being referred for the role, please contact that person to apply on your behalf.   OTHER NOTICES Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.   Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.   Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice

Location: London, UK Workplace: OnSite ABOUT RAMP Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books. The problems are high-stakes, data-dense, and unforgiving. We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome. The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same. If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it. ABOUT THE ROLE Ramp's Accounting Channel is a key growth driver for the company, and we're looking for a founding Channel Partner Manager to help build our UK accounting-partner motion from the ground up. As an early member of the team in London, you'll have the opportunity to shape how Ramp partners with accounting and advisory firms across the region; building the relationships, go-to-market strategy, and repeatable motions that fuel long-term growth. This role is for someone who thrives in ambiguity, moves quickly, and takes ownership without being handed a playbook. You'll acquire and grow relationships with accounting and advisory partners, enable their teams, and generate revenue through client referrals. You'll also help us adapt Ramp's partner strategy to the commercial and cultural nuances of the UK markets. WHAT YOU'LL DO - Source, qualify, and conduct deep discovery with net-new accounting and advisory partners across the UK - Sign partners and build comprehensive go-to-market plans that create a scalable referral motion - Drive revenue for Ramp by generating and converting client referrals from accounting firms - Build relationships with multiple stakeholders within partner firms, from firm leadership to client-facing teams - Educate partners on Ramp's offering and clearly articulate the value we deliver to both their firms and their clients - Enable and onboard partner team members so they can confidently identify, position, and refer Ramp - Hold monthly and quarterly business reviews with key partners; use performance data and feedback to identify new growth opportunities - Adapt your approach to the cultural, commercial, and regulatory nuances of the UK accounting landscape - Work cross-functionally with marketing, growth, direct sales, and product and engineering to develop co-marketing opportunities, onboard referred clients, and inform the product roadmap - Become an expert in Ramp's product, features, and workflows - Build new (and improve existing) workflows, sales motions, and partner programs that contribute to the team's continued success - Own partner activity, pipeline, forecasts, and revenue targets with disciplined follow-through and CRM hygiene WHAT YOU NEED - AI fluency as a daily habit. Ramp is a builder culture: if you don't instinctively reach for AI before doing things manually, this role will be a hard adjustment - 4+ years of experience in partner sales, business development, partnership management, full-cycle sales, or channel partnerships - Strong discovery skills and a consultative approach to uncovering partner pain points and growth opportunities - A track record of consistently meeting or exceeding revenue targets and quotas - An entrepreneurial mindset and the ability to operate with high autonomy in a fast-paced, evolving environment - A strong bias for action, with a dedication to tracking performance and improving efficiency every day - Excellent written and verbal communication skills, including strong listening and stakeholder-management skills - Proven ability to build relationships with senior and day-to-day stakeholders, both externally and across the company - Ability to work five days per week from our London office, with willingness to travel across the UK NICE TO HAVES - Experience partnering with accounting firms in a consulting, sales, or partnerships capacity - Knowledge of the UK accounting and advisory ecosystem - Background or proficiency in accounting - Experience launching a new territory, vertical, or partner program - Experience in a direct sales closing role - Fluency in additional European languages - Prior CRM experience, preferably Salesforce - Fintech or financial-services sales experience BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL) - Flexible PTO - Centralized home-office equipment ordering - Health and wellness stipend - Budget for intra-office travel - Weekly coffee stipend UNITED STATES - 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents - One Medical annual membership - 401(k), including employer match on contributions made while employed by Ramp - Fertility HRA (up to $10,000 per year) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay - Pet insurance - In-office perks: lunch, snacks, drinks, and more - Relocation expense coverage to NYC or SF (if needed) CANADA - Group medical, dental, and vision coverage through Sun Life - Life, AD&D, and disability coverage - Fertility drug coverage (up to $4,000 lifetime) - Group Retirement Plan with employer match (RRSP + DPSP) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay - Employee Assistance Program and virtual care through Lumino Health UNITED KINGDOM - Private medical insurance through Freedom Elite - Virtual GP and at-home care via eMed x Livi - Workplace pension through Penfold, with salary sacrifice option - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay REFERRAL INSTRUCTIONS If you are being referred for the role, please contact that person to apply on your behalf.   OTHER NOTICES Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.   Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.   Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice

Location: Canada; United States Workplace: Remote ABOUT DOCKER Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout. We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default. _______________________________________________________________________ Docker is launching a Professional Services organization to accelerate customer success, reduce time-to-value, and drive enterprise adoption for agentic workloads. As a Principal Solution Architect, you'll play a critical role in building and scaling this function. You will join a team of seasoned experts with deep experience backed by Docker's unmatched reach across Fortune 500 companies. This is a high-visibility role working directly with senior leadership across revenue, product, marketing, and partner organizations. You'll shape service strategy, drive cross-functional alignment, and deliver offerings that accelerate both services revenue and platform expansion. You'll serve as a trusted advisor to our largest and most strategic partners and enterprise customers, providing thought leadership on integrating Docker agentic solutions within enterprise environments. RESPONSIBILITIES Build and Scale the Professional Services Practice - Develop and codify repeatable reference architecture patterns across Docker's core use cases including self-hosted and air-gapped deployments, MCP (model context protocol)/AI agent environments, IDP integrations, and secure supply chain workflows so that engagements scale consistently across customers and partners. - Translate reference architectures into customer-facing technical collateral, SOW templates, and success patterns that reduce scoping time and improve delivery consistency. - Collaborate with product, marketing, and revenue teams to integrate services into GTM motions and align delivery to Docker's AI platform roadmap. - Identify offerings that drive product expansion, renewals, and long-term customer value. - Support Partnerships & Alliances in selecting, onboarding, and enabling technical integration partners, system integrators (SIs), and service delivery partners. Drive Strategic Customer Outcomes - Act as a trusted advisor to enterprise customers, helping them adopt modern patterns for containerization, AI workflows, and secure software supply chains. - Lead technical discovery and architecture engagements that span enterprise integration layers - Architect and deliver self-hosted Docker deployments within air-gapped, regulated, and complex enterprise environments including local image registry setup, offline toolchain configuration, and compliance-driven infrastructure design. - Design and Guide customers through implementation of agentic AI toolchains, including MCP server/client architecture, tool orchestration, observability integration and secure deployment patterns aligned to Docker's AI platform. - Position Docker as a strategic and thought leadership partner, influencing long-term technology adoption and investment decisions. - Directly deliver or assign and oversee appropriate delivery partners to execute service engagements and ensure technical objectives are met. Enable Cross-Functional Success - Drive alignment and decision-making across multiple stakeholders and teams without direct reporting lines. - Translate field insights including enterprise integration patterns, IDP/SSO friction points, observability gaps, and AI deployment challenges into actionable product and services strategy, roadmap, and partner capabilities. QUALIFICATIONS REQUIRED - 7+ years as a Professional Services Solution Architect, Technical Consultant, or similar role at a SaaS/infrastructure company or consulting firm. - Demonstrated experience architecting and deploying self-hosted and air-gapped deployment architectures: local image registries, offline toolchain configuration, network-isolated Kubernetes clusters, and compliance-driven infrastructure constraints common in regulated industries. - Enterprise integration experience across Identity Providers (Okta, Azure AD, LDAP/Active Directory) and federated identity protocols (OIDC, SAML, SSO), including RBAC design within complex, multi-tenant enterprise environments. - Working knowledge of Model Context Protocol (MCP) and its application to agentic AI toolchains including MCP server/client architecture, tool and resource orchestration, and secure containerized deployment patterns. - Hands-on experience with AI/ML workflows, LLM deployment, and agentic AI architectures in enterprise environments with awareness of Docker's AI platform roadmap including AI agent containerization, model provenance, and AI supply chain security. - Deep understanding of container and software supply chain security: Docker Hardened Images (DHI), Secure Supply Chain (SSC), SBOM generation, image signing and attestation, vulnerability management, and runtime governance. - Excellent facilitation and stakeholder management skills; able to lead executive-level architecture conversations and influence senior stakeholders without formal authority. - Direct experience delivering high-quality services engagements that achieve customer value while meeting revenue and ARR growth targets within a revenue organization. - Recognition by enterprise customers as a strategic technical advisor. BONUS - Experience architecting AI platforms in large enterprise environments LLM deployment pipelines, model provenance, artifact signing, and secure AI supply chain patterns. - Background enabling system integrators, consultancies, or partner ecosystems. - Consulting experience with Fortune 500 clients in highly regulated sectors such as financial services, healthcare, or government. - Led AI security architecture engagements that addressed model provenance, artifact signing, and supply chain integrity for containerized AI workloads including secure MCP server deployment, tool and resource access controls, secrets management within agentic pipelines, and runtime isolation patterns for LLM-based applications. WHAT TO EXPECT FIRST 30 DAYS - Onboard to Docker's mission, values, and operating model. - Deeply familiarize yourself with our product portfolio, AI platform roadmap, and strategic customers. - Build strong partnerships with Product, Engineering, and Sales functions. - Plug into the team's rhythm of business (standups, reviews, shadow customer engagements). FIRST 90 DAYS - Scope, define SOWs, delivery, and oversight of customer service engagements. - Participate in the creation of reference architectures for key use cases.. - Participate in initiatives to build out and improve the services department's offerings. ONE-YEAR OUTLOOK - Successful delivery and oversight of customer service engagements. - Contribute materially to the build-out of Docker's service offerings across AI, security, and enterprise integration practices. - Institutionalize continuous improvement by providing field feedback including enterprise integration patterns, deployment blockers, and observability gaps to the product team. Docker does not offer visa sponsorship for this role.   Compensation & Equity Canada: CA$238,000– CA$340,000 + equity United States: $171,500 – $245,00 + equity ______________________________________________________________________ POSTING INFORMATION - Open vacancy: This posting is for an existing open role. - AI in hiring: Docker may use AI-assisted tools during our recruiting process. - Interview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent. ______________________________________________________________________ PERKS & BENEFITS - Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration. - Flexibility that fits your life – We trust you to manage your schedule while delivering great work. - Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break. - Home office support – Set up your workspace for comfort and success. - Technology stipend – Equivalent to US$100 net per month to help support your work. - Learning & development – Annual stipend for conferences, courses, certifications, and continued learning. - Parental leave – 16 weeks of paid parental leave after six months of employment. - Equity for all full-time employees – Share in Docker's long-term success as we continue to grow. - Comprehensive benefits – Medical, retirement, and paid holidays vary by country. - Docker swag – Because representing the whale never gets old. Docker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community. #LI-REMOTE

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! As a Security Scientist, you will leverage your data analysis skills and help identify and drive impactful projects to improve the safety and security of Figma's product, platform, and our IT systems. The mission of the Figma Security team is to help Figmates ship the most secure and safe product to our users. We are looking for security scientists with a strong grasp of security and anti-abuse fundamentals. You will partner closely with teams in Security Engineering as well as teams across the company to focus on systemic security and safety improvements and risk reduction. You will also apply your security expertise and analytical skills to support and participate in security design reviews and consulting, incident response, and risk management. 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: Collaborate cross-functionally across the company to understand existing security and anti-abuse problems and work with engineering, product, data science, and other teams on solutions Understand attacker and user behavior on the Figma platform and inside Figma through creation of new datasets, metrics, experimentation, etc., and guide strategy and decision making Build detections, tune signal quality, and measure coverage across Figma's products, platforms, and internal systems, turning attacker behavior into durable, data-driven detections Lead and support security investigations, developing the datasets, tooling, and analysis that help us scope incidents, understand root cause, and reduce time to detect and respond Translate threat intelligence into action, operationalizing intel on relevant threat actors and techniques to prioritize detection coverage, harden high-risk surfaces, and guide security strategy Conduct investigations and design reviews to identify current and new attack vectors against Figma products and services Advocate for security and secure practices throughout Figma We'd love to hear from you if you have: Strong understanding of real-world security, anti-abuse, and detection and response challenges Fluency in SQL, with proficiency in Python, R, or a similar scripting language Experience working with distributed data processing systems and frameworks such as Hive, Redshift, Presto, Snowflake, or Spark Strong knowledge of statistical methods and experimental design Excellent judgment and creative problem-solving skills While it's not required, it's an added plus if you also have: A self-starting mindset along with strong communication and collaboration skills 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: $140,000 — $348,000 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! As a Technical Account Manager (TAM), you will serve as a trusted technical advisor to some of Figma's largest enterprise customers, working closely with customer enablement, sales, and product teams to guide sophisticated implementations involving identity systems, APIs, integrations, governance, and extensibility. This role sits at the intersection of customer success, enterprise architecture, and developer workflows, with a goal of reducing technical risk, accelerating adoption, and ensuring customers are set up for long-term success. 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: Serve as a strategic technical advisor for enterprise customers, helping them adopt and scale Figma in alignment with their business and technical goals Lead structured technical engagements that assess customers’ current environments, identify risks or gaps, and provide clear, prescriptive guidance for successful implementation Guide customers through enterprise API usage and system integrations, helping them extend Figma’s capabilities within their broader technology ecosystems Partner with developer teams to improve design-to-code workflows, including Dev Mode adoption, extensibility initiatives and other emerging platform capabilities (Code to Canvas) Deliver technical workshops and training sessions to help customers confidently use sophisticated platform features Collaborate cross-functionally with sales, customer experience, and product teams to ensure customers receive cohesive and high-impact technical guidance Surface technical insights and opportunities that support renewals, expansion, and long-term account growth Build strong relationships with technical stakeholders and executive sponsors by clearly translating technical concepts into business value We'd love to hear from you if you have: 5+ years of experience in technical account management, solutions engineering, enterprise customer success, or a related technical advisory role within a SaaS organization A solid understanding of enterprise systems, APIs, integrations, development frameworks and identity management frameworks Experience advising on or implementing AI-powered solutions within enterprise environments, including evaluating architectural considerations, governance requirements, and integration strategies for emerging AI technologies Superb communication skills and the ability to confidently engage both technical and non-technical audiences A consultative mentality and a passion for navigating multiple stakeholders within complex customer environments helping tackle technical challenges While it’s not required, it’s an added plus if you also have: Familiarity using Figma or other design and developer collaboration tools Understanding how to tailor AI output through the use of guidelines and skills to enrich context for MCP servers and LLMs A background in frontend development or familiarity with design-to-code workflows Delivered technical workshops, enablement sessions, or advisory services in past roles 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: $140,000 — $296,000 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: United Kingdom; Brazil; Ireland; Cyprus; Portugal; Canada; Poland Workplace: Remote BUILDING THE FUTURE OF OPEN FINANCE Payward - the parent company behind Kraken, NinjaTrader, Breakout, xStocks, Payward Services and CF Benchmarks - has spent the last 15 years building one of the most modern and globally accessible financial infrastructure platforms in the industry, built to advance an open, global financial system. Before you apply, we encourage you to explore our culture page https://www.kraken.com/culture to understand what drives us and how we work. THE TEAM Founded in 2011, Kraken is one of the world's longest-standing crypto platforms, trusted by over 10 million individuals and institutions across the globe. It offers spot trading, margin, futures, staking, and OTC services, with products built for both individual investors and institutional clients.   THE OPPORTUNITY - Build operating rhythms, reviews, and forums that keep the Pro org aligned and focused on priorities. - Lead and deliver cross-functional projects that don’t fit neatly into a single team but are critical to Pro’s success. - Support leadership in decision-making by framing issues, tracking KPIs, and surfacing gaps or risks early. - Maintain systems for reporting, business reviews, roadmap coordination, and cross-team initiatives. - Partner with leadership to scope and stand up new initiatives in Spot, Margin, Derivatives, or Infrastructure — from early concept through initial execution. - Contribute to high-impact materials (exec updates, all-hands, strategic memos) that provide clarity and visibility. - Act as the first line of intake for inbound requests, triage them effectively, and ensure accountability for follow-through. - Identify bottlenecks in how we operate and propose improvements that help the team scale more efficiently. - Use business intelligence and data to support PMs and leadership across Pro, cutting through competing priorities and surface the best opportunities. - Partner with Compliance and Legal teams to find ways to improve product experience.     WHAT YOU BRING - 5–7 years in BizOps, Product Ops, Strategy, Consulting, or similar high-leverage roles with measurable impact. - Strong project management skills — you can bring structure to ambiguity and drive initiatives from 0 → 1. - Comfortable with data: you can interpret dashboards, KPIs, and financial/operational metrics to drive insight. - Excellent communicator who can adapt across audiences — from execs to cross-functional ICs. - Highly organized, detail-driven, and biased toward follow-through and execution. - Self-starter who doesn’t wait for instructions — you create the roadmap when one doesn’t exist. - Experience collaborating across product, engineering, compliance, legal, finance, and marketing. - Belief in Kraken’s mission to accelerate financial freedom and inclusion through crypto.         Unless a specific application deadline is stated in the job posting, applications are accepted on an ongoing basis. Please note, applicants are permitted to redact or remove information on their resume that identifies age, date of birth, or dates of attendance at or graduation from an educational institution. We consider qualified applicants with criminal histories for employment on our team, assessing candidates in a manner consistent with the requirements of the San Francisco Fair Chance Ordinance. OUR COMMITMENT Payward is powered by people from around the world and we celebrate the diverse talents, backgrounds, contributions, and unique perspectives that everyone brings to the table. We hire based on merit, seeking out people with the right abilities, knowledge, and skills for the job. We encourage you to apply for roles where you don't fully meet the listed requirements, especially if you're passionate or knowledgeable about crypto. We may ask candidates to complete job-related skills or work-style assessments as part of our hiring process. These assessments evaluate competencies relevant to the role and are applied consistently across candidates for similar positions. Results are considered alongside experience and interviews, and are not the sole basis for any employment decision. As an equal opportunity employer, we don't tolerate discrimination or harassment of any kind, whether based on race, ethnicity, age, gender identity, citizenship, religion, sexual orientation, disability, pregnancy, veteran status, or any other protected characteristic as outlined by federal, state, or local laws. Stay connected Follow us on Twitter https://twitter.com/krakenfx Learn on the Kraken Blog https://blog.kraken.com/#:~:text=Enter%20your%20email%20address Connect on LinkedIn https://www.linkedin.com/company/kraken-exchange/ Candidate Privacy Notice https://www.kraken.com/legal/candidate-privacy-notice

Location: United States Workplace: Remote BUILDING THE FUTURE OF OPEN FINANCE Payward - the parent company behind Kraken, NinjaTrader, Breakout, xStocks, Payward Services and CF Benchmarks - has spent the last 15 years building one of the most modern and globally accessible financial infrastructure platforms in the industry, built to advance an open, global financial system. Before you apply, we encourage you to explore our culture page https://www.kraken.com/culture to understand what drives us and how we work. THE TEAM Founded in 2011, Kraken is one of the world's longest-standing crypto platforms, trusted by over 10 million individuals and institutions across the globe. It offers spot trading, margin, futures, staking, and OTC services, with products built for both individual investors and institutional clients.     THE OPPORTUNITY - Build operating rhythms, reviews, and forums that keep the Pro org aligned and focused on priorities. - Lead and deliver cross-functional projects that don’t fit neatly into a single team but are critical to Pro’s success. - Support leadership in decision-making by framing issues, tracking KPIs, and surfacing gaps or risks early. - Maintain systems for reporting, business reviews, roadmap coordination, and cross-team initiatives. - Partner with leadership to scope and stand up new initiatives in Spot, Margin, Derivatives, or Infrastructure — from early concept through initial execution. - Contribute to high-impact materials (exec updates, all-hands, strategic memos) that provide clarity and visibility. - Act as the first line of intake for inbound requests, triage them effectively, and ensure accountability for follow-through. - Identify bottlenecks in how we operate and propose improvements that help the team scale more efficiently. - Use business intelligence and data to support PMs and leadership across Pro, cutting through competing priorities and surface the best opportunities. - Partner with Compliance and Legal teams to find ways to improve product experience.     WHAT YOU BRING - 5–7 years in BizOps, Product Ops, Strategy, Consulting, or similar high-leverage roles with measurable impact. - Strong project management skills — you can bring structure to ambiguity and drive initiatives from 0 → 1. - Comfortable with data: you can interpret dashboards, KPIs, and financial/operational metrics to drive insight. - Excellent communicator who can adapt across audiences — from execs to cross-functional ICs. - Highly organized, detail-driven, and biased toward follow-through and execution. - Self-starter who doesn’t wait for instructions — you create the roadmap when one doesn’t exist. - Experience collaborating across product, engineering, compliance, legal, finance, and marketing. - Belief in Kraken’s mission to accelerate financial freedom and inclusion through crypto. Unless a specific application deadline is stated in the job posting, applications are accepted on an ongoing basis. Please note, applicants are permitted to redact or remove information on their resume that identifies age, date of birth, or dates of attendance at or graduation from an educational institution. We consider qualified applicants with criminal histories for employment on our team, assessing candidates in a manner consistent with the requirements of the San Francisco Fair Chance Ordinance. OUR COMMITMENT Payward is powered by people from around the world and we celebrate the diverse talents, backgrounds, contributions, and unique perspectives that everyone brings to the table. We hire based on merit, seeking out people with the right abilities, knowledge, and skills for the job. We encourage you to apply for roles where you don't fully meet the listed requirements, especially if you're passionate or knowledgeable about crypto. We may ask candidates to complete job-related skills or work-style assessments as part of our hiring process. These assessments evaluate competencies relevant to the role and are applied consistently across candidates for similar positions. Results are considered alongside experience and interviews, and are not the sole basis for any employment decision. As an equal opportunity employer, we don't tolerate discrimination or harassment of any kind, whether based on race, ethnicity, age, gender identity, citizenship, religion, sexual orientation, disability, pregnancy, veteran status, or any other protected characteristic as outlined by federal, state, or local laws. Stay connected Follow us on Twitter https://twitter.com/krakenfx Learn on the Kraken Blog https://blog.kraken.com/#:~:text=Enter%20your%20email%20address Connect on LinkedIn https://www.linkedin.com/company/kraken-exchange/ Candidate Privacy Notice https://www.kraken.com/legal/candidate-privacy-notice

Location: New York, NY (HQ); San Francisco, CA Workplace: Hybrid ABOUT RAMP Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books. The problems are high-stakes, data-dense, and unforgiving. We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome. The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same. If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it. ABOUT THE ROLE We are looking for a Director, Product Finance and FP&A to help drive Ramp’s next phase of growth! This role spans our Product Finance and Corporate FP&A functions. You'll own two of the highest-leverage areas on the team: the unit economics and monetization strategy across every product we ship, and the financial architecture of the company—model, budget, and Board reporting. The work you do will directly shape how we price, how we allocate capital, and how we support executive decision-making through financial insights and planning. This represents a truly unique opportunity to join one of the country’s fastest-growing startups as we scale toward a potential IPO. You’ll partner closely with Product, Engineering, Sales, Accounting, and executive leadership to drive some of Ramp’s most important financial decisions. WHAT YOU’LL DO PRODUCT FINANCE - Own our unit economics models for every product line, setting financial targets and partnering cross-functionally to turn goals into reality - Drive pricing and monetization strategy across Ramp's portfolio in partnership with Product and executive leadership - Run strategic custom deals, structuring creative commercial arrangements that help Sales win in competitive situations - Partner closely with Product leaders to evaluate new product investments, business cases, and long-term growth opportunities FP&A - Own Ramp's consolidated financial model and develop a deep understanding of the business drivers behind company performance from revenue through cash flow - Lead headcount planning across the company, including partnering with People and GTM leadership on capacity and hiring decisions - Lead non-payroll budgeting across the company, particularly partnering with Engineering, Procurement Ops, and executive leadership on cost strategy and vendor negotiations - Build and oversee executive-level financial reporting, analyses, and materials that support Board and leadership decision-making - Own FP&A's internal systems and tooling roadmap for the infrastructure that both FP&A and the broader finance org run on WHAT YOU NEED - 8+ years of experience in investment banking, management consulting, private equity, strategic finance, FP&A, or a related finance function, including experience at a high-growth technology company - Experience managing, mentoring, or developing high-performing team members is a plus - Excellent financial modeling and quantitative/data analysis skills - Extreme attention to detail with a high regard for precision - A "get things done" mentality—you can dissect complex problems, identify solutions, and drive them to completion with a high degree of autonomy - Exceptional verbal and written communication skills, with the ability to present complex financial analyses clearly to cross-functional stakeholders and executives - Proven track record of using AI and automation tools (e.g. Claude Code) to streamline financial analysis, modeling, reporting, and other finance workflows BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL) - Flexible PTO - Centralized home-office equipment ordering - Health and wellness stipend - Budget for intra-office travel - Weekly coffee stipend UNITED STATES - 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents - One Medical annual membership - 401(k), including employer match on contributions made while employed by Ramp - Fertility HRA (up to $10,000 per year) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay - Pet insurance - In-office perks: lunch, snacks, drinks, and more - Relocation expense coverage to NYC or SF (if needed) CANADA - Group medical, dental, and vision coverage through Sun Life - Life, AD&D, and disability coverage - Fertility drug coverage (up to $4,000 lifetime) - Group Retirement Plan with employer match (RRSP + DPSP) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay - Employee Assistance Program and virtual care through Lumino Health UNITED KINGDOM - Private medical insurance through Freedom Elite - Virtual GP and at-home care via eMed x Livi - Workplace pension through Penfold, with salary sacrifice option - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay REFERRAL INSTRUCTIONS If you are being referred for the role, please contact that person to apply on your behalf.   OTHER NOTICES Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.   Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.   Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice

Location: Toronto, ON; Remote (Canada) Workplace: Hybrid ABOUT RAMP Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books. The problems are high-stakes, data-dense, and unforgiving. We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome. The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same. If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it. ABOUT THE ROLE As the founding Channel Partner Manager for Canada, you will build the partner motion that helps Canadian businesses discover, evaluate, and adopt Ramp through trusted advisors and ecosystem partners. This is a zero-to-one role. You will own the full partner lifecycle, from identifying and engaging Canadian accounting, advisory, private equity, and venture capital partners through signing, enablement, activation, and partner-sourced pipeline. Your early results will help determine how Ramp scales its Canadian channel motion. You will work closely with Sales, Growth, Product, Engineering, and the broader Partnerships organization. The right person is a hands-on builder: equally comfortable opening a new relationship, running a partner meeting, solving an operational blocker, and turning early learnings into a repeatable playbook. WHAT YOU’LL DO - Build Ramp’s Canadian channel strategy and operating rhythm from the ground up. - Research, identify, source, qualify and sign net-new Canadian partners. - Create joint go-to-market and activation plans to grow the Canadian partner ecosystem. - Drive revenue for Ramp through generating referrals - Develop trusted relationships with decision-makers and operators inside partner orgs - Educate partners on Ramp’s Canadian capabilities, value prop and updates. - Own partner onboarding, activation, pipeline generation, and regular business reviews. - Work closely with the Canadian Sales team to advance partner-referred opportunities. - Partner with Product to surface recurring partner needs and inform the Canadian roadmap. WHAT YOU’LL NEED - 8+ years of relevant experience, including 5+ years in partner sales, business development, channel partnerships, or a closely related role - High agency, urgency, and resilience - Proven track record of sourcing and managing partnerships - Self-starter mindset: you are comfortable getting in the weeds - Strong discovery and consultative-selling skills - Excellent written and verbal communication - Strong operating discipline and comfort using data to improve performance. - Proven ability to succeed in a fast-paced environment - Strong cross-functional judgment and a history of finding success across cross-functional work - Familiarity with the Canadian business and technology ecosystem - Strong comfort using AI tools to execute quality work, fast - Ability to travel to in-person events in Canada frequently NICE TO HAVE - Experience building a new partner motion, market, or vertical from an early stage. - Professional proficiency or native-level fluency in French - Presence in the Canadian accounting, advisory, private equity, venture capital, financial-services, or technology partner network - Familiarity with finance & accounting workflows and solutions BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL) - Flexible PTO - Centralized home-office equipment ordering - Health and wellness stipend - Budget for intra-office travel - Weekly coffee stipend UNITED STATES - 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents - One Medical annual membership - 401(k), including employer match on contributions made while employed by Ramp - Fertility HRA (up to $10,000 per year) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay - Pet insurance - In-office perks: lunch, snacks, drinks, and more - Relocation expense coverage to NYC or SF (if needed) CANADA - Group medical, dental, and vision coverage through Sun Life - Life, AD&D, and disability coverage - Fertility drug coverage (up to $4,000 lifetime) - Group Retirement Plan with employer match (RRSP + DPSP) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay - Employee Assistance Program and virtual care through Lumino Health UNITED KINGDOM - Private medical insurance through Freedom Elite - Virtual GP and at-home care via eMed x Livi - Workplace pension through Penfold, with salary sacrifice option - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay REFERRAL INSTRUCTIONS If you are being referred for the role, please contact that person to apply on your behalf.   OTHER NOTICES Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.   Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.   Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice

Quantum One is a technology consulting and engineering company that develops and rapidly implements AI solutions for large businesses and industry. Project duration: 3 months. Remote work.

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