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Location: Home based - Worldwide Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1000+ colleagues in 70+ countries and very few roles based in offices. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. The company is founder led, profitable and growing. We are hiring an Ubuntu Pro Sales Engineer to help global companies embrace the latest and greatest Linux and open source applications. Our team applies expert insights to real-world customer problems, enabling the enterprise adoption of Ubuntu Pro, OpenStack and Canonical Microcloud, Kubernetes and a wide range of associated technology. The people who love this role are software engineers who enjoy customer conversations and solving customer problems during the presales cycle. Ubuntu is used by pretty much every enterprise in the world, in every industry. This is a fantastic opportunity to learn about the open source technology landscape and develop your business technology insights. You will see first hand in various industries how Linux - and Ubuntu in particular - is shaping innovation and changing the world for the better. This role is particularly suited to candidates with a technical background who are business minded and driven by commercial success. This role is on our global Field Engineering team and will work closely with enterprise sales leads. Location: Most of our colleagues work from home. We are growing teams in EMEA, Americas and APAC time zones, so can accommodate candidates from almost any country. What your day will look like The Ubuntu Pro Sales Engineer is a key player in our efforts to facilitate and drive the adoption of Ubuntu Pro in the very large Ubuntu enterprise user base. Collect customer business requirements and advise them on Ubuntu and relevant open source applications Identify customer challenges with open source and articulate how Ubuntu Pro could help solve them Deliver presentations and demonstrations of Ubuntu Pro to prospective and current clients Liaise with product teams to give them feedback on requirements to influence roadmap Work collaboratively with your sales team to reach our common targets Global travel up to 25% of time for internal and external events and 25% to customer meetings What we are looking for in you Exceptional academic track record from both high school and university Undergraduate degree in a technical subject or a compelling narrative about your alternative chosen path Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation Track record of going above-and-beyond expectations to achieve outstanding results Demonstrated personal interest in continuous learning and development Practical knowledge of Linux, virtualisation, containers and networking Business-minded technology thinker and problem solver Knowledge of cloud computing concepts & leaders, such as Kubernetes, AWS, Azure, GCP Interest in large-scale enterprise open source - private clouds, machine learning and AI, data and analytics Intermediate level Python programming skills Passion for technology evidenced by personal projects and initiatives The work ethic and confidence to shine alongside motivated colleagues Professional written and spoken English with excellent presentation skills Experience with Linux (Debian or Ubuntu preferred) Excellent interpersonal skills, curiosity, flexibility, and accountability A dynamic person who loves to jump in new projects and interact with people Appreciative of diversity, polite and effective in a multi-cultural, multi-national organisation Thoughtfulness and self-motivation Result-oriented, with a personal drive to follow up and meet commitments Ability to travel internationally, for company events up to two weeks long, and customer or industry meetings What we offer colleagues We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits, which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. Distributed work environment with twice-yearly team sprints in person Personal learning and development budget of USD 2,000 per year Annual compensation review Recognition rewards Annual holiday leave Maternity and paternity leave Employee Assistance Programme Opportunity to travel to new locations to meet colleagues Priority Pass, and travel upgrades for long haul company events About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence - in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since its inception in 2004.​ Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote

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Location: Home Based - Americas Canonical is a global software company that publishes Ubuntu and open-source enterprise solutions for cloud, developer, IoT and AI. Ubuntu is the fastest growing Linux distribution and ranks as the number #1 OS  in the cloud. In partnership with Google, Amazon, IBM and Microsoft, Canonical helps companies become more agile, productive and adopt new technologies faster. Examples of customer success include  AI, Blockchain, IoT, Advanced Robotics and self-driving cars, where Ubuntu is the preferred development platform. The role of a Sales Development Representative at Canonical Canonical is profitable and growing. We consider our sales development organization to be the best technology sales academy in the market, and as such, we select exceptional and ambitious candidates to join our team. You will enjoy this role if you are organized, persistent, charismatic, and hard-working. You will need to be interested in tech and its business implications. In this role, you will collaborate with a regional sales and marketing team, and your primary objective is to find customer projects that fit our product lines and spread the good name of Canonical across multiple different industries and geographies. Click HERE to watch our SDR team discuss their role in Canonical What your day will look like Handle inbound customer inquiries across email, phone and chat Execute outbound sales & marketing campaigns Travel to events and conferences worldwide, presenting on booths and driving face-to-face marketing and sales opportunities Collaborate across multiple teams and senior stakeholders to drive results Work directly with marketing on campaigns Research information about prospective customers Generate a multi-million pound pipeline Identify prospects and market trends Help define the processes and policies for the team Liaise with new and existing customers, setting up and attending meetings whilst actively mapping accounts to identify new opportunities Accurately create, update, maintain and nurture leads on global opportunities What we are looking for in you Excellent academic results at school and university Passion for business and technology Commitment to continuous learning and improvement - curious, flexible, scientific Creative problem solving and cross team collaboration Verbal and written communication skills Result driven with an over-achiever spirit Persistence & perseverance What we offer you Your base pay will depend on various factors including your geographical location, level of experience, knowledge and skills. In addition to the benefits above, certain roles are also eligible for additional benefits and rewards including annual bonuses and sales incentives based on revenue or utilisation. Our compensation philosophy is to ensure equity right across our global workforce. In addition to a competitive base pay, we provide all team members with additional benefits, which reflect our values and ideals. Please note that additional benefits may apply depending on the work location and, for more information on these, please ask your Talent Partner. Personal learning and development budget of 2,000USD per year Annual compensation review Recognition rewards Annual holiday leave Parental Leave Employee Assistance Programme Opportunity to travel to new locations to meet colleagues at ‘sprints’ Priority Pass for travel and travel upgrades for long haul company events Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote

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

Location: Home Based - Americas; Home based - EMEA Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. The company is founder-led, profitable, and growing. Canonical is hiring exceptional Sales Operations leaders and experienced analysts to grow and manage our global direct, alliance, channel partner and online sales. Our Sales Operations teams analyze and drive interventions to maximize net customer retention, and lead robust, repeatable processes to plan, manage and deliver revenue. You will partner with Canonical’s executive team across sales, business development, customer success, marketing, product management, commercial systems, delivery, finance and legal and provide a focal point to drive improvements. This position requires leadership, initiative and an analytical approach, a keen eye for detail and the ability to drive continuous improvements in processes, systems, governance and data quality.  People that thrive in these roles are proactive problem solvers who are passionate about the opportunity to partner with sales leadership, our role in the technology industry bringing open source to a wider audience of innovators and enterprises, and the opportunity to design and drive programs in support of Canonical's continued success. Location: These roles will be based remotely in the EMEA, Americas regions. The role entails Delivering precise, scalable revenue operations for business through direct, indirect or online channels Leading and developing a team of revenue operations analysts in developing policies, driving processes and providing daily operational support and enablement to sales teams and partners Driving Sales Engagement, Training/Enablement/Data Enrichment, Customer Relationship Management, Configure Price Quote, Analytics and Commissions Instrumenting, measuring and improving policies and processes across teams covering the entire revenue operations spectrum Delivering metrics and reporting to monitor and improve revenue operations effectiveness, including new leads, pipeline, velocity, sales productivity and renewals. Using data to drive insight, manage territories and channels, improve productivity, and agree and implement actionable change with executive management through regular sales and business reviews. Overseeing our sales technology and processes, driving automation and process improvements and partnering with our commercial systems engineering team to continuously improve business systems and integration Leading the introduction of new products, pricing, packaging and bundling through systems that are easy for sales and partners to navigate and quote Driving data quality, through order processing, new hire training, process documentation, reporting and data cleansing Leading and enhancing our commercial review process for evaluating and steering sales and alliance opportunities Owning the commission plan and leading the process for setting goals, evaluating and paying against that plan What we are looking for in you Experience operating in a leadership Revenue Operations role, driving effectiveness of direct, channel and alliance partnerships Data-driven and analytical approach with a high attention to detail Track record of providing insight through robust CRM and other Revenue Operations technology platforms, data, analytics, compensation systems and processes to deliver excellent revenue operations An energetic, thoughtful, systematic approach, a problem solver with skill in measuring, identifying and delivering systems and processes that ensure repeatable, scalable outcomes Comfort with commercial pressure, and the ability to put revenue teams under appropriate performance pressure Organisational skills and the ability to interact and work with stakeholders within all levels of the organisation Exceptional academic track record from both high school and university Undergraduate degree in a related field, preferably in Science, Technology, Engineering, Mathematics or Economics, or a compelling narrative about your alternative path Strong communication, interpersonal, negotiation and influencing skills Professional written and spoken English with excellent presentation skills Ability to travel internationally up to four times a year for company events up to two weeks long Nice-to-have skills Experience gained within a similar, technology subscription-based business Deep understanding of working in a global, multicultural organization including driving a team based remotely in multiple time zones Experience in mentoring and coaching team members on technical and soft skills, directly contributing to their professional development and performance improvement. What Canonical offers We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits, which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. Distributed work environment with twice-yearly team sprints in person Personal learning and development budget of USD 2,000 per year Annual compensation review Recognition rewards Annual holiday leave Maternity and paternity leave Employee Assistance Programme Opportunity to travel to new locations to meet colleagues Priority Pass, and travel upgrades for long haul company events About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence - in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since its inception in 2004.​ Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote

Location: Home based - Worldwide Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. The company is founder-led, profitable, and growing. We are seeking a highly motivated and experienced IHV Alliance Sales Director to join our strategic partnerships team who will be responsible for leading IHV Alliances globally, in AMER, EMEA or APAC regions. Reporting to the Head of IHV Alliances, the IHV Alliance Sales Director will work closely with IHV and Canonical teams in those geographies to develop and maintain strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives. The IHV Alliance Sales Director will manage and grow a team of Business Development Managers and help them identify and pursue new business opportunities with IHVs, driving revenue growth and market expansion, develop and execute go-to-market strategies for joint offerings, oversee the day-to-day management of alliances including contract negotiations and performance tracking, and issue resolution. The Director is responsible for building trusted relationships with IHV partners, increasing Canonical market share and attach rate, evangelising the partnership and leading all business interactions from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and lead executive engagements. Location: This role will be based remotely in AMER, EMEA or APAC regions. As an IHV Alliance Sales Director you will: Build strategic relationships with IHV partners at all levels Grow their awareness of open source capabilities on Canonical Ubuntu Demonstrate a deep understanding of the Linux and cloud software ecosystem Negotiate contracts and commercial business terms Demonstrate a deep understanding of large and complex organizations Lead partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C,  NEC, Asus etc. Lead partnerships in EMEA with companies like Ericsson, Nokia, Bull, Siemens Lead partnerships in the Americas with companies like Dell, HPE, IBM, Supermicro Work closely with marketing, sales engineering and product management Deliver on targets, objectives and provide a voice of the partner Lead executive interlocks between IHV and Canonical leadership Travel regularly - sometimes internationally - to drive partnerships in person Valued skills and experience Experience in alliance or indirect sales management roles Autonomous, disciplined, hands-on, get-it-done mentality Ability to capture customer requirements, evaluate gaps, identify and create opportunities Passionate about Ubuntu products and mission Comfortable in fast-paced and high pressure environments with measurable goals Experience with Linux, virtualization, containers, and other cloud technologies. Excellent communication and presentation skills What we offer colleagues We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. Distributed work environment with twice-yearly team sprints in person Personal learning and development budget of USD 2,000 per year Annual compensation review Recognition rewards Annual holiday leave Maternity and paternity leave Team Member Assistance Program & Wellness Platform Opportunity to travel to new locations to meet colleagues Priority Pass and travel upgrades for long-haul company events About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004.​ Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote

Location: Home based - Worldwide Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. The company is founder-led, profitable, and growing. Global System Integrators (GSI) play a crucial role in Canonical growth plans in the coming 3 years. We are hiring a Partner Sales Director to work closely with Canonical GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu based solutions and opportunities, as well as help GSI build long term digital transformation platforms with Ubuntu stacks and services. Reporting to the VP Global Alliances and Channels, the Partner Sales Director will be responsible for building trusted relationships with partners, increasing Canonical market share and attach rate, evangelizing about the partnership and leading all business interactions from engineers to CxO level. They will own the strategy, the sell-to, sell-through and sell-with motions with the GSI and will animate many customer workshops, sales events, public presentations and executive engagements. The role entails Build strategic relationships with partners at levels, and stickiness with Ubuntu technology Deep understanding of Linux and cloud software ecosystem, and open source selling models Negotiate contracts and commercial business terms Deep understanding of partner organizations and sales models, in particular with Global System Integrators Work closely with marketing, sales engineering and product management to deliver on targets, objectives and provide a voice of the partner Lead executive interlocks between partners and Canonical leadership team Ability to travel - sometimes internationally - up to 40% of the time What we are looking for in you Extensive experience in alliance or indirect sales management roles Extensive experience with OpenStack, virtualization, containers and other Cloud technologies. Autonomous, disciplined, hands-on, get-it-done mentality Ability to capture customer requirements, evaluate gaps, identify and create opportunities Passionate about Ubuntu products and mission Comfortable in fast-paced and high pressure environments with ambitious achievement goals Excellent communication and presentation skills What we offer colleagues We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. Distributed work environment with twice-yearly team sprints in person Personal learning and development budget of USD 2,000 per year Annual compensation review Recognition rewards Annual holiday leave Maternity and paternity leave Team Member Assistance Program & Wellness Platform Opportunity to travel to new locations to meet colleagues Priority Pass and travel upgrades for long-haul company events About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004.​ Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote

Location: Office Based - London, UK Canonical is a global software company that publishes Ubuntu and open-source enterprise solutions for cloud, developer, IoT and AI. Ubuntu is the fastest growing Linux distribution and ranks as the number #1 OS  in the cloud. In partnership with Google, Amazon, IBM and Microsoft, Canonical helps companies become more agile, productive and adopt new technologies faster. Examples of customer success include  AI, Blockchain, IoT, Advanced Robotics and self-driving cars, where Ubuntu is the preferred development platform. The role of a Sales Development Representative at Canonical Canonical is profitable and growing. We consider our sales development organization to be the best technology sales academy in the market, and as such, we select exceptional and ambitious candidates to join our team. You will enjoy this role if you are organized, persistent, charismatic, and hard-working. You will need to be interested in tech and its business implications. In this role, you will collaborate with a regional sales and marketing team, and your primary objective is to find customer projects that fit our product lines and spread the good name of Canonical across multiple different industries and geographies. Click HERE to watch our SDR team discuss their role in Canonical What your day will look like Handle inbound customer inquiries across email, phone and chat Execute outbound sales & marketing campaigns Travel to events and conferences worldwide, presenting on booths and driving face-to-face marketing and sales opportunities Collaborate across multiple teams and senior stakeholders to drive results Work directly with marketing on campaigns Research information about prospective customers Generate a multi-million pound pipeline Identify prospects and market trends Help define the processes and policies for the team Liaise with new and existing customers, setting up and attending meetings whilst actively mapping accounts to identify new opportunities Accurately create, update, maintain and nurture leads on global opportunities What we are looking for in you Excellent academic results at school and university Passion for business and technology Commitment to continuous learning and improvement - curious, flexible, scientific Creative problem solving and cross team collaboration Verbal and written communication skills Result driven with an over-achiever spirit Persistence & perseverance What we offer you Your base pay will depend on various factors including your geographical location, level of experience, knowledge and skills. In addition to the benefits above, certain roles are also eligible for additional benefits and rewards including annual bonuses and sales incentives based on revenue or utilisation. Our compensation philosophy is to ensure equity right across our global workforce. In addition to a competitive base pay, we provide all team members with additional benefits, which reflect our values and ideals. Please note that additional benefits may apply depending on the work location and, for more information on these, please ask your Talent Partner. Personal learning and development budget of 2,000USD per year Annual compensation review Recognition rewards Annual holiday leave Parental Leave Employee Assistance Programme Opportunity to travel to new locations to meet colleagues at ‘sprints’ Priority Pass for travel and travel upgrades for long haul company events Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #LI-remote

Location: 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! The AI Infrastructure team builds the foundational inference systems that sit at the core of Figma’s AI products. Our team is responsible for ensuring products like Figma Make and Figma Agent are highly reliable, easily observable, and can seamlessly leverage the latest cutting-edge models. Our team owns critical production services like our AI gateway, metering systems, and trace infrastructure, as well as our strategy for hosting first-party models. This role is an opportunity to join a rapidly-growing team at the ground floor and directly contribute to our core AI platform. We’re looking for a hands-on engineering leader to support & grow our team, define & execute on our technical strategy, and collaborate with teams across engineering to build best-in-class AI features. 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: Lead, grow, and support a team of engineers building foundational infrastructure for Figma’s AI products. Partner with engineering and product leaders from across Figma to define the team’s technical strategy and manage the day-to-day project execution. Hire, coach, and develop senior and staff engineers to scale the team. Roll up your sleeves to engage deeply with technical details and decisions as needed in order to help the team deliver on a robust AI platform with urgency. Build an inclusive team and culture through thoughtful team-building and hiring practices. We’d love to hear from you if you have: 3+ years of engineering management experience leading high-performing, fast-moving teams, ideally in the AI space. 8+ years of total engineering experience, ideally reaching a staff engineering level as an individual contributor. Experience working on production AI systems. A proven track record of motivating, mentoring, and growing experienced AI engineering leads. Demonstrated experience learning new AI technologies quickly building technical depth in a new domain. Experience building and scaling engineering teams and org structure as they grow. While it’s not required, it’s an added plus if you also have: Experience building AI agents, agent harnesses/loops, or LLM/agent tooling platforms. Experience building high-scale production infrastructure (e.g., traffic/inference systems, metering, anti-abuse and billing systems). A background in adjacent platform domains, like recommendation systems or networking. 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: $258,000 — $376,000 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: Remote - US West About the Job: The Senior Customer Success Manager reports directly into the regional CS leader and represents LaunchDarkly as the direct point-of-contact with our customers post-sales. They are LaunchDarkly subject-matter experts guiding our new and expanding customers towards implementation and adoption and helping them achieve their desired use-cases and realize value. The best candidate for this role will be passionate about customer success with a keen interest in software development and DevOps, balanced with a strong sales acumen. In LaunchDarkly GTM, we are all customer-obsessed and striving for massive year over year growth. Responsibilities: Customer Onboarding: You will shepherd in new customers from the sales handoff through successful activation in the product. This includes building out success plans to get customers up to speed in the platform, project management through onboarding, helping customers leverage the most appropriate enablement paths and assessing customer’s adoption on an ongoing basis. Risk Identification and Mitigation: You’ll work to proactively identify and diagnose risk inhibiting adoption or that may cause churn and contraction. You’ll own building a risk mitigation strategy and coordinating across the account team to effectively steer the customer to success. Technical Guidance: You’ll maintain a deep level of LaunchDarkly product knowledge and be expected to provide customers with direction on implementation and adoption best practices. Prescriptively Sell: You maintain a pulse on how our customers are tracking against their key goals and outcomes identifying opportunities for customers to purchase additional products, services and adopt new features needed for them to maximize the value of our solution. Trusted Advisor: You understand your customers like no other and have built enough trust to act as an extension of their team. You provide prescriptive guidance to customers to help them get the most out of their LaunchDarkly purchase. Build Champions & Executive Relationships: You are an expert champion builder. You consistently work to identify & support key advocates within your customers’ organization who actively promote the value of LaunchDarkly. In partnership with your Champion, you’re able to leverage success metrics & value driven insights to gain sponsorship at an Executive level. Renewal and Expansion focused: You are comfortable owning a number and forecasting on a weekly basis. You will work directly with customers, sales and deal desk to execute renewal agreements on time and to identify expansion opportunities within your accounts About You: Entrepreneurial and Self-Motivated: You are driven and proactive, taking ownership of your role and responsibilities. You operate with a high level of urgency at all times. You thrive in a fast paced, start-up environment. Passion for Learning and Growth: You are enthusiastic about continuous learning and personal development at LaunchDarkly. You view feedback as a necessity for growth so consistently seek it out and give it. Intellectual Curiosity: You have a hunger for knowledge and are naturally a question-asker. Excellent Communication: Your written and spoken communication skills are outstanding. Organized & Autonomous: You are capable of efficiently managing your workload and have a process for time management. You do not require a lot of external direction to prioritize your work. Highly Adaptable: You excel in a fast-paced and dynamic organizational setting. Strong Sales Acumen: You have a high level of sales acumen, strong negotiation skills and are eager to own a number. This is a commercially focused CS organization. Natural Problem Solver: You have strong critical thinking skills and enjoy the process of solving complex customer problems. You are able to escalate issues when necessary in a clear, effective manner. Team Player: You collaborate well with others, know when to pull specialists or leaders in and keep others informed proactively. Win as a team! Qualifications: 5+ years in a customer-facing role, ideally in account management, customer/partner success or onboarding/implementation with a track record of exceeding targets. Experience owning the renewal process and being held accountable to a retention quota. This is a commercially oriented Customer Success team. Strong discovery and qualification skills; training in Command of the Message, MEDDIC or another sales methodology is preferred. Strong project management skills. You should have experience holding customers and cross-functional teams accountable to a timeline. Experience working on a technical product, ideally interacting with developers or other technical personas as your primary customer. Experience within the DevOps space preferred. Experience with both proactive and reactive customer success motions. We will teach you all about LaunchDarkly, but you should have an existing level of technical knowledge and know-how. Proven ability to advocate for both your customers and your company. You know how to be the voice of the customer in the company while mediating between the customer's requests and the company's vision. Pay: Target pay ranges based on Geographic Zones* for Level 4: Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $171,200 - $235,400 ** Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $154,100 - $211,860 ** Zone 3: All other US locations - $145,500 - $200,090* * 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: India About the Job: We're looking for a Regional Growth Marketing Manager to drive pipeline growth through digital campaigns and paid channels, in close collaboration with global marketing and regional Sales. This is a senior, individual-contributor position for someone who knows how great regional digital marketing programs are built in B2B SaaS. The role spans tactics through hands-on execution, shaping and building the growth approach for EMEA and APJ rather than running a standard playbook. You'll join a growing international marketing team in an essential role, reporting to the Director, International Marketing. You'll take ownership of the regional digital strategy and execution in close collaboration with the global Marketing teams. Responsibilities: Drive regional new-logo pipeline growth through digital and paid channels in EMEA and APJ. Partner with the global team on paid and digital campaign execution (SEM, paid social, and paid ABM), helping set regional strategy from planning through execution, optimisation and reporting. Drive the digital ABM motion for the region, turning Sales input into actual targeted, paid campaigns. Adapt global campaigns for regional messaging, rather than deploying generic global assets. Build and own region-native digital content, platform launches, and offerings, doubling down on successful programmes. Surface and mitigate region-specific risks, helping ensure efficient media spend. Own digital pipeline reporting and ROI for the regions, tracking leads, conversion, and spend against campaigns, and reporting results back to leadership. Partner closely with EMEA and APJ Sales and SDR teams to align digital campaigns with account priorities and pipeline targets. Operate independently: define approach, channel mix, regional tools or platforms, and budget requests in line with regional Sales needs and the wider marketing strategy. Qualifications: 8+ years' experience in a digital/growth marketing role with a focus on ABM, paid digital, and demand generation for B2B SaaS in EMEA and APJ. Track record owning digital pipeline growth end-to-end: strategy, execution, budget, and reporting, with close interaction with Sales. Direct experience running paid social, SEM, and ABM programmes in regions, with clear attribution back to pipeline and revenue. Hands-on experience with a CRM (Salesforce or similar), a marketing automation platform (Marketo, HubSpot, or similar), and ABM/paid tools (6sense, Demandbase, or similar). Experience adapting global campaigns for regional markets: localisation, messaging adaptation, regional content, as well as creating their own regional campaigns. Experience working across EMEA and APJ; an additional language is a plus. Cultural awareness and sensitivity operating across international markets. Confident self-starter and communicator with a positive, hands-on and can-do attitude; comfortable operating independently and driving outcomes autonomously. 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: 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! External Platform builds and operates mission critical platforms that power how customers build on top of and with Figma. The team owns our MCP, Rest API and Gateway integrations powering millions of users as they work across design and code. As an Engineering Manager on External Platform, you’ll lead a team of senior engineers working at the intersection of engineering, operations, and platform strategy. You’ll partner closely with some of our largest customers, Legal, and Program Management to translate shared goals into durable, scalable outcomes. While this team works on our external platforms, the focus is on reliability and extensibility. You will operate the platform supporting our fastest growing products and provide APIs and frameworks that both internal teams and customers built on top of. This role is ideal for someone who enjoys operating in ambiguous, cross-functional spaces, amplifying the impact of strong ICs, and driving outcomes through platform leverage. This is a full time role that can be held from our NYC hub or remotely on the East Coast of the United States. What you'll do at Figma: Lead, grow, and support a team of engineers building foundational infrastructure for Figma’s AI products Partner with customers, engineering and product leaders from across Figma to define the team’s technical strategy and manage the day-to-day project execution Hire, coach, and develop senior and staff engineers to scale the team Roll up your sleeves to engage deeply with technical details and decisions as needed in order to help the team deliver on a robust AI platform with urgency Build an inclusive team and culture through thoughtful team-building and hiring practices We’d love to hear from you if you have: 3+ years of engineering management experience leading high-performing, fast-moving teams, ideally in the AI platform space 8+ years of total engineering experience, ideally reaching a staff engineering level as an individual contributor Experience managing platform teams with a focus on reliability and extensibility A proven track record of motivating, mentoring, and growing experienced engineering leads Experience building and scaling engineering teams and org structure as they grow While it’s not required, it’s an added plus if you also have: Experience with MCP Infrastructure and integrations Experience with  LLM, AI gateways A background in adjacent infrastructure domains 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: $258,000 — $376,000 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; Seattle, WA; New York, NY Workplace: Remote We are building AI to simulate the world through merging art and science. We believe that world models are at the frontier of progress in artificial intelligence. Language models alone won’t solve the world’s hardest problems – robotics, disease, scientific discovery. Real progress requires models that experience the world and learn from their mistakes, the same way that humans do. And this kind of trial and error can be massively accelerated when done in simulation, rather than in the real world. World models offer the most clear path to general-purpose simulation, changing how stories are told, how scientific progress is made and how the next frontiers of humanity are reached. Our team consists of creative, open minded, caring and ambitious people who are determined to change the world. We aspire to continuously build impossible things and our ability to do so relies on building an incredible team. If you are driven to do the same, we'd love to hear from you. ABOUT THE ROLE *Open to hiring remote across the US — we also have offices in NYC, San Francisco, and Seattle Strategic Finance is a high-visibility, high-impact role embedded in the decision-making core of the company. You will serve as a crucial partner to our executive, R&D, and GTM teams, owning the financial modeling and analysis that drives our core product and research strategy, optimizes our GTM engine, and informs critical operational decisions. This is a role for someone who has done this inside a fast-growing company before. You bring that operating judgment alongside analytical rigor, strong communication, and the curiosity to thrive at the frontier of generative AI. You’ll work closely with our CFO and Head of Strategic Finance, and partner directly with the executive team and cross-functional leads. WHAT YOU’LL DO - Partner deeply with Product, Research, and Engineering leadership to evaluate the financial ROI and viability of new product lines, features, and R&D investments. - Drive pricing and packaging strategies that maximize market penetration and revenue expansion. - Collaborate with Sales and Marketing leaders to analyze and optimize unit economics (LTV/CAC, payback periods), sales efficiency, pipeline health, and customer retention. - Act as the analytical engine for the executive team by leading cross-functional initiatives to improve operational efficiency, optimize resource allocation, and scale business processes. - Translate operational plans into financial models, identify risks and opportunities, and hold teams accountable to KPIs. - Own the KPI infrastructure that connects product and revenue metrics to financial outcomes, ensuring accuracy, timeliness, and a consistent narrative across all reporting. WHAT YOU’LL NEED - 7+ years of experience, including foundational analyst experience in investment banking or financial services, and high-impact operating experience in Strategic Finance, BizOps, or Corporate Finance at a high-growth technology company. - Experience building and leveraging AI tools for yourself and for cross-functional use. - A track record of operating through rapid scale: building and evolving financial models, planning processes, and reporting as a company’s complexity grows. - Strong fundamentals in financial modeling with a rigorous and quantitative approach to measuring operational success. - Exceptional communication skills with the ability to distill complex financial concepts into simple, digestible narratives for non-financial stakeholders. - You have a high bar for operational excellence and a keen sense of how to translate complex, ambiguous business questions to a clear plan of action. - A genuine interest in AI and its implications for industry and society Runway strives to recruit and retain exceptional talent from diverse backgrounds while ensuring pay equity for our team. Our salary ranges are based on competitive market rates for our size, stage and industry, and salary is just one part of the overall compensation package we provide. There are many factors that go into salary determinations, including relevant experience, skill level and qualifications assessed during the interview process, and maintaining internal equity with peers on the team. The range shared below is a general expectation for the function as posted, but we are also open to considering candidates who may be more or less experienced than outlined in the job description. In this case, we will communicate any updates in the expected salary range. Lastly, the provided range is the expected salary for candidates in the U.S. Outside of those regions, there may be a change in the range, which again, will be communicated to candidates. WORKING AT RUNWAY Great things come from great teams. https://www.youtube.com/watch?v=kwmj4ato2kw&ab_channel=Runway We’d love to hear from you. We’re committed to creating a space where our employees can bring their full selves to work and have equal opportunity to succeed. So regardless of race, gender identity or expression, sexual orientation, religion, origin, ability, age, veteran status, if joining this mission speaks to you, we encourage you to apply. More about Runway - Universal World Simulator https://runwayml.com/world-simulator.html - GWM-1 https://runwayml.com/research/introducing-runway-gwm-1 - Gen-4.5 https://runwayml.com/research/introducing-runway-gen-4.5 - General World Models https://runwayml.com/research/introducing-general-world-models - Robotics SDK https://runwayml.com/research/introducing-runway-gwm-1#robotics-section - Conversational Real-time Agents https://runwayml.com/research/introducing-runway-gwm-1#avatars-section - Runway Studios https://runwayml.com/studios We're excited to be recognized as a best place to work: Crain's https://www.crainsnewyork.com/awards/best-places-work-2023 | InHerSight https://www.inhersight.com/companies/best/city/new-york-city-ny | BuiltIn NYC https://builtin.com/awards/new-york-city/2024/best-places-to-work | INC https://www.inc.com/best-workplaces/2024

Location: Canada (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. Senior Fullstack Engineer - Grafana Analytics At Grafana Labs, we build observability tools that help users understand, respond to, and improve their systems – regardless of scale, complexity, or tech stack. We recently started a skunkworks initiative with a mission to bring observability to the rest of the business via general data analytics. Our goal is to make Grafana the single best place where humans and AI agents understand and act on data from across the enterprise. We build systems that help users make sense of their sea of data through AI-driven features in use cases like product analytics and sales data. These capabilities lower the barrier of domain expertise and surface meaningful signals from messy data. The Grafana Analytics team is a mix of seasoned Grafanistas and new hires. We operate with a high degree of autonomy and ownership, both as individuals and as a team. Engineers are empowered to make decisions, move quickly, and validate ideas early – while being supported by a deeply collaborative culture that values curiosity, feedback, and cross-functional partnership. We’re looking for a Full-Stack Software Engineer with a strong software engineering background, a quick iteration mindset, and a passion for experimentation – balanced by a focus on shipping and scaling impactful features that deliver value to users. This new team works like a startup within the company: you'll wear multiple hats and won't rely on cross-functional teams that typically support other teams inside Grafana Labs engineering. You will design, develop, test, and ship AI-powered features that can manage dealing with large datasets, while also expanding the capabilities of analytics-focused AI agents to assist users with information retrieval. As the team matures, there’s a broad opportunity to expand or redefine this role based on impact and initiative. Key responsibilities: Build and deliver full-stack user experiences: Take ownership of developing delightful, high-performance AI features to help users discover, organize, and optimize access to large datasets. Rapid experimentation and iteration: Implement a highly iterative process where you quickly prototype, test, and validate with real users, including shipping and evolving LLM- or agent-powered workflows for the data engineering lifecycle. Collaborate: Work with the rest of the team to shape AI-driven product features, including the integration of agentic components with internal tools like Slack and alerting systems while engaging with internal data teams for dogfooding. Utilize AI tools effectively: Use AI and automation tools to enhance both product functionality and your own development workflows. Effective communication: You’ll be working in a highly dynamic and collaborative environment, so we need someone who can communicate effectively and contribute across teams. Ownership and impact: Take full ownership of the AI solutions you develop, ensuring they are not only innovative but also scalable, maintainable, and aligned with real user workflows. What we're looking for: Product mindset: You understand what problems users have and develop solutions to address those with proficiency and taste. Strong engineering skills: Solid experience building production-grade, user-facing software systems. You’re a self-starter, capable of tackling complex engineering problems and making UI design decisions with minimal supervision. AI experience with a practical mindset: You’re familiar with AI technologies and frameworks, and you focus on delivering high-quality solutions that work in the real world, not just in theory. Quick iteration and experimentation: You’re comfortable releasing prototypes, collecting feedback, and iterating with a pragmatic mindset. Proven initiative: You take ownership and drive projects forward, pushing boundaries to find the most impactful solutions. You can deal with ambiguity and are able to define scope where things are loosely defined. Collaborative attitude: You communicate effectively with your peers. You’re open to feedback, and you bring a solutions-oriented mindset to the table. Requirements: Track record of building user-facing experiences that strike the right balance between utility and delighting the user. Experience with LLMs, context engineering, and building applications powered by GenAI. Proven track record of delivering software that made it into production and is actively used by users. Exposure to working in cloud-native environments (e.g., AWS, GCP, Azure). Experience using observability tools to understand and troubleshoot system behavior. Nice to have (but not required): Experience building or working with agent frameworks or multi‑agent workflows. Experience as a data analyst or work with data platforms (e.g., Looker, Tableau, PowerBI, Snowflake, DataBricks) Experience building tools for data engineering. Compensation & Rewards: In Canada the Base compensation range for this role is $ 164,490 - $197,389 CAD. 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. #LI-Remote *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: 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. Senior Fullstack Engineer - Grafana Analytics At Grafana Labs, we build observability tools that help users understand, respond to, and improve their systems – regardless of scale, complexity, or tech stack. We recently started a skunkworks initiative with a mission to bring observability to the rest of the business via general data analytics. Our goal is to make Grafana the single best place where humans and AI agents understand and act on data from across the enterprise. We build systems that help users make sense of their sea of data through AI-driven features in use cases like product analytics and sales data. These capabilities lower the barrier of domain expertise and surface meaningful signals from messy data. The Grafana Analytics team is a mix of seasoned Grafanistas and new hires. We operate with a high degree of autonomy and ownership, both as individuals and as a team. Engineers are empowered to make decisions, move quickly, and validate ideas early – while being supported by a deeply collaborative culture that values curiosity, feedback, and cross-functional partnership. We’re looking for a Full-Stack Software Engineer with a strong software engineering background, a quick iteration mindset, and a passion for experimentation – balanced by a focus on shipping and scaling impactful features that deliver value to users. This new team works like a startup within the company: you'll wear multiple hats and won't rely on cross-functional teams that typically support other teams inside Grafana Labs engineering. You will design, develop, test, and ship AI-powered features that can manage dealing with large datasets, while also expanding the capabilities of analytics-focused AI agents to assist users with information retrieval. As the team matures, there’s a broad opportunity to expand or redefine this role based on impact and initiative. Key responsibilities: Build and deliver full-stack user experiences: Take ownership of developing delightful, high-performance AI features to help users discover, organize, and optimize access to large datasets. Rapid experimentation and iteration: Implement a highly iterative process where you quickly prototype, test, and validate with real users, including shipping and evolving LLM- or agent-powered workflows for the data engineering lifecycle. Collaborate: Work with the rest of the team to shape AI-driven product features, including the integration of agentic components with internal tools like Slack and alerting systems while engaging with internal data teams for dogfooding. Utilize AI tools effectively: Use AI and automation tools to enhance both product functionality and your own development workflows. Effective communication: You’ll be working in a highly dynamic and collaborative environment, so we need someone who can communicate effectively and contribute across teams. Ownership and impact: Take full ownership of the AI solutions you develop, ensuring they are not only innovative but also scalable, maintainable, and aligned with real user workflows. What we're looking for: Product mindset: You understand what problems users have and develop solutions to address those with proficiency and taste. Strong engineering skills: Solid experience building production-grade, user-facing software systems. You’re a self-starter, capable of tackling complex engineering problems and making UI design decisions with minimal supervision. AI experience with a practical mindset: You’re familiar with AI technologies and frameworks, and you focus on delivering high-quality solutions that work in the real world, not just in theory. Quick iteration and experimentation: You’re comfortable releasing prototypes, collecting feedback, and iterating with a pragmatic mindset. Proven initiative: You take ownership and drive projects forward, pushing boundaries to find the most impactful solutions. You can deal with ambiguity and are able to define scope where things are loosely defined. Collaborative attitude: You communicate effectively with your peers. You’re open to feedback, and you bring a solutions-oriented mindset to the table. Requirements: Track record of building user-facing experiences that strike the right balance between utility and delighting the user. Experience with LLMs, context engineering, and building applications powered by GenAI. Proven track record of delivering software that made it into production and is actively used by users. Exposure to working in cloud-native environments (e.g., AWS, GCP, Azure). Experience using observability tools to understand and troubleshoot system behavior. Nice to have (but not required): Experience building or working with agent frameworks or multi‑agent workflows. Experience as a data analyst or work with data platforms (e.g., Looker, Tableau, PowerBI, Snowflake, DataBricks) Experience building tools for data engineering. Compensation & Rewards: In the USA the Base compensation range for this role is $ 154,445 - $185,334 . 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. #LI-Remote *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: 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! Production Engineering embeds with product and platform teams across Figma to help them deliver reliable products faster. Our work spans the stack, from browser performance to backend services and infrastructure. We build tools and practices that reduce operational complexity, clarify important signals, and leave teams confident operating their systems. We value curiosity, thoughtful engineering, and practical progress on problems that matter to the business. As Engineering Manager, you’ll own the team’s strategy, priorities, delivery, and people development. You’ll work with product and platform leaders to decide where the team can make the biggest difference, balancing immediate production needs with lasting improvements. You’ll use your technical judgment to challenge assumptions and assess risk while giving engineers room to lead. 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: Coach and develop production engineers, including experienced technical leaders, through direct feedback and opportunities to shape technical strategy and lead work across teams Set priorities and guide delivery for the team’s embedded work with Figma’s product and platform organizations. Align partners on outcomes, responsibilities, and tradeoffs, and resolve competing demands Guide improvements to observability, incident response, and production tooling that reduce recurring toil, surface actionable signals, and make services easier for product teams to understand and operate Partner with engineers on long-term technical direction, design, and production reviews, supporting their ownership of technical decisions and holding the team accountable for delivery Anticipate reliability and scaling challenges alongside partner-team leaders, and prioritize improvements that support upcoming product goals Turn lessons from work with product teams and production incidents into reusable tools and practices that strengthen partner teams’ ownership and make on-call more sustainable We’d love to hear from you if you have: Experience managing engineering teams and developing senior engineers, helping them grow their technical judgment, leadership, and impact Experience building and operating complex software systems at scale, with the technical judgment to guide decisions across the stack and learn unfamiliar systems Experience leading complex initiatives across engineering teams and cross-functional partners, earning trust beyond your reporting line, resolving competing priorities, and delivering shared business goals Sound judgment about reliability, security, and sustainable operations, with clear communication and respect for engineers’ technical ownership While it’s not required, it’s an added plus if you also have: Experience building shared reliability platforms, observability or distributed tracing systems, or tooling that reduces toil across multiple engineering teams Familiarity with traffic management, service discovery or service meshes, container orchestration, infrastructure as code, or capacity and performance engineering Experience improving incident response processes and reducing on-call burden 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: $258,000 — $376,000 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: Toronto; Ottawa; Montreal 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! Role Summary We seek a highly organized, automation-minded Delivery Operations Analyst to connect GTM and Delivery Engineering teams under a unified operational system. Core duties include owning operational processes, data quality, and automation that move customer opportunities from GTM brief through commercial approval to delivery assignment. Maintain accurate data across Salesforce and Mission Control to support delivery execution. A core expectation is to identify, design, implement, and continuously improve automation across the GTM-to-Delivery workflow(affectionately called Deal Desk, using workflow automation, North, and other appropriate tools. You will own automation outcomes end-to-end, from identifying manual inefficiencies through implementation, testing, monitoring, and iteration. The ideal candidate combines operational rigor with a systems mindset, proactively looking for ways to eliminate repetitive work, improve data quality, reduce coordination overhead, and build scalable processes. Key Responsibilities - Oversee the operational process for new customer briefs submitted by GTM to Deal Desk; ensure required information and proper routing for approval. - Coordinate the transition from commercial approval to the Engineering Program Manager for delivery team assignment. - Track opportunities through pre-delivery stages, identifying actions, blockers, and missing information. - Ensure clear, timely handoffs between GTM, Deal Desk, and EPM. - Maintain accurate, timely data from the Deal Desk process; keep Salesforce and Mission Control updated with customer, opportunity, commercial, and delivery details. - Establish standards for data entry, documentation, and operational hygiene. - Develop and maintain reporting on Deal Desk volume, pipeline progression, approvals, delivery assignments, and operational metrics. - Identify process trends, bottlenecks, and gaps; recommend efficiency improvements. - Develop and maintain process documentation, workflows, and operational playbooks. - Help establish clear ownership, SLAs, and operating standards across the workflow. - Identify opportunities to streamline, standardize, and automate manual processes across the GTM-to-Delivery workflow. Qualifications - 2–4 years of experience in business analysis, operations, revenue operations, sales operations, project coordination, or similar roles. - Experience working with CRM and business operations systems. - Strong analytical and organizational skills with exceptional attention to detail. - Comfortable working across multiple teams and managing processes with numerous stakeholders. - Strong skills in building automations and working with multiple AI tools - Ability to identify inconsistencies, investigate root causes, and drive issues to resolution. - Strong written and verbal communication skills. - Process oriented but being able to convert nebulous ideas into discreet actionable steps and systematizing work - Experience with data reporting, dashboards, or business intelligence tools is an asset. WORKING LOCATION: This role can be based remotely from the Greater Toronto area, Montreal or Ottawa - there is no minimum in-office qualification requirement. We care most about hiring exceptional people regardless of locations, though please check the location listed on the posting for guidance around the core time zone or working hours alignment expected for the role. 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.

Ping Identity is looking for a Strategic Account Executive to win new business and grow strategic enterprise accounts.

150 000 – 165 000 $

Location: Toronto, ON; Austin, TX Workplace: Hybrid 1Password is growing. We’ve surpassed $400M in ARR and we’re continuing to accelerate, earning a spot on the Forbes Cloud 100 for four years in a row and teaming up with iconic partners like Oracle Red Bull Racing. About 1Password At 1Password, we’re building the foundation for a safe, productive digital future. Our mission is to unleash employee productivity without compromising security by ensuring every identity is authentic, every application sign-in is secure, and every device is trusted. We innovated the market-leading enterprise password manager and pioneered Unified Access Management, a new cybersecurity category built for the way people and AI agents work today. As one of the most loved brands in cybersecurity, we take a human-centric approach in everything from product strategy to user experience. Over 180,000 businesses, from Fortune 100 leaders to the world’s most innovative AI companies, trust 1Password to help their teams securely adopt the SaaS and AI tools they need to do their best work. If you're excited about the opportunity to contribute to the digital safety of millions, to work alongside a team of curious, driven individuals, and to solve hard problems in a fast-paced, dynamic environment, then we want to hear from you. Come join us and help shape a safer, simpler digital future. As part of the Go To Market (GTM) Performance & Strategy team, you’ll turn company, product, market, and GTM priorities into clear narratives and high-impact communications for a global customer-facing organization. You’ll own core communications channels and key live experiences—including monthly all-hands, Sales Kickoff (SKO) programming, and new hire onboarding—helping teams understand what matters, why it matters, and how to act. Your work will support 1Password’s mission to enable a safer, simpler digital future by strengthening clarity, alignment, and execution across the business. Reporting into the Sr Dir, Sales Performance & Strategy, this hybrid role is based in Austin, TX or Toronto, ON. How we’re using AI today Across GTM, we’re transforming the way we work with AI. We expect every seller, CSM, and team member to become a power user, using it daily to work smarter and move faster. AI is already embedded in how we operate – from real-time coaching that sharpens how we sell and interact with customers, to surfacing insights that help us anticipate needs – creating more time for meaningful customer engagement. If you’re excited to reshape how you think, make decisions, and drive growth with AI, you’ll feel right at home here. Expectations of this role This is a hybrid role. You will be expected to work from 1Password's Toronto or Austin office 3 days per week, with the flexibility to work from the office up to 5 days based on business needs. Note: All go-to market roles will have an in-person onboarding in Toronto. What we're looking for: - Required: 8+ years of experience in Go To Market (GTM) communications, executive communications, sales or revenue enablement, strategic communications, or a related field. - Exceptional writing, storytelling, and communication skills, with the ability to translate complex business and product strategies into clear, compelling narratives. - Experience partnering directly with senior executives on high-impact presentations, talking points, and organization-wide communications. - Experience leading communications and programming for large-scale GTM forums such as Sales Kickoff, new hire onboarding, leadership meetings, or similar events. - Strong understanding of Business-to-Business Software as a Service (B2B SaaS) organizations, including how partners, resellers, distributors, and service providers contribute to a go-to-market motion. - Strong facilitation and presentation skills, including experience preparing and coaching senior presenters. Bonus points for: - Experience partnering with Product Management and Product Marketing to translate product strategy and positioning for customer-facing audiences, along with strong editorial judgment and operational rigor. What you can expect: - Own the strategy, narrative, editorial rhythm, and delivery of core GTM communications channels in partnership with GTM leadership. - Translate company, product, market, channel, and GTM priorities into relevant communications tailored to different audiences. - Lead monthly global GTM all-hands, including agenda and narrative development, content curation, presenter preparation, presentation development, and facilitation. - Own the weekly GTM newsletter and short-form video update, synthesizing inputs, supporting message development, and maintaining a clear communications archive. - Partner with executive and cross-functional leaders—including Product Management, Product Marketing, Channel, and Workplace Experience—to develop high-impact messaging. - Lead the GTM communications and role-based breakout experience for Sales Kickoff, including session design, materials, presenter preparation, rehearsals, and speaker coaching. - Own the GTM curriculum and facilitation for live new hire onboarding, using participant feedback and changing priorities to improve the experience over time. USA-based roles only: The annual base salary for this role is between $162,000 USD and $235,000 USD, and is commission-eligible. This role is also eligible for immediate participation in 1Password's benefits program (health, dental, 401k and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs. Canada-based roles only: The annual base salary for this role is between $155,000 CAD and $225,000 CAD and is commission-eligible. This role is also eligible for immediate participation in 1Password’s generous benefits program (health, dental, RRSP and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs. At 1Password, we approach each individual's compensation with a promise of fair market value and internal equity commensurate with experience and specific skill set. This posting is for an existing vacancy. Our culture At 1Password, we prioritize collaboration, clear and transparent communication, receptiveness to feedback, and alignment with our core values: keep it simple, lead with honesty, and put people first. You’ll be part of a team that challenges the status quo, and is excited to experiment and iterate in search of the best solution. That said, 1Password is not for everyone https://blog.1password.com/inside-the-culture-powering-1passwords-next-chapter/. Our work is demanding, we strive for excellence, and the pace is fast. We need people who are keen to take on challenging problems, who seek feedback to grow, and who are driven to make an impact. If you're looking for a place where you can settle into a comfortable routine, this might not be the right fit for you. We’re looking for individuals who are proven experts in their fields, as well as those who are highly adaptable, can thrive in ambiguity and through change, are curious, and above all deliver results. How we work with AI We are committed to leveraging cutting-edge technology—including AI—to achieve our mission. We also understand that thinking critically about AI in its current forms will help us create better solutions for our customers and ourselves with its future forms, which will help us continue to close the gap between security and privacy and achieve our mission. We want team members at all levels to take the approach of actively learning AI best practices, identifying opportunities to apply AI in meaningful ways, and driving innovative solutions in their daily work. Embracing the future of AI isn't just encouraged—it's an essential part of how we will be successful at 1Password. This approach extends to our hiring process—candidates are welcome to use AI tools responsibly and thoughtfully during the application process. To us, this means we do ask that you join live interviews without using AI tools so we can get to know how you communicate, solve problems, and collaborate with others. Our approach to work We recognize the power of both in person collaboration and remote work. Some roles are designated as remote-first, with an expectation that individuals work from their homes majority of the time, while others are designated as in-office roles, with an expectation of being on-site on a regular basis. We recognize that certain roles benefit from regular, in-person connection to support collaboration, team cohesion, and customer engagement. For all roles, occasional travel may be required. This includes things like: department-wide offsites, quarterly department meetings and periodic customer events. These events are typically held in varying locations across Canada, USA and/or EMEA. In leadership roles, you can expect to travel once per month on average. Note: All go-to market roles will have an in-person onboarding in Toronto. What we offer We believe in working hard, and rewarding that hard work through our benefits. While not an exhaustive list, here is a glance at what we currently offer: Health and wellbeing 👶 Maternity and parental leave top-up programs 🩺 Competitive health benefits 🏝 Generous PTO policy Growth and future 📈 RSU program for most employees 💸 Retirement matching program 🔑 Free 1Password account Community 🤝 Paid volunteer days 🏆 Peer-to-peer recognition through Bonusly 🌎 Remote-first work environment *Some roles in our GTM team are currently being hired for in-person hybrid work in Toronto and Austin. These roles will specify on the posting. You belong here. 1Password is proud to be an equal opportunity employer. We are committed to fostering an inclusive, diverse and equitable workplace that is built on trust, support and respect. We welcome all individuals and do not discriminate on the basis of gender identity and expression, race, ethnicity, disability, sexual orientation, colour, religion, creed, gender, national origin, age, marital status, pregnancy, sex, citizenship, education, languages spoken or veteran status. Be yourself, find your people and share the things you love. Accommodation is available upon request at any point during our recruitment process. If you require an accommodation, please speak to your talent acquisition partner or email us at nextbit@agilebits.com and we’ll work to meet your needs. Remote work is a part of our DNA. Given that our company was founded remotely in 2005, we can safely say we're experts at building remote culture. That said, remote work at 1Password does mean working from your home country. If you've got questions or concerns about this, your talent partner would be happy to address them with you. Successful applicants will be required to complete a background check that may consist of prior employment verification, reference checks, education confirmation, criminal background, publicly available social media, credit history, or other information, as permitted by local law. 1Password uses artificial intelligence (AI) and machine learning (ML) technologies, including natural language processing and predictive analytics, to assist in the initial screening of employment applications and improve our recruitment process. See here https://www.ashbyhq.com/downloadables/ashby-bias-audit-08-2024.pdf for the latest third party bias audit information. If you prefer not to have your application assessed using AI/ML features, you may opt out by completing this form https://jobs.ashbyhq.com/1password/automation-notice. For additional information see our Candidate Privacy Notice https://1password.com/files/candidate-privacy-notice.pdf.