Задачи:
• искать и реализовывать гипотезы роста на стыке продукта и маркетинга;
• улучшать onboarding, paywall, conversion-механики и продуктовые воронки;
• тестировать GTM гипотезы: новые гео, лендинги, каналы и модели привлечения;
• запускать продуктовые механики, влияющие на acquisition, retention и revenue;
• самостоятельно работать с аналитикой и оценивать влияние решений на P&L;
• вести задачи от гипотезы до релиза и оценки результата;
• решать операционные и интеграционные задачи, если они критичны для роста продукта;
Требования:
• опыт на уровне Middle+, Senior, Lead в Product/Growth/Product Marketing или смежных ролях;
• хорошее понимание воронок, acquisition и monetization;
• ориентация на бизнес-результат, а не на процесс;
• высокая самостоятельность и готовность работать руками;
• способность быстро принимать решения в условиях меняющихся приоритетов;
• умение самостоятельно работать с данными и метриками;
• опыт запуска новых продуктов, направлений или собственных проектов будет плюсом;
• AI-first подход: эффективное использование Claude, AI-агентов и других инструментов как часть ежедневной работы;
• английский B2+.
Условия:
• много свободы и прямое влияние на результат;
• возможность поработать c разными рынками и продуктом на ранней стадии;
• отсутствие бюрократии и долгих согласований;
• работа в сильной команде с выходцами из Google, Rask.ai, Chatfuel;
• full-time, remote.
Location: Remote: United States
Workplace: Remote
At Render, we’re building the modern cloud platform for developers creating AI-native, full-stack, multi-service applications. Our mission is to eliminate the tradeoff between the power of hyperscalers and the simplicity of developer-friendly platforms—so teams can ship fast, scale reliably, and focus on their product, not infrastructure.
Unlike complex hyperscalers or ephemeral edge/serverless solutions, Render offers a developer-first experience with persistent compute, dynamic autoscaling, built-in orchestration, and observability, allowing teams to launch, scale, and manage real-world applications without writing infrastructure code or managing servers. Whether you're building LLM-powered applications, scalable SaaS products, or async processing pipelines, Render empowers teams to move fast and scale confidently from MVP to millions of users.
Our platform is trusted by over 7 million developers worldwide and continues to grow rapidly. In February 2026, we raised an additional $100M in Series C financing, bringing our total funding to $260M, to accelerate our vision of making cloud infrastructure both powerful and intuitive—designed for the speed of modern AI development.
We’re a diverse and talented team that values craft, velocity, and user experience. If you’re excited to help shape the future of the intelligent cloud and empower developers everywhere, we’d love to hear from you.
APPLYING TO RENDER
We're seeking candidates who possess high integrity, humility, and an insatiable drive to learn. Through reasoned discussions and continuous feedback, we strive to improve both individually and collectively. We foster an environment of mutual trust and respect, empowering effective debate to achieve the best outcomes for our customers and team.
We especially encourage members of underrepresented groups in the tech community to apply and understand that not all successful candidates will meet each requirement listed.
Our interview process is unique to each role, and we value the candidate experience just as much as our customer experience. We hope your conversations with us reflect a thoughtful process that is illuminative, enjoyable, and respectful of your time.
ABOUT THE ROLE
The Head of Strategic Partnerships & Ecosystem will manage and grow Render's most critical technology partner relationships. This role involves building and executing a comprehensive partnerships strategy — spanning AI ecosystem integrations, hyperscalers and early bets on emerging platforms — that drives meaningful distribution and growth for Render. These partnerships touch nearly every part of Render — Product, Engineering, DevRel, and Business Development — and often involve senior stakeholders at some of the largest and fastest-moving companies in AI, so doing this well means coordinating closely across those internal teams and keeping Render's leadership regularly informed.
The ideal candidate brings real technical depth in AI and developer tooling, paired with a proven background in partner management, strong relationship-building instincts, and the executive presence to engage with partner leadership at the highest levels. You should have a deep understanding of how to build and scale product-centric partnerships — from ecosystem integrations to platform-level bets — in a fast-moving, technical market.
WHAT YOU'LL DO
- Map Render's technology partnership landscape across AI labs, hyperscalers, and emerging developer products, and build the strategy for where Render has the strongest right to win.
- Own outcomes for the partnerships portfolio — set clear milestones, timelines, and success metrics (e.g., ecosystem integration, developer adoption, joint launches, revenue impact) and hold yourself accountable to them.
- Drive day-to-day partnership strategy and execution, taking deals from evaluation through negotiation, launch, and renewal, including commercial terms.
- Partner closely with Product, DevRel, and Product Marketing to secure roadmap and staffing commitments, drive integration execution, and run co-marketing — and work with Finance and Legal to structure and manage commercial agreements.
- Scope and lead our thinking on building out a Render Marketplace — including the value proposition to customers and key partners, product and engineering requirements, and commercial and financial terms.
- Own ongoing relationship management for key partners — acting as their primary point of contact, running business reviews and planning sessions, driving expansion and renewal over time, and serving as their internal advocate at Render.
- Bring operating rigor to the program: track and report on partnership performance, maintain clear documentation, and keep leadership updated on progress and upcoming launches.
- Build out a team of partner managers as we scale.
WHAT WE'RE LOOKING FOR
- 6–10+ years of experience in strategic or technical partnerships, business development, or product-facing roles at technology companies — ideally where partnerships were critical during a period of hypergrowth.
- A highly technical background is strongly preferred — former PM, forward-deployed engineer, or engineering experience, particularly within AI — so you can go deep with partner engineering and product teams on integration architecture, connectors, and protocols.
- Demonstrated success managing and growing complex, high-impact partnerships across AI, cloud, or developer platform ecosystems.
- Strong cross-functional operating skills, with experience working alongside Product, Engineering, DevRel, Legal, and Finance to execute complex initiatives.
- Exceptional analytical skills, with the ability to use data to drive strategic decisions.
- Outstanding communication, negotiation, and relationship-building skills, with the ability to engage at the executive level.
- Strong bias for action — comfortable operating both independently and as part of cross-functional teams, in a fast-moving environment with evolving priorities.
NICE-TO-HAVES
- Hands-on experience with MCP, plugins, connectors, or app/marketplace ecosystems specifically.
- Deep familiarity with the developer tools and infrastructure landscape, and a point of view on how emerging AI-native companies find distribution.
If this role excites you but you don’t meet every single requirement, we’d still love to hear from you—your unique experience might be just what we need.
BENEFITS
- 4 weeks of paid vacation.
- 14 weeks of fully paid parental leave for all parents to bond with a newly born, adopted, or fostered child. We will also work with you to create a supportive plan of return.
- Long-term disability, life insurance, and 401K plans.
- 100% employer-paid medical coverage and 99% employer-paid dental and vision coverage for you and a dependent. FSAs and HSAs are available as well.
- Monthly lifestyle stipend for wellness, mental health and therapy, hobbies, etc.
- Monthly cell phone and internet subsidy.
- Commuter benefits for Renders in the Bay Area, and home office stipends for remote Renders.
- Continuous learning benefits & related support.
This position is generally not eligible for new visa sponsorship. At Render's discretion, the business may sponsor existing visa transfers. Applicants who require sponsorship must receive business authorization.
Render is an equal-opportunity employer. We know that employing a team rich in diverse thoughts, experiences, and opinions allows our employees, product, and community to flourish. We make all employment decisions including hiring, evaluation, termination, promotional, and training opportunities, without regard to race, religion, color, sex, age, national origin, ancestry, sexual orientation, physical handicap, mental disability, medical condition, disability, gender or identity or expression, pregnancy or pregnancy-related condition, marital status, height and/or weight.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
We encourage all who are interested to apply. We can't wait to hear from you!
Render — CCPA Applicant Privacy Notice https://drive.google.com/file/d/1wKr9IejoT5McFrs9I2mahQnf6AFwb3z2/view
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Location: London, England
Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us!
Figma is growing our team of passionate people on a mission to make design accessible to all.
Born on the Web
, Figma helps entire product teams
brainstorm
, create, test, and ship better designs, together. From great products to long-lasting companies, we believe that nothing great is made alone - come
make
with us!
Figma is looking for a Director, SMB Sales (EMEA) to join our growing Global Commercial organization. As Director of SMB Sales, EMEA, you'll lead a team of frontline managers and Account Executives responsible for helping growing businesses adopt Figma's Organization and Enterprise plans. Reporting to the VP of Commercial Sales, you'll play a critical role in scaling a high-volume, specialized sales motion while partnering closely with leaders across the Americas and JAPAC to drive consistency, share best practices, and evolve how we serve SMB customers globally. This is an opportunity to shape the next chapter of one of Figma's fastest-growing businesses, leading a talented team while influencing strategy across Sales, Marketing, Operations, Enablement, and Product. At Figma, we value leaders who think creatively, challenge the status quo, and build teams that consistently raise the bar for customer experience and business impact.
This is a full time role that can be held from one of our EMEA hubs.
What you'll do at Figma:
Lead, develop, and inspire a team of frontline managers and Account Executives, building a high-performing culture focused on coaching, accountability, and customer impact.
Scale the EMEA SMB business by driving operational excellence across forecasting, pipeline management, inspection, and execution against revenue goals.
Partner with SMB leaders across the Americas and JAPAC to build a globally consistent sales motion, sharing best practices and raising execution standards across regions.
Recruit, hire, and develop exceptional sales leaders while building a strong internal pipeline of future Mid-Market leaders and second-line managers.
Coach managers through forecast reviews, pipeline inspections, deal strategy, call coaching, and performance management to improve both team execution and customer outcomes.
Use data to identify opportunities, test new strategies, and continuously improve the SMB sales motion, including territory design, pipeline generation, productivity, and conversion.
Partner closely with Operations, Enablement, Marketing, Solutions Consulting, Customer Experience, and Product to influence the evolution of the SMB business and improve how we serve customers globally.
Serve as an executive sponsor for strategic customer opportunities while representing the voice of EMEA in the continued evolution of Figma's global SMB strategy.
We'd love to hear from you if you have:
8+ years of experience leading SaaS sales organizations, including at least 4 years in sales management. You’ve managed frontline leaders and spent at least 2 years in a second-line leadership role.
You’ve led distributed sales teams across multiple countries and understand the differences between EMEA markets. Comfortable balancing long-term strategy with the realities of day-to-day execution.
Built and scaled teams of Sales Managers and Account Executives in a high-growth company. Ideally, you also have experience with SMB or Commercial SaaS sales, particularly in a product-led growth business.
You know how to coach leaders, develop talent, and create inclusive teams that perform consistently. You’ve exceeded revenue targets while improving forecasting and building dependable sales processes.
Confident using data to make decisions and have worked closely with Marketing, Operations, Enablement, Product, and other go-to-market teams.
While it’s not required, it’s an added plus if you also have:
Experience using or working with Figma, or other UX/UI experience
Additional European language fluency (e.g. French, German, Spanish)
Experience with Command of the Message or MEDDIC/MEDDICC sales methodology
Background scaling teams across multiple EMEA markets simultaneously
At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.
At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an
equal opportunity workplace
- we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status
,
or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to
accommodations-ext@figma.com
. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.
Examples of accommodations include but are not limited to:
Holding interviews in an accessible location
Enabling closed captioning on video conferencing
Ensuring all written communication be compatible with screen readers
Changing the mode or format of interviews
To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding.
By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with
Figma's Candidate Privacy Notice
.
Application limits:
To help candidates focus on the opportunities most relevant to their skills and experience, Figma limits the number and frequency of applications. These limits apply to all roles:
Candidates may submit up to 5 applications during any rolling 30-day period.
Candidates may not reapply to the same role while an application is active or within 90 days of receiving a rejection.
Once the applicable days has passed, candidates are welcome to apply again.
Location: London, UK
Workplace: OnSite
ABOUT RAMP
Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books.
The problems are high-stakes, data-dense, and unforgiving.
We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome.
The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same.
If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it.
ABOUT THE ROLE
Ramp is building its UK partnerships ecosystem, and we're looking for a Channel Partner Manager who can turn relationships across a myriad of industries into meaningful customer opportunities. This is a generalist role for someone who can see where a partnership makes sense, move quickly, and build momentum across a varied partner portfolio.
You'll identify how and where Ramp can create value for a prospective partner's customer base, then carry the relationship through to qualified introductions and customer adoption. You'll learn what uniquely motivates each partner and turn early success into a repeatable flywheel of referrals. Some relationships will need to be built from the ground up; others will need sharper activation and follow-through. The mix will evolve, so you should be comfortable moving between different partner models while staying focused on commercial outcomes.
You'll work closely with Ramp's UK Sales team and colleagues in Partnerships, Marketing, Events, Product, and Engineering to connect the right partners and customers and make each introduction count.
WHAT YOU'LL DO
- Build and manage a varied portfolio of UK partners, adapting your approach to each relationship and industry.
- Identify how Ramp can create value for a prospective partner's customer base, then prioritize relationships with the clearest path to fast execution.
- Understand what matters to each partner and shape a referral motion that gives them a compelling reason to keep bringing relevant customers to Ramp.
- Create repeatable sources of qualified introductions through partner enablement, account mapping, joint campaigns, events, and warm networks.
- Use business communities, hospitality, and executive events when they can create relevant introductions and measurable commercial value.
- Coordinate partner introductions and follow-up with Ramp's Sales team so opportunities have a clear owner and a strong customer experience.
- Track partner activity from introduction through qualified opportunity and customer adoption; use the data to refine each motion and focus time on what works.
- Run regular partner reviews, keep commitments moving across teams, and represent Ramp credibly with partner executives and prospective customers.
WHAT YOU NEED
- 5+ years of experience, including 3+ years in partnerships, business development, partner sales, account management, or commercial strategy.
- A record of building trusted senior relationships and delivering measurable commercial results through partners.
- The ability to learn different partner business models quickly, understand their customers, and spot where Ramp can create value.
- Strong commercial judgement in prioritizing prospects, shaping warm introductions, and managing opportunities with sales teams.
- Experience executing partner go-to-market activity, such as enablement, account mapping, campaigns, events, or co-sell programs.
- Comfort using performance data to assess partner activity, report results, and adjust course.
- Excellent written, verbal, and listening skills, with the ability to work across partner organizations and internal teams.
- A hands-on, organized working style that keeps multiple relationships and commitments moving at once.
- UK-based, with flexibility to travel across the UK and attend occasional evening or weekend partner events.
NICE TO HAVES
- A background in strategy consulting or investment banking.
- Experience creating B2B pipeline through partner networks, executive events, hospitality, or account-based campaigns.
- Familiarity with UK small and medium-sized businesses and the finance leaders who buy and use Ramp's products.
- Experience building a new partner motion in a growing market or adapting a successful approach to a new partner category.
WHAT SUCCESS LOOKS LIKE
- Ramp has a prioritized UK partner portfolio with a clear customer opportunity and path to activation for each active relationship.
- Partners and Ramp teams know who owns each introduction, opportunity, and next step.
- Partner activity produces a consistent flow of relevant introductions, qualified opportunities, and customers.
- Partners continue to bring relevant referrals because the relationship creates value for their customers and for their own business.
- The strongest partner motions are repeatable, and the team has evidence to decide where to invest next.
BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL)
- Flexible PTO
- Centralized home-office equipment ordering
- Health and wellness stipend
- Budget for intra-office travel
- Weekly coffee stipend
UNITED STATES
- 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents
- One Medical annual membership
- 401(k), including employer match on contributions made while employed by Ramp
- Fertility HRA (up to $10,000 per year)
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay
- Pet insurance
- In-office perks: lunch, snacks, drinks, and more
- Relocation expense coverage to NYC or SF (if needed)
CANADA
- Group medical, dental, and vision coverage through Sun Life
- Life, AD&D, and disability coverage
- Fertility drug coverage (up to $4,000 lifetime)
- Group Retirement Plan with employer match (RRSP + DPSP)
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay
- Employee Assistance Program and virtual care through Lumino Health
UNITED KINGDOM
- Private medical insurance through Freedom Elite
- Virtual GP and at-home care via eMed x Livi
- Workplace pension through Penfold, with salary sacrifice option
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay
REFERRAL INSTRUCTIONS
If you are being referred for the role, please contact that person to apply on your behalf.
OTHER NOTICES
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.
Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice
Location: London, UK
Workplace: OnSite
ABOUT RAMP
Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books.
The problems are high-stakes, data-dense, and unforgiving.
We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome.
The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same.
If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it.
ABOUT THE ROLE
Ramp is building it's UK business from the ground up. We are looking for a Director of Partnerships to be the senior commercial owner of Ramp’s partner ecosystem in the UK: creating the relationships, market presence, and repeatable routes to revenue that help make Ramp a category-defining company in the region.
Reporting to the VP of Channel Sales, you will operate as a founder for Partnerships in London. You will build a focused partner strategy, develop executive-level relationships, and turn the right relationships into durable commercial outcomes. You will work closely with the UK go-to-market team and cross-functional leaders across Sales, Product, Marketing, and Customer Success to make partnerships a meaningful driver of market entry and long-term growth.
This is not a role for someone looking to inherit a mature playbook. The right person is entrepreneurial, commercially sharp, and comfortable creating clarity where there is none. They can move from a first meeting with a senior executive to a clear point of view, an internal plan, and disciplined follow-through.
What You'll Do
- Own and execute Ramp’s UK partnerships strategy, identifying the partner categories and individual relationships that can accelerate awareness, pipeline, customer value, and long-term market position
- Build and maintain senior relationships across the UK ecosystem, including accounting, private equity and venture capital firms, professional-services and consulting firms, financial institutions, technology partners, and other high-leverage channels
- Work alongside the UK Channel Partner Managers, aligning the broader ecosystem strategy with Ramp’s dedicated motions and creating leverage across shared relationships
- Develop a focused partnership plan for priority relationships: articulate the joint value proposition, define the commercial path, and create mutual accountability for progress
- Generate measurable commercial impact by sourcing and influencing pipeline, creating warm paths to target customers, and supporting strategic deals through partner relationships
- Represent Ramp with credibility at executive meetings, industry events, and partner forums, building the company’s reputation as a serious, long-term UK partner
- Serve as the internal voice of the UK partner market, translating relationship intelligence, customer needs, and market dynamics into actionable input for Sales, Product, Marketing, and leadership
- Build the operating cadence for the function, including account plans, partnership scorecards, executive briefs, pipeline visibility, and clear follow-through across internal and external stakeholders
- Help shape Ramp’s broader UK and European go-to-market strategy as the market, team, and partnership portfolio grow
What You Need
- 10+ years of experience in sales, partnerships, business development, alliances, or go-to-market leadership, with a demonstrated record of building senior relationships and driving commercial outcomes
- A proven track record of owning revenue, quota, influenced pipeline, or similarly concrete commercial goals in a complex B2B environment
- Executive presence and sound judgment: you can earn credibility with senior partner leaders and represent Ramp confidently in consequential conversations
- A builder mindset. You have launched a territory, vertical, business line, or partner motion, and know how to create a plan and operating rhythm from a blank page
- The ability to turn broad relationships into specific opportunities, navigate multiple stakeholders, and maintain momentum through long sales and partnership cycles
- Strong strategic and analytical thinking, with the ability to decide where Ramp should invest and make a clear, data-informed case to senior leadership
- Excellent written and verbal communication skills, including the ability to build a compelling partnership narrative and align cross-functional teams around it
- AI fluency as a daily habit. Ramp is a builder culture: if you do not instinctively reach for AI before doing things manually, this role will be a hard adjustment
- Ability to work five days per week from Ramp’s London office, with willingness to travel across the UK and continental Europe as needed
Nice to Haves
- Experience selling or partnering into private equity, financial services, consulting, enterprise technology, or high-growth software companies
- Experience in fintech, financial software, payments, spend management, or the office of the CFO technology ecosystem
- An established UK network of senior commercial, investment, operating, or technology leaders
- Experience building a new market or international go-to-market motion
- Fluency in an additional European language
Why Ramp
- Own one of Ramp’s most important external-facing growth mandates as we build the UK business
- Work directly with senior leaders across Channel, Sales, Product, and Marketing, with the autonomy to shape the market strategy and the accountability to deliver commercial outcomes
- Build at the intersection of fintech, AI, and enterprise software at a company redefining how businesses manage spend
BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL)
- Flexible PTO
- Centralized home-office equipment ordering
- Health and wellness stipend
- Budget for intra-office travel
- Weekly coffee stipend
UNITED STATES
- 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents
- One Medical annual membership
- 401(k), including employer match on contributions made while employed by Ramp
- Fertility HRA (up to $10,000 per year)
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay
- Pet insurance
- In-office perks: lunch, snacks, drinks, and more
- Relocation expense coverage to NYC or SF (if needed)
CANADA
- Group medical, dental, and vision coverage through Sun Life
- Life, AD&D, and disability coverage
- Fertility drug coverage (up to $4,000 lifetime)
- Group Retirement Plan with employer match (RRSP + DPSP)
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay
- Employee Assistance Program and virtual care through Lumino Health
UNITED KINGDOM
- Private medical insurance through Freedom Elite
- Virtual GP and at-home care via eMed x Livi
- Workplace pension through Penfold, with salary sacrifice option
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay
REFERRAL INSTRUCTIONS
If you are being referred for the role, please contact that person to apply on your behalf.
OTHER NOTICES
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.
Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice
Location: London, UK
Workplace: OnSite
ABOUT RAMP
Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books.
The problems are high-stakes, data-dense, and unforgiving.
We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome.
The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same.
If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it.
ABOUT THE ROLE
Ramp's Accounting Channel is a key growth driver for the company, and we're looking for a founding Channel Partner Manager to help build our UK accounting-partner motion from the ground up. As an early member of the team in London, you'll have the opportunity to shape how Ramp partners with accounting and advisory firms across the region; building the relationships, go-to-market strategy, and repeatable motions that fuel long-term growth.
This role is for someone who thrives in ambiguity, moves quickly, and takes ownership without being handed a playbook. You'll acquire and grow relationships with accounting and advisory partners, enable their teams, and generate revenue through client referrals. You'll also help us adapt Ramp's partner strategy to the commercial and cultural nuances of the UK markets.
WHAT YOU'LL DO
- Source, qualify, and conduct deep discovery with net-new accounting and advisory partners across the UK
- Sign partners and build comprehensive go-to-market plans that create a scalable referral motion
- Drive revenue for Ramp by generating and converting client referrals from accounting firms
- Build relationships with multiple stakeholders within partner firms, from firm leadership to client-facing teams
- Educate partners on Ramp's offering and clearly articulate the value we deliver to both their firms and their clients
- Enable and onboard partner team members so they can confidently identify, position, and refer Ramp
- Hold monthly and quarterly business reviews with key partners; use performance data and feedback to identify new growth opportunities
- Adapt your approach to the cultural, commercial, and regulatory nuances of the UK accounting landscape
- Work cross-functionally with marketing, growth, direct sales, and product and engineering to develop co-marketing opportunities, onboard referred clients, and inform the product roadmap
- Become an expert in Ramp's product, features, and workflows
- Build new (and improve existing) workflows, sales motions, and partner programs that contribute to the team's continued success
- Own partner activity, pipeline, forecasts, and revenue targets with disciplined follow-through and CRM hygiene
WHAT YOU NEED
- AI fluency as a daily habit. Ramp is a builder culture: if you don't instinctively reach for AI before doing things manually, this role will be a hard adjustment
- 4+ years of experience in partner sales, business development, partnership management, full-cycle sales, or channel partnerships
- Strong discovery skills and a consultative approach to uncovering partner pain points and growth opportunities
- A track record of consistently meeting or exceeding revenue targets and quotas
- An entrepreneurial mindset and the ability to operate with high autonomy in a fast-paced, evolving environment
- A strong bias for action, with a dedication to tracking performance and improving efficiency every day
- Excellent written and verbal communication skills, including strong listening and stakeholder-management skills
- Proven ability to build relationships with senior and day-to-day stakeholders, both externally and across the company
- Ability to work five days per week from our London office, with willingness to travel across the UK
NICE TO HAVES
- Experience partnering with accounting firms in a consulting, sales, or partnerships capacity
- Knowledge of the UK accounting and advisory ecosystem
- Background or proficiency in accounting
- Experience launching a new territory, vertical, or partner program
- Experience in a direct sales closing role
- Fluency in additional European languages
- Prior CRM experience, preferably Salesforce
- Fintech or financial-services sales experience
BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL)
- Flexible PTO
- Centralized home-office equipment ordering
- Health and wellness stipend
- Budget for intra-office travel
- Weekly coffee stipend
UNITED STATES
- 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents
- One Medical annual membership
- 401(k), including employer match on contributions made while employed by Ramp
- Fertility HRA (up to $10,000 per year)
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay
- Pet insurance
- In-office perks: lunch, snacks, drinks, and more
- Relocation expense coverage to NYC or SF (if needed)
CANADA
- Group medical, dental, and vision coverage through Sun Life
- Life, AD&D, and disability coverage
- Fertility drug coverage (up to $4,000 lifetime)
- Group Retirement Plan with employer match (RRSP + DPSP)
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay
- Employee Assistance Program and virtual care through Lumino Health
UNITED KINGDOM
- Private medical insurance through Freedom Elite
- Virtual GP and at-home care via eMed x Livi
- Workplace pension through Penfold, with salary sacrifice option
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay
REFERRAL INSTRUCTIONS
If you are being referred for the role, please contact that person to apply on your behalf.
OTHER NOTICES
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.
Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice
Location: London, England
Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us!
We are looking for a Manager, Mid-Market Sales to join our dynamic team of creatives, engineers, marketers, and forward-thinking business folks. As our Manager Mid-Market Sales, you will lead a team of Account Executives in the NEMEA region responsible for continuing the growth of our Enterprise product. You will report directly to our Director, Commercial Sales. With this role you’ll be part of scaling NEMEA in a fast growing sales org. You’ll collaborate with our existing customer base and potential customers in driving meaningful relationships that add value to the customer experience and revenue to our bottom line.
This is a full time role that will be held from our London office.
What you'll do at Figma:
Create and manage a team of motivated and diverse individuals to foster an environment of success
Participate in customer and prospect meetings
Assist in continual training and development, including mentorship, hiring and career growth
Help craft and further develop sales processes and initiatives
Interview, hire and train new team members as we scale the business and company
Deliver weekly forecast meetings and mentor Account Executives on strategies to help exceed their goals
We’d love to hear from you if you have:
7+ years of sales experience (preferably within SaaS) with 3+ years of management experience
Understanding of our technical and competitive landscape and ability to thrive in a constantly evolving environment
Fluency in German
Excitement for growing customer happiness and developing lasting customer relationships
Proven track record of leading successful and consistent sales team. Outstanding coaching, writing, discovery and presentation skills
While it’s not required, it’s an added plus if you also have:
Additional years of management experience within a SaaS company
Experience using or working with Figma, or other UX/UI experience
Ability to thrive in a constantly changing and evolving environment
Experience with Command of the Message or MEDDIC sales methodology
At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.
At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an
equal opportunity workplace
- we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status
,
or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to
accommodations-ext@figma.com
. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.
Examples of accommodations include but are not limited to:
Holding interviews in an accessible location
Enabling closed captioning on video conferencing
Ensuring all written communication be compatible with screen readers
Changing the mode or format of interviews
To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding.
By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with
Figma's Candidate Privacy Notice
.
Application limits:
To help candidates focus on the opportunities most relevant to their skills and experience, Figma limits the number and frequency of applications. These limits apply to all roles:
Candidates may submit up to 5 applications during any rolling 30-day period.
Candidates may not reapply to the same role while an application is active or within 90 days of receiving a rejection.
Once the applicable days has passed, candidates are welcome to apply again.
Location: Ireland
About the Job:
As the Order Management Specialist, you will ensure that system inputs are complete and accurate, orders are processed in a timely manner, work with the Deal Desk and Internal Systems team to resolve issues, and ensure accounts are provisioned. You will have excellent attention to detail, solve problems, and ability to multi task.
Responsibilities:
Order & Opportunity Review
Review opportunities in Salesforce to ensure completeness and accuracy prior to downstream processing into NetSuite, validating pricing, product/SKU alignment, contract terms, and required fields.
Review Annual Recurring Revenue (ARR) on opportunities to confirm accuracy and alignment with contract terms and pricing before deals proceed through the order-to-cash cycle.
Create and monitor indirect sales orders via AWS Marketplace. Work with AWS Support to resolve any offer issues or errors.
Identify, troubleshoot, and resolve data discrepancies or missing information before orders progress through the order-to-cash cycle.
Serve as a quality checkpoint between deal closure and financial system entry, minimizing rework and downstream billing errors.
Provisioning & Deal Documentation
Review and approve provisioning details to ensure customer setup aligns with the terms of the executed agreement.
Partner with Sales, Customer Success, and Deal Management to confirm that all required documentation (order forms, amendments, approvals, contracts) is complete, accurate, and obtained prior to processing.
Act as a point of escalation for missing or inconsistent deal documentation, coordinating resolution across stakeholders.
Systems & CPQ Administration
Work closely with the internal systems/IT team to ensure Salesforce CPQ configurations (pricing rules, product bundles, approval workflows) remain accurate and up to date.
Support testing and validation of CPQ and Salesforce-to-NetSuite integration changes, flagging issues that could impact order accuracy or revenue processing.
Contribute to continuous improvement of order-to-cash tools, workflows, and controls.
Revenue Recognition & Compliance
Apply a working understanding of ASC 606 principles when reviewing deal structures, contract terms, and provisioning to flag potential revenue recognition considerations.
Support Finance/Accounting during month-end and quarter-end close by ensuring orders and documentation are audit-ready.
Help maintain internal controls around deal review, approval, and order processing.
Cross-Functional Partnership
Act as a trusted liaison between Sales, Customer Success, Deal Management, Finance, and Systems teams to keep the order-to-cash process moving efficiently.
Provide guidance and training to Sales and Customer Success on Salesforce, CPQ, and documentation requirements.
Report on order accuracy, cycle times, and recurring issues, and recommend process improvements.
Qualifications:
Bachelor's degree in Business, Finance, Accounting, or related field, or equivalent practical experience.
4+ years of experience in Order to Cash, Deal Desk, Sales Operations, Revenue Operations, or a related finance/systems role, ideally in a B2B SaaS environment.
Hands-on experience with Salesforce and Salesforce CPQ (or other CPQ systems); experience with NetSuite and AWS Marketplace strongly preferred
Working understanding of ASC 606 revenue recognition principles as they apply to SaaS/subscription contracts.
Strong attention to detail and comfort working with high volumes of orders, especially during month-end/quarter-end close.
Excellent cross-functional communication skills, with proven ability to partner effectively with Sales, Customer Success, Deal Management, Finance, and IT/Systems teams.
Analytical mindset with strong Excel skills; experience with reporting/dashboard tools (e.g., Tableau) a plus.
Ability to work independently, prioritize competing requests, and manage ambiguity in a fast-paced environment.
Nice to Have
Experience supporting Salesforce-to-NetSuite integrations or similar CRM-to-ERP data flows.
Familiarity with contract lifecycle management (CLM) tools (e.g., Ironclad, DocuSign CLM).
Prior experience contributing to systems testing, UAT, or process documentation for order management tools.
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.
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: Canada; United States
Workplace: Remote
ABOUT DOCKER
Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout.
We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.
_______________________________________________________________________
Docker is launching a Professional Services organization to accelerate customer success, reduce time-to-value, and drive enterprise adoption for agentic workloads. As a Principal Solution Architect, you'll play a critical role in building and scaling this function. You will join a team of seasoned experts with deep experience backed by Docker's unmatched reach across Fortune 500 companies.
This is a high-visibility role working directly with senior leadership across revenue, product, marketing, and partner organizations. You'll shape service strategy, drive cross-functional alignment, and deliver offerings that accelerate both services revenue and platform expansion.
You'll serve as a trusted advisor to our largest and most strategic partners and enterprise customers, providing thought leadership on integrating Docker agentic solutions within enterprise environments.
RESPONSIBILITIES
Build and Scale the Professional Services Practice
- Develop and codify repeatable reference architecture patterns across Docker's core use cases including self-hosted and air-gapped deployments, MCP (model context protocol)/AI agent environments, IDP integrations, and secure supply chain workflows so that engagements scale consistently across customers and partners.
- Translate reference architectures into customer-facing technical collateral, SOW templates, and success patterns that reduce scoping time and improve delivery consistency.
- Collaborate with product, marketing, and revenue teams to integrate services into GTM motions and align delivery to Docker's AI platform roadmap.
- Identify offerings that drive product expansion, renewals, and long-term customer value.
- Support Partnerships & Alliances in selecting, onboarding, and enabling technical integration partners, system integrators (SIs), and service delivery partners.
Drive Strategic Customer Outcomes
- Act as a trusted advisor to enterprise customers, helping them adopt modern patterns for containerization, AI workflows, and secure software supply chains.
- Lead technical discovery and architecture engagements that span enterprise integration layers
- Architect and deliver self-hosted Docker deployments within air-gapped, regulated, and complex enterprise environments including local image registry setup, offline toolchain configuration, and compliance-driven infrastructure design.
- Design and Guide customers through implementation of agentic AI toolchains, including MCP server/client architecture, tool orchestration, observability integration and secure deployment patterns aligned to Docker's AI platform.
- Position Docker as a strategic and thought leadership partner, influencing long-term technology adoption and investment decisions.
- Directly deliver or assign and oversee appropriate delivery partners to execute service engagements and ensure technical objectives are met.
Enable Cross-Functional Success
- Drive alignment and decision-making across multiple stakeholders and teams without direct reporting lines.
- Translate field insights including enterprise integration patterns, IDP/SSO friction points, observability gaps, and AI deployment challenges into actionable product and services strategy, roadmap, and partner capabilities.
QUALIFICATIONS
REQUIRED
- 7+ years as a Professional Services Solution Architect, Technical Consultant, or similar role at a SaaS/infrastructure company or consulting firm.
- Demonstrated experience architecting and deploying self-hosted and air-gapped deployment architectures: local image registries, offline toolchain configuration, network-isolated Kubernetes clusters, and compliance-driven infrastructure constraints common in regulated industries.
- Enterprise integration experience across Identity Providers (Okta, Azure AD, LDAP/Active Directory) and federated identity protocols (OIDC, SAML, SSO), including RBAC design within complex, multi-tenant enterprise environments.
- Working knowledge of Model Context Protocol (MCP) and its application to agentic AI toolchains including MCP server/client architecture, tool and resource orchestration, and secure containerized deployment patterns.
- Hands-on experience with AI/ML workflows, LLM deployment, and agentic AI architectures in enterprise environments with awareness of Docker's AI platform roadmap including AI agent containerization, model provenance, and AI supply chain security.
- Deep understanding of container and software supply chain security: Docker Hardened Images (DHI), Secure Supply Chain (SSC), SBOM generation, image signing and attestation, vulnerability management, and runtime governance.
- Excellent facilitation and stakeholder management skills; able to lead executive-level architecture conversations and influence senior stakeholders without formal authority.
- Direct experience delivering high-quality services engagements that achieve customer value while meeting revenue and ARR growth targets within a revenue organization.
- Recognition by enterprise customers as a strategic technical advisor.
BONUS
- Experience architecting AI platforms in large enterprise environments LLM deployment pipelines, model provenance, artifact signing, and secure AI supply chain patterns.
- Background enabling system integrators, consultancies, or partner ecosystems.
- Consulting experience with Fortune 500 clients in highly regulated sectors such as financial services, healthcare, or government.
- Led AI security architecture engagements that addressed model provenance, artifact signing, and supply chain integrity for containerized AI workloads including secure MCP server deployment, tool and resource access controls, secrets management within agentic pipelines, and runtime isolation patterns for LLM-based applications.
WHAT TO EXPECT
FIRST 30 DAYS
- Onboard to Docker's mission, values, and operating model.
- Deeply familiarize yourself with our product portfolio, AI platform roadmap, and strategic customers.
- Build strong partnerships with Product, Engineering, and Sales functions.
- Plug into the team's rhythm of business (standups, reviews, shadow customer engagements).
FIRST 90 DAYS
- Scope, define SOWs, delivery, and oversight of customer service engagements.
- Participate in the creation of reference architectures for key use cases..
- Participate in initiatives to build out and improve the services department's offerings.
ONE-YEAR OUTLOOK
- Successful delivery and oversight of customer service engagements.
- Contribute materially to the build-out of Docker's service offerings across AI, security, and enterprise integration practices.
- Institutionalize continuous improvement by providing field feedback including enterprise integration patterns, deployment blockers, and observability gaps to the product team.
Docker does not offer visa sponsorship for this role.
Compensation & Equity
Canada: CA$238,000– CA$340,000 + equity
United States: $171,500 – $245,00 + equity
______________________________________________________________________
POSTING INFORMATION
- Open vacancy: This posting is for an existing open role.
- AI in hiring: Docker may use AI-assisted tools during our recruiting process.
- Interview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent.
______________________________________________________________________
PERKS & BENEFITS
- Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.
- Flexibility that fits your life – We trust you to manage your schedule while delivering great work.
- Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.
- Home office support – Set up your workspace for comfort and success.
- Technology stipend – Equivalent to US$100 net per month to help support your work.
- Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
- Parental leave – 16 weeks of paid parental leave after six months of employment.
- Equity for all full-time employees – Share in Docker's long-term success as we continue to grow.
- Comprehensive benefits – Medical, retirement, and paid holidays vary by country.
- Docker swag – Because representing the whale never gets old.
Docker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community.
#LI-REMOTE
Location: New York, NY (HQ); San Francisco, CA
Workplace: Hybrid
ABOUT RAMP
Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books.
The problems are high-stakes, data-dense, and unforgiving.
We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome.
The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same.
If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it.
ABOUT THE ROLE
You will be a front-line manager to a group of Account Executives (AEs) who will be hunting, pitching, and closing new business for Ramp. You will be responsible for 1:1 coaching, mentoring, and strategy development, working closely with leaders across Sales, Marketing, Product, and the executive team to drive positive outcomes for this segment. As a key member of the sales leadership team, you will have the opportunity to help build and refine Ramp’s sales development motion.
WHAT YOU'LL DO
- Manage, develop and execute career development and leadership plan for a group of Account Executives and provide daily 1:1 mentoring and coaching
- Set and maintain a high-performing culture and morale by overseeing the daily activities and quota performance management of individual AEs to ensure key performance metrics are met
- Hire and train new AEs on Ramp’s product, buyer personas, competition, and tools through various methods (ie. role-plays)
- Strategize with sales and marketing counterparts on pipeline and prospecting initiatives to meet company objectives
- Build dashboards and report on customer and team performance and forecast to senior leadership
- Improve team output and efficiency over time by optimizing systems and processes
- Build and execute on pipeline with new clients and partners to run the end-to-end sales process
- Establish a library of playbook resources for the AE team
- Partner with Ops to create and polish existing metrics that evaluate the individual and team’s performance
- Represent the AE team cross-functionally with leaders of other departments
WHAT YOU’LL NEED
- Minimum 5 years of quota carrying sales experience as an individual contributor
- Minimum 3 years of experience building and leading successful, high-performing sales teams
- Demonstrated success in fast-paced, results-oriented GTM environments, ideally at SaaS companies, and history of consistently performing above quota in an outbound sales environment
- Passion and excitement for hiring, with a thoughtful approach to team planning and development
- Experience working cross-functionally to build successful top of the funnel activities to drive more pipeline; Strong collaboration and influencing skills demonstrated through excellent communication and presentation skills
- Ability to articulate contractual, technical, and financial value points to customers, including executive leaders
- Proficiency in data analytics tools (ie. Salesforce, Looker, and Excel) and familiarity with email and call automation platforms
- Ability to leverage data to drive decisions, create systems, and identify process improvements to improve efficiency
NICE TO HAVES
- Experience with financial services sales in a full-cycle sales role
- Financial services or Fintech experience at a high-growth startup
BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL)
- Flexible PTO
- Centralized home-office equipment ordering
- Health and wellness stipend
- Budget for intra-office travel
- Weekly coffee stipend
UNITED STATES
- 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents
- One Medical annual membership
- 401(k), including employer match on contributions made while employed by Ramp
- Fertility HRA (up to $10,000 per year)
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay
- Pet insurance
- In-office perks: lunch, snacks, drinks, and more
- Relocation expense coverage to NYC or SF (if needed)
CANADA
- Group medical, dental, and vision coverage through Sun Life
- Life, AD&D, and disability coverage
- Fertility drug coverage (up to $4,000 lifetime)
- Group Retirement Plan with employer match (RRSP + DPSP)
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay
- Employee Assistance Program and virtual care through Lumino Health
UNITED KINGDOM
- Private medical insurance through Freedom Elite
- Virtual GP and at-home care via eMed x Livi
- Workplace pension through Penfold, with salary sacrifice option
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay
REFERRAL INSTRUCTIONS
If you are being referred for the role, please contact that person to apply on your behalf.
OTHER NOTICES
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.
Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice
Location: United States
Workplace: Remote
ABOUT DOCKER
Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout.
We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.
_______________________________________________________________________
We are looking for an experienced Partner Sales Manager, Mid-Enterprise to drive partner-led growth across Docker’s Mid-Enterprise business.
The primary focus of this role will be generating pipeline for Docker’s AI Governance solution. Working closely with Docker’s Mid-Enterprise sales organization and priority channel partners, you will develop scalable sales plays, activate joint campaigns, and advance partner-sourced and partner-influenced opportunities from identification through close.
You will own a partner revenue target focused on pipeline and ARR, transforming successful partner engagements into repeatable programs that expand market coverage and scale across sellers, partners, and regions.
RESPONSIBILITIES
Partner Strategy & Execution
- Develop and execute a Mid-Enterprise partner plan aligned with Docker’s go-to-market strategy and revenue goals.
- Prioritize the partners, markets, and use cases with the greatest potential to generate pipeline at scale.
- Build strong relationships with priority resellers, solution providers, and distributors.
- Establish clear operating cadences covering joint planning, pipeline, forecasting, enablement, and performance.
Scalable Partner-Led Growth
- Create repeatable partner sales plays that drive account engagement and qualified pipeline.
- Lead account mapping and prioritization with partners and Docker sales teams.
- Activate joint campaigns, events, workshops, and outbound programs with Partner Marketing and Demand Generation.
- Build the playbooks, messaging, training, and engagement workflows required for consistent execution.
- Measure and refine programs based on adoption, conversion, pipeline contribution, and revenue.
Pipeline & Co-Sell Execution
- Own partner-sourced and partner-influenced pipeline generation and ARR.
- Connect partners with Docker sellers and drive joint opportunities through qualification, progression, and close.
- Maintain regular pipeline and forecast reviews with priority partners and sales leadership.
- Identify risks, remove blockers, and implement actions that improve conversion and deal velocity.
- Ensure partner activity is connected to measurable commercial outcomes.
AI Governance & Solution Positioning
- Enable partners to position Docker as trusted infrastructure for secure and governed AI-assisted software development.
- Translate Docker’s AI governance strategy into practical customer use cases and repeatable partner conversations.
- Identify segments and opportunities where AI adoption, governance, or software supply-chain security create customer urgency.
- Partner with Product Marketing and technical teams to develop sales plays, workshops, and enablement assets.
Cross-Functional Collaboration
- Partner closely with Sales, Marketing, Solutions Engineering, Customer Success, and Revenue Operations.
- Align direct sellers and partners around target accounts, opportunities, and clear rules of engagement.
- Increase field adoption by making partner programs simple, relevant, and valuable to sellers.
- Bring partner and market feedback into Docker’s go-to-market planning.
QUALIFICATIONS
- 10+ years of enterprise sales, channel sales, alliances, or partner management experience in B2B technology.
- Proven success generating pipeline and revenue through resellers, solution providers, VARs, or distributors.
- Experience building scalable partner sales plays and joint demand-generation programs.
- Strong pipeline management, forecasting, account-mapping, and co-sell experience.
- Track record of aligning direct sellers and partners around shared revenue goals.
- Experience in developer tools, DevOps, cloud infrastructure, cybersecurity, or AI technology is preferred.
- Bachelor’s degree or equivalent professional experience.
SKILLS & COMPETENCIES
- Outcome-driven, with a strong focus on pipeline, revenue, and customer growth.
- Able to turn successful partner engagements into repeatable, scalable programs.
- Commercially rigorous and comfortable owning targets, forecasts, and performance reviews.
- Strong field operator who can earn seller trust and move opportunities forward.
- Skilled cross-functional collaborator across sales, marketing, technical teams, and partners.
- Clear communicator who can translate Docker’s platform and AI governance strategy into customer value.
- Data-driven and able to focus investment on the partners and programs producing the strongest results.
KEY PERFORMANCE INDICATORS
- Partner-sourced and partner-influenced pipeline and ARR
- Pipeline coverage and forecast accuracy
- Adoption and performance of repeatable partner plays
- Active pipeline-generating partners
- Seller participation in partner programs
- Opportunity conversion, win rate, and deal velocity
WHAT TO EXPECT
First 30 Days – Orientation & Foundation
- Complete onboarding across Docker’s sales motions, tools, and processes
- Learn Docker’s partner model and key partner segments (distributors, resellers, VARs, cloud marketplaces)
- Build relationships with internal stakeholders and priority regional partners
- Develop a high-level regional reseller strategy and engagement plan
First 60 Days – Partner Cadence & Planning
- Establish structured engagement and joint planning with top partners
- Align on partner performance metrics, pipeline expectations, and enablement priorities
- Collaborate with Marketing on a regional partner demand-generation plan
- Align pipeline development strategies with regional sales leadership
First 90 Days – Execution & Momentum
- Launch initial joint sales and marketing initiatives with reseller partners
- Drive partner enablement and define clear co-sell and deal engagement workflows
- Begin tracking early performance indicators for partner-sourced and partner-influenced pipeline
ONE-YEAR OUTLOOK
- Build durable, high-value relationships with strategic and regional reseller partners
- Drive measurable growth in partner-sourced pipeline, net new ARR, and renewals
- Expand Docker’s regional coverage and market penetration through partner-led GTM
- Continuously refine the reseller engagement model based on performance, feedback, and market trends
Docker does not offer visa sponsorship for this role.
Compensation & Equity
United States: $175K – $250K OTE + equity
______________________________________________________________________
POSTING INFORMATION
- Open vacancy: This posting is for an existing open role.
- AI in hiring: Docker may use AI-assisted tools during our recruiting process.
- Interview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent.
______________________________________________________________________
PERKS & BENEFITS
- Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.
- Flexibility that fits your life – We trust you to manage your schedule while delivering great work.
- Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.
- Home office support – Set up your workspace for comfort and success.
- Technology stipend – Equivalent to US$100 net per month to help support your work.
- Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
- Parental leave – 16 weeks of paid parental leave after six months of employment.
- Equity for all full-time employees – Share in Docker's long-term success as we continue to grow.
- Comprehensive benefits – Medical, retirement, and paid holidays vary by country.
- Docker swag – Because representing the whale never gets old.
Docker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community.
#LI-REMOTE
Location: Foster City, CA
Workplace: Hybrid
Replit is the agentic software creation platform that enables anyone to build applications using natural language. With millions of users worldwide, Replit is democratizing software development by removing traditional barriers to application creation.
ABOUT THE ROLE:
We're hiring a Product Partnerships Manager to own Replit's most important strategic partnerships end-to-end: from identifying the opportunity to shipping the outcome and measuring the impact.
This is a product-focused role where you will work with our consumer technology partners, such as Stripe, Shopify, Google, and the broader connector ecosystem. You'll work at the intersection of product strategy, ecosystem thinking, and deal execution. You'll need to be a serious Replit power user. You'll speak credibly with engineers. You'll negotiate with senior partner stakeholders. And you'll be the person accountable for turning ambiguous ecosystem opportunities into shipped product and business outcomes.
WHAT YOU'LL DO
- Develop a clear point of view on Replit's partner landscape and build a prioritized pipeline of high-leverage opportunities across consumer tooling, AI tooling, cloud and infrastructure, and payments technology partners.
- Lead partner conversations from early exploration through joint product thesis, business case, commercial terms, launch plan, and post-launch iteration.
- Partner with Product, Engineering, Partner Engineering, Legal, Finance, Marketing, and Sales to turn agreements into shipped outcomes.
- Work directly with Partner Engineers to scope integrations, demos, prototypes, reference apps, and partner enablement assets.
- Define success metrics before every launch activation: retained usage, apps created, deployments, revenue, partner-sourced users, and use them to decide when to scale, iterate, or sunset a partnership.
- Build lightweight operating systems: partner scorecards, launch checklists, partner roadmap tracking, and repeatable frameworks for evaluating new opportunities.
- Represent the partner internally with strong product judgment; inform roadmap changes only when they create clear leverage for Replit users.
WHO YOU ARE
You're probably one of these:
- A product partnerships or BD person from a developer platform, AI platform, API company, cloud platform, or builder tool.
- A former PM or founder who can sell and negotiate externally while staying close to the product.
- A technical ecosystem operator who has shipped integrations, partner programs, or AI-native workflows.
In all cases, you're a builder. You can open Replit and put together a credible demo. You're not expected to write production integration code but you need enough technical depth to scope the work, ask the right questions, and earn trust with engineers.
REQUIRED SKILLS & EXPERIENCE
- Experience sourcing, structuring, negotiating, and launching strategic partnerships.
- Strong product judgment: you can explain why a partnership should or shouldn't influence the roadmap.
- Technical fluency with APIs, auth, cloud and deployment, databases, LLMs, agents, and developer workflows.
- Hands-on familiarity with Replit or comparable AI-native developer tools; ability to build credible demos and prototypes.
- Ability to run an ambiguous, multi-party process from discovery through signed agreement, launch, and measurement.
- Credibility with both senior external partners and internal engineers.
- Strong written and verbal communication.
BONUS QUALIFICATIONS
- Background in AI, developer tools, cloud infrastructure, API companies, or creative/productivity software.
- Experience with MCP-style integrations, agent workflows, or AI model/tooling ecosystems.
- Founder, PM, DevRel, solutions engineering, or technical BD background
This is a full-time role that can be held from our Foster City, CA office. The role has an in-office requirement of Monday, Wednesday, and Friday.
Full-Time Employee Benefits Include:
💰 Competitive Salary & Equity
💹 401(k) Program with a 4% match (US Only)
⚕️ Health, Dental, Vision and Life Insurance
🩼 Short Term and Long Term Disability
🚼 Paid Parental, Medical, Caregiver Leave
🏝 Flexible Time Off (FTO) + Holidays
🚗 Commuter Benefits (In-Office & US Only)
📱 Monthly Wellness Stipend
🧑💻 Autonomous Work Environment
🖥 In Office Set-Up Reimbursement (In-Office Only)
🚀 Quarterly Team Gatherings
☕ In Office Amenities (In-Office Only)
Want to learn more about what we are up to?
- Self-driving Company https://replit.com/blog/self-driving-company
- Replit Agent at Scale https://replit.com/blog/evaluating-and-improving-agent-at-scale
- AI Adoption https://replit.com/blog/ai-adoption
- Build Open-Source Apps https://replit.com/build/open-source-app-builder
Interviewing + Culture at Replit
- Operating Principles https://blog.replit.com/operating-principles
- Reasons not to work at Replit https://blog.replit.com/reasons-not-to-join-replit
To achieve our mission of making programming more accessible around the world, we need our team to be representative of the world. We welcome your unique perspective and experiences in shaping this product. We encourage people from all kinds of backgrounds to apply, including and especially candidates from underrepresented and non-traditional backgrounds.
Задачи:
— Вести и развивать действующих B2B-мерчантов
— Проактивно предлагать клиентам новые платежные методы, GEO и условия
— Анализировать снижение или остановку трафика и возвращать объемы
— Реактивировать неактивных клиентов и платежные методы
— Добиваться тестирования и запуска новых методов
— Координировать интеграции с клиентами и платежными партнерами от постановки задачи до production
— Организовывать добавление методов в платежные каскады клиентов
— Контролировать routing, положение метода в каскаде и фактическое распределение трафика
— После интеграции доводить метод до реального платежного объема
— Собирать обратную связь по conversion / approval / decline rate и стабильности методов
— Совместно с технической и операционной командами оперативно решать проблемы и предлагать альтернативные решения
— Масштабировать методы, которые показывают хорошие результаты
Интеграция считается завершенной не после подключения API, а после запуска реального платежного трафика.
Кого ищем:
Приоритет — кандидаты с опытом в:
— PSP / Payment Processing
— High-Risk Payments
— Acquiring / Alternative Payment Methods
— Crypto / Fiat Payments
— Gambling / Betting / Gaming
— Forex / Trading
— других high-risk verticals
Необходимо уверенно ориентироваться в платежной терминологии и процессах: merchant, acquiring, pay-in, payout, cascading, routing, conversion rate, approval rate, decline rate, API integration, callback/webhook, settlement, chargeback, limits, traffic volume.
Особенно важна проактивность: не ждать запроса клиента, а самостоятельно находить возможности для роста оборота.
Если трафик снизился — выяснить причину и восстановить его.
Если появился новый метод — определить подходящих клиентов и предложить им запуск.
Если клиент согласился — довести до интеграции и production.
Если интеграция завершена, но трафика нет — добиться фактического запуска.
Если метод показывает хорошие результаты — увеличить объем и его приоритет в каскаде.
KPI:
Основной KPI — реальный платежный оборот действующей клиентской базы.
Дополнительно:
— рост оборота существующих клиентов
— количество запущенных платежных методов
— успешные интеграции и скорость их запуска
— доля активных клиентов
— реактивация клиентов и методов
— фактический объем после интеграции
— revenue / gross profit по клиентской базе
Условия:
— Готовая база действующих B2B-клиентов
— Существующий платежный оборот
— Постоянное расширение платежных методов
— Удаленная работа
— Быстрое принятие решений без корпоративной бюрократии
— Фикс + существенная бонусная часть, привязанная к результату
Location: New York, NY (HQ); San Francisco, CA; Remote (US)
Workplace: Hybrid
ABOUT RAMP
Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books.
The problems are high-stakes, data-dense, and unforgiving.
We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome.
The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same.
If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it.
ABOUT THE ROLE
Ramp builds software that moves real money, from bill payments and corporate cards to reimbursements, accounting integrations, and travel. Our customers rely on us to keep their operations running: invoices get paid, books get closed, and finance leaders can trust the data behind every decision.
In this role, you will be the person who spots where customers are getting stuck and drives issues to a clear resolution. You will learn a complex product deeply enough to troubleshoot across payments, bank linking, accounting syncs, and card programs, then partner with teams across Engineering, Risk, Product, and Partnerships to get problems solved. This is not script-based support. You will triage, investigate, and make high-signal judgment calls throughout the day.
You will thrive in this role if you are a systems thinker and deeply customer obsessed. Support is the baseline. How you think about improving processes, tools, and outcomes is what sets you apart.
WHAT YOU’LL DO
- Be the voice of Ramp's Customer Support. You'll spend your day engaging with customers, primarily via live calls, email, and chat.
- Diagnose across a broad product surface. Ramp isn't one product — it's payments, cards, travel, accounting integrations, and more. You'll need to understand how they connect and where they break.
- Operate with an ownership mindset, managing escalations end-to-end. You take full accountability for every ticket you handle. When an issue crosses team boundaries — risk, engineering, product, partnerships — you route it correctly, follow up, and make sure the customer isn't left waiting. You'll work across Zendesk, internal tooling, and Slack-based escalation workflows.
- Build and shape AI tools, not just use them. Ramp is building AI into CX operations. You'll use AI-powered research tools and proprietary tools like Glass daily, provide direct feedback on what's working, and play an active role in how these tools evolve. You're not just a user — you're a builder. We are all builders at Ramp.
- Ship improvements, not just flag them. When you notice a process gap, a missing SOP, or a knowledge base article that's sending associates down the wrong path, you don't just raise it — you have the autonomy to roll up your sleeves and fix it. Leverage AI to solve problems, build automations, and improve the systems around you. The best people in this role make the whole team better.
- Communicate with precision and empathy. Our customers are financially sophisticated. You need to explain what's happening, what you're doing about it, and what they should expect — clearly and without filler.
WHAT YOU NEED
- You're a systems thinker: you don't just solve the ticket in front of you, you ask why the problem exists and how to prevent it from happening again.
- You actively use AI tools — Claude, Notion AI, research and workflow tools — and can demonstrate how you've applied them to get real work done. This is a hard requirement.
- You're fast-moving while holding yourself to a high bar for execution: you balance speed, accuracy, and thoroughness in every interaction.
- You can hold a technical conversation about how systems connect (APIs, bank integrations, accounting software) even if you're not writing code.
- You manage competing priorities without dropping things. When you have 15 open issues across 4 internal teams, nothing falls through.
- You write clearly and concisely. You can explain a payment reconciliation issue to a CFO without jargon.
- You're comfortable on the phone. Many interactions start there.
- You have a demonstrated track record of exceeding key performance standards, including CSAT, QA, and speed-of-service metrics.
NICE TO HAVES
- Experience building workflows or automations using AI tools, not just prompting
- Familiarity with accounting workflows (AP/AR, GL, reconciliation) or ERP integrations (NetSuite, QuickBooks, Sage)
- Background in payments infrastructure (ACH, wire transfers, card networks)
- Track record of working somewhere that shipped product fast and expected CX to keep up
WHY BE A CX ASSOCIATE AT RAMP
- Cross-functional exposure from day one. You work directly with Product, Engineering, and GTM teams — not siloed into a support queue.
- AI tools and unlimited access. Unlimited tokens, proprietary AI tools like Glass, and a culture that expects you to use them to move faster and build smarter.
- Career growth that you own. Grow within CX, explore other functions internally, or carve out a path that doesn't exist yet. If you're invested, we're invested.
- Culture that's different from a call center. Team events, in-person offsites, and a genuine commitment to building a team people want to be part of.
READ MORE ABOUT HOW RAMP THINKS ABOUT AI AND CX:
- How Ramp Became an AI-First Company — Geoff Charles, CPO https://x.com/geoffintech/status/2042002590758572377?s=20
- Inside Glass: How Ramp Built a Proprietary AI Platform for CX — Seb Goddijn, AI Product Manager https://x.com/sebgoddijn/status/2042285915435937816?s=20
- AI-Powered Customer Experience at Ramp — Ben Levick, Head of CX / Ramp AI https://ramp.com/leading-indicators/how-to-build-your-team-to-capitalize-on-ai
WHAT TO KNOW BEFORE YOU APPLY
- Schedule & Shift Bidding - Please Read Carefully: CX Associates work a set 40-hour/week schedule assigned through a schedule-bid process. Working hours span 7:00 AM–11:00 PM ET, and your shift will likely include a weekend day (either Sun–Thu or Tue–Sat). Associates also cover 2–3 company holidays per year on a rotating basis. Ramp's customers operate on financial deadlines that don't pause.
- The product changes frequently. If you need a stable, predictable environment, this isn't it. If you like learning new things every week, it is.
- This role is a launchpad for your career at one of the fastest-growing companies in fintech.
For candidates located in NYC or SF, the pay range for this role is $65,000-$70,000. For candidates located in all other locations, the pay range for this role is $60,000-$65,000.
BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL)
- Flexible PTO
- Centralized home-office equipment ordering
- Health and wellness stipend
- Budget for intra-office travel
- Weekly coffee stipend
UNITED STATES
- 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents
- One Medical annual membership
- 401(k), including employer match on contributions made while employed by Ramp
- Fertility HRA (up to $10,000 per year)
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay
- Pet insurance
- In-office perks: lunch, snacks, drinks, and more
- Relocation expense coverage to NYC or SF (if needed)
CANADA
- Group medical, dental, and vision coverage through Sun Life
- Life, AD&D, and disability coverage
- Fertility drug coverage (up to $4,000 lifetime)
- Group Retirement Plan with employer match (RRSP + DPSP)
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay
- Employee Assistance Program and virtual care through Lumino Health
UNITED KINGDOM
- Private medical insurance through Freedom Elite
- Virtual GP and at-home care via eMed x Livi
- Workplace pension through Penfold, with salary sacrifice option
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay
REFERRAL INSTRUCTIONS
If you are being referred for the role, please contact that person to apply on your behalf.
OTHER NOTICES
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.
Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice
ABOUT THE COMPANY:
Salesloft is building the next era of enterprise revenue — one where teams make confident decisions powered by AI and real signals. By combining scale, insights, and AI innovation, they are building the industry's first Predictive Revenue System to enable humans and AI to work together for smarter decisions and consistent growth. With thousands of customers using their platforms daily, they have a unique view into how revenue is won, offering a chance to transform the category and set new benchmarks for modern revenue teams.
THE OPPORTUNITY:
Enterprise Account Directors are key members of the sales team responsible for building personal relationships and ensuring customer success. Responsibilities include:
— Full-Cycle Account Ownership: primary commercial lead for large enterprise accounts, managing renewals, expansions, and cross-sell transactions.
— Driving Net-New Revenue: identifying and closing new revenue within existing accounts, navigating complex organizations to displace incumbents and introduce new products.
— Strategic Account Planning: creating and implementing account success plans aligning technology value with business goals.
— Proactive Retention Management: monitoring account health to identify churn risks and implementing strategies to protect recurring revenue.
— Executive Relationship Building: establishing multi-threaded stakeholder networks including VP and C-level executives.
— Executive Business Reviews: leading regular reviews to demonstrate ROI, socialize new capabilities, and maintain platform indispensability.
— Forecasting & Pipeline Accuracy: maintaining data-driven sales processes and providing accurate forecasts.
— Market & Competitive Intelligence: staying updated on industry trends and competitors to position value propositions effectively.
— Orchestrating Internal Resources: leading cross-functional teams to ensure cohesive customer experiences.
— Voice of the Customer Advocacy: providing client feedback and market insights to Product and Engineering teams to influence roadmaps.
WHAT WE'RE LOOKING FOR:
— 7+ years of proven relationship building and closing experience in sales.
— Experience establishing strategic C-level relationships.
— Ability to manage full sales lifecycle within the Enterprise segment.
— Experience delivering detailed product presentations and demos to executives and sales managers.
— Skilled in leveraging internal resources like Sales Engineers and Customer Success.
— Collaborative mentality prioritizing team success.
— Excellent listening skills to understand and overcome objections.
— High empathy and interpersonal skills.
— Experience managing, expanding, and renewing customer relationships.
— Consistent quota and revenue overachievement.
— Ability to conduct compelling presentations to C-Level executives.
THE TEAM:
The Enterprise Account Director team consists of motivated SaaS sales professionals who are self-motivated, ambitious, and passionate about sales innovation.
INCLUSION:
Salesloft is committed to an inclusive workplace and is an Equal Opportunity Employer. They encourage applications from all backgrounds and provide employment without discrimination.
COMPENSATION:
Base pay range is $100,000 to $150,000 USD annually, with potential performance bonuses, benefits, and other incentives. Compensation depends on skills, experience, certifications, and location.
APPLICATION:
Apply via the provided link.
About Upsun (formerly Platform.sh): Upsun is a cloud application platform designed for hybrid teams where AI agents write and test code and humans focus on problem-solving. It offers predictable performance, secure and compliant environments, real-time observability, fast cloning and provisioning, and AI-ready features. The company supports a global remote workforce and values curiosity, innovation, and collaboration.
Impact of a Customer Retention Manager:
As a Customer Retention Manager, you will protect and grow revenue across a high-volume portfolio of customer accounts through proactive human outreach and health monitoring. You will build relationships at scale, catch risks early, and ensure renewal conversations are natural and low-friction. You will work within workflows, health scoring, automation, and segmentation to scale retention effectively. Reporting to the VP of Customer Success, you will collaborate with Sales, Customer Success, Product, Data, and GTM teams to inform retention strategy and engagement models.
What to expect:
— Manage a rolling pipeline of customer renewals, initiating conversations ahead of contract expiration and driving accounts to close.
— Help build and improve scalable retention and renewal workflows using Salesforce and integrated tools.
— Own direct outreach to smaller and long-tail accounts by proactively building relationships.
— Contribute to designing customer lifecycle journeys, engagement triggers, and tech-touch motions.
— Use customer health scoring frameworks to identify at-risk accounts early and develop save strategies.
— Support implementation of automated outreach, lifecycle campaigns, and renewal risk workflows, and identify opportunities to leverage AI and automation.
— Negotiate pricing, contract terms, and multi-year agreements within company guidelines.
— Partner with Customer Success Managers and Account Executives to identify and close upsell and cross-sell opportunities during renewals.
— Collaborate closely with internal teams to support retention strategy and customer engagement.
What you bring:
— Experience managing a rolling renewal pipeline and engaging customers ahead of contract expiration.
— Commercial negotiation skills for pricing, contract terms, and multi-year agreements.
— Ability to identify at-risk accounts early and collaborate on save strategies.
— Hands-on experience with Salesforce or similar CRM, including operational workflows or lifecycle processes.
— Solid understanding of customer health scoring, lifecycle automation, and retention strategy.
— Proven ability to identify upsell and cross-sell opportunities in partnership with CSMs and Account Executives.
— Comfort operating across customer-facing engagement and systems/process design conversations.
— Commitment to continuous improvement and seeking better ways to engage customers and support scalable operations.
Where we hire:
Remote work with focus on candidates located in the UK, France, Spain, Germany, or Canada. No visa sponsorship available; candidates must be authorized to work in these countries.
How we hire:
Four video interviews via Google Meet: Talent Acquisition (45 min), Hiring Manager (60 min), Team (60 min), Executive (45 min). Background checks required.
What we offer:
— A product with positive impact as a proud B Corp.
— Recognized workplace by Forbes and France’s Best Workplaces for Women.
— Flexible, open, and inclusive culture valuing employee voice.
— Global diverse team.
— Benefits including flexible PTO, comprehensive healthcare (UK, Canada, France, Spain, USA), company stock options, professional development budget, office equipment budget, wellness budget, annual team gatherings, internet reimbursement, inclusive parental leave, and remote work travel program.
You belong here:
Upsun celebrates diversity and fosters an inclusive, equitable, and supportive workplace. Accommodations are available during the hiring process to ensure accessibility and comfort.
Impact of a Billing Systems Architect
As an Enterprise Billing Systems Architect at Upsun, you are the technical anchor of our billing infrastructure, playing a vital role in ensuring our revenue operations, pricing structures, and financial integrations run seamlessly as our business scales. Picking up primary ownership from our implementation partner, you serve as the dedicated technical lead bridging Finance, Product, and Engineering.
You’re deeply analytical, systems-minded, and collaborative—someone who thrives on translating complex business, pricing, and accounting rules into reliable system logic. Working downstream from our core engineering and data mediation teams, you ensure the integrity of our Quote-to-Cash (Q2C) platform while continuously optimizing platform performance and automation.
Beyond day-to-day platform administration, you contribute to the long-term evolution of our billing architecture—supporting new pricing model launches, complex usage rating schemes, and financial system integrations. Your attention to detail, technical versatility, and cross-functional mindset ensure our revenue pipeline remains scalable, compliant, and friction-free.
What to expect
Billing Infrastructure & Administration:
Serve as the hands-on technical owner of our BillingPlatform environment, configuring catalogs, price cards, usage rating rules, and automated invoice schedules.
System Operations & Maintenance:
Own ongoing platform health, including system updates, pricing launches, recurring bill-run troubleshooting, sync exception handling, and root-cause issue resolution.
Data Ingestion & Analysis:
Utilize SQL to perform data validation, rating engine auditing, and operational reporting while collaborating with Engineering to receive mediated usage data (e.g., via DigitalRoute or Kafka).
Integrations & API Management:
Maintain and optimize clean, API-driven integrations connecting BillingPlatform to upstream CRMs (e.g. Salesforce), downstream ERP/GL tools (e.g., NetSuite), and payment gateways (e.g., Stripe).
Revenue Recognition Alignment:
Partner closely with Accounting to ensure system rating rules, revenue schedules, and general ledger mappings satisfy ASC 606 and IFRS 15 compliance standards.
Cross-Functional Collaboration:
Gather technical and operational requirements directly from Accounting, Finance, Sales Ops, and Product teams, translating their vision into sustainable platform configuration.
Data Integrity & Migration:
Maintain billing data continuity and manage subscription data updates or migrations without disrupting ongoing financial operations or revenue recognition flows.
What you bring
Q2C Platform Experience:
Proven hands-on experience configuring and administering enterprise Quote-to-Cash or billing platforms (e.g., Zuora, Salesforce Revenue Cloud/CPQ, NetSuite Billing, Aria Systems, or BillingPlatform).
Data & Technical Skills:
Strong proficiency with SQL for querying and auditing billing data, alongside a solid grasp of REST APIs, webhooks, and ETL workflows.
Modern Pricing Expertise:
Experience supporting complex SaaS or infrastructure pricing models—such as PLG, hybrid commitment-plus-usage, tiered rates, and consumption-based/metered billing.
Revenue Recognition Knowledge:
Practical understanding of rev rec fundamentals (ASC 606 / IFRS 15) and how accounting rules dictate billing engine design.
Cross-Functional Communication:
Ability to bridge technical language and financial business logic, effectively collaborating with engineering teams and accounting stakeholders alike.
Problem Solving & Troubleshooting:
A methodical approach to diagnosing system sync errors, rating anomalies, and integration edge cases to ensure operational continuity.
Bonus points
Experience with DigitalRoute mediation software or Kafka event-stream data intake
Previous exposure to cloud infrastructure, PaaS, or developer-platform usage metrics
Background supporting system migrations from implementation partners into internal teams
Where we hire
Remote work with focus on Australia, Canada, France, Germany, Spain, the United Kingdom, and the United States. No visa sponsorship.
How we hire
Five video interviews on Google Meet including Talent Acquisition, Hiring Manager, Engineering team, Finance team, and Executive (CFO). Background checks required.
What we offer
A product you can believe in as a proud B Corp.
Award-winning workplace recognized by Forbes and France’s Best Workplaces for Women.
A culture valuing voice, flexibility, openness, and inclusivity.
A global team with diverse backgrounds.
Benefits including flexible PTO, comprehensive healthcare (UK, Canada, France, Spain, USA), company stock options, professional development budget, office equipment budget, wellness budget, annual team gatherings, internet reimbursement, inclusive parental leave, and remote work travel program.
You belong here
Commitment to diversity, inclusion, equity, and support for accommodations during hiring process.
О проекте:
MyFinishLine — международная платформа виртуальных квестов для активных людей. Пользователь двигается в реальной жизни (ходит, бегает, ездит на велосипеде) и открывает главы приключенческой истории, проходя маршруты по всему миру. Компания активно растет и выходит на зарубежный рынок с целью $3M выручки.
Наш идеальный кандидат:
– Продакт с опытом в геймифицированных продуктах или играх, понимающий мотивацию пользователя, хороший онбординг и пейволл.
– Умение делать решения руками: создавать концепты в Figma и собирать рабочие прототипы через вайбкодинг и AI-инструменты.
– Опыт в игровых/около игровых приложениях, фитнес/спорт/lifestyle-приложениях или play-to-earn продуктах.
– Опыт работы продакт-менеджером или продакт-дизайнером от 2 лет.
– Есть измеримые кейсы роста revenue или LTV.
– Опыт работы с AI и вайбкодингом, умение выстраивать инфраструктуру.
– Уверенное владение Figma, требуется портфолио с дизайнами лендингов.
– Опыт работы с аналитикой: умение читать CJM и понимать, какие метрики проседают и почему.
– Понимание принципов геймификации и удержания пользователей.
Сильным плюсом будет:
– Сильный визуальный вкус, особенно в дизайне лендингов.
– Базовое понимание HTML/CSS/JS для правки сгенерированного AI кода.
– Опыт работы с базами данных.
– Английский язык на уровне чтения документации и написания текстов для лендингов и интерфейса.
Чем предстоит заниматься:
– Формировать и развивать продуктовую стратегию и roadmap приложения.
– Самостоятельно собирать рабочие прототипы (вайб-кодинг) и тестировать гипотезы.
– Проводить исследования пользователей (ретеншн, вовлечённость, причины оттока), формулировать гипотезы и проверять их через A/B-тесты.
– Развивать ключевые механики геймификации: сюжетные квесты, систему медалей, интеграцию со Strava и другими фитнес-сервисами.
– Анализировать продуктовые метрики и на их основе принимать решения.
Условия:
– Конкурентная заработная плата.
– Гибкий формат сотрудничества на старте (фриланс/проектная занятость) с перспективой перехода в команду на постоянной основе.
– Прямое взаимодействие с CMO и командой.
– Возможность роста вместе с продуктом на международный рынок.
УдалённоГеография найма не уточнена
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London, England
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