Вакансии

Задачи: — Искать и привлекать Web3-проекты, криптокоманды, сообщества, KOL, фонды, биржи, агентства и инфраструктурных партнёров; — Вести полный цикл переговоров — от первого контакта до подписания соглашения и запуска сотрудничества; — Строить сеть региональных представителей и community-лидеров; — Развивать партнёрства с биржами, маркет-мейкерами, кошельками, платёжными сервисами; — Организовывать митапы, презентации и представлять компанию на конференциях; — Сопровождать листинги, интеграции и внешние запуски; — Выстроить рабочую систему BD: CRM, воронка, отчётность, прогнозирование. Требования: — От 3 лет опыта в business development, partnerships, sales или strategic development; — Практический опыт работы в Web3, blockchain или crypto; — Понимание рынка токенов, бирж, листингов, ликвидности, launchpad-моделей; — Подтверждённый опыт привлечения крупных партнёров и сообществ; — Умение самостоятельно выходить на ЛПР и доводить сделки до результата; — Опыт построения партнёрской сети или community-driven структуры; — Готовность к командировкам и участию в международных мероприятиях; — Английский — не ниже Upper-Intermediate. Плюсом будет: — Своя сеть контактов в Web3-индустрии; — Опыт с биржами, фондами, market maker, KOL; — Опыт токен-запусков и листингов; — Опыт управления небольшой BD-командой. Условия: — Работа над реальными Web3-продуктами с растущей экосистемой; — Полностью удалённый формат; — Возможность профессионального роста; — Команда с глубокой экспертизой в крипто-индустрии.

Задачи: — Поддержка развития повторяемых и стабильных продаж в назначенных отраслях и/или географиях через построение и поддержание отношений с клиентами — Работа с входящими теплыми лидами, квалификация возможностей, сопровождение потенциальных клиентов и поддержка конверсии лидов в клиентов — Поддержка привлечения новых клиентов и развития существующих отношений с клиентами — Помощь в построении и управлении воронкой возможностей в конкретных отраслях и/или географиях — Сопровождение цикла продаж от первого контакта с клиентом и запроса до размещения заказа и последующего повторного бизнеса — Поддержание регулярного контакта с клиентами и сопровождение их на разных этапах процесса продаж — Работа на достижение индивидуальных целей продаж с назначенным портфелем клиентов и отраслевым и/или географическим фокусом — Выявление потенциальных новых бизнес-возможностей и поддержка развития клиентской базы — Изучение и применение лучших практик в продажах и управлении аккаунтами — Внесение идей и рекомендаций по улучшению процессов и новым инициативам — Обеспечение точной, регулярной и своевременной документации продаж и взаимодействий с клиентами в CRM-системе — Обновление информации о клиентах, возможностях и воронке продаж — Сотрудничество с внутренними командами для обеспечения плавного клиентского опыта и эффективного выполнения процесса продаж Требования: — Начальный опыт в продажах, управлении аккаунтами, развитии бизнеса, обслуживании клиентов или смежной области — Преимущество: опыт работы в B2B-среде — Сильная ориентация на клиента и искренний интерес к построению долгосрочных позитивных отношений — Интерес к IT, цифровизации и современным технологиям, готовность учиться и активно использовать новые инструменты и ПО — Преимущество: интерес к производству, инженерии, робототехнике, автоматизации, 3D-печати или смежным техническим отраслям — Умение выявлять потребности клиентов, сопровождать возможности и развивать отношения с новыми и существующими клиентами — Сильные коммуникативные и межличностные навыки, способность выстраивать контакт с клиентами и эффективно сотрудничать с внутренними командами — Проактивный и ориентированный на решение проблем подход, способность учиться на сложностях и находить практические решения — Мотивация к обучению, развитию навыков продаж, принятию на себя ответственности и достижению целей продаж — Свободное профессиональное владение испанским и английским языками; предпочтительно знание португальского — Готовность и желание работать в динамичной, быстрорастущей среде стартапа, где приоритеты могут быстро меняться Условия: — Конкурентная структура компенсации: базовая зарплата плюс ежемесячная комиссия 2% от продаж без ограничений — Корпоративный ноутбук и смартфон — Бесплатные корпоративные курсы английского языка — Удалённая модель работы с периодическими международными поездками в Великобританию и Германию — Дружелюбная атмосфера, поддержка команды, участие в благотворительных проектах — Возможности для развития и обучения с поддержкой опытных коллег — Гибкость в процессах и планировании для быстрой адаптации к изменениям — Хорошо структурированный план адаптации, включающий процессы, технологии и системы Отчётность: Sales Leader, ESPT

Location: San Francisco Workplace: Hybrid ABOUT BASETEN Baseten powers mission-critical inference for the world's most dynamic AI companies, like Cursor, Notion, OpenEvidence, Abridge, Clay, Gamma, and Writer. By uniting applied AI research, flexible infrastructure, and seamless developer tooling, we enable companies operating at the frontier of AI to bring cutting-edge models into production. We're growing quickly and recently raised our $1.5B Series F https://www.baseten.co/blog/announcing-our-series-f/, led by Altimeter Capital, Conviction Partners, and Spark Capital. Join us and help build the platform engineers turn to ship AI products. THE ROLE We're looking for a Revenue Accounting Manager to own billing, contract review, and revenue recognition as Baseten scales. This is a hands-on, individual-contributor role for someone who wants full ownership of the revenue cycle at a company where deal structures are getting more complex: usage-based pricing, committed capacity, credits, multi-year enterprise contracts, and new business models coming online. You'll join Lauren, who built Baseten's quote-to-cash function from the ground up, to take on billing, contract review, and revenue recognition as deal volume and complexity grow. Having completed our first year-end audit, we're now focused on tightening contract review processes, close procedures, and reporting rigor to support the scale ahead. You'll partner closely with Lauren, FP&A, Sales, Legal, and Revenue Operations to make sure every deal is structured, billed, and recognized correctly from day one. Baseten is building the infrastructure layer for AI-native companies, and we're scaling quickly - in deal volume, contract complexity, and customer size. If you want real ownership over a growing function on a lean team, this role offers real scope. RESPONSIBILITIES Revenue Recognition and Technical Accounting - Own revenue recognition under ASC 606 across all contract types, including usage-based/consumption arrangements, committed capacity deals, credits, multi-year contracts, and new business models - Serve as the go-to person on rev rec treatment for new deal structures, products, and pricing models Billing Operations - Own end-to-end billing: invoice generation, accuracy checks, and dispute resolution - Identify and automate manual, error-prone steps in the billing-to-cash workflow - Assist with strengthening our collections efforts and overall process Contract Review and Deal Support - Build and maintain a standardized contract review process for Sales and Legal, flagging non-standard terms that affect recognition before deals close - Partner directly with Sales, Revenue Operations, and Legal as a proactive advisor on deal structuring Sales and Indirect Tax - Own the sales and indirect tax process, including reviewing and maintaining our tax automation tool (nexus tracking, exemption certificates, filings), and building the governance around it as we scale into new jurisdictions Close and Reporting - Own the revenue-related monthly close: deferred revenue rollforward, unbilled AR, credit memos, and revenue reserves - Partner with FP&A to reconcile billed vs. recognized revenue and support ARR reporting and forecasting - Own revenue-related audit deliverables, including technical memos and sample testing support REQUIREMENTS - 5+ years of progressive accounting experience, including 3+ years focused specifically on revenue accounting and recognition - Deep working knowledge of ASC 606, including variable consideration, multiple performance obligations, and usage-based revenue models - Hands-on experience reviewing and abstracting commercial contracts for accounting treatment - Experience owning billing operations directly, not just reviewing output from a billing team - Public company or audit-ready private company experience (Big 4 or industry, with audit exposure) - Builder mentality with a bias toward execution; comfortable operating on a lean team relative to company scale - Experience with NetSuite (or comparable ERP) and a modern billing platform - Based in San Francisco or New York, with the ability to work in-person 3+ days per week NICE TO HAVE - Experience at a high-growth, venture-backed infrastructure or cloud company with usage-based or hybrid pricing - Experience with committed-use/capacity contracts - Experience overseeing sales and indirect tax compliance through an automated tax tool across multiple jurisdictions - CPA - Exposure to SOX controls in a revenue cycle context BENEFITS - Competitive compensation, including meaningful equity - (U.S. only) 100% coverage of medical, dental, and vision insurance for employee and dependents - Flexible PTO policy including company wide Winter Break (our offices are closed from Christmas Eve to New Year's Day!) - Paid parental leave - Fertility and family-building stipend through Carrot - (U.S. only) Company-facilitated 401(k) - Exposure to a variety of ML startups, offering unparalleled learning and networking opportunities. Apply now to embark on a rewarding journey in shaping the future of AI! If you are a motivated individual with a passion for machine learning and a desire to be part of a collaborative and forward-thinking team, we would love to hear from you. At Baseten, we are committed to fostering a diverse and inclusive workplace. We provide equal employment opportunities to all employees and applicants without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. We are an Equal Opportunity Employer and will consider qualified applicants with criminal histories in a manner consistent with applicable law (by example, the requirements of the San Francisco Fair Chance Ordinance, where applicable).

Location: Tokyo, Japan 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! Our team of Customer Experience Managers (CEMs) work closely with some of Figma’s largest customers to drive engagement, adoption, and value realization. Now, we’re looking for an experienced and passionate leader to help scale this function in Japan. As the Manager, Customer Enablement, you will lead a team of CEMs who partner deeply with select Mid-Market, Enterprise, and Strategic customers. You’ll help shape the strategy of the CEM team, coach and develop individual contributors, and contribute to the broader goals of Figma’s Customer Experience organization. We're seeking someone who has helped scale post-sales functions in high-growth SaaS environments and is deeply motivated by helping customers succeed and realize business value by using our platform. If you’re energized by enabling and developing customer-facing teams, and you have a background in SaaS and/or product design and development tools, we’d love to hear from you. This is a full time role based out of our Tokyo hub. What you’ll do at Figma: Lead, manage, and grow a team of high-performing CEMs Set clear goals and expectations, provide mentorship and coaching, and support career development Partner with Sales, Support, Product, and Marketing to ensure customer needs are met and exceeded Ensure the team is delivering exceptional value and experience across our enterprise customer base Regularly engage directly with customers and act as an escalation point when required (while this is a leadership role, we expect this role to include strong player-coach dynamics) We'd love to hear from you if you have: 3+ years of formal people management experience in Customer Experience, Customer Success, or a similar post-sales function 5+ years of total experience in customer-facing roles within high-growth SaaS companies A customer-first mindset with strong strategic thinking and execution capabilities A proven ability to lead, inspire, and scale teams, especially through growth and change, and a passion for building inclusive, thoughtful, and high-performance team cultures Excellent communication skills, with the ability to connect with a wide range of internal and external personas While it's not required, it’s an added plus if you also have: Familiarity with design systems, product development workflows, or Figma itself Experience in a similar role at a design, collaboration, or productivity-focused SaaS company A background in UX/UI, Design Ops, or Frontend Development At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status , or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com . These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities. Examples of accommodations include but are not limited to: Holding interviews in an accessible location Enabling closed captioning on video conferencing Ensuring all written communication be compatible with screen readers Changing the mode or format of interviews To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice . Application limits: To help candidates focus on the opportunities most relevant to their skills and experience, Figma limits the number and frequency of applications. These limits apply to all roles: Candidates may submit up to 5 applications during any rolling 30-day period. Candidates may not reapply to the same role while an application is active or within 90 days of receiving a rejection. Once the applicable days has passed, candidates are welcome to apply again.

Location: San Francisco, CA Workplace: OnSite ABOUT US At LangChain, our mission is to make intelligent agents ubiquitous. We build the foundation for agent engineering in the real world, helping developers move from prototypes to production-ready AI agents that teams can rely on. We began as widely adopted open-source tools and have grown to also offer a platform for building, evaluating, deploying, and operating agents at scale. With $125M raised at Series B from IVP, Sequoia, Benchmark, CapitalG, and Sapphire Ventures, we’re at a stage where we’re continuing to develop new products, growth is accelerating, and all team members have meaningful impact on what we build and how we work together. LangChain is a place where your contributions can shape how this technology shows up in the real world. Today, our platform includes LangSmith (Observability, Evaluation, Deployment, Fleet, and Sandboxes), our open source frameworks (LangChain, LangGraph, and Deep Agents), and the newly launched LangSmith Engine for autonomous agent improvement. We have 100M+ monthly open source downloads, 6,000+ active LangSmith customers, and 5 of the Fortune 10 use LangSmith in production (+ 35% of the Fortune 500 overall), including teams at Klarna, Clay, Coinbase, Workday, Lyft, Cloudflare, Harvey, Rippling, Vanta, LinkedIn, Monday.com, Nvidia, and Bridgewater. ABOUT THE ROLE We’re looking for a Solutions Marketing Manager to shape how LangChain brings its full platform to priority industries, enterprise buyers, and high-value use cases. This role sits at the intersection of product and GTM. You’ll translate customer problems into clear solution narratives, repeatable sales plays, campaign themes, and customer-facing assets that help teams understand where LangChain fits in their AI strategy. You’ll develop industry solutions, use case solutions, and enterprise solution stories for segments such as financial services, healthcare, life sciences, and other priority markets. You’ll work closely with sales, solutions, product, demand generation, field marketing, education, and customer teams to understand what matters in the field, turn those insights into messaging and collateral, and help create programs that support pipeline and revenue generation. The role covers the full LangChain platform, including Observability & Evaluation, Deployment, Sandboxes, LLM Gateway, Fleet, Engine, and OSS. The goal is to explain how these products work together to help companies build, deploy, monitor, and improve agents in production. You’ll define the problems we solve for specific audiences, package those into repeatable narratives, and help GTM teams take them to market. WHAT YOU’LL DO DEVELOP INDUSTRY AND USE CASE SOLUTIONS - Build solution narratives for priority industries and enterprise use cases. Initial focus areas include financial services, healthcare, and life sciences, with room to expand based on GTM priorities. - Translate customer problems into clear solution stories. You’ll connect LangChain’s platform capabilities to the business, operational, governance, and technical needs of specific audiences. - Define repeatable use case messaging. You’ll identify where agents can create value across functions and industries, then turn those patterns into solution briefs, use case pages, campaign assets, sales decks, webinar narratives, and customer-facing content. - Build a point of view on enterprise AI adoption. You’ll help explain how companies move from prototypes and isolated experiments to production deployments with the controls, visibility, and evaluation practices they need. - Stay close to the market. You’ll synthesize customer conversations, sales feedback, competitive activity, industry trends, and product signals into sharper messaging and GTM recommendations. SUPPORT ENTERPRISE GTM MOTIONS - Partner with sales, solutions, field marketing, demand generation, and customer-facing teams on targeted enterprise campaigns and account motions. - Build sales enablement for industry and enterprise conversations. This may include talk tracks, discovery questions, objection handling, use case maps, executive-ready decks, demo narratives, and competitive context. - Turn field learnings into reusable sales plays. You’ll work with account teams to understand what resonates with buyers and turn those insights into repeatable messaging, collateral, and campaign programs. - Create materials for complex buying committees. You’ll help LangChain speak clearly to technical buyers, AI leaders, IT and security stakeholders, business leaders, and functional teams. - Support pipeline and revenue programs. You’ll help connect solution narratives to campaigns, events, webinars, ABM motions, field programs, and sales follow-up. WHAT YOU’LL BRING - You have 3–6+ years of experience in solutions marketing, enterprise marketing, product marketing, developer marketing, industry marketing, or a related GTM role. - You’ve built messaging, collateral, or campaigns around technical products, AI/ML products, developer tools, B2B SaaS, infrastructure, automation, productivity tools, or platform products. - You can turn customer problems into clear solution narratives. You know how to move from “what the product does” to “why this matters for this audience, industry, or use case.” - You understand enterprise buying motions. You know how to create assets for complex buying committees, regulated industries, sales-led motions, and executive conversations. - You’re comfortable with technical products. You don’t need to be an engineer, but you should be able to learn technical concepts quickly, ask good questions, and translate details into customer-facing messaging. - You like working with sales and customer-facing teams. You’re interested in what happens in the field and know how to turn that feedback into stronger messaging and enablement. - You’re comfortable working across many audiences, including developers, technical buyers, operators, admins, AI leaders, business stakeholders, and nontechnical end users. - You can balance strategic thinking with execution. You can define a messaging POV, then build the deck, brief, landing page copy, or sales asset that brings it to life. - You’re comfortable with ambiguity and iteration. The market for production-ready AI agents is still being defined, and you’re excited to ship, learn, and improve. - You have genuine curiosity about agents, enterprise AI adoption, and how they will change how teams work. NICE TO HAVE - Experience building industry or solutions marketing programs for financial services, healthcare, life sciences, public sector, or other regulated industries. - Experience supporting enterprise sales teams through enablement, account-based campaigns, customer-facing storytelling, competitive support, or executive-facing collateral. - Familiarity with the LLM, agent, or AI application development ecosystem. - Experience with PLG motions, onboarding, activation, lifecycle marketing, or self-serve adoption. WHY JOIN - You’ll help build the solutions marketing motion at LangChain. There is room to shape how we define priority industries, package use cases, support enterprise campaigns, and enable the field. - You’ll work on a category that is moving from experimentation to enterprise adoption. Companies are trying to understand where agents can create real value and how to deploy them with control. - You’ll join a small, fast-moving team. You’ll get real scope, close access to product and GTM leaders, and the ability to ship meaningful work quickly. Compensation: 140,000 - 195,000K Compensation Philosophy: We offer competitive compensation that includes base salary, variable compensation for relevant roles, meaningful equity, benefits, and perks. We are hiring for this role across a range of scope, and the compensation band reflects that. Your offer depends on what we learn about your impact, craft, leadership, and communication during the interview process. We will tell you early where you’re tracking and talk comp with you before offer stage. Team members in the EU, UK, and APAC receive locally competitive benefits aligned with regional norms and regulations. BENEFITS Benefits include medical, dental, and vision coverage, flexible vacation, a 401(k) plan, meals on in-office days in the US and more.

Location: San Francisco, CA; Seattle, WA About Anthropic Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. About the role Join Anthropic's Customer Success team in a high-visibility & high-impact role driving AI adoption for one of our largest accounts in the Tech segment. As a dedicated Enterprise Customer Success Manager you’ll be their strategic partner and trusted advisor helping them harness the full potential of all our Claude capabilities - API, Claude Code, Cowork, and other surface areas. You'll work with a global technology leader to actively deploy and adopt AI to reshape the technology landscape. You’ll be working with key partners who are moving fast and pushing the boundaries of what's possible with LLM technology. Your role will entail developing genuine partnerships with the customer and key stakeholders, gaining a deep understanding of their multi-pronged business objectives, strategic direction, AI vision, and technical needs. You'll draw on both your business acumen and technical expertise to serve as a strategic advisor throughout their journey with us. In partnership with the broader account team, you will provide your customer best practices and guidance to getting the most impact with Claude in a safe, sustainable way while supporting them as their consumption grows and evolves. Your role focuses on helping customers scale their usage effectively, drive model and use case optimizations, implement change management strategies, and maximize the ROI of their investment.  The insights you gather from your customers will directly inform our research priorities, product development, and go-to-market strategies — making you a key voice in shaping how we build and deliver ongoing value as a business. Responsibilities: Build trusting, strategic relationships with key customer decision makers in complex, matrixed organizations; understand their business and objectives and identify opportunities for optimization and expansion Become an expert in Anthropic's products across API, Claude Code and Cowork, understanding the technical nuances and best practices for each to guide customers to the right solutions Own the customer operations across their lifecycle, maintaining a structured operational assessment of the account (customer readiness, operational health, strategic alignment, enablement strategy, adoption intelligence) that grounds comprehensive account and success plans and Quarterly Business Reviews Identify potential use cases and lines of business not currently onboarded, partnering with customers and Sales/Product to discover new applications for Claude across different departments, teams, and workflows Develop and execute change management strategies to drive end-user adoption and maximize value within customer organizations, including Train the Trainer programs, Center of Excellence development, and organizational enablement Leverage your deep knowledge of the customer to proactively drive consumption planning and the value story behind it, developing credible ROI hypotheses, and quantifying outcomes that build the case for continued and expanded investment Ruthlessly prioritize across the account's many business units and workstreams, building programmatic, repeatable motions You may be a good fit if you have: 8+ years of experience in Customer Success, Technical Account Management, Solutions Engineering, and/or Strategy Consulting Experience working with F10 companies at the exec level — ideally including established tech companies – you understand what it means to lead organization-wide change or adoption programs (multiple functions, thousands of users) for a product that required C-suite sponsorship Technical fluency with ability to understand and articulate AI/ML concepts, the software development lifecycle (SDLC), and implementation patterns across a set of diverse stakeholders—from end users to executives You build with AI daily, automating your own workflows with agents, skills, and tooling is second nature, preferred experience with Claude Code Proven track record of driving measurable outcomes inside a single, highly matrixed organization with many business units. You treat customer asks as two-way exchanges: comfortable asking for commitments, references, and access in return, and pushing back on requests that aren't leveraged. Cross-functional collaborator who represents the customer in a positive, proactive manner, rallying everyone around paths forward that solve customer needs. The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. Annual Salary: $200,000 — $320,000 USD Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this. We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.  Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings. How we're different We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences. Come work with us! Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.

Location: India About Flosum Flosum is the only end-to-end platform purpose-built for Salesforce — trusted by Fortune 1000 enterprises, federal agencies, and high-growth organizations around the world. Our five integrated products — DevOps, Security Orchestration, CodeScan, Backup & Archive, and Data Migrator — give enterprises the confidence to accelerate delivery, simplify compliance, and scale Salesforce with precision. Founded in Silicon Valley and proudly self-funded, Flosum operates on a single guiding principle: your success is our success. We’re not optimizing for investor optics. We move fast, build with conviction, and put our customers at the center of every decision. The result is a 4.97-star rating on the Salesforce AppExchange and a customer roster that includes Cargill, Hilton, Cushman & Wakefield, and some of the largest federal agencies in the country. We serve enterprise IT leaders, Salesforce architects, DevOps teams, compliance officers, and government agencies — anyone whose organization depends on Salesforce operating securely, efficiently, and at scale. The Opportunity Flosum is at an inflection point. We have multiple product lines gaining traction across enterprise and mid-market segments, four active go-to-market motions — outbound sales, inbound/marketing-led, channel/partners, and product-led growth — and a lean, high-performing team that moves with urgency. What we need now is the operating infrastructure to match our ambition. We’re hiring a Director of Revenue Operations to be the architect of our revenue engine: the person who transforms disconnected GTM motions into a single, data-driven, capital-efficient machine. This is a builder role — not a maintainer role. You will design systems that don’t yet exist, enforce standards that currently aren’t enforced, and build the reporting infrastructure that makes every decision at Flosum smarter. This role reports directly to the CEO and is the highest-leverage operations hire we will make. You will touch every dollar of pipeline, every GTM motion, and every customer-facing team. What You’ll Own 1. Data, Reporting & Forecasting — Your Primary Mandate Your first 90 days are about establishing truth. Flosum runs on Salesforce, Marketo, and Gong.io. You will audit each, identify where data integrity breaks down, and rebuild the foundation: Design and own the forecasting architecture: weighted pipeline using actual historical conversion rates, forecast categories (Commit, Best Case, Upside), and a weekly cadence that drives ±10% accuracy within two quarters Build a standardized reporting hierarchy from the CEO’s decision-making needs down to frontline dashboards — eliminating the proliferation of reports nobody trusts Implement Salesforce data governance: mandatory stage-exit criteria, validation rules, controlled picklists, and loss-reason capture on every Closed Lost opportunity Segment reporting and forecasting by GTM motion — PLG self-serve revenue behaves differently from enterprise outbound and must be modeled and tracked separately Build and maintain the unit economics dashboard: CAC by motion, CAC payback period, LTV:CAC ratio, Magic Number, NRR/GRR, and S&M efficiency trends 2. Marketing Performance & Marketo Operations You don’t run campaigns — you govern the infrastructure that makes marketing measurable and accountable: Own the full lead lifecycle in Marketo: definitions, entry/exit criteria, and scoring model governance (with separate demographic and behavioral scores calibrated monthly against SQL conversion rates) Own Marketo-Salesforce sync governance: field mapping audits, sync log review, and API consumption monitoring Own multi-touch attribution: first-touch, last-touch, and influence models consistently applied across all four GTM motions Build and enforce speed-to-lead SLAs and SAL acceptance standards; build recycle plays for disqualified leads Monitor and report marketing funnel performance — lead volume, MQL-to-SQL conversion, channel efficiency, and marketing-sourced vs. marketing-influenced pipeline — and escalate anomalies before they show up in quarterly misses 3. Sales Process Governance You are the steward of how Flosum’s revenue actually gets created — not a gatekeeper, but the person who builds the standards: Design and enforce stage definitions with mandatory exit criteria; build deal desk processes for non-standard pricing and terms Own territory design, quota allocation methodology, and annual capacity planning — including ramp rates, hiring timelines, and coverage ratio targets by segment Run the weekly pipeline review cadence with sales leadership: stage conversion anomalies, stale deals, and forecast accuracy Design compensation plans that drive the right behaviors across all four GTM motions — with clear rules of engagement for multi-touch deals where outbound, inbound, PLG, and partner motions converge on the same account 4. Enablement Execution Through Gong.io At Flosum, enablement has historically been about delivery — training sessions, playbooks, messaging. You will own the other half: measurement and execution. After any messaging launch or methodology change, you will: Create Gong AI Trackers for the specific language, frameworks, and discovery questions reps should be using — and build adoption dashboards segmented by rep, team, and region Surface the gap between what was trained and what is actually happening on calls, and work with sales managers to close it with specific, Gong-sourced coaching examples Use Gong deal boards for pipeline inspection: multi-threading health, next-steps coverage, competitor mentions, and conversation-based risk signals layered onto CRM data Build the feedback loop: Enablement trains → Gong measures → RevOps reports gaps → Managers coach with specific call evidence → Enablement iterates. Without this loop, enablement is a cost center. With it, it’s a growth driver. 5. GTM Alignment Across All Four Motions Running outbound, inbound, channel, and PLG simultaneously creates real operational complexity. You will design the systems that prevent chaos: Build account-level ownership rules and real-time routing logic to prevent motion collisions (e.g., SDRs prospecting into accounts already working inbound MQLs, AEs working accounts with active PLG users) Design PQL routing logic with product usage trigger thresholds, account-level checks, and comp plan rules for sales-assisted PLG conversions Build deal registration governance and conflict resolution SLAs for the partner channel Own separate Opportunity Record Types per motion in Salesforce with unified roll-up reporting Run a monthly cross-functional GTM alignment meeting with sales, marketing, CS, and partner leadership — reviewing funnel health per motion and resolving ownership disputes before they fester What This Role Is Not We want to be honest about scope. A great RevOps leader at Flosum will push back when the role is being misused: You will implement an intake process, maintain a visible quarterly roadmap of four to five initiatives, and force trade-off conversations when new requests arrive. You say “not now” to good ideas that aren’t the most important idea. This is not sales operations with a rebrand. You serve the company, not any single department leader. Your loyalty is to revenue truth — even when the forecast is uncomfortable to present. Metrics You’ll Own Pipeline & Forecasting Forecast accuracy (±10% target within two quarters) Pipeline coverage by segment (3× SMB, 4× mid-market, 5× enterprise) Pipeline velocity: (Opportunities × Deal Size × Win Rate) ÷ Cycle Length, targeting +10% improvement QoQ Stage-to-stage conversion rates trended over time Marketing (Marketo) Lead-to-MQL, MQL-to-SQL, SQL-to-Opportunity, and Opportunity-to-Close rates by motion and channel Marketing-sourced and marketing-influenced pipeline (targets: 30–50% sourced, 50–70% influenced) Lead velocity rate (month-over-month qualified lead growth) Speed-to-lead SLA compliance and SAL acceptance rate Sales (Salesforce + Gong) Win rates by segment and motion Quota attainment distribution across the team (healthy target: 70–75% of reps at quota) Average selling price trends and discounting rate Sales cycle length by segment Enablement (Gong) Gong tracker adoption rates for key messaging and methodology by rep, team, and region Talk-to-listen ratios and topic coverage by deal stage Multi-threading indicators per deal stage Unit Economics CAC and CAC payback period by GTM motion LTV:CAC ratio by customer segment (target ≥3:1) Magic Number (Net New ARR × 4 ÷ prior quarter S&M spend; target >1.0) Net Revenue Retention and Gross Revenue Retention S&M as % of revenue (tracking toward 35% as we scale) Requirements What We’re Looking For 5–10+ years in Revenue Operations, Sales Operations, or GTM Operations in a B2B SaaS environment Direct experience operating across multiple GTM motions simultaneously (outbound, inbound, channel, and/or PLG) Hands-on Salesforce configuration experience — you can build Flows, design the data model, and implement validation rules without delegating everything to a developer Marketo (or equivalent marketing automation) operational experience: lifecycle architecture, lead scoring, and Marketo-Salesforce sync governance Gong.io (or equivalent conversation intelligence tool) experience: tracker creation, coaching dashboards, and deal inspection Demonstrated experience building a forecasting methodology from scratch — not just inheriting one Financial modeling comfort: unit economics, capacity planning, quota modeling, and comp plan design Experience at a company with $15M–$75M in ARR; you have built things with your hands, not just directed others to build them Strongly Preferred Experience in the Salesforce ecosystem (ISV, SI, or AppExchange partner) — you understand our buyers, our competitive landscape, and our channel dynamics Experience designing and governing partner/channel ops within a multi-motion GTMmodel SQL proficiency or experience with a BI tool (Tableau, Looker, Sigma, or equivalent) Prior experience designing and administering sales compensation plans The Mindset We’re Hiring For You Are a Builder You ask “Why does this exist, and should we rebuild it?” before touching a tool. You ship minimum viable systems and iterate relentlessly rather than designing perfect architectures that never launch. You Are Company-First Your loyalty is to revenue truth, not to any individual department leader. You present the forecast even when it’s uncomfortable. You push back when requests don’t serve the company’s priorities. You Are a Systems Thinker You see the revenue engine as an interconnected system. Changing lead scoring You Are Cost-Conscious You evaluate every tool, hire, and program through a unit economics lens. You resist “just thresholds ripples into pipeline coverage. Changing stage definitions changes forecast accuracy. You trace causes, not just symptoms add a tool” thinking. Flosum is self-funded and profitable — efficiency isn’t a constraint, it’s a competitive advantage. Benefits Build the Operating System for Flosum’s Next Phase of Growth 🏠 Remote-First 📈 B2B SaaS / ISV 🛠 Salesforce Ecosystem What You'll Get The authority and executive visibility to actually build — reporting directly to the CEO. Competitive base salary + performance-based variable compensation + equity A fully remote-first, global team that moves fast and operates with high trust The chance to build the GTM operating infrastructure of a profitable, self-funded Salesforce ISV with a category-leading product and enterprise customer base Daily exposure to top leaders in Salesforce DevOps and B2B SaaS operations What We Offer Opportunity to shape the digital strategy at a high-growth Salesforce ISV. Collaborative, innovative, and mission-driven culture. Competitive compensation and benefits. Career growth in a fast-scaling company serving global enterprises. Extras (Benefits & Perks) Competitive compensation, incentive structure, and company equity Daily coaching, mentorship, and growth opportunity Be part of a global, mission-driven team Learn from top leaders in Salesforce DevOps and SaaS sales Work on exciting challenges in a rapidly growing industry

Location: San Francisco, CA | New York City, NY About Anthropic Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. About the role The Network Security team's remit is to secure Anthropic's networks across our cloud providers and our bare-metal AI data centers. We own egress and ingress controls, network segmentation, private connectivity between environments, and encryption in transit. We design, build, and maintain these controls, and we write the software that deploys, enforces, and monitors them. These controls protect our model weights, customer data, and internal assets. We are hiring an Engineering Manager to lead this team. Anthropic is adding data center sites and cloud regions quickly, and the team will grow with that work. In this role you will set the team's charter, practices, and priorities. You will partner with our infrastructure networking, cluster, and data center teams so security is built into network designs from the start. The goal is secure-by-default networking that lets research and product teams use compute in any environment without slowing them down. Key responsibilities We're hiring an Engineering Manager to lead a Network Security Engineering team in executing across critical initiatives including, but not limited to: Own the network security roadmap: threat model from the management plane through Kubernetes and cloud interconnects, decide what to build, and deliver it Be able to reason about the design and implementation of default-deny ingress and egress, segmentation between research, training, and production, private connectivity, and mTLS/service identity across every environment Ship these as secure-by-default primitives so new clusters, VPCs, and data center links inherit the right boundaries without security on the critical path Join networking, cluster, and data center teams at design time so topology, routing, and firewall decisions carry our invariants from day one Build visibility into traffic and boundary drift, with detection for exfiltration paths and automated remediation where safe Own the network security evidence for our security goals and compliance: the invariants hold, and you can prove it Hire, grow, and retain senior security software engineers; own their career development, and set the practices the team runs on as it scales Minimum Requirements: 8+ years of front line management experience Low ego, high empathy; has built diverse teams and has former reports who would work for them again Experience managing infrastructure or security engineering teams, including hiring, developing, and managing senior and staff engineers Has grown engineers into staff or lead roles, and has made the call to move someone out when coaching didn't work Kept a team intact and delivering through reorgs, charter changes, or leadership turnover Experience owning a security or infrastructure domain end to end: setting multi-year strategy, delivering year-long cross-organizational work with little direction, and answering to executives for its risk and tradeoffs Scaled a team and its systems together through hypergrowth, where last quarter's architecture was already too small Hands-on network security engineering in cloud and/or on-prem environments: VPC design, interconnects, private service connectivity, cloud firewall policy, egress control, physical segmentation, and out-of-band/management-plane security Threat modeling and risk assessment for networked systems, with the judgment to tell which controls reduce risk and which just look good on a diagram Secured Kubernetes networking at scale, or worked in high-assurance environments where controls had to be evidenced, not just deployed Preferred Qualifications: Built or rebuilt a hiring loop and held the bar while adding headcount quickly Exposure to large-scale distributed training and what it demands of a network Solved end-to-end networking problems directly with internal users, cloud account teams, and hardware or colo vendors Has taken infrastructure from zero to one and then to maturity: built the first version where nothing existed, then run and hardened it into a system other teams depend on at production-network reliability Pragmatic and steady: cares about unblocking research and product as much as a clean architecture, and brings patience and judgment to opinionated senior engineers Clear and persuasive communicator in writing and in person Familiar with AI security and safety concepts The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. Annual Salary: $405,000 — $485,000 USD Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this. We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.  Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings. How we're different We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences. Come work with us! Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.

Location: EMEA; United Kingdom; The Netherlands Workplace: Remote We are currently growing our support team at ClickHouse, which provides excellent service to our customers around the world. We are seeking a Technical Customer Support Engineer to join our global Support Engineering team. We hope to find you ready to take on a variety of tasks related to our customers across EMEA, as well as more globally across the Americas, and APJ regions when support is needed or coverage overlaps. This is a customer-facing role that will include interactions via chat, calls, Slack messages, and video meetings. You will be owning a wide variety of tasks: from triaging support tickets to user community support, helping with both pre- and post-sales customer activities, partnering with our Go To Market team with deeply technical aspects of POCs, and suggesting improvements to how we do things in Support at ClickHouse. This is a great opportunity for someone ready to roll up their sleeves and help us continue to provide excellent customer support to our rapidly growing user base. What you will be doing: - Supporting and guiding our ClickHouse users, customers, and prospects via cases, chat, Slack, community, and meetings - Develop solutions based on ClickHouse Cloud and ClickHouse open-source that can be shared with our users, community, and customers via documentation, knowledge base, blogs, meetups, webinars, and training - Work closely with our global Support Services, Engineering, Go to Market, and Product Management teams to help define functionality required by users and customers - Assist with mentoring, training, and sharing your knowledge with colleagues, users, and customers  And of course: - You will deliver excellent customer service as a first-line technical engineer and representative of ClickHouse. Our Support Engineers provide professional response, on-call coverage, and guidance within the required Service Level Agreements ("SLAs") on technical cases that are opened via a ticketing system, email, Slack, chat, and/or phone - You will build strong, trusted relationships with colleagues, customers, and partners What you bring along: - Technical breadth and depth in ClickHouse open-source or ClickHouse Cloud, or in domains relevant to ClickHouse, such as: SQL databases, OLAP, cloud-native SaaS, distributed systems - Previous technical experience in roles such as Support Engineer, Consultant, Database Administrator, Site Reliability Engineer, Solutions Engineer, Software Engineer, and/or Systems Engineer - Be present and available according to the scheduling required to deliver high-quality 24x7 Support in a global, distributed environment - Strong communication skills and the ability to work fully remote with reliable connectivity - A mindset of teamwork, global engagement, empathy, and solving challenging problems - A sense of adventure and urgency in building the most scalable, high-performing, largest, and fastest databases on the planet - The ability to build trusted relationships with colleagues, customers, and partners - You are self-driven, curious, and eager to continuously learn and grow Bonus points: - Experience with ClickHouse - Experience with OSS and open-source technologies, as a user, community member, or contributor - Experience with Azure, GCP, or AWS - Experience with data pipelines such as Kafka, Kinesis, Spark, RabbitMQ, or others   PERKS - Flexible work environment - ClickHouse is a globally distributed company and remote-friendly. We currently operate in over 25 countries. - Healthcare - Employer contributions towards your healthcare. - Equity in the company - Every new team member who joins our company receives stock options. - Time off - Flexible time off in the US, generous entitlement in other countries. - A USD$500 Home office setup if you’re a remote employee. - Global Gatherings – We believe in the power of in-person connection and offer opportunities to engage with colleagues at company-wide offsites. CULTURE - WE ALL SHAPE IT As part of a rapidly scaling start-up, you will be instrumental in shaping our culture. Are you interested in finding out more about our culture? Learn more about our values here https://clickhouse.com/company/careers. Check out our blog posts https://clickhouse.com/blog or follow us on LinkedIn https://www.linkedin.com/company/clickhouseinc/life/0c1ee7f4-2129-488d-b413-e7f6270659fd/?viewAsMember=true to find out more about what’s happening at ClickHouse. EQUAL OPPORTUNITY & PRIVACY ClickHouse provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment of any type based on factors such as race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Please see here https://clickhouse.com/legal/applicant-privacy-notice for our Privacy Statement.

Location: Paris, France About Anthropic Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. À propos d’Anthropic La mission d’Anthropic est de créer des systèmes d’IA fiables, interprétables et orientables. Nous voulons que l'IA soit sûre et bénéfique pour nos utilisateurs et pour la société dans son ensemble. Notre équipe est composée de chercheurs, d'ingénieurs, d'experts politiques et de chefs d'entreprise engagés qui travaillent ensemble pour créer des systèmes d'IA bénéfiques. À propos du poste En tant qu'architecte des solutions partenaires au sein de l'équipe d'IA appliquée d'Anthropic, vous serez architecte avant-vente chargé d'entretenir des relations techniques avec nos intégrateurs de systèmes mondiaux et régionaux (GSI/RSI) et nos partenaires cloud (AWS et GCP). Vous renforcerez nos relations avec les partenaires clés pour accélérer les revenus indirects, permettre leurs pratiques d'IA et exécuter la stratégie GTM à long terme. Responsabilités: Partenariat technique stratégique : soyez un partenaire de réflexion technique pour l'équipe des partenariats Anthropic GTM, en apportant une expertise technique pour mieux comprendre l'environnement des partenaires, en pilotant des programmes stratégiques clés et en identifiant des opportunités pour approfondir leurs compétences techniques. Vous vous intégrez aux équipes techniques de GSI et des partenaires cloud pour mettre en œuvre leurs pratiques en matière d'IA, vous aider à résoudre les problèmes, promouvoir Anthropic au sein de leurs communautés de développeurs et servir de point d'accès pour les problèmes techniques complexes. Développement conjoint de solutions : Collaborer avec des partenaires pour identifier des applications GenAI spécifiques à grande valeur industrielle, développer des solutions conjointes et codifier des architectures de référence / bonnes pratiques afin d’accélérer le temps de déploiement Assistance aux offres clients : Intervenir directement pour débloquer des transactions clients stratégiques où les partenaires sont le principal vecteur de livraison, apportant une expertise technique approfondie et des conseils en architecture de solutions. Écosystème de partenaires et événements : représentez Anthropic lors d'événements partenaires tels que les ateliers clients GSI, les sommets AWS et les conférences sectorielles. Animer ou soutenir des événements, hackathons et sessions de formation technique destinés aux développeurs partenaires, en particulier pour les communautés ayant une expertise technique pointue. Retours sur les produits : validez et recueillez des retours sur les produits et services d'Anthropic, notamment en ce qui concerne les cas d'utilisation et modèles de déploiement des partenaires, et transmettez ces commentaires aux équipes Anthropic concernées afin d'éclairer la feuille de route du produit et la stratégie des partenaires. Profil recherché: Plus de 5 ans d'expérience dans des rôles techniques orientés clients et partenaires, tels que Architecte de Solutions, Ingénieur Commercial, Ingénieur Commercial Partenaires, Responsable de Compte Technique Expérience avérée de partenariats fructueux avec des intégrateurs de systèmes mondiaux et/ou des fournisseurs de services cloud pour résoudre des problèmes techniques complexes, de la conception initiale de la solution à sa mise en œuvre chez le client Capacité exceptionnelle à établir des relations avec diverses parties prenantes et à leur communiquer des concepts techniques, notamment des cadres supérieurs, des équipes informatiques et d'ingénierie, etc. Solides compétences en présentation et communication technique avec la capacité de traduire les exigences entre parties prenantes techniques et commerciales Expérience de la conception d'architectures cloud évolutives et de l'intégration avec des systèmes d'entreprise Familiarité avec les cadres et outils LLM courants ou une formation en apprentissage automatique ou en science des données Enthousiasme à l'idée de participer à une collaboration inter-organisationnelle, de trouver des compromis et de trouver un équilibre entre des priorités concurrentes L'amour de l'enseignement, du mentorat et de la réussite des autres Passion pour la réflexion créative sur la manière d'utiliser la technologie de façon sûre et bénéfique, et qui favorise ultimement l'avancement des systèmes d'IA sûrs. About Anthropic Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. About the role As an Applied AI Architect on the Partnerships team at Anthropic, you will be a pre-sales architect focused on cultivating technical relationships with our Global and Regional System Integrators (GSIs/RSIs), and our cloud partners (AWS and GCP). You will strengthen our relationships with key partners to accelerate indirect revenue, enable their AI practices, and execute on long-term GTM strategy. Responsibilities: Strategic Technical Partnership : Be a technical thought partner to the Anthropic GTM partnerships team, providing technical expertise to better understand the partner landscape, driving key strategic programs, and identifying opportunities to deepen partner technical capabilities. Embed with GSI and cloud partner technical teams to enable their AI practices, support troubleshooting, evangelize Anthropic in their developer communities, and serve as an escalation point for complex technical issues. Joint Solution Development: Collaborate with partners to identify high value industry-specific GenAI applications, develop joint solutions and codify reference architectures / best practices to accelerate time to deployment Customer Deal Support: Intervene directly to unblock strategic customer deals where partners are the primary delivery vehicle, providing deep technical expertise and solution architecture guidance. Partner Ecosystem & Events: Represent Anthropic at partner events such as GSI customer workshops, AWS summits, and industry conferences. Lead or support partner-specific developer events, hackathons, and technical enablement sessions, especially for technically native communities.Product Feedback: Validate and gather feedback on Anthropic's products and offerings, especially as they relate to partner use cases and deployment patterns, and deliver this feedback to relevant Anthropic teams to inform product roadmap and partner strategy. You may be a good fit if you have: 5+ years of experience in technical customer-facing/partner-facing roles such as Solutions Architect, Sales Engineer, Partner Sales Engineer, Technical Account Manager Track record of successfully partnering with GSIs and/or cloud providers to solve complex technical challenges, from initial solution design through customer delivery Exceptional ability to build relationships with and communicate technical concepts to diverse stakeholders to include C-suite executives, engineering & IT teams, and more Strong presentation & technical communication skills with the ability to translate requirements between technical and business stakeholders Experience designing scalable cloud architectures and integrating with enterprise systems Familiarity with common LLM frameworks and tools or a background in machine learning or data science Excitement for engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities A love of teaching, mentoring, and helping others succeed Passion for thinking creatively about how to use technology in a way that is safe and beneficial, and ultimately furthers the goal of advancing safe AI systems The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. Annual Salary: €190.000 — €220.000 EUR Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this. We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.  Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings. How we're different We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences. Come work with us! Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.

Location: Remote, United States GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. * Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. Location- Seattle, Washington An overview of this role As a Strategic Account Executive for the Seattle area, you'll drive GitLab's enterprise growth by helping some of the area's most influential organizations adopt, implement, and expand their use of our AI-powered DevSecOps platform. You'll focus on enterprise accounts, guiding customers through complex digital and DevSecOps transformations and driving pipeline generation that translates into measurable Net ARR and long-term expansion. In this role, you'll act as a key connector between customer stakeholders and GitLab's field organization so GitLab is seen as a trusted, long-term partner across the full sales cycle. In your first year, you'll be expected to build a strong enterprise portfolio across your territory, create repeatable sales motions, and consistently forecast and report on deal progress and account health. What you'll do Drive strategic growth by leading GitLab's enterprise accounts across Seattle, serving as a trusted technology advisor to industry leaders in your territory. Orchestrate winning sales strategies by bringing together Solutions Architects, Customer Success experts, Sales Development, Channel & Alliances, and other technical specialists to deliver transformative, AI-powered DevSecOps solutions. Shape the future of software development by crafting innovative solutions that align GitLab's platform with customers' long-term vision, compliance needs, and business objectives. Build deep, strategic partnerships by mastering your customers' industry landscape, success metrics, and growth trajectories so you can position GitLab as their indispensable technology ally. Design and execute strategic account plans, including opportunity mapping, stakeholder alignment, and multi-threaded engagement, to expand GitLab usage within new and existing strategic accounts. Lead end-to-end customer journeys from initial discovery through evaluation, negotiation, and successful implementation, ensuring a consistent, high-quality experience at every stage of the sales cycle. Champion continuous improvement by contributing to forecasting and pipeline reviews, conducting sophisticated win/loss analyses, and sharing strategic insights that refine our go-to-market approach. Prepare and deliver compelling customer-facing and internal presentations, proposals, and recommendations that clearly communicate value, business outcomes, and the path to long-term partnership with GitLab. What you'll bring Experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions. Background selling into large, enterprise accounts in Seattle, United States, with the ability to build trusted C-level and senior stakeholder relationships across business and technical teams. Knowledge of Seattle enterprise market, including key industries, buying centers, and decision-making dynamics, with the ability to build and nurture a relevant professional network. Ability to drive new business acquisition and expansion within enterprise accounts through consultative, multi-stakeholder sales motions that lead to sustainable, long-term customer partnerships. Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support successful customer adoption. Effective communication and interpersonal skills, with the ability to lead account strategy, influence internal and external stakeholders, and remain calm under pressure. Ability to work in line with GitLab's values, use GitLab and Salesforce in your daily work, and travel as needed while following company travel policies. About the team The Enterprise Sales team is responsible for driving growth, adoption, and long-term value for GitLab's AI-powered DevSecOps platform with our largest and most strategic customers. As a Strategic Account Executive focused on Seattle, you'll be part of a distributed, all-remote team that works asynchronously across regions and partners closely with GitLab's sales engineering, marketing, and customer success teams. We value transparency, collaboration, and a consultative approach, and we support one another through shared account planning, regular deal reviews, and knowledge sharing focused on enterprise customers across the Seattle region. Remote-Global The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity . Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range $124,000 — $186,600 USD How GitLab Supports Full-Time Employees Benefits to support your health, finances, and well-being Flexible Paid Time Off Team Member Resource Groups Equity Compensation & Employee Stock Purchase Plan Growth and Development Fund Parental Leave Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law . If you have a disability or special need that requires accommodation , please let us know during the recruiting process .

Location: Sofia, Bulgaria Xometry (NASDAQ: XMTR) powers the industries of today and tomorrow by connecting the people with big ideas to the manufacturers who can bring them to life. Xometry’s digital marketplace gives manufacturers the critical resources they need to grow their business while also making it easy for buyers at Fortune 1000 companies to tap into global manufacturing capacity. Xometry is seeking a motivated and proactive Business Development Representative to strengthen our Sales Team and support the continued growth of our international business. In this role, you will develop new business opportunities, manage customer relationships within an assigned region, and build long-term partnerships with small and medium-sized businesses across industries such as mechanical engineering, robotics, infrastructure, furniture manufacturing, and more. You will take ownership of both outbound sales activities and inbound leads, guide customers through the Xometry platform and ordering process, and maintain a healthy sales pipeline. This position is ideal for someone who combines strong communication skills with a commercial mindset, customer focus, and the ambition to grow in a fast-paced international environment. How You’ll Contribute: Business Development and Pipeline Growth: Develop and expand the customer base through proactive outbound sales activities and effective inbound lead management Identify and unlock new business opportunities across both acquired and assigned customer accounts Build and maintain a healthy sales pipeline to support the company’s growth Achieve individual sales targets, established sales plans, and performance KPIs Customer Relationship Management: Build strong, long-term relationships with small and medium-sized businesses across various industries Represent Xometry professionally in all customer interactions Maintain regular communication with customers through calls, emails, online meetings, and messaging platforms Ensure a high level of customer satisfaction through responsive and customer-oriented support Identify upselling and account development opportunities within the existing customer base Customer Support and Account Development: Handle incoming customer requests promptly and professionally Support customers with account usage, request submissions, and order placement Guide customers through Xometry’s platform, products, and services Follow up on open opportunities and support customers throughout the sales process CRM and Sales Operations: Maintain accurate, complete, and high-quality customer and sales data in Salesforce Document customer interactions, opportunities, and follow-up activities consistently Monitor customer payments and follow up when necessary Collaborate with internal teams to ensure a smooth customer experience and timely resolution of issues What You’ll Bring to Xometry: Initial professional experience 3+ years in sales, business development, customer success, or account management Strong interpersonal and communication skills, with the ability to build trust and deliver results Commercial mindset and motivation to achieve individual sales goals and KPIs German language for daily customer communication and international collaboration Fluent English for internal communication Ability to negotiate and communicate professionally with customers from different countries and cultural backgrounds Technical mindset and the ability to quickly understand product and manufacturing specifics High level of responsibility, flexibility, determination, and personal ownership Strong social intelligence, empathy, and a customer-oriented communication style Experience working with CRM systems, preferably Salesforce, would be an advantage International experience, including experience living or working abroad, would be an advantage Current residence in one of the following hiring locations: Bulgaria, Sofia Location: Remote (in some time - Hybrid) What Xometry Offers You: Transparent Compensation: A fixed salary combined with an uncapped commission structure Remote Work: The opportunity to work fully remotely Corporate Equipment: A corporate laptop, corporate IP telephony, and the tools and systems needed for effective remote work International Environment: Collaboration with colleagues and customers from different countries and industries in an English-speaking global team Meaningful Ownership: The autonomy to develop customer relationships, manage sales opportunities, and directly contribute to Xometry’s international growth Career Growth: Opportunities to develop your sales expertise and grow professionally within a fast-growing global company Structured Onboarding: A comprehensive onboarding program covering the company’s tools, systems, products, and sales processes Learning Opportunities: Free corporate English and German language courses, as well as access to professional development and knowledge-sharing activities Open and Supportive Culture: A collaborative, trust-based environment that values initiative, practical ideas, fast decision-making, and individual contribution Well-Being and Social Impact: Regular well-being initiatives and opportunities to participate in global charity projects Team Connection: Team meetings and company events organized from time to time #LI-Remote #Promoted Xometry is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. Please read our privacy policy here.

Location: Dublin, Dublin, Ireland, EMEA From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven. About the Role We’re looking for a Business Development Representative (BDR) to join our Dublin office and help accelerate pipeline generation. This role is ideal for someone with 9+ months of experience in technology sales who thrives in outbound prospecting, account research, and consultative discovery conversations. Experience selling into data, analytics, cloud, or infrastructure teams is a strong plus. As an BDR you’ll identify and engage target accounts, multi-thread into strategic organizations, and generate qualified pipeline through personalized outreach across phone, email, LinkedIn, and video. You’ll work directly with modern data leaders and technical buyers at fast-growing and enterprise organizations evaluating cloud data infrastructure, analytics modernization, AI initiatives, and data integration strategies. This is a full-time position based out of our Dublin office. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team. Technologies You’ll Use Salesforce, Outreach, LinkedIn Sales Navigator, ZoomInfo, Lusha, Nooks, ChatGPT and AI prospecting tools, Gong, Google Workspace, Slack, Vidyard / Loom What You’ll Do Generate qualified pipeline through outbound prospecting across target accounts Research accounts, industries, and personas to craft personalized outreach Partner closely with Sales Directors to build account strategies and prioritize opportunities Execute multi-channel outbound campaigns using phone, email, LinkedIn, and video Conduct discovery conversations to uncover business challenges, technical pain points, and initiatives Engage data, analytics, engineering, IT, RevOps, and executive personas Maintain accurate activity, contact, and opportunity data within Salesforce Collaborate cross-functionally with Marketing, Partnerships, and Sales leadership Leverage AI tools and sales technologies to improve prospecting efficiency and messaging quality Consistently achieve and exceed activity, meeting generation, and pipeline targets Skills We’re Looking For 9+ months of experience in SaaS, cloud, infrastructure, or technology sales development Strong written and verbal communication skills with the ability to engage technical and business stakeholders Ability to learn and articulate technical concepts related to data, analytics, cloud, and AI infrastructure Experience with outbound prospecting and multi-threaded account engagement Strong organizational skills and ability to manage multiple accounts and priorities simultaneously Comfortable using AI tools such as ChatGPT or sales engagement platforms to improve research, messaging, and productivity Coachable, curious, resilient, and motivated by a high-performance sales environment German Speaking Bonus Skills Experience selling into data, analytics, engineering, or IT organizations Familiarity with modern data stack technologies such as Snowflake, Databricks, dbt, or cloud data warehouses Experience using Outreach, Sales Navigator, ZoomInfo, or Gong Previous experience working in a high-growth SaaS environment Demonstrated success exceeding outbound pipeline generation targets #LI-LA1 #LI-HYBRID Perks and Benefits 100% employer-paid medical insurance * Generous paid time away from work, including paid vacation or flexible/unlimited vacation depending on role and country, plus paid sick time, inclusive parental leave, paid holidays, including a year-end Global Week of Rest, and volunteer days off. RSU stock grants* Professional development and training opportunities Company virtual happy hours, free food, and fun team-building activities Monthly cell phone stipend Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents. * May vary by country and worker type - please reach out to your recruiter for more information Click here to learn more about Fivetran's Benefits by Region. We’re honored to be valued at over $5.6 billion , but more importantly, we’re proud of our core values of Get Stuck In, Do the Right Thing, and One Team, One Dream . Read about us in Forbes . Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities. To learn more about Fivetran’s culture and what it’s like to be part of the team, click here and enjoy our video. To learn more about our candidate privacy policy, you can read our statement here . We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this form . We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.

Location: San Francisco, CA | Seattle, WA | New York City, NY | Washington, DC About Anthropic Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. About the role Join Anthropic's Customer Success team in a high-impact role driving AI adoption across our Industry segment. As an AI Outcomes Manager, GSI, you'll be the strategic partner and a trusted advisor to our most complex customers with a portfolio spanning Systems Integrators—helping them harness the full potential of all our Claude capabilities - API, Claude for Enterprise, and Claude Code. You'll work with organizations transforming their businesses with AI technology. Developing genuine partnerships with customers, gaining a deep understanding of their business objectives, strategic direction, AI vision, and technical needs. You'll draw on both your business acumen and technical expertise to serve as a strategic advisor throughout their journey with us. In partnership with the broader account team you will help customers identify the right Claude capabilities for their specific business objectives, working closely with them to provide best practices and guidance while supporting them as their usage (consumption & seat based) grows and evolves. Your role focuses on helping customers scale their usage effectively, drive model and use case optimizations, implement change management strategies, and maximize the value of their investment through expanded use cases across their organization. The insights you gather from your customers will directly inform our research priorities, product development, and go-to-market strategies — making you a key voice in shaping how we build and deliver ongoing value as a business. Responsibilities: Build trusting, strategic relationships with key customer decision makers to understand their business and objectives, identifying opportunities for optimization and expansion Become an expert in Anthropic's products across API, Claude Code and Claude for Enterprise, understanding the technical nuances and best practices for each to guide customers to the right solutions Leverage your deep knowledge of the customer and their industry vertical to proactively drive usage planning, understanding current and future consumption/adoption and how it creates realized value for the customer Monitor usage patterns and identify optimization opportunities, proactively addressing underutilization across both consumption-based (API) and seat-based (Claude for Enterprise / Claude Code) products to drive full value from contracted commitments Serve as the customer's thought partner, enhancing their knowledge of Claude products by socializing Anthropic's product roadmap, driving awareness on new products and engaging Product PMs Document and quantify customer value realized through business outcomes, ROI, and impact metrics to build compelling internal business cases for continued and expanded investment Identify potential use cases and lines of business not currently onboarded, partnering with customers and Sales to discover new applications for Claude across different departments, teams, and workflows Develop and execute change management strategies to drive end-user adoption and maximize value within customer organizations, including Train the Trainer programs, Center of Excellence development, and organizational enablement Own the customer experience across their lifecycle — managing comprehensive account and success plans grounded in the customer's business objectives, conducting Quarterly Business Reviews, and serving as the primary conduit between the customer and Anthropic Develop scalable engagement strategies and playbooks for your Industry portfolio, balancing high-touch strategic accounts with efficient coverage models to maximize impact across all customers You may be a good fit if you have: 6+ years of experience in Customer Success, Technical Account Management, or Solutions Engineering Experience working with enterprises in Systems Integrator industries Technical fluency with ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns across a set of diverse stakeholders—from developers and product managers to executives and end users Experience driving success across both consumption-based and seat-based business models, with understanding of different expansion levers and success metrics for each Strategic mindset to identify growth opportunities and translate them into actionable expansion plans Proven track record managing a portfolio of accounts while maintaining strong relationships and driving measurable outcomes Cross-functional collaborator who represents the customer in a positive, proactive manner, rallying everyone around paths forward that solve customer needs Passion for AI and interest in responsible development of advanced systems A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality—you're a true team player The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. Annual Salary: $200,000 — $265,000 USD Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this. We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.  Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings. How we're different We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences. Come work with us! Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.

Location: San Francisco, CA | Seattle, WA | New York City, NY | Washington, DC About Anthropic Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. About the role Join Anthropic's Customer Success team as an AI Outcome Manager in a high-impact role driving AI adoption across our Financial Services segment. As an AI Outcome Manager for FSI, you'll be the strategic partner and a trusted advisor to our most complex customers with a portfolio spanning Banking, Insurance, Asset & Wealth Management, and Data Providers  — helping them harness the full potential of all our Claude capabilities - Claude Enterprise, Claude Code, and API. You'll work with organizations across diverse sub-segments that are transforming their businesses with AI technology. Developing genuine partnerships with customers, gaining a deep understanding of their business objectives, strategic direction, AI vision, and technical needs. You'll draw on both your business acumen and technical expertise to serve as a strategic advisor throughout their journey with us. In partnership with the broader account team you will help customers identify the right Claude capabilities for their specific business objectives, working closely with them to provide best practices and guidance while supporting them as their usage (consumption & seat based) grows and evolves. Your role focuses on helping customers scale their usage effectively, drive model and use case optimizations, implement change management strategies, and maximize the value of their investment through expanded use cases across their organization. The insights you gather from your customers will directly inform our research priorities, product development, and go-to-market strategies — making you a key voice in shaping how we build and deliver ongoing value as a business. Responsibilities: Build trusting, strategic relationships with key customer decision makers to understand their business and objectives, identifying opportunities for optimization and expansion Become an expert in Anthropic's products across API, Claude Code and Claude for Enterprise, understanding the technical nuances and best practices for each to guide customers to the right solutions Leverage your deep knowledge of the customer and their industry vertical to proactively drive usage planning, understanding current and future consumption/adoption and how it creates realized value for the customer Monitor usage patterns and identify optimization opportunities, proactively addressing underutilization across both consumption-based (API) and seat-based (Claude for Enterprise / Claude Code) products to drive full value from contracted commitments Serve as the customer's thought partner, enhancing their knowledge of Claude products by socializing Anthropic's product roadmap, driving awareness on new products and engaging Product PMs Document and quantify customer value realized through business outcomes, ROI, and impact metrics to build compelling internal business cases for continued and expanded investment Identify potential use cases and lines of business not currently onboarded, partnering with customers and Sales to discover new applications for Claude across different departments, teams, and workflows Develop and execute change management strategies to drive end-user adoption and maximize value within customer organizations, including Train the Trainer programs, Center of Excellence development, and organizational enablement Own the customer experience across their lifecycle — managing comprehensive account and success plans grounded in the customer's business objectives, conducting Quarterly Business Reviews, and serving as the primary conduit between the customer and Anthropic Develop scalable engagement strategies and playbooks for your Industry portfolio, balancing high-touch strategic accounts with efficient coverage models to maximize impact across all customers You may be a good fit if you have: 6+ years of experience in Customer Success, Technical Account Management, or Solutions Engineering Experience working with enterprises in Financial Services Deep understanding of FSI regulatory, risk, and compliance needs Technical fluency with ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns across a set of diverse stakeholders—from developers and product managers to executives and end users Experience driving success across both consumption-based and seat-based business models, with understanding of different expansion levers and success metrics for each Strategic mindset to identify growth opportunities and translate them into actionable expansion plans Proven track record managing a portfolio of accounts while maintaining strong relationships and driving measurable outcomes Cross-functional collaborator who represents the customer in a positive, proactive manner, rallying everyone around paths forward that solve customer needs Passion for AI and interest in responsible development of advanced systems A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality—you're a true team player The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. Annual Salary: $200,000 — $265,000 USD Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this. We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.  Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings. How we're different We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences. Come work with us! Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.

Location: Munich, Germany About Anthropic Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. About the role As an Enterprise Account Executive at Anthropic, you'll join the foundational team at the forefront of introducing our cutting-edge AI productivity SaaS solution to large enterprise organizations across DACH. You'll drive the adoption of safe, frontier AI by securing strategic deals with major corporations, technology companies, and research institutions. You'll leverage your consultative sales expertise in the enterprise sector to propel revenue growth while becoming a trusted partner to enterprise stakeholders, helping them embed and deploy AI while uncovering its full range of capabilities across business operations, research, and administration. In collaboration with GTM, Product, and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with enterprise decision-makers in the German market. Responsibilities: Win new business and drive revenue for Anthropic within the enterprise sector across DACH. Navigate complex enterprise organizations to reach key decision-makers, educate them about our services, and help them succeed with Anthropic. You'll own the full sales cycle, from first outbound to close Design and execute innovative sales strategies tailored to enterprise procurement cycles and budgeting processes to meet and exceed revenue quotas. Analyze enterprise market landscapes, trends, and dynamics to translate high-level plans into targeted sales activities and campaigns Spearhead market expansion by identifying new use cases within enterprise departments, innovation centers, and operational offices. Collaborate cross-functionally to differentiate our offerings for enterprise applications Navigate complex enterprise stakeholder ecosystems including executives, administrators, IT departments, and procurement offices to build consensus across DACH business culture and practices Inform product roadmaps and features by gathering feedback from enterprise users and conveying market needs from the German enterprise landscape. Provide insights that strengthen our value proposition for enterprise customers Continuously refine the enterprise sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimize sales productivity and consistency You may be a good fit if you have: Native German speaker with excellent written and verbal communication skills in German and English 7+ years of B2B sales experience in enterprise technology, preferably in SaaS or emerging technologies Specialised sales industries experience: Materials & Industrial A track record of managing complex sales cycles within large enterprise organizations and securing strategic deals by understanding both technical requirements and business use cases Demonstrated ability to navigate enterprise bureaucracies and procurement processes, building consensus among diverse stakeholders including executives, administrators, and IT departments Extensive experience negotiating complex agreements within enterprise procurement frameworks and policies Proven experience exceeding revenue targets in the enterprise sector by effectively managing an evolving pipeline and sales process Excellent communication skills and the ability to present confidently to various enterprise audiences, from technical teams and business analysts to senior executives Deep understanding of enterprise buying cycles, decision-making processes, and key pain points, particularly within the German market A strategic, analytical approach to assessing the enterprise market combined with creative, tactical execution to capture opportunities A passion for and/or experience with advanced AI systems and their applications in enterprise environments. You feel strongly about ensuring frontier AI systems are developed safely and ethically for business use What We Offer: Competitive base salary and commission structure Equity participation in Anthropic's growth Comprehensive benefits package Opportunity to shape the AI industry in DACH and EMEA Professional development and career growth opportunities Location: Munich, Germany (hybrid working available) The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. Annual Salary: €265.000 — €310.000 EUR Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this. We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.  Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings. How we're different We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences. Come work with us! Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.

Location: Atlanta, United States Workplace: remote Identify and engage potential customer accounts and key decision-makers through thorough research. Execute omni-channel outreach via phone, email, and social platforms to build relationships and schedule Discovery Calls/Demos for the Growth Team. Conduct weekly in-person prospecting visits to agencies, leveraging physical collateral and professional gifting to establish high-touch relationships. Travel monthly to designated markets to execute localized business development and expand the company’s physical presence. Track and report all activities in HubSpot CRM to ensure seamless pipeline management. Utilize a suite of sales tools (HubSpot CRM, Apollo/Outreach, ZoomInfo, Winmo, Goody, LinkedIn Sales Navigator) to optimize prospecting efforts. Support Growth Directors in advancing deals beyond the initial Discovery Call/Demo, ensuring smooth progression through the sales funnel. Collaborate cross-functionally with Planning, Growth, and Business Development teams to align sales strategies and maximize impact. Curate and share relevant LinkedIn content to enhance personal branding and increase company visibility within the professional network. 2-4 years of experience in B2B sales or business development in media, advertising, programmatic, broadcasting, digital media, AdTech, MarTech, or related industries. Strong experience in new business development, including prospect research, outbound outreach, relationship building, qualification, and pipeline generation. Strong communication and relationship-building skills, with the ability to engage decision-makers and develop relationships with prospective clients and agencies. Demonstrated ability to generate qualified opportunities and work toward measurable business development or pipeline targets. Self-motivated, proactive, and results-oriented, with the ability to manage prospecting activity and priorities independently. Readiness to travel for agency visits, industry events, client meetings, and other business development activities. Hands-on experience with CRM, prospecting, and AI tools; experience with HubSpot, Salesforce, Apollo, Outreach, ZoomInfo, or LinkedIn Sales Navigator is preferred.

Location: Atlanta, United States Workplace: hybrid Identify and engage potential customer accounts and key decision-makers through thorough research. Execute omni-channel outreach via phone, email, and social platforms to build relationships and schedule Discovery Calls/Demos for the Growth Team. Conduct weekly in-person prospecting visits to agencies, leveraging physical collateral and professional gifting to establish high-touch relationships. Travel monthly to designated markets to execute localized business development and expand the company’s physical presence. Track and report all activities in HubSpot CRM to ensure seamless pipeline management. Utilize a suite of sales tools (HubSpot CRM, Apollo/Outreach, ZoomInfo, Winmo, Goody, LinkedIn Sales Navigator) to optimize prospecting efforts. Support Growth Directors in advancing deals beyond the initial Discovery Call/Demo, ensuring smooth progression through the sales funnel. Collaborate cross-functionally with Planning, Growth, and Business Development teams to align sales strategies and maximize impact. Curate and share relevant LinkedIn content to enhance personal branding and increase company visibility within the professional network. 2-4 years of experience in B2B sales or business development in media, advertising, programmatic, broadcasting, digital media, AdTech, MarTech, or related industries. Strong experience in new business development, including prospect research, outbound outreach, relationship building, qualification, and pipeline generation. Strong communication and relationship-building skills, with the ability to engage decision-makers and develop relationships with prospective clients and agencies. Demonstrated ability to generate qualified opportunities and work toward measurable business development or pipeline targets. Self-motivated, proactive, and results-oriented, with the ability to manage prospecting activity and priorities independently. Readiness to travel for agency visits, industry events, client meetings, and other business development activities. Hands-on experience with CRM, prospecting, and AI tools; experience with HubSpot, Salesforce, Apollo, Outreach, ZoomInfo, or LinkedIn Sales Navigator is preferred.