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Location: United States (Remote) Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X . We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do. You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity. The Opportunity: We are looking for a results driven leader to manage and grow our US Sales Development team and help us expand our business in the region. Reporting to the Director of NORAM Sales Development, you will be an important contributor to our regional leadership team, driving recruiting, pipeline generation strategy, and proactive coaching and development for our SDRs. The Sales Development Manager holds ultimate responsibility for the team's pipeline success and team culture. As such, this leader should be experienced in partnering effectively with cross-functional leaders across the GTM organization, from Sales and Marketing to Operations and Enablement. We need someone who is confident and decisive but also humble, empathetic  and open-minded. While there is a massive opportunity for Grafana Labs in the NORAM region, there are also problems to solve and building to be done. We need someone who enjoys a fast-paced environment but who prioritizes intentionality and quality, and who sees these challenges as opportunities. What You’ll Be Doing: This is a 1st line management role, where you’ll develop and mentor a team of SDRs, including responsibility for performance management, recruitment, and training Help execute on the strategy to ensure the success of our open source users and pipeline generation. Work cross-functionally with Sales, Marketing, Operations, Enablement, and Recruiting Take an analytical and data-driven approach to your business with strong instincts, decisiveness to influence change and drive improved productivity. Drive an inclusive, collaborative environment, where there is constant learning and growth. What Makes You a Great Fit: 3 years of first-line management and/or experience in sales, sales development, operations, or enablement. Consistent track record of leading teams to exceed targets within a fast-paced and technical client acquisition driven business. Ability to operate in an entrepreneurial, remote environment Growth mindset, leading by example & proactively bringing solutions to challenges you identify, backed by data. Experience with Salesforce, prospecting tools, MEDDPICC, value based selling (Force Management). The Grafana SDR function is building an AI-native workflow layer: account research, persona research, list building, and personalized outbound, systematized from the output of our best SDRs. Be a practitioner voice in that build, shaping the workflows, and holding the standard across EMEA and APAC alongside regional peers. Located in the United States. Compensation & Rewards: In the United States, the OTE (On-Target Earnings) compensation range for this role is $ 138,000 - $159,200. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes and RSUs help us stay aligned and invested as we scale globally. Other benefits included in the US are listed here. *Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process. Why You’ll Thrive at Grafana Labs: 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose. Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment. Transparent Communication – Expect open decision-making and regular company-wide updates. Innovation-Driven – Autonomy and support to ship great work and try new things. Open Source Roots – Built on community-driven values that shape how we work. Empowered Teams – High trust, low ego culture that values outcomes over optics. Career Growth Pathways – Defined opportunities to grow and develop your career. Approachable Leadership – Transparent execs who are involved, visible, and human. Passionate People – Join a team of smart, supportive folks who care deeply about what they do. In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it. Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable. Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow. Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings. #LI-Remote For information about how your personal data is used once you’ve applied to a job, check out our privacy policy .

Location: Nantes Vous cherchez un environnement professionnel stimulant basé sur l'autonomie et la confiance ? Pennylane vous offre l'opportunité de grandir au sein d'une entreprise en pleine croissance. Ici, votre expertise contribuera directement à aider les entrepreneurs à reprendre le contrôle de leurs finances. Découvrez un lieu où vos compétences seront valorisées et où vous pourrez façonner l'avenir de la gestion financière.   Notre vision Notre ambition est de devenir le logiciel de pilotage financier préféré des PMEs européennes. Nous aidons les entrepreneurs à se débarrasser des tâches chronophages liées à la comptabilité et à la finance, tout en leur donnant accès à des informations financières clés pour les aider à prendre les meilleures décisions pour leur entreprise. Parallèlement, nous aidons les cabinets d'expertise-comptable, en leur permettant de passer moins de temps sur des tâches redondantes et répétitives, et plus de temps sur la partie conseil et accompagnement de leurs clients.   À propos de Pennylane Pennylane est une des FinTech à la plus forte croissance en France, et souhaite bientôt adresser le marché européen.   En 5 ans d'existence, nous sommes parvenus à : 💻 Nous positionner sur le marché comme un éditeur de solution de comptabilité et de gestion financière innovant 💰 Lever un total de 400 millions d'euros, auprès d'investisseurs de renom, dont Sequoïa, le fonds phare de la Silicon Valley, connu pour avoir soutenu Google, Facebook, Airbnb, Stripe, Paypal et bien d'autres à leur début 👨‍👩‍👧‍👦 Passer de 7 cofondateurs à une équipe de 1000 collaborateurs, avec une note moyenne de 4,9/5 sur Glassdoor et 94% des évaluateurs Glassdoor qui recommanderaient PL à leurs proches! 🌍 Construire une équipe internationale composée de collaborateurs issus de 25 pays différents, avec une culture du télétravail très flexible 🤝 Gagner la confiance de milliers d'utilisateurs et obtenir d'excellents retours https://www.google.com/search?q=pennylane&ei=O9pOYvm0Co-blwSmhKmIAw&ved=0ahUKEwi5vsWL-4H3AhWPzYUKHSZCCjEQ4dUDCA4&uact=5&oq=pennylane&gs_lcp=Cgdnd3Mtd2l6EAMyDQgAEIAEELEDEIMBEAoyCwguEIAEEMcBEK8BMgcIABCABBAKMgcIABCABBAKMgUIABCABDIFCAAQgAQyBQgAEIAEMgcIABCABBAKMgcIABCABBAKMgcIABCABBAKOgcIABBHELADOgkIABCwAxAKEEM6CgguEMcBEK8BEAo6BggAEBYQHjoICAAQFhAKEB46DQguEIAEEMcBEK8BEApKBAhBGABKBAhGGABQ7QFY6wVgugdoAXABeACAAUiIAbMCkgEBNZgBAKABAcgBCcABAQ&sclient=gws-wiz 🚀 Déjà plus de 900,000 TPE/PME et plus de 6000 cabinets d’expertise-comptable utilisent Pennylane en France ! LE RÔLE En tant que Customer Success Manager Key Accounts (CSM KA), tu accompagnes un portefeuille de cabinets partenaires grands comptes (7 à 10 comptes, Top 150) qui déploient Pennylane auprès de leurs équipes et de leurs clients. Ton objectif : maximiser l’adoption, la satisfaction et la rétention, tout en structurant une gouvernance adaptée à des organisations multi-bureaux. TES RESPONSABILITÉS - Piloter la relation au quotidien avec les décisionnaires et équipes projet du cabinet. - Construire et animer la gouvernance : COPIL, comités d’adoption, instances de suivi, communauté de relais locaux. - Définir et exécuter des plans d’adoption (collaborateurs + clients) fondés sur la donnée. - Coordonner l’exécution avec les expert·e·s internes Pennylane (Produit, Support, Ops, Sales, etc.). - Anticiper les risques (satisfaction, déploiement, adoption) et mettre en place des plans de remédiation. - Contribuer à l’inscription et à l’usage de la PA Pennylane pour centraliser les flux. CE QUE TU VAS FAIRE CONCRÈTEMENT 1) STRATÉGIE D’EMBARQUEMENT CLIENTS (TPE/PME) - Conseiller les cabinets sur la communication, l’activation et la formation des clients. - Aider à intégrer les enjeux de facture électronique dans le plan d’embarquement. - Suivre l’exécution post-déploiement et proposer des actions correctives. 2) ADOPTION ET USAGE CÔTÉ COLLABORATEURS - Mesurer l’usage et identifier les leviers d’amélioration. - Mettre en place des plans d’action et en piloter l’exécution. 3) SATISFACTION & RÉTENTION - Maintenir une relation de confiance, cadrer les attentes et délivrer de la valeur. - Déployer des plans d’action stratégiques (annuels / semestriels) avec les partenaires. INDICATEURS DE RÉUSSITE - CSAT sur ton portefeuille. - Progression de l’adoption (collaborateurs et clients), suivie en COPIL. - Qualité de la gouvernance et autonomie des relais locaux. - Réduction des risques et amélioration de la rétention.     PROFIL RECHERCHÉ   - Expérience de 5 ans minimum : - en Customer Success SaaS avec de bonnes bases comptables (ou motivé(e) à monter en compétences à ce sujet - ou en finance / audit avec gestion de relation clients (dimension commerciale) - Excellente relation client : capacité à rassurer, structurer, et prendre de la hauteur. - Assertivité : recommandations claires, diplomatie et capacité à convaincre. - Pilotage de portefeuille (santé client), plans d’action ad hoc. - Analyse de données : tirer des insights et prioriser. - Gestion de projet : coordination multi-interlocuteurs, rigueur et autonomie.     Process de recrutement   - Premier entretien avec Florent Mirigay - Senior Business Recruiter (45 min) - Deuxième entretien avec Alexandra Ser, Team lead de l’équipe CSM Grands Comptes (45min) - Etude de cas (préparée en amont) avec Alexandra et une personne de l’équipe CSM Grands Comptes (1H) - Dernier entretien avec Arnaud Bernard (Head of Grands Comptes)   🎁 Ce que l’on peut t'offrir : 🏥 Une mutuelle parmi les meilleures sur le marché (Alan Blue et Alan Mind) 🍜 Des tickets restaurants (Carte Swile) 🏝 Entre 6 et 12 jours de RTT supplémentaires aux 5 semaines de congés payés 🇬🇧 La possibilité de perfectionner ton anglais grâce à Busuu https://www.busuu.com/fr/p/start-learning?utm_medium=cpc&utm_source=google&utm_campaign=FR_FR_Web_Brand_E&utm_group=FR_FR_Web_Brand_E&utm_term=busuu&gclid=CjwKCAjw682TBhATEiwA9crl34OqnbJDliinEXFZNqOcb6391KXrgq4ZDDwEiwMdtTdtuVULvuF7HhoCgZEQAvD_BwE&gclsrc=aw.ds 🧑‍💻 Un budget dédié chaque mois pour tous nos Pennylaners, favorisant le travail depuis la maison ou en espace de coworking 🏢 Une facilité d’accès à nos bureaux, situés à quelques minutes de Saint Lazare en plein cœur de Paris 💵 Une enveloppe de BSPCE 🏃‍♀️ Un accès à 8000 salles de sport partout en France et plus de 300 activités de bien-être via notre partenaire Gymlib 💻 Un Mac 🎉 Nous pratiquons de nombreux sports ensemble et avons à cœur de nous réunir régulièrement autour d’événements d’entreprise tels que les Tech Days (qui permettent aux Pennylaners en remote de se réunir tous les 3 mois) ou notre séminaire d’entreprise qui a lieu une fois par an, et qui favorise de grands moments de cohésion pour toutes et tous.   Pour t'épanouir chez Pennylane, il faudra: - Parler anglais (le niveau est évalué et apprécié en fonction du département auquel tu postules) - Apprécier travailler dans un environnement en changement constant - Faire de la collaboration une priorité au sein de son équipe ou avec d'autres parties prenantes - Avoir un recul suffisant pour prioriser les actions à fort impact business dans son activité quotidienne.   Nous savons que certaines personnes sont moins susceptibles de postuler que d'autres si elles estiment ne pas remplir l'intégralité des critères. Si tu hésites, nous t'encourageons à postuler quand même : qui sait, cela pourrait être le début d'une collaboration significative et durable !   Information importante à destination des candidat(e)s Les tentatives d’arnaque au recrutement sont en hausse. Nous vous invitons à rester vigilant(e) lors de vos échanges.   Candidature uniquement via nos canaux officiels : postulez exclusivement via nos offres publiées sur nos supports officiels (site carrière, pages officielles partenaires). Vérifiez systématiquement l’adresse e-mail de l’expéditeur : nos communications sont envoyées depuis des adresses professionnelles avec les domaine @pennylane.com http://pennylane.com ou @pennylane-partners.com . Nous ne vous demanderons jamais de paiement, ni d’informations financières (coordonnées bancaires, paiement pour un entretien, achat de matériel, etc.) dans le cadre du recrutement. Si une telle demande vous est faite, il s’agit d’une fraude. Nous vous invitons à ne pas répondre et à nous le signaler immédiatement."   Encourageant la diversité, équité et inclusion sous toutes ses formes, Pennylane offre un environnement de travail inclusif, bienveillant et propice à l’épanouissement, dans nos bureaux et en remote. Nous nous engageons à fournir les mêmes chances à tous nos candidats, indépendamment de leurs origines sociales et ethniques, genres, religions, orientations sexuelles ou handicaps. 🇫🇷 Données personnelles Pennylane traite vos données pour gérer votre candidature et évaluer votre adéquation au poste. Si votre candidature n’aboutit pas, vos données peuvent être conservées 2 ans à compter de notre dernier échange ou de la clôture du recrutement afin de constituer & gérer un vivier de candidats. Vous pouvez vous opposer à tout moment et demander la suppression de vos données en écrivant à : dpo@pennylane.com. dpo@pennylane.com Notre data policy https://www.pennylane.com/fr/vos-donnees-personnelles-recrutement 🇬🇧 Personal Data Pennylane processes your data to manage your application and assess your suitability for the position. If your application is unsuccessful, your data may be retained for 2 years from our last exchange or the closing of the recruitment process, in order to build and manage a candidate pool. You may object at any time and request the deletion of your data by writing to dpo@pennylane.com. Learn more https://www.pennylane.com/fr/vos-donnees-personnelles-recrutement 🇩🇪 Personenbezogene Daten Pennylane verarbeitet Ihre Daten, um Ihre Bewerbung zu bearbeiten und Ihre Eignung für die Stelle zu beurteilen. Sollte Ihre Bewerbung nicht erfolgreich sein, können Ihre Daten bis zu 2 Jahre ab unserem letzten Austausch oder dem Abschluss des Rekrutierungsverfahrens gespeichert werden, um einen Kandidatenpool aufzubauen und zu verwalten. Sie können jederzeit Widerspruch einlegen und die Löschung Ihrer Daten beantragen, indem Sie an dpo@pennylane.com schreiben. Mehr erfahren https://www.pennylane.com/fr/vos-donnees-personnelles-recrutement 🇪🇸 Datos personales Pennylane trata sus datos para gestionar su candidatura y evaluar su idoneidad para el puesto. En caso de que su candidatura no sea seleccionada, sus datos podrán conservarse hasta 2 años a partir de nuestro último contacto o de la finalización del proceso de selección, con el fin de constituir y gestionar una reserva de candidatos. Puede oponerse en cualquier momento y solicitar la eliminación de sus datos escribiendo a dpo@pennylane.com. Más información https://www.pennylane.com/fr/vos-donnees-personnelles-recrutement

Location: Paris Workplace: OnSite Vous cherchez un environnement professionnel stimulant basé sur l'autonomie et la confiance ? Pennylane vous offre l'opportunité de grandir au sein d'une entreprise en pleine croissance. Ici, votre expertise contribuera directement à aider les entrepreneurs à reprendre le contrôle de leurs finances. Découvrez un lieu où vos compétences seront valorisées et où vous pourrez façonner l'avenir de la gestion financière.   Notre vision Notre ambition est de devenir le logiciel de pilotage financier préféré des PMEs européennes. Nous aidons les entrepreneurs à se débarrasser des tâches chronophages liées à la comptabilité et à la finance, tout en leur donnant accès à des informations financières clés pour les aider à prendre les meilleures décisions pour leur entreprise. Parallèlement, nous aidons les cabinets d'expertise-comptable, en leur permettant de passer moins de temps sur des tâches redondantes et répétitives, et plus de temps sur la partie conseil et accompagnement de leurs clients.   À propos de Pennylane Pennylane est une des FinTech à la plus forte croissance en France, et souhaite bientôt adresser le marché européen.   En 5 ans d'existence, nous sommes parvenus à : 💻 Nous positionner sur le marché comme un éditeur de solution de comptabilité et de gestion financière innovant 💰 Lever un total de 400 millions d'euros, auprès d'investisseurs de renom, dont Sequoïa, le fonds phare de la Silicon Valley, connu pour avoir soutenu Google, Facebook, Airbnb, Stripe, Paypal et bien d'autres à leur début 👨‍👩‍👧‍👦 Passer de 7 cofondateurs à une équipe de 1000 collaborateurs, avec une note moyenne de 4,9/5 sur Glassdoor et 94% des évaluateurs Glassdoor qui recommanderaient PL à leurs proches! 🌍 Construire une équipe internationale composée de collaborateurs issus de 25 pays différents, avec une culture du télétravail très flexible 🤝 Gagner la confiance de milliers d'utilisateurs et obtenir d'excellents retours https://www.google.com/search?q=pennylane&ei=O9pOYvm0Co-blwSmhKmIAw&ved=0ahUKEwi5vsWL-4H3AhWPzYUKHSZCCjEQ4dUDCA4&uact=5&oq=pennylane&gs_lcp=Cgdnd3Mtd2l6EAMyDQgAEIAEELEDEIMBEAoyCwguEIAEEMcBEK8BMgcIABCABBAKMgcIABCABBAKMgUIABCABDIFCAAQgAQyBQgAEIAEMgcIABCABBAKMgcIABCABBAKMgcIABCABBAKOgcIABBHELADOgkIABCwAxAKEEM6CgguEMcBEK8BEAo6BggAEBYQHjoICAAQFhAKEB46DQguEIAEEMcBEK8BEApKBAhBGABKBAhGGABQ7QFY6wVgugdoAXABeACAAUiIAbMCkgEBNZgBAKABAcgBCcABAQ&sclient=gws-wiz 🚀 Déjà plus de 900,000 TPE/PME et plus de 6000 cabinets d’expertise-comptable utilisent Pennylane en France ! LE RÔLE En tant que Customer Success Manager Key Accounts (CSM KA), tu accompagnes un portefeuille de cabinets partenaires grands comptes (7 à 10 comptes, Top 150) qui déploient Pennylane auprès de leurs équipes et de leurs clients. Ton objectif : maximiser l’adoption, la satisfaction et la rétention, tout en structurant une gouvernance adaptée à des organisations multi-bureaux. TES RESPONSABILITÉS - Piloter la relation au quotidien avec les décisionnaires et équipes projet du cabinet. - Construire et animer la gouvernance : COPIL, comités d’adoption, instances de suivi, communauté de relais locaux. - Définir et exécuter des plans d’adoption (collaborateurs + clients) fondés sur la donnée. - Coordonner l’exécution avec les expert·e·s internes Pennylane (Produit, Support, Ops, Sales, etc.). - Anticiper les risques (satisfaction, déploiement, adoption) et mettre en place des plans de remédiation. - Contribuer à l’inscription et à l’usage de la PA Pennylane pour centraliser les flux. CE QUE TU VAS FAIRE CONCRÈTEMENT 1) STRATÉGIE D’EMBARQUEMENT CLIENTS (TPE/PME) - Conseiller les cabinets sur la communication, l’activation et la formation des clients. - Aider à intégrer les enjeux de facture électronique dans le plan d’embarquement. - Suivre l’exécution post-déploiement et proposer des actions correctives. 2) ADOPTION ET USAGE CÔTÉ COLLABORATEURS - Mesurer l’usage et identifier les leviers d’amélioration. - Mettre en place des plans d’action et en piloter l’exécution. 3) SATISFACTION & RÉTENTION - Maintenir une relation de confiance, cadrer les attentes et délivrer de la valeur. - Déployer des plans d’action stratégiques (annuels / semestriels) avec les partenaires. INDICATEURS DE RÉUSSITE - CSAT sur ton portefeuille. - Progression de l’adoption (collaborateurs et clients), suivie en COPIL. - Qualité de la gouvernance et autonomie des relais locaux. - Réduction des risques et amélioration de la rétention.     PROFIL RECHERCHÉ   - Expérience de 5 ans minimum : - en Customer Success SaaS avec de bonnes bases comptables (ou motivé(e) à monter en compétences à ce sujet - ou en finance / audit avec gestion de relation clients (dimension commerciale) - Excellente relation client : capacité à rassurer, structurer, et prendre de la hauteur. - Assertivité : recommandations claires, diplomatie et capacité à convaincre. - Pilotage de portefeuille (santé client), plans d’action ad hoc. - Analyse de données : tirer des insights et prioriser. - Gestion de projet : coordination multi-interlocuteurs, rigueur et autonomie.     Process de recrutement   - Premier entretien avec Florent Mirigay - Senior Business Recruiter (45 min) - Deuxième entretien avec Alexandra Ser, Team lead de l’équipe CSM Grands Comptes (45min) - Etude de cas (préparée en amont) avec Alexandra et une personne de l’équipe CSM Grands Comptes (1H) - Dernier entretien avec Arnaud Bernard (Head of Grands Comptes)   🎁 Ce que l’on peut t'offrir : 🏥 Une mutuelle parmi les meilleures sur le marché (Alan Blue et Alan Mind) 🍜 Des tickets restaurants (Carte Swile) 🏝 Entre 6 et 12 jours de RTT supplémentaires aux 5 semaines de congés payés 🇬🇧 La possibilité de perfectionner ton anglais grâce à Busuu https://www.busuu.com/fr/p/start-learning?utm_medium=cpc&utm_source=google&utm_campaign=FR_FR_Web_Brand_E&utm_group=FR_FR_Web_Brand_E&utm_term=busuu&gclid=CjwKCAjw682TBhATEiwA9crl34OqnbJDliinEXFZNqOcb6391KXrgq4ZDDwEiwMdtTdtuVULvuF7HhoCgZEQAvD_BwE&gclsrc=aw.ds 🧑‍💻 Un budget dédié chaque mois pour tous nos Pennylaners, favorisant le travail depuis la maison ou en espace de coworking 🏢 Une facilité d’accès à nos bureaux, situés à quelques minutes de Saint Lazare en plein cœur de Paris 💵 Une enveloppe de BSPCE 🏃‍♀️ Un accès à 8000 salles de sport partout en France et plus de 300 activités de bien-être via notre partenaire Gymlib 💻 Un Mac 🎉 Nous pratiquons de nombreux sports ensemble et avons à cœur de nous réunir régulièrement autour d’événements d’entreprise tels que les Tech Days (qui permettent aux Pennylaners en remote de se réunir tous les 3 mois) ou notre séminaire d’entreprise qui a lieu une fois par an, et qui favorise de grands moments de cohésion pour toutes et tous.   Pour t'épanouir chez Pennylane, il faudra: - Parler anglais (le niveau est évalué et apprécié en fonction du département auquel tu postules) - Apprécier travailler dans un environnement en changement constant - Faire de la collaboration une priorité au sein de son équipe ou avec d'autres parties prenantes - Avoir un recul suffisant pour prioriser les actions à fort impact business dans son activité quotidienne.   Nous savons que certaines personnes sont moins susceptibles de postuler que d'autres si elles estiment ne pas remplir l'intégralité des critères. Si tu hésites, nous t'encourageons à postuler quand même : qui sait, cela pourrait être le début d'une collaboration significative et durable !   Information importante à destination des candidat(e)s Les tentatives d’arnaque au recrutement sont en hausse. Nous vous invitons à rester vigilant(e) lors de vos échanges.   Candidature uniquement via nos canaux officiels : postulez exclusivement via nos offres publiées sur nos supports officiels (site carrière, pages officielles partenaires). Vérifiez systématiquement l’adresse e-mail de l’expéditeur : nos communications sont envoyées depuis des adresses professionnelles avec les domaine @pennylane.com http://pennylane.com ou @pennylane-partners.com . Nous ne vous demanderons jamais de paiement, ni d’informations financières (coordonnées bancaires, paiement pour un entretien, achat de matériel, etc.) dans le cadre du recrutement. Si une telle demande vous est faite, il s’agit d’une fraude. Nous vous invitons à ne pas répondre et à nous le signaler immédiatement."   Encourageant la diversité, équité et inclusion sous toutes ses formes, Pennylane offre un environnement de travail inclusif, bienveillant et propice à l’épanouissement, dans nos bureaux et en remote. Nous nous engageons à fournir les mêmes chances à tous nos candidats, indépendamment de leurs origines sociales et ethniques, genres, religions, orientations sexuelles ou handicaps. 🇫🇷 Données personnelles Pennylane traite vos données pour gérer votre candidature et évaluer votre adéquation au poste. Si votre candidature n’aboutit pas, vos données peuvent être conservées 2 ans à compter de notre dernier échange ou de la clôture du recrutement afin de constituer & gérer un vivier de candidats. Vous pouvez vous opposer à tout moment et demander la suppression de vos données en écrivant à : dpo@pennylane.com. dpo@pennylane.com Notre data policy https://www.pennylane.com/fr/vos-donnees-personnelles-recrutement 🇬🇧 Personal Data Pennylane processes your data to manage your application and assess your suitability for the position. If your application is unsuccessful, your data may be retained for 2 years from our last exchange or the closing of the recruitment process, in order to build and manage a candidate pool. You may object at any time and request the deletion of your data by writing to dpo@pennylane.com. Learn more https://www.pennylane.com/fr/vos-donnees-personnelles-recrutement 🇩🇪 Personenbezogene Daten Pennylane verarbeitet Ihre Daten, um Ihre Bewerbung zu bearbeiten und Ihre Eignung für die Stelle zu beurteilen. Sollte Ihre Bewerbung nicht erfolgreich sein, können Ihre Daten bis zu 2 Jahre ab unserem letzten Austausch oder dem Abschluss des Rekrutierungsverfahrens gespeichert werden, um einen Kandidatenpool aufzubauen und zu verwalten. Sie können jederzeit Widerspruch einlegen und die Löschung Ihrer Daten beantragen, indem Sie an dpo@pennylane.com schreiben. Mehr erfahren https://www.pennylane.com/fr/vos-donnees-personnelles-recrutement 🇪🇸 Datos personales Pennylane trata sus datos para gestionar su candidatura y evaluar su idoneidad para el puesto. En caso de que su candidatura no sea seleccionada, sus datos podrán conservarse hasta 2 años a partir de nuestro último contacto o de la finalización del proceso de selección, con el fin de constituir y gestionar una reserva de candidatos. Puede oponerse en cualquier momento y solicitar la eliminación de sus datos escribiendo a dpo@pennylane.com. Más información https://www.pennylane.com/fr/vos-donnees-personnelles-recrutement

Location: London, UK 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 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 a Senior Data Center Preconstruction & Capacity Delivery Manager at Anthropic, you'll make sure our EMEA deals are ready to execute before we commit to them, and you'll take time out of every program before the lease is signed. Delivery dates and costs on AI infrastructure deals are largely fixed at signature. What is missed before then is hard to recover afterwards, and our leverage over the schedule is at its highest while the deal is still open. About 75% of your time goes to preconstruction and pre-lease management, from first desktop review through Letter of Intent (LOI) to lease execution. You'll test whether each opportunity can be delivered, rigorously accelerate its program, and shape the deal so that what a developer commits to can be held to, verified and delivered. The other 25% goes to delivery. You'll carry that work through mobilization, embed with the partners building leased and partnered capacity, and lead them to deliver on the fastest possible schedule while maintaining a safe construction site and protecting the finished quality of the data center. Our EMEA pipeline is getting off the ground, so you'll set the standard for how deals become ready for execution here. This role offers a unique opportunity to shape how Anthropic secures and activates the compute infrastructure needed to train and deploy frontier AI systems, working at the intersection of real estate, construction, and cutting-edge AI infrastructure. Responsibilities - preconstruction and pre-lease management (about 75%): Lead.  This is a role where leadership trumps management and process.  You will be expected to engage developers, contractors, utilities and our transaction teams early enough to shape the outcome of each deal rather than report on it afterwards. Confirm deal readiness and serve as the gatekeeper to validate transaction viability from LOI through lease execution, ensuring all predevelopment, planning, technical and business requirements are met before commitment Give transaction leads an early delivery view from desktop study on capacity, power, permitting, connectivity, schedule and cost, so that the sites moving to LOI are ones that can be delivered Run independent, evidence-based delivery due diligence on each opportunity, tested against source documents rather than relayed claims, covering capacity, power, permitting, connectivity, procurement, schedule, cost, and whether the developer's team, contractors and supply chain can deliver Interrogate every developer schedule from the native file rather than summary dates, testing logic, durations, production rates and critical paths, planning backwards from commissioning, and establishing the unconstrained date before any commercial protection is added Rigorously accelerate programs during the pre-lease phase by making schedule work a priority for the developer while the deal depends on it, pulling forward design, permitting, power, early works and procurement, and sequencing the build around how capacity turns up Assess contractor and supply-chain capacity and long-lead equipment needs for each opportunity, setting a long-lead strategy that secures delivery capacity ahead of need and making the case for early equipment funding where it protects a date Challenge Total Development Cost and delivery schedules against the assumptions behind Yield-on-Cost and IRR, flagging where time-to-power or cost exposure puts the investment case at risk Shape the delivery terms of the LOI, lease and supporting exhibits with transaction and legal teams, including phasing and target dates, landlord scope, diligence cost, ownership and reliance, risk allocation and governance, and check that the developer's contract with its general contractor carries the same milestones and aligns incentives around accelerated delivery Give deal and delivery leadership a clear go/no-go recommendation at each decision point up to signature, with the risks, conditions and mitigations behind it Keep one delivery-readiness record and one risk register across all EMEA opportunities, assigning every risk to an accountable owner, tracking it to resolution, and escalating where cost or schedule is threatened Direct owner's representatives and third-party advisers and assure what they produce, bringing design and engineering, cost, schedule, commercial, contracts and procurement into a single view of risk and readiness Develop and refine the preconstruction playbook, a reference log of unit costs and benchmarks, and the operating model needed to scale the function, using AI tools including Claude for first-pass assessment, document review and benchmarking so your time goes to judgment and negotiation Prepare and present regular executive reporting on readiness and risk for each opportunity and across the portfolio, including time from signature to construction start, risks found before versus after signature, and baseline-to-actual variance, supporting forward capacity planning and strategic decision-making Responsibilities - delivery leadership (about 25%): Document the baseline at signature for design, budget, schedule, long-lead position, open risks and conditions, so delivery starts from an assured position whether you carry the project forward yourself or hand it to a delivery colleague Partner with landlords and developers post-deal to serve as Anthropic's primary point of contact, coordinating across internal stakeholders, tracking construction progress, and facilitating critical information exchange between development partners and Anthropic stakeholders You will be expected to be at one or more project sites in adequate amount to shape the culture, approach, and aggressiveness that define those extended site teams. The goal is to impact outcomes in a favorable manner. You are expected to be a force multiplier that develops and enhances the skillset that development partners, contractors, and key trades bring to the project(s) you are overseeing.  That means being a subject matter expert in the various cross functional elements of data center delivery and increasing the team's performance with that knowledge and commitment to alignment. Represent Anthropic in key technical and operational decisions required by partners during the development process, ensuring our infrastructure requirements are met while maintaining strong partnerships Drive seamless handoffs to operational state with heavy focus on engagement across networking and deployment teams, enabling rapid workload turn-ups and minimizing time-to-production Identify and mitigate risks throughout the delivery lifecycle, proactively addressing blockers that could impact timeline, cost, or technical requirements, and feed what you learn on site back into diligence and the playbook You may be a good fit if you: Have 8+ years of experience in preconstruction, development, or cost and commercial management on data center or other large mission-critical programs within EMEA, including time leading delivery on site.  You won't have a big direct team to delegate to but will instead be able to treat the entire cross functional organizations around each deal and jobsite as your team. Have a track record of testing developer and contractor claims on cost, schedule, power and permitting against source documents, and of telling a deal team when a date does not hold up. Have taken time out of programs before construction started, and can show how.  You read a native schedule fluently and know which levers in design, permitting, power and procurement move a date. Have shaped delivery terms in development, lease or construction agreements, working with legal teams, and have led tendering and bid analysis.  You understand how cost and schedule flow through to the investment case. Have a strong understanding of the end to end (dirt to delivery) data center development process to include entitlements and permitting, planning and supply chain, execution, commissioning, and handover. You are not an administrator but an active player in the arena comfortable making decisions without the need to consult across multiple external parties. You should understand the nuances of data center design and construction across EMEA markets- who the players are, how power and permitting differ, what contractual norms get in the way of speed of delivery, how teams can be incentivized to build and deliver faster than normal. Have built or scaled a team or function, including directing third-party advisers. In this role you will often be on an island and responsible for your own destiny.  You will have free rein to develop your own approaches with the mission guidance being your only bounds.  No one will be there to empower your efforts, you will create your own influence by building relationships and diving in at all phases to deliver success. You must thrive operating with ambiguity and have a willingness to own outcomes, knowing that the buck stops with you. It's a bonus if you: Understand AI/ML infrastructure requirements, including high-density power and advanced cooling systems Have had preconstruction or leadership positions (Preconstruction Manager, General Superintendent, Project Manager) within a GC, EPC or developer on hyperscale data center projects or in self performance of hyperscale data center development projects. Prioritize extreme ownership and have the ability to create winning cultures across diverse teams and job sites. Are deeply familiar with lease negotiations, construction contracts, or real estate development processes and have strategies to move those arrangements from traditionally transaction and risk managed arrangements to collaborative efforts that align incentives around accelerated delivery of facilities. Have secured long-lead equipment or manufacturing capacity ahead of a signed deal, including through frame agreements or early funding arrangements. Have run quantitative schedule risk analysis, or built parametric cost benchmarks across a portfolio of sites. Speak additional European languages. 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: £1 — £1 GBP 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. For roles performing work in California: We will consider for employment all qualified applicants, including those with arrest or conviction records or criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the San Francisco Fair Chance Ordinance, the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act. 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 Workplace: Hybrid ABOUT US At LangChain, our mission is to enable every company to own its intelligence. We believe agents will transform how companies operate, and we're building the foundation to make that future possible. Our open-source harnesses and LangSmith platform give developers and enterprises the infrastructure to run, improve, and govern agents at scale. We've raised $460M to date, with our most recent funding round valuing the company at $3B, backed by leading investors including Sequoia, Benchmark, IVP, and CapitalG. As we continue to expand our platform and tackle some of the hardest challenges in agent engineering, every team member has the opportunity to make a meaningful impact and help shape both our technology and the future of the industry. More than 7,000 organizations rely on LangSmith, from fast-growing startups to Fortune 500 enterprises, including NVIDIA, Bridgewater, LinkedIn, Workday, and Rippling. We're just getting started on making high-performing agents easier to build and manage at scale. ABOUT THE ROLE You will be LangChain's dedicated cloud alliance lead for AWS, owning the relationships and revenue motions that make these partnerships produce real pipeline. This is a senior individual contributor role sitting within the Partnerships team where you'll be close to the product, close to the field, and expected to drive results without a lot of hand-holding. You'll own co-sell execution and marketplace presence end-to-end, working with cloud partner teams, field sellers, and LangChain's GTM organization to turn partner relationships into closed deals. WHAT YOU'LL DO Co-sell and pipeline - Own and grow LangChain's co-sell motion with AWS: manage joint pipeline, coordinate deals with AWS field teams, and drive sourced and influenced revenue. - Partner with LangChain sales leadership to define priority co-sell accounts, map territories to AWS coverage, and run co-sell plays region by region. - Keep ACE hygiene high across the sales team so that opportunity sharing, acceptance, and launch become routine rather than a partnerships-team chore. Marketplace - Own LangChain's AWS Marketplace presence end to end: listings, private offers, CPPO through channel partners, and program enrollment. - Operate our marketplace GTM platform (Suger today) and extend referral and offer automation so sellers can transact through Marketplace without partnerships-team involvement. Programs and funding - Operationalize AWS funding mechanisms across the team: MDF (market development funds for co-marketing), proof-of-concept credits, ISV Accelerate benefits, and any strategic collaboration funding we secure. - Pursue AWS competency and specialization programs that strengthen our positioning with AWS sellers. - Track funding drawn down against funding available and report it monthly. Executive and partner relationships - Own LangChain's working relationships at AWS: partner development managers, ISV sales managers, Marketplace category leads, and the Bedrock and AgentCore partner teams. - Build executive sponsorship on both sides, and run a joint business plan with AWS that sets shared goals and a review cadence. - Navigate the coopetitive dynamic: partner closely with AWS on Bedrock and AgentCore while differentiating LangGraph and LangSmith where AWS has competing offerings. Field enablement and marketing - Equip LangChain sales, solutions engineering, and marketing with better-together messaging, competitive positioning, and joint sales plays for AWS accounts. - Partner with marketing on co-branded campaigns, content, and events that generate pipeline, including re:Invent, AWS Summits, and joint customer programs. - Communicate results clearly to internal stakeholders, including a monthly readout on pipeline, Marketplace, and program activity. WHAT YOU'LL BRING - 6+ years in cloud alliances, partner sales, or business development, with direct, hands-on ownership of an AWS relationship. - A track record of scaling a hyperscaler co-sell motion, not just starting one: you have taken a working AWS alliance to materially higher Marketplace share, pipeline, or partner-sourced revenue, and you can describe the mechanisms that got you there. - Deep working knowledge of AWS Marketplace transactions and programs: private offers, CPPO, ACE, ISV Accelerate, and the funding programs available to ISVs. - Experience operating a marketplace GTM platform such as Suger, Tackle, or WorkSpan, including referral and offer automation. - Experience shaping and running a joint business plan with a hyperscaler, including executive sponsorship on both sides. - Enough technical foundation to speak credibly with builders. You do not need to write code, but you need to understand how LangGraph, LangSmith, and LangChain fit into a customer's AWS stack. - Experience in a startup or high-growth environment where you set the operating rhythm for a partner motion rather than inheriting one. - Strong operational discipline: you manage pipeline in the CRM, track partner activity, and report results clearly to internal stakeholders. - Excellent communication and relationship-building skills, with comfort owning senior relationships at a large cloud organization and resolving conflict constructively across company lines. NICE TO HAVE'S - Prior experience inside AWS in partner sales, ISV, or Marketplace roles, with a working understanding of how co-sell decisions and seller compensation work internally. - Experience with commercial contracts with AWS like SCAs. - Existing relationships across the AWS ISV, field, Marketplace, and Bedrock partner teams. - Familiarity with the AI/ML ecosystem: how LLMs, agents, and developer tooling fit into enterprise stacks. - Experience with AWS partner programs specific to AI and data, such as the Generative AI Competency and related partner tracks. - Prior experience at a developer tools or infrastructure company with a product-led growth motion. Annual salary range: $200,000 - $250,000 OTE + Equity 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: London, United Kingdom Workplace: hybrid About Global University Systems (GUS) Global University Systems is an international education group that empowers students to transform their lives through education. We believe education drives careers, lives, and society forward, enabling a brighter future for all. Our network of 30 institutions offers the broadest range of industry-relevant skills through inclusive, accessible, and digital-first learning. We currently educate around 122,000 students on campuses worldwide and have 20M+ unique subscribers to our courses. Our global ecosystem powers accessible digital learning and academic achievement. Position As the Business Development Executive for Student Recruitment, you will be tasked to represent a university/college brand and promote this university/college in the Student Recruitment market via a number of marketing and business development methods. Your goal is to network with agents and partners to generate interest amongst the student population market, so the student ultimately decides to enrol with the university/college you are representing. You will be tasked to explore emerging and innovative ways of developing new revenue streams as well as maintaining the traditional and proven methods of success. This is a very exciting position if you are looking to join a world-leading business that has a key focus on career growth and being a world leader in the education market. You will have the opportunity to travel, attend, and host industry leading events and be part of a business who has a proven track record of success in student recruitment. Requirements · Must have experience minimum 2 years experience with international student recruitment for Higher Education · Must have an established relevant agency network. · Have a solid understanding of industry trends and inform upon strategic planning and forecasting. · You will have developed and trained potential agents on how to promote the brand you represent. · You will have experience as sourcing agents from fairs, business trips, inquiries, referrals, in general searches in line with business development responsibilities. · You will have experience in generating new revenue from existing streams and accounts as well as identifying new opportunities. · You will have a proven track record of assisting in identifying and supporting developing potential business partners and growing existing client relationships. · You will have experience performing client research including (but not limited to) meeting/engaging with key players in the industry. · Ensuring that all relevant product developments, including changes to admission, compliance, and course requirements or start dates (for example) are communicated externally. · Be experienced in preparing, assisting, and delivering customer/ agent presentations. · Have a general understanding of market trends in education- private and public sectors- and (international) student recruitment for your region. · Strong communication skills in all forms, including written, oral, email, telephone, and presentations is necessary. · Proven success in sales ability and full and demonstrable knowledge of the sales process · Previous experience in international student recruitment · A sound understanding of regional marketing activities across different educational product types bachelor’s degree (UK equivalent) Other Information The post holder may be asked to undertake different or additional duties in line with business requirements at the request of their line manager. There is an expectation that all employees will maintain the values of the Group and comply with the Code of Conduct, as well as equality and diversity, health and safety, and safeguarding policies.

Location: London, United Kingdom Workplace: hybrid About Global University Systems (GUS) Global University Systems is an international education group that empowers students to transform their lives through education. We believe education drives careers, lives, and society forward, enabling a brighter future for all. Our network of 30 institutions offers the broadest range of industry-relevant skills through inclusive, accessible, and digital-first learning. We currently educate around 122,000 students on campuses worldwide and have 20M+ unique subscribers to our courses. Our global ecosystem powers accessible digital learning and academic achievement. Position As the Business Development Executive for Student Recruitment, you will be tasked to represent a university/college brand and promote this university/college in the Student Recruitment market via a number of marketing and business development methods. Your goal is to network with agents and partners to generate interest amongst the student population market, so the student ultimately decides to enrol with the university/college you are representing. You will be tasked to explore emerging and innovative ways of developing new revenue streams as well as maintaining the traditional and proven methods of success. This is a very exciting position if you are looking to join a world-leading business that has a key focus on career growth and being a world leader in the education market. You will have the opportunity to travel, attend, and host industry leading events and be part of a business who has a proven track record of success in student recruitment. Requirements · Must have experience minimum 2 years experience with international student recruitment for Higher Education · Must have an established relevant agency network. · Have a solid understanding of industry trends and inform upon strategic planning and forecasting. · You will have developed and trained potential agents on how to promote the brand you represent. · You will have experience as sourcing agents from fairs, business trips, inquiries, referrals, in general searches in line with business development responsibilities. · You will have experience in generating new revenue from existing streams and accounts as well as identifying new opportunities. · You will have a proven track record of assisting in identifying and supporting developing potential business partners and growing existing client relationships. · You will have experience performing client research including (but not limited to) meeting/engaging with key players in the industry. · Ensuring that all relevant product developments, including changes to admission, compliance, and course requirements or start dates (for example) are communicated externally. · Be experienced in preparing, assisting, and delivering customer/ agent presentations. · Have a general understanding of market trends in education- private and public sectors- and (international) student recruitment for your region. · Strong communication skills in all forms, including written, oral, email, telephone, and presentations is necessary. · Proven success in sales ability and full and demonstrable knowledge of the sales process · Previous experience in international student recruitment · A sound understanding of regional marketing activities across different educational product types bachelor’s degree (UK equivalent) Other Information The post holder may be asked to undertake different or additional duties in line with business requirements at the request of their line manager. There is an expectation that all employees will maintain the values of the Group and comply with the Code of Conduct, as well as equality and diversity, health and safety, and safeguarding policies.

• Управлять и развивать команду VIP Managers. • Работать с VIP-сегментами: Low / Mid / High Rollers.

Location: Hybrid About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Locations: New York, NY San Francisco, CA Austin, TX About the team The Finance team is a critical pillar of Cloudflare’s success, translating strategy into financial outcomes. Structured Finance is responsible for making sure Cloudflare has the right capital, on the right terms, to keep building one of the world’s largest networks. About the role Cloudflare is looking for a Director of Structured Finance to lead the structuring and execution of financings that support our global network and infrastructure strategy. Our infrastructure spans hundreds of cities worldwide, and as we continue to scale — including the servers, GPUs, and data center capacity that power our network, Workers AI, and our Developer Platform — how we finance that build-out is a strategic lever for the business. You will own financing workstreams end-to-end: structuring, counterparty engagement, term negotiation, documentation, and close. You will partner closely with our Infrastructure, Hardware Sourcing, Treasury, Legal, Accounting, Tax, and FP&A teams to turn infrastructure plans into investable, well-priced transactions. The role will also extend to broader capital markets and capital structure work as the company grows. This is a high-visibility, high-ownership role on a lean team. It combines hands-on transaction execution with financial analysis, relationship building with the financing community, and strategic decision support for senior leadership and the Board. We hold a very high bar on rigor and judgment, and we are AI-native in how we work. What you’ll do Infrastructure and asset financing Own financing workstreams end-to-end for Cloudflare’s network and data center infrastructure — including equipment and hardware financing, leasing, vendor financing, and other structured solutions — from structuring and counterparty engagement through term negotiation, documentation, and close. Translate infrastructure requirements and capex plans into clear, investable frameworks and materials for lenders, lessors, and other financing counterparties. Represent Cloudflare independently in negotiations with external counterparties, exercising sound judgment on risk allocation, collateral, covenants, and commercial terms. Evaluate lease vs. buy vs. finance trade-offs and recommend the structures that best balance cost of capital, flexibility, and risk. Build repeatable internal frameworks, playbooks, and processes for evaluating, approving, and executing financing transactions. Capital markets and capital structure Collaborate with Cloudflare’s Treasury team on the company’s broader capital markets strategy, including debt, convertible, and other structured transactions, and contribute analysis on capital structure, liquidity, and cost of capital. Develop and maintain a credible network of financing counterparties — banks, private credit funds, private equity, lessors, infrastructure investors, and OEM/vendor finance teams. Monitor market conditions, pricing, and emerging financing structures, and bring new ideas to leadership. Modeling, analysis, and decision support Build and maintain rigorous financial models supporting transaction structuring, pricing, returns, and capital allocation decisions. Prepare analysis and materials that distill complex financing decisions into clear recommendations for the CFO, senior leadership, and the Board. Partner with Accounting, Tax, and Legal on accounting treatment (e.g., lease classification), tax implications, disclosure, and documentation. Cross-functional partnership and execution Partner with Infrastructure, Sourcing, Treasury, Legal, and leadership teams to keep transaction terms aligned with network build-out plans and broader company priorities. Own post-close management of financing arrangements, including covenant compliance, reporting obligations, and ongoing counterparty relationships. Use AI-native tooling and automation to scale the function — models, trackers, and workflows that let a small team operate with speed and accuracy. Examples of desirable skills, knowledge and experience 10+ years of experience across structured or project finance, infrastructure investing, private credit, equipment leasing, private equity, investment banking, and/or corporate capital markets — ideally including time in-house at a high-growth technology or infrastructure company. A track record of leading complex financing transactions through to close , including direct negotiation and documentation with external counterparties. The ability to run a financing workstream independently , without close supervision, and to represent the company credibly with senior external counterparties. Deep structuring expertise — e.g., equipment finance, leasing and sale-leaseback, asset-backed and project finance, vendor financing, and debt or convertible capital markets — plus creativity in designing new structures to meet company goals. Advanced financial modeling, credit analysis, and transaction documentation skills , including familiarity with credit agreements, master lease agreements, and related legal documentation. Working knowledge of the accounting and tax implications of financing structures, and comfort partnering with Accounting, Tax, and Legal to get them right. Exceptional written and verbal communication skills , with the ability to make complex structures legible to non-specialist leadership and to influence diverse stakeholders. Comfort with ambiguity — the ability to drive clarity, manage competing priorities, and execute at a high bar in a fast-moving environment. High-trust collaboration — the ability to build credibility quickly with senior internal stakeholders (CFO, Treasury, Legal, Accounting, Infrastructure) and external counterparties. AI-native curiosity and skill — fluency with modern AI tooling and a track record of using it to amplify your impact. Sound judgment with confidential information , including an understanding of the discretion required at a public company. Sector background in data centers, digital infrastructure, telecom, cloud, or AI compute preferred; existing relationships with lenders, lessors, and infrastructure investors a plus. MBA, CFA, or similar a plus, but not required. Compensation Compensation may be adjusted depending on work location. For Bay Area based hires: Estimated annual salary of $206,000 - $284,000 For New York City based hires: Estimated annual salary of $196,000 - $270,000 Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits Cloudflare offers a complete package of benefits and programs to support you and your family.  Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!  The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S. Health & Welfare Benefits Medical/Rx Insurance Dental Insurance Vision Insurance Flexible Spending Accounts Commuter Spending Accounts Fertility & Family Forming Benefits On-demand mental health support and Employee Assistance Program Global Travel Medical Insurance Financial Benefits Short and Long Term Disability Insurance Life & Accident Insurance 401(k) Retirement Savings Plan Employee Stock Participation Plan Time Off Flexible paid time off covering vacation and sick leave Leave programs, including parental, pregnancy health, medical, and bereavement leave What Makes Cloudflare Special? We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo : Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. Athenian Project : In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1 : We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

Location: Limassol, Cyprus Workplace: on-site Mayflower creates digital entertainment products used by millions of people worldwide. We combine technology, product thinking, and experimentation to build experiences that engage a global audience and shape the future of online entertainment. We’re looking for a Delivery Manager to join our Program Delivery team. In this role, you’ll own delivery processes and coordinate execution across Core (Platform), Project DevOps, Streaming, and Staff Engineers. You’ll need to understand what we’re building, why it matters, and how it works — getting into technical details, understanding dependencies and trade-offs, and using that context to help teams plan and deliver. This is a hands-on role. You’ll stay close to the work, follow through on dependencies and blockers, and work with Team Leads to keep execution moving. You’ll also connect technical teams with business stakeholders, translating business priorities into delivery plans and explaining technical constraints and their impact. Responsibilities Establish practical delivery processes, help Team Leads apply them consistently, and onboard new Team Leads into agreed practices. Keep plans, timelines, delivery status, and risks current and visible to teams and stakeholders. Align plans with available capacity, accounting for operational work and technical debt, and ensure work is sufficiently understood, decomposed, and estimated before commitments are made. Work with Engineering and Product stakeholders to resolve competing priorities and make the impact of new requests and scope changes clear. Coordinate dependencies across teams, drive resolution of blockers, and escalate with clear options and decisions needed. Drive delivery coordination for major technical initiatives, maintaining shared milestones and alignment across the teams and functions involved. Define useful delivery metrics, ensure reliable data, and follow through on improvements. Ensure delivery tools and workflows support agreed practices. You will thrive if you have: 5+ years in Delivery, Project, or Technical Program Management within software engineering environments. Experience coordinating delivery across multiple technical teams. Experience managing delivery hands-on and improving planning and execution practices. Strong skills in capacity planning, dependency management, risk management, and delivery metrics. Ability to discuss architecture, technical constraints, and trade-offs and understand their impact on delivery. Strong communication and facilitation skills, including aligning technical and business stakeholders, challenging assumptions, and resolving disagreements. An analytical mindset, ownership, and willingness to develop a deep understanding of the product and technical context. Experience with Jira, Confluence, Miro, or similar tools. Upper-intermediate or higher level of English. Conditions We know that great talent deserves great conditions, so here's what you can expect when joining us: EU-based employment contract and a 3-year Cyprus work visa with full support for your relocation and visa processes, including assistance for your family. Full relocation package: flights to Limassol for you and your family, a company-covered apartment for the first month, and full relocation support to make your move smooth and hassle-free. Transparent performance reviews twice a year, with bonus opportunities and salary adjustments. Private medical insurance for you and your family, a corporate mobile plan (unlimited in Cyprus with roaming included), and interest-free support for car purchases. Mindfulness & well-being support, including psychological assistance with 50% coverage. 50% coverage of school and kindergarten fees for your children. Fully covered sports benefits, and also access to in-house electric scooters and bike rentals. Provident fund (Cyprus): a long-term savings plan co-funded by you and the Company together (available after probation) that grows throughout your time with us in Cyprus. Investment in your growth: paid language courses and access to suited-for-you development programs, including conferences, training programs, and coaching to support your professional journey. A culture of recognition: a peer reward program to celebrate your contributions. A fully equipped office in Limassol’s city center, with everything you need for deep work and collaboration. Free catering in the office and an in-house coffee bar with high-quality drinks and a health bar stocked with nutritious snacks. A strong engineering culture: international teams, corporate events, team buildings, and hackathons—because great work happens in great communities. Recruitment process HR interview (45 min). Interview with hiring manager (1 hour). Final interview (1 hour). Recommendations check. Job Offer. Recruitment process HR interview (45 min); Technical interview (1 hour); Final interview (1 hour).

Location: Almaty, Kazakhstan Workplace: hybrid The Head of Supply is one of the key leadership roles in the vertical, owning supply performance across a large portfolio of markets and ensuring we can both run the current business efficiently and build the supply model required for future growth. The role combines two core mandates: Run the business: maintain a healthy marketplace, sufficient supply, efficient acquisition, strong courier economics, and consistent operational performance across markets. Change the business: build new supply models, fleet structures, operating approaches, product capabilities, and scalable solutions required to support new products, monetisations streams, and business models. This is a global ownership role with direct accountability for supply strategy, marketplace performance, economics, execution, and transformation. Key Responsibilities Marketplace Health Own supply-demand balance by market, zone, and time of day based on marketplace efficiency inputs. Maintain courier availability, utilisation, productivity, and overall marketplace health. Own geographic coverage gaps, supply density, and market expansion readiness. Build and maintain supply forecasting models with measurable accuracy targets. Own SLA achievement, done rate, acceptance rate, and other critical supply-side marketplace metrics. Identify structural marketplace issues early and drive corrective actions together with country teams and Product. Supply Acquisition Own the end-to-end courier acquisition funnel from awareness through activation and 1/3/10 completed deliveries. Define and manage CAC targets, acquisition budgets, channel mix, and activation efficiency. Run digital, referral, offline, partnership, and local acquisition programmes across markets. Design scalable acquisition playbooks while adapting execution to local market realities. Build and maintain a structured experimentation framework to continuously improve acquisition efficiency and activation quality. Ensure acquisition is directly linked to marketplace demand rather than managed as an isolated growth function. Supply Marketing Own global courier positioning and the courier value proposition. Define why couriers should choose, stay with, and prioritise our platform versus alternatives. Drive supply performance marketing together with the central Marketing team. Test and optimise creative, messaging, channels, and offers across acquisition and retention. Define communication strategy for active, lapsing, and reactivated couriers. Ensure courier communication supports both marketplace performance and long-term retention. Budget & ROI Ownership Own and allocate acquisition, incentive, referral, supply marketing, and other relevant supply budgets. Define clear СAC, payback, ROI, and incremental impact frameworks for all supply investments. Build quarterly and annual budget plans with scenarios and clear business assumptions. Reallocate investment across markets based on performance, opportunity, and marketplace needs. Hold country teams accountable for supply investment efficiency. Ensure every material supply investment has a clear expected business outcome and measurable return. Strategy Author and own the global supply strategy, updated annually and reviewed quarterly. Define how our supply model should evolve across different market maturity stages and business models. Build the country prioritisations framework based on marketplace maturity, growth opportunity, economics, and strategic importance. Lead quarterly and annual planning cycles, including OKR-setting with country teams. Define the long-term evolution of courier, fleet, partner, and hybrid supply models. Identify structural opportunities to improve supply quality, scalability, cost, and competitive advantage. Ensure supply strategy supports new verticals, products, monetisation models, and future business growth. Operations Run weekly global supply business reviews with country teams. Maintain a clear view of performance, key risks, priorities, and required actions across all markets. Manage country escalations and unblock critical operational issues with speed. Build scalable operating standards while preserving necessary local flexibility. Drive cross-functional alignment across Product, Marketing, Finance, Legal, GR, Commercial, and Operations. Step into critical markets or projects when performance requires direct leadership intervention. Build strong accountability across country teams for execution and results. Product Represent supply requirements in all relevant product roadmap decisions. Own prioritisation of supply-side product needs based on business impact and marketplace performance. Maintain and prioritise the supply product backlog together with Product. Translate operational problems into scalable product solutions rather than permanent manual processes. Coordinate experiment sequencing, pilots, rollout planning, and post-launch evaluation. Ensure new products and business models have a viable supply operating model before scale. Lead the supply side of major change initiatives including new fleet models, fulfilment models, courier tools, and marketplace mechanics. Analytics Own the supply performance framework across all markets. Own supply dashboards, country scorecards, and management reporting. Run regular funnel analysis, cohort analysis, marketplace diagnostics, and investment performance reviews. Build forecasting, scenario planning, and capacity models required for business planning. Track forecast accuracy and continuously improve planning quality. Ensure decisions are based on clear data and comparable metrics across markets. Move the organisation from reporting what happened to understanding why it happened and what needs to change. Qualifications 7+ years in marketplace operations, supply growth, or platform scale. Proven ownership of acquisition budgets ($1M+ annually). Experience leading multi-country or global teams of 8+ people. Track record of improving CAC and supply retention simultaneously. Background in on-demand logistics, ride-hailing or food delivery preferred. Advanced level of English proficiency. The Head of Supply is not only responsible for managing the existing supply organisation. The expectation is to build a global supply engine that can scale with the business. The person should be equally comfortable running marketplace performance today and redesigning the operating model for tomorrow - moving between country execution, economics, strategy, product, and complex transformation topics. Success in this role means having the right supply, in the right place, at the right time and cost today, while continuously building a stronger and more scalable supply model for the future. Why join us Help us challenge injustice by creating fair choices for millions of people across 47 countries. Develop your professional skills with access to mentoring, career consulting, and learning programs. Collaborate with teams around the world and gain international experience through our Global Talent Exchange Program. Engage in company-wide challenges, awards, sports activities, employee-led social impact and volunteering projects. Work alongside people who take initiative, speak openly, and challenge themselves to grow. Improve your language skills through co-financed courses and internal speaking clubs. Final benefits may vary depending on the location

Location: Paris, France WHO WE ARE Notion is the collaborative AI workspace where teams and agents think together https://www.youtube.com/watch?v=vkpYpWfEK5s. We're building one place where your knowledge, projects, meetings, and AI tools live side by side, so work is faster, clearer, and less fragmented. Millions of individuals, small teams, and large companies run their work on Notion. Notinos (our employees) are customer zero in bringing this future of work to life. We care about craft, building things that last, and the belief that great work is still fundamentally human. Our goal isn’t to ship the next feature. Each and every team of Notinos is working to set the standard for how humans work together in the AI era. From building a business’s system of record to making and managing AI agents to automating away the busy work, we care deeply about giving our customers more time for their life’s work. ABOUT THE ROLE Notion is shaping the future of Go-To-Market, and as a Solutions Consultant (SC), you’ll bring that future to life by building alongside customers and turning their biggest challenges into measurable outcomes. As a customer-facing, quota-carrying SC, you’ll bring together technical fluency and commercial ownership to grow your book of business. You’ll build pipeline with BDRs, engage key stakeholders, lead discovery, co-build workflow solutions live with customers, and guide opportunities through close. You’ll connect each solution to a clear business case and stay engaged through adoption, expansion, and renewal so customers realize the value of what they buy. You’ll partner with BDRs, Outcomes Architects, and technical or product specialists while maintaining clear ownership of customer relationships, opportunity momentum, and next steps. If you’re a builder who loves to sell—and want to work at the intersection of AI, productivity, and enterprise—this is the role. WHAT YOU’LL ACHIEVE - Create pipeline across your book of business. Build target-account plans with BDRs and initiate outreach to priority stakeholders to generate qualified opportunities, alongside BDR-sourced pipeline. - Own opportunities from first conversation through close. Lead discovery, qualify business needs and urgency, align stakeholders, shape the solution and business case, and drive the evaluation and commercial decision. Navigate commercial sizing, proposal construction, procurement, legal, and security review to close deals with the right scope, credits, and implementation path. - Design and validate workflow solutions that deliver measurable value. Map current- and future-state workflows, co-build solutions live in Notion, and define realistic scope, success criteria, and an implementation path. Translate customer needs and validated outcomes into a clear business case, commercial recommendation, and decision path. Treat discovery as an opportunity to build and validate. - Orchestrate the right partners while maintaining ownership. Engage BDRs, Outcomes Architects, and technical or product specialists at the right moments, with clear context and asks, while owning opportunity momentum, customer communication, and next steps. - Drive customer value and commercial growth after signature. Partner with Outcomes Architects, guide the initial path to value with a clear adoption plan, on onboarding and ongoing multi-workflow adoption, and own expansion strategy and renewal planning. Stay accountable for translating credits sold into credits consumed, and surface risks or expansion opportunities as customer workflows mature. SKILLS YOU’LL NEED TO BRING - Commercial ownership and pipeline generation. You can demonstrate how you created or advanced business, influenced customer decisions, and owned measurable outcomes. Relevant experience may come from quota-carrying sales or adjacent customer-facing roles. - Technical fluency and builder mindset. You are comfortable building live in software and can demo, co-design, and troubleshoot with a customer without needing a specialist in the room. - AI fluency. You are excited about AI, build with new tools, and continually learn new ways of working. - Discovery, qualification, and value articulation. You can uncover customer needs, map workflows, qualify business impact and urgency, and translate what you learn into commercial outcomes, adoption plans, and clear success criteria. - Agency, urgency, and learning velocity. You set clear goals, take initiative, learn from customer interactions, and apply those learnings to improve outcomes. You bring new ideas and workflows to customers and make complex problems easier to solve. - Complex customer engagement. You can lead multi-stakeholder interactions and navigate procurement, legal, and security review cycles. - Fluency in English and French. NICE TO HAVES - Full-cycle B2B software sales experience or solutions engineering experience, with a consistent track record of exceeding quota across new-logo acquisition and expansion motions. - Familiarity with usage-based or consumption-based pricing models and the ability to structure credit-based commercial proposals. - Prior experience selling to mid-market and enterprise accounts in productivity, collaboration, or workflow software. - Experience in a shared account ownership model, partnering with a post-sale or Customer Success team as part of an integrated customer motion. Notion is committed to providing highly competitive cash compensation, equity, and benefits. The compensation offered for this role will be based on multiple factors such as location, the role's scope and complexity, and the candidate's experience and expertise, and may vary from the range provided below. The estimated range for total on target earnings (including base salary and on target incentive pay) for this role is €174,000 - €186,000 per year. By clicking “Submit Application”, I understand and agree that Notion and its affiliates and subsidiaries will collect and process my information in accordance with Notion’s Global Recruiting Privacy Policy https://notion.notion.site/Notion-Global-Recruiting-Privacy-Policy-fc3eb4e829354a26a2bb6fd5e289b550. https://dev.notion.so/a3ce416456924276a59de91bca740028?pvs=21 #LI-Onsite A NOTE ON AI You don’t need deep AI expertise for every role, but we do expect every Notino to be intellectually curious, drawn to tinkering and discovery, and excited to use AI as a real collaborator in their work. For some roles, AI fluency is a core requirement — when that’s the case, we'll say so explicitly in the qualifications. People who thrive here don’t treat AI as a novelty. They use it to think better, and make their work easier for others to build on. EQUAL OPPORTUNITY & ACCOMMODATIONS We hire talented people from a wide range of backgrounds. If you’re excited about this role but don’t meet every bullet, we still encourage you to apply. Notion is an equal opportunity employer and does not discriminate on the basis of any legally protected characteristic. Consistent with applicable law, we will consider for employment qualified applicants with arrest and conviction records. Notion provides reasonable accommodations during the application process; if you need one, please let your recruiter know. Notion is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Notion considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Notion is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please let your recruiter know.

Location: EU/Ukraine We are the creators of a new fintech era! Our mission is to change this world by making blockchain accessible to everyone in everyday life. WhiteBIT is a global team of over 1,200 professionals united by one mission — to shape the new world order in the Web3 era. Each of our employees is fully engaged in this transformative journey. We work on our blockchain platform, providing maximum transparency and security for more than 8 million users worldwide. Our breakthrough solutions, incredible speed of adaptation to market challenges, and technological superiority are the strengths that take us beyond ordinary companies. Our official partners include the National Football Team of Ukraine, FC Barcelona, Lifecell, FACEIT and VISA. The future of Web3 starts with you: join us as an IAM/PAM Governance Specialist. Requirements 2+ years of experience in IAM, PAM, Identity Governance, Information Security, IT Controls, IT Audit, or a related area. Good understanding of Identity and Access Management concepts, including user lifecycle, role-based access control, least privilege, segregation of duties, and access recertification. Practical understanding of Privileged Access Management and risks associated with privileged, administrative, shared, and service accounts. Experience performing access reviews, privileged access reviews, or user entitlement assessments. Experience reviewing access controls and identifying excessive, outdated, or inappropriate permissions. Experience supporting internal or external audits, including evidence collection, control testing, findings follow-up, and remediation tracking. Ability to assess whether access controls are operating effectively and document identified gaps and recommendations. Experience working with system owners, administrators, Security, IT, and other stakeholders to investigate and remediate access-related issues. Understanding of security control frameworks and standards such as ISO 27001, NIST, SOC 2, or similar. Ability to work with IAM/PAM platforms, administrative consoles, access management systems, and related security tooling. Strong analytical and documentation skills, with attention to detail. Ability to independently manage assigned reviews, audits, and remediation activities. Good written and verbal communication skills and the ability to explain access control issues to both technical and non-technical stakeholders. Would be a plus: Hands-on experience with PAM solutions such as CyberArk, BeyondTrust, Delinea, or similar. Experience with Identity Governance solutions such as SailPoint, Saviynt, Microsoft Entra ID Governance, or similar. Experience reviewing privileged access in cloud environments such as AWS, Azure, or GCP. Experience with joiner, mover, and leaver processes. Experience with service accounts, emergency/break-glass accounts, and privileged session controls. Familiarity with regulatory or compliance requirements related to access management. Relevant certifications in information security, IAM, audit, or risk management are a plus. Responsibilities Perform periodic reviews of privileged, administrative, shared, service, and other high-risk accounts across critical systems. Review user and administrative access to identify excessive, outdated, inappropriate, or conflicting permissions. Support and coordinate access recertification and entitlement review activities with system and business owners. Assess IAM/PAM-related security controls and verify that access management processes are operating effectively. Perform security and access control audits of internal systems and applications. Collect, validate, and maintain audit evidence related to identity, access management, and privileged access controls. Identify IAM/PAM control gaps, document findings, and track remediation actions through to closure. Monitor privileged access governance requirements, including least privilege, segregation of duties, and appropriate use of administrative accounts. Work with PAM and administrative consoles to review privileged access configurations, account usage, permissions, and control effectiveness. Support governance of service accounts, emergency/break-glass accounts, and other non-standard privileged identities. Collaborate with the IAM Cybersecurity team on access-related issues that require changes to IAM platforms, integrations, or technical controls. Work with system owners, administrators, IT, Security, and business stakeholders to investigate and remediate access-related risks. Support internal and external audits, compliance assessments, and security reviews related to IAM and PAM. Maintain and improve IAM/PAM governance documentation, procedures, control descriptions, and review records. Contribute to improving and automating access reviews, privileged access monitoring, evidence collection, and reporting processes. Provide regular reporting on access review status, identified risks, open findings, and remediation progress. Working terms Immerse yourself in Crypto & Web3: Master cutting-edge technologies and become an expert in the most innovative industry. Work with the Fintech of the Future: Develop your skills in digital finance and shape the global market. Take Your Professionalism to the Next Level: Gain unique experience and be part of global transformations. Drive Innovations: Influence the industry and contribute to groundbreaking solutions. Join a Strong Team: Collaborate with top experts worldwide and grow alongside the best. Work-Life Balance & Well-being: Modern equipment. Comfortable working conditions, and an inspiring environment to help you thrive. 24 calendar days of paid leave. Additional days off for national holidays. With us, you’ll dive into the world of unique blockchain technologies, reshape the crypto landscape, and become an innovator in your field. If you’re ready to take on challenges and join our dynamic team, apply now and start a new chapter in your career! Let’s Build the Future Together! WhiteBIT offers all candidates an equal opportunity to join the team. All hiring decisions are made without regard to race, national origin, gender identity or sexual orientation, age, religion, disability, medical condition, marital status, familial status, veteran status, or any other legally protected characteristic of an individual. Your privacy matters to us. You can learn more about how we handle your personal data with regard to your application in our Candidate Privacy Notice .

Location: Remote Spain, Spain Workplace: remote Welcome to OLX  We're building marketplace sustainable ecosystems that millions of people depend on every month – to buy and sell cars, find homes, land jobs, and trade secondhand goods. It's commerce that matters: safe, smart, and environmentally responsible. We do this with courage to innovate, commitment to outcomes, collaboration across 50+ nationalities and 7 markets, and a customer-led approach that puts real people first. Add a desire to win – and you get a culture that's ambitious, fast-moving, and built on trust. Our brands – including AutoTrader, OLX, Otomoto, Property24, and more – are loved by millions. And we're backed by Prosus, one of the world's largest tech investors.  Join OLX and see how far you can go. We believe the future of our products sits at the intersection of AI and design. Our ambition is to become an AI-native organization, where intelligent systems and human-centered design come together to create faster, smarter, and more meaningful customer experiences. We’re rethinking how products are built, how experiences are shaped, and how teams deliver impact. A key part of this transformation is creating the right foundations and infrastructure to enable high-quality experiences at scale - where design systems, patterns, and workflows are structured, scalable, and AI-readable, unlocking new levels of speed, consistency, and innovation. The role We're looking for an AI-native Product Designer to join our Product Design team at OLX. Reporting to the Product Design Manager, you will be embedded in a product team and work at the intersection of design, code, and AI systems. You will use AI tools - including Lovable, Claude, and Cursor - as everyday instruments to prototype, iterate, and ship live product experiences. The output we expect is not static mockups: it's working artifacts that reach production with engineering pair-support. You will own your design decisions end-to-end and be accountable for the quality and impact of what you ship. What responsibilities will you get when working with us? Collaborate with product managers, engineers and data analysts embedded in your product team to conceptualize and ship user-centred solutions that create measurable value for our customers - taking end-to-end accountability for quality, trust, and performance from concept through production. Connect your design decisions to business outcomes - translating commercial goals into design logic, defining success metrics, and running experiments that demonstrate measurable impact. Use AI-native workflows to collapse the gap between idea and production, prototyping and iterating directly in code rather than through static handoffs. Build working prototypes and production-ready components, test them with real users, and iterate fast - shipping to production with engineering pair-support. Design and orchestrate AI-assisted interaction patterns, including multi-step flows and human-in-the-loop experiences, exercising strong design taste to critique and elevate AI-generated outputs. Contribute to Nexus, our design system, by building and maintaining code components - not just static documentation - that can be used directly by engineering teams. Run brainstorming sessions and design reviews with your design peers, communicating your design rationale clearly and with data to cross-functional stakeholders. As a Product Designer at OLX, you will need: 3+ years of experience in UX/Digital Product Design, with a portfolio that showcases shipped work and live prototypes - not just static screens. Demonstrated AI-native mindset: you already use AI tools (such as Figma Make, Lovable, Cursor, Claude, or equivalents) as a core part of how you design, prototype, and iterate. Proficiency with code-assisted design: you can read and critique React/HTML through AI-generated outputs, and guide prompts to refine UI. OR fluent with no-code tools (Lovable) to ship directly without engineering handoff. A solid grasp of user-centred design principles and the ability to apply them to fast-moving, iterative product development cycles. Strong systems thinking: ability to design for probabilistic, AI-driven experiences and to consider the end-to-end product journey - not just individual screens. Team spirit. You give generously and without the expectation of receiving in return. You support the best idea, not your idea. You're always happy to get your hands dirty to help your team. You’re reliable, honest, and transparent. Excellent communication skills, both written and verbal, to articulate design decisions and influence cross-functional partners. A growth mindset: you prioritise learning and adaptability over mastery of any specific tool, and you thrive as the landscape evolves. Strong sense of collaboration and the ability to give and receive candid feedback. Proficiency in English for effective communication. What can we offer you: Join a European Product Design team with 70+ members A permanent contract, competitive salary and annual bonus of 15% of your annual gross salary Train and conference budget and free access to Udemy courses Health insurance and life insurance MacBook Pro or Windows Dell along with necessary accessories to make your work comfortable 100% remote work (and the possibility to work from our office in Barcelona) Opportunity to create impact and push your design initiatives forward. Hiring process First Stage TA Screen This is your first interview with our Talent Acquisition team. We’ll explore your background, skills, and experience, as well as your approach to autonomy, ownership, and critical thinking. It’s also a chance to discuss your aspirations and ensure alignment with our culture and values. Second Stage Portfolio Review In this stage, you’ll meet with the Hiring Manager and a Designer from the team. We’ll explore your process thinking and approach to design through a case study of your choice. This is also a great opportunity to discuss how you collaborate with others and how your values align with our team culture. Third Stage AI Sandbox Challenge This is a dynamic and interactive session where you’ll have the chance to demonstrate your thought process in action. It’s designed to give us insight into how you approach challenges, integrate AI into your workflows, and apply your skills in a practical setting. We aim to make this process clear, collaborative, and reflective of the way we work as a team. Location This position is open and can only be hired in Spain. Candidates applying must be based and eligible to work in Spain to be considered for this position. DEI statement OLX values diversity and welcomes applicants of all races, ethnicities, disabilities, ages, genders, sexual orientations, religions, backgrounds, and experiences to apply. If this role excites you, we encourage you to apply, even if you don’t meet all the requirements - you may be just the right fit for this or other opportunities with us! Privacy Data disclaimer  OLX will process your personal data to assess your fit for the applied position. You may optionally consent to store your data for up to 12 months after the application process for consideration in future OLX roles. For more details on how your application data will be processed please check our Privacy Statement.

Location: Remote Workplace: Remote We are looking for an experienced Head of Chat & Conversion to take charge of a large-scale, revenue-driven chat operation within an international adult (18+) creator subscription business. This senior leadership role combines commercial strategy, operational management, and hands-on expertise in conversational sales. You will oversee a multi-level team, optimize the customer journey from initial interaction to repeat purchases, and help shape the next generation of AI-powered chat solutions. Responsibilities - Take full responsibility for chat-generated revenue, optimizing first-purchase conversion, subscriptions, PPV sales, tips, custom content purchases, repeat spending, and refund performance - Lead a large, multi-layered chat operations department, managing Chat Managers and Team Leads while ensuring consistent performance across different shifts and time zones - Oversee the complete team management cycle, including recruitment, onboarding, training, performance reviews, coaching, and personnel decisions - Design and continuously improve conversation playbooks, covering creator personas, sales scripts, pricing strategies, offer sequences, and quality assessment criteria - Develop a structured testing approach for conversation openers, personas, and commercial offers, using performance results to identify successful strategies and implement them across the team - Monitor conversion rates, revenue per fan, repeat purchases, and individual and shift-level performance, identifying underperforming areas and implementing corrective measures - Establish and maintain effective chat quality standards, including scoring frameworks, conversation reviews, and actionable feedback for team leaders and chat specialists - Participate in the development and evaluation of AI-powered chat solutions, reviewing automated conversations, comparing their effectiveness with human interactions, and identifying opportunities for improvement - Maintain an ethical, customer-focused approach to monetization, prioritizing genuine engagement and sustainable revenue rather than aggressive sales pressure or excessive messaging - Report on commercial performance and operational results on a weekly basis, providing senior leadership with clear insights into revenue trends, conversion improvements, and areas requiring attention Requirements - Proven experience managing a large-scale chat operation within an adult paid-chat business, such as an OnlyFans management agency, creator subscription platform, cam business, or comparable organization - Previous responsibility for a department of at least 50 chatters, with a minimum of 3 Chat Managers or Team Leads reporting directly to you - Demonstrated ownership of $1M+ in monthly chat-generated revenue, with the ability to substantiate commercial results and explain improvements in conversion rates and revenue per fan - Strong hands-on expertise in conversational sales and monetization, including the ability to independently develop effective scripts, offer structures, and customer engagement approaches - Practical experience creating chat quality scoring systems and performance evaluation criteria, rather than simply implementing frameworks developed by others - Ability to demonstrate how you have identified and improved underperforming chatters or shifts through performance analysis, targeted coaching, and operational changes - Strong analytical and commercial skills, with the ability to evaluate first-purchase conversion, revenue per fan, PPV and tip performance, repeat spending, and refunds - Proven ability to manage multi-level teams across shifts and time zones, maintaining consistent service quality and commercial performance - Excellent leadership and decision-making skills, combined with a hands-on approach to resolving operational challenges and improving team effectiveness - Ability to create engaging, persuasive chat responses independently and adapt communication strategies to different customer profiles - Commitment to ethical sales practices, avoiding artificial urgency, manipulative pressure, and excessive follow-up messaging - Comfortable working with adult (18+) content and the commercial specifics of the creator subscription industry - English at Upper-Intermediate (B2) level or higher, sufficient for professional communication and reporting in an international environment Would be a plus - Experience building a chat department from scratch or transitioning chat operations from offshore teams to EU- or US-based specialists - Previous involvement with AI chat platforms, chatbot configuration, or developing conversational instructions for automated systems - Experience managing multiple creator personas or accounts simultaneously - Background in other performance-driven sectors, such as dating, iGaming, FX, or high-risk e-commerce What's in it for you - Fully remote work with the flexibility to work from different locations - Competitive base compensation with additional performance-based earning opportunities, potentially including revenue sharing or vesting arrangements - A senior leadership position with substantial influence over commercial performance and operational strategy - Opportunity to manage and develop a large-scale revenue-generating department - Direct involvement in the development and optimization of AI-powered conversational solutions - Freedom to introduce new approaches, improve team structures, and implement performance-driven initiatives - Opportunities for professional development and long-term growth within an international business

Location: Ukraine; North Macedonia; Turkey; European Union; Serbia; Bosnia; Georgia Workplace: Remote ABOUT US Ruby Labs is a leading tech company that creates and operates innovative consumer products. We offer a diverse range of opportunities across the health, education, and entertainment industries. Our innovative teams are driving the future of consumer-led products, and we're always looking for passionate individuals to join us. Learn more about our story at: https://rubylabs.com/about-us/ ABOUT THE ROLE We are looking for a Senior Influencer Marketing Manager to build influencer marketing as a new performance channel for one of our core D2C subscription products — a product that has already acquired over 100 million users through paid ads on every major network. Influencers are a new channel for us: you will own it end to end — from the first plan to a scaled channel across Europe, Latin America and Asia. You will report to the Head of User Acquisition. This is a performance role, not brand awareness. Every collaboration is measured by paid subscriptions, CPA and ROI. Data and tracking are already in place, and a hands-on UA team will support you. We give large budgets and expect a highly experienced person in return: someone who thrives in a very fast-paced environment and takes full accountability for the channel's data and metrics. KEY RESPONSIBILITIES BUILD THE CHANNEL - Build influencer marketing from zero: markets, platforms, creator tiers, deal models and budget, in a written plan. - Launch first campaigns within your first month, then scale the ones that pay back. - Prioritise markets by results: start where the cost per subscription is lowest, then expand. CREATORS & DEALS - Find and qualify creators on TikTok, Instagram and YouTube in Europe, Latin America and Asia. - Build a network of creators, agencies and creator networks in each region. - Negotiate deals: flat fee, CPA, hybrid. Keep the cost of every deal tied to its result. - Manage the full cycle: outreach, contract, brief, content approval, publication, payment. TRACKING & RESULTS - Set up tracking for every creator: unique links, attribution. - Be fully accountable for the channel's data and metrics: spend, subscriptions, CPA and ROI per creator. Keep the numbers accurate and report weekly with a clear decision — rebook, scale or stop. - Keep a database of creators, prices, results and learnings. QUALIFICATIONS - 3+ years in influencer marketing with a performance focus — for D2C subscription apps, mobile apps or online products. - Managed influencer budgets of $50K+ per month with measurable results: spend, number of creators, CPA or ROI (examples required). - Hands-on experience in at least one of our regions: Europe, Latin America or Asia. - Experience sourcing and negotiating with creators directly, not only through agencies. - Experience with CPA and hybrid deals. - Experience setting up tracking: links, attribution. - Knowledge of TikTok, Instagram and YouTube rules for sponsored content. - Fluent written & spoken English. NICE TO HAVE - Built an influencer channel from zero. - Experience with influencer platforms and tools (Modash, CreatorIQ, Upfluence or similar). - Experience with health, education or self-improvement products. WORKING ATTRIBUTES - Results over reach — measures every deal by subscriptions, not views. - Owns the numbers — knows the CPA and ROI of every creator without asking an analyst. - Hands-on — does outreach and negotiation personally. - Thrives in a fast-paced environment — launches, measures and decides in days, not months. - Organised — tracks every creator, deal and payment. - Reliable — delivers what was promised, when it was promised.   LOCATION Ruby Labs operates within the CET (Central European Time) zone. Applicants from any country are welcome to apply for the position as long as they are located within approximately ± 4 hours of CET. This ensures optimal collaboration and communication during working hours. BENEFITS - 🚀 Build a new channel from zero, with large budgets and full ownership - 📈 Product with 100M+ users and proven ads to learn from - 🌍 Remote work environment (work from anywhere) - 💰 Competitive compensation — details shared during interview - 🏆 Performance bonus tied to channel results, on top of salary - 💻 Company-provided equipment (if needed) Be part of our fast-growing team and seize this excellent opportunity for personal and professional growth! INTERVIEW PROCESS After submitting your application, we conduct a thorough review which typically takes 3 to 5 days, but may occasionally take longer due to the volume of applications received. If we see a potential fit, we proceed with the following steps: - Recruiter Screening (40 minutes) - Technical Interview (60 minutes) - Final Interview (60 minutes) LIFE AT RUBY LABS At Ruby Labs, we move fast, aim high, and expect the same from our team. We’re not here to play small—we’re here to build, grow, and win. That means we look for people who are ambitious, driven, and ready to give their best every single day. This is a place for individuals who thrive under pressure, embrace challenges, and see opportunity in every obstacle. If you’re hungry to achieve, motivated by impact, and want to grow at the speed of your own ambition, Ruby Labs offers the platform to make it happen. Here, effort is matched with reward. We recognize those who go all in and deliver results, and we create space for people who want more—more responsibility, more growth, and more success. #LI-Remote

Location: Sydney, Australia; Melbourne, Australia; Adelaide, Australia; Crows Nest, Australia; Enmore, Australia; Brisbane, Australia; St Leonards, Australia; Stanmore, Australia Workplace: fully David Kennedy Recruitment is working with a Sydney-based digital agency specialising in web development, lead generation and digital marketing that is seeking to onboard a Senior Meta Ads & Client Success Manager to join their team. The successful candidate manages paid Meta campaigns for Australian clients, drives measurable lead-generation results and builds strong client relationships while supporting the agency's growth. Position: Senior Meta Ads & Client Success Manager Location: Australia, Sydney area Model: Remote Employment type: Full time DUTIES AND RESPONSIBILITIES: Manage and optimise Meta advertising campaigns across multiple client accounts Develop lead-generation strategies focused on generating qualified enquiries and improving return on investment Manage campaign budgets, tracking, optimisation and scaling Work with Meta Ads Manager, Pixel and Conversions API to monitor and improve campaign performance Develop creative testing strategies and use campaign data to guide optimisation decisions Analyse performance metrics, identify opportunities for improvement and reduce customer acquisition costs Communicate campaign performance and recommendations clearly to clients Build and maintain strong client relationships through proactive communication and accountability Take ownership of campaign outcomes and contribute to the agency's continued growth REQUIREMENTS: At least 5 years of hands-on Meta Ads experience Previous experience managing multiple client accounts, preferably within a digital marketing agency Proven experience generating qualified leads, reducing acquisition costs and improving ROI Experience with Meta Ads Manager, Pixel, Conversions API, campaign tracking and optimisation Ability to manage budgets, develop creative testing strategies and scale successful campaigns Excellent English communication skills and experience working with Australian or UK clients Strong analytical skills and the ability to translate campaign data into actionable recommendations Commercial mindset, accountability and strong client relationship management skills Ability to work remotely while maintaining working-hour overlap with Sydney, Australia Strong advantages: Experience generating leads for professional services, healthcare, legal services or trades Experience managing paid advertising in an agency environment Potential to progress into a Head of Paid Media position BENEFITS: Remote working Monthly Salary (B2B) Opportunity to contribute directly to agency growth Potential career progression towards Head of Paid Media

Salary range: €93,800 - €174,200 Key Responsibilities Shape the country governance operating model, strengthening accountability and effective execution across International Medical Affairs. Develop governance resource models that translate country workload, risk, capacity, and capability needs into actionable priorities.