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Location: United Kingdom, London Why Sony Interactive Entertainment? Sony Interactive Entertainment isn’t just the Best Place to Play — it’s also the Best Place to Work. Sony Interactive Entertainment (SIE) is the company behind the PlayStation brand. As a subsidiary of Sony Group Corporation, we’re part of a proud legacy of innovation and excellence. SIE is a dynamic technology company, delivering cutting-edge hardware and network services to more than 100 million people and an entertainment leader, home to some of the most beloved and recognizable intellectual properties (IP) in the world. Our role at SIE is to create and nurture the experiences under the PlayStation brand, a name synonymous with entertainment excellence and creativity. Technical Account Manager II Location: United Kingdom PlayStation has an exciting opportunity for a Technical Account Manager II supporting game development partners across the UK and Europe. You will help development teams deliver exceptional games on PlayStation platforms by connecting them with technical expertise, advocating for their needs, and coordinating support throughout the development lifecycle. This role requires someone who can navigate ambiguity, align internal stakeholders, and turn complex technical and organisational challenges into clear, actionable plans. Responsibilities Own technical account relationships with assigned development partners, building a deep understanding of their development goals, production priorities, and support needs. Build trusted relationships with technical leadership, production teams, and other key decision-makers. Partner with Developer Technology Group (DTG) engineers, platform teams, and business account management teams to connect partners with the right expertise and support. Navigate situations where requirements, ownership, or priorities are unclear, bringing structure to discussions and driving agreement on next steps. Align internal stakeholders around partner needs, clarifying responsibilities, managing dependencies, and coordinating support across teams. Meet regularly with partners to proactively identify project risks, technical challenges, and opportunities to improve development workflows. Maintain ownership of account and title support, coordinating escalations and driving issues towards resolution. Gather partner feedback and champion it within PlayStation to inform platform tools, documentation, services, and support priorities. Share recommended development practices and facilitate knowledge exchange across development partners and technical teams. Provide on-site support and training, and contribute to technical workshops, postmortems, and advisory panels. Collaborate with teams around the world to deliver a consistent approach to partner support. Travel regularly to partner sites across the UK and Europe, with occasional international travel as required. Skills and Qualifications Required Engineering experience with hands-on exposure to game SDKs and the ability to understand and discuss technical documentation, tools, and integration requirements. A solid understanding of game development pipelines and the challenges teams face across development, production, and release. Demonstrated ability to work effectively through ambiguity, define problems, establish priorities, and drive progress when ownership or requirements are evolving. Experience aligning stakeholders across technical and non-technical teams, balancing competing priorities, and influencing outcomes without direct authority. Excellent written and verbal communication skills in English, with the ability to adapt communication for engineers, production teams, and senior stakeholders. Strong relationship-building skills and a proactive, service-oriented approach to supporting development partners. Familiarity with development tools and the ability to quickly understand complex technical projects and their support needs. Ability to work independently, including at partner sites, exercising sound judgement and representing PlayStation professionally. Ability to recognise when specialist expertise is needed and coordinate the right people and resources to resolve issues. Willingness and ability to travel within the UK and Europe, with occasional international travel. An undergraduate degree or equivalent industry experience. Preferred Previous experience in game studio operations, technical production, development management, or a related role coordinating development workflows and cross-functional teams. Technical knowledge of PlayStation platforms, tools, and development processes. Direct console game development experience, including contributing to the launch of a console title in a technical capacity. Experience managing technical relationships with external development partners. Experience working with globally distributed teams and coordinating across organisational boundaries. Experience facilitating technical workshops, project reviews, or postmortems and translating their findings into practical improvements. Please note, Sony Interactive Entertainment conducts background checks at the offer stage for all new employees (which may include criminal background checks for some roles) and will need to process personal information to support these checks. Please refer to our Candidate Privacy Notice (where applicable) for more information about what personal information we collect, how we use it, who we share it with, and your data protection rights. Equal Opportunity Statement: Sony is an Equal Opportunity Employer. All persons will receive consideration for employment without regard to gender (including gender identity, gender expression and gender reassignment), race (including colour, nationality, ethnic or national origin), religion or belief, marital or civil partnership status, disability, age, sexual orientation, pregnancy, maternity or parental status, trade union membership or membership in any other legally protected category. We strive to create an inclusive environment, empower employees and embrace diversity. We encourage everyone to respond. Sony Interactive Entertainment is a Fair Chance employer and qualified applicants with arrest and conviction records will be considered for employment.

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: London, UK About the department The Customer Support Team resolves complex issues and answers technical inquiries across various channels, supporting users from individual bloggers to global enterprises. At Cloudflare, Technical Account Managers (TAMs) provide high-level support, ensuring a seamless customer experience. As the eyes and ears of the company, TAMs relay customer feedback to drive service improvements and future product development. What you'll do The Technical Account Manager (TAM) owns the post-contract support experience for Cloudflare’s top Enterprise customers, ensuring smooth operations and resolving technical challenges. As the primary technical contact, the TAM manages support interactions, escalations, and proactively advocates for customer needs. Collaborating with Customer Support and Account teams, they provide recommendations aligned with customer roadmaps and technical requirements. Success in this role requires strong customer service, leadership, and problem-solving skills, along with a solid understanding of Layer 3 and 4 networking. TAMs specializing in Network Services work closely with customers to optimize their Cloudflare configurations and address key support needs. Responsibilities Serve as primary technical support contact. Maintain a cooperative relationship with all cross-functional resources, such as product, engineering, and customer account teams comprising Account Executives, Customer Success, Professional Services, and Partners throughout every sales phase. Collaborate with the Account Team, as well as Engineering and Product, to help ensure high customer satisfaction by providing world-class dedicated support throughout the entire life of the customer partnership. Provide product and engineering teams with customer feedback to help identify Support challenges and opportunities. Have a holistic and dynamic view of customer’s environment and use of Cloudflare products, including the customer deployment topology, expert resolution for all support issues, and proactive advice for long-term improvements. Create and deliver Quarterly Support Reviews including SLA adherence, top ticket drivers, ticket deep dives, and incident reviews. Ability to travel up to 25% of the time. Ability to work one weekend every quarter. Proactively engage with the account team during strategic deal closure and throughout the lifecycle of the customer. Point of escalation during business hours, and backup point of escalation for Cloudflare TAMs in other regions during their off hours. Understand client sentiment, own internal and customer facing escalations, and provide product support. Ensure support tickets are solved in a timely manner. Maintain and expand working technical knowledge of Cloudflare products. Single threaded owner of technical support issues, working with backend teams as needed. Work with global TAM’s to ensure coverage on critical issues. Ensure rapid Incident response. Assist with preparing and communicating CSRs and formal documentation for incidents and major issues. Examples of desirable skills, knowledge and experience Understanding of networking and routing protocols (BGP, OSPF, IPSec, GRE, etc). Experience in security products and technologies (e.g Firewall, IPS, DDoS). Experience in system integration and multi-vendor environments & data center deployments. Basic troubleshooting skills (e.g. traceroute, WireShark, dig, cURL, etc.) towards identifying and escalating to the necessary teams to drive towards a solution. Minimum 8 years of previous experience in a customer-facing team with technical account management responsibilities. Have the business acumen of working with Fortune 500 companies and their leadership team. Fundamental understanding of how the Internet works, e.g. the OSI Model, Application and Network security, what a proxy is and how it works. Passionate about Cloudflare products, helping customers, and building strong relationships across organizations. 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: Tokyo (Japan) Junior Account Manager - APAC - Join Our Innovative Team at thinkcell Software Our Story At thinkcell, we create powerful software solutions that help professionals be more efficient and productive. Founded in 2002 and based in Berlin, our tools integrate seamlessly with Microsoft Office to help users create presentations, charts, and diagrams with ease. Our dynamic, international team values creativity, collaboration, and technical excellence. What You Will Do We are looking for a dynamic and entrepreneurial Junior Account Manager to manage our Go-to-Market activities across APAC, excluding Japan, China, Australia and New Zealand. This role is unique in its scope, encompassing Marketing, Sales and Customer Success. The primary focus, however, will be on driving user growth through sales activities. The ideal candidate will exhibit qualities of both acquiring and growing a book of customers, owning the entire sales process and ensuring customer satisfaction. Key Responsibilities: Manage and expand a territory with a focus on balancing new customer acquisition with nurturing existing accounts. Own the entire sales process from beginning to end, including prospecting, lead generation, qualification, value proposition presentation, solution demonstration, negotiation, and closing. Conduct cold calls and reach out to new teams at existing customers to explain the value proposition, demonstrate solutions, and convert prospects into loyal customers. Receive guidance and support from leadership but exercise independent thinking and initiative to achieve sales goals. Run account forensics to enable a data-driven sales approach, customized to the individual customer. Execute strategic sales plays tailored to specific customer profiles. Follow up on leads and inbound requests in your territory and maximize conversion rate of trials (e.g. adjust email sequences and messaging). Localize and run marketing campaigns – with support from our central team. Enable post-deal product adoption (e.g. trainings) supported by a central enablement team. Monitor customer health, detect and prevent churn. You will be great for this position if you have 2-4 years of experience in a commercial role (e.g. account mgmt., sales, customer success, business development) in SaaS / software or tech company – ideally in a start-up or scale-up setting. University Degree, preferably in business or computer science, or related field. Experience working with customers across APAC markets, including Indonesia, Thailand, the Philippines, Malaysia or Singapore. Experience in navigating organizational structures and corporate dynamics of large customers. Understanding of common GTM tools (e.g. Salesforce.com, Outreach.io). Excellent virtual communication and presentation skills with the ability to build and maintain customer relationships. Self-starter with a can-do attitude and an entrepreneurial mindset. Appreciation of our product – willingness to understand thinkcell’s product is a must (don’t worry, it’s very intuitive), experience with thinkcell a plus. Willingness to work on-site in Tokyo, minimum of 4 days/week. Proficiency in Microsoft Office. Fluency in English is required. Japanese language is a plus. Our Values As part of our team, you will embody and help shape the following principles that define us: Forward Thinking : We embrace change and challenge the status quo. Ownership : We take pride in our work and learn from our mistakes. Customer First : We prioritize delivering lasting value. Unified Team : We foster collaboration, respect, and integrity. Strive for Excellence : We set ambitious goals and pursue quality. We believe in a human hiring process, every application is personally reviewed. Why is thinkcell the right place for you? We empower over 1.3 million users across 35,000 companies, including top consulting firms and major global enterprises. With offices in Berlin, Munich, Denver, London, Tokyo, and Dubai, we’re a diverse team of over 250 people, committed to innovation and excellence. thinkcell is more than a job – it's a chance to be part of an innovative, inclusive team that values collaboration and growth. We encourage applicants from all backgrounds to apply. Together, we can shape the future of productivity software. We can’t wait to see what you’ll bring to the team!

Ищем человека на полный цикл B2B-продажи: от поиска компании и первого контакта до договора и первого платежа. Нужно самому находить потенциальных клиентов, выходить на ЛПР, разбираться в их бизнес-задачах, считать экономику решения, называть и защищать цену и доводить сделку до результата.

Location: United Kingdom; Dubai; Spain Workplace: remote Help Us Build The Future of Travel At Airalo, we're making it easier for people to stay connected wherever they travel. As the world's first eSIM store, we help millions of travelers access affordable mobile data in 200+ countries and regions around the world. Today, we're a team of 400+ people across 60+ countries, building a product used by travelers every day. We've grown quickly, but we've worked hard to keep what matters: trust, ownership, and the freedom for people to do great work without unnecessary layers or bureaucracy. We're fully remote by design, genuinely global, and united by a shared mission to make travel simpler for everyone. Your Next Destination Location: Remote, anywhere in Spain, the UK, or the UAE. Contract: Spain: Full-time, permanent contrato indefinido via Deel (our employer of record in Spain) UK: Full-time, permanent (local contract) UAE: Full-time, permanent via Deel (our employer of record in the UAE) Benefits: Learn more about our benefits here in this link - https://airalo-public.notion.site/Benefits-25396a97ffca81fb9bc1f0be479f1be3?pvs=74  Languages: English is our main working language day to day, so you'll need to be comfortable communicating in it both in meetings and async. Curious what it's actually like to work at Airalo? We've put together a guide for each of the hubs we hire from most, covering our benefits, remote culture, employment setup, and what our team values most: Life at Airalo · España: https://airalo-public.notion.site/life-at-airalo-espana Life at Airalo · United Kingdom: https://airalo-public.notion.site/life-at-airalo-united-kingdom Life at Airalo · United Arab Emirates: https://airalo-public.notion.site/life-at-airalo-united-arab-emirates   We're looking for a driven and experienced Director of Global Key Accounts to lead our partner success and growth strategy for Airalo's most strategic partners worldwide. This role will oversee a global portfolio of strategic B2B and B2B2C partners, including travel companies, fintech platforms, mobile providers, and super apps, ensuring that they are not only retained but continuously growing in value. The successful candidate will directly own our largest global accounts and lead a team of regional Key Account Managers and execs, working cross functionally with Product, Marketing, Finance, and Operations to deliver exceptional results. This is a high visibility commercial leadership role requiring a balance of relationship management, commercial acumen and strategic thinking. What You'll Do: Lead the global key account strategy across all regions, driving partner growth, performance, and satisfaction. Own the global key accounts revenue targets, budget, and P&L, setting regional targets, tracking delivery against plan, and being accountable for margin and results. Prioritize accounts, markets, and team resources by revenue potential, strategic value, and risk, focusing effort where it drives the most growth and making clear trade offs when capacity is limited. Directly own and build deep, trusted relationships with Airalo's largest strategic partners, from onboarding through to long term success. Identify upsell, cross sell, and expansion opportunities across product lines (e.g. API, white label, corporate plans) and across markets. Serve as the senior commercial point of contact for priority accounts, regularly engaging at C level and leading negotiation of major renewals and commercial terms. Build, manage and mentor a global team of regional Key Account Managers and executives, ensuring clear goals, coverage, development, and execution. Collaborate with the wider Partnerships, Product, Marketing, and Finance teams to ensure partner needs are met and growth opportunities are realized. Proactively manage partner performance using data, insights, and KPIs to spot trends, mitigate risks, and unlock growth, and own forecasting and reporting for the global book. Ensure contracts, SLAs, and partner communications are tracked and actioned in a timely and professional manner. Define how accounts are tiered and handed over between Business Development and Key Accounts through their lifecycle, and help shape the evolution of Airalo's partner experience through scalable processes, playbooks, and best practices. What you'll bring: 8+ years in account management, partnerships, or business development roles (growing strategic accounts in B2B/B2B2C models), with experience in the travel or tech industry or B2B-focused businesses 4+ years running high performing teams, with a proven ability to build, lead, and develop managers across regions and time zones Excellent relationship building, negotiation, and communication skills, including credibility with C level stakeholders Data driven mindset with strong commercial acumen, including ownership of revenue targets, budgets, and P&L Ability to narrate a great story. Airalo's unique story and the problem we solve for our users makes it a compelling pitch for customers and partners Ability to employ sales techniques, including effective questioning, objection handling, consultative selling, and solution selling Fluent in English; other languages are a strong advantage Experience working with CRMs (HubSpot is an advantage) Willingness to travel as needed Why People Join Us 🇪🇸 Why people join us in Spain We started Airalo to make staying connected effortless, wherever you are in the world. Today, millions of travelers rely on our eSIMs, and many of the people building the product were customers first. Our team is united by a shared belief that great work happens when people are trusted to own what they do. As Airalo continues to grow, so do the opportunities to learn, take on new challenges, and make a real impact. For many of our teammates in Spain, it's the combination of stability, flexibility, and genuine work-life balance that makes Airalo feel like home. 🇬🇧 Why people join us in the UK We started Airalo to make staying connected effortless, wherever you are in the world. Today, millions of travelers rely on our eSIMs, and many of the people building the product first discovered us as customers. Our team spans 60+ countries, but what people often notice quickly is how work actually feels here. There's trust to own what you do, space to focus without constant layers of process, and a clear sense of what you're responsible for from day one. As Airalo continues to grow, people tend to stay for a mix of things: the chance to work on a product used globally, the autonomy to shape how they work, and the opportunity to keep taking on new challenges without getting stuck in one lane. 🇦🇪 Why people join us in the UAE We're a fully remote team across 60+ countries, built on a simple idea: trust people to own their work and deliver without unnecessary layers or heavy process getting in the way. Many people joining us from the UAE are looking for clarity in scope and real ownership in their role. They want to know what they're responsible for, how success is measured, and have direct access to the people making decisions. What often stands out is the combination of a global, product-led company with a flexible remote setup. For many, it's the opportunity to work on a product used by millions of travelers worldwide, alongside a team that moves quickly and values clear ownership and accountability. Before You Hit Apply By applying, you acknowledge and agree that, in case of successful application, Airalo may request to run background checks as a condition for entering into an agreement with you. Rest assured that these checks will only occur upon your prior consent and at the end of the selection process, and will be strictly limited to what is allowed under the laws that are applicable to you. All data that you share or that we collect in connection with such checks will be processed in accordance with our Privacy Policy, available here: www.airalo.com/more-info/privacy-policy?srsltid=AfmBOooBT0rXAj1FaNelZ3VfN0wvhwzvAoxdtHnOKSVETpiSjiXVuycy    We sincerely thank all applicants in advance for submitting their interest in this opportunity. Airalo is an equal-opportunity employer and values diversity, equity & inclusion. We do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We are committed to providing reasonable accommodations upon request for individuals with disabilities throughout our job interview process. At Airalo, we believe in roaming-free recruitment. Just as we provide clear connectivity for travelers, we provide clear salary ranges for our candidates. 🌍 📍 UK: £96,800 – £145,200 📍 Spain: €92,000 – €138,000 📍 UAE: 443,600 AED - 665,400 AED Your Home Destination 🛫: Local market rates and cost of living vary, so your specific range depends on where you’re based. Most people join in the first half of the band, which leaves you plenty of room to grow, and you’ll see exactly how that looks from day one. In exceptional cases, where a candidate’s skills and experience clearly exceed what the role requires, we’re happy to talk about going higher. We’ll walk through your range together on your first call with our Talent team, so we’re all aligned for takeoff!  🎒✨

Location: Singapore, Singapore OKX will be prioritising applicants who have a current right to work in Singapore, and do not require OKX's sponsorship of a visa. Who We Are At OKX, we believe that the future will be reshaped by crypto, and ultimately contribute to every individual's freedom. OKX is a leading crypto exchange, and the developer of OKX Wallet, giving millions access to crypto trading and decentralized crypto applications (dApps). OKX is also a trusted brand by hundreds of large institutions seeking access to crypto markets. We are safe and reliable, backed by our Proof of Reserves. Across our multiple offices globally, we are united by our core principles: We Before Me , Do the Right Thing , and Get Things Done . These shared values drive our culture, shape our processes, and foster a friendly, rewarding, and diverse environment for every OK-er. OKX is part of OKG, a group that brings the value of Blockchain to users around the world, through our leading products OKX, OKX Wallet, OKLink and more. What You’ll Be Doing Gather business requirements and API feedback from internal and external stakeholders (including institutional customers) to continuously improve global API products through an effective iteration process. Monitor the competitive landscape and global industry trends, translating insights into actionable API product roadmaps aligned with business needs. Use data analytics to generate insights into global client behaviour and identify opportunities to increase clients’ trading volumes and revenue. Build and maintain strong relationships with customers and strategic partners worldwide, leveraging their feedback to inform product enhancements and future development. What We Look For In You Demonstrates a strong interest in both the blockchain and finance industries. Experience in Product Management or Engineering, preferably related to trading or technology platforms, especially in network and API endpoints Bachelor's or Master's degree in Engineering, Mathematics, or Finance. Proactive and self-driven, with a logical and data-driven mindset, strong team collaboration skills, and effective communication abilities. Proficiency in English & Conversational Mandarin (preferred to cross functionally communicate with non-English speaking engineers). Able to think systematically with a clear problem-solving approach when facing issues ; skilled at breaking down and simplifying complex problems. Not only from a tech lens but also from a revenue perspective Enthusiastic about the Technical Account Manager (TAM) role, especially in delivering technical solutions and support that drive customer success. Resilient under pressure, self-motivated, and always striving to grow beyond the current capabilities. Nice to Haves Experience in crypto, blockchain, building businesses, fintech, and/or financial markets. Experience in trading financial products, such as stocks, funds, forex, futures, options. Knowledge of data analytical tools like Python and SQL. Perks & Benefits Competitive total compensation package L&D programs and Education subsidy for employees' growth and development Various team building programs and company events Wellness and meal allowances Comprehensive healthcare schemes for employees and dependants More that we love to tell you along the process! Notice: All official OKX vacancies are published on this website. While roles may appear on selected third-party platforms from time to time, information on other sites may be inaccurate or outdated. If in doubt, please apply directly through our official careers website. Information collected and processed as part of the recruitment process of any job application you choose to submit is subject to OKX 's Candidate Privacy Notice .

Location: AU: Melbourne: (260 Burwood Rd) Workplace: Hybrid Are you a CPA or experienced accounting professional looking to leverage your expertise in a dynamic new way?   At Xero, we believe your deep understanding of accounting practices isn't just valuable – it's the key to our success in helping businesses thrive. We're seeking talented individuals with backgrounds in accounting, who understand the workings of accounting practices who are ready to transition their careers from traditional roles to become strategic advisors and relationship builders in the exciting world of cloud accounting technology.   This isn't a typical "sales" role in the traditional sense. Instead, it's about empowering accounting firms, guiding them through digital transformation, and collaborating to shape the future of their practices. If you're driven by impact, eager to share your knowledge, and looking for a career where your accounting acumen opens doors to new opportunities, we want to hear from you.   Why Xero? Why now?   The accounting landscape is rapidly evolving, and Xero is at the forefront of this digital revolution. We're passionate about making business life better for small businesses and their advisors as well as rewarding you in the process. We understand that your journey as an accountant has equipped you with unique insights into:   - The daily operations and challenges of accounting practices. - The importance of accurate data and efficient processes. - The trusted relationships built with clients. - The potential for technology to transform workflows and client services. - We see these skills as foundational for a highly successful career with us. We're not looking for traditional sales experience; we're looking for your accounting expertise and your desire to make a difference.   What this unique career path offers you:   - Impactful Advisory: You'll be a true partner, consulting with accounting firms to help them embrace cutting-edge digital strategies with the Xero platform. - Leverage Your Expertise: Apply your accounting knowledge and industry experience to solve real-world problems for accounting practices, guiding them towards greater efficiency and growth. - Relationship-Driven Role: Build deep, lasting relationships with key decision-makers in accounting firms, becoming their trusted advisor on digital strategy. - Autonomy & Growth: Work autonomously within your allocated territory, with significant scope for professional development and career progression within a rapidly growing global tech company. - Meaningful Contribution: Be at the forefront of a movement that is modernising the accounting industry and truly making a difference for millions of businesses. - Strong Earning Potential: We offer a highly competitive remuneration package, designed to reward your expertise, the value you bring, and your success in driving partner outcomes.   Who we're looking for:   - You're an Accounting Professional: Ideally CPA-qualified, or with significant experience in an accounting practice, and a strong understanding of its operations. - You're a Natural Relationship Builder: You enjoy connecting with people and are skilled at building rapport and trust. - You're Solutions-Oriented: You're a problem-solver who can identify needs and offer practical solutions. - You're Curious about Tech: You have an interest in the emerging online accounting market and the potential of Fintech. - You're Ready for a New Challenge: You're looking for a change that leverages your existing skills in a new, exciting environment.   Is this the career change you've been looking for? If you're an accountant ready to translate your financial acumen into a dynamic advisory role at the intersection of accounting and technology, we encourage you to apply.

Location: Hong Kong, Hong Kong SAR Who We Are At OKX, we believe that the future will be reshaped by crypto, and ultimately contribute to every individual's freedom. OKX is a leading crypto exchange, and the developer of OKX Wallet, giving millions access to crypto trading and decentralized crypto applications (dApps). OKX is also a trusted brand by hundreds of large institutions seeking access to crypto markets. We are safe and reliable, backed by our Proof of Reserves. Across our multiple offices globally, we are united by our core principles: We Before Me , Do the Right Thing , and Get Things Done . These shared values drive our culture, shape our processes, and foster a friendly, rewarding, and diverse environment for every OK-er. OKX is part of OKG, a group that brings the value of Blockchain to users around the world, through our leading products OKX, OKX Wallet, OKLink and more. What You’ll Be Doing Gather business requirements and API feedback from internal and external stakeholders (including institutional customers) to continuously improve global API products through an effective iteration process. Monitor the competitive landscape and global industry trends, translating insights into actionable API product roadmaps aligned with business needs. Use data analytics to generate insights into global client behaviour and identify opportunities to increase clients’ trading volumes and revenue. Build and maintain strong relationships with customers and strategic partners worldwide, leveraging their feedback to inform product enhancements and future development. What We Look For In You Demonstrates a strong interest in both the blockchain and finance industries. Experience in Product Management or Engineering, preferably related to trading or technology platforms, especially in network and API endpoints Bachelor's or Master's degree in Engineering, Mathematics, or Finance. Proactive and self-driven, with a logical and data-driven mindset, strong team collaboration skills, and effective communication abilities. Proficiency in English & Conversational Mandarin (preferred to cross functionally communicate with non-English speaking engineers). Able to think systematically with a clear problem-solving approach when facing issues ; skilled at breaking down and simplifying complex problems. Not only from a tech lens but also from a revenue perspective Enthusiastic about the Technical Account Manager (TAM) role, especially in delivering technical solutions and support that drive customer success. Resilient under pressure, self-motivated, and always striving to grow beyond the current capabilities. Nice to Haves Experience in crypto, blockchain, building businesses, fintech, and/or financial markets. Experience in trading financial products, such as stocks, funds, forex, futures, options. Knowledge of data analytical tools like Python and SQL. Perks & Benefits Competitive total compensation package L&D programs and Education subsidy for employees' growth and development Various team building programs and company events Wellness and meal allowances Comprehensive healthcare schemes for employees and dependants More that we love to tell you along the process! Disclaimer: Please note that Hong Kong is a group-level service hub, and OKX does not carry on a business of operating a virtual asset trading platform in Hong Kong. Notice: All official OKX vacancies are published on this website. While roles may appear on selected third-party platforms from time to time, information on other sites may be inaccurate or outdated. If in doubt, please apply directly through our official careers website. Information collected and processed as part of the recruitment process of any job application you choose to submit is subject to OKX 's Candidate Privacy Notice .

Location: Tokyo, Japan About Anthropic Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. About the role As an Enterprise Account Executive based in Tokyo, you'll drive the adoption of safe, frontier AI technology across Japan's enterprise market. You'll own the full sales cycle from prospecting to close, working with C-level executives at major Japanese corporations to help them transform their businesses with Anthropic's AI solutions. Responsibilities: Own and exceed revenue targets by winning new enterprise accounts and expanding existing relationships across Japan Build and execute territory plans, identifying high-value opportunities in key Japanese industries including financial services, healthcare, technology, and manufacturing Lead consultative sales processes with C-suite and senior technical stakeholders, positioning AI as a strategic business transformation driver Orchestrate internal teams (Product, Engineering, Applied AI, Partnerships) to deliver customized solutions for complex enterprise requirements Identify new use cases and contribute to Japan go-to-market strategy, providing critical feedback to shape product roadmap and regional approach Translate technical AI capabilities into compelling business value propositions tailored to Japanese market needs You may be a good fit if you have: 8+ years of enterprise sales experience in Japan driving adoption of emerging technologies with a consultative, solutions-oriented sales approach Native-level Japanese fluency and business-level English required A track record of managing complex sales cycles and securing strategic deals in the Japanese market by understanding multifaceted technical requirements and crafting tailored solutions Demonstrated ability to navigate Japanese enterprise stakeholder ecosystems, building consensus through relationship-building and providing innovative solutions to disparate groups Extensive experience negotiating highly complex, customized commercial agreements with multiple stakeholders in Japanese corporate environments Proven experience exceeding revenue targets in fast-paced organizations by effectively managing an evolving pipeline and sales process Excellent communication skills in both Japanese and English, with the ability to present confidently and build connections across all customer levels, from individual contributors to C-level executives A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality. You are a true team player who thrives in ambiguous, startup-like environments A strategic, analytical approach to assessing Japanese markets combined with creative, tactical execution to capture opportunities in key industries Deep understanding of Japanese business culture, enterprise buying processes, and regulatory landscape A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely Strong candidates may have: Experience selling emerging technologies (AI/ML, cloud platforms, or data analytics) to Japanese enterprises Established relationships with senior executives at major Japanese corporations Experience navigating Japanese procurement processes and working with system integrators Understanding of AI/ML concepts and ability to discuss technical architectures What We Offer Competitive base salary and commission structure commensurate with experience Equity participation Comprehensive benefits package Hybrid work model with flexibility Opportunity to shape the future of AI adoption in Japan Access to cutting-edge AI technology and world-class research team 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: Remote-Florida; Remote-Connecticut; Remote-New Jersey Workplace: Remote LIFE AT UIPATH The people at UiPath believe in the transformative power of automation to change how the world works. We’re committed to creating category-leading enterprise software that unleashes that power. To make that happen, we need people who are curious, self-propelled, generous, and genuine. People who love being part of a fast-moving, fast-thinking growth company. And people who care—about each other, about UiPath, and about our larger purpose. Could that be you? YOUR MISSION Finance teams lose hours every week chasing approvals, re-keying data, and reconciling records across systems that don’t talk to each other. As a member of UiPath’s product marketing team, you’ll bring our agentic solutions for the Office of the CFO to market, focusing on the source-to-pay and order-to-cash functions. These solutions orchestrate work across the ERP, procurement, and receivables systems customers already run. Drawing on your knowledge of how finance organizations buy and what they’re measured on, you’ll own positioning, launches, and sales enablement that speak to finance leaders in their own terms. WHAT YOU’LL DO AT UIPATH - Lead go-to-market strategy and launch planning for source-to-pay (invoice processing, procurement, and supplier communications) and order-to-cash (collections and cash application), working with the field marketing and sales teams that bring it to market. - Define positioning and messaging for the full CFO buying center, from AP, AR, and procurement leaders to controllers and the CFO, presenting UiPath as the layer that orchestrates work across their existing systems rather than replacing them. - Build the sales story and the tools to tell it: pitch decks, battlecards, ROI calculators, demo narratives, objection handling, and sales training. - Recruit customer advocates and turn their results into proof points tied to finance KPIs such as DSO, cost per invoice, and on-contract spend. - Run buyer research, including personas, buying journeys, and win/loss analysis, and share what you learn with product management to shape the roadmap. - Develop the messaging, content, and audience insight behind campaigns across demand generation, field, and partner channels, and support analyst relations. - WHAT YOU’LL BRING TO THE TEAM - 10+ years in B2B marketing, consulting, or product development, ideally including SaaS product marketing for finance, procurement, or order-to-cash software. - Deep knowledge of source-to-pay and order-to-cash processes and the finance leaders who own them. Experience in finance operations, shared services, or finance advisory is a strong plus. - Working knowledge of enterprise SaaS, GenAI, agentic AI, and automation, including how they integrate with ERP and other systems of record, and the ability to explain them in terms of business outcomes. - A track record of successful launches built on sharp positioning, messaging, and sales collateral. - Clear, persuasive communication with every audience, from AP specialists to the CFO, in writing, in meetings, and on stage. - Experience partnering closely with marketing, sales, partners, product management, and engineering. - Hands-on use of AI tools in your day-to-day work, such as research, content development, and analysis, is a plus. - A degree in business, finance, accounting, engineering, or a related field, or equivalent experience. Maybe you don’t tick all the boxes above—but still think you’d be great for the job? Go ahead, apply anyway. Please. Because we know that experience comes in all shapes and sizes—and passion can’t be learned. Many of our roles allow for flexibility in when and where work gets done. Depending on the needs of the business and the role, the number of hybrid, office-based, and remote workers will vary from team to team. Applications are assessed on a rolling basis and there is no fixed deadline for this requisition. The application window may change depending on the volume of applications received or may close immediately if a qualified candidate is selected. We value a range of diverse backgrounds, experiences and ideas. We pride ourselves on our diversity and inclusive workplace that provides equal opportunities to all persons regardless of age, race, color, religion, sex, sexual orientation, gender identity, and expression, national origin, disability, neurodiversity, military and/or veteran status, or any other protected classes. Additionally, UiPath provides reasonable accommodations for candidates on request and respects applicants' privacy rights. To review these and other legal disclosures, visit our privacy policy https://www.uipath.com/legal/trust-and-security/privacy-policy.

Location: Sydney, Australia 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 Partner Account Manager ANZ you will help manage and execute the partnerships that accelerate Claude adoption, unlock new capabilities and drive outcomes for our joint customers across Australia and New Zealand. You will own a defined set of named partners end to end — a mix of (a) in-country ANZ practices of our global system integrators (e.g. Accenture, Deloitte, Cognizant) and consulting houses (BCG, McKinsey), where you work hand in hand with the GSI alliance owners who hold the global relationships, and (b) regional system integrators, consultancies and AI-native boutiques that ANZ enterprises and the Public Sector actually consume delivery services from. The ANZ partner book is split between you and the Head of Partnerships ANZ & ASEAN; for every partner assigned to you, you own the plan, the enablement path, the co-sell motion with our ANZ sales team and the partner-sourced, partner-influenced and partner-delivered pipeline that results from it. This is a builder role: partner-sourced pipeline in ANZ is still a small fraction of our open pipeline, and there is a first playbook but no established machine. We need someone who has taken partnerships from zero to a repeatable revenue engine in this market before, not someone who has inherited and administered an existing partner book. Key responsibilities Partner development and execution: Run each partner as a structured pursuit: stakeholder map (country lead, AI/data practice lead, alliance lead, key account partners), joint account plan, agreed target accounts and a quarterly cadence. For your assigned GSI country practices: activate the ANZ teams against the global frameworks and translate them into concrete joint accounts. For your assigned regional SIs / boutiques: build the relationship from scratch (selection, onboarding into the Claude Partner Network, enablement, first joint deals). Guide partners in building repeatable Claude offerings (Claude Code / agentic engineering rollouts, agentic use cases, enterprise adoption programs) for the priority ANZ industries: financial services and insurance, public sector, retail, energy and resources, healthcare, telco, media and tech, and digital natives. Drive co-selling with the ANZ AEs, Applied AI and Technical Success teams: introduce partners into the right accounts, bring partner-sourced opportunities to sales, and make sure every partner-attached deal is tagged correctly in Salesforce. Performance and KPI ownership: Own and drive the KPIs for your portfolio: Partner delivered use-cases, partner-sourced pipeline, partner-influenced pipeline and revenue, consultants enabled and certified, partners progressing through CPN tiers, joint proposals submitted. Establish clear success metrics with each partner and drive regular business reviews against targets Report on partnership health, progress, and commercial outcomes with data-driven insights Every deal that runs through your partners must be set up for customer success and expansion: agree success criteria for joint accounts, make sure the partner delivers implementation and adoption support, and feed what you learn back into our partner program and the ANZ sales team. Market development and brand building Represent Anthropic in the ANZ partner ecosystem — partner events, joint customer events, and partner-led marketing. Adapt the global partner playbook to ANZ buying behaviour (a concentrated enterprise market of banks, miners, retailers and telcos, federal and state government panels, long procurement cycles, and a preference for local delivery partners) and decide deliberately what not to copy. Navigate the regulatory and sovereignty topics that come up in almost every ANZ deal (the Australian and NZ Privacy Acts, APRA CPS 230 and CPS 234, IRAP and government security requirements, critical infrastructure rules, data residency, and regulated industries such as banking, insurance and health) together with the partner and our internal experts. Build differentiated joint value propositions with partners so that Claude is the default recommendation of the ANZ consulting ecosystem. You may be a good fit if you have: Builder mentality — comfortable starting from a small base and turning it into a scaled partner business; you enjoy doing the work yourself. 7+ years of partner / alliances / channel experience with system integrators and consultancies in ANZ, ideally at a cloud, data or AI platform company. Existing relationships in the ANZ practices of the large SIs and/or with the regional consultancies and boutiques — you know who runs the AI and data practices in Australia and New Zealand. Data-driven, KPI-oriented and comfortable being measured on partner-sourced pipeline; a track record of driving incremental revenue through partners in ANZ. History of protecting the customer experience and the brand through partners — you say no to partners that cannot deliver. Competitive drive — obsessed with winning and creating differentiation Collaborative — you work as an extension of the ANZ sales team and with Applied AI, Technical Success, partner marketing and the global GSI alliance owners. Strong executive presence; able to run partner executive conversations and enablement sessions. Based in Australia, ideally Sydney; Melbourne or Brisbane are feasible with regular time in Sydney. Willing to travel regularly within Australia and New Zealand, and occasionally to Europe and USA. Passion for AI and alignment with Anthropic's mission of beneficial AI development 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: New York, NY (HQ); London, UK; San Francisco, CA Workplace: Hybrid ABOUT RAMP Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $275B in annualized spend flows in and out of 85,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books. The problems are high-stakes, data-dense, and unforgiving. We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome. The median Ramp customer saves 7.5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same. If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it. ABOUT THE ROLE Ramp is building the future of work with AI. We’re bringing a new class of AI-native products to market that can understand business context, make decisions, and increasingly execute work on behalf of customers. We’re looking for an AI Account Executive to help build the commercial motion for this emerging portfolio. You’ll own the full sales cycle, from creating pipeline and shaping the customer’s problem through evaluation, close, and activation. You’ll work across Engineering, IT, Security, and Procurement to turn complex AI capabilities into clear business outcomes. This is a founding seller role. You’ll help define the market, qualification criteria, sales process, messaging, and playbooks that the broader organization will use. The right person is both a closer and a builder: someone who can win important early customers, learn quickly from the field, and turn those lessons into a repeatable system. We’re hiring AI Account Executives at multiple levels. The scope of the role, title, and compensation will reflect your experience and demonstrated ability to lead complex sales cycles and build new commercial motions. WHAT YOU’LL DO - Own the full sales cycle: Source, qualify, develop, and close net-new opportunities for Ramp’s AI products, with accountability for pipeline creation, revenue, and forecast accuracy. - Create demand in an emerging category: Help customers identify high-value AI use cases, connect technical capabilities to urgent business problems, and build conviction before a mature buying process exists. - Navigate complex buying groups. Multi-thread across Finance, Engineering, IT, Security, Procurement, and executive stakeholders to align technical requirements, economic value, and organizational priorities. - Build the business case: Quantify ROI, total cost of ownership, operational impact, and risk reduction to earn executive sponsorship and create urgency. - Lead rigorous evaluations: Partner with Solutions, Product, and Engineering to scope demonstrations, pilots, security reviews, and implementation plans that establish a credible path to production. - Shape the commercial narrative: Pressure-test positioning, discovery, pricing, objection handling, and competitive messaging through direct customer engagement. - Turn field learning into a playbook: Document repeatable qualification criteria, buyer patterns, use cases, proof points, and deal strategies that improve the performance of future sellers. - Influence the product roadmap: Build a tight feedback loop with Product and Engineering by clearly communicating what customers value, where deals stall, and which capabilities will unlock adoption. - Operate as a founding team member: Help establish the standards, culture, tooling, and operating cadence for Ramp’s AI sales organization. WHAT YOU NEED - A track record of meeting or exceeding revenue targets in complex B2B software sales, whether you’re an experienced AE ready for a new challenge or a seasoned enterprise seller looking to build something new. - Experience owning multi-stakeholder sales cycles from pipeline generation through close, ideally involving six-figure contracts or enterprise customers. - Demonstrated success selling a new product, emerging category, or technical solution without relying on a fully established playbook. - Strong discovery and business-case development skills, including the ability to quantify ROI, total cost of ownership, and measurable operational outcomes. - Technical fluency and intellectual curiosity: you can credibly discuss integrations, data flows, security, reliability, and AI capabilities with technical stakeholders without resorting to hand-waving. - Executive presence and the ability to communicate clearly with CFOs, CTOs, Finance leaders, Engineering teams, Procurement, and Security. - Strong pipeline discipline, forecasting judgment, and familiarity with structured sales methodologies such as MEDDICC, Command of the Message, or similar frameworks. - High agency and comfort operating in ambiguity. When the answer or playbook doesn’t exist, your instinct is to build it. BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL) - Flexible PTO - Centralized home-office equipment ordering - Health and wellness stipend - Budget for intra-office travel - Weekly coffee stipend UNITED STATES - 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents - One Medical annual membership - 401(k), including employer match on contributions made while employed by Ramp - Fertility HRA (up to $10,000 per year) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay - Pet insurance - In-office perks: lunch, snacks, drinks, and more - Relocation expense coverage to NYC or SF (if needed) CANADA - Group medical, dental, and vision coverage through Sun Life - Life, AD&D, and disability coverage - Fertility drug coverage (up to $4,000 lifetime) - Group Retirement Plan with employer match (RRSP + DPSP) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay - Employee Assistance Program and virtual care through Lumino Health UNITED KINGDOM - Private medical insurance through Freedom Elite - Virtual GP and at-home care via eMed x Livi - Workplace pension through Penfold, with salary sacrifice option - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay REFERRAL INSTRUCTIONS If you are being referred for the role, please contact that person to apply on your behalf.   OTHER NOTICES Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.   Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.   Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice

Location: Remote, Global Workplace: Remote ABOUT SUPABASE Supabase is the Postgres development platform, built by developers for developers. We provide a complete backend solution including Database, Auth, Storage, Edge Functions, Realtime, and Vector Search. All services are deeply integrated and designed for growth. ABOUT THE ROLE We’re hiring an Account Executive to ASEAN (singapore, malaysia, SEA) across our commercial and enterprise segments. You’ll sell to founders, engineering leaders, and technical buyers. We’re after someone who has done this before, enjoys the technical depth of the work, and wants to help define how Supabase sells in the region. WHAT YOU’LL DO - Own the full sales cycle from first conversation to close, including multi threaded enterprise deals - Run technical discovery and tie it to business outcomes the buyer cares about - Work with Sales Engineers and Product on demos, proofs of concept, and architecture reviews - Help customers see where Supabase fits in their stack and what it replaces - Build and run your own territory plan, including pipeline, forecasting, and account strategy - Work with AWS and regional partners and resellers to open and progress deals - Handle data residency, security, and procurement conversations with enterprise and public sector buyers - Hand off to Customer Success so customers onboard well and expand WHAT WE’RE LOOKING FOR - 5+ years in a technical sales role, ideally selling developer tools, databases, cloud infrastructure, or open source - A record of consistently beating quota, with numbers you can walk us through - Experience closing both fast moving commercial deals and longer enterprise cycles with procurement, security, and legal involved - Enough technical fluency to hold a credible conversation with an engineer without bringing a Sales Engineer to every call - Comfort selling to founders, CTOs, and platform teams - Strong judgment about where to spend your time across a territory spanning multiple countries and several time zones - Self-directed, at ease with ambiguity, and happy to build the playbook as you go NICE TO HAVE - Experience with Postgres, or a competing backend or database platform - An existing network across the ASEAN startup, scale-up, and developer ecosystem - Experience with cloud marketplace or co-sell motions, particularly AWS - Familiarity with ASEAN compliance expectations, such as Singapore PDPA, Malaysia PDPA, or financial services and government requirements WHY SUPABASE You’ll sell a product developers already love, with real inbound demand and a fast growing open source community behind it. The territory is yours, the ownership is real, and the team is small enough that your ideas get used rather than filed. WHAT WE OFFER - Fully Remote We hire globally. We believe you can do your best work from anywhere. There are no Supabase offices, but we provide a WeWork membership or co-working allowance you can use anywhere in the world. - ESOP Every team member receives ESOP (equity ownership) in the company. We want everyone to share in the upside of what we’re building together. - Tech Allowance Use this budget to set up your ideal work environment—laptop, monitor, headphones, or whatever helps you do your best work. - Health Benefits Supabase covers 100% of health insurance for employees and 80% for dependents, wherever you are. Your wellbeing and your family’s health are important to us. - Annual Off-Sites Once a year, the entire company gathers in a new city for a week of connection, collaboration, and fun. It’s a highlight of our year. - Flexible Work We operate asynchronously and trust you to manage your own time. You know what needs to be done and when. - Professional Development Every team member receives an annual education allowance to spend on learning—courses, books, conferences, or anything that supports your growth. ABOUT THE TEAM Supabase was born-remote and open-source-first. We believe our globally distributed team is our secret weapon in building tools developers love. - ~400 team members - 60+ countries - 20+ languages spoken - Over $1B raised (including our $500M Series F) - 540,000+ community members We move fast, build in public, and use what we ship. If it’s in your project, we probably use it in ours too. We believe deeply in the open-source ecosystem and strive to support—not replace—existing tools and communities.

Location: Remote, APAC Workplace: Remote ABOUT SUPABASE Supabase is the Postgres development platform, built by developers for developers. We provide a complete backend solution including Database, Auth, Storage, Edge Functions, Realtime, and Vector Search. All services are deeply integrated and designed for growth. ABOUT THE ROLE We’re hiring an Account Executive to own Australia and New Zealand across our commercial and enterprise segments. You’ll sell to founders, engineering leaders, and technical buyers, and you’ll move between a two person startup in Auckland and a regulated enterprise in Sydney in the same week. We’re after someone who has done this before, enjoys the technical depth of the work, and wants to help define how Supabase sells in the region. WHAT YOU’LL DO - Own the full sales cycle from first conversation to close, including multi threaded enterprise deals - Run technical discovery and tie it to business outcomes the buyer cares about - Work with Sales Engineers and Product on demos, proofs of concept, and architecture reviews - Help customers see where Supabase fits in their stack and what it replaces - Build and run your own ANZ territory plan, including pipeline, forecasting, and account strategy - Work with AWS and regional partners and resellers to open and progress deals - Handle data residency, security, and procurement conversations with enterprise and public sector buyers - Hand off to Customer Success so customers onboard well and expand WHAT WE’RE LOOKING FOR - 5+ years in a technical sales role, ideally selling developer tools, databases, cloud infrastructure, or open source - A record of consistently beating quota, with numbers you can walk us through - Experience closing both fast moving commercial deals and longer enterprise cycles with procurement, security, and legal involved - Enough technical fluency to hold a credible conversation with an engineer without bringing a Sales Engineer to every call - Comfort selling to founders, CTOs, and platform teams - Strong judgment about where to spend your time across a territory spanning two countries and several time zones - Self-directed, at ease with ambiguity, and happy to build the playbook as you go NICE TO HAVE - Experience with Postgres, or a competing backend or database platform - An existing network across the ANZ startup, scale-up, and developer ecosystem - Experience with cloud marketplace or co-sell motions, particularly AWS - Familiarity with ANZ compliance expectations, such as Australian Privacy Act, NZ Privacy Act, or financial services and government requirements WHY SUPABASE You’ll sell a product developers already love, with real inbound demand and a fast growing open source community behind it. The territory is yours, the ownership is real, and the team is small enough that your ideas get used rather than filed. WHAT WE OFFER - Fully Remote We hire globally. We believe you can do your best work from anywhere. There are no Supabase offices, but we provide a WeWork membership or co-working allowance you can use anywhere in the world. - ESOP Every team member receives ESOP (equity ownership) in the company. We want everyone to share in the upside of what we’re building together. - Tech Allowance Use this budget to set up your ideal work environment—laptop, monitor, headphones, or whatever helps you do your best work. - Health Benefits Supabase covers 100% of health insurance for employees and 80% for dependents, wherever you are. Your wellbeing and your family’s health are important to us. - Annual Off-Sites Once a year, the entire company gathers in a new city for a week of connection, collaboration, and fun. It’s a highlight of our year. - Flexible Work We operate asynchronously and trust you to manage your own time. You know what needs to be done and when. - Professional Development Every team member receives an annual education allowance to spend on learning—courses, books, conferences, or anything that supports your growth. ABOUT THE TEAM Supabase was born-remote and open-source-first. We believe our globally distributed team is our secret weapon in building tools developers love. - ~400 team members - 60+ countries - 20+ languages spoken - Over $1B raised (including our $500M Series F) - 540,000+ community members We move fast, build in public, and use what we ship. If it’s in your project, we probably use it in ours too. We believe deeply in the open-source ecosystem and strive to support—not replace—existing tools and communities.

Location: Tokyo テクニカルアカウントマネージャー (Technical Account Manager) Asanaのテクニカルアカウントマネジャー（Technical Account Manager: TAM）は、顧客が日々の業務において「明瞭さ（Clarity）」を見出し、Asanaを活用して成果を上げることを支援します。TAMはAsanaのエキスパートであり、顧客の成功に情熱を注ぐ生産性のプロフェッショナルです。顧客からの質問、機能リクエスト、インシデント報告に対応し、中長期的な視点でのAsana活用のためのベストプラクティスを提供します。また、Asana社内では顧客の声を製品開発に反映させるための代弁者となり、製品開発チームと対話します。TAMの成功指標は「顧客の成功」であり、顧客への深い共感（Empathy）を通じてそれを実現します。 AsanaのTAMとして、あなたは大規模かつ複雑な要件を持つエンタープライズ顧客に対し、戦略的な技術アドバイザーとしてサポートを提供します。顧客のステークホルダーと深く連携し、技術的なイネーブルメント（定着化）を推進し、継続的な利用を確実にするとともに、Asanaの機能を顧客の長期的目標に合致させます。この役割は、強力な技術的適性、卓越した顧客への共感力、そして社内外のステークホルダーを巻き込む影響力が求められる、クロスファンクショナルなポジションです。 【勤務地・働き方】 このポジションはAsana Japanの技術本部長にレポートします。 私たちは、居住地に関わらず最適な人材をお迎えしたいと考えています。そのため、ご本人の状況に合わせて以下のいずれかの働き方を用意しています。 関東圏にお住まいの方： 東京オフィスを拠点とした、オフィス中心のハイブリッドスケジュール（原則 月・火・木曜出社）となります。 関東圏以外にお住まいの方（日本国内）： リモートワークでの勤務が可能です。ただし、チームビルディングや重要会議のため、 月1〜2回程度、東京オフィスへの出社をお願いしています （詳細は面接時にご案内します）。 なお、重要な会議やオンサイト支援など、状況に応じて顧客先への訪問や国内出張が発生する場合があります。 【主な業務内容】 顧客への技術的アドバイザリーとベストプラクティスの提供 エンタープライズ顧客の導入後における「技術的な成功（Technical Success）」に責任を持ち、Asana活用拡大の主要な技術アドバイザーおよびパートナーとして機能する。 Asana API、サードパーティサービスとの連携、認証（SAML/SCIM）、クラウドセキュリティおよび管理者ガバナンスに関するベストプラクティスを、顧客の環境や目標に合わせて設計・提案する。 顧客のシステムアーキテクチャ、ビジネス上の優先順位、技術構成に関する深い知識を維持し、ニーズを先読みした提案を行う。 顧客の健全性維持とリスク管理 顧客との定期的なコミュニケーションや技術レビューを通じて顧客におけるAsana利活用にプロアクティブに関与し、製品価値の定着と継続的な利用を促進する。 セールス、カスタマーサクセスマネージャ（CSM）と共同で利用パターンやエンゲージメント傾向からヘルススコアを監視し、リスクの早期発見や、利用拡大・再エンゲージメントの機会を特定する。 各種エスカレーション、移行プロジェクト、重大インシデント対応を社内各部門と連携して主導し、予防・早期検知・透明性のあるコミュニケーションを通じてリスクを最小化する。 社内連携と製品へのフィードバック 社内の技術ナレッジの標準化を推進し、再現性のあるベストプラクティスを策定・共有することで、チーム全体の提案力向上に貢献する。 セールス、サポート、プロダクト、エンジニアリングチームと緊密に連携し、統一された顧客体験を提供する。 顧客の声を代弁し、実際のユースケースや課題に基づいたフィードバックを行うことで、製品ロードマップへ影響を与える。 【応募資格】 経験とドメイン知識 SaaS業界における、顧客対面型の技術的役割（TAM、ソリューションエンジニア、導入コンサルタントなど）での5年以上の経験。 ワークフロー、自動化、ビジネスプロセス管理（BPM）など、業務プロセスに関わるSaaS・ソフトウェアを直接取り扱った経験。 ※インフラやセキュリティ領域専業ではなく、ビジネスロジックやアプリケーション層の課題解決に関わった経験を重視します。 大規模なエンタープライズ顧客の複雑なステークホルダー管理を行い、プロジェクトを成功に導いた実績。 技術的専門性 API、システム連携、認証プロトコル（SAML, SCIM）、および技術アーキテクチャについて、顧客と自信を持って議論できる技術的知見。 SaaSインフラ、セキュリティ基準、エンタープライズIT環境に関する広範な理解。 顧客の技術的な課題や質問を素早く理解し、複雑な概念を噛み砕いて解決策を提示する能力。 コミュニケーションと言語能力 日本語によるネイティブレベルのコミュニケーション能力（口頭および記述）。 英語力は必須ではありませんが、英語の読み書きに抵抗がないこと（会社が用意するAIツールを使用しての対応でも可） 優れたドキュメンテーション能力、ファシリテーション能力、プレゼンテーション能力。 技術的な内容を、現場の運用担当者から経営層（非技術者）まで、相手に合わせて分かりやすく伝える能力。 マインドセットと姿勢 標準化へのリーダーシップ： 属人化を防ぎ、チーム全体の成果を最大化するために、ナレッジの共有やベストプラクティスの標準化（Playbook作成など）を率先して推進できること。 プロセス主導型： すべての顧客に標準化された極めてポジティブな体験を提供するためのプロセスを作成、実装、改善することへの強い意欲。 学習意欲： 新しい製品機能や技術トラブルシューティング、AIツールなどの新技術を自ら学び、業務の効率化や顧客への価値提供に活かす姿勢。 プロアクティブな行動とコミュニケーション： 常に先回りして行動を起こし、かつ透明性の高い発信を行うことで、周囲からの信頼を確実に獲得できること。 Technical Account Manager Our Technical Account Management (TAM) team helps customers find clarity in their work and get results with Asana . TAMs are Asana experts and productivity partners who are passionate about investing in our customers’ success . We help customers resolve technical inquiries, guide architectural decisions, and educate them on best practices for long-term scalability . Within the organization, we amplify our customers’ voices in product development and maintain an active dialogue with our product and engineering teams . As a Technical Account Manager at Asana, you’ll act as a strategic technical advisor to our largest and most complex enterprise customers . You’ll partner closely with customer stakeholders to drive technical enablement, ensure sustained adoption, and align Asana’s capabilities with their organizational goals . This is a cross-functional role requiring strong technical acumen, customer empathy, and the ability to influence both internal and external stakeholders . This role can either be fully remote depending on where you live in Japan, or based in our Tokyo office with an office-centric hybrid schedule . If based in-office: The standard in-office days are Tuesday, Thursday and one additional day of choice, which may be determined by your team . Most Asanas have the option to work from home on the two other weekdays they are not in office . If you're interviewing for this role, your recruiter will share more about the in-office requirements . Occasional domestic travel to customer sites may be required for key meetings and on-site support. What you’ll achieve Own post-sales technical relationships for enterprise customers, serving as their primary advisor and partner as they scale on Asana . Deliver best-practice guidance on Asana APIs, third-party integrations, authentication (SAML/SCIM), cloud security, and administrative governance tailored to each customer’s technical environment . Maintain in-depth knowledge of customer technical architecture and business priorities to proactively anticipate and solve technical challenges . Partner with Sales and Customer Success Managers (CSMs) to monitor customer health, track engagement trends, and identify risk early while uncovering expansion opportunities . Coordinate technical escalations, migration projects, and critical incidents in partnership with cross-functional teams, ensuring clear communication and prompt resolution . Standardize technical knowledge across the team by developing reproducible best practices, documentation, and playbooks . Collaborate with Support, Product, and Engineering to deliver a unified customer experience and advocate for customer needs on the product roadmap . About you Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making . 5+ years of experience in a customer-facing consultative technical role (such as TAM, Solutions Engineer, or Implementation Consultant) within the SaaS space . Background in workflow management, automation, or business process management (BPM) software, with a focus on solving problems in the application layer and business logic . Proven track record partnering with and influencing senior stakeholders in large enterprise environments . Strong technical acumen across APIs, system integrations, enterprise authentication protocols (SAML, SCIM), and cloud IT infrastructure . Native-level fluency in Japanese (verbal and written), with professional working proficiency in written English (reading and writing, with company-provided AI translation tools welcome) . Stron g presentation, documentation, and communication skills, with the ability to articulate complex technical concepts clearly to both technical and non-technical audience s . Process-driven approach with a focus on establishing scalable playbooks and conti nuous operational improvement . At Asana, we're committed to building teams that include a variety of backgrounds, perspectives, and skills, as this is critical to helping us achieve our mission . If you're interested in this role and don't meet every listed requ irement, we still encourage you to apply . About us Asana is a leading platform for human + AI collaboration. Millions of teams around the world rely on Asana to achieve their most important goals, faster. Asana has been named to Fortune's Best Workplaces for 7+ years and recognized by Fast Company, Forbes, and Gartner for excellence in workplace culture and innovation. We offer an exceptional office-centric culture while adopting the best elements of hybrid models to ensure that every one of our global team members can work together effortlessly. With 13+ offices all over the world, we are always looking for individuals who care about building technology that drives positive change in the world and a culture where everyone feels that they belong. We believe in supporting people to do their best work and thrive. Our goal is to ensure that Asana upholds an environment where all people feel that they are respected and valued, whether they are applying for an open position or working at the company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law. Join Asana’s Talent Network to stay up to date on job opportunities and life at Asana.

BitGo is looking for a Principal Accounting Platform leader to own financial-platform strategy, scalable accounting capabilities, controls, reporting, and audit readiness.

Location: Colombia; Mexico; Argentina; Brazil; Costa Rica; Chile About Huzzle At Huzzle, we connect exceptional talent with exciting opportunities at leading companies across the UK, US, Canada, Europe, and Australia. Our clients range from startups and digital agencies to tech platforms in industries such as SaaS, MarTech, FinTech, and EdTech. Unlike traditional outsourcing agencies, we place you directly with a client, where you become an in-house member of their team and a valued contributor to their success. Job Summary We're hiring an experienced Account Executive (AE) with a proven track record in the SaaS industry to join a fast-growing technology company. In this role, you'll own the full sales cycle, from prospecting and discovery to product demonstrations, negotiations, and closing deals. You'll work closely with decision-makers, build strong client relationships, and drive revenue growth. Previous B2B SaaS sales experience is mandatory. We're looking for a results-driven sales professional who understands subscription-based software, consultative selling, and how to consistently hit revenue targets. Key Responsibilities Manage the full sales cycle, from lead qualification to closing new business. Conduct discovery calls, product demos, and sales presentations with prospective clients. Identify customer pain points and position SaaS solutions to address business needs. Build and maintain a healthy sales pipeline through outbound prospecting and inbound opportunities. Negotiate pricing, manage objections, and close deals with key decision-makers. Consistently achieve or exceed monthly and quarterly sales quotas. Maintain accurate pipeline records, forecasts, and customer interactions in CRM platforms such as HubSpot or Salesforce. Collaborate with SDRs, marketing, and customer success teams to maximize revenue opportunities. Requirements Mandatory: Previous experience selling B2B SaaS products or software solutions. Minimum 2+ years of experience in an Account Executive, SaaS Sales, or B2B closing role. Proven track record of meeting or exceeding sales quotas. Experience managing the full sales cycle, including discovery, demos, negotiation, and closing. Strong understanding of SaaS business models, recurring revenue, and subscription-based sales. Proficiency with CRM tools such as HubSpot, Salesforce, or similar platforms. Excellent English communication, presentation, and negotiation skills. Confidence engaging with senior stakeholders and decision-makers. Self-motivated, target-driven, and comfortable working independently in a remote environment. Nice to Have Experience selling SaaS solutions to UK, US, or international markets. Familiarity with sales methodologies such as MEDDIC, SPIN Selling, or Challenger Sales. Experience working in high-growth SaaS startups. Benefits 💰 Competitive salary based on experience, with performance-based commission opportunities. 🌎 Fully remote opportunity with an international company. 🚀 Work directly with a fast-growing SaaS business. 📈 Long-term career development and growth opportunities. 🎯 Performance-driven environment where your contributions directly impact company revenue. 🤝 Collaborative international team with structured onboarding and support.

Location: Australia; New Zealand About Huzzle At Huzzle, we connect exceptional talent with exciting opportunities at leading companies across the UK, US, Canada, Europe, and Australia. Our clients range from startups and digital agencies to tech platforms in industries such as SaaS, MarTech, FinTech, and EdTech. Unlike traditional outsourcing agencies, we place you directly with a client, where you become an in-house member of their team and a valued contributor to their success. Job Summary We are looking for a high-performing Account Executive with proven SaaS industry experience to join a fast-growing technology company. In this role, you will own the full sales cycle, from qualifying opportunities and delivering product demonstrations to negotiating contracts and closing deals. The ideal candidate is a results-driven B2B SaaS sales professional who thrives in a fast-paced environment, consistently meets revenue targets, and knows how to turn qualified prospects into long-term customers. Previous SaaS sales experience is mandatory for this position. Key Responsibilities Manage the full B2B SaaS sales cycle, from discovery calls to closing deals. Conduct engaging product demonstrations and communicate the value of SaaS solutions. Build and maintain a strong pipeline of qualified sales opportunities. Identify customer pain points and deliver tailored, consultative sales pitches. Negotiate pricing, manage objections, and close new business. Consistently achieve or exceed monthly and quarterly sales quotas. Maintain accurate sales records, pipeline updates, and forecasts using CRM tools. Collaborate with SDRs, marketing, and customer success teams to drive revenue growth. Build strong relationships with key decision-makers and stakeholders. Requirements Mandatory: Proven experience as an Account Executive selling B2B SaaS products or software solutions. Minimum 2+ years of B2B sales experience, including hands-on SaaS sales experience. Demonstrated track record of meeting or exceeding sales targets. Experience managing the full sales cycle and closing deals independently. Strong understanding of SaaS business models, subscription pricing, and recurring revenue. Experience conducting discovery calls, product demos, and contract negotiations. Proficiency with CRM platforms such as HubSpot, Salesforce, or Pipedrive. Excellent English communication, presentation, and negotiation skills. Confidence engaging with senior decision-makers and C-level executives. Self-motivated, proactive, and comfortable working remotely. Benefits 💰 Competitive base salary with performance-based commission opportunities. 🌎 Fully remote position. 🚀 Opportunity to work with innovative, fast-growing SaaS businesses. 📈 Clear opportunities for career progression and professional development. 🎯 Performance-driven environment where top performers are rewarded. 🤝 Direct placement with a company as an integral member of its sales team.