Задачи:
— Взаимодействовать с ключевыми стратегическими клиентами JFrog, обеспечивая их успех в области DevSecOps с использованием продуктов JFrog
— Сотрудничать с менеджерами по продажам для разработки стратегии работы с аккаунтами и построения долгосрочных доверительных отношений с клиентами
— Обучать клиентов (инженеров и руководителей) основным возможностям платформы JFrog и ключевым преимуществам
— Представлять JFrog на мероприятиях и конференциях
— Тесно работать с командами продукта и инженерии для передачи обратной связи с рынка и влияния на развитие продуктов
— Следить за последними тенденциями в области DevOps, DevSecOps, MLOps и IoT
— Сотрудничать с командами Customer Success и Marketing для расширения вовлеченности клиентов и увеличения использования платформы
— Строить отношения с ключевыми лицами, посещать клиентов и выступать в роли доверенного технического контактного лица
Требования:
— Опыт не менее 10 лет в предпродажах/решениях для крупных клиентов Fortune 500/100 с многомиллионными сделками
— Отличные коммуникативные навыки, умение работать в команде, ориентация на удовлетворение клиента и позитивный настрой
— Обширный опыт работы с клиентами в роли инженера предпродажной поддержки в сфере программной инфраструктуры
— Знания и опыт работы с Docker, Kubernetes, CI, Git, Artifactory, инструментами сборки (maven, gradle, npm, docker и др.)
— Умение строить конвейеры доставки ПО с использованием Docker, npm, Java, Pypi и других DevOps инструментов
— Знания в области безопасности приложений (AppSec)
— Практический опыт работы с Linux (обязательно)
— Практический опыт работы с облачной инфраструктурой AWS, Azure, GCP (обязательно)
— Опыт разработки программного обеспечения в масштабах, как локально, так и в облаке
— Опыт в проектировании архитектуры ПО, разработке продуктов и IT-инфраструктуре будет плюсом
— Готовность к командировкам не менее 50% по США
— Стремление к обучению
— Предпочтительно высшее образование в области компьютерных наук или инженерии
Условия:
— Возможность удаленной работы для кандидатов, находящихся вне досягаемости офисов в Сиэтле или Саннивейле
— Годовой базовый оклад от $195,000 до $215,000, зависит от навыков, квалификации, опыта и местоположения
— Возможность получения бонусов и комиссионных
— Пакет акций (RSU) и участие в программе покупки акций для сотрудников
— Комплексный социальный пакет: медицинское, стоматологическое, офтальмологическое страхование, пенсионные программы, программы оздоровления и др.
— Равные возможности при трудоустройстве без дискриминации по любым признакам
УдалённоOpen to remote work for candidates outside a reasonable commuting distance to the Seattle or Sunnyvale office
Location: Remote, Canada; Remote, United States
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.
The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems.
Co-create the future with us
as we build technology that transforms how the world develops software.
*
Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.
An overview of this role
As a Professional Services Technical Architect at GitLab, you'll lead the technical direction of customer engagements from early scoping and discovery through delivery. You'll design high-level architectures and implementation plans for GitLab infrastructure and functionality, and you'll make sure deliverables align with customer requirements and the Statement of Work (SOW). You'll coordinate and guide implementation work across GitLab Professional Services and partner consultants, support customers deploying GitLab in cloud and on-premises environments using tools like Terraform, Ansible, and the GitLab Environment Toolkit, and perform migrations to GitLab using Congregate. You'll provide DevOps and DevSecOps consulting and best practices, contribute reusable collateral such as documentation, delivery kits, and training materials, and share product release updates to help the team deliver consistent outcomes. This role combines deep technical expertise with customer-facing leadership in GitLab's remote, asynchronous, and values-driven environment.
What you’ll do
Designing and delivering GitLab reference architecture implementations for both self-managed and cloud environments, using infrastructure as code practices
Leading source code management and CI/CD migrations to GitLab, including large-scale enterprise moves using Congregate
Building repeatable delivery kits, documentation, and enablement materials that help Professional Services and partners deploy and adopt GitLab best practices
Lead the full technical delivery lifecycle for GitLab Professional Services engagements, from early scoping and technical discovery through implementation and handoff.
Produce high-level and detailed technical designs for GitLab infrastructure and functionality, ensuring deliverables align with customer requirements and expectations.
Evaluate and communicate scalability and security considerations (including compliance constraints) in proposed GitLab reference architectures and implementation plans.
Deploy and configure GitLab in customer environments, including on-premises and major cloud providers, using Terraform, Ansible, and the GitLab Environment Toolkit (GET) aligned to reference architectures.
Plan and execute source system migrations to GitLab using Congregate, partnering closely with customer stakeholders to reduce risk, protect data integrity, and minimize downtime.
Provide DevOps and DevSecOps consulting and best-practice guidance, including advising on internal frameworks such as the Delivery Governance Framework (DGF) and GitLab Flow.
Coordinate and oversee implementation work across GitLab team members, partners, and customer points of contact (POCs), ensuring clear asynchronous communication and decision capture, effective execution, and high-quality outcomes.
Mentor Professional Services and partner consultants by contributing documentation, delivery kits, and training materials, and by leading enablement sessions on how to deliver and position service offerings.
Maintain and improve delivery automation assets with an emphasis on code cleanliness, maintainability, and appropriate unit/integration testing.
Support scoping and Statement of Work (SOW) creation with Professional Services Engagement Managers, stay current on monthly GitLab releases, and help Regional Delivery Managers with technical vetting and staffing assessments while maintaining a 55% billable utilization.
Review and provide input to Professional Services training materials and presentations
Develop case studies, presentations, design documentation, and best-practice methodologies
Work closely with customer project teams to ensure accurate task-level articulation of work required
What you’ll bring
Strong written and verbal communication skills, including the ability to lead technical discussions with customers and partners and communicate risks/trade-offs clearly in an asynchronous environment.
Prefer location in PST, MST or CST timezone alignment. Comfortable with up to 30% travel at times.
Demonstrated experience delivering two or more of the following consulting services: source code management migration, cloud architecture, DevOps engineering, or continuous integration and continuous delivery (CI/CD) consulting services.
Enterprise software development experience, with the ability to translate requirements into clear technical designs and implementation plans.Progressive DevOps platform experience, including designing and implementing reliable, scalable systems with clear performance and security trade-offs.
Hands-on experience deploying and managing infrastructure in cloud providers and on-premises environments, including using tools such as Terraform and Ansible.Ability to write clean, maintainable automation/integration code (e.g., Terraform modules, Ansible roles, scripts) and validate changes with appropriate testing and code review.
Experience performing migrations to GitLab, including using Congregate or similar migration tooling.Working knowledge of data consistency and integrity concepts (e.g., ACID properties) and how they impact migration design and performance trade-offs.Strong problem-solving, decision-making, organizational, and time management skills, with the ability to manage multiple priorities with minimal supervision.
Comfort working in a remote, asynchronous environment, using documented decisions (e.g., issues, proposals, and runbooks) to keep work unblocked across time zones while collaborating effectively across GitLab team members, partners, and customer stakeholders.Bachelor's Degree in Information Technology, Computer Science, or other advanced technical degree, or equivalent experience
About the team
The Professional Services Technical Architect is part of GitLab's Professional Services organization. We partner with customers who are transitioning to GitLab, expanding how they use an existing GitLab installation, or planning complex upgrades to their infrastructure and processes. Our team brings a diverse set of skills across GitLab deployment, maintenance, and day-to-day usage, along with deep technical knowledge of adjacent tools and platforms. Working closely with Engagement Managers, partner consultants, and customer stakeholders, we focus on delivering high-quality outcomes, sharing best practices, and helping customers realize faster time to value from their GitLab investment. We operate in GitLab's remote, asynchronous environment and rely on clear documentation and transparent communication to collaborate effectively.
This role models skills and behavior aligned with GitLab Values and typically reports to the Regional Delivery Manager. As a Professional Services Technical Architect, you will work more independently than an associate consultant, leveraging deep technical expertise to drive customer outcomes.
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our
benefits
and
equity
. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
United States Salary Range
$123,840
—
$209,520 USD
How GitLab Supports Full-Time Employees
Benefits to support your health, finances, and well-being
Flexible Paid Time Off
Team Member Resource Groups
Equity Compensation & Employee Stock Purchase Plan
Growth and Development Fund
Parental Leave
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from
underrepresented groups
are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
Country Hiring Guidelines:
GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
Privacy Policy:
Please review our
Recruitment Privacy Policy.
Your privacy is important to us.
GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also
GitLab’s EEO Policy
and
EEO is the Law
. If you have a disability or special need that requires
accommodation
, please let us know during the
recruiting process
.
Location: Remote-Friendly, United States
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
We are looking for a State and Local Affairs Lead to engage with state and local governments in the Western United States, advancing AI policy, legislation, and regulation that supports Anthropic's mission of ensuring that the world safely makes the transition through transformative AI.
In this role, you will report to Anthropic's Head of Western State and Local Affairs and coordinate with our Policy leadership, Communications, and Legal teams. You will own Anthropic's relationships and legislative and regulatory work across many Western states, including a support role in California —engagement with state legislatures, governors' offices, attorneys general, state agencies, and local governments. You will travel regularly across the region.
Successful candidates will demonstrate a track record of political strategy and execution—with specific examples of how you have contributed to complex policy campaigns, built durable relationships with elected officials and community leaders, supported legislative and regulatory outcomes, and executed with accountability and focus in fast-moving environments.
Anthropic is equal parts research lab, policy think-tank, and technology startup. We care deeply about safe development of AI systems, and build partnership with governments through proactive, opinionated, substantive policy conversations. We recognize that our approach to AI policy is distinctive—grounded in honest assessment of technological trajectories and authentic concern for safe scaling—and we need a regional lead who can bring that positioning to life at the state and local level.
This role offers an opportunity to be part of building a high-impact state affairs operation at a critical moment for AI policy. You will be responsible for executing on strategic priorities across your region, building relationships with government stakeholders, and contributing to the broader state affairs function.
Key responsibilities
Serve as Anthropic's lead for state and local government affairs across many Western states, working in close coordination with the Head of Western States and other Regional State and Local Affairs Leads
Build and maintain relationships with state legislators, legislative staff, governors' offices, attorneys general, and state agency leaders across your region
Engage directly with local officials whose decisions affect Anthropic's work—mayors, city councils, county commissions, and economic development boards
Track state and local legislation and regulatory proceedings affecting AI and the technology sector, provide analysis and intelligence to inform company strategy, and represent Anthropic's positions
Build durable partnerships with local and regional organizations, including chambers of commerce, economic development groups, labor organizations, universities, and school districts
Represent Anthropic at legislative hearings, regional events, and public forums, including with audiences who are skeptical of AI
Work with the Communications team to develop clear, accurate messaging for regional policy campaigns
Translate Anthropic's technical research and policy positions into engagement strategies tailored to Western state political environments
Manage the outside advisors and registered lobbyists who support Anthropic's work in your region
Coordinate with Anthropic's policy, communications, legal, and executive teams to ensure that regional activity aligns with company-wide positioning
Minimum qualifications
Align with our mission and embrace the imperative of policy impact and change
Have experience in state and local government affairs, political strategy, or legislative roles, with demonstrated success contributing to legislative and regulatory outcomes
Have existing relationships with state and local leaders in the West, including legislators, governors' offices, attorneys general, or county and municipal officials
Understand how state legislatures and executive branches work—committee processes, legislative and regulatory procedures, and how to move policy forward—and understand where local authority begins and ends
Have a track record of executing on strategic objectives and delivering measurable outcomes in government affairs roles
Are prepared to travel regularly across the region
Preferred qualifications
Have 8+ years of experience in state and local government affairs, political strategy, or legislative roles
Have experience building partnerships with external organizations including chambers of commerce, economic development groups, labor organizations, and universities
Have exposure to technology policy or emerging technology regulation; you understand the unique challenges of navigating policy for rapidly evolving technologies
Demonstrate understanding of how to build coalitions and identify aligned constituencies to advance shared objectives
Can manage multiple priorities and stakeholder relationships across different states and adapt to different political environments
Can work well under time pressure and manage competing demands
Can translate complex technical topics into clear, accessible language for policymakers and residents alike
Have experience working with communications teams to develop effective messaging for policy campaigns
Are comfortable being honest about tradeoffs, including in rooms where people disagree with us
Are drawn to working with an organization that approaches AI policy with intensity and intellectual honesty
The annual compensation range for this role is listed below.
For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.
Annual Salary:
$230,000
—
$265,000 USD
Logistics
Minimum education:
Bachelor’s degree or an equivalent combination of education, training, and/or experience
Required field of study:
A field relevant to the role as demonstrated through coursework, training, or professional experience
Minimum years of experience:
Years of experience required will correlate with the internal job level requirements for the position
Location-based hybrid policy:
Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
Visa sponsorship:
We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.
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: United States (Remote)
Workplace: Remote
About Teleport
Don't wait for the future of infrastructure. Be part of it.
Teleport is the AI Infrastructure Identity Company. We're solving one of the hardest problems in security: giving every human, machine, workload, and AI agent a cryptographically secured identity, improving engineering velocity while maintaining security. We make trusted computing simple. This gives you the freedom, power, and autonomy to build and innovate with confidence.
Remote-first and globally distributed, we work with companies like Nasdaq, DoorDash, and Elastic to secure infrastructure for an AI world.
About the Role:
Our Teleport Account Development Mission: Build a consistent pipeline. Provide relevant value to future customers. Enable the next Teleport leaders.
What You'll Do:
- Support multiple Enterprise sales territories
- Schedule meetings with key stakeholders from three sources
- Outbound prospecting to good-fit accounts showing intent signals
- Qualifying Marketing Qualified Leads
- Qualifying Inbound requests Collaborate with your Account Executive(s) on enterprise accounts and to refine call and messaging strategies
- True multi-channel outreach (call/email/social) with a heavy emphasis on using the phone to drive quality conversations
- Establish best practices and efficient processes for a modern Outbound sales motion
- Work closely with Account Executive(s) to refine account strategiesIdentify trends from prospective customers to share with the product, marketing, and customer success teams
- Track all sales activity in our CRM (Salesforce) and Outreach
- Achieve or exceed monthly quotas for New Meetings Completed and quarterly quotas for Pipeline Opportunities
What We're Looking For:
- Experienced: have 1 -2 years experience as an Enterprise Account Development Representative (ADR / SDR / BDR), preferably at a SaaS company with a technical product and a heavy emphasis on growing Outbound pipeline.
- Strategic: able to strategize with Sales peer to schedule conversation with new Ideal Customer Profile Enterprise accounts
- Quick Learner: able to grasp new technical concepts quickly in a diverse SaaS space
- Collaborative Team Player: able to collaborate with your team and other teams daily
- Passionate: loves the craft/process and providing the best experience for the prospect
- Organized: able to manage pipeline of multiple prospects within multiple accounts in a consistent, repeatable way
- Adaptable: understands that start ups can change quickly and able to adapt to changes quickly
- Coachable: able to take constructive criticism and turn it into something great to further your career goals
What Success Looks Like:
- Month 1: 4 week structured onboarding that helps you learn the market, the personas, the tools, the problems that Teleport helps solve; start reaching out to prospects before the end of the month
- Month 2: On a half quota, figuring out the best way to use the tools at your disposal to ramp up your territory
- Month 3: Now on a full quota, your process is up and running and you are on your way to building your personal prospecting pipeline machine
Tools We Have:
- Salesforce
- Outreach
- LinkedIn SalesNavigator
- 6sense
- Qualified Chat
- Qualified Signals
- G2
- AltiSales
- Common Room
How We Hire:
Our process is designed to be straightforward and respectful of your time. We skip performative rounds and focus on what matters: understanding how you think and what you can do.
Why Teleport
You're joining a company where the problem is real, the team is small, and your work shows up directly in the product. We're not a big company, you won't get lost in a crowd. You'll have the freedom and autonomy to do what you're great at, alongside teammates who care about doing it right and want to see you succeed. The work is collaborative, there's real room to grow, and the mission is one worth showing up for.
Remote-first and globally distributed, we're genuinely passionate about what we're building.
The Benefits
At Teleport, we believe your career is more important than a list of perks. That's why we focus on making your day-to-day the best it can be — giving you the autonomy, access, and support to do the best work of your career.
- Extensive health coverage
- Annual expense budget
- Rest and recovery policies that maximize your ability to recharge
- Investment in your future with retirement savings plans
- Professional development opportunities
Teleport is an equal opportunity employer and does not discriminate against any employee or applicant on the basis of age, color, disability, gender, national origin, race, religion, sexual orientation, veteran status, or any classifications protected by federal, state, or local law.
Candidate Privacy Notice: For information about our collection and processing of job applicant personal data for this position, please see our Job Applicant Privacy Policy and Notice of Collection at goteleport.com/legal/apply/job-applicant/ http://goteleport.com/legal/apply/job-applicant/
Location: Remote (United States | Canada)
Workplace: Remote
1Password is growing. We’ve surpassed $500M in ARR and we’re continuing to accelerate, earning a spot on the Forbes Cloud 100 for four years in a row and teaming up with iconic partners like Oracle Red Bull Racing.
About 1Password
At 1Password, we’re building the foundation for a safe, productive digital future. Our mission is to unleash employee productivity without compromising security by ensuring every identity is authentic, every application sign-in is secure, and every device is trusted. We innovated the market-leading enterprise password manager and pioneered Unified Access Management, a new cybersecurity category built for the way people and AI agents work today. As one of the most loved brands in cybersecurity, we take a human-centric approach in everything from product strategy to user experience. Over 180,000 businesses, from Fortune 100 leaders to the world’s most innovative AI companies, trust 1Password to help their teams securely adopt the SaaS and AI tools they need to do their best work.
If you're excited about the opportunity to contribute to the digital safety of millions, to work alongside a team of curious, driven individuals, and to solve hard problems in a fast-paced, dynamic environment, then we want to hear from you. Come join us and help shape a safer, simpler digital future.
As a Senior Sales Engineer, you’ll act as a strategic technical advisor and trusted partner to our Enterprise sales team and customers. You’ll elevate sales efficiency and customer engagement by delivering deep technical expertise, tailored demos, and customer-specific insights throughout the sales cycle.
Working closely with Account Executives, you’ll craft solutions that align 1Password’s capabilities with customer challenges and goals, navigating complex requirements, influencing technical stakeholders, and clearly articulating value from discovery to close. Experience with frameworks like MEDDPICC is a strong plus, as you’ll help qualify opportunities, define technical success criteria, and drive alignment within deals.
This role requires agility and foresight, identifying opportunities, positioning our product suite, and ensuring proposed solutions meet technical needs. You’ll also collaborate cross-functionally with Product, Marketing, Sales Enablement, and Support to strengthen customer-facing resources.
As a senior team member, you’ll mentor peers, sharing knowledge to uplevel both technical expertise and soft skills across the Solutions Engineering team.
This role is a remote opportunity based in the US or Canada.
************ Must be based in MST or PST time zone **************
How we’re using AI today
Across GTM, we’re transforming the way we work with AI. We expect every seller, CSM, and team member to become a power user, using it daily to work smarter and move faster. AI is already embedded in how we operate – from real-time coaching that sharpens how we sell and interact with customers, to surfacing insights that help us anticipate needs – creating more time for meaningful customer engagement. If you’re excited to reshape how you think, make decisions, and drive growth with AI, you’ll feel right at home here.
What we're looking for:
- 7+ years of experience in customer-facing technical sales roles within a B2B environment.
- Proven track record of selling into Fortune-100 customers
- Experience in a multi-product SaaS environment.
- Proven track record in enterprise sales, with the ability to build relationships, influence stakeholders, and support closing complex deals.
- Skilled at translating technical concepts for both technical and non-technical audiences.
- Strong presentation, communication, and collaboration skills across sales, product, marketing, and support teams.
- Ability to quickly learn, adapt, and navigate dynamic customer conversations and requirements.
- Experienced with modern sales methodologies such as MEDDPICC for opportunity qualification and deal progression.
- High degree of autonomy with the ability to manage multiple projects, maintain quality, and meet deadlines.
- Willingness to mentor colleagues and share best practices to support team growth.
- Ability to travel up to 25%
- Familiarity with SaaS, security concepts, and developer technologies such as SCIM, CLI, SAML/SSO/OAuth, AD, API, SSH and AI (MCP).
What you can expect:
- Serve as the primary technical advisor/resource within 1Password’s Go-to-Market team.
- Proactively scope and recommend tailored technical solutions and support that address both expressed and unspoken customer needs—aligning with use cases, business goals, and decision criteria for a variety of Enterprise customers including those on the higher end of the segment.
- Build strong relationships & deliver technical coaching to Account Executives, empowering them to speak confidently about product capabilities and align messaging with customer challenges, use cases, and requirements.
- Provide technical education to customers regarding the 1Password suite of products.
USA-based roles only: The annual base salary for this role is between $124,000 USD and $180,000 USD, and is commission-eligible. This role is also immediate participation in 1Password's benefits program (health, dental, 401k and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs.
Canada-based roles only: The annual base salary for this role is between $127,000 CAD and $184,000 CAD, and is commission-eligible. This role is also eligible for immediate participation in 1Password’s generous benefits program (health, dental, RRSP and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs.
At 1Password, we approach each individual's compensation with a promise of fair market value and internal equity commensurate with experience and specific skill set.
This posting is for an existing vacancy.
Our culture
At 1Password, we prioritize collaboration, clear and transparent communication, receptiveness to feedback, and alignment with our core values: keep it simple, lead with honesty, and put people first.
You’ll be part of a team that challenges the status quo, and is excited to experiment and iterate in search of the best solution. That said, 1Password is not for everyone https://blog.1password.com/inside-the-culture-powering-1passwords-next-chapter/. Our work is demanding, we strive for excellence, and the pace is fast. We need people who are keen to take on challenging problems, who seek feedback to grow, and who are driven to make an impact. If you're looking for a place where you can settle into a comfortable routine, this might not be the right fit for you. We’re looking for individuals who are proven experts in their fields, as well as those who are highly adaptable, can thrive in ambiguity and through change, are curious, and above all deliver results.
How we work with AI
We are committed to leveraging cutting-edge technology—including AI—to achieve our mission. We also understand that thinking critically about AI in its current forms will help us create better solutions for our customers and ourselves with its future forms, which will help us continue to close the gap between security and privacy and achieve our mission. We want team members at all levels to take the approach of actively learning AI best practices, identifying opportunities to apply AI in meaningful ways, and driving innovative solutions in their daily work. Embracing the future of AI isn't just encouraged—it's an essential part of how we will be successful at 1Password.
This approach extends to our hiring process—candidates are welcome to use AI tools responsibly and thoughtfully during the application process.
Our approach to work
We recognize the power of both in person collaboration and remote work. Some roles are designated as remote-first, with an expectation that individuals work from their homes majority of the time, while others are designated as in-office roles, with an expectation of being on-site on a regular basis. We recognize that certain roles benefit from regular, in-person connection to support collaboration, team cohesion, and customer engagement.
For all roles, occasional travel may be required. This includes things like: department-wide offsites, quarterly department meetings and periodic customer events. These events are typically held in varying locations across Canada, USA and/or EMEA. In leadership roles, you can expect to travel once per month on average.
Note: All go-to market roles will have an in-person onboarding in Toronto.
What we offer
We believe in working hard, and rewarding that hard work through our benefits. While not an exhaustive list, here is a glance at what we currently offer:
Health and wellbeing
👶 Maternity and parental leave top-up programs
🩺 Competitive health benefits
🏝 Generous PTO policy
Growth and future
📈 RSU program for most employees
💸 Retirement matching program
🔑 Free 1Password account
Community
🤝 Paid volunteer days
🏆 Peer-to-peer recognition through Bonusly
🌎 Remote-first work environment
*Some roles in our GTM team are currently being hired for in-person hybrid work in Toronto and Austin. These roles will specify on the posting.
You belong here.
1Password is proud to be an equal opportunity employer. We are committed to fostering an inclusive, diverse and equitable workplace that is built on trust, support and respect. We welcome all individuals and do not discriminate on the basis of gender identity and expression, race, ethnicity, disability, sexual orientation, colour, religion, creed, gender, national origin, age, marital status, pregnancy, sex, citizenship, education, languages spoken or veteran status. Be yourself, find your people and share the things you love.
Accommodation is available upon request at any point during our recruitment process. If you require an accommodation, please speak to your talent acquisition partner or email us at nextbit@agilebits.com and we’ll work to meet your needs.
Remote work is a part of our DNA. Given that our company was founded remotely in 2005, we can safely say we're experts at building remote culture. That said, remote work at 1Password does mean working from your home country. If you've got questions or concerns about this, your talent partner would be happy to address them with you.
Successful applicants will be required to complete a background check that may consist of prior employment verification, reference checks, education confirmation, criminal background, publicly available social media, credit history, or other information, as permitted by local law.
1Password uses artificial intelligence (AI) and machine learning (ML) technologies, including natural language processing and predictive analytics, to assist in the initial screening of employment applications and improve our recruitment process. See here https://www.ashbyhq.com/downloadables/ashby-bias-audit-08-2024.pdf for the latest third party bias audit information. If you prefer not to have your application assessed using AI/ML features, you may opt out by completing this form https://jobs.ashbyhq.com/1password/automation-notice. For additional information see our Candidate Privacy Notice https://1password.com/files/candidate-privacy-notice.pdf.
Задачи:
— Заключать сделки с корпоративными клиентами и превышать план по выручке
— Разрабатывать детальные стратегии по работе с аккаунтами для донесения уникального ценностного предложения Legion
— Использовать отраслевую экспертизу и контакты для формирования пула возможностей на уровне руководителей предприятий
— Вести сделки на всех этапах продаж, выстраивая отношения и сотрудничая с ключевыми внешними и внутренними заинтересованными сторонами
— Создавать убедительные бизнес-обоснования и расчёты ROI для каждой возможности
— Поддерживать точные и своевременные данные о клиентах, воронке и прогнозах в Salesforce CRM
Требования:
— Опыт продаж технологий не менее 8 лет
— Опыт закрытия сделок на сумму от $500 тыс. до $2 млн ARR при годовом плане от $2 млн
— Опыт продаж SaaS-приложений
— Отличные навыки переговоров, письменного и устного общения
— Опыт работы как в крупных, так и в малых компаниях, опыт в стартапах приветствуется
— Желателен опыт продаж решений Workforce Management (WFM) или Human Capital Management (HCM)
— Приветствуется опыт продаж в сферах розничной торговли, гостеприимства, дистрибуции, складов и здравоохранения
Личные качества:
— Проактивность, умение вызывать уважение благодаря интеллекту, трудолюбию и настойчивости
— Страсть к передовым технологиям
— Умение работать в условиях ограниченной информации
— Отличные коммуникативные навыки, способность доносить сильные сообщения, резонирующие с клиентами
— Опыт построения позитивных отношений с коллегами
— Внимательный слушатель, умеющий учиться у клиентов и использовать их обратную связь
— Сильная трудовая этика, ориентированность на приоритетные задачи и результат
— Безупречная честность, надежность и высокие моральные качества
Условия:
— Зарплата от $155,000 до $160,000 в год + комиссия + акции
— Полностью удалённая работа
— Медицинское, стоматологическое и офтальмологическое страхование без ежемесячной премии, доступное с первого дня
— План 401k
— Оплачиваемый отпуск и праздничные дни
— Родительский отпуск
— Ежемесячные выплаты на оздоровление и обеды
О компании:
Legion Technologies предлагает инновационную платформу управления персоналом с использованием ИИ, которая помогает бизнесам оптимизировать эффективность труда и повысить вовлеченность сотрудников. Компания стремится улучшить условия работы почасовых сотрудников, составляющих большую часть рабочей силы США, предоставляя гибкие и современные решения. Команда Legion распределена по всему миру и работает удаленно.
Контакт для инвалидов, нуждающихся в помощи при подаче заявки: recruiting@legion.co
УдалённоСША; We're a remote, mission-driven team seeking exceptional talent to propel this vision; Our team is comprised of dedicated individuals from all backgrounds and experiences, globally distributed across all time zones; ”) collects, uses, and discloses “personal information” as defined under California law from and about job applicants who are residents of California
Role Overview:
As a Lead Customer Success Manager, you will own the post-sales strategic relationship, retention, and value realization across highest-stakes enterprise accounts. You will operate with high autonomy, driving customer outcomes while partnering with Sales to uncover and capitalize on strategic growth opportunities. You will serve as the trusted advisor and strategic lead for your portfolio, orchestrating technical and commercial counterparts including Forward-Deployed Engineers (FDEs), Account Executives, and Product leaders. You will bridge complex technical deployments with executive-level business goals to ensure customers realize maximum value and expand their footprint.
Key Responsibilities:
— Drive Strategic Account Value & Retention: accountable for net retention, customer health, and long-term strategic alignment across complex enterprise accounts.
— Partner with Sales for Account Growth: collaborate with Account Executives/Strategic Account Managers to identify expansion vectors, co-develop account plans, and position new capabilities supporting customer's technical roadmap.
— Integrate with Technical Counterparts: work closely with Forward-Deployed Engineers and technical leads to align technical delivery with business outcomes, remove friction, and accelerate time-to-value.
— Operate as an Independent Bar-Raiser: build scalable Customer Success playbooks, elevate executive engagement standards, and operate with extreme ownership without step-by-step guidance.
— Cultivate C-Suite & Technical Sponsorship: build multi-threaded relationships across business and technology functions (CIO, CISO, CTO, VPs of Engineering, Product Leads) to ensure alignment with corporate initiatives.
— Drive Business Outcomes & QBRs: lead executive business reviews demonstrating clear ROI and anchoring accounts for long-term growth.
Qualifications & Requirements:
— 10+ years in Enterprise Customer Success, Account Management, or Technical Account Management handling high-ARR, complex enterprise platforms.
— Proven commercial acumen and growth mindset with history of partnering with Sales to identify, nurture, and close upsells, expansions, and renewals in complex environments.
— Deep experience collaborating with Forward-Deployed Engineers, Solutions Architects, and product delivery teams to translate technical achievements into commercial value.
— Self-motivated leader excelling in ambiguous, fast-paced environments with full accountability for account outcomes.
— Outstanding communication and presentation skills with experience advising C-level executives on technology strategy and operational efficiency.
Nice-to-Haves:
— Domain knowledge in High Tech (cloud native, hardware/software OEMs, AI/ML platforms) and understanding of engineering-led enterprise operations and scaling.
What Success Looks Like in Year 1:
— Month 3: fully onboarded, account health assessments completed, alignment with Sales AEs and FDE teams established.
— Month 6: value-realization frameworks and executive cadence active, expansion pipelines co-developed with Sales.
— Month 12: high Net Retention Rate achieved, demonstrable business outcomes delivered, elevated Customer Success playbooks established as standard practice.
Applicants must be authorized to work in the U.S.; no visa sponsorship available.
Location: United States (Remote)
Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at
grafana.com
and follow us on
LinkedIn
and
X
.
We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.
You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.
Grafana Labs is looking for a
Senior Enterprise Account Executive, Acquisition
who will be responsible for prospecting and closing new business across the West region. You will identify, nurture and close opportunities with new customers, manage forecasts and track customer data. We're strong proponents of a consultative sales approach - learn about the customer's needs first before talking products. Your expertise will be critical in helping articulate the value of our products, work with the customer during the trial phase and hand off a strong relationship to our Growth team. Ideally, you come from a technical background and have sold technical products before.
Responsibilities
Meet and exceed individual quarterly and annual sales goals
Outbound prospecting into net-new customers
Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, and negotiations)
Cultivate sales through outbound prospecting and inbound leads
Be able to understand and convey the value of both Grafana Cloud and Grafana Enterprise
Become an expert in managing your sales pipeline in Salesforce
Manage quote creation, order processing, and day-to-day customer requests
Requirements
5+ Years of Experience in Infrastructure Technology Sales
Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer)
Energetic, upbeat, entrepreneurial, tenacious team player
Adaptable and with demonstrable experience in high velocity technology companies
Familiarity with open source technology is a significant advantage
You will need to be an excellent communicator in all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually
Bonus Points For:
Experience using Salesforce
Experience using Command of the Message and MEDD(P)ICC is ideal
In the US, the OTE compensation range for this role is $260,000 - $300,000. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable) and other benefits listed
here
.
*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.
*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.
Why You’ll Thrive at Grafana Labs:
100% Remote, Global Culture -
As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
Scaling Organization
– Tackle meaningful work in a high-growth, ever-evolving environment.
Transparent Communication
– Expect open decision-making and regular company-wide updates.
Innovation-Driven
– Autonomy and support to ship great work and try new things.
Open Source Roots
– Built on community-driven values that shape how we work.
Empowered Teams
– High trust, low ego culture that values outcomes over optics.
Career Growth Pathways
– Defined opportunities to grow and develop your career.
Approachable Leadership
– Transparent execs who are involved, visible, and human.
Passionate People
– Join a team of smart, supportive folks who care deeply about what they do.
In-Person onboarding
- We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
Balance is Key
- We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect.
*We will comply with local legislation where applicable.
Equal Opportunity Employer:
Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.
Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.
#LI-Remote
For information about how your personal data is used once you’ve applied to a job, check out our
privacy policy
.
Location: United States (Remote)
Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at
grafana.com
and follow us on
LinkedIn
and
X
.
We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.
You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.
The Opportunity:
We're looking for a
Regional Sales Director, Growth
who will be responsible for leading a team of Commercial Account Executives. As the RSD you will be asked to drive revenue growth, retain and attract new talent, and grow your customer base within your assigned territory. You will be recognized as a sales leader throughout the company – setting the tone and pace for your specified region. We are looking for an entrepreneurial sales leader - someone who thrives in a fast-paced, ever-evolving environment. You’ll spend your time developing and executing sales strategies, mentoring your team, and strategically partnering with groups across the organization.
You will guide your team through a consultative sales approach where you will learn about your prospect’s needs and then dive into the potential fit. Your expertise will be critical in helping articulate the value of our products and building strong relationships between the prospect and the Grafana sales team. Ideally, you come from a technical background and have sold visualization, application performance management, or cloud-based tooling before. If you have worked with open-source software before, that’s even better. This is a critical hire for the company and you’ll be working closely with the rest of the GTM leadership team. We are looking for someone who wants to sign up for that challenge and build something great.
What You’ll Be Doing:
Develop and mentor your sales team
Develop a pipeline to help over-achieve revenue targets
Direct sales activities by establishing sales territories, quotas, and goals
Build and maintain an annual sales plan (goals) in support of our organizational strategy and objectives
Meet with prospects and strategize with sales representatives to help close deals
Help the team prepare for QBRs and HBRs
Develop long-term, strategic relationships with key contacts within their account base
Strategically partner with Marketing, Solution Engineers, R&D, Customer Support and other functional teams
What Makes You a Great Fit:
Minimum 3 years of leading successful sales teams
Minimum 8 years of successful direct sales experience
Experience navigating complex sales cycles that can last 2-6 months
Excellent communication (written, oral) and presentation skills (in-person, virtual)
Comfort working closely and building relationships with C-Level executives
Consistent track record in shaping strategic seven-figure deals
MEDDPICC expertise
Experience working with ROI and cost modeling to educate and assist potential buyers
Excellent organizational, prioritization, and time management skills
Unwavering dedication to integrity and professionalism
Bonus Points For:
Background in technical applications, familiarity with OSS is a big plus
Compensation & Rewards:
In the USA, the OTE (On-Target Earnings)/Base compensation range for this role is $310,000-$360,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.
*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.
Why You’ll Thrive at Grafana Labs:
100% Remote, Global Culture -
As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
Scaling Organization
– Tackle meaningful work in a high-growth, ever-evolving environment.
Transparent Communication
– Expect open decision-making and regular company-wide updates.
Innovation-Driven
– Autonomy and support to ship great work and try new things.
Open Source Roots
– Built on community-driven values that shape how we work.
Empowered Teams
– High trust, low ego culture that values outcomes over optics.
Career Growth Pathways
– Defined opportunities to grow and develop your career.
Approachable Leadership
– Transparent execs who are involved, visible, and human.
Passionate People
– Join a team of smart, supportive folks who care deeply about what they do.
In-Person onboarding
- We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
Balance is Key
- We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect.
*We will comply with local legislation where applicable.
Equal Opportunity Employer:
Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.
Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.
#LI-Remote
For information about how your personal data is used once you’ve applied to a job, check out our
privacy policy
.
Location: San Francisco, California; Los Angeles, California; San Diego, California
Workplace: Remote
Temporal is a paradigm shift in modern application development, and one of the fastest developer movements in recent memory. We recently raised our $550M Series E to power the future of durable applications, and have become the orchestrator of choice for production agentic workloads.
In this role, you will own key accounts, navigate complex organizations and sell to highly technical stakeholders. You will lead with our hybrid value proposition, helping customers adopt both Temporal Cloud and self-hosted Temporal to meet their unique operational, regulatory, and performance requirements.
As a strategic partner to these organizations, your focus will be to guide them through adoption of Temporal as an enterprise-wide standard, leading with a services-first engagement model. You will work closely with our Resident Architects, partners, and cross-functional teams to deliver a unified enterprise experience that builds stakeholder trust and drives delivery against key business and technical objectives.
Come work with some of the brightest minds in the tech industry and help transform how modern applications are built. You will contribute to the growth of a category-defining company at the forefront of innovation.
WHAT YOU'LL DO
- Own and manage the entire sales lifecycle, from prospecting to close, with a focus on acquiring and expanding our presence within strategic accounts
- Develop and execute strategic account plans to land and expand within large enterprise organizations
- Position Temporal as a mission-critical platform supporting high-performance, resilient workloads with strict SLA and uptime requirements
- Engage with technical stakeholders to understand their operational needs and map Temporal solutions to their architecture and requirements
- Navigate conversations around infrastructure, security, compliance, and performance across both SaaS and self-hosted environments
- Drive enterprise adoption by aligning Temporal to business continuity, scalability, and developer productivity initiatives
- Identify and expand high-value opportunities by embedding Temporal into the customer's platform and SDLC ecosystem
WHAT YOU'LL BRING
- 10+ years of enterprise software sales experience, with a track record of selling technical platform solutions to engineers, architects, and executives
- Experience navigating infrastructure and platforms in enterprise environments with a focus on positioning solutions to mission-critical use cases
- Ability to sell services engagements, positioning enablement, certification, and long-term operational success as the foundation of a strategic partnership
- Proven success closing deals within large, multi-stakeholder enterprise organizations with a track record of achieving or exceeding sales targets
- Strong understanding of cloud, infrastructure, and developer tooling ecosystems
- Comfort operating cross-functionally across Sales, Marketing, Product, Engineering, Legal and Solutions Architecture to support growth within key accounts
- Familiarity with consumption-based pricing models and their implications for enterprise procurement
- Outstanding communication and negotiation skills, with the ability to present complex technical concepts to both technical and executive audiences
- Entrepreneurial mindset with a passion for solving large-scale customer challenges in a fast-paced, high-growth environment
Temporal Technologies is an Equal Opportunity Employer. Temporal Technologies does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status, or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need. We embrace and celebrate differences and diversity.
Temporal is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. If you need to request a reasonable accommodation, please let your Recruiter know so we can assist.
Location: United States
Workplace: Remote
We are looking for a Senior Solutions Engineer to join our Sales Engineering team. You will partner with Account Executives to qualify, progress, and close revenue opportunities with Fortune 500 prospects — guiding them through demos, architecture discussions, and proofs-of-concept that prove Coder’s value for both human developers and the AI coding agents working alongside them.
This is not a scripted-demo-only role. You are equally comfortable running a deep technical proof-of-concept and stepping back to translate a technical win into a business case an economic buyer will act on. You are energized by ambiguity, motivated by winning deals the right way, and capable of bringing the voice of the prospect back into how Coder builds and sells.
What you will be doing:
- Own the technical relationship with prospects through pre-sales, and efficiently manage towards a technical win
- Demo the Coder platform from the developer, administrator, and AI agent workflow perspectives
- Install Coder on cloud and on-prem Kubernetes or VM infrastructure
- Run proofs-of-concept that prove Coder’s value including for agentic and LLM-powered development workflows and accelerate deals
- Evolve into a subject-matter expert on Cloud Development Environments, agentic AI development, and their business impact
- Serve as the prospect’s and customer’s voice, routing insights to Engineering and Product
- Track and report product issues and feature requests using Linear
- Troubleshoot Coder deployments, networking, and Kubernetes components during evaluation
- Contribute pull requests to Coder’s documentation
What you bring:
- Minimum 5 years of experience as a Solutions Engineer selling infrastructure or developer tooling
- Strong customer-facing skills that win trust with technical stakeholders
- Ability to translate technical hurdles into business value in real time
- Understand agentic AI software development use cases and advocate passionately where appropriate
- Comfortable leading architecture demos and deep-dive troubleshooting sessions
- Deep Linux fundamentals and comfort at the command line
- 3+ years hands-on with Docker and Kubernetes
- Experience with AWS, Google Cloud, or Microsoft Azure
- 3+ years with Terraform or comparable infrastructure-as-code tooling
- Solid grasp of networking: ingress controllers, proxies, load balancers
- Experience with AI tooling at both the user level and infrastructure level (e.g. Claude Code, GitHub Copilot, Cursor) as well as LLM infrastructure such as model proxies and LLM routing layers (e.g. LiteLLM) and the ability to speak credibly to how enterprises evaluate and adopt them
- Startup-speed execution, ownership mindset, and a player-coach attitude
Bonus tacos if you have
- (Tacos? If you need an ice-breaker, ask how we say thanks by giving tacos!)
- Success at both high-growth startups and larger software vendors
- Direct experience deploying or supporting AI coding agents in customer environments (e.g. Claude Code, Devin, or similar autonomous/semi-autonomous dev tools)
- Background in CI/CD, DevOps, or developer-platform products
- Experience in platform engineering or developer platform teams
- Kubernetes, AWS, or related certifications
ABOUT CODER
Coder is the leading platform for AI development Infrastructure, enabling enterprises to securely run human and AI-driven development workflows in consistent, governed environments. Coder provides self-hosted, agent-ready workspaces that unify developer productivity and platform governance. With Coder, enterprises can confidently evolve from human-only development to AI-assisted and autonomous workflows, without sacrificing security, compliance, or performance. Learn more at coder.com http://coder.com.
INTERVIEW PROCESS
We believe that the interview process should be transparent, consistent, and enjoyable. We value your time and hope to complete the interview process in two to four weeks, if schedules allow. Through your interviews, you will meet a mix of individual contributors, managers, and senior leaders.
AI USE DURING THE INTERVIEW PROCESS
As an AI company, Coder embraces the use of AI tools, and we want to be transparent about our expectations as you navigate our interview process.
Not permitted: Using AI assistance during conversational interviews.
Permitted: Using AI tooling for take-home assessments. Please flag where and to what extent it was used in your take-home. Your submission will not be penalized for using AI as long as it is done honestly.
OUR USE OF AI IN HIRING
We use AI tools to help manage our recruitment process efficiently and fairly. Specifically:
- Ashby and Brainerr help us review inbound applications by surfacing candidates who best match the role requirements we've defined. This tool does not make hiring decisions; it helps our team prioritize which applications to review first.
- Granola takes notes during our interview calls so our team can focus on the conversation with you.
All hiring decisions are made by humans. Our team reviews applications, conducts interviews, and makes final selections. AI tools assist us but never replace human judgment, and these practices are conducted in compliance with applicable data protection, AI governance, and labor laws. Your data is not used to train AI models.
In accordance with New York City Local Law 144, an independent bias audit has been conducted on "Automated Employment Decision Tools"; results are available for Ashby https://www.ashbyhq.com/downloadables/ashby-bias-audit-08-2024.pdf.
If you're applying for a role at Coder and have questions about how we use AI in our process, or if you'd like to request information about the data we collect, please contact careers@coder.com.
CODER IS A PROUD EQUAL OPPORTUNITY EMPLOYER
We are committed to providing equal employment opportunities to qualified applicants and do not discriminate on the basis of race, color, ancestry, religion, sex, pregnancy, gender, gender identity, gender expression, sexual orientation, national origin, age, marital status, genetic information, disability, protected veteran status or any other characteristic protected by federal, state, or local laws.
Location: Remote - California
Our mission at Duolingo is to develop the best education in the world and make it universally available. It’s a big mission, and that’s where you come in!
At Duolingo, you’ll join a team that cares about educating our users, experimenting with big ideas, making fact-based decisions, and finding innovative solutions to complex problems. You’ll have limitless learning opportunities and daily collaborations with world-class minds — while doing work that’s both meaningful and fun.
Join our life-changing mission to develop education for our half a billion (and growing!) learners around the world.
Read
our blog
to learn more.
About the role...
Join us to build Duolingo Ads, Duolingo’s direct ad business. Most learners use our free, ad‑supported app—so great ads are core to our mission. We’re hiring a Head of West Coast Sales to open and scale our West Coast region. You will set regional strategy, build and lead a high‑performing team, and own revenue outcomes across priority verticals and agency holding companies. As a player/coach, you’ll cultivate senior‑level relationships, shape pricing and packaging with leadership, and close high‑impact deals that both delight learners and drive revenue while leading a team of sellers. This is a high‑ownership, early‑stage opportunity to help define how ads show up for hundreds of millions of learners while building a repeatable, data‑driven go‑to‑market.
🧠 You will...
Own West Coast revenue targets and forecasting; build a healthy, predictable pipeline across named accounts and agency groups, and deliver against quarterly goals.
Develop and execute the regional go‑to‑market strategy, including territory design, vertical focus, pricing/packaging inputs, and coverage plans as we scale.
Hire, coach, and lead a small team of sellers over time; establish operating rhythms, deal reviews, and CRM hygiene standards that improve forecast accuracy and execution.
Build and deepen senior relationships at brands and agencies; open new logos and expand strategic accounts with clear commercial narratives that map Duolingo’s unique strengths (design, IP, native formats) to client objectives.
Lead complex deals end‑to‑end—from prospecting and positioning through negotiation, close, renewal, and expansion—partnering tightly with Account Management and Ad Ops for flawless delivery.
Share actionable market feedback with sales and product leadership to inform pricing, packaging, measurement, and ad experiences while protecting the learner experience.
Operate with speed and rigor in a startup‑like environment, building repeatable sales motions, outreach cadences, and team practices that scale from 0→1 and 1→N.
✅ You have...
8+ years of direct digital ad sales experience with a consistent track record of hunting, closing, and renewing in premium mobile or consumer app environments.
Success selling video and native/custom formats and structuring innovative agreements with top‑tier advertisers and agencies.
Proven ability to engage senior decision makers while rolling up your sleeves to build collateral, troubleshoot issues, and drive revenue personally.
Strong understanding of ad tech and mobile app ecosystems, with skill using data to assess performance and inform pricing and packaging.
Excellent communication and presentation skills, and comfort operating with ambiguity at high velocity.
⭐ Exceptional candidates will have...
Established relationships across West Coast brand and agency decision makers.
Experience introducing or scaling a new ads product from 0→1 within a publisher or platform environment.
Experience shaping regional GTM, sales process, or coverage models beyond an individual book of business.
Familiarity partnering with Account Management and Ad Ops on native/custom programs and live‑campaign storytelling to drive renewals.
Vertical expertise in Entertainment, Gaming, Streaming, or Tech that accelerates early traction.
The offered salary is dependent upon several factors, including work experience, skills, and internal peer comparisons. The posted range is subject to change in the future. For this role, base salary is supplemented by equity compensation. We encourage you to talk with your recruiter for more information related to compensation for this role!
Salary Range:
$183,200
—
$274,800 USD
Benefits:
Take a peek at how we care for our employees' holistic well-being with our benefits
here
.
Job Alerts:
Sign up for job alerts
here
.
Accommodations:
We will do everything we can within reason to make sure that your interview takes place in an environment that fairly and accurately assesses your skills. If you need assistance or accommodation, please contact
accommodations@duolingo.com
.
Equal Employment Opportunity:
Duolingo is proud to be an Equal Employment Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
Fraud Warning:
Unfortunately, there is a rise in scammers pretending to be real Duolingo employees. Duolingo and our employees will never ask for your Social Security number, bank details, or passport info, and we’ll never ask you to deposit a check, purchase equipment, or exchange money during the interview process. Real Duolingo employees always use an email that ends in @duolingo.com or @recruiting.duolingo.com. Stay alert and double-check these details before sharing any information.
By applying for this position your data will be processed as per the
Duolingo Applicant Privacy Notice
.
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 Location
San Francisco Bay, CA
Los Angeles, CA
San Diego, CA
Seattle, WA
About the Role
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.
As the architectural complexity of enterprise solutions scales, we are evolving how we partner with our customers. The Customer Engineer (CE) represents the core driver of our technical go-to-market strategy: a trusted advisor who owns the technical relationship from the initial discovery phase through to long-term adoption and ongoing account expansion.
Sitting within the GTM organization and reporting to the Regional Customer Engineering Leader, you will not hand off your customers once an initial agreement is reached. Instead, you will operate as a quota-carrying technologist, utilizing AI-augmented workflows to eliminate administrative toil so you can focus on high-value architectural design and driving measurable business outcomes across the entire customer journey.
Responsibilities
Technical Validation:
Partner closely with Enterprise Commerical Account Executives to lead technical discovery, build bespoke architectures, and deliver compelling product demonstrations and Proof of Concepts (PoCs) across Cloudflare’s portfolio (Security, Networking and Developer Platforms).
Customer Adoption & Value Realization:
Lead and/or provide oversight to technical onboarding and implementation, serving as the primary executive and engineering contact for the customer. You will partner with Account Executives to own discovery, demos, onboarding, technical health, risk, and expansion strategy. You will proactively monitor dynamic customer health scores and telemetry to ensure rapid time-to-value and resolve integration bottlenecks.
Commercial Accountability & Expansion:
Carry a variable quota tied directly to new business acquisition and/or ongoing account growth. You will be commercially accountable for ensuring deep platform adoption, retaining revenue, and identifying strategic cross-sell and up-sell opportunities based on product usage data. Lead technical Quarterly Business Reviews (QBRs) to translate platform capabilities into return on investment for C-level executives.
Trusted Advisory:
Act as a trusted technical advisor throughout the entire customer lifecycle, maintaining a continuous, deep relationship with key stakeholders from initial onboarding through maturity, renewal, and expansion.
AI Orchestration & Workflow Automation:
Act as an "AI-Augmented" engineer. Leverage AI agents and internal platforms to automate routine tasks such as RFP/Security Questionnaire responses, sandbox provisioning, and basic telemetry monitoring, reclaiming your time for strategic customer advisory.
Minimum Qualifications
Experience:
Experience in a customer-facing technical role, such as Solutions Engineering, Customer Engineering, Sales Engineering, or as a Forward Deployed Engineer (years of experience required will vary based on Associate, Senior, Staff, or Principal leveling).
Technical Acumen:
Broad technical expertise spanning web security, networking (routing, DNS, DDoS mitigation), cloud infrastructure, and enterprise architecture.
Commercial Mindset:
Proven track record of operating in a quota-carrying or revenue-aligned environment, with a strong understanding of SaaS metrics, business value translation, and enterprise sales cycles.
Communication:
Exceptional presentation and stakeholder management skills, capable of bridging the gap between deep technical implementation details and high-level C-suite business strategy.
Bonus Points
Cloudflare AI Stack Experience:
Hands-on experience building, deploying, or architecting solutions using Cloudflare's developer platform and AI ecosystem, specifically Workers AI, AI Gateway, and Vectorize.
Applied AI Knowledge:
Experience with prompt engineering, Large Language Model (LLM) orchestration, or Retrieval-Augmented Generation (RAG) architectures.
Coding/Scripting:
Proficiency in Python, JavaScript, or similar languages to write custom integration scripts, API connectors, and edge computing functions.
Compensation
This role features a competitive base salary and a variable commission structure tied directly to the successful execution of full-lifecycle commercial targets, including new business acquisition, ongoing adoption milestones, and overall account expansion.
Compensation may be adjusted depending on work location. This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.
For Seattle, Washington based hires:
Estimated annual salary of $204,
000 - $292,
000.
For San Francisco Bay Area based hires: Estimated annual salary of $214,000 - $305,000.
For California based hires (Except San Francisco): Estimated annual salary of $214,000 - $305,000.
Equity
This role is eligible to participate in Cloudflare’s equity plan.
Benefits
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits
Medical/Rx Insurance
Dental Insurance
Vision Insurance
Flexible Spending Accounts
Commuter Spending Accounts
Fertility & Family Forming Benefits
On-demand mental health support and Employee Assistance Program
Global Travel Medical Insurance
Financial Benefits
Short and Long Term Disability Insurance
Life & Accident Insurance
401(k) Retirement Savings Plan
Employee Stock Participation Plan
Time Off
Flexible paid time off covering vacation and sick leave
Leave programs, including parental, pregnancy health, medical, and bereavement leave
What Makes Cloudflare Special?
We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.
Project Galileo
: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.
Athenian Project
: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.
1.1.1.1
: We released
1.1.1.1
to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our
privacy commitment
and ensure that no user data is sold to advertisers or used to target consumers.
Sound like something you’d like to be a part of? We’d love to hear from you!
Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process.
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual
race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law.
We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at
hr@cloudflare.com
or via mail at 101 Townsend St. San Francisco, CA 94107.
Location: Remote - California
Our mission at Duolingo is to develop the best education in the world and make it universally available. It’s a big mission, and that’s where you come in!
At Duolingo, you’ll join a team that cares about educating our users, experimenting with big ideas, making fact-based decisions, and finding innovative solutions to complex problems. You’ll have limitless learning opportunities and daily collaborations with world-class minds — while doing work that’s both meaningful and fun.
Join our life-changing mission to develop education for our half a billion (and growing!) learners around the world.
Read
our blog
to learn more.
About the role...
Join us to build Duolingo Ads, Duolingo’s direct ad business. Most learners use our free, ad‑supported app—so great ads are core to our mission. We’re hiring a Head of West Coast Sales to open and scale our West Coast region. You will set regional strategy, build and lead a high‑performing team, and own revenue outcomes across priority verticals and agency holding companies. As a player/coach, you’ll cultivate senior‑level relationships, shape pricing and packaging with leadership, and close high‑impact deals that both delight learners and drive revenue while leading a team of sellers. This is a high‑ownership, early‑stage opportunity to help define how ads show up for hundreds of millions of learners while building a repeatable, data‑driven go‑to‑market.
🧠 You will...
Own West Coast revenue targets and forecasting; build a healthy, predictable pipeline across named accounts and agency groups, and deliver against quarterly goals.
Develop and execute the regional go‑to‑market strategy, including territory design, vertical focus, pricing/packaging inputs, and coverage plans as we scale.
Hire, coach, and lead a small team of sellers over time; establish operating rhythms, deal reviews, and CRM hygiene standards that improve forecast accuracy and execution.
Build and deepen senior relationships at brands and agencies; open new logos and expand strategic accounts with clear commercial narratives that map Duolingo’s unique strengths (design, IP, native formats) to client objectives.
Lead complex deals end‑to‑end—from prospecting and positioning through negotiation, close, renewal, and expansion—partnering tightly with Account Management and Ad Ops for flawless delivery.
Share actionable market feedback with sales and product leadership to inform pricing, packaging, measurement, and ad experiences while protecting the learner experience.
Operate with speed and rigor in a startup‑like environment, building repeatable sales motions, outreach cadences, and team practices that scale from 0→1 and 1→N.
✅ You have...
8+ years of direct digital ad sales experience with a consistent track record of hunting, closing, and renewing in premium mobile or consumer app environments.
Success selling video and native/custom formats and structuring innovative agreements with top‑tier advertisers and agencies.
Proven ability to engage senior decision makers while rolling up your sleeves to build collateral, troubleshoot issues, and drive revenue personally.
Strong understanding of ad tech and mobile app ecosystems, with skill using data to assess performance and inform pricing and packaging.
Excellent communication and presentation skills, and comfort operating with ambiguity at high velocity.
⭐ Exceptional candidates will have...
Established relationships across West Coast brand and agency decision makers.
Experience introducing or scaling a new ads product from 0→1 within a publisher or platform environment.
Experience shaping regional GTM, sales process, or coverage models beyond an individual book of business.
Familiarity partnering with Account Management and Ad Ops on native/custom programs and live‑campaign storytelling to drive renewals.
Vertical expertise in Entertainment, Gaming, Streaming, or Tech that accelerates early traction.
The offered salary is dependent upon several factors, including work experience, skills, and internal peer comparisons. The posted range is subject to change in the future. For this role, base salary is supplemented by equity compensation. We encourage you to talk with your recruiter for more information related to compensation for this role!
Salary Range:
$152,000
—
$228,000 USD
Benefits:
Take a peek at how we care for our employees' holistic well-being with our benefits
here
.
Job Alerts:
Sign up for job alerts
here
.
Accommodations:
We will do everything we can within reason to make sure that your interview takes place in an environment that fairly and accurately assesses your skills. If you need assistance or accommodation, please contact
accommodations@duolingo.com
.
Equal Employment Opportunity:
Duolingo is proud to be an Equal Employment Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
Fraud Warning:
Unfortunately, there is a rise in scammers pretending to be real Duolingo employees. Duolingo and our employees will never ask for your Social Security number, bank details, or passport info, and we’ll never ask you to deposit a check, purchase equipment, or exchange money during the interview process. Real Duolingo employees always use an email that ends in @duolingo.com or @recruiting.duolingo.com. Stay alert and double-check these details before sharing any information.
By applying for this position your data will be processed as per the
Duolingo Applicant Privacy Notice
.
Location: Remote - US West
About the Job:
As a Strategic Account Executive, you will own the relationship with the most strategic customers in your territory. You will play a significant role in the expansion of growth within these accounts. You should be business oriented, customer focused, and a self-starter who works well with little supervision.
Responsibilities:
Ownership of Strategic Accounts: You will be the primary point of contact and relationship owner for several strategic accounts at LaunchDarkly (~8 total)
Territory and Account Planning: Develop comprehensive territory and account plans,
proactively drive
outbound pipeline generation independently, and collaborate effectively with Business Development Representatives.
Ensure Successful Adoption: Ensure the seamless adoption of LaunchDarkly within these large enterprises through robust account management. Coordinate closely with pre-and-post sales engineering, customer success, and support teams to guarantee client satisfaction.
Elevate LaunchDarkly's Visibility: Increase LaunchDarkly's visibility and communicate our value proposition effectively to Vice Presidents and C-Suite executives.
Collaboration with Solutions Engineers: Work closely with your solutions engineer counterpart to deliver both business and technical value to prospects and customers.
Cross-functional Collaboration: Collaborate with internal teams, including product support, developer relations, marketing, and revenue operations, to align our offerings with customer business needs effectively.
About You:
Entrepreneurial and Self-Motivated: You are driven and proactive, taking ownership of your role and responsibilities.
Passion for Learning and Growth: You are enthusiastic about continuous learning and personal development at LaunchDarkly.
Intellectual Curiosity and Ambition: You have a hunger for knowledge and strive for ambitious goals.
Excellent Communication: Your written and spoken communication skills are outstanding.
Highly Organized & Autonomous: You are capable of efficiently managing your workload and thrive in an environment that encourages autonomy.
Adaptability: You excel in a fast-paced and dynamic organizational setting.
Qualifications:
8-10+ years of Strategic Sales Experience (closing), preferably within the B2B technology sector.
Experience navigating complex deals over $1M.
You have a demonstrable track record of consistently meeting or exceeding quota expectations of 1M+.
You possess the expertise to navigate consultative sales cycles with Executive-level stakeholders at Fortune 500 companies.
You have experience implementing and succeeding with a Land & Expand SaaS Sales strategy, effectively expanding business within large accounts (1M ARR+).
Recent experience working for an emerging technology software company is a significant plus.
Familiarity with and experience using the MEDDPIC sales methodology is advantageous.
Travel: expected range of 25% to 50% as needed
Pay:
Target pay ranges based on Geographic Zones* for Level 4:
Zone 1:
San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle
- $336,800 - $371,000**
Zone 2:
Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago -
$303,100 - $334,000**
Zone 3:
All other US locations -
$286,300 - $315,000**
LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.
*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.
**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.
About LaunchDarkly:
Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations.
The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:
Improving the velocity and stability of software releases, without the fear of end customer outages
Delivering targeted experiences by easily personalizing features to customer cohorts
Maximizing the business impact of every feature through the ability to experiment and optimize
Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types
Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability
At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at
hr@launchdarkly.com
.
Do you need a disability accommodation?
Fill out this
accommodations request form
and someone from our People Operations team will contact you for assistance.
Your safety matters to us.
To protect yourself from potential scams, LaunchDarkly recruiters will only contact you from
@LaunchDarkly
.com email addresses or via LinkedIn from "Verified Recruiter" accounts.
Be cautious of emails from other domains. Legitimate LaunchDarkly recruiters will never ask for money, fees, or banking information before making a job offer. LaunchDarkly will never make a job offer without conducting a formal interview process. Our interview process does not involve asking detailed questions by email. If you are ever unsure about a communication that you receive, don't click any links—visit
Careers | LaunchDarkly
directly for confirmed job openings and links to apply.
Please notify us of any fraudulent representation by sending an email to
careers@launchdarkly.com
.
Location: United States (Remote); Seattle, Washington; San Francisco, California; Portland, Oregon
Workplace: Remote
ROLE SUMMARY
Join our Technical Services team as a Senior Platform Architect and drive transformational outcomes with Temporal. You’ll be the accountable technical owner from purchase to stable production, turning complex challenges into scalable, repeatable solutions. Shape delivery patterns, operational standards, and enablement strategies that accelerate customer success and create lasting competitive advantage across teams and environments.
Location: Must reside in the Western Time Zone.
WHAT YOU'LL DO
Own Production Readiness and Activation
- Act as the single owner of customers' scale-proof production readiness
- Drive the first production workflow and reduce time-to-production
- Establish guardrails and best practices for reliability, failure handling, scaling, and upgrades
- Make developers Temporal SDK experts, make customer platform architects Temporal Server and SDK best practice experts
- Set up alerting to catch issues before customers do
- Work on your assigned customers' most difficult problems
- Identify and remove activation blockers early before they become escalations
- Optimize costs and performance with customers
Run the Customer's Technical Program
- Build and execute a KPI-driven success plan tied to production outcomes
- Define standards for patterns, training, governance, and operational readiness
- Lead cross-functional coordination of Professional Services, Support, Partners, and internal teams, leveraging project management to ensure on-time, high-quality delivery
- Proactively manage technical risk, migrations, and architectural debt
Ensure Long-Term Technical Health
- Set and validate reliability, observability, and operational standards
- Monitor health signals and intervene before the customer knows they're happening
- Lead technical reviews, readiness checkpoints, and maturity assessments
- Certify teams and workloads as production-ready
Drive Adoption Through Production Success
- Surface growth signals based on usage, maturity, and confidence
- Partner with customers, Growth AEs and Solution Architects to unlock new workloads
- Translate production success into clear technical narratives for renewal and growth
- Advocate for customer needs and real-world patterns internally
WHAT YOU'LL BRING
- 6+ years of professional software engineering or solutions engineering experience
- Strong understanding of distributed systems, workflow orchestration, and reliability engineering principles
- Proficiency in at least one modern programming language such as Go, Java, TypeScript, or Python
- Experience building, deploying, and operating production systems at scale
- Demonstrated ability to debug complex technical issues and guide customers through resolution
- Strong customer-facing skills with the ability to communicate technical concepts clearly to diverse audiences
- Experience creating technical documentation, runbooks, and training materials
- Self-motivated with the ability to work independently while collaborating across teams
- Willingness to travel occasionally for customer engagements and team events
NICE TO HAVE
- Prior experience with Temporal or similar workflow orchestration platforms
- Experience with observability tools and practices for distributed systems
- Background in professional services, technical consulting, or solutions engineering roles
- Experience with Kubernetes, cloud platforms, and infrastructure-as-code tools
- Contributions to open source projects or developer communities
- Experience designing and delivering technical training or workshops
Temporal Technologies is an Equal Opportunity Employer. Temporal Technologies does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status, or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need. We embrace and celebrate differences and diversity.
Temporal is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. If you need to request a reasonable accommodation, please let your Recruiter know so we can assist.
Location: Remote - US
About the Job:
As a Senior Enterprise Account Executive, you will play a pivotal role in nurturing and expanding relationships with large enterprise accounts within your designated territory. You should possess exceptional business acumen, a customer-centric approach, and the self-motivation to thrive with minimal supervision. Moreover, you must be adaptable and proficient in wearing multiple hats as you take on this crucial responsibility. We have full confidence in your ability to make the right decisions and drive results autonomously.
LaunchDarkly is a rapidly evolving software company with a strong mission and vision, powered by a diverse and talented team. Our mission is to accelerate software development by empowering teams. Joining our dynamic and fast-growing team, you will make an immediate impact on our product and customer success.
Responsibilities:
Ownership of Large Enterprise Accounts:
You will be the primary point of contact and relationship owner for large enterprise accounts within your territory.
Territory and Account Planning:
Develop comprehensive territory and account plans, proactively drive outbound pipeline generation independently, and collaborate effectively with Business Development Representatives.
Ensure Successful Adoption:
Ensure the seamless adoption of LaunchDarkly within these large enterprises through robust account management. Coordinate closely with pre-and-post sales engineering, customer success, and support teams to guarantee client satisfaction.
Elevate LaunchDarkly's Visibility:
Increase LaunchDarkly's visibility and communicate our value proposition effectively to Vice Presidents and C-Suite executives within these large enterprises.
Collaboration with Solutions Engineers:
Work closely with your solutions engineer counterpart to deliver both business and technical value to prospects and customers.
Cross-functional Collaboration:
Collaborate with internal teams, including product support, developer relations, marketing, and revenue operations, to align our offerings with customer business needs effectively.
About You:
Entrepreneurial and Self-Motivated:
You are driven and proactive, taking ownership of your role and responsibilities.
Passion for Learning and Growth:
You are enthusiastic about continuous learning and personal development at LaunchDarkly.
Intellectual Curiosity and Ambition:
You have a hunger for knowledge and strive for ambitious goals.
Excellent Communication:
Your written and spoken communication skills are outstanding.
Highly Organized & Autonomous:
You are capable of efficiently managing your workload and thrive in an environment that encourages autonomy.
Adaptability:
You excel in a fast-paced and dynamic organizational setting.
Qualifications:
7+ years of Enterprise (closing) Sales Experience
Experience selling DevOps products or a strong technical understanding of developer workflows and pain points, with the ability to communicate how solutions address these challenges.
You have a demonstrable track record of consistently meeting or exceeding quota expectations.
You possess the expertise to navigate consultative sales cycles with Executive-level stakeholders at Fortune 500 companies.
You have experience implementing and succeeding with a Land & Expand SaaS Sales strategy, effectively expanding business within large enterprise accounts.
Recent experience working for an emerging technology software company is a significant plus.
Familiarity with and experience using the MEDDPIC sales methodology is advantageous.
Travel: expected range of 25% to 50% as needed
Pay:
Target pay ranges based on Geographic Zones* for Level 4:
Zone 1:
San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle
- $269,400 - $370,480**
Zone 2:
Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago -
$242,500 - $333,410**
Zone 3:
All other US locations -
$229,000 - $314,930**
LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.
*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.
**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.
About LaunchDarkly:
Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations.
The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:
Improving the velocity and stability of software releases, without the fear of end customer outages
Delivering targeted experiences by easily personalizing features to customer cohorts
Maximizing the business impact of every feature through the ability to experiment and optimize
Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types
Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability
At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at
hr@launchdarkly.com
.
Do you need a disability accommodation?
Fill out this
accommodations request form
and someone from our People Operations team will contact you for assistance.
Your safety matters to us.
To protect yourself from potential scams, LaunchDarkly recruiters will only contact you from
@LaunchDarkly
.com email addresses or via LinkedIn from "Verified Recruiter" accounts.
Be cautious of emails from other domains. Legitimate LaunchDarkly recruiters will never ask for money, fees, or banking information before making a job offer. LaunchDarkly will never make a job offer without conducting a formal interview process. Our interview process does not involve asking detailed questions by email. If you are ever unsure about a communication that you receive, don't click any links—visit
Careers | LaunchDarkly
directly for confirmed job openings and links to apply.
Please notify us of any fraudulent representation by sending an email to
careers@launchdarkly.com
.
seniorUnited States - Remote
УдалённоRemote, Canada; Remote, United States; Prefer location in PST, MST or CST timezone alignment; Comfort working in a remote, asynchronous environment, using documented decisions (e.g., issues, proposals, and runbooks) to keep work unblocked across time zones while collaborating effectively across GitLab team members, partners, and customer stakeholders.Bachelor's Degree in Information Technology, Computer Science, or other advanced technical degree, or equivalent experience; The base salary range for this role’s listed level is currently for residents of the United States only
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