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Location: San Francisco, CA; Remote (US); New York, NY (HQ) Workplace: Hybrid ABOUT RAMP Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books. The problems are high-stakes, data-dense, and unforgiving. We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome. The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same. If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it. ABOUT THE TEAM & ROLE Ramp's procurement product is changing how companies buy. We've built the fastest intake-to-pay platform on the market — 3x faster than traditional P2P workflows, with AI that automates sourcing, contract extraction, approval routing, and invoice matching in one place. Customers save an average of 16% on vendor spend annually and eliminate 46+ hours of manual purchasing work every month. As Manager of Procurement Activation, you're the person who makes that real at scale. You'll lead a team of Procurement Activation Specialists working with Mid-Market customers, typically 100 to 999 employees, $50M to $100M in revenue, from discovery and configuration through go-live. Where your ICs work directly with CFOs and controllers to redesign how individual companies buy, you're building the system that makes those implementations excellent, repeatable, and fast. 🎯 WHAT YOU'LL DO Lead & Develop the Team - Hire, onboard, and develop Procurement Activation Specialists; own their ramp from week one to full independence - Run structured 1:1s and coaching that moves ICs from reactive to proactive, and from execution to insight - Build a team culture where CSMs, AMs, and AEs don't just loop you in on escalations — they come to your team first, before things get complicated Define & Lead Strategy - Build the Procurement Activation playbook from the ground up: define what excellent looks like at every stage — discovery, configuration, customer education, go-live — and codify it so the team can execute it consistently and independently - Turn implementation patterns into structured product feedback Engineering and Product can act on. You're the bridge between what customers experience in the field and how the product gets better. - Partner with Sales, AM, and CSM leadership to define how procurement deals get handed off, scoped, and resourced — and own those standards across the organization Operationalize & Scale - Build the implementation process to survive growth: as Ramp's procurement product ships new capabilities and the customer base expands, you're ahead of what needs to change - Spot systemic blockers across implementations, drive resolution across functions. Product gaps, handoff failures, coverage issues. - Represent procurement activation in GTM planning, headcount conversations, and roadmap discussions. This team has a seat at the table because you've earned it! 🧠 WHAT YOU BRING - Procurement depth that earns the room: you understand procure-to-pay workflows, approval structures, ERP integrations, and vendor management well enough that a Controller or VP of Finance trusts your judgment on the first call. - Real people development experience: you've managed or closely mentored ICs and can point to specific moments where someone's skills or confidence visibly changed because of how you worked with them. Formal management tenure matters less than the quality of those examples. - Cross-functional influence without authority: you get alignment from people who don't report to you, communicate clearly at every level — AE, CSM, AM, VP — and hold your position when priorities compete - You've built something people actually use: a playbook, a training program, an escalation framework — something you created from scratch that outlasted your direct involvement and others adopted as their own - Writes and speaks with precision: you can walk a Controller through a procurement workflow and brief a VP on why an implementation is stalling, on the same day, in the same register of credibility 🌟 NICE TO HAVE - Experience in a customer-facing implementation or success role at a procurement software company (Coupa, Zip, Procurify, Stampli, Ivalua, or similar) or working in Procurement at a previous company. - Familiarity with AP automation, ERP integrations (NetSuite, QuickBooks), or invoice-to-payment workflows - Background in CS, implementation, or solutions consulting in B2B SaaS 🏆 WHAT SUCCESS LOOKS LIKE At 6 months: You're onboarding new hires on your own, making customer escalation calls without day-to-day guidance, and you've built a real reputation as the procurement authority inside Ramp. At 12 months: You're running independently and generating ideas that move procurement forward, not just executing what you inherited. You've influenced product direction based on patterns you spotted in the field. You have genuine relationships across CS, Sales, AM, and Product leadership — not just working ones. And the team you've built has changed how Ramp thinks about what a specialist program can do, with a clear path to doing the same in other product areas. BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL) - Flexible PTO - Centralized home-office equipment ordering - Health and wellness stipend - Budget for intra-office travel - Weekly coffee stipend UNITED STATES - 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents - One Medical annual membership - 401(k), including employer match on contributions made while employed by Ramp - Fertility HRA (up to $10,000 per year) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay - Pet insurance - In-office perks: lunch, snacks, drinks, and more - Relocation expense coverage to NYC or SF (if needed) CANADA - Group medical, dental, and vision coverage through Sun Life - Life, AD&D, and disability coverage - Fertility drug coverage (up to $4,000 lifetime) - Group Retirement Plan with employer match (RRSP + DPSP) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay - Employee Assistance Program and virtual care through Lumino Health UNITED KINGDOM - Private medical insurance through Freedom Elite - Virtual GP and at-home care via eMed x Livi - Workplace pension through Penfold, with salary sacrifice option - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay REFERRAL INSTRUCTIONS If you are being referred for the role, please contact that person to apply on your behalf.   OTHER NOTICES Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.   Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.   Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice

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Location: New York, NY (HQ); San Francisco, CA; Remote (US) Workplace: Hybrid ABOUT RAMP Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books. The problems are high-stakes, data-dense, and unforgiving. We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome. The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same. If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it. ABOUT THE TEAM & ROLE Ramp's procurement product is changing how companies buy. We've built the fastest intake-to-pay platform on the market. 3x faster than traditional P2P workflows, with AI that automates sourcing, contract extraction, approval routing, and invoice matching in one place. Customers save an average of 16% on vendor spend annually and eliminate 46+ hours of manual purchasing work every month. As a Procurement Product Activation Manager, you're the person who makes that real for our customers. You'll work directly with CFOs, controllers, and finance operations teams to design, configure, and launch Ramp's procurement product — helping them go from broken, manual buying processes to a streamlined system that their entire company actually uses. This is not a "follow the playbook" implementation role. You'll be redesigning how companies buy things, which requires equal parts process consulting, product expertise, and relationship management. 🎯 WHAT YOU'LL DO - Own procurement implementation for Commercial and upper Mid-Market accounts from close-won through go-live - Partner with CFOs, finance ops, IT, and legal stakeholders to map existing procurement workflows and design their future-state on Ramp through a change management process - When procurement and Bill Pay are both part of the deal, cover both — procurement is the priority, but you carry Bill Pay activation when it's bundled - Provide structured product feedback to Ramp's Engineering and Product teams based on what you see across implementations — this is a core part of the role - Partner with AEs and AMs when procurement configuration questions come up pre-close or during expansion 🧠 WHAT YOU BRING - Real procurement depth: you've lived inside procure-to-pay — whether at a company managing purchasing or at a platform like Coupa, Zip, Procurify, Stampli, or Ivalua. PO creation, approval routing, invoice matching, and ERP sync aren't concepts you read about; they're things you've configured or managed. - Customer-facing confidence: you run structured discovery, manage calls with multiple decision-makers, and can guide a Controller or AP Manager through a configuration decision without losing their trust - Strong follow-through: multiple implementations running at once, nothing falls through, customers don't have to chase you - Moves fast independently: Ramp's product ships constantly. You don't wait for someone to brief you on a new feature — you find it, figure it out, and update your approach. - Sharp product instincts: you can tell the difference between a user error, a training gap, and a real product limitation — and you say so directly to Engineering and Product, not just "the customer asked for X." 🌟 NICE TO HAVE - Experience at a procurement software company in an implementation, solutions, or customer success role - Familiarity with NetSuite, QuickBooks, or other ERP systems and how they integrate with procurement tools - Consulting background or experience at a company where structured discovery was a core skill. You know how to lead a call and leave with clear requirements 🏆 WHAT SUCCESS LOOKS LIKE - You're carrying 50–60 active implementations per quarter and customers are hitting go-live on schedule - Your CSM counterparts know what you're working on and why — handoffs are clean, nothing falls through the cracks between implementation and ongoing success - You've built or meaningfully improved at least one internal process — a playbook, a feedback loop with Product, a configuration template — that the team uses after you BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL) - Flexible PTO - Centralized home-office equipment ordering - Health and wellness stipend - Budget for intra-office travel - Weekly coffee stipend UNITED STATES - 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents - One Medical annual membership - 401(k), including employer match on contributions made while employed by Ramp - Fertility HRA (up to $10,000 per year) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay - Pet insurance - In-office perks: lunch, snacks, drinks, and more - Relocation expense coverage to NYC or SF (if needed) CANADA - Group medical, dental, and vision coverage through Sun Life - Life, AD&D, and disability coverage - Fertility drug coverage (up to $4,000 lifetime) - Group Retirement Plan with employer match (RRSP + DPSP) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay - Employee Assistance Program and virtual care through Lumino Health UNITED KINGDOM - Private medical insurance through Freedom Elite - Virtual GP and at-home care via eMed x Livi - Workplace pension through Penfold, with salary sacrifice option - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay REFERRAL INSTRUCTIONS If you are being referred for the role, please contact that person to apply on your behalf.   OTHER NOTICES Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.   Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.   Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice

Location: London, UK Workplace: OnSite ABOUT RAMP Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books. The problems are high-stakes, data-dense, and unforgiving. We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome. The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same. If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it. ABOUT THE ROLE As one of the first Account Executives based in the UK, you’ll be focused on driving Ramp’s expansion in the European market. This role is for sellers who thrive in ambiguity, move fast, and take ownership of outcomes without being handed a playbook. You'll run a high-velocity motion across small and mid-market businesses – qualifying quickly, driving urgency, and closing deals across a diverse set of countries, cultures, and buying behaviours. In this role, you’ll also have the opportunity to build out our broader EMEA GTM strategy. WHAT YOU'LL DO - Drive revenue for Ramp, owning the sales cycle through close - Manage a high-volume book across SMB and mid-market segments, while navigating more complex, multi-stakeholder deals - Collaborate with product, design, and engineering teams to incorporate customer feedback - Adapt your approach to the cultural and commercial nuances of selling across multiple European markets - Own sales activity, pipeline, and revenue targets in a metrics-driven sales environment - Maintain clean CRM hygiene, accurate forecasting, and disciplined follow-ups WHAT YOU NEED - AI fluency as a daily habit. Ramp is a builder culture: if you don't instinctively reach for AI before doing things manually, this role will be a hard adjustment - Minimum 2 years of quota-carrying SaaS sales experience - Proven ability to operate in a fast-paced environment - Consistent track record of hitting or exceeding targets - Operates with high autonomy and an entrepreneurial mindset - Ability to work 5x a week in office, in London, with willingness to travel UK & continental EU NICE TO HAVE - Fluency in additional European languages - Prior CRM experience (preferably Salesforce) - Experience launching a new territory or vertical - Fintech or financial services sales experience BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL) - Flexible PTO - Centralized home-office equipment ordering - Health and wellness stipend - Budget for intra-office travel - Weekly coffee stipend UNITED STATES - 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents - One Medical annual membership - 401(k), including employer match on contributions made while employed by Ramp - Fertility HRA (up to $10,000 per year) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay - Pet insurance - In-office perks: lunch, snacks, drinks, and more - Relocation expense coverage to NYC or SF (if needed) CANADA - Group medical, dental, and vision coverage through Sun Life - Life, AD&D, and disability coverage - Fertility drug coverage (up to $4,000 lifetime) - Group Retirement Plan with employer match (RRSP + DPSP) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay - Employee Assistance Program and virtual care through Lumino Health UNITED KINGDOM - Private medical insurance through Freedom Elite - Virtual GP and at-home care via eMed x Livi - Workplace pension through Penfold, with salary sacrifice option - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay REFERRAL INSTRUCTIONS If you are being referred for the role, please contact that person to apply on your behalf.   OTHER NOTICES Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.   Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.   Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice

Location: London, England Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! As a Manager of Inside Sales, you’ll lead a high-performing team of Inside Sales Representatives and Sr. Inside Sales Representatives focused on managing the end-to-end renewal process for our Unassigned, Mid-Market, Enterprise, and Strategic customers. Your team will cover renewals across LOA, TBH, and complex or multi-org accounts, ensuring a best-in-class experience for every customer while driving predictable retention and growth outcomes. You’ll play a key leadership role in building an inclusive, high-performance culture rooted in coaching, collaboration, and accountability. You’ll also partner closely with Sales Managers, Customer Success, and cross-functional partners to ensure alignment on renewal strategy, forecast accuracy, and execution on strategic accounts. This is a full time role that will be held from our London Hub. What you’ll do at Figma: Hire, onboard, and coach Inside Sales Representatives and Sr. Inside Sales Representatives to provide consistent 1:1s, career development support, and skill-based coaching on negotiation, forecasting, and customer engagement Own NRR performance for assigned renewals, while monitoring and managing to key KPIs including forecast accuracy, GRR, expansion, and churn/contraction metrics Lead renewal forecasting, pipeline reviews, and inspection of deal quality - ensuring accuracy, consistency, and timely execution Analyze data to identify at-risk renewals and guide the team to act early and strategically Coach to and iterate on renewal playbooks for LOA/TBH coverage, multi-org renewals, and non-ELA accounts, ensuring clarity on process and ownership Collaborate closely with Sales Managers, GTM leadership, Customer Success, Deal Desk, Legal, and Finance to align on renewal strategy, account coverage, and engagement plans for strategic customers while streamlining quoting, approvals, and deal execution Act as the senior level sponsor for complex or high-value renewals - partnering with senior partners, navigating escalations, and ensuring a positive customer experience at every step Champion operational discipline - improving data hygiene, renewal velocity, and forecast predictability through consistent coaching and accountability We'd love to hear from you if you have: 5+ years in B2B SaaS renewals, account management, or sales, including 2+ years leading teams Proven success managing and developing emerging and mid-level sellers to exceed retention and growth targets Strong cross-functional collaboration skills - able to build trust and alignment with Sales, Success, and Operations leaders Strong sales skills operational rigor: adept at discovery, demo, negotiation, forecasting, inspecting pipelines, and making data-driven decisions Experience with Salesforce and renewals tooling (e.g., Ironclad) and strong understanding of SaaS metrics (GRR, NRR, expansion rate) While not required, it’s an added plus if you also have: German or French proficiency to support EMEA customers Prior experience helping build or scale a regionalised renewals or inside sales organisation At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status , or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com . These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities. Examples of accommodations include but are not limited to: Holding interviews in an accessible location Enabling closed captioning on video conferencing Ensuring all written communication be compatible with screen readers Changing the mode or format of interviews To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice . Application limits: To help candidates focus on the opportunities most relevant to their skills and experience, Figma limits the number and frequency of applications. These limits apply to all roles: Candidates may submit up to 5 applications during any rolling 30-day period. Candidates may not reapply to the same role while an application is active or within 90 days of receiving a rejection. Once the applicable days has passed, candidates are welcome to apply again.

Location: Hybrid - London About Vercel: Vercel is the agentic infrastructure company, freeing people and agents to ship what's next. For more than a decade we've helped builders move from idea to production with speed, security, and exceptional developer experience. Now we're scaling our products for both agents and people to ship and run software, built in the open and trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide. About the Role: Vercel is hiring a Head of Commercial sales, EMEA (excl. DACH) to lead and scale our Commercial sales team across EMEA (excl. DACH). This is a high-impact leadership role for someone who thrives in a fast-paced, high-velocity environment and knows how to build the systems, culture, and talent needed to consistently hit and exceed revenue targets in the mid-market and growth segment. Commercial is one of Vercel's most important growth levers in EMEA - it's where we convert developer love and self-service momentum into contracted, expanding revenue with scaling tech companies and digital-native businesses. This leader will own that motion end-to-end: hiring and developing a team of Commercial AEs, driving pipeline efficiency, and ensuring Vercel is well-positioned to win in a competitive and fast-moving market. You'll be based in London and work closely with Marketing, SDR leadership, Solutions Engineering, and Customer Success to build a repeatable, scalable commercial sales engine across the region. If you’re based within a pre-determined commuting distance of one of our offices (SF, NY, London, or Berlin), the role includes in-office anchor days on Monday, Tuesday, and Friday. If you're located beyond that distance, the role is fully remote. For location-specific details, please connect with our recruiting team. What You Will Do: Own the EMEA Commercial sales number - pipeline, forecasting, and revenue attainment across the mid-market and growth segment Hire, onboard, and develop a team of Commercial AEs, building a culture of high activity, sharp qualification, and consistent execution Drive a high-velocity sales motion with shorter cycles, strong outbound discipline, and efficient deal management Coach AEs on territory planning, prospecting strategies, and how to sell to technical and business stakeholders at scaling companies Partner with Marketing and SDR leadership to build and convert pipeline across EMEA - inbound and outbound Develop and iterate on Commercial-specific messaging and positioning that resonates with engineering leaders and CTOs at growth-stage companies Accurately forecast and report on team activity and revenue to EMEA sales leadership Build scalable processes, playbooks, and onboarding frameworks that let the team ramp quickly and perform consistently Collaborate cross-functionally with CS, Product, and Legal to ensure smooth handoffs and strong retention in the commercial segment Identify expansion opportunities within the existing commercial customer base and coach AEs to grow accounts over time Represent Vercel at EMEA industry events, developer conferences, and customer-facing engagements About You: 3+ years of sales leadership experience in a SaaS or technical software environment, with a strong track record managing high-velocity commercial or mid-market teams Proven ability to hire, ramp, and develop commercial AEs in a competitive market Deep understanding of commercial sales motions - you know how to run a tight pipeline, coach on qualification, and keep deal velocity high without sacrificing quality Experience selling into engineering, product, or technical leadership at scaling or growth-stage companies Data-driven approach to running a team - you use metrics to identify coaching opportunities, forecast accurately, and iterate on process Hands-on leader who is comfortable being in deals, on calls, and in the weeds when your team needs it Fluency in English required; additional European language skills (French, German, Italian, Spanish and Arabic) are a strong plus given the EMEA scope Familiarity with developer tooling, frontend infrastructure, or cloud platforms is a significant advantage Familiarity with Vercel, Next.js, or the modern web development ecosystem is a plus Based in London Benefits & Compensation: Competitive compensation package, including equity. Inclusive Healthcare Package. Learn and Grow - we provide mentorship and send you to events that help you build your network and skills. Flexible Time Off. We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed. The London base pay range for this role is 300,000 - 330,000 OTE GBP. Actual salary will be based on job-related skills, experience, and location. The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process. Disclosures: Privacy: Please review our Job Applicant Privacy Policy for more information on how we handle your data. Equal Opportunity: Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.

Location: San Francisco; New York City Workplace: Hybrid About WorkOS 🚀 WorkOS builds modern developer tools and APIs that make it easy for companies to become Enterprise Ready. Our platform powers authentication, identity, authorization, and other critical infrastructure that developers need to securely scale their products to large organizations. We recently raised a $100M Series C, valuing the company at $2B, led by Meritech and Sapphire with participation from Greenoaks, Craft, Abstract, and Audacious. WorkOS powers enterprise features for many of the fastest-growing AI companies, including OpenAI, Cursor, and Perplexity, Sierra, and Plaid. As AI reshapes software, WorkOS is at the frontier of Human and Agent Authentication, Identity, and Access Control helping companies answer a new critical question: who are your agents, and what are they allowed to do? Our fast-growing customer base includes hundreds of modern software companies building the next generation of enterprise-ready products. About the role 💭 We are seeking a Business Development Representative to join our sales team. As an outbound-focused BDR, you'll play a crucial role in WorkOS's growth by identifying, engaging, and qualifying prospects in the enterprise and mid-market segments. You'll be selling a developer-first product to technical buyers — and you'll use AI tooling to do it at a scale a traditional BDR can't match. Your primary goal will be to generate new opportunities through outbound outreach, research, and strategic engagement with target accounts. Responsibilities ✔️ - Creative Outbound Prospecting: Generate new leads through targeted outbound activities, including cold calls, emails, LinkedIn outreach, events and other channels. We are looking for resourcefulness and innovation crafting new outbound strategies. - AI-Powered Workflows: Use LLMs and AI tooling to research accounts, personalize outreach at scale, and automate the repetitive parts of the job. We expect you to build your own workflows — not just use the ones handed to you. - Account Research: Research and identify key prospects, decision-makers, and stakeholders within target accounts to tailor your outreach efforts. Understand what a company is actually building — their stack, their auth setup, their scaling problems. - Lead Qualification: Engage with prospects to understand their pain points, business needs, and how WorkOS can help solve their challenges, qualifying them for the sales team. - Pipeline Development: Set up high-quality meetings and demos for Account Executives by nurturing leads through the sales funnel. - CRM Hygiene: Diligently log all prospecting activities, conversations, and pipeline data in Salesforce (or other CRM systems) to maintain accurate records and forecast pipeline health. - Metrics-Driven: Meet and exceed monthly quotas for outbound activities, including the number of meetings set, emails sent, calls made, and qualified opportunities created. - Continuous Learning: Stay up-to-date on industry trends, WorkOS product developments, competitor offerings, and what's changing in AI and developer tooling — so you can position yourself as a trusted advisor to technical buyers. Qualifications 🌟 - Experience: 1-2 years of experience in a business development, sales development, or outbound sales role, preferably in SaaS or a technical product company - Target Personas: Experience outbounding to cofounders and CTOs - AI-Native: You already use AI tools daily and have opinions about them. You've built prompts, workflows, or automations that made you meaningfully faster — and you can walk us through exactly what you built and why. - Writing Skills: Able to independently craft messages and campaigns to technical leaders. You use AI to draft and scale, but you have the judgment to know when the output isn't good enough to send. - Communication Skills: Excellent verbal and written communication skills, with the ability to craft personalized messages that resonate with different audiences - Technical Aptitude: Comfort with understanding technical products and effectively communicating the value of WorkOS to both technical and non-technical stakeholders. Bonus if you can read API docs, poke at a codebase, or have shipped something yourself. - Tools: Experience with a modern sales stack (i.e. Salesforce, Gong, Loom, Outreach) and with AI tools like Claude, ChatGPT, or Clay - Curiosity & Adaptability: Willingness to learn, adapt quickly to new strategies, and stay curious about the industry and your prospects' needs - Self-Starter: Highly motivated, self-sufficient, and able to work in a remote environment while managing your time effectively - You are located in the greater San Francisco Bay Area, able to work locally, available for in-person meetings with clients and customers, and able to attend in-person events as needed. Benefits and Perks (US Only) 💖 At WorkOS, we offer resources that emphasize personal and familial well-being. We offer healthcare coverage for you and your family, including medical, dental, and vision. We offer parental leave, paid-time off and fully remote working arrangements.   - 401k matching - Competitive Equity - Healthcare, dental and vision coverage - FSA, ST/LT Disability, Voluntary Life - Carrot fertility benefits - 20 days paid vacation + 10 holidays + unlimited sick leave - 12 weeks fully paid parental leave - Fitness: Monthly stipend for gyms, yoga classes, race registrations or whatever keeps you active - Wellness: Monthly stipend for a massage, meditations class, therapy, or activities that enhance your well-being - Commuter benefits for hybrid employees in SF/NYC - Unlimited token usage! Please inquire directly with our recruiting team for benefits available to those working outside the US.   Equal Opportunity Employer WorkOS is an equal opportunity employer, committed to diversity and inclusiveness. We will consider all qualified applicants without regard to race, color, nationality, gender, gender identity or expression, sexual orientation, religion, disability or age. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

Location: Berlin, Germany Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! At Figma, our Solutions Consulting team bridges technical expertise with business context to help customers realize what’s possible with our platform. As a Solutions Consultant supporting Mid-Market accounts, you’ll partner with Sales and cross-functional teams to craft and deliver consultative strategies that showcase Figma’s value. You’ll lead technical discussions, demos, and solution design to help customers achieve their goals and transform how they build products, playing a key role in driving revenue and growth as Figma continues to innovate This is a full time role that can be held from our Berlin hub. What you'll do at Figma: Paint the vision of the Figma Platform and guide customers in realizing the value through product demonstrations and presentations Support the Sales team by addressing Figma platform questions and showcasing how Figma accelerates digital product delivery to customers Own the customer IT and Security relationship during the deal cycle by addressing security questionnaires, RFIs, RFPs, identity and Mid-Market questions Collaborate with Product and Support to identify opportunities for enhancing account security through new product features and help influence the product roadmap Design and scale technical sales efforts, facilitating conversations and connections between our customers, sales, and product teams Create thoughtful content to delight customers and internal partners surrounding the Figma platform Collaborate with amazing Figmates to hone your craft and execute daily. We are looking for fantastic life-long learners who can operate with autonomy We’d love to hear from you if you have: 6+ years professional experience, 4+ years of sales engineering or solution consulting experience in a SaaS organization Demonstrated ability to adapt to new technologies and learn quickly and ability to prioritize competing demands from customers and balance their needs against those of the business Responsible for positioning technology presales, successfully establishing success criteria and leading evaluations. Familiarity with the Mid-Market SaaS ecosystem Excellent communication skills within a variety of audiences and a knack for delivering compelling presentations and product demonstrations. Fluency in German and English language Front end development or developer lifecycle experience While it’s not required, it’s an added plus if you also have: Experience using or working with Figma, or other UX/UI experience You embody our values and can thrive in a constantly evolving and growing environment At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status , or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com . These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities. Examples of accommodations include but are not limited to: Holding interviews in an accessible location Enabling closed captioning on video conferencing Ensuring all written communication be compatible with screen readers Changing the mode or format of interviews To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice . Application limits: To help candidates focus on the opportunities most relevant to their skills and experience, Figma limits the number and frequency of applications. These limits apply to all roles: Candidates may submit up to 5 applications during any rolling 30-day period. Candidates may not reapply to the same role while an application is active or within 90 days of receiving a rejection. Once the applicable days has passed, candidates are welcome to apply again.

Location: Tokyo, Japan Workplace: Hybrid WHO WE ARE Notion is the collaborative AI workspace where teams and agents think together https://www.youtube.com/watch?v=vkpYpWfEK5s. We're building one place where your knowledge, projects, meetings, and AI tools live side by side, so work is faster, clearer, and less fragmented. Millions of individuals, small teams, and large companies run their work on Notion. Notinos (our employees) are customer zero in bringing this future of work to life. We care about craft, building things that last, and the belief that great work is still fundamentally human. Our goal isn’t to ship the next feature. Each and every team of Notinos is working to set the standard for how humans work together in the AI era. From building a business’s system of record to making and managing AI agents to automating away the busy work, we care deeply about giving our customers more time for their life’s work. ABOUT THE ROLE We're looking for a motivated Sales team leader with an entrepreneurial and building spirit to join our Commercial Sales team. This person will play an integral role in helping lead our growth efforts across Japan. We need someone with an entrepreneurial and builder spirit, someone who enjoys coaching sales reps to be the best they can be, someone who is data-driven and experienced in managing a high-velocity sales pipeline. As an early member of the team, you'll be instrumental in helping define our sales motion, meaningfully shape our future product, and drive business revenue all while having a blast doing it! WHAT YOU'LL ACHIEVE - Lead a team of Commercial Account Executives who handles full cycle sales activities, including: prospecting/building pipeline, developing new potential accounts, expanding existing customers, and renewing an install base - Own the strategy of your team’s territory, including how the team maximizes the revenue it is generating and retaining - Own the execution of your team’s strategy, including the team forecast and pipeline generation - Work with cross functional partners (Sales, Channel, Customer Success, Deal Desk, Ops, Legal) to build playbooks and define our sales motion - Liaise with our incredible user base to provide world class customer experience - Work with the various Notion leaders to define and lead our long term sales strategy to help us move up market - Meet with executives from some of our largest prospects and customers to help engage and ultimately in business - Attract, hire, and retain a world class sales organization - You don’t need to be an AI expert, but you’re curious and willing to adopt AI tools to work smarter and deliver better results. SKILLS YOU'LL NEED TO BRING - 5+ years of full cycle sales at a fast growing software, SaaS, or AI company - 3+ years sales management or team leader experience - Understanding of PLG and SLG sales motions, with successful experience in combining bottom-up Land and Expand approaches with top-down strategies - Proven track record in the Commercial, Mid-Market segments. Ability to articulate customer case studies based on experience in collaboration and productivity domains. - A passion for coaching and rep development, specifically around building compelling business cases and creating urgency - A track record of leading high performing teams who exceed their quotas - Strong leader who builds cross functional relationships inside and outside of sales - A builder mentality who thrives in collaborative environments - A phenomenally strong communicator with engaging and compelling presentation skills - A positive and openness minded attitude - A strong desire to be successful without sacrificing your values - An ability to operate within the gray and find creative or out-of-the-box solutions when faced with ambiguity - A strong ability to analyze data to build thoughtful strategies - Fluency in Japanese (native level) and English (business level) NICE TO HAVES - You've been a leader at a fast growing start up before - You've got strong technical chops - Direct sales plus experience of selling through Partners - Experience of quarterly sales planning By clicking “Submit Application”, I understand and agree that Notion and its affiliates and subsidiaries will collect and process my information in accordance with Notion’s Global Recruiting Privacy Policy https://notion.notion.site/Notion-Global-Recruiting-Privacy-Policy-fc3eb4e829354a26a2bb6fd5e289b550. https://dev.notion.so/Notion-Global-Recruiting-Privacy-Policy-a3ce416456924276a59de91bca740028?pvs=21 #LI-Onsite A NOTE ON AI You don’t need deep AI expertise for every role, but we do expect every Notino to be intellectually curious, drawn to tinkering and discovery, and excited to use AI as a real collaborator in their work. For some roles, AI fluency is a core requirement — when that’s the case, we'll say so explicitly in the qualifications. People who thrive here don’t treat AI as a novelty. They use it to think better, and make their work easier for others to build on. EQUAL OPPORTUNITY & ACCOMMODATIONS We hire talented people from a wide range of backgrounds. If you’re excited about this role but don’t meet every bullet, we still encourage you to apply. Notion is an equal opportunity employer and does not discriminate on the basis of any legally protected characteristic. Consistent with applicable law, we will consider for employment qualified applicants with arrest and conviction records. Notion provides reasonable accommodations during the application process; if you need one, please let your recruiter know. Notion is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Notion considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Notion is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please let your recruiter know.

Location: Remote - United Kingdom What We’re Building Honeycomb is a service for the near and present future, defining observability and raising expectations of what developer tools can do! We’re working with well known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard and more across a range of industries. This is an exciting time in our trajectory, we’ve closed Series D funding, scaled past the 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023! If you want to see what we’ve been up to, please check out these blog posts and Honeycomb.io press releases . Who We Are We come for the impact, and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and we strive to live our values every day. We want our people to do what they truly love amongst a team of highly talented (but humble) peers. How We Work We are a fully distributed company, which means we believe it is not where you sit, but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time we imbue a lot of trust, autonomy, and accountability from Day 1. #LI-Remote Little more about the team: You’ll join a high-performing, strategic sales team focused on moving Honeycomb further into the enterprise space. We’ve proven product-market fit, closed Fortune 500 logos, and built a pipeline that’s primed for the kind of enterprise sellers who know how to multi-thread, influence the C-suite, and navigate $500K–$1M+ ACV opportunities. This is not a role for a former mid-market rep trying to stretch—it’s built for enterprise closers who know the game and want to win it. What you’ll do in the role: Own and drive complex, 6–12+ month sales cycles with Fortune 1000 and Global 2000 companies Build strategic, multi-threaded relationships across engineering, DevOps, observability, and procurement leadership Sell consultatively, bringing deep understanding of the customer’s business, technical landscape, and buying process Collaborate cross-functionally with Solutions Architects, Product, and Customer Success to shape high-value, tailored deals Deliver predictable pipeline growth, accurate forecasting, and exceed quota targets Represent Honeycomb at key industry events, conferences, and executive briefings What you’ll bring to the role: 5+ years of full-cycle enterprise SaaS selling experience, ideally in DevOps, observability, or cloud infrastructure Proven ability to land $500K+ multi-year deals with complex buying committees Strong executive presence with the ability to influence C-level stakeholders across technical and non-technical roles Deep discovery, storytelling, and consultative selling expertise A track record of building champions and navigating enterprise buying cycles with precision Grit, ambition, and a bias for execution—someone who thrives in fast-paced, high-ownership environments Experience leveraging MEDDPICC, Command of the Message, or similar enterprise sales frameworks On Target Earnings (OTE) based on level of experience (Base + Commission) £180,500 — £212,200 GBP What you'll get when you join the Hive: A stake in our success - generous equity with employee-friendly stock program It’s not about how strong of a negotiator you are - our pay is based on transparent levels relative to experience Time to recharge with unlimited PTO A distributed-first mindset and culture (really!) Home office, co-working, and internet stipend Full benefits coverage for employees, with additional coverage available for dependents Up to 16 weeks of paid parental leave, regardless of path to parenthood Annual development allowance And much more... Please note we cannot currently sponsor or support visa transfers at this time. Additionally, in compliance with applicable law, all persons hired will be required to verify identity and eligibility to work. Phishing and Recruitment Scam Warning: We take your security seriously. Please be aware that recruitment scams are increasingly common and scammers may create email addresses or websites to impersonate Honeycomb employees. To help protect you: All communications will come from an @honeycomb.io email address We occasionally work with external recruiting agencies. These partners will use legitimate business email addresses— never personal accounts like Gmail or Yahoo . Our recruiting process will never ask you to provide financial or sensitive personal information, including but not limited to: Social security or tax identification numbers Credit card numbers Bank account information Diversity & Accommodations: We're committed to building a diverse, inclusive, and equitable workplace—where people of all backgrounds, identities, experiences, and abilities are welcomed, valued, and supported. We recognize that there is no single path to success and embrace nontraditional career journeys and diverse perspectives as key to building stronger, more innovative teams. We strive to ensure an inclusive experience throughout every stage of our hiring process and are happy to provide reasonable accommodations as needed. If you require accommodations or accessible formats at any point during our hiring process, please let your recruiter know. As an equal opportunity employer our hiring process is designed to put you at ease and help you show your best work. If there’s anything we can do to improve your experience, we’re always open to feedback. Privacy Notice: If you apply for a job at Honeycomb and your application is unsuccessful (or you withdraw from the process or decline our offer), Honeycomb will retain your information after your application for a period of time in accordance with local laws. We retain this information for various reasons, including in case we face a legal challenge in respect of a recruitment decision, to consider you for other current or future jobs at Honeycomb, and to help us better understand, analyze and improve our recruitment processes. For more information regarding our privacy practices please see the Honeycomb Privacy Notice . If you do not want us to retain your information, or want us to update it, please contact privacy@honeycomb.io . Please note, however, that we may retain some information if required by law or as necessary to protect ourselves from legal claims.

Location: Remote - United States What We’re Building Honeycomb is a service for the near and present future, defining observability and raising expectations of what developer tools can do! We’re working with well known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard and more across a range of industries. This is an exciting time in our trajectory, we’ve closed Series D funding, scaled past the 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023! If you want to see what we’ve been up to, please check out these blog posts and Honeycomb.io press releases . Who We Are We come for the impact, and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and we strive to live our values every day. We want our people to do what they truly love amongst a team of highly talented (but humble) peers. How We Work We are a fully distributed company, which means we believe it is not where you sit, but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time we imbue a lot of trust, autonomy, and accountability from Day 1. #LI-Remote Little more about the team: You’ll join a high-performing, strategic sales team focused on moving Honeycomb further into the enterprise space. We’ve proven product-market fit, closed Fortune 500 logos, and built a pipeline that’s primed for the kind of enterprise sellers who know how to multi-thread, influence the C-suite, and navigate $500K–$1M+ ACV opportunities. This is not a role for a former mid-market rep trying to stretch—it’s built for enterprise closers who know the game and want to win it. What you’ll do in the role: Own and drive complex, 6–12+ month sales cycles with Fortune 1000 and Global 2000 companies Build strategic, multi-threaded relationships across engineering, DevOps, observability, and procurement leadership Sell consultatively, bringing deep understanding of the customer’s business, technical landscape, and buying process Collaborate cross-functionally with Solutions Architects, Product, and Customer Success to shape high-value, tailored deals Deliver predictable pipeline growth, accurate forecasting, and exceed quota targets Represent Honeycomb at key industry events, conferences, and executive briefings What you’ll bring to the role: 5+ years of full-cycle enterprise SaaS selling experience, ideally in DevOps, observability, or cloud infrastructure Proven ability to land $500K+ multi-year deals with complex buying committees Strong executive presence with the ability to influence C-level stakeholders across technical and non-technical roles Deep discovery, storytelling, and consultative selling expertise A track record of building champions and navigating enterprise buying cycles with precision Grit, ambition, and a bias for execution—someone who thrives in fast-paced, high-ownership environments Experience leveraging MEDDPICC, Command of the Message, or similar enterprise sales frameworks On Target Earnings (OTE) based on level of experience (Base + Commission) $275,000 — $300,000 USD What you'll get when you join the Hive: A stake in our success - generous equity with employee-friendly stock program It’s not about how strong of a negotiator you are - our pay is based on transparent levels relative to experience Time to recharge with unlimited PTO A distributed-first mindset and culture (really!) Home office, co-working, and internet stipend Full benefits coverage for employees, with additional coverage available for dependents Up to 16 weeks of paid parental leave, regardless of path to parenthood Annual development allowance And much more... Please note we cannot currently sponsor or support visa transfers at this time. Additionally, in compliance with applicable law, all persons hired will be required to verify identity and eligibility to work. Phishing and Recruitment Scam Warning: We take your security seriously. Please be aware that recruitment scams are increasingly common and scammers may create email addresses or websites to impersonate Honeycomb employees. To help protect you: All communications will come from an @honeycomb.io email address We occasionally work with external recruiting agencies. These partners will use legitimate business email addresses— never personal accounts like Gmail or Yahoo . Our recruiting process will never ask you to provide financial or sensitive personal information, including but not limited to: Social security or tax identification numbers Credit card numbers Bank account information Diversity & Accommodations: We're committed to building a diverse, inclusive, and equitable workplace—where people of all backgrounds, identities, experiences, and abilities are welcomed, valued, and supported. We recognize that there is no single path to success and embrace nontraditional career journeys and diverse perspectives as key to building stronger, more innovative teams. We strive to ensure an inclusive experience throughout every stage of our hiring process and are happy to provide reasonable accommodations as needed. If you require accommodations or accessible formats at any point during our hiring process, please let your recruiter know. As an equal opportunity employer our hiring process is designed to put you at ease and help you show your best work. If there’s anything we can do to improve your experience, we’re always open to feedback. Privacy Notice: If you apply for a job at Honeycomb and your application is unsuccessful (or you withdraw from the process or decline our offer), Honeycomb will retain your information after your application for a period of time in accordance with local laws. We retain this information for various reasons, including in case we face a legal challenge in respect of a recruitment decision, to consider you for other current or future jobs at Honeycomb, and to help us better understand, analyze and improve our recruitment processes. For more information regarding our privacy practices please see the Honeycomb Privacy Notice . If you do not want us to retain your information, or want us to update it, please contact privacy@honeycomb.io . Please note, however, that we may retain some information if required by law or as necessary to protect ourselves from legal claims.

Location: Remote - United States What We’re Building Honeycomb is a service for the near and present future, defining observability and raising expectations of what developer tools can do! We’re working with well known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard and more across a range of industries. This is an exciting time in our trajectory, we’ve closed Series D funding, scaled past the 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023! If you want to see what we’ve been up to, please check out these blog posts and Honeycomb.io press releases . Who We Are We come for the impact, and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and we strive to live our values every day. We want our people to do what they truly love amongst a team of highly talented (but humble) peers. How We Work We are a fully distributed company, which means we believe it is not where you sit, but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time we imbue a lot of trust, autonomy, and accountability from Day 1. #LI-Remote Little more about the team: You’ll join a high-performing, strategic sales team focused on moving Honeycomb further into the enterprise space. We’ve proven product-market fit, closed Fortune 500 logos, and built a pipeline that’s primed for the kind of enterprise sellers who know how to multi-thread, influence the C-suite, and navigate $500K–$1M+ ACV opportunities. This is not a role for a former mid-market rep trying to stretch—it’s built for enterprise closers who know the game and want to win it. What you’ll do in the role: Own and drive complex, 6–12+ month sales cycles with Fortune 1000 and Global 2000 companies Build strategic, multi-threaded relationships across engineering, DevOps, observability, and procurement leadership Sell consultatively, bringing deep understanding of the customer’s business, technical landscape, and buying process Collaborate cross-functionally with Solutions Architects, Product, and Customer Success to shape high-value, tailored deals Deliver predictable pipeline growth, accurate forecasting, and exceed quota targets Represent Honeycomb at key industry events, conferences, and executive briefings What you’ll bring to the role: 5+ years of full-cycle enterprise SaaS selling experience, ideally in DevOps, observability, or cloud infrastructure Proven ability to land $500K+ multi-year deals with complex buying committees Strong executive presence with the ability to influence C-level stakeholders across technical and non-technical roles Deep discovery, storytelling, and consultative selling expertise A track record of building champions and navigating enterprise buying cycles with precision Grit, ambition, and a bias for execution—someone who thrives in fast-paced, high-ownership environments Experience leveraging MEDDPICC, Command of the Message, or similar enterprise sales frameworks On Target Earnings (OTE) based on level of experience (Base + Commission) $275,000 — $300,000 USD What you'll get when you join the Hive: A stake in our success - generous equity with employee-friendly stock program It’s not about how strong of a negotiator you are - our pay is based on transparent levels relative to experience Time to recharge with unlimited PTO A distributed-first mindset and culture (really!) Home office, co-working, and internet stipend Full benefits coverage for employees, with additional coverage available for dependents Up to 16 weeks of paid parental leave, regardless of path to parenthood Annual development allowance And much more... Please note we cannot currently sponsor or support visa transfers at this time. Additionally, in compliance with applicable law, all persons hired will be required to verify identity and eligibility to work. Phishing and Recruitment Scam Warning: We take your security seriously. Please be aware that recruitment scams are increasingly common and scammers may create email addresses or websites to impersonate Honeycomb employees. To help protect you: All communications will come from an @honeycomb.io email address We occasionally work with external recruiting agencies. These partners will use legitimate business email addresses— never personal accounts like Gmail or Yahoo . Our recruiting process will never ask you to provide financial or sensitive personal information, including but not limited to: Social security or tax identification numbers Credit card numbers Bank account information Diversity & Accommodations: We're committed to building a diverse, inclusive, and equitable workplace—where people of all backgrounds, identities, experiences, and abilities are welcomed, valued, and supported. We recognize that there is no single path to success and embrace nontraditional career journeys and diverse perspectives as key to building stronger, more innovative teams. We strive to ensure an inclusive experience throughout every stage of our hiring process and are happy to provide reasonable accommodations as needed. If you require accommodations or accessible formats at any point during our hiring process, please let your recruiter know. As an equal opportunity employer our hiring process is designed to put you at ease and help you show your best work. If there’s anything we can do to improve your experience, we’re always open to feedback. Privacy Notice: If you apply for a job at Honeycomb and your application is unsuccessful (or you withdraw from the process or decline our offer), Honeycomb will retain your information after your application for a period of time in accordance with local laws. We retain this information for various reasons, including in case we face a legal challenge in respect of a recruitment decision, to consider you for other current or future jobs at Honeycomb, and to help us better understand, analyze and improve our recruitment processes. For more information regarding our privacy practices please see the Honeycomb Privacy Notice . If you do not want us to retain your information, or want us to update it, please contact privacy@honeycomb.io . Please note, however, that we may retain some information if required by law or as necessary to protect ourselves from legal claims.