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Location: San Francisco; New York Workplace: Remote ABOUT US: AI NEEDS A NEW INFRASTRUCTURE LAYER. WE'RE BUILDING IT AT MODAL. Every era of computing brought new workloads that previous infrastructure couldn't support: mainframes, databases, and the cloud. Each time, the company that rebuilt the layer underneath defined the decade. AI is no different, except it touches everything instead of one slice, and the window to build the layer underneath it is open right now. Our customers include category-defining companies like Ramp https://modal.com/blog/how-ramp-built-a-full-context-background-coding-agent-on-modal, Cognition, DoorDash, and Suno. They rely on Modal for instant GPU access, sub-second container starts, and native storage, so it's simple to serve low-latency inference, fine-tune models, and access production-ready sandboxes at scale. We've passed $1B in annualized run rate, up 15x from a year ago. In October 2026 we raised a $750M Series D led by Accel at a $15.75B valuation. Our team includes creators of popular open-source projects (e.g.,Seaborn https://github.com/mwaskom/seaborn,Luigi https://github.com/spotify/luigi), academic researchers, international olympiad medalists, and experienced engineering and product leaders with decades of experience. ABOUT THE ROLE: We're hiring the first Account Managers at Modal. You'll report to the Regional Director of Account Management and be a founding member of the team. This function does not exist yet. There is no playbook, no territory map, no established motion. You'll own a book of business from day one and build the motion at the same time — from fast-moving AI startups to large enterprise teams running critical infrastructure on Modal. This is a commercial role with a revenue target. You'll be measured on retention and expansion across your accounts. While you won't be delivering the technical recommendations and implementation, the work is technical by nature. Our customers are engineers running GPU workloads, inference, and batch jobs in production, and you need to hold your own in those conversations. The profile we're hiring is a technical account manager. You've worked at companies that are deeply technical and consumption in nature. You bring the commercial instincts to grow revenue from an existing base and enough technical depth to know which conversation actually matters. And you can credibly work with a CxO all the way down to a Developer. WHAT THE ROLE IS: - A founding seat. You're helping build the AM function with us, not joining one that already runs. The account plans, expansion motions, and customer cadence you and the rest of the founding team figure out are what we scale to every AM we hire after you. - A technical customer-facing role. You'll work directly with Developers and ML teams on what they're building and how Modal fits. You translate and triage the deeper technical work to FDEs and Product when it's needed. - A book of business. You’ll own a set of accounts and be responsible for the revenue that comes from them. Expect to be meeting with customers in your first few days because the best playbooks are built from real experiences. WHAT THE ROLE IS NOT: - A traditional post-sales role. You're measured on revenue, not health scores. - An on-call support function. You're not fixing bugs or triaging tickets. You're driving growth. - A technical delivery role. You're not implementing for the customer. You know where the technical work goes and you pull in the right people. - An inherited motion. Nothing is handed to you. If you identify gaps in process, tooling, or a playbook — you help build it. - A single-lane job. Our priorities go customer → company → team → me. We focus on delivering maximum impact vs. "this is my job". WHAT YOU'LL ACHIEVE: - Build Modal's account management function and iterate on it as we scale the business - Own and deliver on a revenue target across your book of accounts - Grow an account's first use case, expand into a second, and drive standardization across the Modal platform - Get fluent enough in Modal to hold your own with engineering teams on their workloads, and know when to pull in FDEs, Support, or Product - Work with Sales, Solutions Architects, FDEs, Support, and Product to grow accounts and feed customer signal back into the roadmap - Travel to customers as needed to support key accounts and drive expansion opportunities WHAT YOU'LL NEED TO BRING: - Customer-facing experience. You've owned a revenue target or supported a revenue target in a highly technical, consumption business. - Technical depth. You work autonomously with Developers through CxOs and understand the core parts of the developer tech stack. - AI builder. You're hands on building with AI tools — not just consuming workflows that were built for you. - Ownership. You run your book of business and projects like you're the CEO of it. You're highly organized bringing stability, predictability, and pace to your work. You take action vs. waiting for direction. - Learning velocity. You operate with the mindset of what I can do today vs. let me pick this up tomorrow. You move fast, take the learnings, and iterate on it. - Cross-functional partner. Low ego, easy to work with, and highly accountable. You ask for feedback, you act on it, and you'd rather be corrected early than right late. Internal teams love working with you. NICE-TO-HAVE: - Experience as a Technical Account Manager, Solutions Engineer, Solutions Consultant, or similar type role - Certification as an engineer (ex. Computer Science Degree, Professional Bootcamps) - Early GTM hire experience at a fast-growing startup - You've sat close to GPU spend, model training, or inference workloads

300 000 – 300 000 $

Location: Paris, France WHO WE ARE Notion is the collaborative AI workspace where teams and agents think together https://www.youtube.com/watch?v=vkpYpWfEK5s. We're building one place where your knowledge, projects, meetings, and AI tools live side by side, so work is faster, clearer, and less fragmented. Millions of individuals, small teams, and large companies run their work on Notion. Notinos (our employees) are customer zero in bringing this future of work to life. We care about craft, building things that last, and the belief that great work is still fundamentally human. Our goal isn’t to ship the next feature. Each and every team of Notinos is working to set the standard for how humans work together in the AI era. From building a business’s system of record to making and managing AI agents to automating away the busy work, we care deeply about giving our customers more time for their life’s work. ABOUT THE ROLE: The Notion EMEA Recruiting team acts as trusted business partners who craft a thorough, inclusive, and curated interviewing experience. We believe hiring exceptional talent, at the right time, is the best path forward to achieve our company’s ambitious goals. We’re looking for a Go-to-Market Recruiter to support our growth across key Go-to-Market (GTM) teams in EMEA, with an emphasis on Sales. In this role, you'll help shape our recruiting strategy, manage full-cycle hiring efforts, and ensure a delightful yet rigorous hiring process. This role will be based in Paris. We work from our offices on Mondays, Tuesdays and Thursdays (our Anchor Days) because we do our best thinking and building together in person. We’re looking for someone who’s excited to work alongside the team during those days. WHAT YOU'LL ACHIEVE: - Serve as a trusted recruiting partner to leaders across the GTM org, owning the full recruiting lifecycle from sourcing through successful close - Design and implement creative sourcing strategies to attract diverse top talent across EMEA markets - Ensure scalable and structured hiring plans with consistent evaluation processes while creating thoughtful candidate experiences - Partner with cross-functional teams including Total Rewards, People Operations, and People Partners to drive holistic talent strategies - Leverage AI tools, to innovate recruiting processes and provide data-driven insights on market conditions - Champion and scale best practices while thoughtfully adapting for regional nuances SKILLS YOU'LL NEED TO BRING: - 5+ years of full-cycle recruiting experience in high-growth, technical, GTM functions - Fluency in French and English - Proven track record of identifying, qualifying, and closing exceptional talent across various levels - Experience coaching and advising hiring managers through our recruiting process while keeping talent density as a priority - Ability to build diverse candidate pipelines and guide hiring managers in creating inclusive teams - Outstanding communication, attention to detail, and interpersonal skills with a commitment to delivering high-quality recruiting experiences - Ability to thrive in fast-paced, dynamic environments NICE TO HAVES: - Passionate about leveraging technology and AI to transform recruiting processes Notion is committed to providing highly competitive cash compensation, equity, and benefits. The compensation offered for this role will be based on multiple factors such as location, the role's scope and complexity, and the candidate's experience and expertise, and may vary from the range provided below. The estimated range for total on target earnings (including base salary and on target incentive pay) for this role is €98,000-€109,000 per year. By clicking “Submit Application”, I understand and agree that Notion and its affiliates and subsidiaries will collect and process my information in accordance with Notion’s Global Recruiting Privacy Policy https://notion.notion.site/Notion-Global-Recruiting-Privacy-Policy-fc3eb4e829354a26a2bb6fd5e289b550. https://dev.notion.so/a3ce416456924276a59de91bca740028?pvs=21 #LI-Onsite A NOTE ON AI You don’t need deep AI expertise for every role, but we do expect every Notino to be intellectually curious, drawn to tinkering and discovery, and excited to use AI as a real collaborator in their work. For some roles, AI fluency is a core requirement — when that’s the case, we'll say so explicitly in the qualifications. People who thrive here don’t treat AI as a novelty. They use it to think better, and make their work easier for others to build on. EQUAL OPPORTUNITY & ACCOMMODATIONS We hire talented people from a wide range of backgrounds. If you’re excited about this role but don’t meet every bullet, we still encourage you to apply. Notion is an equal opportunity employer and does not discriminate on the basis of any legally protected characteristic. Consistent with applicable law, we will consider for employment qualified applicants with arrest and conviction records. Notion provides reasonable accommodations during the application process; if you need one, please let your recruiter know. Notion is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Notion considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Notion is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please let your recruiter know.

Location: Dublin, Dublin, Ireland, EMEA From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven. About Us Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions. As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact. ​ During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites. About the Role Fivetran is building data pipelines to power the modern data stack for thousands of companies. We’re looking for a high-performance, experienced engineer to be a part of a team of Site Reliability Engineers. You will be working closely with engineering teams, product managers, as well as support, sales engineers and solution architects to build the future of the Fivetran Data Platform Reliability. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team. Technologies You’ll Use Cloud Service Providers(CSPs): AWS, Azure and Google Cloud Kubernetes: Managed Kubernetes services (EKS, AKS and GKE) Continuous Integration tools: github actions, Buildkite Continuous Delivery: ArgoCd Databases: Postgres and all the major Databases Languages: Go, Java Scripts: Typescript, Python, Shell IaC: Terraform and Pulumi RESTful API: FastAPI Cloud networking: Privatelinks in Azure and AWS, Private service connect in GCP and site-to-site VPN tunnels in all 3 major cloud service providers - AWS, Azure and Google Cloud What You’ll Do As a member of the Site  Reliability Engineering team, you will take ownership over the overall performance and reliability of Fivetran’s infrastructure, the robustness of the deployment pipeline, as well as timely and effective incident response and resolution. You will take responsibility for the growth and stability of Fivetran’s infrastructure, and be a key player driving effective incident response and overall issue avoidance. Responsible for ongoing reliability and robustness of Fivetran’s production infrastructure by monitoring availability, capacity, and throughput. Evolve systems by adding reliability into our product roadmap Coordinate the re-prioritise or fix critical bugs for support or sales requirements as needed Make recommendations to production infrastructure by interfacing with engineering to ensure 100% availability Ensure scalable artifacts deployment to all environments by automation scripts Constantly monitor infrastructure vulnerabilities and remedy them by working with the security team Skills We’re Looking For Expertise in managed Kubernetes (EKS, AKS, and GKE). Knowledge of Cloud Platforms and related tooling: AWS, Azure, Google Cloud (GCP), Terraform, Ansible, Buildkite, Pulumi and ArgoCD. Experience in Python/Shell scripting and Go Language. Bonus if you have Java. Experience with Linux operating systems internals and administration Experience with cloud networking like Site-to-Site VPNs, Privatelinks and Private Service connect (GCP) AI-assisted engineering: Experience using AI tools for code review, automation, incident analysis, documentation, and reducing operational toil. Bonus Skills​ 5+  years of  experience working with SaaS products at scale Experience with databases such as PostgreSQL #LI-IM1 #LI-HYBRID Perks and Benefits 100% employer-paid medical insurance * Generous paid time away from work, including paid vacation or flexible/unlimited vacation depending on role and country, plus paid sick time, inclusive parental leave, paid holidays, including a year-end Global Week of Rest, and volunteer days off. RSU stock grants* Professional development and training opportunities Company virtual happy hours, free food, and fun team-building activities Monthly cell phone stipend Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents. * May vary by country and worker type - please reach out to your recruiter for more information Click here to learn more about Fivetran's Benefits by Region. We’re honored to be valued at over $5.6 billion , but more importantly, we’re proud of our core values of Get Stuck In, Do the Right Thing, and One Team, One Dream . Read about us in Forbes . Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities. To learn more about Fivetran’s culture and what it’s like to be part of the team, click here and enjoy our video. To learn more about our candidate privacy policy, you can read our statement here . We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this form . We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.

Задачи: — Управление полным циклом рекрутинга для ролей BDM и Sales на рынках Африки и Азии — Поиск, скрининг и взаимодействие с кандидатами через LinkedIn и другие релевантные каналы — Проведение HR-интервью и оценка мотивации, стиля коммуникации и соответствия кандидатов рынку — Координация этапов интервью с менеджерами по найму и поддержание процесса — Поддержание организованного и здорового пула кандидатов — Регулярное предоставление обновлений о ходе найма, проблемах и рыночных инсайтах — Обеспечение плавного, профессионального и дружелюбного опыта для кандидатов Требования: — Опыт работы в рекрутинге от 3 лет — Минимум 1 год опыта международного найма — Опыт найма BDM, Sales Managers или других коммерческих ролей — Опыт работы с рынками Африки и/или Азии — Уверенное управление ролями от начала до предложения — Сильные навыки поиска, скрининга и управления заинтересованными сторонами — Хорошие организационные навыки и ответственность — Владение английским языком на уровне B2 и выше — Опыт работы с LinkedIn и ATS инструментами — Знание русского языка будет плюсом — Опыт в финтехе будет значительным преимуществом Условия: — Международный опыт найма на быстрорастущих рынках — Возможность тесного взаимодействия с бизнес-стейкхолдерами — Энергия стартапа с реальными возможностями для роста — Высокий уровень доверия и автономии — Четкие цели и видимый эффект от рекрутинга — Дружелюбная и поддерживающая команда

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Aufgaben: 1. Qualifizierung von Leads 2. Telefonische Vereinbarung von Sales Terminen (90% kalte Leads, 10% warme Leads) Qualifikation: - Erfahrung im Sales Bereich (B2B) - Kommunikative Persönlichkeit - Guten Umgang mit Menschen - Den Willen Vollgas zu geben Berufserfahrung: - Vertrieb (B2B): 1 Jahr (notwendig) Sprache: - Deutsch (Erforderlich) Leistungen: - Betriebliche Weiterbildung - Flexible Arbeitszeiten - 100% remote – arbeite von überall Art der Stelle: Freelance oder Festanstellung Unternehmen LOTARO ist ein schnell wachsendes Remote-Ed-Tech Unternehmen im deutschsprachigen Raum mit einem Remote-Team aus über 15 High-Performern. Es gibt extremen Produktfokus, starkes Wachstum durch interne Weiterbildungen, Einkommen selbst in der Hand, gute Aufstiegsmöglichkeiten bei starker Performance (Setter/Closer), aufstrebendes Unternehmen mit großer Vision und flexible Arbeitsplatzgestaltung durch Remote-Kultur. Vision des Unternehmens: Aufbau des besten Livetrainingsangebots für Unternehmen im deutschsprachigen Markt.

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Location: New York City Workplace: Hybrid ABOUT MOTHERDUCK Don’t let the quirky name fool you: At MotherDuck, we’re on a mission to make data warehousing fun, frictionless, and ducking awesome for developers and data practitioners building blazing fast internal and customer-facing analytics experiences. We're building a cloud-hosted version of DuckDB, working hand-in-hand with the creators of the fastest-growing and fastest-improving query engine on the planet. Unlike other databases, MotherDuck was architected to unify local development with cloud operations to bridge the gap between software and data engineering workflows. Our team is a mix of thoughtful, passionate, and empathetic data industry veterans. WHAT YOU WILL DO MotherDuck is looking for a highly motivated Business Development Representative (BDR) to help drive our growth and introduce companies to the next generation of cloud-based data analytics. This is an opportunity to join our growing BDR team, helping to shape our top of funnel sales strategy and build a strong pipeline of potential customers. As a BDR at MotherDuck, you’ll be the first point of contact for many of our prospective customers, engaging them in meaningful conversations about how our platform can help them duck and cover from data complexity. You will work closely with our Sales and Marketing teams to identify, engage, and qualify leads, ensuring a seamless handoff to our Account Executives. If you thrive in a fast-paced, collaborative environment and love the challenge of building relationships and identifying business opportunities, this role is for you! This role based will be located in our New York City office. KEY RESPONSIBILITIES: - Identify & Qualify Opportunities: Listen actively, ask great questions, and determine if a prospect is a strong fit for MotherDuck’s solutions. - Pipeline Building: Develop and maintain a pipeline of high-quality leads to support our Account Executives. - Product Education: Learn and articulate MotherDuck’s value proposition to prospective customers in a way that resonates with their pain points. - Collaboration: Work closely with Sales, Marketing, and Product teams to refine messaging and improve outreach effectiveness. - Communicate with Clarity: Explain technical concepts in a way that’s easy to understand, ensuring potential customers grasp the value of MotherDuck. - Continuous Improvement: Gather feedback from prospects to help improve our messaging and go-to-market approach. - Adapt & Problem-Solve: Tailor your approach based on different industries, customer pain points, and personalities. - Own the Process: Maintain accurate records in our CRM, follow up with prospects, and continually refine your outreach strategies. - Outbound Prospecting: Conduct targeted outreach via email, phone, and social channels to generate interest and set meetings with potential customers. - Stay Curious & Keep Learning: Develop a deep understanding of data analytics, industry trends, and the challenges our customers face. WHAT YOU BRING - A high motor—you thrive in a fast-paced, dynamic environment and love pushing forward. - Resilience and adaptability—you see challenges as opportunities and can quickly pivot when needed. - Strong communication skills—you know how to engage, listen, and connect with different audiences. - Emotional intelligence—you read the room, handle objections with grace, and build trust naturally. - Intellectual curiosity— You have a natural curiosity for learning about new industries, technologies, and customer pain points, coupled with a willingness to experiment, iterate, and adapt based on feedback to continuously refine your outreach strategies. - A collaborative mindset—you’re a team player who works well across functions and values shared success. - Technical aptitude—you’re excited about data and analytics and eager to learn more about how MotherDuck helps companies. - A hunter mentality—you’re motivated, persistent, and thrive on finding and developing new opportunities WHAT PEOPLE SHOULD BE SAYING IF YOU’RE DOING DUCKING AWESOME - “This BDR is a prospecting machine! They consistently bring in high-quality leads that convert.” - “Their ability to break down technical concepts and spark interest is unmatched.” - “They don’t just send emails—they build relationships and open doors.” - “The pipeline is flowing smoothly, thanks to their proactive outreach and keen qualification skills.” OUR INTERVIEW PROCESS We like to keep things transparent, so here's what to expect if you apply... 1. Discovery call with our recruiting team to get acquainted and make sure we're a mutual fit 2. A conversation with our BDR Lead to learn more about your prospecting approach, communication style, and what excites you about the data space 3. A deeper conversation with our Sales team covering outbound strategy, how you handle objections, and a short role-play exercise 4. A final conversation with our CEO focused on values and vision PLEASE APPLY Does this role sound appealing to you, but you’re missing some of the requirements or don’t quite think you’re qualified?  Please apply anyway. Research has shown that underrepresented groups in technology often shy away from roles which aren’t a 100% match. We aim to build a diverse team and will strongly consider applicants who bring many of the requirements plus have other experiences which round out their qualifications. MotherDuck is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based on 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. MotherDuck is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities.

Location: Frankfurt am Main, Germany; Frankfurt, Germany; Munich, Germany About Wolt At Wolt, we create technology that brings joy, simplicity and earnings to the neighborhoods of the world. In 2014 we started with delivery of restaurant food. Now we’re building the delivery of (almost) everything and you’ll find us in over 500 cities in 30 countries around the world. In 2022 we joined forces with DoorDash and together we keep on dreaming big and expanding across the globe. Working at Wolt isn’t always easy, but it’s definitely exciting. Here you’ll learn more, build more, and ship more than in most other companies. You’ll be challenged a lot, but also have a lot of fun on the way. So, if you’re a self-starter with drive and entrepreneurial spirit, this could be the ride of your life. Role intr o We are on a mission to build the biggest local commerce company in Europe, and restaurants are its core. When people think of our brands, they usually think "weekend dinner treat". As a Restaurant Growth Manager, your job is to change that: get more of our customers' food spend onto Wolt and Deliveroo by making sure the restaurants people actually want are on our platform, and by opening up the occasions we don't yet win (breakfast, lunch, late night, weekend groups, family meals). You'll own a growth pillar end to end, from sizing the opportunity in the data, to designing the test, to scaling what works across markets. This is a highly analytical, highly commercial role, and it sits at the seam between Consumer and Merchant, so you'll spend as much time on which brands we have, what's on their menus and how they're priced as you do on the app itself. Reporting to the Director of EMEA Restaurant Growth, you'll join a three-pod team within the EMEA Consumer org. Our remit spans both Wolt and Deliveroo across EMEA, so you'll be building things that have to work in very different markets at very different stages, and you'll partner daily with Product, Analytics, CRM, Pricing, and local market teams on both sides of the house. What you'll be doing Own a growth pillar end to end, from opportunity sizing through test design to multi-market rollout, and be accountable for the number it moves Find the restaurants our customers want and can't get today, size the demand they'd unlock, and work with Merchant and Sales teams to prioritise and land them Find the occasions we're losing and win them back, building the consumer proposition, price point, content and merchant supply that makes a daypart or mission actually work Move the headline metrics: restaurant spend per MAU, subtotal per order, units per order, the share of customers ordering across more than one daypart, and how much of what people want to order they can actually find Run the test-and-scale loop with Product, Analytics and CRM: design a clean experiment, read the result honestly, kill what doesn't work, and scale what does Our humble expectations Several years in consumer or marketplace growth, strategy & operations, product operations, category management, or management consulting, including experience leading people or owning a workstream with others delivering into it Genuinely strong analytical skills: you can size an opportunity, design a clean test, and read a result without kidding yourself. Commercial instinct for consumer behaviour, and real curiosity about why someone orders breakfast on a Tuesday but not lunch A track record of shipping cross-functionally, especially with Product, Marketing/CRM and local market teams Comfortable operating across many markets at once, where local tastes, price points, brands and maturity all differ Excellent communication, written and verbal, with the ability to turn a messy analysis into a one-page recommendation a leadership team can act on Fluent with AI tools and comfortable weaving them into your everyday workflow Genuine enjoyment of ambiguous, hard-to-crack growth problems that don't come with an existing playbook Our Commitment to Diversity and Inclusion We’re committed to growing and empowering a more inclusive community within our company, industry, and cities. That’s why we hire and cultivate diverse teams of people from all backgrounds, experiences, and perspectives. We believe that true innovation happens when everyone has room at the table and the tools, resources, and opportunity to excel. Beware of recruitment scams: DoorDash, Deliveroo, and Wolt will never ask you to pay money or share sensitive financial information during hiring — learn more about our legitimate recruiting process at Recruitment Scam Awareness - DoorDash .

Location: Tokyo Workplace: Remote WHO ARE WE? Cohere is the leading security-first enterprise AI company. We build cutting-edge foundation AI models and end-to-end products that are designed to solve real-world business problems. We’re training and deploying frontier models for enterprises who are building AI systems. We believe that our work is instrumental to the widespread adoption of AI and we are looking for folks that want to be part of that. We obsess over what we build. Each one of us is responsible for contributing to increasing the capabilities of our models and the value they drive for our customers. Cohere is a team of researchers, engineers, designers, and more, who are all passionate about their craft. We are a global technology company headquartered in Toronto with key offices in London, New York City, San Francisco, Montreal, Paris, Berlin and Seoul. Join us! Why this role? Adoption of AI is moving rapidly from pilots to production. Enterprises across APAC are investing in generative-AI programs, creating a once-in-a-decade market inflection point. At Cohere, we’re committed to transforming the Japan enterprise landscape through strategic partnerships and innovative AI solutions. As a Partner Development Manager for the Japan Enterprise Market, you’ll be at the heart of our mission to empower businesses across the region with cutting-edge AI technologies. This role is perfect for someone who thrives in a dynamic, cross-cultural environment and is passionate about driving growth through collaboration. You’ll work closely with leading enterprises, system integrators, and technology partners to co-create value, expand market reach, and deliver impactful AI solutions tailored to the unique needs of Japanese businesses. Japan is a key strategic market for Cohere, and your work will directly contribute to our success in this region. You’ll have the opportunity to shape partnerships that drive digital transformation, foster innovation, and position Cohere as a leader in the Japan AI ecosystem. If you’re a strategic thinker, a relationship builder, and eager to make a meaningful impact in one of the world’s most dynamic markets, this role is your chance to shape the future of AI in Japan. As our Partner Development Manager - Japan, you will own the success of our partner relationships in Japan. Key responsibilities include: Partner Strategy & Execution - Define and execute Cohere’s partner-go-to-market plan for the Japan Enterprise Market, aligning with regional business objectives. - Partner with the broader GTM team to identify and recruit high-impact partners across system integrators, distributors, resellers, ISVs, and cloud providers. - Develop relationships with key stakeholders across the partner ecosystem to ensure success of the partnership. Partner Onboarding & Enablement - Lead partner onboarding, certification, and training programs to ensure partners are equipped to sell, deploy and manage Cohere’s solutions effectively. - Collaborate with enablement to scale partner enablement in Japan through sales and technical workshops, empowering them to deliver value to enterprise customers. Pipeline Generation & Co-Selling - Own joint pipeline generation by creating co-sell motions, solution plays, and strategic joint go-to market motions that align Cohere’s capabilities with enterprise mission needs and procurement cycles. - Collaborate with partners to identify and pursue high-value opportunities across key Japan segments Business Planning & Performance Tracking - Ensure partners are aligned with Cohere’s strategic goals and performance metrics. - Run joint business planning sessions and quarterly business reviews (QBRs) with partners, tracking sourced and influenced ARR against targets. Partner Advocacy & Feedback - Serve as the voice of the partner within Cohere, relaying feedback to Product, Engineering, and Legal teams - Work with Cohere's Public Policy teams to navigate Japanese government AI policies to advise partners on risk management and responsible AI best practices. Thought Leadership & Evangelism - Evangelize Cohere’s vision and solutions at partner and industry events, positioning Cohere as a leader in responsible GenAI for the Japanese market. - Build thought leadership through briefings, speaking engagements, and collaborative initiatives. Why You’ll Love This Role This is a high-impact role where you’ll shape the future of AI partnerships in Japan. You’ll work at the intersection of technology, business, and policy, driving growth while ensuring responsible AI adoption. If you’re passionate about building strategic alliances, driving innovation, and making a difference in one of the world’s most dynamic markets, this is the role for you. What We’re Looking For - Native-level Japanese and business-level English fluency - 8+ years of experience in partner development, channel sales, or alliance management within the tech industry, preferably in AI or cloud solutions, with a track record of enterprise ARR contribution - Deep understanding of the Japanese enterprise market and key industry verticals. - Strong relationship-building and negotiation skills, with a track record of driving partner success. - Ability to navigate complex regulatory and compliance landscapes, including AI ethics and government policies. - Working understanding of AI (LLMs, retrieval-augmented generation, agentic workflows) - Experience working with major system integrators, global consultancies, and hyperscalers including joint GTM and co-sell motions. Existing relationship with Fujitsu preferred. - Excellent communication and presentation skills, with the ability to evangelize Cohere’s vision to partners and industry stakeholders. - Results-driven growth mindset and bias for action. You thrive in a start-up-speed environment and enjoy building and scaling partner programs FULL-TIME EMPLOYEES AT COHERE ENJOY THESE PERKS: - A weekly lunch stipend of $75/£75 or equivalent in your local currency for lunch. - Full health and dental benefits, including a separate budget for mental health. - RRSP matching, 401K, Pension Scheme. - 100% Parental Leave top-up for up to 6 months, for either parent. - Annual enrichment benefits: Arts & culture, fitness/wellness, quality time, and a workspace improvement credit. Education & learning stipend for conferences, courses, and coaching. - 6 weeks of paid vacation (30 working days!) - Budget for traveling to other offices if you are remote, plus an annual company offsite. HOW AND WHERE WE WORK: - Cohere is remote-friendly, but we also have offices in Toronto, London, New York City, San Francisco, Montreal, Paris, Berlin and Seoul with more opening soon. - For those in the office: a daily lunch program, plenty of snacks, and regular community and social events. - For those not near an office: a co-working benefit so you can work alongside others in your city. - Everyone receives a $500 home office stipend to set up your workspace properly. If any of the above doesn’t line up exactly with your experience, we still encourage you to apply. We strive to create an inclusive work environment for all; we welcome applicants from all backgrounds and are committed to providing equal opportunities. Should you require any accommodations during the recruitment process, please submit an Accommodations Request Form https://docs.google.com/forms/d/12a6IrLdF3kI2nonKSr4tiFuz18rLQbaeYV-JM9L4o9Q/edit, and we will work together to meet your needs. We may use AI-enabled tools to screen and assess applicants against the criteria for this position. This helps our recruiters identify potentially qualified candidates, but it doesn't limit the applications our recruiters may review or consider. Beware of Scams: Cohere will never ask for payment or third-party services (e.g., CV writing) as part of our hiring process. All legitimate roles are listed on the Cohere careers page and LinkedIn only, with all communications from Cohere employees coming from an @cohere.com or @cw.cohere email alias. If jobs are viewed on other sites then please verify these through our official careers https://cohere.com/careers page.

Location: San Francisco Workplace: Hybrid Attio is the CRM for agentic revenue. Designed for the most ambitious go-to-market teams, it gives companies the power to understand every customer, automate at scale, and build their go-to-market motion exactly as they need. We've raised $116M from some of the world's best investors: GV (Google Ventures), Redpoint, Balderton, Point Nine, and 01A. We hire builders who thrive on complex technical challenges, hold themselves to a high bar, and genuinely care about delighting the people who use what they build. The team here brings sharp judgement, real craft, and the drive to do exceptional work. We're obsessed about the details and energized by the frontier. If you want to do the best work of your career, this is the right place. ABOUT THE ROLE We want every great startup to be using Attio. This role exists to make that happen. We're looking for someone who has lived the startup journey, knows the ecosystem inside out, and has the relationships and instincts to move fast at the highest level. You'll own Attio's position in the Bay Area entirely - from the programs and partnerships that drive adoption, to the events and content that shape how founders think about Attio, to removing whatever friction stands between a great startup becoming a customer. You'll operate with founder-level scope and autonomy - working across product, sales, and marketing to remove blockers and do whatever it takes to make Attio the default CRM for the best startups in the world. The ideal candidate is deeply networked in SF and the broader tech ecosystem, has the pattern recognition of a former founder, VC, or early operator at a generational company, and is senior enough to drive forward and make things happen. Important Note: We’re approaching this search with some flexibility on title, level, and compensation — our priority is finding the right person, and we’ll shape the role accordingly. WHAT YOU'LL DO - Startup dominance - Own the goal of getting every top startup onto Attio, with a relentless focus on YC and top accelerator cohorts, Series A penetration, and logos across the best VC portfolios - Strategic partnerships - Build deep relationships with the most influential VCs, accelerators, and ecosystem players - not as a channel, but as a genuine partner in how they support their portfolios - Events + community - Conceive and execute high-impact events - demo days, summits, dinners, hackathons - that bring the best founders together and position Attio at the centre of that world - Founder relationships - Be personally known and trusted by the founders of the next generation of breakout companies; be their go-to for advice, introductions, and tools - Cross-functional execution - Work across product, sales, and marketing to remove friction, identify gaps, and ship whatever is needed - new motions, integrations, custom work - to serve the startup market - Content + storytelling - Shape the narrative that makes Attio the obvious CRM choice for founders, producing content that resonates deeply with how they actually build WHAT YOU’LL BRING - 7+ years of experience as a founder, VC, or early operator at a high-growth startup - you've been in the room when the important decisions get made - A genuine, existing network across the startup ecosystem - you know the founders, the investors, and the connectors - The instincts and credibility to earn trust with early-stage founders quickly, and the seniority to drive decisions internally at pace - A track record of building and shipping complex programs or initiatives that moved the needle - Strong written and verbal communication skills, with the ability to craft compelling narratives for the founder audience - A builder's mindset - you're comfortable with ambiguity, operate with urgency, and take full ownership of outcomes - An eye for quality - whether it's a startup program, a founder dinner, or a piece of content, you know what great looks like and hold yourself to it WHAT DOES THE HIRING PROCESS LOOK LIKE? - Initial conversations - 30-minute intro with a member of our Talent team - 30-minute track record interview with our Chief of Staff - Core interviews - The interview process will include three working sessions exploring your approach to problem solving and execution, ecosystem and activation thinking, and your perspective on AI, founder authenticity, and values alignment. - Final stage - 30-minute closing conversation with a member of our leadership team - Offer call (if it’s a mutual fit)

PagerDuty is seeking an Account Executive (AE) to join their high-performing, customer-focused team. The role involves driving growth and expansion within an established customer portfolio by combining strategic account management with consultative enterprise selling. The AE will partner with C-level executives and key stakeholders to deliver measurable outcomes through Operations Cloud conversions and multi-product adoption. Responsibilities include owning and growing a defined set of enterprise accounts by driving upsell, cross-sell, and expansion opportunities; building and maintaining trusted executive relationships through regular in-person engagement and consultative selling; developing and executing strategic account plans to identify growth areas, expansion pathways, and competitive positioning; driving adoption of PagerDuty’s Operations Cloud by articulating clear business value and ROI; executing complex, multi-product sales motions and partnering with Solution Consultants for technical validation and proof-of-concept activities; maintaining accurate forecasts and a disciplined pipeline in Salesforce using the MEDDICC framework; and collaborating with Customer Success, Product Management, and Renewals teams to ensure customer satisfaction and long-term retention. Basic qualifications include 8+ years of experience in B2B sales, account management, or expansion roles within SaaS or cloud software; proven success managing a quota in complex, long-cycle enterprise sales; demonstrated experience selling to and influencing C-level executives; proficiency with Salesforce (SFDC) for pipeline management and forecasting; and a Bachelor’s degree or equivalent experience. Preferred qualifications include prior enterprise sales expertise leveraging MEDDPICC & Value Selling; experience managing high-value accounts; track record of success with multi-product sales and solution-based selling models; strong understanding of enterprise software ecosystems, Operations Cloud, or DevOps environments; and strategic thinking with exceptional communication, negotiation, and relationship-building skills. The base salary range for this position is $131,000.00 - $170,500.00 USD per year. The role may also be eligible for bonus, commission (50/50 split), and/or benefits. PagerDuty operates a hybrid work model with offices in 8 major cities but this role is remote with location restrictions. PagerDuty offers a competitive total rewards package including comprehensive benefits, flexible work arrangements, company equity, ESPP, retirement plans, generous paid vacation, paid parental leave, volunteer time off, company-wide hack weeks, and mental wellness programs. PagerDuty is an equal opportunity employer committed to providing reasonable accommodations for qualified individuals with disabilities. The company uses the E-Verify employment verification program.

Задачи: — Быть финансовым партнером для отделов Customer Success, Professional Services и G&A, поддерживать управление численностью персонала, ежемесячное бюджетирование, прогнозирование и анализ отклонений. — Поддерживать метрики доходов и удержания, владеть моделями прогнозирования удержания и оттока, сотрудничать с Revenue Operations и Order Management для обеспечения целостности данных. — Готовить ежемесячные и ежеквартальные отчеты для руководства, анализировать финансовые результаты, выявлять ключевые операционные тенденции и предоставлять инсайты старшему руководству. — Использовать Pigment как основную платформу для планирования FP&A и Claude AI для ускорения анализа данных, отчетности и моделирования сценариев, автоматизируя финансовые процессы. — Выполнять стратегическое моделирование, проводить финансовое моделирование и анализ сценариев для оценки операционных рисков и стратегических инициатив. Требования: — 2-3 года опыта в FP&A, Sales Operations или количественном финансовом анализе в быстрорастущей технологической или B2B SaaS среде. — Продвинутые навыки работы с Microsoft Excel / Google Sheets для финансового моделирования. — Практический опыт работы с современными платформами FP&A (в частности Pigment) и комфортное использование AI-инструментов (например, Claude AI) для повышения аналитической продуктивности. — Твердое понимание основных SaaS метрик после продаж (NRR, GRR, Churn, ARR). — Сильные коммуникативные, межличностные и презентационные навыки для эффективного взаимодействия с бизнес-партнерами и руководством. — Высокая адаптивность и навыки решения проблем, комфортная работа в быстро меняющейся команде с меняющимися приоритетами. — Коллаборативный менталитет, ориентированный на команду. Условия: — Удаленная работа из США. — Годовая зарплата от $67,000 до $77,500 USD. — Возможность работать с современными технологиями и AI-инструментами. — Работа в команде профессионалов SaaS с аналитическим мышлением и страстью к стратегическому решению задач. — Компания придерживается принципов равных возможностей и инклюзивности. Дополнительно: — Компания использует AI-инструменты в процессе найма, но все решения принимаются людьми. — Возможность получения бонусов и других компенсационных планов.

67 000 – 77 500 $

PagerDuty is seeking an Account Manager to join their diverse, customer-focused team. The Account Manager will serve as the primary point of contact for a portfolio of existing SaaS customers, partnering closely with cross-functional teams to deliver exceptional customer outcomes. Responsibilities include maintaining and growing customer relationships, driving product adoption, managing renewals, and identifying strategic expansion opportunities that deliver measurable business value. Key Responsibilities: — Own a portfolio of existing customers to ensure adoption, value realization, and retention. — Develop and execute account plans that drive renewals, mitigate churn risk, and uncover expansion opportunities. — Present and negotiate renewal proposals, structure multi-year options, and manage contract value through strategic account management. — Monitor customer health using usage analytics, telemetry, and business insights to identify and address risks early. — Collaborate cross-functionally with Legal, Sales Operations, and Renewals teams to ensure smooth contracting, forecasting, and reporting processes. — Maintain strong product knowledge and deliver consultative guidance to drive configuration optimization and feature adoption. Basic Qualifications: — 7+ years of combined customer-facing experience, including Account Management, Customer Success, or Renewals. — 4+ years of proven success managing renewals and growth within a SaaS environment. — Experience using Salesforce (SFDC) and analytics tools such as Gainsight, Tableau, or Looker. — Bachelor’s degree or equivalent experience. Preferred Qualifications: — Demonstrated ability to leverage data analytics and health metrics to manage and retain customer accounts. — Prior enterprise sales expertise leveraging MEDDPICC & Value Selling. — Experience working with enterprise software customers or in a DevOps environment. — Strong understanding of AI-powered tools and how they can be leveraged to drive efficiency and insight. — Proven history of achieving revenue and retention goals through consultative account management. — Self-starter with strong collaboration, negotiation, and problem-solving skills. PagerDuty operates a hybrid work model with offices in 8 major cities but this role is remote within eligible US locations. Candidates must reside in an eligible location as specified in the job post. PagerDuty offers a competitive salary, comprehensive benefits package, flexible work arrangements, company equity, employee stock purchase program, retirement or pension plans, generous paid vacation, paid holidays and sick leave, paid parental leave, paid volunteer time off, company-wide hack weeks, and mental wellness programs. PagerDuty is an equal opportunity employer committed to providing reasonable accommodations for qualified individuals with disabilities in the job application process.

Location: India (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. Make a difference. The Solutions Engineering team are the customer facing product experts. The team enables Grafana Labs worldwide growth by educating potential and existing customers to ensure that they are happy and successful. We share our technical and product expertise with customers through demos, hands on enablement, presentations, technical evaluations and ongoing interaction. We partner closely with our Sales team to help qualify and close opportunities. The Solutions Engineering team is one of the primary routes of communication from our customers to the Product Management and Engineering teams. A Solutions Engineer is able to really listen to a prospect or customer, understand their requirements, ask the right questions to extract as much information as required and translate all that into a solution with Grafana Labs technology. They are the bridge between the highly technical engineering folks here at Grafana Labs, our customers and our Sales team. Your Impact: Partner with our Sales team to articulate the overall Grafana value proposition, vision and strategy to customers Own the technical engagement with customers and help close complex opportunities through advanced competitive knowledge, technical skill and credibility Deliver product and technical presentations to potential and existing customers Effectively communicate with customers and internal teams to provide feedback on our products and the competitive landscape Drive product conversations based on need and problems with customers Work with the team to enhance documentation, write blog posts, record videos, contribute knowledge base articles and create other public or private enablement material What would make you a good fit for this role? 5+ years of technical pre-sales experience, ideally with Open Source technologies, or in the Metrics/Monitoring space Be open to various and complex assignments, this will require strong judgment, collaboration, and leadership You will need first class written and oral communication skills to collaborate with our remote-first internal teams and with our worldwide customers. You will need to be able to skillfully articulate our value proposition and the technical advantages of our products You love solving technical challenges and thrive on bringing creative solutions to our customers You should have a technical mindset and a desire to grow technically Ideally based in Mumbai, India. In India, the OTE compensation range for this role is INR 7.4m - 9.8m OTE. 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 .

DomainTools is looking for a Principal Product Manager to join its Product team. This role is responsible for growing and refining data products that drive threat intelligence solutions, with API-first delivery and integration into UI, AI, and third-party experiences and workflows. It is a strategic role with high impact and visibility inside and outside the company. The ideal candidate is a strong leader and successful product manager with a track record of delivering market-leading data products, based on insights from direct customer interaction and big-data analysis. The product manager is expected to contribute solid knowledge of business constraints and prioritize opportunities, deep knowledge of users and customers, and understanding of platforms customers use to engage with products. They must track industry trends and competitive landscape relevant to their products. The product manager collaborates closely with engineering, marketing, sales, and solutions engineering teams to deliver world-class solutions. This is an individual contributor role requiring influence through data and logic. Basic Qualifications: — Minimum 7 years in cybersecurity or data-related product management, delivering data-driven analytics and products — Deep knowledge of business and customers, understanding data product usage and value — Experience with threat intelligence products, threat feeds, APIs, and related technologies — Experience interacting with customers using data warehousing, data science, and Big Data technologies — Experience integrating data products into third-party environments (customer and partner ecosystems) — Experience working with Agile (kanban/scrum) development teams and processes — Excellent people skills working cross-functionally from ideation to market — Excellent writing, communication, and presentation skills — US-based with willingness to accommodate core hours overlapping 9am-3pm US Pacific time Preferred Qualifications: — Experience in cybersecurity investigations, threat defense, incident response, or related activities — Solid understanding of cybersecurity market and modern security architectures — Familiarity with cybersecurity data domains including DNS, IP, TLS/SSL certificates, web crawl, BGP, NetFlow data — Experience with real-time data collection, processing, and delivery — Experience with large language models (LLMs) and agentic workflows — Experience with data products leveraging predictive analytics / machine learning (ML) — Experience with distributed systems and cloud computing

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Задачи: — Формирование выгрузок с помощью SQL-запросов; — Взаимодействие с разработчиками БД по вопросам качества данных; — Анализ данных о поведении клиентов из информационных систем компании (БД, CRM, Hadoop), сегментирование, выявление паттернов; — Взаимодействие и презентация результатов работы отделам продаж и смежным подразделениям; — Создание дашбордов с метриками; — Выявление проблем, построение простых моделей, поиск и выявление зависимостей для формирования гипотез об улучшениях бизнес-процессов и финансовых показателей компании; — Дизайн и интерпретация A/B тестов. Требования: — Продвинутый уровень SQL (виды джойнов, подзапросы, аналитические функции, оптимизация запросов, оконные функции); — Python (основные методы работы с данными, pandas); — Знание инструментов визуализации (FineBI, Tableau, PowerBI); — Знания в области A/B тестирования, подсчета стат. значимости экспериментов; — Умение видеть за цифрами причины и суть явлений и выделять главное. Плюсы: — Опыт работы с PostgreSQL, Hadoop (Hive/Presto); — Опыт работы с sales подразделениями. Условия: — Гибкий гибридный график; — Корпоративный ДМС с первого месяца работы; — Активная корпоративная жизнь, неформальные оффлайн-встречи, возможность командировок из другого города; — Кофе в кофемашинах, чай, печенье, фрукты на кухне; — Электронная корпоративная библиотека; — Возможность профессионального развития, обучение за счет компании, участие в конференциях; — Достойный уровень заработной платы; — Аккредитация в Минцифры.

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Location: United States (Remote) Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X . We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do. You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity. The Opportunity: Grafana Labs is seeking a Senior Commercial Counsel to join our dedicated, collaborative, and fast-growing legal team. This role will serve as a strategic legal partner to the business, with primary responsibility for leading high-impact, revenue-generating transactions and supporting the Grafana Labs sales organization in structuring, negotiating, and closing complex enterprise on-premises and SaaS commercial agreements. This role will also support broader legal matters, including reviewing and negotiating vendor and marketing agreements, advising on and supporting channel programs, contributing to privacy initiatives, maintaining commercial legal form agreements, and partnering on other cross-functional matters. The successful candidate will be a creative and analytical thinker who is highly detail-oriented and embraces a business-oriented approach. They will have the ability to think strategically and build trusted advisor relationships with internal stakeholders. The ideal candidate brings significant experience leading negotiations of complex, high-value commercial agreements with Fortune 500 and other sophisticated enterprise customers, often on customer paper and within highly regulated industries such as healthcare and financial services. This individual is an exceptional drafter and strategic negotiator with strong business judgment, able to quickly distinguish between material legal risk and negotiable terms. They take a pragmatic, solutions-oriented approach that balances legal protection with commercial objectives, ensuring negotiations remain constructive and deals continue progressing toward closure. The candidate should have a proven track record as a trusted partner to sales, with demonstrated success managing sophisticated counterparties, navigating complex issues, and driving critical revenue-generating transactions through to timely and successful execution. What You’ll Be Doing: Lead strategy, negotiation, and execution of complex, high-value enterprise B2B agreements, including SaaS and on-premises licenses, data processing agreements (GDPR, CCPA), business associate agreements (HIPAA), information security agreements, professional services agreements, channel partner agreements, and other commercial and technology-related contracts. Serve as a strategic partner to sales leadership on deal structuring, risk assessment, and negotiation strategy to accelerate revenue while protecting the business. Partner with cross-functional teams (e.g., finance, security, support, product) to resolve complex commercial and operational issues and support new go-to-market models, pricing structures, and programs. Develop and improve form agreements and negotiation playbooks to drive consistency and scalability. Contribute to the development of workflows and processes that enable the legal team to scale effectively, including contract negotiation, execution, and tracking of contractual obligations. Support global expansion efforts, including go-to-market initiatives, privacy-by-design, and security-by-design programs. Create and deliver training to business teams on legal best practices, effective engagement with legal, and relevant legal and regulatory developments. What Makes You a Great Fit: JD or equivalent U.S. law degree and active bar membership in good standing in at least one U.S. jurisdiction. 8+ years of technology-related commercial legal experience (preferably in the SaaS industry). Demonstrated experience leading complex, high-value enterprise negotiations independently, including with Fortune 500 customers and on customer paper. Strong commercial acumen, with the ability to balance legal risk with business objectives in a fast-paced, high-growth environment. Proven ability to partner effectively with senior stakeholders, including sales leadership and executives. Significant experience with data protection and privacy laws (e.g., GDPR, CCPA), as well as security and compliance frameworks. Excellent drafting, negotiation, and communication skills. Ability to operate independently, manage a high-volume and high-impact workload, and prioritize effectively. Bonus Points For: Familiarity with open-source licensing. Recognition and awards from sales teams for outstanding partnership and support. Compensation & Rewards: In the United States, the OTE (On-Target Earnings) compensation range for this role is $ 230,000 - $275 ,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: New York, NY (HQ); Remote (Canada); San Francisco, CA; Remote (US); Miami, FL 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 ROLE Technical Consultants are on the frontlines working to establish partnerships with Ramp customers, and act as a liaison between customers and our internal technical teams. You’ll be partnering with Customer Activation & Account Management teams to identify, prioritize and build financial solutions for new and existing customers so that Ramp continues to scale with their needs. You will act as the technical and financial subject matter expert for our customers, and design solutions that address the customer’s needs through Ramp and partner integrations. You will partner with Post-Sales teams to drive Product, Design and Engineering teams’ roadmaps to evolve Ramp to better serve our customers at scale and offer increasingly higher value to the customers. You will define the customer’s financial & technical success criteria from onboarding through activation and expansion. You will represent Product, Design and Engineering externally and will operate with deep conviction and understanding of Ramp’s technical capabilities. The role requires technical skills necessary to understand and educate on robust accounting features, and integrate them across all the touchpoints and surface area of a customer. What You’ll Do - Act as a technical advisor to customers and Ramp’s internal teams while supporting high-value implementations and expansion opportunities by guiding integration, configuration, and system design - Partner with Customer Activation and Account Management teams to assess customer requirements and propose scalable solutions; particularly involving ERP, HRIS, and API integrations - Collaborate with onboarding specialists and implementation leads to support technical workstreams (not run them), ensuring faster time-to-value and customer success - Work with customers to problem-solve technical hurdles and propose effective product implementations for each customer with a deep understanding of the full range of integration and configuration options - Participate in technical discovery to understand customer systems and workflows, and recommend best-fit Ramp architecture. This includes when and how to use Ramp’s API - Be a subject matter expert across our HRIS and Accounting integration partners, partnering with Sales, Product and partners to advocate for integration development in-line with customer needs - Troubleshoot integration blockers and guide customers through complex configuration decisions without writing code directly - Contribute to internal documentation and tooling that scales Ramp’s ability to support integration use cases across a growing customer base - Influence Ramp’s product roadmap by channeling customer pain points and feedback to the Product and Engineering teams What You Need - Bachelor's degree in computer science, engineering, finance, business, or a related field - 4+ years in technical consulting, solutions engineering, implementation, or a similar customer-facing technical role, ideally in a SaaS or fintech environment - Familiarity with ERP systems (e.g. NetSuite, Sage Intacct, Microsoft Dynamics, Oracle Fusion) and finance/accounting workflows - Comfort working with APIs, integration logic, and system architecture and being able to explain those concepts to finance and operations stakeholders - Strong communication skills: able to translate complex technical solutions into business value, guide customers toward scalable approaches, and diplomatically steer conversations when requests are misaligned with best practices or product capabilities - Collaborative mindset and ability to work cross-functionally with Sales, Customer Success, Product, and Engineering - Exceptional organization and problem-solving skills, with a bias toward action and a high level of ownership - Thrives in ambiguity and fast-paced environments; adaptable and resourceful as we scale Ramp’s upmarket motion For candidates located in NYC or SF,  the pay range for this role is $167,000 - $220,000.  For candidates located in all other locations, the pay range for this role is $150,000-$206,000. 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: Singapore OUR HIRING PROCESS: We will review your application against our job requirements. We do not employ machine learning technologies during this phase as we believe every human deserves attention from another human. We do not think machines can evaluate your application quite like our seasoned recruiting professionals—every person is unique. We promise to give your candidacy a fair and detailed assessment. We may then invite you to submit a video interview for the review of the hiring manager. This video interview is often followed by a test or short project that allows us to determine whether you will be a good fit for the team. At this point, we will invite you to interview with our hiring manager and/or the interview team. Please note: We do not conduct interviews via text message, Telegram, etc. and we never hire anyone into our organization without having met you face-to-face (or via Zoom). You will be invited to come to a live meeting or Zoom, where you will meet our INFUSE team. From there on, it’s decision time! If you are still excited to join INFUSE and we like you as much, we will have a conversation about your offer. We do not make offers without giving you the opportunity to speak with us live. INFUSE is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy Own the hunt. Open doors. Win the business. We’re looking for an ambitious and commercially driven Account Director to join our growing sales team and help accelerate our expansion across ASEAN. This is a true hunting role . You’ll be responsible for identifying and winning new business across strategic target accounts, building relationships with senior decision-makers and taking opportunities through the full sales cycle — from prospecting and first conversation through to negotiation and close. You’ll need to be comfortable creating opportunities where none currently exist, navigating complex organisations and selling consultatively to senior marketing and business leaders. This is an opportunity for an experienced sales professional who wants significant ownership, autonomy and a direct impact on revenue growth. What You’ll Do Own new business acquisition: Identify, target and win new clients across ASEAN, with a strong focus on strategic and enterprise accounts. Build your own pipeline: Proactively prospect into target accounts using research, outbound engagement, networking, referrals and creative approaches to open new doors. Penetrate strategic accounts: Develop account strategies to identify multiple stakeholders, understand organisational priorities and create relationships across the buying committee. Engage senior decision-makers: Build credible relationships with Directors, VPs and C-level stakeholders across marketing, demand generation, sales and related functions. Own the full sales cycle: Lead opportunities from prospecting and discovery through solution development, commercial negotiation, procurement and close. Sell consultatively: Understand the client's business challenges, objectives and priorities and connect them to solutions that deliver measurable value. Drive significant revenue: Consistently achieve and exceed individual revenue targets through disciplined pipeline generation, opportunity management and deal execution. Create strategic opportunities: Identify whitespace within target accounts and develop new opportunities rather than relying on existing relationships or inbound demand. Manage complex sales: Navigate multiple stakeholders, longer sales cycles and commercially complex negotiations while maintaining momentum and deal control. Expand relationships: Once new business is secured, identify opportunities to deepen relationships, expand into additional teams or markets and increase account value. Maintain strong forecasting discipline: Own your pipeline, accurately forecast revenue and maintain clear visibility across opportunities, next steps and close plans. Collaborate cross-functionally: Partner with marketing, campaign, delivery and client success teams to develop compelling solutions and ensure a strong transition from sale to execution. Be a market advisor: Stay close to developments across B2B marketing, demand generation, ABM, digital marketing and the technology sector, bringing relevant insight into client conversations. What We’re Looking For 5–8+ years of B2B sales experience , ideally within technology, SaaS, media, advertising, demand generation, marketing or a related environment. A proven track record of hunting and winning new business , particularly within mid-market or enterprise organisations. Demonstrated success consistently meeting or exceeding significant revenue targets . Strong experience owning the entire sales cycle , including prospecting, discovery, solution selling, negotiation and closing. Proven ability to open doors into net-new accounts and build relationships from the ground up. Comfortable selling to senior marketing, sales and business stakeholders , including VP and C-level decision-makers. Strong strategic account planning skills and the ability to identify buying committees, business priorities and commercial opportunities. Excellent consultative selling, presentation, negotiation and commercial skills. A strong understanding of B2B marketing, demand generation, ABM, digital marketing or the technology ecosystem is highly advantageous. Commercially astute, resilient and persistent, with the ability to maintain momentum through complex sales cycles. Highly self-motivated and accountable, with a strong sense of ownership over pipeline and revenue. Excellent communication and stakeholder management skills. A collaborative team player who can operate independently while working effectively across a broader commercial organisation. The Person We’re Looking For You are a hunter by nature . You don't wait for leads to be handed to you. You know how to identify the right accounts, find the right people, create a reason to engage and turn a cold prospect into a commercial conversation. You are comfortable operating at senior levels and can hold your own in conversations with experienced marketing and business leaders. You understand that enterprise sales is rarely about one conversation or one contact — it's about building a compelling business case, navigating stakeholders and creating momentum towards a decision. You're commercially ambitious, resilient and competitive, but you also know how to build genuine relationships. Most importantly, you take ownership . You own your territory, your pipeline, your opportunities and your number. What We Offer Career Growth: Join a high-growth organisation with opportunities to progress within a regional sales environment. Competitive Compensation: Attractive base salary with performance-based incentives that reward strong commercial performance. Autonomy & Ownership: Significant responsibility for developing your territory, target accounts and new-business pipeline. Regional Exposure: Work with leading technology and B2B brands across ASEAN and APAC. Collaborative Culture: Work alongside an experienced commercial team that values ambition, accountability and teamwork. Real Impact: Play a key role in shaping new business growth and expanding our presence across the region. Ready to build something? If you're an experienced B2B sales professional who knows how to open doors, create demand, navigate senior stakeholders and close new business , we'd love to hear from you. Come and help us build the next stage of our growth across ASEAN.