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Location: Dublin, Ireland Fin , now part of Salesforce, is on a mission to help businesses provide perfect customer experiences. Our AI Agent Fin is the highest-performing AI Customer Agent on the market today, enabling businesses to deliver impeccable, always-on customer support across the customer journey, from service, to sales, to ecommerce. Powered by our own AI models, Fin resolves complex customer issues end-to-end across every channel, with minimal set-up and integration. Fin can also be combined with our natively integrated Intercom help desk, giving modern support teams one single system. Together with Salesforce, the #1 AI CRM, where humans with agents drive customer success, we're building the future of customer experience. Here, ambition meets action. Tech meets trust. And innovation isn't a buzzword, it's a way of life. The world of work as we know it is changing, and we're looking for Trailblazers who are passionate about bettering business and the world through AI. Ready to level up your career at the company leading workforce transformation in the agentic era? You're in the right place. Agentforce is the future of AI, and you are the future of Salesforce. What's the opportunity? As a MidMarket Account Executive, you’ll be at the forefront of growth. You’ll own both sides of your territory: winning new logos and growing a portfolio of existing customers to realize the full power of Fin. We’re building a world-class sales organization that is fast, ambitious and driven, and the road ahead is very exciting. This is a seat at the center of the biggest shift selling has seen in decades. You’ll be selling AI agents to fast-growing businesses rethinking how their entire customer experience works, so the conversations are strategic, technical and interesting. You’ll also use AI every day to run your own territory, from qualification to research to how you run a deal. You won’t just talk about the technology, you’ll work with it. At Fin, we do sales differently. We don’t just pitch; we partner. We’re asking customers to make Fin the heartbeat of their business. That takes salespeople who can think bigger, move faster and win with integrity. We invest deeply in every seller’s growth, and development is built into how we promote, learn and lead. In a high-velocity environment that rewards ownership, creativity and ambition, you’ll find room to stretch, influence and make your mark. What will I be doing? Lead the growth and adoption of Fin across your MidMarket territory, with both new prospects and existing customers Manage the full new business sales cycle, from prospecting to close, through a highly consultative approach Own and grow a portfolio of existing customers, driving expansion, retention, renewals and long-term loyalty Engage key buyer personas to uncover pain points, position AI-driven solutions and tie Fin directly to business impact Build data-backed territory and account plans that target new logos, upsell, cross-sell and multi-business-unit expansion Manage a high volume of deals, including complex six-figure opportunities across new and existing business Articulate Fin’s value and differentiation using Command of the Message and MEDDPICC. If these are new to you, you’ll be trained on them Run your business with discipline through QBRs, territory planning, and weekly and monthly forecasting across new business and renewal pipeline Track and communicate the metrics behind your growth, including retention, adoption and platform expansion Partner with Sales Leaders, Sales Engineers, Customer Success and the wider solutions team to win flagship logos and grow strategic accounts Bring the voice of the customer to R&D, Product and Marketing, turning real customer needs into product innovation and GTM alignment Stay at the cutting edge of AI using the best internal tooling and enablement in the market Raise the bar for the team by mentoring peers and sharing winning plays What skills do I need? 4+ years in a quota-carrying closing role selling SaaS or DBaaS, with a track record of meeting and exceeding quota Business-level fluency in German Experience winning new business and managing a book of existing customers through retention, renewals and expansion. Strong experience in one with a clear appetite for the other is also welcome Experience, passion and success in outbound prospecting Proven success navigating procurement, complex renewals and senior decision makers Experience selling products with technical complexity or thorough implementation AI fluency or a deep interest in AI tooling, with the ability to turn technical capability into customer value Energized by working in a fast-moving, evolving organization across inbound, outbound and existing customer opportunities Bonus skills & attributes Experience selling AI-powered products Sharp written and verbal communication, adapted to senior stakeholders and technical teams alike A trusted-advisor mindset, building long-term partnerships across multiple levels of complex organizations Demonstrated leadership and influence within your team and across functions A growth mindset, intellectual curiosity and ambition Unleash Your Potential When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world. In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. At Fin, we want to give people what they need to do the best work of their careers. Our benefits and programs are designed to support your health and wellbeing, your family, your time away from work, and your financial future. Offerings vary by location in line with local practices and requirements. Learn more about working at Fin and the benefits we offer at fin.ai/careers . Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records. Policies Fin has a hybrid working policy. We believe that working in person helps us stay connected, collaborate easier and create a great culture while still providing flexibility to work from home. We expect employees to be in the office at least three days per week. We have a radically open and accepting culture at Fin. We avoid spending time on divisive subjects to foster a safe and cohesive work environment for everyone. As an organization, our policy is to not advocate on behalf of the company or our employees on any social or political topics out of our internal or external communications. We respect personal opinion and expression on these topics on personal social platforms on personal time, and do not challenge or confront anyone for their views on non-work related topics. Our goal is to focus on doing incredible work to achieve our goals and unite the company through our core values . Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.

Location: Limassol, Cyprus Workplace: fully Sumsub is the first AI-powered trust infrastructure for compliance operations at scale. It connects identity and business verification, fraud prevention, transaction monitoring, and risk workflows, helping teams reduce manual work and enter new markets. Trusted by over 4,000 clients across financial services, crypto, mobility, trading, marketplaces, education, and iGaming, including Bybit, Bitpanda, Wirex, Avis, Vodafone, Duolingo, and Kaizen Gaming. Sumsub is recognized as a Great Place To Work® in the US and rated 4.4 out of 5 on Glassdoor. Our 1,000+ people around the world back it up, too: 92% are proud to be Sumsubers, and 90% say their work is interesting and challenging. We are looking for a Senior Product GTM Lead, AML & TM to drive the global scale, strategy, and market dominance of our AML & TM solutions. In this role, you will act as the primary strategic and commercial authority for our AML & TM product ecosystem globally. You will own the overarching Go-To-Market strategy, shape high-value enterprise partnerships, and work directly with executive leadership to expand our global footprint. If you have a decade of hands-on expertise navigating complex AML & TM environments, regulatory frameworks, and enterprise sales, we want to hear from you. What You Will Be Doing: Global GTM Leadership & Strategy: Architect, refine, and execute the end-to-end global GTM strategy for our AML & TM suite, expanding into new geographic markets and high-growth enterprise sectors. Strategic Revenue & Market Growth: Own top-line revenue growth and strategic targets. Identify untapped market opportunities, structural trends, and emerging regional demands to secure high-value enterprise accounts. Product & Market Positioning: Conduct deep competitive research and risk/regulatory assessments. Partner with Product and Regulatory teams to ensure our AML & TM solutions remain best-in-class across different regional landscapes. Cross-Functional Collaboration: Act as the strategic connective tissue between Sales, Product, Marketing, Legal, and Customer Success to ensure seamless execution of GTM initiatives and product adoption. Large-Scale Enablement & Mentorship: Design and execute enterprise-wide enablement programs (100+ team members across Sales, Pre-Sales, and Account Management) to elevate internal domain knowledge and sales execution. About You: 5+ years of sales experience, experience in selling AML or Financial Crime products is a-must Deep understanding of the AML/CFT regulated industries, including regulatory frameworks and competitive landscapes Demonstrated success in driving revenue growth, managing large enterprise deals, and expanding into new markets Experience in designing and executing go-to-market strategies for regional and global expansion while staying agile in a fast-changing business environment Have excellent interpersonal skills, including the ability to work across a matrixed organisation, influencing, negotiating effectively with leadership and peers Experience in running large-scale education programs for 100+ people Proficiency in using sales analytics, CRM tools (e.g., Salesforce, HubSpot), and data-driven decision-making Bachelor's degree in Business, Marketing, or a related field; MBA preferred. What We Offer: Remote-first, trust-based culture. Work from the place that works best for you. No mandatory office days, no attendance trackers. In some locations, we provide offices or coworking spaces, but the choice is yours. True flexibility. We do not fix you to a 9-to-5 schedule. You can adjust your working hours when needed, as long as your day stays productive and in sync with the team. Extra time off. Your birthday is a holiday here. Add to that 10 personal days each year, seven sick days without paperwork, and extra time to enjoy Christmas and New Year. Time to rest is part of the deal. Work that matters. Our mission is to build a digital world that is secure, accessible and inclusive for everyone. From fighting fraud to making online services easier and safer to use, your work will have a real impact on how people experience trust online. Compensation. We offer fair and transparent pay, benchmarked to the market. Truly global. We work across continents and time zones, with teammates and customers from all over the world. You will run campaigns that cross borders, cultures, and languages, and see your ideas land worldwide. Growth built in. Clear goals, open feedback and personal development plans. We support your progress with learning opportunities and by covering role-specific events, from design conferences to marketing forums. Celebrating your big moments. We are proud to support you through life’s biggest journeys with dedicated financial bonuses for both marriage and welcoming a new baby to your family. Team offsites. Sometimes just Slack is not enough. That is why we meet in person a few times a year. Trips are fully covered, so you can meet, collaborate, and recharge together. Getting you set up. We make sure you have access to the tools and hardware you need to do your work well. Friendly by design. Our logo is a dog for a reason. We keep things human, open and kind. We welcome individuality, quirks and different perspectives, because that is what makes our work smarter and more fun. The hiring stages: TA screening -> Hiring Manager Interview -> Assignment -> Final Interview. Sounds like a great opportunity for your career development? Then go ahead and apply! We are a global community of innovators, creators, and thinkers, and we believe that diversity fuels our innovation. Sumsub is proud to be an equal opportunity employer, committed to building a diverse and inclusive workforce. We welcome applications from people of all backgrounds, cultures, genders, experiences, abilities and perspectives. Join us in shaping the future inclusively. We believe in fair and transparent compensation. Salaries vary depending on work location and applicable local market conditions. We believe in fair and transparent compensation. Salaries vary depending on work location and applicable local market conditions. This role is open to candidates in multiple countries, and compensation differs based on the candidate’s confirmed work location. For this reason, a single universal salary range is not included in this job posting. The applicable work location will be confirmed early in the recruitment process, and the relevant compensation information for that location will be shared in writing, in line with local requirements.

Location: Hybrid About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Location: Dubai, UAE About the Role We are seeking a highly accomplished and Senior Named Account Executive to join our Sales team in Dubai. In this advanced role, you will be pivotal in driving significant growth by leading comprehensive sales cycles within a portfolio of assigned enterprise-level clients, and strategically acquiring new logos. The ideal candidate possesses a deep blend of advanced sales acumen and sophisticated technical understanding, enabling them to lead engagements at all levels, from the C-suite to technical leaders (e.g., Head of/VP of Networking or Security). As a Senior Named Account Executive, you will consistently demonstrate advanced proficiency in all sales activities, ensuring highly accurate forecasting, proactive and strategic pipeline management, and consistently exceeding attainment targets. You will be a subject matter expert, speaking fluently about Cloudflare's products, features, benefits, and use cases across diverse customer segments. This role demands the ability to deeply understand complex customer IT Architectures, match them with relevant Cloudflare Reference Architectures, and orchestrate successful, large-scale platform sales. You will be a key driver of digital transformation for our customers, understanding their broader market trends and how Cloudflare uniquely enables their strategic initiatives. Regional Focus: UAE - Public Sector What You'll Do Strategic Revenue Generation: Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas, with a strong focus on new business acquisition and expansion within complex enterprise environments. Expert Pipeline & Forecasting: Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes. Deliver highly accurate forecasts, providing clear insights and strategic guidance to sales leadership. Deep Customer & IT Architecture Understanding: Develop a profound understanding of customers' IT architectures, including applications and third-party technologies. Architect and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions. Multi-Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization. Strategically connect disparate needs to strengthen Cloudflare's platform sale, actively involving and influencing technical C-level minus one executives. Virtual Team Leadership: Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities. Proactively identify and navigate through situations to address colleague and customer needs, escalating as appropriate to drive urgency and efficient delivery. Digital Transformation Authority: Act as an authority on digital transformation, understanding key drivers (e.g., new offering development, enhanced customer capabilities) and the broader market trends influencing these decisions. Position Cloudflare as a critical enabler of these transformations. Compelling Value Creation: Articulate highly compelling, strategic value propositions for Cloudflare's services, directly linking them to customer business outcomes and strategic objectives. Lead with a strong focus on the "why," communicating the whole picture to both internal and external stakeholders. Advanced Negotiation & Closure: Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties. Demonstrate advanced closing skills across new business and expansion opportunities. Trusted Advisor & Coach: Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion. Consistently provide clear, direct, and constructive feedback to team members, coaching them to improve communication, learn from mistakes, and enhance the quality of work. Share learnings proactively to build trust across the organization. Organizational Impact & Leadership: Consistently focus on the long-term needs of the team and the business, understanding how decisions impact other teams and openly sharing these insights. Leverage company-wide learnings to improve department and team execution. Serve as a leader within Cloudflare, making significant contributions while elevating the work of others by bringing diverse perspectives and strategic long-term thinking. Examples of Desirable Skills, Knowledge, and Experience 10+ years of advanced experience selling complex technology solutions into Public Sector in the UAE , with a significant track record of consistently exceeding targets. Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies , with an exceptional ability to articulate features, benefits, and use cases across diverse customer segments (e.g., SMBs, enterprise, vertical markets). Proven ability to deeply understand complex customer IT architectures and effectively map them to Cloudflare Reference Architectures for successful platform sales. Demonstrated success leading and influencing virtual cross-functional teams (e.g., Solution Engineers, Product Managers, Legal) to drive complex deals to closure. Exceptional strategic communication and presentation skills , with a focus on articulating the "why" and conveying the whole picture to executive leadership and technical decision-makers (C-level minus one). Advanced negotiation skills with a track record of closing large, complex, six-figure and multi-million dollar deals. Expert-level sales acumen: unparalleled proficiency in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies within enterprise accounts. Authority on digital transformation trends and their impact on enterprise customers, with the ability to position Cloudflare as a key enabler of strategic business outcomes. Strong coaching and mentorship abilities , with a passion for helping colleagues grow and improve. Highly self-motivated, entrepreneurial, and resilient , thriving in a fast-paced, high-growth environment with a consistent focus on long-term goals. Proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC framework application). Bachelor's degree required , with a technical background (e.g., engineering, computer science, MIS) highly preferred. Ability to travel as required to engage with key customers and internal teams. Language Skills: Fluency in English (written and spoken). Arabic is a plus What Makes Cloudflare Special? We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo : Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. Athenian Project : In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1 : We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

Location: Hybrid About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Location: Dubai, UAE About the Role We are seeking a highly accomplished and Senior Named Account Executive to join our Sales team in Dubai. In this advanced role, you will be pivotal in driving significant growth by leading comprehensive sales cycles within a portfolio of assigned enterprise-level clients, and strategically acquiring new logos. The ideal candidate possesses a deep blend of advanced sales acumen and sophisticated technical understanding, enabling them to lead engagements at all levels, from the C-suite to technical leaders (e.g., Head of/VP of Networking or Security). As a Senior Named Account Executive, you will consistently demonstrate advanced proficiency in all sales activities, ensuring highly accurate forecasting, proactive and strategic pipeline management, and consistently exceeding attainment targets. You will be a subject matter expert, speaking fluently about Cloudflare's products, features, benefits, and use cases across diverse customer segments. This role demands the ability to deeply understand complex customer IT Architectures, match them with relevant Cloudflare Reference Architectures, and orchestrate successful, large-scale platform sales. You will be a key driver of digital transformation for our customers, understanding their broader market trends and how Cloudflare uniquely enables their strategic initiatives. Regional Focus: Northern Emirates What You'll Do Strategic Revenue Generation: Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas, with a strong focus on new business acquisition and expansion within complex enterprise environments. Expert Pipeline & Forecasting: Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes. Deliver highly accurate forecasts, providing clear insights and strategic guidance to sales leadership. Deep Customer & IT Architecture Understanding: Develop a profound understanding of customers' IT architectures, including applications and third-party technologies. Architect and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions. Multi-Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization. Strategically connect disparate needs to strengthen Cloudflare's platform sale, actively involving and influencing technical C-level minus one executives. Virtual Team Leadership: Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities. Proactively identify and navigate through situations to address colleague and customer needs, escalating as appropriate to drive urgency and efficient delivery. Digital Transformation Authority: Act as an authority on digital transformation, understanding key drivers (e.g., new offering development, enhanced customer capabilities) and the broader market trends influencing these decisions. Position Cloudflare as a critical enabler of these transformations. Compelling Value Creation: Articulate highly compelling, strategic value propositions for Cloudflare's services, directly linking them to customer business outcomes and strategic objectives. Lead with a strong focus on the "why," communicating the whole picture to both internal and external stakeholders. Advanced Negotiation & Closure: Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties. Demonstrate advanced closing skills across new business and expansion opportunities. Trusted Advisor & Coach: Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion. Consistently provide clear, direct, and constructive feedback to team members, coaching them to improve communication, learn from mistakes, and enhance the quality of work. Share learnings proactively to build trust across the organization. Organizational Impact & Leadership: Consistently focus on the long-term needs of the team and the business, understanding how decisions impact other teams and openly sharing these insights. Leverage company-wide learnings to improve department and team execution. Serve as a leader within Cloudflare, making significant contributions while elevating the work of others by bringing diverse perspectives and strategic long-term thinking. Examples of Desirable Skills, Knowledge, and Experience 8+ years of advanced experience selling complex technology solutions into enterprise accounts across Northern Emirates , with a significant track record of consistently exceeding targets. Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies , with an exceptional ability to articulate features, benefits, and use cases across diverse customer segments (e.g., SMBs, enterprise, vertical markets). Proven ability to deeply understand complex customer IT architectures and effectively map them to Cloudflare Reference Architectures for successful platform sales. Demonstrated success leading and influencing virtual cross-functional teams (e.g., Solution Engineers, Product Managers, Legal) to drive complex deals to closure. Exceptional strategic communication and presentation skills , with a focus on articulating the "why" and conveying the whole picture to executive leadership and technical decision-makers (C-level minus one). Advanced negotiation skills with a track record of closing large, complex, six-figure and multi-million dollar deals. Expert-level sales acumen: unparalleled proficiency in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies within enterprise accounts. Authority on digital transformation trends and their impact on enterprise customers, with the ability to position Cloudflare as a key enabler of strategic business outcomes. Strong coaching and mentorship abilities , with a passion for helping colleagues grow and improve. Highly self-motivated, entrepreneurial, and resilient , thriving in a fast-paced, high-growth environment with a consistent focus on long-term goals. Proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC framework application). Bachelor's degree required , with a technical background (e.g., engineering, computer science, MIS) highly preferred. Ability to travel as required to engage with key customers and internal teams. Language Skills: Fluency in English (written and spoken). Arabic is a plus What Makes Cloudflare Special? We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo : Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. Athenian Project : In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1 : We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

Location: United Kingdom (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 to grow our Business Value Engineer team and support defining, articulating, and quantifying business value across our products and services. As a member of the business value engineering team, you'll play a critical role in shaping the direction of this high-impact function. What You’ll Be Doing: Customer Insights : Collaborate with customers to uncover new opportunities for growth and profitability through personalized storytelling. Value Quantification : Develop compelling ROI/TCO models that identify value areas driven by new products, emerging trends, and market challenges. GTM Enablement : Enable pre/post sales teams through training, content development and support; ensuring our sales organization is equipped to showcase Grafana's value with customers. Value Storytelling : Partner with cross-functional teams to create a unified narrative that showcases Grafana's value proposition, aligning internal stakeholders and external messaging. Strategic Partnerships : Collaborate closely with Account Executives, Solutions Engineers, Observability Architects to define and articulate the business value of our products and services. What Makes you a Great Fit: Innovative Mindset : Possess a growth mindset, willing to learn new technologies and adapt quickly Value Engineering Expertise : 3-5+ years of experience in value management, consulting, or engineering; deep understanding of building quantitative and qualitative analyses. Data Storytelling Skills : Ability to analyze complex data sets, create compelling customer-facing stories, and communicate findings effectively from technical to executive level audiences. Cross-Functional Collaboration : Experience partnering with GTM leaders (Sales, Customer Success, Marketing & Finance) to define and align on Grafana's value propositions. Bonus Points For: 3+ years of Observability experience, preferably with Open Source tools like Grafana, Prometheus, or Loki Familiarity with the Open Source landscape and community If you're ready for a high-impact role that combines data analysis, storytelling, technology enablement, and partnership-building with cross-functional teams – we'd love to hear from you! Compensation & Rewards: In the UK, the OTE compensation range for this role is  £130,000 - £155,000.  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 .

EBANX is building a Talent Pool for a future Business Development Specialist role based in the UK to support global expansion by acquiring new business and forming strategic partnerships in key regions. The role focuses on engaging with enterprise merchants, driving growth through centralized management and scalable solutions, onboarding new customers, strengthening relationships, and reinforcing presence among digital clients. Responsibilities include identifying, developing, and closing new business opportunities; building and executing strategic plans to penetrate new verticals, regions, and customer segments; generating leads, conducting market research, and establishing relationships with key stakeholders; driving adoption of payment solutions; collaborating with GTM, product, marketing, merchant success, risk, legal, and finance teams; negotiating contracts, pricing, and service agreements; tracking pipeline progression and performance metrics within Salesforce.com; providing market insights and feedback to leadership; staying ahead of industry trends and competitor movements; and representing the company professionally. Requirements include proven experience in business development/strategic sales with global enterprise accounts in the Payments Industry; a proven track record of meeting and exceeding business goals; deep knowledge of the merchant payment ecosystem, market trends, and customer pain points; exceptional verbal and written communication skills; English language proficiency; ability to generate pipeline and accelerate deals; analytical mindset; experience using Salesforce CRM and HubSpot; hands-on experience with modern lead generation tools including AI-powered prospecting platforms (Apollo, Cognism, Clay, LinkedIn Sales Navigator with AI plug-ins); ability to translate CRM and data insights into actionable strategies; hunter mentality; track record of exceeding new logo acquisition targets; self-starter with proactive mindset; excellent communication, presentation, persuasion, planning, organization, prioritization, and time management skills; valid passport and willingness to travel up to 50% of the time. EBANX offers a challenging environment with growth opportunities; language classes (Spanish, English, Portuguese); WAVES bonus program; budgets for education and skills development; flexible birthday day off; health and dental insurance with subsidies; and psychological, financial, and legal orientation.

Location: Egypt Company Overview PartnerOne is a long-term software investment group that acquires, operates, and scales successful enterprise technology companies worldwide. With over 30 years of experience, PartnerOne owns and manages a portfolio of high-growth software businesses that serve more than 2,000 leading corporations and government organizations globally. Our focus on operational excellence, sustainable growth, and continuous improvement creates a high-performance environment where accountability, ownership, and collaboration drive success. Position Summary We are seeking a highly skilled CRM Software Engineer to support the development, customization, automation, and integration of enterprise CRM platforms, with a primary focus on Zoho CRM and the Zoho One ecosystem. This role is responsible for translating approved business requirements and CRM architecture designs into working solutions through configuration, scripting, coding, automation, integrations, and system enhancements. The CRM Software Engineer will work closely with the Corporate CRM Architect, Business Analysts, and business stakeholders to build and maintain scalable CRM solutions that support multiple companies operating within a shared CRM framework. The ideal candidate has experience working across multiple CRM platforms including Salesforce, Sage, Quickbooks, HubSpot, and Zoho CRM, with strong software development and systems integration expertise. Key Responsibilities CRM Development & Configuration Configure and customize Zoho CRM modules, layouts, forms, fields, profiles, roles, and permissions. Develop and maintain custom functionality within Zoho CRM and related Zoho applications. Implement business workflows, blueprints, automation, approval processes, and notifications. Create custom reports, dashboards, KPIs, and analytics solutions. Configure CRM environments based on established solution designs and implementation specifications. Software Development & Scripting Develop custom solutions using: Zoho Deluge JavaScript REST APIs Webhooks SDKs Custom Functions Serverless integrations Write, test, deploy, and support CRM scripts and automation. Create reusable components and development standards for multiple company implementations. Troubleshoot, optimize, and enhance existing CRM functionality. Integrations Develop and maintain integrations between Zoho CRM and external systems including: ERP platforms Financial applications Support platforms Marketing automation systems eCommerce solutions Third-party APIs Build API connections and middleware solutions. Support data synchronization and workflow automation across platforms. Data Migration & Conversion Support Assist with data migration projects from: Salesforce NetSuite CRM Microsoft Dynamics HubSpot Legacy CRM platforms Perform data mapping, transformation, validation, and migration support. Develop import and validation scripts to improve migration efficiency and data quality. System Maintenance & Support Troubleshoot CRM issues and provide technical support. Monitor system performance and proactively address technical issues. Participate in testing, deployment, and release management activities. Maintain development, test, and production environments. Support CRM upgrades and new feature deployments. Requirements Bachelor's degree in Computer Science, Software Engineering, Information Systems, or a related technical field, or equivalent practical experience. 4+ years of experience in CRM development, software engineering, or business systems development. Hands-on experience configuring, customizing, and developing within enterprise CRM platforms, preferably Zoho CRM. Experience with CRM platforms such as Zoho CRM, Salesforce, HubSpot, Sage Intacct, NetSuite CRM, or QuickBooks. Strong experience developing and supporting REST API integrations and third-party system integrations. Proficiency in Zoho Deluge scripting and workflow automation. Strong knowledge of JavaScript, SQL, JSON, and XML. Experience with CRM customization, workflow design, business process automation, and data migration. Experience implementing, enhancing, or migrating CRM solutions. Knowledge of integration architecture, data mapping, and system troubleshooting. Experience with Zoho One ecosystem, including Zoho Flow, Zoho Creator, Zoho Analytics, and Zoho Desk, preferred. Familiarity with Salesforce administration or development is a plus. Experience using Git or other source control platforms. Strong problem-solving and debugging skills with the ability to identify and resolve complex technical issues. Detail-oriented with excellent documentation and organizational skills. Ability to collaborate effectively with cross-functional teams, including Sales, Marketing, Customer Success, and Operations. Strong time management skills with the ability to manage multiple priorities in a fast-paced environment. Commitment to continuous learning and staying current with CRM, automation, and software development best practices.

Location: India Company Overview PartnerOne is a long-term software investment group that acquires, operates, and scales successful enterprise technology companies worldwide. With over 30 years of experience, PartnerOne owns and manages a portfolio of high-growth software businesses that serve more than 2,000 leading corporations and government organizations globally. Our focus on operational excellence, sustainable growth, and continuous improvement creates a high-performance environment where accountability, ownership, and collaboration drive success. Position Summary We are seeking a highly skilled CRM Software Engineer to support the development, customization, automation, and integration of enterprise CRM platforms, with a primary focus on Zoho CRM and the Zoho One ecosystem. This role is responsible for translating approved business requirements and CRM architecture designs into working solutions through configuration, scripting, coding, automation, integrations, and system enhancements. The CRM Software Engineer will work closely with the Corporate CRM Architect, Business Analysts, and business stakeholders to build and maintain scalable CRM solutions that support multiple companies operating within a shared CRM framework. The ideal candidate has experience working across multiple CRM platforms including Salesforce, Sage, Quickbooks, HubSpot, and Zoho CRM, with strong software development and systems integration expertise. Key Responsibilities CRM Development & Configuration Configure and customize Zoho CRM modules, layouts, forms, fields, profiles, roles, and permissions. Develop and maintain custom functionality within Zoho CRM and related Zoho applications. Implement business workflows, blueprints, automation, approval processes, and notifications. Create custom reports, dashboards, KPIs, and analytics solutions. Configure CRM environments based on established solution designs and implementation specifications. Software Development & Scripting Develop custom solutions using: Zoho Deluge JavaScript REST APIs Webhooks SDKs Custom Functions Serverless integrations Write, test, deploy, and support CRM scripts and automation. Create reusable components and development standards for multiple company implementations. Troubleshoot, optimize, and enhance existing CRM functionality. Integrations Develop and maintain integrations between Zoho CRM and external systems including: ERP platforms Financial applications Support platforms Marketing automation systems eCommerce solutions Third-party APIs Build API connections and middleware solutions. Support data synchronization and workflow automation across platforms. Data Migration & Conversion Support Assist with data migration projects from: Salesforce NetSuite CRM Microsoft Dynamics HubSpot Legacy CRM platforms Perform data mapping, transformation, validation, and migration support. Develop import and validation scripts to improve migration efficiency and data quality. System Maintenance & Support Troubleshoot CRM issues and provide technical support. Monitor system performance and proactively address technical issues. Participate in testing, deployment, and release management activities. Maintain development, test, and production environments. Support CRM upgrades and new feature deployments. Requirements Bachelor's degree in Computer Science, Software Engineering, Information Systems, or a related technical field, or equivalent practical experience. 4+ years of experience in CRM development, software engineering, or business systems development. Hands-on experience configuring, customizing, and developing within enterprise CRM platforms, preferably Zoho CRM. Experience with CRM platforms such as Zoho CRM, Salesforce, HubSpot, Sage Intacct, NetSuite CRM, or QuickBooks. Strong experience developing and supporting REST API integrations and third-party system integrations. Proficiency in Zoho Deluge scripting and workflow automation. Strong knowledge of JavaScript, SQL, JSON, and XML. Experience with CRM customization, workflow design, business process automation, and data migration. Experience implementing, enhancing, or migrating CRM solutions. Knowledge of integration architecture, data mapping, and system troubleshooting. Experience with Zoho One ecosystem, including Zoho Flow, Zoho Creator, Zoho Analytics, and Zoho Desk, preferred. Familiarity with Salesforce administration or development is a plus. Experience using Git or other source control platforms. Strong problem-solving and debugging skills with the ability to identify and resolve complex technical issues. Detail-oriented with excellent documentation and organizational skills. Ability to collaborate effectively with cross-functional teams, including Sales, Marketing, Customer Success, and Operations. Strong time management skills with the ability to manage multiple priorities in a fast-paced environment. Commitment to continuous learning and staying current with CRM, automation, and software development best practices.

Location: Brazil; Colombia; Mexico; Argentina; Chile; Uruguay Company Overview PartnerOne is a long-term software investment group that acquires, operates, and scales successful enterprise technology companies worldwide. With over 30 years of experience, PartnerOne owns and manages a portfolio of high-growth software businesses that serve more than 2,000 leading corporations and government organizations globally. Our focus on operational excellence, sustainable growth, and continuous improvement creates a high-performance environment where accountability, ownership, and collaboration drive success. Position Summary We are seeking a highly skilled CRM Software Engineer to support the development, customization, automation, and integration of enterprise CRM platforms, with a primary focus on Zoho CRM and the Zoho One ecosystem. This role is responsible for translating approved business requirements and CRM architecture designs into working solutions through configuration, scripting, coding, automation, integrations, and system enhancements. The CRM Software Engineer will work closely with the Corporate CRM Architect, Business Analysts, and business stakeholders to build and maintain scalable CRM solutions that support multiple companies operating within a shared CRM framework. The ideal candidate has experience working across multiple CRM platforms including Salesforce, Sage, Quickbooks, HubSpot, and Zoho CRM, with strong software development and systems integration expertise. Key Responsibilities CRM Development & Configuration Configure and customize Zoho CRM modules, layouts, forms, fields, profiles, roles, and permissions. Develop and maintain custom functionality within Zoho CRM and related Zoho applications. Implement business workflows, blueprints, automation, approval processes, and notifications. Create custom reports, dashboards, KPIs, and analytics solutions. Configure CRM environments based on established solution designs and implementation specifications. Software Development & Scripting Develop custom solutions using: Zoho Deluge JavaScript REST APIs Webhooks SDKs Custom Functions Serverless integrations Write, test, deploy, and support CRM scripts and automation. Create reusable components and development standards for multiple company implementations. Troubleshoot, optimize, and enhance existing CRM functionality. Integrations Develop and maintain integrations between Zoho CRM and external systems including: ERP platforms Financial applications Support platforms Marketing automation systems eCommerce solutions Third-party APIs Build API connections and middleware solutions. Support data synchronization and workflow automation across platforms. Data Migration & Conversion Support Assist with data migration projects from: Salesforce NetSuite CRM Microsoft Dynamics HubSpot Legacy CRM platforms Perform data mapping, transformation, validation, and migration support. Develop import and validation scripts to improve migration efficiency and data quality. System Maintenance & Support Troubleshoot CRM issues and provide technical support. Monitor system performance and proactively address technical issues. Participate in testing, deployment, and release management activities. Maintain development, test, and production environments. Support CRM upgrades and new feature deployments. Requirements Bachelor's degree in Computer Science, Software Engineering, Information Systems, or a related technical field, or equivalent practical experience. 4+ years of experience in CRM development, software engineering, or business systems development. Hands-on experience configuring, customizing, and developing within enterprise CRM platforms, preferably Zoho CRM. Experience with CRM platforms such as Zoho CRM, Salesforce, HubSpot, Sage Intacct, NetSuite CRM, or QuickBooks. Strong experience developing and supporting REST API integrations and third-party system integrations. Proficiency in Zoho Deluge scripting and workflow automation. Strong knowledge of JavaScript, SQL, JSON, and XML. Experience with CRM customization, workflow design, business process automation, and data migration. Experience implementing, enhancing, or migrating CRM solutions. Knowledge of integration architecture, data mapping, and system troubleshooting. Experience with Zoho One ecosystem, including Zoho Flow, Zoho Creator, Zoho Analytics, and Zoho Desk, preferred. Familiarity with Salesforce administration or development is a plus. Experience using Git or other source control platforms. Strong problem-solving and debugging skills with the ability to identify and resolve complex technical issues. Detail-oriented with excellent documentation and organizational skills. Ability to collaborate effectively with cross-functional teams, including Sales, Marketing, Customer Success, and Operations. Strong time management skills with the ability to manage multiple priorities in a fast-paced environment. Commitment to continuous learning and staying current with CRM, automation, and software development best practices.

Location: United States About Flosum Flosum builds a Salesforce native DevOps and release management platform. Enterprise teams use us to manage deployments, data migration, backup and compliance entirely inside Salesforce, without moving metadata or data outside the platform. We work with large, often highly regulated organisations that hold Salesforce to a serious standard. We are scaling our commercial organisation across the US and Europe, and we are bringing on a group of independent recruiters to help us do it. How you will work with us You will meet with our CEO at least twice a week You will join a weekly staff meeting where you can raise questions directly and get answers in the room You will be briefed on what to look for, what to avoid, and where not to source from, rather than being handed a requisition and left alone Performance is visible weekly. If placements are not working out, you will see that early and so will we What you would do Source and build pipeline for assigned sales, account management and marketing roles Screen candidates against our criteria and present a qualified shortlist Manage candidate communication and scheduling through to offer Give us direct market feedback on compensation and availability in your region Keep candidate records current in Workable Requirements What we are looking for You recruit sales roles as your primary specialism. Marketing recruiting experience alongside it is valuable, but most of this work is sales Capacity to commit 30+ hours per week on a consulting or contracting basis An active candidate network in the United States or Europe Comfortable working at pace. We move quickly on decisions and expect the same We prefer to engage individual recruiters rather than agencies Helpful, not required Experience recruiting into the Salesforce ecosystem: ISVs, AppExchange partners or Salesforce consultancies Familiarity with DevOps, release management or developer tooling as a category Experience hiring across both US and European markets in a single engagement

Задачи: — Заключать сделки с корпоративными клиентами и превышать план по выручке — Разрабатывать детальные стратегии по работе с аккаунтами для донесения уникального ценностного предложения Legion — Использовать отраслевую экспертизу и контакты для формирования пула возможностей на уровне руководителей предприятий — Вести сделки на всех этапах продаж, выстраивая отношения и сотрудничая с ключевыми внешними и внутренними заинтересованными сторонами — Создавать убедительные бизнес-обоснования и расчёты ROI для каждой возможности — Поддерживать точные и своевременные данные о клиентах, воронке и прогнозах в Salesforce CRM Требования: — Опыт продаж технологий не менее 8 лет — Опыт закрытия сделок на сумму от $500 тыс. до $2 млн ARR при годовом плане от $2 млн — Опыт продаж SaaS-приложений — Отличные навыки переговоров, письменного и устного общения — Опыт работы как в крупных, так и в малых компаниях, опыт в стартапах приветствуется — Желателен опыт продаж решений Workforce Management (WFM) или Human Capital Management (HCM) — Приветствуется опыт продаж в сферах розничной торговли, гостеприимства, дистрибуции, складов и здравоохранения Личные качества: — Проактивность, умение вызывать уважение благодаря интеллекту, трудолюбию и настойчивости — Страсть к передовым технологиям — Умение работать в условиях ограниченной информации — Отличные коммуникативные навыки, способность доносить сильные сообщения, резонирующие с клиентами — Опыт построения позитивных отношений с коллегами — Внимательный слушатель, умеющий учиться у клиентов и использовать их обратную связь — Сильная трудовая этика, ориентированность на приоритетные задачи и результат — Безупречная честность, надежность и высокие моральные качества Условия: — Зарплата от $155,000 до $160,000 в год + комиссия + акции — Полностью удалённая работа — Медицинское, стоматологическое и офтальмологическое страхование без ежемесячной премии, доступное с первого дня — План 401k — Оплачиваемый отпуск и праздничные дни — Родительский отпуск — Ежемесячные выплаты на оздоровление и обеды О компании: Legion Technologies предлагает инновационную платформу управления персоналом с использованием ИИ, которая помогает бизнесам оптимизировать эффективность труда и повысить вовлеченность сотрудников. Компания стремится улучшить условия работы почасовых сотрудников, составляющих большую часть рабочей силы США, предоставляя гибкие и современные решения. Команда Legion распределена по всему миру и работает удаленно. Контакт для инвалидов, нуждающихся в помощи при подаче заявки: recruiting@legion.co

Задачи: — Разрабатывать стратегию выхода на рынок для укрепления лидерства Legion и достижения бизнес-целей — Понимать потребности клиентов и выстраивать соответствующую стратегию — Строить отношения с ключевыми лицами и заинтересованными сторонами в целевой клиентской базе, участвовать в закрытии стратегических сделок — Играть ключевую роль в бизнес-планировании, сотрудничать с другими топ-менеджерами для разработки планов и ресурсов, влиять на долгосрочную бизнес-стратегию — Работать кросс-функционально с руководителями продаж, маркетинга и продуктов для достижения и превышения целей по выручке — Закрывать сделки с крупными предприятиями, превышая план по выручке — Разрабатывать детальные стратегии по аккаунтам для коммуникации уникального предложения Legion — Использовать отраслевой опыт и связи для формирования пула возможностей на уровне руководителей предприятий — Вести сделки на всех этапах продаж, выстраивая отношения и сотрудничая с ключевыми внешними и внутренними участниками — Создавать убедительные бизнес-обоснования и расчеты ROI для каждой возможности — Поддерживать точные и своевременные данные о клиентах, воронке и прогнозах в Salesforce CRM Требования: — 3-5 лет опыта в продажах корпоративных технологий — Опыт закрытия сделок на $1M ARR при квоте $2M+ в год — Сильный опыт продаж SaaS-приложений — Отличные навыки переговоров, письменного и устного общения — Опыт работы как в крупных, так и в малых компаниях; опыт в стартапах приветствуется — Желателен опыт продаж решений Workforce Management (WFM) или Human Capital Management (HCM) — Приветствуется опыт продаж в отраслях розничной торговли, гостеприимства, дистрибуции, складирования и здравоохранения Условия: — Зарплата $135,000 - $185,000 в год + комиссия + акции — Полностью удаленная работа — Медицинское, стоматологическое и офтальмологическое страхование без ежемесячной премии с первого дня — План 401k — Оплачиваемый отпуск и праздничные дни — Родительский отпуск — Ежемесячные выплаты на оздоровление и обеды Контакт для инвалидов и вопросы по политике конфиденциальности: recruiting@legion.co

Задачи: — Установить и развивать функцию расширения бизнеса в сегменте enterprise, управляя ростом в ключевых аккаунтах CaptivateIQ. — Вести глубокое планирование аккаунтов, самостоятельно генерировать pipeline через многоканальное взаимодействие. — Проводить структурированные кросс-продажи продуктов Sales Planning и Catalyst AI. — Руководить и эффективно использовать команду, включающую BDR и AI SDR. Требования: — Опыт работы 8+ лет в управлении аккаунтами или продажах в SaaS или технологической компании. — Минимум 3 года опыта в работе с enterprise клиентами (организации с 2000+ сотрудников) в ролях, связанных с расширением, апселлом, кросс-селлом или стратегическим управлением аккаунтами. — Наличие прямого и устойчивого опыта работы с enterprise сегментом, понимание сложности управления аккаунтами с региональными, дочерними и бизнес-единицами. — Умение самостоятельно искать и вовлекать новых заинтересованных лиц в аккаунтах, не полагаясь на CSM или основных контактных лиц. — Навыки многоканального взаимодействия с закупками, юридическим отделом, IT и руководством. — Опыт глубокого планирования аккаунтов, включая исследование, картирование возможностей, управление рисками, развитие отношений с руководством и готовность к регулярным командировкам. — Владение проверенными методиками расширения аккаунтов, умение самостоятельно строить планы территории и аккаунтов. — Опыт успешного кросс-продажа нескольких продуктов в рамках одного аккаунта. — Способность работать как самостоятельный исполнитель и командный игрок, взаимодействовать с CSM и другими членами команды. — Опыт управления BDR ресурсом, включая постановку целей, контроль активности и организацию рабочего ритма. Преимущества: — Опыт работы с инструментами управления компенсациями (ICM) или Sales Performance Management (SPM). — Знание платформ для поддержки клиентов, таких как ChurnZero. — Опыт работы с методологиями продаж MEDDIC, MEDDPICC. — Опыт продаж в сегментах Finance, RevOps или Sales. — Опыт продаж или кросс-продаж продуктов для планирования продаж или территорий. — Знакомство с инструментами аналитики данных, такими как Metabase, ScratchPad. — Владение Salesforce, Slack и Claude. Условия: — Возможность полностью удалённой работы. — Медицинская страховка, включая стоматологию и офтальмологию (для США). — Гибкие отпускные дни и квартальные дни для ментального здоровья. — Единовременные выплаты на годовщину работы, на обустройство рабочего места и профессиональное развитие. — Виртуальные командные обеды (для США). — План 401k. — Современное оборудование Apple. — Группы поддержки сотрудников (ERGs) для развития и удержания разнообразных талантов.

About Us We’re Fundraise Up - a global fundraising platform built to make donating to nonprofits fast, seamless, and accessible to all. Every month, our technology powers tens of millions of dollars in donations across the globe. We focus on innovation that directly impacts results: faster load times, higher conversion rates, global payment support, and accessibility-first design. Our platform is trusted by many of the world’s leading nonprofits, including UNICEF, the Alzheimer’s Association, and a wide range of global NGOs. With a 4.9/5 rating across top software review platforms, we’re recognized not just for our impact - but for the quality of the product we deliver. About the Role Enterprise deals aren't won by a single email or a single seller. They're won by a coordinated push that reaches every stakeholder in the room, at the right moment, with the right message. As our Account-Based Marketing Manager, you'll own the programs that turn our highest-value Enterprise and Strategic accounts into pipeline. You'll work directly with Sales, Revenue Operations, and Partnerships to build 1:1 and 1:few plays that engage buying groups and move complex, multi-stakeholder deals forward. This is a role for someone who's comfortable building from limited precedent and translating account strategy into campaigns that actually change how a deal moves. What you'll do Own and execute ABM programs for a defined portfolio of Enterprise and Strategic accounts, from strategy through campaign delivery. Design 1:1 and 1:few ABM plays that engage decision-makers and full buying groups, not just single contacts. Partner with Sales on account plans, opportunity progression, and executive engagement, acting as the marketing counterpart to their account strategy. Build personalized messaging and content experiences tailored to enterprise stakeholders, translating account priorities into a value narrative. Run multi-channel campaigns across LinkedIn, email, paid media, content hubs, direct mail, and events, sequencing channels to match where each account is in the funnel. Lead high-touch executive engagement initiatives, including curated dinners, events, and account-specific experiences that build senior-level relationships. Drive account research to surface buying group members, whitespace, and engagement signals that inform where to focus next. Track account engagement, campaign performance, and pipeline impact across the portfolio, and use those signals to reallocate effort toward what's working. Test new ABM tactics and engagement approaches, treating each program as a hypothesis to validate rather than a template to repeat. At Fundraise Up, AI is a default tool, not an experimental one. We expect every team member to actively use AI in their day-to-day work, identify where AI can change the shape of problems in their function, and grow their fluency as the tools evolve. Skills and Qualifications 4-7 years of B2B marketing experience with strong exposure to enterprise demand generation, ABM, or strategic account marketing. Demonstrated experience executing multi-channel ABM programs targeting complex buying groups. Strong analytical skills, with the ability to evaluate account engagement and pipeline signals and adjust programs accordingly. Experience partnering closely with Sales to support account strategies and opportunity progression. Ability to independently plan and execute marketing initiatives aligned with broader strategic objectives. Experience with Salesforce, HubSpot, LinkedIn, and ABM or intent tools. Comfort operating in a fast-paced environment where priorities shift and plans need to adapt in real time. Nice to Have Experience running executive-level engagement programs (dinners, curated events, VIP experiences). Background in SaaS or fintech, where enterprise sales cycles involve multiple senior stakeholders. You'll Thrive Here If You Treat a stalled enterprise deal as a puzzle to solve, not someone else's problem. Can build a program from scratch when there's no playbook to follow. Read pipeline and engagement data as a starting point for the next test, not a to file away. Move comfortably between big-picture account strategy and the details of a single campaign asset. Build real working relationships with sellers instead of treating Sales as a stakeholder to manage. Hold a high bar for personalization. Generic ABM doesn't move enterprise buying groups. Take ownership of outcomes, not just activity. Pipeline impact is the scoreboard. Give and take direct feedback easily, and adjust fast when a play isn't landing. Compensation The compensation range for this role is $98,000 - $106,000. Final compensation will be determined based on relevant experience, skills, qualifications, alignment with the role’s requirements and location. Perks & Benefits Health, Dental, and Vision insurance covered at 100% for employees, 80% for employee plus dependents, and 70% for employees plus family. FSA and HSA Spending Account. 20 days of vacation, 5 sick days, 11 company holidays plus an additional 1 floating holiday. 401(k) plan with company match. 100% Company-paid short-term disability, long-term disability, basic life insurance and AD&D. Paid parental leave (12 weeks for primary caregivers / 6 weeks for secondary caregivers). Generous home office stipend to support your remote workspace. Annual professional development stipend to support your growth (e.g., workshops, courses, and seminars). Charitable giving program and paid volunteer time off with registered non-profits. Please note: All official correspondence from Fundraise Up will exclusively originate from the @fundraiseup.com domain. Exercise caution and ensure the authenticity of emails claiming to be from our company. We are an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, gender, sexual orientation, gender identity or expression, age, national origin, disability, or any other characteristic protected by applicable law in the countries where we operate.

About Delinea: Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. What You Will Own: — Price and packaging architecture across the portfolio: tiering, licensing metrics, add-on structure, bundling. — Proposal quality into the monthly Price Committee: analysis, financial model, recommendation, and action register through to closure. — Discount governance, including band policy and guardrails. — Monetization for new categories: NHI governance, AI agent identity, StrongDM, consumption-based licensing. — Commercial readiness at launch, ensuring packaging and pricing ship with the product. — The single source of truth for pricing, packaging and quoting guidance, partnering with Product Marketing on seller enablement. — Price realization, attach rate and competitive position, informed by competitor pricing, market benchmarks and win/loss data. What We Are Looking For: — 12+ years across pricing strategy, monetization, product management or product marketing, including 5+ years owning pricing as a named function. — Experience building a monetization function where none existed: cadence, governance, documentation, analytical bench. — Experience preparing and defending recommendations to a formal pricing committee or equivalent decision body. — Demonstrated design of tiered packaging for enterprise software, strong financial modeling (pricing impact, ARR and expansion, discount optimization). — Credibility with executive peers, holding a position on pricing under pressure without direct authority over sales or finance. Strongly preferred: — Cybersecurity or identity security (PAM, IAM, SIEM, endpoint); exposure to NHI, machine identity or secrets management. — Consumption-, usage-, or outcome-based pricing models alongside seat-based subscription. — Working knowledge of CPQ (Salesforce CPQ, Apttus); pricing through M&A integration or a major commercial model transition. MBA a plus. Why Now: Pricing at Delinea has been carried by people doing it well alongside a full portfolio, and the surface area keeps growing. The opportunity is to make monetization a professional discipline, with a decision forum that already works. This role is built for owning monetization end-to-end rather than managing an approval queue. Why work at Delinea? — Meaningful work, a culture of innovation and great career progression. — Core values: Spirited, Trust, Respect, Ownership, Nimble, Global. — Competitive salaries, meaningful bonus program, excellent benefits including healthcare insurance, pension/retirement matching, life insurance, employee assistance program, time off plans, and paid company holidays. Delinea is an Equal Opportunity and Affirmative Action employer prohibiting discrimination and harassment of any type. Candidates are required to complete comprehensive criminal background check, verification of education, and employment, and social media sites may be reviewed upon conditional offer of employment.

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 looking for an Majors Account Executive, Key Customers who will be responsible for prospecting and growing existing business across the West region . You will identify, nurture and close opportunities with existing customers. You will manage forecasts and track customer data. We're strong proponents of a consultative sales approach - learn about the customer's needs first before talking about our products. Your expertise will be critical in helping articulate the value of our products, work with the customer during the trial phase and hand off a strong relationship to our Customer Success team. What You’ll Be Doing: Identify new opportunities to expand Grafana usage within 3-5 top existing accounts across multiple functions and business lines. Develop and maintain strong relationships at Executive level in current customers Create and execute strategic plans for defined account set Meet and exceed individual quarterly and annual sales goals Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, negotiations and account management) Cultivate sales through outbound prospecting and inbound leads Be able to understand and convey the value of both Grafana Cloud and Grafana Enterprise Become an expert in managing your sales pipeline in Salesforce Manage quote creation, order processing, and day-to-day customer requests What Makes You a Great Fit: 8+ Years of Experience in Infrastructure Technology Sales Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer) Energetic, upbeat, entrepreneurial, tenacious team player Adaptable and with demonstrable experience in high velocity technology companies You will need to be an excellent communicator in all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually Bonus Points For: Experience using Salesforce Familiarity with open source technology is a significant advantage Experience using Command of the Message and MEDD(P)ICC is ideal Compensation & Rewards: In the USA, the OTE (On-Target Earnings) compensation range for this role is 360,000-380,000. 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: Remote or Mississauga Workplace: remote Job Title: Senior UX Researcher – 6 month contract Location: Canada – Remote / Mississauga, ON – Hybrid Term: 6 month contract   **Travel to Office expectations** For Remote Roles: If this role is remote, there will be in-office events that will require travel to and from the Mississauga and/or Salt Lake City office. These will include, but not limited to, onboarding, team events, semi-annual and annual team meetings.   For Hybrid Roles: If this role is Hybrid, there will be an expectation to reside within commutable distance to the office/location specified in the job listing. This will include, but not limited to, weekly/bi-weekly/monthly events in the office with your specific team. This is a requirement for this role.   At PointClickCare our mission is simple: to help providers deliver exceptional care. And that starts with our people. As a leading health tech company that’s founder-led and privately held, we empower our employees to push boundaries, innovate, and shape the future of healthcare.   With the largest long-term and post-acute care dataset and a Marketplace of 400+ integrated partners, our platform serves over 30,000 provider organizations, making a real difference in millions of lives. We also reinvest a significant percentage of our revenue back into research and development, ensuring our employees have the resources to innovate and make a lasting impact. Recognized by Forbes as a top private cloud company and honored as one of Canada’s Most Admired Corporate Cultures, we offer flexibility, growth opportunities, and meaningful work.    At PointClickCare, we empower our people to be the architects of a smarter healthcare future; one that is human-first and accelerated by AI to create meaningful and lasting change. Employees harness AI as a catalyst for creativity, productivity, and thoughtful decision-making. By integrating AI tools into our daily workflows, collaboration is enhanced, outcomes are improved, and every team member has the proficiency to maximize their impact. It all starts with our hiring practices where we uncover AI expertise that complements our mission, and we continue to invest in training and development to nurture innovation throughout the employee journey.   Join us in redefining healthcare — so it doesn’t just survive, it thrives. To learn more about PointClickCare, check out Life at PointClickCare and connect with us on Glassdoor and LinkedIn. About the Team The UX Research team partners directly with Product and UX Design from early opportunity discovery and ideation through delivery. This role supports the Integrated Care portfolio, including products serving acute and payer markets and healthcare and financial workflows such as Prior Authorization and Concurrent Review. The team keeps product and design decisions moving with timely, actionable customer insights. Position Summary: The Senior UX Researcher drives strategic and tactical product decisions by planning and conducting research, usability studies, and mixed-method discovery. Working directly with Product and UX Design, this role identifies the right participants, recommends fit-for-purpose methodologies, recruits and conducts studies, synthesizes qualitative and quantitative findings, and translates insights into strategy and design recommendations. The Senior UX Researcher also provides project leadership and communicates research decisions and outcomes to leadership and stakeholders.   Key Responsibilities: Partner with Product and UX Design at the beginning of projects, opportunities, and ideation to formulate discovery plans, identify the right customers and stakeholders to engage, and recommend appropriate research methodologies. Lead end-to-end research activities, including participant recruitment, discussion guide development, study facilitation, analysis, synthesis, and sharing findings. Methods may include surveys, in-depth interviews, remote feedback, usability testing, and prototype-based research when appropriate. Conduct user outreach, use-case discovery, persona and journey mapping, validation, and usability studies using unbiased and standardized research practices. Translate customer feedback and research data into actionable insights and strategy and design recommendations for Product, UX Design, Engineering, and other stakeholders. Lead or participate in workshops, communicate strategic research decisions to leadership, and provide project leadership to researchers and designers on assigned initiatives. Collaborate with internal subject matter experts, Customer Success, Data Science, and Customer Insights to strengthen understanding of personas, journeys, and use cases and encourage adoption of research best practices. Required Skills & Qualifications: 5+ years of experience as a UX researcher or in a similar customer-focused research role. Bachelor’s degree in psychology, statistics, human-computer interaction, information systems, or a related field. Demonstrated ability to create research strategy and discovery plans, develop discussion guides, select methodologies, conduct interviews and studies, and quickly analyze and synthesize findings. Strong qualitative and quantitative research skills, with the ability to translate real user feedback into insights that drive user-centered decisions for broad audiences. Experience with research and survey tools such as Dovetail, User Interviews, Salesforce, SurveyMonkey, Qualtrics, and analytics or product-experience platforms such as Pendo. Strong written and verbal communication skills, including the ability to explain strategic decisions, present findings, persuade, negotiate, and articulate alternative approaches. Ability to travel to customer sites on a limited basis, approximately four times per year. Experience using AI tools such as Claude and Microsoft Copilot to enable day-to-day research work. Preferred Experience: Experience researching healthcare, medical, regulated, payer, acute-care, or financial applications. Experience collaborating in Figma and Miro; this role contributes to prototype-based research but is not expected to create prototypes. Demonstrated ability to collaborate across Product, UX Design, Engineering, Customer Success, Data Science, Customer Insights, and internal subject matter experts to advance user-centered outcomes. The Canadian hourly pay range for this position is $60.00 - $66.68 CAD per hour. Our pay ranges are determined by job and level. The range displayed reflects the target for new-hire pay across all Canada locations. Within the range, individual compensation is determined by job-related skills and knowledge, relevant experience including professional and lived experience, and/or work location. Your recruiter can share more information about our total rewards package during the hiring process. Equal Employment Opportunity: It is the policy of PointClickCare to ensure equal employment opportunity without discrimination or harassment on the basis of race, religion, national origin, status, age, sex, sexual orientation, gender identity or expression, marital or domestic/civil partnership status, disability, veteran status, genetic information, or any other basis protected by law. PointClickCare welcomes and encourages applications from people with disabilities. Accommodations are available upon request for candidates taking part in all aspects of the selection process. Please contact recruitment@pointclickcare.com should you require any accommodations. When you apply for a position, your information is processed and stored with Lever, in accordance with Lever’s Privacy Policy. We use this information to evaluate your candidacy for the posted position. We also store this information, and may use it in relation to future positions to which you apply, or which we believe may be relevant to you given your background. When we have no ongoing legitimate business need to process your information, we will either delete or anonymize it.  If you have any questions about how PointClickCare uses or processes your information, or if you would like to ask to access, correct, or delete your information, please contact PointClickCare’s human resources team: recruitment@pointclickcare.com  PointClickCare is committed to Information Security. By applying to this position, if hired, you commit to following our information security policies and procedures and making every effort to secure confidential and/or sensitive information. #LI-Remote

Location: Remote, USA Workplace: remote Job Title: Senior UX Researcher – 6 month contract Location: USA – Remote Contract Term: 6 month contract   **Travel to Office expectations** For Remote Roles: If this role is remote, there will be in-office events that require travel to and from the Mississauga and/or Salt Lake City office. These may include onboarding, team events, and semi-annual or annual team meetings.   At PointClickCare our mission is simple: to help providers deliver exceptional care. And that starts with our people. As a leading health tech company that’s founder-led and privately held, we empower our employees to push boundaries, innovate, and shape the future of healthcare.   With the largest long-term and post-acute care dataset and a Marketplace of 400+ integrated partners, our platform serves over 30,000 provider organizations, making a real difference in millions of lives. We also reinvest a significant percentage of our revenue back into research and development, ensuring our employees have the resources to innovate and make a lasting impact. Recognized by Forbes as a top private cloud company and honored as one of Canada’s Most Admired Corporate Cultures, we offer flexibility, growth opportunities, and meaningful work.    At PointClickCare, we empower our people to be the architects of a smarter healthcare future; one that is human-first and accelerated by AI to create meaningful and lasting change. Employees harness AI as a catalyst for creativity, productivity, and thoughtful decision-making. By integrating AI tools into our daily workflows, collaboration is enhanced, outcomes are improved, and every team member has the proficiency to maximize their impact. It all starts with our hiring practices where we uncover AI expertise that complements our mission, and we continue to invest in training and development to nurture innovation throughout the employee journey.   Join us in redefining healthcare — so it doesn’t just survive, it thrives. To learn more about PointClickCare, check out Life at PointClickCare and connect with us on Glassdoor and LinkedIn. About the Team The UX Research team partners directly with Product and UX Design from early opportunity discovery and ideation through delivery. This role supports the Integrated Care portfolio, including products serving acute and payer markets and healthcare and financial workflows such as Prior Authorization and Concurrent Review. The team keeps product and design decisions moving with timely, actionable customer insights. Position Summary: The Senior UX Researcher drives strategic and tactical product decisions by planning and conducting research, usability studies, and mixed-method discovery. Working directly with Product and UX Design, this role identifies the right participants, recommends fit-for-purpose methodologies, recruits and conducts studies, synthesizes qualitative and quantitative findings, and translates insights into strategy and design recommendations. The Senior UX Researcher also provides project leadership and communicates research decisions and outcomes to leadership and stakeholders.   Key Responsibilities: Partner with Product and UX Design at the beginning of projects, opportunities, and ideation to formulate discovery plans, identify the right customers and stakeholders to engage, and recommend appropriate research methodologies. Lead end-to-end research activities, including participant recruitment, discussion guide development, study facilitation, analysis, synthesis, and sharing findings. Methods may include surveys, in-depth interviews, remote feedback, usability testing, and prototype-based research when appropriate. Conduct user outreach, use-case discovery, persona and journey mapping, validation, and usability studies using unbiased and standardized research practices. Translate customer feedback and research data into actionable insights and strategy and design recommendations for Product, UX Design, Engineering, and other stakeholders. Lead or participate in workshops, communicate strategic research decisions to leadership, and provide project leadership to researchers and designers on assigned initiatives. Collaborate with internal subject matter experts, Customer Success, Data Science, and Customer Insights to strengthen understanding of personas, journeys, and use cases and encourage adoption of research best practices. Required Skills & Qualifications: 5+ years of experience as a UX researcher or in a similar customer-focused research role. Bachelor’s degree in psychology, statistics, human-computer interaction, information systems, or a related field. Demonstrated ability to create research strategy and discovery plans, develop discussion guides, select methodologies, conduct interviews and studies, and quickly analyze and synthesize findings. Strong qualitative and quantitative research skills, with the ability to translate real user feedback into insights that drive user-centered decisions for broad audiences. Experience with research and survey tools such as Dovetail, User Interviews, Salesforce, SurveyMonkey, Qualtrics, and analytics or product-experience platforms such as Pendo. Strong written and verbal communication skills, including the ability to explain strategic decisions, present findings, persuade, negotiate, and articulate alternative approaches. Ability to travel to customer sites on a limited basis, approximately four times per year. Experience using AI tools such as Claude and Microsoft Copilot to enable day-to-day research work. Preferred Experience: Experience researching healthcare, medical, regulated, payer, acute-care, or financial applications. Experience collaborating in Figma and Miro; this role contributes to prototype-based research but is not expected to create prototypes. Demonstrated ability to collaborate across Product, UX Design, Engineering, Customer Success, Data Science, Customer Insights, and internal subject matter experts to advance user-centered outcomes. The US hourly pay range for this position is $66.73 - $74.13 USD per hour. Our pay ranges are determined by job and level. The range displayed reflects the target for new-hire pay across all US locations. Within the range, individual compensation is determined by job-related skills and knowledge, relevant experience including professional and lived experience, and/or work location. Your recruiter can share more information about our total rewards package during the hiring process.   Equal Employment Opportunity: It is the policy of PointClickCare to ensure equal employment opportunity without discrimination or harassment on the basis of race, religion, national origin, status, age, sex, sexual orientation, gender identity or expression, marital or domestic/civil partnership status, disability, veteran status, genetic information, or any other basis protected by law. PointClickCare welcomes and encourages applications from people with disabilities. Accommodations are available upon request for candidates taking part in all aspects of the selection process. Please contact recruitment@pointclickcare.com should you require any accommodations. When you apply for a position, your information is processed and stored with Lever, in accordance with Lever’s Privacy Policy. We use this information to evaluate your candidacy for the posted position. We also store this information, and may use it in relation to future positions to which you apply, or which we believe may be relevant to you given your background. When we have no ongoing legitimate business need to process your information, we will either delete or anonymize it.  If you have any questions about how PointClickCare uses or processes your information, or if you would like to ask to access, correct, or delete your information, please contact PointClickCare’s human resources team: recruitment@pointclickcare.com  PointClickCare is committed to Information Security. By applying to this position, if hired, you commit to following our information security policies and procedures and making every effort to secure confidential and/or sensitive information. #LI-Remote