Location: Korea
Workplace: Remote
WHO ARE WE?
Cohere is the leading security-first enterprise AI company. We build cutting-edge foundation AI models and end-to-end products that are designed to solve real-world business problems.
We’re training and deploying frontier models for enterprises who are building AI systems. We believe that our work is instrumental to the widespread adoption of AI and we are looking for folks that want to be part of that.
We obsess over what we build. Each one of us is responsible for contributing to increasing the capabilities of our models and the value they drive for our customers. Cohere is a team of researchers, engineers, designers, and more, who are all passionate about their craft.
We are a global technology company headquartered in Toronto with key offices in London, New York City, San Francisco, Montreal, Paris, Berlin and Seoul. Join us!
Why this role?
We’re seeking an experienced Engineering Program Manager to join Cohere’s customer-facing Engineering Program Management team. We need someone with curiosity, drive, independence, and leadership, who has hands-on experience working directly with customers and managing projects for enterprise-grade software or enterprise-focused machine learning solutions. In return, you’ll have the unique opportunity to shape Cohere’s operations, collaborate with leading minds in the LLM space, work directly with our Strategic Customers as well as Applied ML (AML) Engineering, Forward Deployed Engineering (FDE), Platform , Product and Go-to-Market teams, and be the “technical” voice of Cohere for the customer. You will get a chance to create extremely high-impact contributions to our fast-growing company, product and culture.
Please Note: This role is open to candidates based in Korea
As an Engineering Program Manager/ Technical Program Manager, you will:
- Communicate: Provide clear, timely, and objective communication across the tech organization, Cohere teams, leadership, and most importantly - our strategic customers and external partners.
- Optimize: Break down complex issues into strategies, driving engineering alignment with product, business, and marketing while fostering collaboration.
- Plan: Create and manage program/project schedules, identify dependencies, manage risks, and drive organizational alignment.
- Execute: Ensure on-time delivery, identify development needs, and establish checkpoints for status updates.
- Problem solve: Proactively identify and resolve issues, coordinate cross-functional dependencies, and prioritize impacts to schedule and product quality.
You may be a good fit if:
- You have at least 5 years of experience as an Engineering or Technical Program Manager, with at least 2 years in customer-facing technical delivery and operations focused on enterprise-grade AI software/solutions
- Knowledge or experience with LLM training or optimization would be a key differentiator
- You are problem-focused and making customers successful really excites you
- You are detail-oriented and extremely self-organized. You love enabling people and teams around you, and are excellent at capturing detailed notes/action items during highly technical meetings and tracking progress.
- You have a Bias for Action - you are very execution focused and you like getting things done.
- You have experience working with cross-functional teams to get technical products, services or solutions shipped to an internal or an external customer and can independently own tracking and reporting across multiple work-streams, with owners in different time-zones.
- You are comfortable holding leaders and individual contributors accountable. You can be assertive while remaining diplomatic. You are not afraid to follow up with people to ensure shipping within committed deadlines.
FULL-TIME EMPLOYEES AT COHERE ENJOY THESE PERKS:
- A weekly lunch stipend of $75/£75 or equivalent in your local currency for lunch.
- Full health and dental benefits, including a separate budget for mental health.
- RRSP matching, 401K, Pension Scheme.
- 100% Parental Leave top-up for up to 6 months, for either parent.
- Annual enrichment benefits:
Arts & culture, fitness/wellness, quality time, and a workspace improvement credit.
Education & learning stipend for conferences, courses, and coaching.
- 6 weeks of paid vacation (30 working days!)
- Budget for traveling to other offices if you are remote, plus an annual company offsite.
HOW AND WHERE WE WORK:
- Cohere is remote-friendly, but we also have offices in Toronto, London, New York City, San Francisco, Montreal, Paris, Berlin and Seoul with more opening soon.
- For those in the office: a daily lunch program, plenty of snacks, and regular community and social events.
- For those not near an office: a co-working benefit so you can work alongside others in your city.
- Everyone receives a $500 home office stipend to set up your workspace properly.
If any of the above doesn’t line up exactly with your experience, we still encourage you to apply.
We strive to create an inclusive work environment for all; we welcome applicants from all backgrounds and are committed to providing equal opportunities. Should you require any accommodations during the recruitment process, please submit an Accommodations Request Form https://docs.google.com/forms/d/12a6IrLdF3kI2nonKSr4tiFuz18rLQbaeYV-JM9L4o9Q/edit, and we will work together to meet your needs.
We may use AI-enabled tools to screen and assess applicants against the criteria for this position. This helps our recruiters identify potentially qualified candidates, but it doesn't limit the applications our recruiters may review or consider.
Beware of Scams: Cohere will never ask for payment or third-party services (e.g., CV writing) as part of our hiring process. All legitimate roles are listed on the Cohere careers page and LinkedIn only, with all communications from Cohere employees coming from an @cohere.com or @cw.cohere email alias. If jobs are viewed on other sites then please verify these through our official careers https://cohere.com/careers page.
Location: Hybrid - San Francisco, New York City, Austin
About Vercel:
Vercel is the agentic infrastructure company, freeing people and agents to ship what's next. For more than a decade we've helped builders move from idea to production with speed, security, and exceptional developer experience.
Now we're scaling our products for both agents and people to ship and run software, built in the open and trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide.
About the role
We're hiring a Head of Professional Services to build and lead Vercel's global professional services organization, composed of our Technical Account Management (TAM) and Forward Deployed Engineering (FDE) functions. These functions embed directly with our most strategic customers to design, build, and ship production applications on Vercel using Vercel's core platform, Next.js and our agent stack, taking projects from first prototype through production rollout. You will define how this function operates: the engagement model, the delivery methodology, the commercial structure, and the team itself.
You will report directly to our Global Head of Field Engineering, and partner closely with GTM and Product Leadership to run a business function that turns our largest customers' complex implementations into production deployments, drives adoption and expansion, and feeds what you learn in the field back into our product roadmap.
This is a hybrid position based in San Francisco, Austin or New York, with 3 days per week (Monday, Tuesday, Friday) required in office.
What you'll do
Define the engagement model: how engagements are scoped, staffed, sequenced, and measured, and which accounts qualify for embedded support.
Own delivery excellence for strategic customer engagements, from discovery and technical scoping through production deployment and stabilization.
Establish the commercial model for professional services, including packaging, pricing, capacity planning, and resource allocation across competing customer priorities.
Stay hands-on where it matters: architecture reviews, system design, and unblocking critical engagements alongside your team.
Codify field learnings into repeatable playbooks, reference architectures, and delivery patterns that scale beyond individual engagements
What you need
10+ years in software engineering, forward deployed engineering, or technical consulting roles, with at least 5 years leading customer-facing engineering or delivery teams in a high-growth environment.
Experience building a team, function, or service line from zero, including hiring, methodology, and operating model.
Strong background in modern web technologies (JavaScript/TypeScript, React, Next.js, Node.js, cloud infrastructure) with the ability to review code and whiteboard architectures credibly.
Experience building or deploying LLM-powered applications and an understanding of how model behavior shapes product decisions.
Commercial acumen: you have scoped, priced, and delivered technical engagements for enterprise customers and understand utilization, margin, and capacity tradeoffs
Bonus if you
Have built with Vercel, Next.js, AI SDK, or v0.
Have led forward deployed or embedded engineering teams at an AI-native or developer platform company.
Have owned a professional services P&L or defined services pricing and packaging from scratch.
Are comfortable representing the function externally at conferences, customer executive briefings, or large-scale events.
Benefits & Compensation:
Competitive compensation package, including equity.
Inclusive Healthcare Package.
Learn and Grow - we provide mentorship and send you to events that help you build your network and skills.
Flexible Time Off.
We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed.
The San Francisco, CA base pay range for this role is $300,000 - $370,000 plus annual bonus. Actual salary will be based on job-related skills, experience, and location. Compensation outside of San Francisco may be adjusted based on employee location. The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process.
Disclosures:
Privacy:
Please review our
Job Applicant Privacy Policy
for more information on how we handle your data.
Equal Opportunity:
Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.
Location: Hybrid - San Francisco, New York City, Austin
About Vercel:
Vercel is the agentic infrastructure company, freeing people and agents to ship what's next. For more than a decade we've helped builders move from idea to production with speed, security, and exceptional developer experience.
Now we're scaling our products for both agents and people to ship and run software, built in the open and trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide.
About the role
We are looking for a Head of Solutions Architecture to join our global Field Engineering team. You will build and lead the technical sales organization behind our relationships with the new and leading startups shaping how web and AI products get built. These teams ship using Vercel's core platform, Next.js, and our AI stack, and the technical decisions made in their first architecture review often determine how far they scale with us.
You will own a global team of Solutions Architects within our Startups sales organization. You will set the bar for technical excellence across the deal cycle, coach your team through strategic accounts and critical deals, and step in yourself when it matters most: architecture reviews, migration plans, and high-stakes presentations. Beyond running the team, you will shape how Vercel wins in this segment. You will turn patterns from the field into repeatable plays and carry what startups tell you back to our engineering org so it shows up in the product.
You will report directly to our Global Head of Field Engineering and partner closely with Sales and Field Engineering leadership to win new business and expand existing accounts. You will also own org planning, staffing, budgeting, and recruiting as you build the team this segment needs.
This is a hybrid position based in San Francisco, Austin, or New York, with 3 days per week in office.
What you'll do
Lead, develop, and manage Vercel's global Startups SA team, ensuring technical excellence across the pre-sales cycle.
Provide hands-on support for key accounts as needed (presentations, architecture reviews, migration plans).
Oversee and coach SA engagement on strategic accounts and critical deals, developing repeatable plays from trends you are seeing across your team.
Track and report SA performance to Sales and Field Engineering leadership quarterly.
Own org planning, staffing, budgeting, and recruiting.
What you need
10+ years of experience in Solutions Architecture, Sales Engineering, or similar technical pre-sales roles, with at least 5 years in a formal leadership position.
Strong background in modern web technologies (JavaScript, React, Next.js, Node.js, APIs, cloud infrastructure).
Proven ability to lead, coach, and scale technical teams in a high-growth environment.
Demonstrated success working with startups as customers across diverse industries.
Strong understanding of modern software development workflows (CI/CD, DevOps, frontend frameworks).
Experience collaborating with Sales, Product, and Engineering teams to drive customer success.
Bonus if you
Have experience working with Vercel, Next.js, or similar frontend frameworks.
Have led SA teams at a high-growth developer tool or cloud infrastructure company.
Bring expertise in developer tooling, edge computing, or performance optimization.
Are comfortable presenting at conferences, webinars, or large-scale customer events.
Benefits & Compensation:
Competitive compensation package, including equity.
Inclusive Healthcare Package.
Learn and Grow - we provide mentorship and send you to events that help you build your network and skills.
Flexible Time Off.
We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed.
The San Francisco, CA OTE pay range for this position is $382,000 - $485,000 OTE. Actual salary will be based on job-related skills, experience, and location. Compensation outside of San Francisco may be adjusted based on employee location. The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process.
Disclosures:
Privacy:
Please review our
Job Applicant Privacy Policy
for more information on how we handle your data.
Equal Opportunity:
Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.
Location: France
WHO ARE WE?
Cohere is the leading security-first enterprise AI company. We build cutting-edge foundation AI models and end-to-end products that are designed to solve real-world business problems.
We’re training and deploying frontier models for enterprises who are building AI systems. We believe that our work is instrumental to the widespread adoption of AI and we are looking for folks that want to be part of that.
We obsess over what we build. Each one of us is responsible for contributing to increasing the capabilities of our models and the value they drive for our customers. Cohere is a team of researchers, engineers, designers, and more, who are all passionate about their craft.
We are a global technology company headquartered in Toronto with key offices in London, New York City, San Francisco, Montreal, Paris, Berlin and Seoul. Join us!
Why This Role?
We're seeking an experienced Program Manager to join Cohere's customer-facing Program Management team, with a focus on public sector and defence accounts in Europe, particularly in France. This is a highly specialised role requiring an individual who understands technical program delivery, the technical complexity of frontier AI models and the unique requirements of government and defence organisations.
You will be the critical bridge between our cutting-edge AI capabilities and the specific needs of Ministries, Agencies, and defence organisations across Europe. You'll navigate complex procurement processes, stringent security requirements, data sovereignty concerns, and regulatory compliance while ensuring our customers successfully deploy and scale our AI solutions.
In this role, you'll collaborate with our Strategic Customer team, Applied ML (AML) Engineering, Forward Deployed Engineering (FDE), Platform, Product, and Go-to-Market teams, serving as the technical program lead and trusted advisor for our most sensitive and high-impact government and defence engagements.
Location: France
Eligibility: Critically, this individual is required to be a French citizen living in France with fluency in French as this will enable immediate engagement with critical defence and national security customers.
Security Clearance: Active French Secret clearance is preferred; candidates eligible and willing to obtain clearance will also be considered.
What You'll Do
Customer Program Leadership:
- Own end-to-end technical program delivery for French and broader European public sector and defence customers, from initial deployment through production scaling
- Serve as the primary technical program point of contact for customers, building trusted relationships with departmental CIOs, IT directors, and technical teams
- Translate complex public sector and defence requirements (security, compliance, accessibility, bilingualism, data sovereignty) into actionable engineering plans
- Navigate complex procurement processes, RFP responses, and contractual technical obligations.
Strategic Communication:
- Provide clear, timely, and objective communication across Cohere's engineering organisation, customer stakeholders, pubic sector and defence leadership
- Translate between AI/ML technical concepts and government-appropriate language for decision-makers who may not have deep technical backgrounds
- Present technical roadmaps and status updates to senior stakeholders including departmental executives
- Represent Cohere's technical capabilities in sensitive government and defence contexts.
Complex Program Management:
- Create and manage project schedules that account for public sector and defence timelines, security review processes, and approval cycles
- Identify and manage dependencies across government departments, security authorities, cloud service providers, and internal Cohere teams
- Navigate risks unique to government and defence deployments: privacy compliance, security, political and regulatory, technology and infrastructure.
- Drive alignment between product development priorities and specific customer requirements.
Technical Delivery & Execution:
- Ensure on-time delivery of AI solutions that meet security, privacy, accessibility, and performance standards
- Coordinate technical work across multiple teams: model customisation, security hardening, integration with government systems, bilingual support
- Establish governance checkpoints appropriate for high-stakes government and defence deployments
- Problem-solve complex technical challenges in air-gapped, on-premises, or highly regulated environments.
You May Be a Good Fit If:
Required Experience:
- 6+ years of experience as a customer-facing Technical or Engineering Program Manager in AI/ML consulting, technology transformation, or enterprise software delivery.
- Excellent executive communication and stakeholder management.
- Experience working with government, defence, or heavily regulated customers.
- Proven track record managing complex, multi-stakeholder technical programs with stringent compliance requirements.
- Bachelor’s degree in a relevant field; advanced degree or technical certs a plus.
Technical Background:
- Strong understanding of enterprise software deployment architectures (cloud, on-premises, hybrid, air-gapped)
- Working knowledge of or experience with modern AI: LLMs, agentic systems, MCP, RAG, fine-tuning, evals, and responsible AI would be a strong differentiator
- Comfortable discussing API integrations, model inference, data pipelines, and ML operations with technical stakeholders.
Government & Defence Acumen:
- Deep understanding of how government and defence organisations procure, evaluate, and deploy technology
- Familiarity with European government requirements: data sovereignty, privacy laws (Privacy Act), accessibility standards, official languages obligations, security classifications
- Understanding of defence and national security considerations in AI deployment
- Experience with Algorithmic Impact Assessments or AI ethics frameworks is a strong asset
- Eligible to obtain French security clearance
Nice to Have:
- Active French security clearance (Secret or Top Secret)
- Bilingual (English/French) proficiency
- Background in or strong familiarity with European defence, intelligence, or critical infrastructure sectors
- Experience with GC Cloud services (Azure, AWS GovCloud) or Protected B/C environments
- Project management certification (PMP, PgMP) or government-specific methodologies.
Security Clearance Requirements
This role requires eligibility for French government security clearance.
Candidates must be eligible for French government clearance, meaning that they require French citizenship. In addition, this individual is required to be based in France and be fluent in French as this will enable immediate engagement with critical defence and national security customers.
What Makes This Role Unique
This isn't typical program management - it's a highly specialised role at the intersection of frontier AI, national security, and public sector digital transformation. You'll work on some of Canada's most sensitive and impactful AI deployments, helping government organisations harness cutting-edge technology while maintaining the highest standards of security, ethics, and accountability.
If you're passionate about responsible AI adoption, understand the unique constraints and opportunities within government, and want to have an outsized impact on how Canada leverages AI to serve its citizens, this role is for you.
FULL-TIME EMPLOYEES AT COHERE ENJOY THESE PERKS:
- A weekly lunch stipend of $75/£75 or equivalent in your local currency for lunch.
- Full health and dental benefits, including a separate budget for mental health.
- RRSP matching, 401K, Pension Scheme.
- 100% Parental Leave top-up for up to 6 months, for either parent.
- Annual enrichment benefits:
Arts & culture, fitness/wellness, quality time, and a workspace improvement credit.
Education & learning stipend for conferences, courses, and coaching.
- 6 weeks of paid vacation (30 working days!)
- Budget for traveling to other offices if you are remote, plus an annual company offsite.
HOW AND WHERE WE WORK:
- Cohere is remote-friendly, but we also have offices in Toronto, London, New York City, San Francisco, Montreal, Paris, Berlin and Seoul with more opening soon.
- For those in the office: a daily lunch program, plenty of snacks, and regular community and social events.
- For those not near an office: a co-working benefit so you can work alongside others in your city.
- Everyone receives a $500 home office stipend to set up your workspace properly.
If any of the above doesn’t line up exactly with your experience, we still encourage you to apply.
We strive to create an inclusive work environment for all; we welcome applicants from all backgrounds and are committed to providing equal opportunities. Should you require any accommodations during the recruitment process, please submit an Accommodations Request Form https://docs.google.com/forms/d/12a6IrLdF3kI2nonKSr4tiFuz18rLQbaeYV-JM9L4o9Q/edit, and we will work together to meet your needs.
We may use AI-enabled tools to screen and assess applicants against the criteria for this position. This helps our recruiters identify potentially qualified candidates, but it doesn't limit the applications our recruiters may review or consider.
Beware of Scams: Cohere will never ask for payment or third-party services (e.g., CV writing) as part of our hiring process. All legitimate roles are listed on the Cohere careers page and LinkedIn only, with all communications from Cohere employees coming from an @cohere.com or @cw.cohere email alias. If jobs are viewed on other sites then please verify these through our official careers https://cohere.com/careers page.
RELOCATION TO UAE CoreConnect, a flagship product by VentureOne, the commercialization arm of the Advanced Technology Research Council, acts as the digital glue within the complex ecosystem of autonomous mobility in logistics. CoreConnect is building the infrastructure layer for autonomous operations in complex ecosystems. We develop a robot orchestration platform that enables logistics and other operators to deploy, manage, and scale fleets of autonomous robots across real-world environments. Our technology sits at the intersection of robotics, operations software, and intelligent automation.
Role Overview
We are seeking a Senior Software Engineer (Backend) who prioritizes system reliability and product impact. You will be a key contributor to CoreConnect, developing a scalable Hexagonal Backend API service that serves as the primary interface for our commercial ecosystem. We value engineers who operate with a high degree of autonomy, technical pragmatism, and a commitment to operational excellence. We are specifically looking for candidates who demonstrate ownership, pragmatism, and feel comfortable with navigating ambiguity.
Key Responsibilities
Core Engineering & Architecture: Design, implement, and optimize scalable Kotlin Spring Boot backend services using a Hexagonal architecture for high-performance fleet orchestration.
Data & Integration Strategy: Manage complex data layers (Postgres/PostGIS, TimescaleDB) and develop a Unified Abstraction Layer to integrate diverse autonomous vehicle APIs for fleet-agnostic control.
Real-time Systems & Optimization: Drive the technical roadmap for real-time data engineering, resolving bottlenecks in high-frequency data ingestion (MQTT/WebSockets) to ensure sub-second latency.
Security, Scalability & Observability: Enforce standards for platform security and observability, implementing Multi-tenant Architecture (RLS) and Role-Based Access Control (RBAC).
Cross-Functional Collaboration: Partner closely with Product, Engineering Leadership, and DevSecOps to build high-quality solutions that drive measurable business outcomes.
Engineering Culture: Mentor engineers, lead rigorous code reviews, introduce process improvements, and foster a culture of operational excellence.
Qualifications
Experience & Education: Bachelor’s degree or higher in Computer Science or other relevant fields and 5+ years of professional experience with Java or Kotlin and Spring Boot delivering well-tested, complex systems in a SaaS startup environment.
Architecture & Data Mastery: Deep proficiency in distributed systems, Hexagonal Architecture, and scalable API design. Expertise in SQL (PostgreSQL), geospatial data (GIS/PostGIS), and time-series data (TimescaleDB).
Real-Time & Integrations: Experience architecting low-latency communication (WebSockets, MQTT) and building abstraction layers for third-party vendor APIs.
Mindset & Execution: Proven ability to navigate ambiguity, balance architectural purity with commercial objectives (managing technical debt, shipping MVPs), and take full ownership of the code lifecycle and incident management (root-cause analysis and prevention).
Security & Quality: A consistent focus on software quality and security best practices with hands-on experience in automated testing (unit and integration test suites), SAST, DAST, and setting up platform observability tooling.
Complementary Expertise:
Frontend Proficiency: Practical experience building interfaces with React or Next.js and TypeScript.
Infrastructure & DevOps: Mastery of cloud environments, specifically AWS and Kubernetes (EKS), along with CI/CD pipelines and Infrastructure as Code (Terraform or Helm).
Industry Experience: Direct background in logistics, robotics, or fleet management systems.
Communication: Fluency in Business English is a must.
What We Offer
We provide a competitive, tax-free salary and a comprehensive benefits package in a collaborative, innovative, and inclusive work environment. Our benefits include an education allowance, free on-site meals, annual flight allowance, health coverage, relocation support (if applicable), and access to well-being activities such as sports and recreational events. Join us to drive innovation and shape the future of technology!
Location: Berlin, Germany
Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us!
We are looking for a Manager, Mid-Market Sales to join our dynamic team of creatives, engineers, marketers, and forward-thinking business folks. As our Manager Mid-Market Sales, DACH you will lead a team of Account Executives in the DACH region responsible for continuing the growth of our Enterprise product. You will report directly to our Director, Commercial Sales, DACH. With this role you’ll be part of early DACH in a fast growing sales org. You’ll collaborate with our existing customer base and potential customers in driving meaningful relationships that add value to the customer experience and revenue to our bottom line.
This is a full time role that will be held from our Berlin office.
What you'll be doing:
Create and manage a team of motivated and diverse individuals to foster an environment of success
Participate in customer and prospect meetings
Assist in continual training and development, including mentorship, hiring and career growth
Help craft and further develop sales processes and initiatives
Interview, hire and train new team members as we scale the business and company
Deliver weekly forecast meetings and mentor Account Executives on strategies to help exceed their goals
We’d love to hear from you if you have:
7+ years of sales experience (preferably within SaaS) with 3+ years of management experience
Understanding of our technical and competitive landscape and ability to thrive in a constantly evolving environment
Fluency in German
Excitement for growing customer happiness and developing lasting customer relationships
Proven track record of leading successful and consistent sales team. Outstanding coaching, writing, discovery and presentation skills
While it’s not required, it’s an added plus if you also have:
Additional years of management experience within a SaaS company
Experience using or working with Figma, or other UX/UI experience
Ability to thrive in a constantly changing and evolving environment
Experience with Command of the Message or MEDDIC sales methodology
At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.
At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an
equal opportunity workplace
- we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status
,
or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to
accommodations-ext@figma.com
. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.
Examples of accommodations include but are not limited to:
Holding interviews in an accessible location
Enabling closed captioning on video conferencing
Ensuring all written communication be compatible with screen readers
Changing the mode or format of interviews
To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding.
By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with
Figma's Candidate Privacy Notice
.
Application limits:
To help candidates focus on the opportunities most relevant to their skills and experience, Figma limits the number and frequency of applications. These limits apply to all roles:
Candidates may submit up to 5 applications during any rolling 30-day period.
Candidates may not reapply to the same role while an application is active or within 90 days of receiving a rejection.
Once the applicable days has passed, candidates are welcome to apply again.
Location: San Francisco, CA • New York, NY • United States
Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us!
Figma's distribution partnerships team is passionate about unlocking new sources of revenue and hyper-scaling growth through the power of strategic alliances. We are looking for an experienced senior partnerships leader to manage and develop our AMER distribution partnerships team while personally owning Figma's most strategically complex global alliances - including our relationships with global system integrators and high-priority service partners.
This is a player/coach role: you will both lead and develop a team of Distribution Partner Managers and personally own the execution of Figma's most important and complex GTM partner relationships. You will build partner program playbooks, establish engagement frameworks, and help define the future of the distribution partnerships function as Figma continues to scale globally.
This is a full time role that can be held from one of our US hubs or remotely in the United States.
What you'll do at Figma:
Lead, develop, and manage a team of 2 to 3 Distribution Partner Managers across North America (this may grow over time based on results and quantifiable impact); provide consistent coaching, clear goal-setting, and formal performance management
Personally own and manage complex partner relationships with large services organizations (such as global SIs, major agencies, and consulting firms); includes executive-level engagement, mutual success planning, and driving positive post-sale outcomes / partner-influenced revenue
Build program playbooks, partner engagement frameworks, and onboarding models from scratch - creating scalable tools that the global distribution partner team can adopt and execute
Develop new partner strategies for emerging, high-growth opportunities at Figma; includes identifying new types of distribution partners and leading early-stage partner recruitment
Represent the distribution partnerships function with VP+ stakeholders across Sales, Marketing, Customer Success, GTM Operations, and Product; serve as a senior voice for the partner program in cross-functional forums
We'd love to hear from you if you have:
12+ years of professional experience in partnerships, business development, strategic alliances, or related GTM roles
3+ years of direct people management experience, including full performance cycles (goal-setting, coaching, performance management) for ICs at a high-growth SaaS company
Proven track record of personally managing executive-level relationships with global SIs or Tier-1 consulting firms while driving measurable commercial outcomes
Experience building partner programs or engagement frameworks from scratch - not just inheriting and refining mature, established programs
Demonstrated player / coach mentality - comfortable being both a manager and a hands-on individual contributor at the same time
Strong cross-functional influence skills - represent the partner function credibly with VP-level stakeholders to successfully gain buy-in for partner investments
While it's not required, it's an added plus if you also have:
Knowledge of US Federal or public sector partner motions and procurement processes
Experience developing partner programs in Latin America, including Spanish and / or Portuguese language skills
Previous time inside a global SI or professional services firm in a client-delivery or alliance management capacity
Familiarity with UX/UI design principles, collaboration tools, and AI-supported digital product development workflows
At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.
Pay Transparency Disclosure
Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location.
Figma offers equity to employees, as well as a competitive package of additional benefits, including health, dental, and vision coverage; retirement benefits with company contributions; parental leave and reproductive or family planning support; mental health and wellness benefits; and paid time off. Figma provides paid sick leave, holidays, and other leave benefits in compliance with applicable federal, state, and local laws, including the requirements of the Washington Minimum Wage Act and related regulations. Exempt employees are eligible for employer‑provided paid flexible PTO in addition to flexible paid sick leave. PTO is subject to manager approval. Additional benefits may include company recharge days, cell phone and home internet reimbursements, and a number of lifestyle spending accounts. Figma also offers sales incentive compensation for most sales roles and an annual bonus plan for eligible non-sales roles. All compensation and benefits are subject to applicable plan terms and may be modified by Figma at any time, consistent with applicable law.
Annual Base Salary Range:
$185,000
—
$317,000 USD
At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an
equal opportunity workplace
- we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status
,
or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to
accommodations-ext@figma.com
. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.
Examples of accommodations include but are not limited to:
Holding interviews in an accessible location
Enabling closed captioning on video conferencing
Ensuring all written communication be compatible with screen readers
Changing the mode or format of interviews
To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding.
By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with
Figma's Candidate Privacy Notice
.
Application limits:
To help candidates focus on the opportunities most relevant to their skills and experience, Figma limits the number and frequency of applications. These limits apply to all roles:
Candidates may submit up to 5 applications during any rolling 30-day period.
Candidates may not reapply to the same role while an application is active or within 90 days of receiving a rejection.
Once the applicable days has passed, candidates are welcome to apply again.
Location: United Kingdom; Spain; Dubai
Workplace: remote
Help Us Build The Future of Travel
At Airalo, we're making it easier for people to stay connected wherever they travel. As the world's first eSIM store, we help millions of travelers access affordable mobile data in 200+ countries and regions around the world.
Today, we're a team of 400+ people across 60+ countries, building a product used by travelers every day. We've grown quickly, but we've worked hard to keep what matters: trust, ownership, and the freedom for people to do great work without unnecessary layers or bureaucracy.
We're fully remote by design, genuinely global, and united by a shared mission to make travel simpler for everyone.
Your Next Destination
Location: Remote, anywhere in Spain, the UK, or the UAE.
Contract:
Spain: Full-time, permanent contrato indefinido via Deel (our employer of record in Spain)
UK: Full-time, permanent (local contract)
UAE: Full-time, permanent via Deel (our employer of record in the UAE)
Benefits: Learn more about our benefits here in this link - https://airalo-public.notion.site/Benefits-25396a97ffca81fb9bc1f0be479f1be3?pvs=74
Languages: English is our main working language day to day, so you'll need to be comfortable communicating in it both in meetings and async.
Curious what it's actually like to work at Airalo? We've put together a guide for each of the hubs we hire from most, covering our benefits, remote culture, employment setup, and what our team values most:
Life at Airalo · España: https://airalo-public.notion.site/life-at-airalo-espana
Life at Airalo · United Kingdom: https://airalo-public.notion.site/life-at-airalo-united-kingdom
Life at Airalo · United Arab Emirates: https://airalo-public.notion.site/life-at-airalo-united-arab-emirates
You will build Airalo's public affairs function from scratch and oversee our external relationship with the world's regulators, policymakers, and industry bodies. This isn't a communications role with a government relations side — it's a substantive policy and advocacy role for someone who understands how to shape the environment a fast-growing tech company operates in.
You will advise senior leadership and represent Airalo in regulatory processes across multiple jurisdictions simultaneously, and ensure that market-access risks are identified early and addressed proactively. The role requires a sharp political instinct, genuine interest in the telecoms and digital economy regulatory space, and the credibility to represent a global brand.
What You'll Do:
Strategy & Leadership
Design and lead Airalo's global public affairs strategy, aligned to business priorities and market-expansion plans.
Build the public affairs function — establish processes, select external advisors and lobbying firms by market, and, in time, grow a team around you.
Develop a forward-looking policy horizon scanner to anticipate regulatory change before it becomes a fire to fight.
Government Relations & Advocacy
Lead direct engagement with government ministries, telecom regulators (TRAIs, Anatel, OFCOM equivalents, etc.), and consumer protection bodies across priority markets.
Represent Airalo in regulatory consultations, public hearings, parliamentary or congressional inquiries, and trade body working groups.
Build a trusted network of policymakers, civil servants, and industry peers who see Airalo as a credible and constructive actor in the sector.
Contribute to to regulatory enforcement actions — working closely with Legal.
Policy & Regulatory Intelligence
Monitor and analyse, policy and regulatory developments across APAC, EMEA, LATAM, and North America.
Develop and maintain Airalo's policy positions on key issues: eSIM licensing, data privacy, consumer protection, digital markets regulation, and cross-border telecoms.
Industry & Stakeholder Engagement
Build and manage Airalo's relationships with industry associations (GSMA, MVNO associations, digital economy coalitions) and shape our participation in their policy workstreams.
Represent Airalo at industry events, conferences, and forums as a senior external voice.
Cross-functional Collaboration
Partner with Legal, Compliance, Communications, and Commercial teams to ensure policy work is integrated into broader business decision-making.
Working with legal, support market-entry workstreams by providing regulatory assessments for new geographies.
Align external messaging with Internal Communications and PR to ensure consistent positioning.
What You'll Bring:
10+ years in public affairs, government relations, policy, or regulatory affairs — in-house at a tech or telecoms company, or in a public affairs consultancy serving this sector.
Demonstrable track record of influencing regulatory outcomes and managing multi-jurisdictional government relations programmes.
Deep understanding of the telecoms, digital economy, or platform regulation landscape .
Ability to operate autonomously as a first hire, building structure and process without a team underneath you from day one.
Outstanding written and verbal communication skills .
High political intelligence: you know how to frame Airalo's interests in a way that resonates with government stakeholders, not just internal audiences.
Comfortable operating remotely across time zones in a fast-moving, commercially driven environment.
Preferred
Experience managing external affairs agencies and consultants across multiple geographies.
Prior experience building a public affairs function from the ground up.
Why People Join Us
🇪🇸 Why people join us in Spain
We started Airalo to make staying connected effortless, wherever you are in the world. Today, millions of travelers rely on our eSIMs, and many of the people building the product were customers first.
Our team is united by a shared belief that great work happens when people are trusted to own what they do. As Airalo continues to grow, so do the opportunities to learn, take on new challenges, and make a real impact.
For many of our teammates in Spain, it's the combination of stability, flexibility, and genuine work-life balance that makes Airalo feel like home.
🇬🇧 Why people join us in the UK
We started Airalo to make staying connected effortless, wherever you are in the world. Today, millions of travelers rely on our eSIMs, and many of the people building the product first discovered us as customers.
Our team spans 60+ countries, but what people often notice quickly is how work actually feels here. There's trust to own what you do, space to focus without constant layers of process, and a clear sense of what you're responsible for from day one.
As Airalo continues to grow, people tend to stay for a mix of things: the chance to work on a product used globally, the autonomy to shape how they work, and the opportunity to keep taking on new challenges without getting stuck in one lane.
🇦🇪 Why people join us in the UAE
We're a fully remote team across 60+ countries, built on a simple idea: trust people to own their work and deliver without unnecessary layers or heavy process getting in the way.
Many people joining us from the UAE are looking for clarity in scope and real ownership in their role. They want to know what they're responsible for, how success is measured, and have direct access to the people making decisions.
What often stands out is the combination of a global, product-led company with a flexible remote setup. For many, it's the opportunity to work on a product used by millions of travelers worldwide, alongside a team that moves quickly and values clear ownership and accountability.
Before You Hit Apply
By applying, you acknowledge and agree that, in case of successful application, Airalo may request to run background checks as a condition for entering into an agreement with you. Rest assured that these checks will only occur upon your prior consent and at the end of the selection process, and will be strictly limited to what is allowed under the laws that are applicable to you. All data that you share or that we collect in connection with such checks will be processed in accordance with our Privacy Policy, available here: www.airalo.com/more-info/privacy-policy?srsltid=AfmBOooBT0rXAj1FaNelZ3VfN0wvhwzvAoxdtHnOKSVETpiSjiXVuycy
We sincerely thank all applicants in advance for submitting their interest in this opportunity. Airalo is an equal-opportunity employer and values diversity, equity & inclusion. We do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We are committed to providing reasonable accommodations upon request for individuals with disabilities throughout our job interview process.
At Airalo, we believe in roaming-free recruitment. Just as we provide clear connectivity for travelers, we provide clear salary ranges for our candidates. 🌍
📍 UK: £98,000 to £133,000
📍 Spain: €80,500 - €109,000
📍 UAE: 459,000 AED - 621,000 AED
Your Home Destination: 🛫 Specific salary ranges used in offers are determined by where you reside. We’re committed to discussing these ranges openly during your first call with our Talent to ensure we’re aligned for takeoff! 🎒✨
Location: Sydney, Australia
Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us!
We are looking for an Account Executive, Mid-Market who will play a critical role in driving sales and maximizing revenue with our customers. You will be responsible for targeting, building and nurturing positive relationships with key decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite. This is an opportunity to accelerate your career, learn from leading sellers in the industry and build an incredible network of cross functional partners at Figma.
This is a full time role in our Sydney office within a hybrid environment
What you'll do at Figma:
Create and manage a pipeline of Mid-Market accounts from inbound and outbound activity to consistently meet or surpass sales targets
Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (500-2000 FTEs)
Align with executives on business challenges and gain sponsorship for enterprise wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term
Conduct thorough analysis to create account plans that outline company priorities and initiatives, multi-threading at senior level to build on expansion opportunities
Manage a book of business by tiering accounts and initiating techniques to save contractions
Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success
Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities
Represent Figma in the Sydney and broader ANZ market through customer meetings, community events, executive engagements, and partner-led opportunities.
We'd love to hear from you if you have:
Experience closing sales, over multiple years, for a software or SaaS business with a book of customers (<2000 FTEs), selling to executives
Consistent performance meeting revenue and pipeline generation targets
Experience selling solutions to technical audiences at executive level (i.e. Engineering, Product, Design teams)
Proven ability to build territory plans, identify whitespace, and generate self-sourced pipeline through targeted outbound, account research, referrals, events, and executive networking
Demonstrated experience successfully managing complex sales cycles (3-9 months)
Experience growing existing customer relationships through expansion, consolidation, and enterprise-wide adoption, including navigating land-and-expand motions across multiple teams or business units
A sales methodology and process that creates value for customers
While not required, it’s an added plus if you also have:
Demonstrated ability to succeed in a changing environment
Certified in deal qualification and prospect discovery
At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.
At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an
equal opportunity workplace
- we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status
,
or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to
accommodations-ext@figma.com
. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.
Examples of accommodations include but are not limited to:
Holding interviews in an accessible location
Enabling closed captioning on video conferencing
Ensuring all written communication be compatible with screen readers
Changing the mode or format of interviews
To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding.
By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with
Figma's Candidate Privacy Notice
.
Application limits:
To help candidates focus on the opportunities most relevant to their skills and experience, Figma limits the number and frequency of applications. These limits apply to all roles:
Candidates may submit up to 5 applications during any rolling 30-day period.
Candidates may not reapply to the same role while an application is active or within 90 days of receiving a rejection.
Once the applicable days has passed, candidates are welcome to apply again.
Location: United States & Canada
Workplace: Remote
About WorkOS 🚀
WorkOS builds modern developer tools and APIs that make it easy for companies to become Enterprise Ready. Our platform powers authentication, identity, authorization, and other critical infrastructure that developers need to securely scale their products to large organizations.
We recently raised a $100M Series C, valuing the company at $2B, led by Meritech and Sapphire with participation from Greenoaks, Craft, Abstract, and Audacious. WorkOS powers enterprise features for many of the fastest-growing AI companies, including OpenAI, Cursor, and Perplexity, Sierra, and Plaid.
As AI reshapes software, WorkOS is at the frontier of Human and Agent Authentication, Identity, and Access Control helping companies answer a new critical question: who are your agents, and what are they allowed to do? Our fast-growing customer base includes hundreds of modern software companies building the next generation of enterprise-ready products.
ABOUT THE ROLE
Growth at WorkOS spans the entire customer journey. From a developer's first API call to enterprise deployment, you'll identify where customers find value, where they get stuck, and how we help them grow.
You'll own activation, adoption, monetization, expansion, and retention across the platform. You'll define how we measure success, build our experimentation practice, and partner across Product, Engineering, Design, Marketing, Sales, Data, and Finance to drive meaningful business outcomes.
This is a high-impact role with direct influence on company growth.
RESPONSIBILITIES
- Own Product Growth across the WorkOS platform.
- Develop the strategy for how developers discover, adopt, and expand their use of WorkOS.
- Define the metrics that measure acquisition, activation, monetization, expansion, and retention.
- Build and scale a product experimentation program.
- Improve onboarding and reduce time-to-value for new developers.
- Identify friction throughout the customer journey and prioritize the highest-impact opportunities.
- Partner with Engineering and Design to ship improvements that increase customer adoption and business impact.
- Work with Marketing to improve acquisition and attribution.
- Partner with Sales to strengthen the product-qualified lead motion and enterprise expansion path.
- Use customer research, analytics, and experimentation to guide roadmap decisions.
- Communicate strategy, priorities, and results across the company.
REQUIREMENTS
- 5+ years of Product Management experience with ownership of meaningful business outcomes.
- Experience leading growth, onboarding, monetization, activation, or retention for a developer platform, API product, infrastructure company, or B2B SaaS product.
- Experience with product-led growth.
- Experience with API or usage-based pricing models.
- Strong product instincts backed by data.
- Deep experience designing and evaluating experiments.
- Strong understanding of developer workflows and customer experience.
- Comfortable making decisions with incomplete information and moving quickly.
- Excellent cross-functional partner who can influence teams across Product, Engineering, Design, Marketing, Sales, and Finance.
Benefits and Perks (US Only) 💖
At WorkOS, we offer resources that emphasize personal and familial well-being. We offer healthcare coverage for you and your family, including medical, dental, and vision. We offer parental leave, paid-time off and fully remote working arrangements.
- 401k matching
- Competitive Equity
- Healthcare, dental and vision coverage
- FSA, ST/LT Disability, Voluntary Life
- Carrot fertility benefits
- 20 days paid vacation + 10 holidays + unlimited sick leave
- 12 weeks fully paid parental leave
- Fitness: Monthly stipend for gyms, yoga classes, race registrations or whatever keeps you active
- Wellness: Monthly stipend for a massage, meditations class, therapy, or activities that enhance your well-being
- Commuter benefits for hybrid employees in SF/NYC
- Unlimited token usage!
Please inquire directly with our recruiting team for benefits available to those working outside the US.
Equal Opportunity Employer
WorkOS is an equal opportunity employer, committed to diversity and inclusiveness. We will consider all qualified applicants without regard to race, color, nationality, gender, gender identity or expression, sexual orientation, religion, disability or age.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
Location: San Francisco
Workplace: Hybrid
ABOUT BASETEN
Baseten powers mission-critical inference for the world's most dynamic AI companies, like Cursor, Notion, OpenEvidence, Abridge, Clay, Gamma, and Writer. By uniting applied AI research, flexible infrastructure, and seamless developer tooling, we enable companies operating at the frontier of AI to bring cutting-edge models into production. We're growing quickly and recently raised our $1.5B Series F https://www.baseten.co/blog/announcing-our-series-f/, led by Altimeter Capital, Conviction Partners, and Spark Capital. Join us and help build the platform engineers turn to ship AI products.
THE ROLE
We’re hiring a People Business Partner to support our team during a critical phase of growth. This is a highly strategic, high-impact role for someone who has partnered closely with leadership teams and helped organizations scale with intention.
You will be deeply embedded with managers, bringing clarity and rigor to how teams are structured, how leaders operate, and how talent is developed across the organization. You’ll help shape team effectiveness, identify critical talent gaps, drive talent and performance strategies that enable high-performing teams, and build the people practices and change management approaches that allow us to scale with both speed and discipline.
This role requires strong business judgment and the ability to operate with deep context. You’ll partner closely with leaders to navigate complex organizational decisions, anticipate challenges before they surface, and bring a clear point of view on what great looks like at every level of the organization.
RESPONSIBILITIES
Strategic partnership to leadership
- Serve as the trusted people partner to leadership, maintaining deep business context and translating it into people priorities by proactively surfacing systemic issues, risks, and opportunities before they become urgent.
- Bring data-driven insights to advise management on org design, succession planning, performance, retention, and engagement.
- Build management capacity across the org, equipping leaders with the skills and frameworks to hire well, set clear expectations, give direct feedback, and develop their teams.
- Partner with leadership, Talent, and Finance on headcount planning and tracking. Support annual planning and ongoing adjustments to hiring plans as business priorities and team needs evolve.
- Support change management efforts across teams, ensuring leaders and cross functional teams can successfully navigate growth, evolving strategy and changing org structure.
Performance and talent management
- Drive a high-performance culture, supporting clear expectation setting, rapid ramping, ongoing accountability, regular performance reviews, and rigorous performance management.
- Navigate high-stakes people matters (investigations, performance exits, organizational change), balancing compliance and risk management with compassion and a human approach.
- Advise on role architecture, career pathing, and promotion readiness within the org, proactively identifying top talent and flight risks to inform retention and development strategies.
- Collaborate with Compensation on salary benchmarking, equity strategy, and offer approvals to keep hiring competitive and internally equitable.
- Partner closely with People Operations on employee lifecycle execution. Develop best practices and strong documentation practices for role changes, promotions, leaves, and terminations.
- Collaborate with Workplace Experience to ensure teams have what they need across our offices, from team onsites and offsites to day-to-day environment asks.
REQUIREMENTS
- 6+ years of progressive People Business partner experience, partnering with all levels of management, from VP+ leaders to frontline and first-time managers, across a range of functions.
- Experience supporting 400+ employee organizations through rapid growth, with deep expertise in org design, performance management, talent strategy, and leadership development.
- Strong business acumen, with the ability to understand priorities and trade-offs and quickly build credibility and deep context with the functions you support.
- Proven ability to navigate complex, high-stakes people decisions with speed and sound judgment, grounded in risk awareness.
- Highly analytical and first-principles thinker who uses data to diagnose root causes and builds simple, scalable processes over heavyweight systems.
- Thrives in high-growth environments defined by ownership, pace, and ambiguity. High-ownership mindset with a bias toward execution and building repeatable systems.
- Extremely clear written and verbal communication skills, balancing nuance with directness to build trust and align stakeholders.
- Able to work in-person 3+ days per week in San Francisco.
BENEFITS
- Competitive compensation, including meaningful equity
- (U.S. only) 100% coverage of medical, dental, and vision insurance for employee and dependents
- Flexible PTO policy including company wide Winter Break (our offices are closed from Christmas Eve to New Year's Day!)
- Paid parental leave
- Fertility and family-building stipend through Carrot
- (U.S. only) Company-facilitated 401(k)
- Exposure to a variety of ML startups, offering unparalleled learning and networking opportunities.
Apply now to embark on a rewarding journey in shaping the future of AI! If you are a motivated individual with a passion for machine learning and a desire to be part of a collaborative and forward-thinking team, we would love to hear from you.
At Baseten, we are committed to fostering a diverse and inclusive workplace. We provide equal employment opportunities to all employees and applicants without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.
We are an Equal Opportunity Employer and will consider qualified applicants with criminal histories in a manner consistent with applicable law (by example, the requirements of the San Francisco Fair Chance Ordinance, where applicable).
Location: Home Based - Americas; Home based - EMEA
The Workplace Engineering function sits at the intersection of traditional HR analytics and modern Product Engineering. We transform raw workforce data into a suite of "People Products" that drive high performance. We don’t just "report" on what happened; we engineer the tools and insights that determine what happens next.
This new role will report directly to the Global Head of Workplace Engineering, and sits within our Data discipline inside of our People department. Experienced data professionals at Canonical live at the intersection of software, data, and the business. They don't just help surface analytic artifacts; they help transform them into a strategic asset that elevates decision making and innovation across our global operations (e.g., sales, marketing, engineering, and human resources). They balance technical precision with business pragmatism, designing and iterating on experiments, automations, and products that transform insights into valued outcomes. They shape tomorrow's AI/Data stack in open source, ensuring that Canonical remains at the forefront of data-driven excellence. Their curiosity is contagious and has an amplifying effect on data literacy and stewardship across the business teams they support.
Location: This is a remote role based in the AMER or EMEA Region.
The role entails
Multi-Disciplinary Leadership: Lead and mentor a specialized squad of People Data Scientists, Software Engineers, and UX Designers. You aren't just managing analysts; you are leading a product squad.
Product Ownership on People Science: Bridge the gap between "HR-speak" and "Dev-speak", ensuring engineers understand the human behavioral intent behind the code.
Strategic Insight & Business Outcomes: Move beyond descriptive metrics (e.g., turnover rate) to predictive and prescriptive insights (e.g., predicting attrition risk based on "Time-Product" engagement data).
Data Stewardship & Product Storytelling: Act as the "Translator-in-Chief". Take complex data models and turn them into compelling narratives. Lead the development of AI Agents that can surface insights to managers in real-time. Ensure the "People Data Stack" is secure, GDPR/privacy-compliant, and acts as a "Single Source of Truth" across all People related offerings, products and services.
“Effectiveness at Work” Strategy: Identify opportunities to leverage “High Tech” solutions in our People offerings, and free up more time for “High Touch”, human involvement, thereby maximizing human value.
What we are looking for in you
Background in data science, mathematics, or engineering, skilled in advanced statistics, data wrangling/science, databases (SQL, etc.) or software engineering.
Strength in coding/scripting languages (Python, R, JavaScript, etc.), software engineering, visualization (e.g. Superset, Tableau), and automation.
Ability to translate business questions to key research objectives.
Ability to identify the best methodology to execute research, synthesize and analyze findings.
Proven ability to lead and drive others to execute against well planned roadmaps, with a strong mentor/coaching mindset.
Willingness to examine the status quo and be resilient in the face of challenges.
Ambition to build tomorrow's AI/Data stack in open source.
An exceptional academic track record from high school and university.
Business level written and spoken English.
Sincere personal motivation aligned with our mission.
International travel 2-4 times a year for company events up to two weeks long.
In addition we expect that you will match our values, by being:
Precise, taking care to deliver correctness and clarity.
Reliable, delivering high quality work that builds trust and confidence.
Accessible, collaborating to build products and systems that are usable.
Adroit, blending enthusiasm, knowledge, adaptability, style and character.
Nice-to-have skills
Experience with dbt (Data Build Tool), Airbyte, Ranger, Superset, Temporal, or Trino
Basic understanding of containerization technologies such as Docker and Kubernetes
Agentic Engineering
Product management
User experience and design
What we offer colleagues
We consider geographical location, experience, and performance in shaping compensation worldwide. We assess performance and revisit compensation twice annually to ensure we recognize outstanding colleagues. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.
Distributed work environment with twice-yearly team sprints in person
Personal learning and development budget of USD 2,000 per year
Bi-annual compensation review
Company recognition rewards
40 days annual leave per annum, including public holidays and our All Company holiday periods
Maternity and paternity leave
Team Member Assistance Program & Wellness Platform
Opportunity to travel to new locations to meet colleagues, with Priority Pass for lounge access
About Canonical
Canonical is a pioneering tech firm at the forefront of the global move to open source. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. We are founder-led, profitable, and growing.
Powered by worldwide distributed collaboration since our inception in 2004, we believe tech and business leadership can emerge anywhere. We have no central headquarters. Most of us work from home, but we are exceptionally disciplined about this. We have very high expectations of all colleagues, and are champions of excellence. Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.
Canonical is an equal opportunity employer
We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products.
Whatever your identity, we will give your application fair consideration.
Location: United States (Remote); United Kingdom (Remote)
Workplace: Remote
About Teleport
Don't wait for the future of infrastructure. Be part of it.
Teleport is the AI Infrastructure Identity Company. We're solving one of the hardest problems in security: giving every human, machine, workload, and AI agent a cryptographically secured identity, improving engineering velocity while maintaining security. We make trusted computing simple. This gives you the freedom, power, and autonomy to build and innovate with confidence.
Remote-first and globally distributed, we work with companies like Nasdaq, DoorDash, and Elastic to secure infrastructure for an AI world.
About the Role
We're looking for a Forward Deployed Engineer that will work directly with customers to ensure successful Teleport deployments.
You will meet regularly with customers, understand pain points blocking deployments and remove roadblocks. This includes writing and fixing IaC deployments (like Helm charts), developing workarounds, and writing Go code to fix bugs and implement small features.
For more complex issues, you will work with customers to articulate the problem they are trying to solve, gather requirements, and make the business case to the product and engineering teams to invest in resolving the issue.
What You'll Do
- This job sits at the intersection of product, engineering, and revenue.
- You won't just work closely with the engineering team, you will be on the engineering team.
- The range of problem solving includes networking, performance, security and integrations with existing systems.
- Most of the code you will write will be open source.
- Our products are loved by their users, you'll get to meet them regularly.
What We're Looking For
- Excellent communication skills.
- Willing to travel to customer sites.
- Infrastructure as Code (IaC) experience (like Terraform, Ansible, Helm).
- Linux systems engineering experience.
- Go or Rust experience.
- As we are a startup, you should be comfortable changing the area of focus and working directly with customers.
How We Hire
- You will join 30 minute intro call and we will walk you through the compensation, interview process and requirements
- You will join a 30 minute call with the hiring manager, and we will walk you through the take home exercise and help answer questions
- You join a Slack channel and submit a coding challenge https://github.com/gravitational/careers/blob/main/challenges/sre/challenge.md using Github
Why Teleport
You're joining a company where the problem is real, the team is small, and your work shows up directly in the product. We're not a big company, you won't get lost in a crowd. You'll have the freedom and autonomy to do what you're great at, alongside teammates who care about doing it right and want to see you succeed. The work is collaborative, there's real room to grow, and the mission is one worth showing up for.
Remote-first and globally distributed, we're genuinely passionate about what we're building.
The Benefits
At Teleport, we believe your career is more important than a list of perks. That's why we focus on making your day-to-day the best it can be — giving you the autonomy, access, and support to do the best work of your career.
- Extensive health coverage
- Annual expense budget
- Rest and recovery policies that maximize your ability to recharge
- Investment in your future with retirement savings plans
- Professional development opportunities
Teleport is an equal opportunity employer and does not discriminate against any employee or applicant on the basis of age, color, disability, gender, national origin, race, religion, sexual orientation, veteran status, or any classifications protected by federal, state, or local law.
Candidate Privacy Notice: For information about our collection and processing of job applicant personal data for this position, please see our Job Applicant Privacy Policy and Notice of Collection at goteleport.com/legal/apply/job-applicant/ http://goteleport.com/legal/apply/job-applicant/
Location: USA - Austin (dbt)
From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.
About Us
Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.
As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact. During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.
Location:
Austin, TX (3 days in office preferred). Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including 2-3 days in the office each week to connect and build as a team.
About the Role:
Your role as a Customer Solutions Architect is to help current customers gain the most value from their dbt Cloud deployment, in partnership with the Sales Director and Solutions Architect on the account. To achieve this, you will monitor an existing book of business, lead technical discussions with customers, uncover new data challenges, and showcase how dbt Cloud can address their needs through live demos and technical workshops. Your end goal will be to drive customer satisfaction, resulting in renewal and expansion among our existing customers.
Internally, you will help our team by acting as the voice of the customer to ensure that we continue to build product that solves real problems and delights our customers, and be an integral part of the early Customer Solutions Architect team as we continue to build out our processes and playbooks. This person will be based in Austin and will be in office 2 days per week.
What You'll Do
Manage a portfolio of Commercial or Enterprise customers and proactively monitor the health of your accounts, product adoption, and utilization across your book of business to identify opportunities for potential expansion and churn or contraction risks
Improve customer loyalty and retention through building and maintaining strong relationships with key technical stakeholders within customer accounts, and understanding their analytics needs and use cases to determine where dbt Cloud can help them achieve their goals
Increase the value customers obtain from dbt Cloud through educating your customer base on new products and features as they are launched and on existing products and features that they may not be making use of
Collaborate closely with Sales Directors and Solutions Architects on your accounts, building strong trust-based relationships and providing strategic input on the customer lifecycle and renewals processes
Be the voice of the customer in product discussions, work with the team to improve the way we work together, and participate in other cross-functional activities
Participate in the knowledge loop helping to improve our processes and assets and enabling others on the team
Create and deliver external facing content through live events, blog posts, recorded tutorials, or other content
What You'll Need
2+ years of experience in a post-sales role, such as a technical account manager or CSE
A solid technical background, with a firm understanding of modern data warehousing architectures, the analytics stack, and SQL proficiency
High degree of comfort presenting to various stakeholders or audience, ideally with experience in an externally facing role
Ability to operate in an ambiguous and fast-paced environment and think on your feet when engaged in customer conversations
Desire to be part of a team, both as an active member of the Customer Solutions Architect team as we continue to evolve and improve how we work, and in your day-to-day work with Sales Directors and Solutions Architects
Openness to travel. While we work in a remote first company, we value the power of in-person relationship building, both internally and externally, so a willingness to travel to external and internal events is required
What Will Make You Stand Out
Bonus points for dbt certification, prior dbt experience will be very helpful in this role
Basic python competency and advanced SQL knowledge
Have experience with ancillary tools, managing data infrastructure, APIs, etc
Remote Hiring Process
Interview with Talent Acquisition Partner
Interview with Hiring Manager
Technical Screen
Team Interviews
Mock Demo
Benefits
Unlimited vacation time with a culture that actively encourages time off
401k plan with 3% guaranteed company contribution
Comprehensive healthcare coverage
Generous paid parental leave
Flexible stipends for:
Cell Phone & Internet
Learning & Development
Office Space
Compensation
We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Labs total rewards during your interview process.
#LI-HYBRID
The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process.
Pay Range
$135,000
—
$153,000 USD
OTE (On Target Earning)
$150,000
—
$170,000 USD
Perks and Benefits
100% employer-paid medical insurance
*
Generous paid time away from work, including paid vacation or flexible/unlimited vacation depending on role and country, plus paid sick time, inclusive parental leave, paid holidays, including a year-end Global Week of Rest, and volunteer days off.
RSU stock grants*
Professional development and training opportunities
Company virtual happy hours, free food, and fun team-building activities
Monthly cell phone stipend
Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.
*
May vary by country and worker type - please reach out to your recruiter for more information
Click
here
to learn more about Fivetran's Benefits by Region.
We’re honored to be
valued at over $5.6 billion
, but more importantly, we’re proud of our
core values of Get Stuck In, Do the Right Thing, and One Team, One Dream
. Read about us in
Forbes
.
Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.
To learn more about Fivetran’s culture and what it’s like to be part of the team,
click here
and enjoy our video.
To learn more about our candidate privacy policy, you can
read our statement here
.
We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this
form
. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.
Location: USA - Austin (dbt)
From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.
About Us
Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.
As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact. During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.
Location:
Austin, TX (2-3 days in office preferred). Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team.
We are looking for a Customer Sales Director to focus on an at-scale strategy to support, retain, and grow a mix of our Commercial and Enterprise customer base. This role is a hybrid-based role in Austin, Texas.
About the Role
We are looking for a Customer Sales Director to focus on an at-scale strategy to support, retain, and grow a mix of our Commercial and Enterprise customer base. This role is a hybrid-based role in Austin, Texas.
What You'll Do
Build a strategic plan to drive expansion in a portfolio of Commercial and Enterprise accounts
Manage multiple sales cycles and customer campaigns targeting Analytics Engineering, Data Platform, and Data Governance personas.
Protect renewals by monitoring account signals, deepening executive alignment, and helping customers realize consistent value.
What You’ll Need
Have 4+ years of experience in SaaS sales or account management, with a proven track record of exceeding targets.
Have experience working in a fast-paced, high-growth environment, adapting quickly to constant change.
Possesses strong consultative selling skills, engaging effectively with both technical and business audiences.
Are proactive and o
rganized, capable of independently managing a diverse book of business.
What Will Make You Stand Out
You have prior experience in analytics, ETL, BI, or open-source software.
You are familiar with dbt (core or Cloud) and the modern data stack, including platforms like Snowflake, BigQuery, Redshift, or Databricks.
You have experience with consumption and/or usage-based pricing structures.
You have experience with the MEDD(P)ICC sales methodology / Command of the Message
Remote Hiring Process
Interview with a Talent Acquisition Partner
Interview with Hiring Manager
Team Interviews; Commercial Sales Leader and Solutions Engineer Leader
Account Management Activity with Sales Leadership
Benefits
Unlimited vacation time with a culture that actively encourages time off
401k plan with 3% guaranteed company contribution
Comprehensive healthcare coverage
Generous paid parental leave
Flexible stipends for:
Cell Phone & Internet
Learning & Development
Office Space
#LI-HYBRID
The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process.
Pay Range
$94,500
—
$112,000 USD
OTE (On Target Earning)
$135,000
—
$160,000 USD
Perks and Benefits
100% employer-paid medical insurance
*
Generous paid time away from work, including paid vacation or flexible/unlimited vacation depending on role and country, plus paid sick time, inclusive parental leave, paid holidays, including a year-end Global Week of Rest, and volunteer days off.
RSU stock grants*
Professional development and training opportunities
Company virtual happy hours, free food, and fun team-building activities
Monthly cell phone stipend
Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.
*
May vary by country and worker type - please reach out to your recruiter for more information
Click
here
to learn more about Fivetran's Benefits by Region.
We’re honored to be
valued at over $5.6 billion
, but more importantly, we’re proud of our
core values of Get Stuck In, Do the Right Thing, and One Team, One Dream
. Read about us in
Forbes
.
Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.
To learn more about Fivetran’s culture and what it’s like to be part of the team,
click here
and enjoy our video.
To learn more about our candidate privacy policy, you can
read our statement here
.
We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this
form
. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.
Location: USA - Austin (dbt)
From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.
About Us
Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.
As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact. During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.
About the role:
We're hiring a Business Development Representative to join our Austin office and help accelerate pipeline generation across our Commercial and Enterprise business segments. This is a full-time position based out of our Austin office. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two-three days in the office each week to connect and build as a team.
As a BDR you’ll partner closely with Sales Directors to identify and engage target accounts, multi-thread into strategic organizations, and generate qualified pipeline through personalized outreach across phone, email, LinkedIn, and video. You’ll work directly with modern data leaders and technical buyers at fast-growing and enterprise organizations evaluating cloud data infrastructure, analytics modernization, AI initiatives, and data integration strategies.
Technologies You’ll Use
Salesforce, Outreach, LinkedIn Sales Navigator, ZoomInfo, Lusha, Nooks, ChatGPT and AI prospecting tools, Gong, Google Workspace, Slack, Vidyard / Loom
In this role, you can expect to:
Generate qualified pipeline through outbound prospecting across target accounts
Research accounts, industries, and personas to craft personalized outreach
Partner closely with Sales Directors to build account strategies and prioritize opportunities
Execute multi-channel outbound campaigns using phone, email, LinkedIn, and video
Conduct discovery conversations to uncover business challenges, technical pain points, and initiatives
Engage data, analytics, engineering, IT, RevOps, and executive personas
Maintain accurate activity, contact, and opportunity data within Salesforce
Collaborate cross-functionally with Marketing, Partnerships, and Sales leadership
Leverage AI tools and sales technologies to improve prospecting efficiency and messaging quality
Consistently achieve and exceed activity, meeting generation, and pipeline target
You are a good fit if you:
9+ months of experience in SaaS, cloud, infrastructure, or technology sales development
Strong written and verbal communication skills with the ability to engage technical and business stakeholders
Ability to learn and articulate technical concepts related to data, analytics, cloud, and AI infrastructure
Experience with outbound prospecting and multi-threaded account engagement
Strong organizational skills and ability to manage multiple accounts and priorities simultaneously
Comfortable using AI tools such as ChatGPT or sales engagement platforms to improve research, messaging, and productivity
Coachable, curious, resilient, and motivated by a high-performance sales environment
Fluent in English. Bonus points if you're bilingual
You'll have an edge if:
Experience selling into data, analytics, engineering, or IT organizations
Familiarity with modern data stack technologies such as Snowflake, Databricks, dbt, or cloud data warehouses
Experience using Outreach, Sales Navigator, ZoomInfo, or Gong
Previous experience working in a high-growth SaaS environment
Demonstrated success exceeding outbound pipeline generation targets
Compensation & Benefits:
Salary:
We offer competitive compensation packages commensurate with experience, including salary, equity, and performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process.
Equity StakeBenefits - dbt Labs + Fivetran offers:
Unlimited PTO (and yes, we use it!)
Excellent healthcare
Paid Parental Leave
What to expect in the interview process (all video interviews unless accommodations are needed):
Interview with Talent Acquisition Partner
Interview with Hiring Manager
Interview with Peer
Final Interview - SDR Challenge
#LI-HYBRID
OTE (On Target Earning)
$80,000
—
$100,000 USD
Perks and Benefits
100% employer-paid medical insurance
*
Generous paid time away from work, including paid vacation or flexible/unlimited vacation depending on role and country, plus paid sick time, inclusive parental leave, paid holidays, including a year-end Global Week of Rest, and volunteer days off.
RSU stock grants*
Professional development and training opportunities
Company virtual happy hours, free food, and fun team-building activities
Monthly cell phone stipend
Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.
*
May vary by country and worker type - please reach out to your recruiter for more information
Click
here
to learn more about Fivetran's Benefits by Region.
We’re honored to be
valued at over $5.6 billion
, but more importantly, we’re proud of our
core values of Get Stuck In, Do the Right Thing, and One Team, One Dream
. Read about us in
Forbes
.
Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.
To learn more about Fivetran’s culture and what it’s like to be part of the team,
click here
and enjoy our video.
To learn more about our candidate privacy policy, you can
read our statement here
.
We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this
form
. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.
Location: England; Portugal; Spain; Italy; Germany
Workplace: Remote
ABOUT DOCKER
Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout.
We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.
_______________________________________________________________________
We are seeking a highly consultative Staff Solutions Architect to support our most important customers. This role is a critical technical position, spanning both product development and pre and post sales customer motions.
You will act as a trusted technical lead and thought leader, partnering closely with Account Executives, Post Sales, and Product teams to drive measurable business and technical value through
- High priority customer technical leadership
- Docker field technical leadership
This role reports to the Director of Solutions Architecture and operates at the intersection of technical depth, business acumen, and thought leadership.
RESPONSIBILITIES
High priority customer technical leadership
- Work with Docker’s most important customers and cross functional Docker teams to accelerate the customer’s container and AI journeys, focusing on developer workflows
- Engage with customer teams and cross functional Docker teams to gather customer’s technical/business goals and challenges related to their container and AI journey.
- Create and manage engagement plans that span existing products and new Docker offerings to achieve critical business goals.
- Oversee “design partner” rapid prototyping engagements with Docker engineering and customer teams to validate customer-product fit for new use cases
- Work with Docker teams to create/manage/deliver custom demos and content aligned to customer use cases.
- Deliver high-impact enablement and best practices content to customer audiences from developer to C level.
- Ability to travel up to 50% internationally as a senior representative of Docker to prospective clients, customers, and technical alliance partners.
Docker field technical leadership (regional/area of responsibility)
- Be a thought leader for a particular area of responsibility both internal and external to Docker, working with fellow Dockhands to create/manage/deliver content
- Gather field feedback from customer teams and Docker pre and post sales teams
- Coordinate with Field CTO and other Solutions Architects to prioritize/contextualize/correlate field requests into a cohesive set of prioritized requests to the product/engineering teams.
- Work directly with Docker product/engineering teams on workflows and feature alignment to customer use cases prioritized by revenue impact.
- Be customer zero for new functionality produced by Docker product/engineering teams
- Give input on internal technical enablement and customer enablement needs, and review enablement content
- Assist the sales enablement team with internal technical enablement for new products and services.
QUALIFICATIONS
- Proven experience as a Sales Engineer, Solutions Engineer, or Solution Architect in complex enterprise environments.
- Excellent communication, influence, and stakeholder management skills.
- Experience in managing customer relationships at the technical and business level.
- Experience presenting solutions and demonstrations to small and large audiences, virtually and in person.
- Experience interfacing with internal product/software teams, including technical support, product, and engineering, to enhance documentation, enablement, and product features to improve customer experience and enablement.
- Experience developing application code, and a clear understanding of the challenges developers experience on a daily basis.
- Ability to solve technical problems and translate customer experience to actionable feedback for engineering.
- Experience developing collateral to assist customers with best-practice adoption.
- Solid understanding of cloud platforms (AWS, Azure, GCP), containers, DevOps, and modern application architectures.
- Experience with Docker, container ecosystems, or adjacent technologies strongly preferred.
- Development, Agentic AI dev, Software Development Lifecycle and/or Software Supply Chain Security experience strongly preferred.
- Must be fluent in English
- Willingness to travel up to 50% internationally as a senior representative of Docker to prospective clients, customers, and technical alliance partners.
WHAT TO EXPECT
FIRST 30 DAYS
- You will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program
- You will learn how to navigate through award-winning sales tools such as; Salesforce, Outreach, Sigma, and Opine.
- Actively engage with senior stakeholders, and manage relationships with clients
- You will work closely with your peers and shadow customer meetings to develop strategies to advocate for our customers.
- At the end of your first month, you will have a proficient grasp of the tools and activities necessary to be successful in your role.
FIRST 60 DAYS
- You will be laser-focused on supporting the sales and customer success teams during your second month.
- You will have connected with all of your team members.
- You will gain in-depth knowledge of Docker’s products and how they impact our customers.
- You will have an advanced understanding of tools, activities, and best practices to be successful in your role.
FIRST 90 DAYS
- In month three, you will be confident in your craft and ready to immerse yourself in our customer’s business needs fully.
- You will continue efforts to improve messaging, processes, and activities.
- Educate our clients about our product roadmap and undertake product training for users
- You will be ready to operate independently at full speed.
Docker does not offer visa sponsorship for this role.
Compensation & Equity
EU: €141,400K – €202K + equity
______________________________________________________________________
POSTING INFORMATION
- Open vacancy: This posting is for an existing open role.
- AI in hiring: Docker may use AI-assisted tools during our recruiting process.
- Interview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent.
______________________________________________________________________
PERKS & BENEFITS
- Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.
- Flexibility that fits your life – We trust you to manage your schedule while delivering great work.
- Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.
- Home office support – Set up your workspace for comfort and success.
- Technology stipend – Equivalent to US$100 net per month to help support your work.
- Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
- Parental leave – 16 weeks of paid parental leave after six months of employment.
- Equity for all full-time employees – Share in Docker's long-term success as we continue to grow.
- Comprehensive benefits – Medical, retirement, and paid holidays vary by country.
- Docker swag – Because representing the whale never gets old.
Docker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community.
#LI-REMOTE
Location: USA - Austin (dbt)
From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.
About Us
Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.
As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact. During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.
Location:
Austin, TX (2-3 days in office preferred). Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team.
About the Role
As a Commercial Account Executive, you will be responsible for growing our customer base and setting the continued groundwork for sales at dbt Labs.
What You'll Do
Own the full sales cycle from lead to close for our prospects
Organize POC implementations of dbt Cloud Enterprise
Lead and contribute to team projects that develop our sales process
Work with product to build and maintain the dbt Cloud enterprise roadmap
Become an expert in SQL, dbt, and enterprise data operations
Be an active member of the dbt open source community
What You’ll Need
2+ years closing experience in technology sales, with a proven track record of exceeding annual targets
Ability to understand complex technical concepts and develop them into a consultative sale
Excellent verbal, written, and in-person communication skills to engage stakeholders at all levels of an analytics organization (individual developer up to CTO)
The diligence and organizational skills to work long, intricate sales cycles involving multiple client teams
Ability to operate in an ambiguous and fast-paced work environment
A passion for being an inclusive teammate and involved member of the community
Experience with SQL or willingness to learn
What Will Make You Stand Out
Prior experience in analytics, ETL, BI, and/or open-sourced software
Knowledge of or prior experience with dbt
Benefits
Unlimited vacation time with a culture that actively encourages time off
401k plan with 3% guaranteed company contribution
Comprehensive healthcare coverage
Generous paid parental leave
Flexible stipends for:
Cell Phone & Internet
Learning & Development
Office Space
Compensation
We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Labs total rewards during your interview process.
#LI-HYBRID
The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process.
Pay Range
$90,000
—
$110,000 USD
OTE (On Target Earning)
$180,000
—
$220,000 USD
Perks and Benefits
100% employer-paid medical insurance
*
Generous paid time away from work, including paid vacation or flexible/unlimited vacation depending on role and country, plus paid sick time, inclusive parental leave, paid holidays, including a year-end Global Week of Rest, and volunteer days off.
RSU stock grants*
Professional development and training opportunities
Company virtual happy hours, free food, and fun team-building activities
Monthly cell phone stipend
Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.
*
May vary by country and worker type - please reach out to your recruiter for more information
Click
here
to learn more about Fivetran's Benefits by Region.
We’re honored to be
valued at over $5.6 billion
, but more importantly, we’re proud of our
core values of Get Stuck In, Do the Right Thing, and One Team, One Dream
. Read about us in
Forbes
.
Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.
To learn more about Fivetran’s culture and what it’s like to be part of the team,
click here
and enjoy our video.
To learn more about our candidate privacy policy, you can
read our statement here
.
We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this
form
. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.
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