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  About Gusto At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve. All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy . AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process. About the Role: We're looking for a Product Counsel to join our growing Product Commercial Legal team and redefine how we advise on payroll, fintech and tax products at scale . This is not a "keep the lights on" product counsel role—it's a transformational opportunity to build the function of the future , powered by AI and cutting-edge process design while working collaboratively within our consumer fintech and payments products to support the risk-adjusted development of Gusto's payroll, benefits and HR services. At Gusto, Legal & Compliance operates as an AI-native team. We expect every team member to actively leverage AI tools to improve quality, scale, and speed, while designing right-sized human-in-the-loop controls to ensure accuracy and quality. In this role, you will own Gusto's end-to-end legal advisory support of product development , review, updates, and advancements in partnership with product managers, engineers, design, business development, commercial, privacy, security, risk and other stakeholders while also leading the adoption of AI-driven review tools . You will set the standards, playbooks, and tooling that allow Gusto's product legal function to scale with speed and intelligence as the company grows. You'll be the driver of innovation : determining thresholds for review, implementing smarter ways of working, and leading the way in educating our legal and compliance teams—and the business at large—on new industry practices and breakthroughs in smarter product development and counseling . If you're energized by building from the ground up, pushing boundaries, and leaving a mark on how in-house legal can operate in this new AI-powered era, this role is your chance to do just that.   About the Team: Gusto's Legal & Compliance team partners with product teams to enable innovation, facilitate responsible company growth, accelerate the Gusto roadmap, and provide compliant products to our customers, through solution-focused counsel on legal and business risks. We are passionate about using groundbreaking technology and excellent service to elevate the experience of small business owners and their employees. Each team member is a true owner and makes a tremendous impact every day.   Here's what you'll do day-to-day: Navigate complex regulatory frameworks to design and mature Gusto's core products including, payroll, fintech, tax and payments. Look around corners, creatively solve problems, and help define business strategy as Gusto expands its functionality to meet the needs of US businesses that have hired or are preparing to hire employees and/or contractors. Counsel the Product, Engineering, Design, and Business Teams and help them navigate a range of issues related to payroll products and/or partnerships, domestic and international payments, data privacy, and tax.   Contribute to the development of scalable processes to manage legal risk and accelerate product expansion. Partner closely with our Commercial Team to advise on product risk, work through redlines, and negotiate with counterparties. Actively test, pilot, and recommend next-gen AI solutions, ensuring the Product Legal team is always on the leading edge of innovation.   Here's what we're looking for: JD degree and a member of a State bar/ active license to practice law. 7+ years of combined legal experience, with experience working in an in-house legal department at a technology company. Experience supporting the development of payroll, fintech, tax and payment products and the launches and scaling of highly regulated, yet innovative, domestic and global products.  Demonstrated ability to build consensus and build strong relationships.  Demonstrated success in working collaboratively to help business clients understand and own risk-based decisions.  Experience creatively solving problems, balancing legal risk and business needs. Attention to detail and the ability to follow through in a fast-paced environment. A collaborative approach and demonstrated ability to work well under pressure, cross-functionally, and independently. Experience in working closely with Commercial or Contracts Counsel to support deal closure.  Experience with AI review tools ( GCAI or similar ). Demonstrated success building and improving processes , not just running them. A passion for showing that Product Legal is a driver of innovation and business impact, not a blocker. Here's what we'd love to see you bring to the table: A passion for AI and technology as drivers of legal transformation. Familiarity with regulated industries (e.g., financial services, payroll/tax SaaS, healthcare). Creative problem-solving skills and the confidence to take smart risks. Energy, curiosity, and a drive to be part of something groundbreaking. A team-first approach, with no job too big or too small. Our cash compensation amount for this role is between $199,150 - $245,618/year in Denver and between $221,275 - $272,906/year for New York/San Francisco. Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above. At Gusto, we don't use titles the traditional way, as a signal of rank or hierarchy. Instead, our titles describe two things at once — your craft (what you do, e.g. Engineering, Design) and your scope of ownership (what you're accountable for) — which is why you'll see something like "Head of X" instead of a rank word like "Director" that tells you neither. Because of this, the title on this posting may look different from what you'd expect based on the scope and seniority of the role, and from how similar roles are typically titled elsewhere. If you have questions about how this role compares to your current title or level, your recruiter can help translate. Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). The same office expectations apply to all Symmetry roles, Gusto's subsidiary, whose physical office is in Scottsdale. Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas.  When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required. This includes non-office days for hybrid employees. Reliable, consistent presence: We expect regular and predictable attendance, whether you're working in-office, hybrid, or fully remote, so that you stay closely connected to your team, customers, and stakeholders in real time and ensure colleagues and customers receive the timely support and responsiveness they deserve. Our customers come from all walks of life and so do we. We hire great people from a wide variety of backgrounds, not just because it's the right thing to do, but because it makes our company stronger. If you share our values and our enthusiasm for small businesses, you will find a home at Gusto.  Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Gusto considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you. Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer . Personal information collected and processed as part of your Gusto application will be subject to  Gusto's Applicant Privacy Notice .

Why join us Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly. Brex's AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek. Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We're committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career. Sales at Brex Sales is the growth engine at Brex. We bring in new customers, expand existing relationships, and drive the company's bottom line. With unlimited territories and uncapped opportunity, your ambition sets the ceiling. We win together, celebrate often, and reward performance. If you want to sell a category-defining product with real ownership, this is your team. What you'll do As an Account Executive, you will be working with founders, co-founders, C-Suite Executives, controllers, and VP's of Finance to continue generating net-new revenue and growing the Brex brand. You will manage a full pipeline and ensure success on every level. Where you'll work This role will be based in our New York City office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work! Responsibilities Close net new business with a focus on professionally funded companies Become trusted account advisors by managing accounts and being strategic in both inbound and outbound sales Engage with businesses at all points of the sales cycle - including prospecting, product demonstrations, onboarding, and close. Develop strategic plans on how to close more companies and generate more revenue Focus on self-development with daily training and enablement Work closely with Startups Ambassadors to bring in referrals Requirements 18+ months of Outbound B2B SaaS Sales experience, including 6+ months of closing experience Proven track record of consistently exceeding quota, President's Club, or top 10% of your team Comfortable running discovery and closing conversations with C-suite decision makers Bachelor's degree or equivalent experience Compensation The expected OTE range for this role is $122,026 - $152,533. The starting wage will depend on a number of factors including the candidate's location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance.  Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package. Please be aware, job-seekers may be at risk of targeting by malicious actors looking for personal data. Brex recruiters will only reach out via LinkedIn or email with a  brex.com  domain. Any outreach claiming to be from Brex via other sources should be ignored.

Why join us Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly. Brex's AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek. Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We're committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career. Sales at Brex Sales is the growth engine at Brex. We bring in new customers, expand existing relationships, and drive the company's bottom line. With unlimited territories and uncapped opportunity, your ambition sets the ceiling. We win together, celebrate often, and reward performance. If you want to sell a category-defining product with real ownership, this is your team. What you'll do As an Account Executive, you will be working with founders, co-founders, C-Suite Executives, controllers, and VP's of Finance to continue generating net-new revenue and growing the Brex brand. You will manage a full pipeline and ensure success on every level. Where you'll work This role will be based in our Salt Lake City office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work! Responsibilities Close net new business with a focus on professionally funded companies Become trusted account advisors by managing accounts and being strategic in both inbound and outbound sales Engage with businesses at all points of the sales cycle - including prospecting, product demonstrations, onboarding, and close. Develop strategic plans on how to close more companies and generate more revenue Focus on self-development with daily training and enablement Work closely with Startups Ambassadors to bring in referrals Requirements 18+ months of Outbound B2B SaaS Sales experience, including 6+ months of closing experience Proven track record of consistently exceeding quota, President's Club, or top 10% of your team Comfortable running discovery and closing conversations with C-suite decision makers Bachelor's degree or equivalent experience Compensation The expected OTE range for this role is $100,000 - $125,000. The starting wage will depend on a number of factors including the candidate's location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance.  Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package. Please be aware, job-seekers may be at risk of targeting by malicious actors looking for personal data. Brex recruiters will only reach out via LinkedIn or email with a  brex.com  domain. Any outreach claiming to be from Brex via other sources should be ignored.

Why join us Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly. Brex's AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek. Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We're committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career. Sales at Brex Sales is the growth engine at Brex. We bring in new customers, expand existing relationships, and drive the company's bottom line. With unlimited territories and uncapped opportunity, your ambition sets the ceiling. We win together, celebrate often, and reward performance. If you want to sell a category-defining product with real ownership, this is your team. What you'll do As an Account Executive, you will be working with founders, co-founders, C-Suite Executives, controllers, and VP's of Finance to continue generating net-new revenue and growing the Brex brand. You will manage a full pipeline and ensure success on every level. Where you'll work This role will be based in our San Francisco office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work! Responsibilities Close net new business with a focus on professionally funded companies Become trusted account advisors by managing accounts and being strategic in both inbound and outbound sales Engage with businesses at all points of the sales cycle - including prospecting, product demonstrations, onboarding, and close. Develop strategic plans on how to close more companies and generate more revenue Focus on self-development with daily training and enablement Work closely with Startups Ambassadors to bring in referrals Requirements 18+ months of Outbound B2B SaaS Sales experience, including 6+ months of closing experience Proven track record of consistently exceeding quota, President's Club, or top 10% of your team Comfortable running discovery and closing conversations with C-suite decision makers Bachelor's degree or equivalent experience Compensation The expected OTE range for this role is $122,026 - $152,533. The starting wage will depend on a number of factors including the candidate's location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance.  Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package. Please be aware, job-seekers may be at risk of targeting by malicious actors looking for personal data. Brex recruiters will only reach out via LinkedIn or email with a  brex.com  domain. Any outreach claiming to be from Brex via other sources should be ignored.

Why join us Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly. Brex's AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek. Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We're committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career. Engineering at Brex Engineering at Brex is about building systems that scale with speed and intention. Our teams span Software, Data, Security, and IT, and operate with high autonomy and deep collaboration. We tackle hard technical problems, own our outcomes, and push for excellence at every level — from architecture to deployment. It's an environment where engineering is a craft, and builders become leaders. What you'll do Building world-class financial services requires world-class security. As a GRC Engineer on the Trust team, you will work on high-impact cross-organization governance, risk, and compliance initiatives. You'd advocate for security across the company and scale Trust efforts while executing hands-on yourself. GRC's mission is to instill trust in Brex from our customers, regulators, partners, and workforce in order to enable the company's continued growth by maturing our security posture, maintaining compliance, optimizing security practices, and mitigating enterprise risk. We serve as the business side of Trust, and of Compliance as the what, Governance as the how, and Risk as the why, of Trust.  Where you'll work This role will be based in our São Paulo office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of 3 days per week in the office - Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work. Responsibilities The GRC team handles a wide range of cross-functional activities from security compliance certifications and audits to risk management, vendor reviews, inbound due diligence, security education, access control, policy and procedures, and many more. Each of these ongoing parallel activities entails interpreting and setting requirements, assessing the effectiveness of security controls, risk-based decision making, cross-functional collaboration and communication, and staying up-to-date on security best practices and how changes in the evolving threat landscape need to inform our strategy. We always strive to go above and beyond industry standards in every aspect of GRC while keeping a balance with supporting the business's goals. GRC is responsible for key programs that allow us to pass our audit requirements and underpin our risk management mandate. Each of these require strategic thinking and operational execution.  As a GRC Engineer, you will get hands-on experience in the Trust field by developing your skills across numerous impactful operational tasks, in turn contributing to the strategy and evolving maturity of our Trust posture.  Responsibilities Work under the guidance of seasoned GRC experts and gain exposure to a range of cross-functional programs and processes, both technical and business-centric. Enhance our GRC Engineering program, including building automations to improve compliance evidence collection, monitoring, and reporting dashboards.  Conduct third party risk due diligence activities, namely identifying and assessing risks associated with existing and new vendor relationships prior to procurement and periodically thereafter, continuously monitoring for any relevant changes to the risk level or engagement scope. Where findings are identified during assessments, you would ensure plans of actions and check-ins are in place. Other Operational GRC Tasks Risk Register maintenance and reporting GTM Enablement support Tooling access requests Contractor request reviews Travel security request reviews Security compliance evidence collection Triaging of questions and requests for the GRC team (and learning to provide risk advisory over time!)  Policy review and revision Requirements Proven track record of cross-functional collaboration Experience leveraging AI to build automations to reduce manual workload Experience with security compliance frameworks and audits (e.g. SOC 2, PCI DSS, NIST, ISO 27001) Diligence and attention to detail in both process and content, strong written and verbal communication skills, with a talent for precise and clear articulation of complex concepts Proven track record of cross-functional collaboration An aptitude for representing the needs of both your team, other stakeholders, and the overall business Ability to work in a fast-paced environment and address difficult situations in a professional manner Strong interpersonal skills and comfortable working across various functions Being innovative and providing "outside of the box" solutions Passion for having an owner's mentality towards responsibilities Bonus points Experience at technology, security, or risk focused companies Fluency with other GRC operational work and security support tasks such as policy revision, audit preparation and evidence collection, process design and improvement, customer/prospect/partner assurance, etc. Experience working in or with startups, especially during periods of growth Knowledge of fundamental security concepts and domains, in order to both assess the vendor's security practices and also to define and document requirements on how we should safely use their products and/or services to mitigate relevant threats and how the implementation of a vendor may impact the security posture of the current environment Please be aware, job-seekers may be at risk of targeting by malicious actors looking for personal data. Brex recruiters will only reach out via LinkedIn or email with a  brex.com  domain. Any outreach claiming to be from Brex via other sources should be ignored.

Why join us Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly. Brex's AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek. Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We're committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career. Sales at Brex The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers. Our winning culture recognizes big team wins and celebrates individual accomplishments. We ensure that top performers are recognized and have built a competitive environment to motivate and unify the team. What you'll do As a Commercial Account Executive, you'll fuel Brex's growth by winning net-new revenue from small to mid-sized businesses. In this high-volume, fast-paced role, you'll prospect, build strong partnerships, and close deals by showing the unmatched value of Brex's all-in-one Financial Operating System—Corporate Card, Expense Management, and Travel. Where you'll work This role will be based in one of our Brex offices — San Francisco, Seattle, New York, Vancouver, or Salt Lake City. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work. Responsibilities Full-Cycle Sales Execution: Own the end-to-end sales process from outbound prospecting to discovery, product demos, and closing deals. Pipeline Generation & Management: Consistently source and qualify leads to maintain a strong, reliable pipeline. Value-Based Selling: Clearly communicate ROI and business value by understanding each prospect's goals and aligning Brex's solutions to their needs. Customer-Centric Problem Solving: Build trust through insight and service, helping prospects navigate challenges and unlock growth. Cross-Functional Collaboration: Work closely with Sales Development, Product, and Underwriting to create a smooth and impactful buyer experience. Requirements 1+ years of closing experience in B2B SaaS sales, ideally in a high-volume or new business-focused role A high-performing SDR/BDR background with a strong track record of sourcing and qualifying opportunities due to high self-prospecting requirements in role Strong ability to communicate value and ROI to small or mid-sized business stakeholders Consistent quota attainment and a history of top-tier performance A proactive, self-motivated approach with a focus on results and customer impact Bonus points Familiarity selling financial software (Expense Management, ERP, AP Automation, T&E, Accounting Software, Banking, etc.) Compensation The expected OTE range for this role is $172,890 - $192,100. The starting wage will depend on a number of factors including the candidate's location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance.  Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package. Brex LLC is a wholly owned subsidiary of Capital One, N.A. Please be aware, job-seekers may be at risk of targeting by malicious actors looking for personal data. Brex recruiters will only reach out via LinkedIn or email with a  brex.com domain. Any outreach claiming to be from Brex via other sources should be ignored. Please be aware, job-seekers may be at risk of targeting by malicious actors looking for personal data. Brex recruiters will only reach out via LinkedIn or email with a  brex.com  domain. Any outreach claiming to be from Brex via other sources should be ignored.

Who we are Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At Samsara, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries are the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing — and we are excited to help digitally transform their operations at scale. Working at Samsara means you'll help define the future of physical operations and be on a team that's shaping an exciting array of product solutions, including Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, and Equipment Monitoring. As part of a recently public company, you'll have the autonomy and support to make an impact as we build for the long term. About the role: The Account Development Representative (ADR) job is the launching point for an individual looking for a successful career in SaaS sales. In this role, you will be at the front of Samsara's go-to-market strategy. This includes hunting for leads, mapping enterprise accounts, and building demand for Samsara's full line of products. This role is ideal for individuals looking to develop enterprise technology sales skills and to advance their careers. Successful ADRs earn accelerated commissions and head down the path for promotion into closing roles. You will work closely with top-tier executives and will see up close how sales organizations succeed. This is a hybrid position open to candidates residing in the Phoenix Metro Area of Arizona, requiring 3 days per week onsite and 2 days remote. You should apply if :  You want to impact the industries that run our world : Your efforts will result in real-world impact—helping to keep the lights on, get food into grocery stores, and most importantly, ensure workers return home safely. You are the architect of your own career : If you put in the work, this role won't be your last at Samsara. Successful ADRs can see promotion to a closing role in two years or less. You love talking to people : In this role you will average 50 calls to prospective customers daily. You have innate curiosity in how businesses work : One day you'll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact. You treat rejection as a learning experience : In this role, you will get hung up on and you will get told no. You need to have resilience to pick up the phone again and again to sell Samsara's mission. You want to be with the best : Samsara's high-performance Sales culture means you'll be surrounded by the best and challenged to go farther than you have before. Minimum requirements for this role : Ability and willingness to make 50 cold calls a day. At least 6 months of sales experience and/or sales prospecting ability. This can be sales related coursework, sales competitions, etc.  Must be currently enrolled in an accredited 4-year Bachelor's degree program or within 1 year of graduation An ideal candidate has : Must demonstrate a growth mindset and a willingness to be collaborative with your teammates and in your selling process 6 Months experience with Salesforce, LI Sales Navigator, ZoomInfo. Ability to quickly grasp technical concepts and embed AI usage into day to day operations  #LI-Hybrid The compensation range shown spans approved pay zones for this role. Your primary work location determines the range applicable to you, which may be narrower than the full range displayed. The range of hourly base salary for this position is below. Please note that base hourly pay may vary depending on factors including your city of residence, job-related knowledge, skills, and experience.  Hourly Base Salary $21.70 — $21.70 USD Total Rewards At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time. Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you're ready to build for the long term and own the outcome, your journey starts here. Flexible Working  At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements. For certain positions, being close to one of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working on-site, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual's ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable. Belonging at Samsara At Samsara, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law. We depend on the unique approaches of our team members to help us solve complex problems and want to ensure that Samsara is a place where people from all backgrounds can make an impact. Accommodations  Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accessibleinterviewing@samsara.com or click here if you require any reasonable accommodations throughout the recruiting process. Our Commitment to Authenticity We use Tofu , a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara's Candidate Privacy Notice for more information. Fraudulent Employment Offers Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will only come from emails ending in @samsara.com, @us-greenhouse-mail.io or @mail3.guide.co. For more information regarding fraudulent employment offers, please visit our  blog post here .

Why join us Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly. Brex's AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek. Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We're committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career. Sales at Brex The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers. Our winning culture recognizes big team wins and celebrates individual accomplishments. We ensure that top performers are recognized and have built a competitive environment to motivate and unify the team. What you'll do As a Commercial Account Executive, you'll fuel Brex's growth by winning net-new revenue from small to mid-sized businesses. In this high-volume, fast-paced role, you'll prospect, build strong partnerships, and close deals by showing the unmatched value of Brex's all-in-one Financial Operating System—Corporate Card, Expense Management, and Travel. Where you'll work This role will be based in one of our Brex offices — San Francisco, Seattle, New York, Vancouver, or Salt Lake City. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work. Responsibilities Full-Cycle Sales Execution: Own the end-to-end sales process from outbound prospecting to discovery, product demos, and closing deals. Pipeline Generation & Management: Consistently source and qualify leads to maintain a strong, reliable pipeline. Value-Based Selling: Clearly communicate ROI and business value by understanding each prospect's goals and aligning Brex's solutions to their needs. Customer-Centric Problem Solving: Build trust through insight and service, helping prospects navigate challenges and unlock growth. Cross-Functional Collaboration: Work closely with Sales Development, Product, and Underwriting to create a smooth and impactful buyer experience. Requirements 1+ years of closing experience in B2B SaaS sales, ideally in a high-volume or new business-focused role A high-performing SDR/BDR background with a strong track record of sourcing and qualifying opportunities due to high self-prospecting requirements in role Strong ability to communicate value and ROI to small or mid-sized business stakeholders Consistent quota attainment and a history of top-tier performance A proactive, self-motivated approach with a focus on results and customer impact Bonus points Familiarity selling financial software (Expense Management, ERP, AP Automation, T&E, Accounting Software, Banking, etc.) Compensation The expected OTE range for this role is $136,000 - $170,000. The starting wage will depend on a number of factors including the candidate's location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance.  Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package. Brex LLC is a wholly owned subsidiary of Capital One, N.A. Please be aware, job-seekers may be at risk of targeting by malicious actors looking for personal data. Brex recruiters will only reach out via LinkedIn or email with a  brex.com domain. Any outreach claiming to be from Brex via other sources should be ignored. Please be aware, job-seekers may be at risk of targeting by malicious actors looking for personal data. Brex recruiters will only reach out via LinkedIn or email with a  brex.com  domain. Any outreach claiming to be from Brex via other sources should be ignored.

Why join us Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly. Brex's AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek. Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We're committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career. Sales at Brex The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers. Our winning culture recognizes big team wins and celebrates individual accomplishments. We ensure that top performers are recognized and have built a competitive environment to motivate and unify the team. What you'll do As a Commercial Account Executive, you'll fuel Brex's growth by winning net-new revenue from small to mid-sized businesses. In this high-volume, fast-paced role, you'll prospect, build strong partnerships, and close deals by showing the unmatched value of Brex's all-in-one Financial Operating System—Corporate Card, Expense Management, and Travel. Where you'll work This role will be based in one of our Brex offices — San Francisco, Seattle, New York, Vancouver, or Salt Lake City. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work. Responsibilities Full-Cycle Sales Execution: Own the end-to-end sales process from outbound prospecting to discovery, product demos, and closing deals. Pipeline Generation & Management: Consistently source and qualify leads to maintain a strong, reliable pipeline. Value-Based Selling: Clearly communicate ROI and business value by understanding each prospect's goals and aligning Brex's solutions to their needs. Customer-Centric Problem Solving: Build trust through insight and service, helping prospects navigate challenges and unlock growth. Cross-Functional Collaboration: Work closely with Sales Development, Product, and Underwriting to create a smooth and impactful buyer experience. Requirements 1+ years of closing experience in B2B SaaS sales, ideally in a high-volume or new business-focused role A high-performing SDR/BDR background with a strong track record of sourcing and qualifying opportunities due to high self-prospecting requirements in role Strong ability to communicate value and ROI to small or mid-sized business stakeholders Consistent quota attainment and a history of top-tier performance A proactive, self-motivated approach with a focus on results and customer impact Bonus points Familiarity selling financial software (Expense Management, ERP, AP Automation, T&E, Accounting Software, Banking, etc.) Compensation The expected OTE range for this role is $172,890 - $192,100. The starting wage will depend on a number of factors including the candidate's location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance.  Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package. Brex LLC is a wholly owned subsidiary of Capital One, N.A. Please be aware, job-seekers may be at risk of targeting by malicious actors looking for personal data. Brex recruiters will only reach out via LinkedIn or email with a  brex.com domain. Any outreach claiming to be from Brex via other sources should be ignored. Please be aware, job-seekers may be at risk of targeting by malicious actors looking for personal data. Brex recruiters will only reach out via LinkedIn or email with a  brex.com  domain. Any outreach claiming to be from Brex via other sources should be ignored.

Why join us Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly. Brex's AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek. Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We're committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career. Sales at Brex The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers. Our winning culture recognizes big team wins and celebrates individual accomplishments. We ensure that top performers are recognized and have built a competitive environment to motivate and unify the team. What you'll do As a Commercial Account Executive, you'll fuel Brex's growth by winning net-new revenue from small to mid-sized businesses. In this high-volume, fast-paced role, you'll prospect, build strong partnerships, and close deals by showing the unmatched value of Brex's all-in-one Financial Operating System—Corporate Card, Expense Management, and Travel. Where you'll work This role will be based in one of our Brex offices — San Francisco, Seattle, New York, Vancouver, or Salt Lake City. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work. Responsibilities Full-Cycle Sales Execution: Own the end-to-end sales process from outbound prospecting to discovery, product demos, and closing deals. Pipeline Generation & Management: Consistently source and qualify leads to maintain a strong, reliable pipeline. Value-Based Selling: Clearly communicate ROI and business value by understanding each prospect's goals and aligning Brex's solutions to their needs. Customer-Centric Problem Solving: Build trust through insight and service, helping prospects navigate challenges and unlock growth. Cross-Functional Collaboration: Work closely with Sales Development, Product, and Underwriting to create a smooth and impactful buyer experience. Requirements 1+ years of closing experience in B2B SaaS sales, ideally in a high-volume or new business-focused role A high-performing SDR/BDR background with a strong track record of sourcing and qualifying opportunities due to high self-prospecting requirements in role Strong ability to communicate value and ROI to small or mid-sized business stakeholders Consistent quota attainment and a history of top-tier performance A proactive, self-motivated approach with a focus on results and customer impact Bonus points Familiarity selling financial software (Expense Management, ERP, AP Automation, T&E, Accounting Software, Banking, etc.) Compensation The expected OTE range for this role is $172,890 - $192,100. The starting wage will depend on a number of factors including the candidate's location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance.  Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package. Brex LLC is a wholly owned subsidiary of Capital One, N.A. Please be aware, job-seekers may be at risk of targeting by malicious actors looking for personal data. Brex recruiters will only reach out via LinkedIn or email with a  brex.com domain. Any outreach claiming to be from Brex via other sources should be ignored. Please be aware, job-seekers may be at risk of targeting by malicious actors looking for personal data. Brex recruiters will only reach out via LinkedIn or email with a  brex.com  domain. Any outreach claiming to be from Brex via other sources should be ignored.

About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world's largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company. At Cloudflare, we're not looking for people who wait for a polished roadmap; we're looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you're the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you'll fit right in. Available Locations: Austin, TX About Cloudflare At Cloudflare, our mission is bold yet simple: to help build a better Internet. Our global network handles trillions of requests each month, protecting and accelerating applications without added hardware, software, or code changes. Our Developer Platform, including Workers, Workers AI, R2, KV, Durable Objects, and Pages, empowers developers to build and deploy applications globally, faster than ever before. About the Team The Developer GTM organization is driving how we attract, inspire, and grow the next generation of builders. We are redefining what developer acquisition looks like in a world where AI and distributed agents are reshaping the stack. Our mission is to create new pathways for developers to discover Cloudflare, whether through ecosystem partnerships, high impact content, or creative field engagement. We are builders, storytellers, and connectors united by one goal: to make Cloudflare the most exciting place for developers to build. The Developer Solution Strategist (DSS) organization sits inside Developer GTM and partners tightly with Sales, Product, Finance, Legal, and DevRel. DSS connects developer activation to durable commercial outcomes: shaping usage into clear proposals, aligning pricing and packaging, enabling the field with repeatable plays, and feeding real-world signal back into product and go-to-market. About the Role We are hiring a Sr. Director, Developer Solution Strategists to lead an elite team of Solution Strategists aligned to their sales regions. You will set the global DSS strategy, standardize operating rhythms, and ensure consistent execution on activation → expansion → commercial structure. This leader is equally fluent in developer workloads and commercial mechanics, can operate from strategy to hands-on deal guidance, and is energized by building a high-trust partnership with field leadership worldwide. What You Will Do Own the global DSS strategy and operating model. Define goals, scorecards, and cadences for regional teams (usage activation, expansion, proposal velocity, win rate, disciplined discounting, sourced/influenced pipeline). Build and lead a high-performing, distributed org. Hire, develop, and coach Solution Strategists. Drive activation → expansion for priority workloads. Ensure teams use usage telemetry to identify "next-best actions," expansion paths, and strategic accounts; publish a weekly global "usage radar." Standardize commercial design. Maintain global proposal templates, commercial frameworks, and ROI/TCO narratives. Pricing and non-standard terms remain with Finance/Legal; DSS designs and shepherds. Run pipeline and deal reviews. Establish a global rhythm for opportunity triage, strategic deal reviews, and win/loss analysis; surface systemic blockers and drive resolution with Sales, Deal Desk, Security, and Legal. Enable the field at scale. Ship workload blueprints, playbooks, calculators, objection handling, and talk tracks; run monthly regional enablement with Sales leadership and measure adoption and lift. Align with Solution Architects and FDEs. Closely partner with your technical counterparts to run GTM motions in lock step with identified product-market fit.  Close the loop with Product. Translate field insights into clear, quantified recommendations on positioning, packaging, limits, and roadmap; track impact ($) of changes. Partner with Programs. Support startups/accelerators and targeted campaigns with BDR/Marketing, with drive toward helping regions become increasingly self-sufficient. Forecasting & planning. Own DSS headcount planning, coverage models by segment/geo, and quarterly objectives; partner with RevOps for attribution and instrumentation. Culture & quality. Raise the bar on writing, narrative clarity, and executive communication; model Cloudflare's values in every region. Who You Are 10+ years in developer platforms, pre-sales/solutions, deal strategy, or commercial architecture; 4+ years leading managers across multiple regions/time zones. Proven ability to translate technical workloads into compelling commercial outcomes and navigate complex approvals with Sales, Finance, Legal, and Security. Builder's mindset with strong operational chops: you design operating models, write crisp narratives, and drive cross-functional execution. Data-driven and fluent in product usage telemetry; comfortable with Sheets/SQL-level analysis to size opportunities and measure impact. Exceptional communicator—clear writer and presenter—from developer ICs to executive sponsors. Experience enabling large field organizations with playbooks, training, and tooling; passion for coaching managers and building bench strength Background in usage-based/consumption pricing and commit structures Experience with startup programs or digital-native segments Bonus points for former startup founders and builders of overlay programs focused on developer GTM   What Makes Cloudflare Special? We're not just a highly ambitious, large-scale technology company. We're a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo : Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare's enterprise customers--at no cost. Athenian Project : In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1 : We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here's the deal - we don't store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you'd like to be a part of? We'd love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world's largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company. At Cloudflare, we're not looking for people who wait for a polished roadmap; we're looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you're the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you'll fit right in. Location:  Preferred Locations: San Francisco, Austin, NYC OR Remote About the Role  Cloudflare's GTM organization is scaling rapidly, and its RevOps tech stack must scale with it. We are hiring a RevOps Technologist to shape future-state workflows and move our RevOps technology roadmap from strategy and prototype toward secure, scalable execution. This senior individual contributor will combine deep Sales and Revenue Operations expertise with the hands-on technical fluency to identify strategic solutions and simplified workflows. You'll report directly to the Director of RevTech Strategy & Operations, and be the senior counterpart to our business partners, IT, Procurement, Engineering, Security & Privacy, to ensure our systems are optimized, and governed. You will transform our rapidly scaling, today's fragmented tech stack into a secure, orchestrated engine, across vendor platforms, internal tooling, and Cloudflare's internal orchestration platform (Cloudflare OS). You will set the direction for Build/Buy/Blend opportunities, prototype AI- and automation-enabled capabilities, and partner with IT and Engineering to move validated solutions toward production. You will bring an end-to-end view across workflows, systems, data and integrations, to reduce complexity and elevate the seller experience while balancing technical feasibility with business value.  We are looking for someone who doesn't just manage the existing RevOps stack, but actively reimagines a scalable, best-in-class stack with a stellar seller experience. If you thrive on challenging the status quo, hands-on building with cutting-edge technology, and turning bold GTM ideas into high-impact reality, we want to talk to you. What You'll Do: Shape the Future of RevTech & GTM Systems Drive the AI-first RevOps technology roadmap across internal systems, Cloudflare OS, vendor platforms, and new build opportunities, to improve seller efficiency and effectiveness. Identify where the stack needs to scale, simplify, or modernize based on jobs-to-be-done, user needs, and workflow friction points. Connect technology decisions across the broader GTM ecosystem (workflows, systems, data, integrations, and dependencies) rather than optimizing individual tools in isolation. Apply AI, agents, automation, and emerging technologies to practical opportunities that reduce friction, and modernize GTM operations. Document current state-workflows, systems, dependencies and pain points to identify exactly where the stack needs to scale or simplify, and translate findings into clear future-state designs and recommendations. Design, Prototype & Automate Translate sales capabilities "jobs-to-be-done", workflow context, and user needs into clear technology requirements and solution approaches balancing user experience, scalability, and technical feasibility. Architect solutions across the RevTech landscape that work cohesively with existing CRM, sales engagement, forecasting, data, and other seller technologies. Leverage Cloudflare OS, AI, agents, and automation to prototype and build secure solutions, validating where tech adds value vs. human judgement is required. Partner with IT and Engineering to move validated solutions toward production, aligning on the APIs, MCPs, integrations, and security. Drive Technology & Investment Strategy Advise on build, buy, blend, or retire decisions based on time-to-value, scalability, security, cost, and flexibility. Identify opportunities to reduce unnecessary SaaS dependency, utilizing Cloudflare OS or internal capabilities where appropriate. Bring a technical and strategic lens to technology investments, partnering with Procurement, Software Asset Management, IT, and business stakeholders to evaluate vendors and inform a ROI-backed roadmap investments. Own Governance & Systems Standards Define governance, intake models, and decision guardrails for RevTech and AI use cases. Participate in cross-functional AI initiatives to evaluate, prioritize, and scale AI-enabled seller workflows. Establish auditable RevTech change controls with clear governance based on risk and impact. Ensure vendors and internal builds comply with security, privacy, data, and AI standards. Strategic Partnership & Communications Build trusted relationships across GTM, tech teams, business partners and vendors as a trusted advisor on priorities, trade-offs, and future-state direction. Translate complex tech concepts and ROI assessments into clear, decision-ready executive recommendations and business impact analyses. Leverage external benchmarks (e.g., Gartner) and industry trends to inform tool strategy. Support the RevTech budget planning and stewardship in partnership with business partners, Finance and procurement. Skills, Knowledge & Experience  8+ years in Revenue Operations, GTM Systems, Sales Ops, Business Systems, or related roles within B2B SaaS organizations. Deep understanding of B2B seller workflows, sales processes, and the broader GTM technology ecosystem. Deep, hands-on experience across GTM technology ecosystem, including CRM, sales engagement, forecasting, revenue orchestration, enablement, data, and automation (e.g; Salesforce, Clari, Gong, Outreach, ZoomInfo, Highspot, LinkedIn Navigator, Clay etc.) Hands-on experience with AI, agents, and automation, with ability to rapidly prototype solutions, test assumptions, and solve business problems. Solid conceptual and practical understanding of how modern tools connect via APIs, data flows, and "headless" architecture (separating the custom UI a seller uses from the backend). 5+ years driving cross-functional technology initiatives, from discovery, vendor evaluation and solution design to secure implementation and adoption across the enterprise. Proven track record of evaluating technology options, identifying build/buy/blend opportunities, developing ROI-backed recommendations, and influencing senior stakeholders to drive enterprise alignment. Bachelor's degree in business, IT, marketing, or a technical field is required (Master's or advanced degree, or AI/data training, is a plus). Nice to Have Hands-on building with emerging AI agent frameworks, custom GPTs, or AI-driven workflow tools to enhance seller productivity. Background in consulting or solution architecture, with exposure to advisory frameworks (e.g; Gartner, Forrester). Certifications: Salesforce (Advanced Administrator, Sales Cloud, AI Associate) or any relevant AI, or business systems certifications. Familiarity with Cloudflare products, commercial negotiations, and tech marketplace dynamics. Experience standing up internal automation platforms or replacing SaaS tools with internal builds. Compensation Estimated compensation may be adjusted depending on work location and level of experience! San Francisco Bay Area (San Francisco, San Jose): Estimated Annual Salary of $145,000 - $230,000 Major Metro Hubs & Select Remote (Boston, Kirkland, NYC Metro, DC Metro, plus Remote CA, CT, MA, NJ, WA): Estimated Annual Salary of $132,000 - $182,000 Other Remote States (CO, IL, MD, MN, NV, NY, RI, VT): Estimated Annual Salary of $120,000 - $165,000 CO ONLY Application Deadline: January 24, 2027 Equity This role is eligible to participate in Cloudflare's equity plan.   Benefits Cloudflare offers a complete package of benefits and programs to support you and your family.  Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!  The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.   Health & Welfare Benefits Medical/Rx Insurance Dental Insurance Vision Insurance Flexible Spending Accounts Commuter Spending Accounts Fertility & Family Forming Benefits On-demand mental health support and Employee Assistance Program Global Travel Medical Insurance   Financial Benefits Short and Long Term Disability Insurance Life & Accident Insurance 401(k) Retirement Savings Plan Employee Stock Participation Plan Time Off Flexible paid time off covering vacation and sick leave Leave programs, including parental, pregnancy health, medical, and bereavement leave     What Makes Cloudflare Special? We're not just a highly ambitious, large-scale technology company. We're a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo : Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare's enterprise customers--at no cost. Athenian Project : In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1 : We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here's the deal - we don't store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you'd like to be a part of? We'd love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.