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About us Sierra is the leading platform for customer-facing AI agents, working with many of the world's biggest brands — including The GAP, Rocket Mortgage, SoFi, Sutter Health, and SoftBank — to transform how they serve customers and grow their businesses. We are primarily an in-person company based in San Francisco, with growing offices across North America, Europe, and Asia. We are guided by a set of values that are at the core of our actions and define our culture: Trust, Customer Obsession, Craftsmanship, Intensity, and a commitment to balancing Family along the way. These values are the foundation of our work, and we are committed to upholding them in everything we do. Our co-founders are Bret Taylor and Clay Bavor . Bret currently serves as Board Chair of OpenAI. Previously, he was co-CEO of Salesforce (which had acquired the company he founded, Quip) and CTO of Facebook. Bret was also one of Google's earliest product managers and co-creator of Google Maps. Before founding Sierra, Clay spent 18 years at Google, where he most recently led Google Labs. Earlier, he started and led Google's AR/VR effort, Project Starline, and Google Lens. Before that, Clay led the product and design teams for Google Workspace. About the Retail team Sierra is partnering with a large and growing number of retailers - spanning apparel and beauty, grocery and big-box, home and auto, consumer services, marketplaces, and consumer technology. Our agents help millions of shoppers and members every day: tracking and returning orders, finding the right product, booking services, and resolving issues in each brand's own voice. Retail is also where AI agents go beyond support to generate revenue. From product discovery and personalized recommendations to cart recovery, win-back campaigns, and in-store support that turns unanswered store calls into visits and sales, our team is redefining what an agent can do for a brand's top line - not just its cost line. Join us to transform how the world's most-loved consumer brands engage their customers - and help build technology that makes shopping more personal, effortless, and delightful for everyone. What you'll do Independently drive complex enterprise deals end-to-end: Manage a broad enterprise book with strong autonomy, leading 6- and 7-figure deal cycles from prospecting to close. Multi-thread to the C-suite: Lead VP-level conversations, build durable C-suite relationships across customer orgs, and earn credibility quickly with new stakeholders. Manage risk proactively: Identify and manage deal risk early; build rigorous stakeholder maps for your accounts. Make the hard calls: Partner with your manager (and, at the senior level, operate more independently) on pricing, escalation timing, exec alignment, and deal strategy — coming to the table with a point of view, not just a problem. Leverage leadership & co-founders: Bring in Sierra's co-founders effectively for exec engagement when it moves a deal. Raise the bar: Act as a visible, steady leader on deal teams; proactively elevate the team's standard without being asked. Operate as an AI-native seller: Leverage AI tools across the full sales cycle- account research, personalized outreach, call summarization, pipeline forecasting, and deal execution- to automate low-value tasks and reinvest that time into high-value customer relationships, while continuously adopting and experimenting with new tools to work faster and smarter than traditional methods allow. What you'll bring 8- 10 years of enterprise customer-facing sales experience, identifying and closing large accounts. Experience managing a $1M+ quota and running end-to-end complex 6- and 7-figure ACV deals. Proven ability to multi-thread and build trusted relationships across customer C-suites. Exceptional verbal and written communication. Analytical mindset - you analyze market trends, spot opportunities, and make data-driven decisions. Even better... Familiarity with the AI landscape, key players, and emerging trends. Our values Trust: We build trust with our customers with our accountability, empathy, quality, and responsiveness. We build trust in AI by making it more accessible, safe, and useful. We build trust with each other by showing up for each other professionally and personally, creating an environment that enables all of us to do our best work. Customer Obsession: We deeply understand our customers' business goals and relentlessly focus on driving outcomes, not just technical milestones. Everyone at the company knows and spends time with our customers. When our customer is having an issue, we drop everything and fix it. Craftsmanship: We get the details right, from the words on the page to the system architecture. We have good taste. When we notice something isn't right, we take the time to fix it. We are proud of the products we produce. We continuously self-reflect to continuously self-improve. Intensity: We know we don't have the luxury of patience. We play to win. We care about our product being the best, and when it isn't, we fix it. When we fail, we talk about it openly and without blame so we succeed the next time. Family: We know that balance and intensity are compatible, and we model it in our actions and processes. We are the best technology company for parents. We support and respect each other and celebrate each other's personal and professional achievements. What we offer We want our benefits to reflect our values and offer the following to full-time employees: Flexible (unlimited) paid time off Medical, dental, and vision benefits for you and your family Life insurance and disability benefits Retirement plan dependent on country of employment Parental leave Fertility and family building benefits through Carrot Lunch, as well as delicious snacks and coffee to keep you energized Discretionary benefit stipend giving people the ability to spend where it matters most Free alphorn lessons These benefits are further detailed in Sierra's policies, may vary by region, and are subject to change at any time, consistent with the terms of any applicable compensation or benefits plans. Eligible full-time employees can participate in Sierra's equity plans subject to the terms of the applicable plans and policies. Be you, with us We're working to bring the transformative power of AI to every organization in the world. To do so, it is important to us that the diversity of our employees represents the diversity of our customers. We believe that our work and culture are better when we encourage, support, and respect different skills and experiences represented within our team. We encourage you to apply even if your experience doesn't precisely match the job description. We strive to evaluate all applicants consistently without regard to race, color, religion, gender, national origin, age, disability, veteran status, pregnancy, gender expression or identity, sexual orientation, citizenship, or any other legally protected class.

About us Sierra is the leading platform for customer-facing AI agents, working with many of the world's biggest brands — including The GAP, Rocket Mortgage, SoFi, Sutter Health, and SoftBank — to transform how they serve customers and grow their businesses. We are primarily an in-person company based in San Francisco, with growing offices across North America, Europe, and Asia. We are guided by a set of values that are at the core of our actions and define our culture: Trust, Customer Obsession, Craftsmanship, Intensity, and a commitment to balancing Family along the way. These values are the foundation of our work, and we are committed to upholding them in everything we do. Our co-founders are Bret Taylor and Clay Bavor . Bret currently serves as Board Chair of OpenAI. Previously, he was co-CEO of Salesforce (which had acquired the company he founded, Quip) and CTO of Facebook. Bret was also one of Google's earliest product managers and co-creator of Google Maps. Before founding Sierra, Clay spent 18 years at Google, where he most recently led Google Labs. Earlier, he started and led Google's AR/VR effort, Project Starline, and Google Lens. Before that, Clay led the product and design teams for Google Workspace. About the Healthcare team Our healthcare agents already reach over 50% of U.S. families. We partner with leading health plans, providers, and healthcare platforms to deliver AI agents that handle some of the most sensitive and high stakes conversations in any industry. From helping members understand their benefits to resolving billing questions with empathy, our healthcare agents are transforming how patients and policyholders interact with the healthcare system. Our healthcare customers include major health insurance networks, nonprofit providers, multi-site primary and urgent care practices, healthcare diagnostics companies, and healthcare financial platforms. Join us to transform the patient experience across the healthcare system—and help build technology that makes care more accessible, more human and more affordable for everyone. What you'll do Lead & develop a high-performing sales team: Hire, onboard, and develop AEs across your region, Coach reps on deal strategy, pipeline management, and execution. Create a culture of accountability, learning, and collaboration. Identify and grow future leaders on your team. Own regional performance: Own your regional number and forecast accuracy, Inspect pipeline quality and help unblock stalled deals. Drive consistent execution of our sales process. Partner with RevOps to ensure clean data and clear insights. Be deeply involved in deals: Join key customer and prospect conversations. Help reps navigate complex buying committees and late-stage deals. Support pricing, negotiation, and close strategy. What you'll bring 10-15+ years of experience: Extensive experience in enterprise customer-facing sales role, identifying and closing large accounts. People leadership experience: 5+ years managing, mentoring, and developing a high-performing enterprise sales team. Enterprise experience: You've run and managed end-to-end complex deals ($1M+). Strong communication skills: Exceptional verbal and written communication abilities. Analytical mindset: Ability to analyze market trends, identify opportunities, and make data-driven decisions. Even better... Industry knowledge: Familiarity with the AI landscape, key players, and emerging trends, as well as fluency with AI tooling and workflows. Experience building GTM strategies: Building sales teams and sales motions from scratch, or from early stage growth. Our values Trust: We build trust with our customers with our accountability, empathy, quality, and responsiveness. We build trust in AI by making it more accessible, safe, and useful. We build trust with each other by showing up for each other professionally and personally, creating an environment that enables all of us to do our best work. Customer Obsession: We deeply understand our customers' business goals and relentlessly focus on driving outcomes, not just technical milestones. Everyone at the company knows and spends time with our customers. When our customer is having an issue, we drop everything and fix it. Craftsmanship: We get the details right, from the words on the page to the system architecture. We have good taste. When we notice something isn't right, we take the time to fix it. We are proud of the products we produce. We continuously self-reflect to continuously self-improve. Intensity: We know we don't have the luxury of patience. We play to win. We care about our product being the best, and when it isn't, we fix it. When we fail, we talk about it openly and without blame so we succeed the next time. Family: We know that balance and intensity are compatible, and we model it in our actions and processes. We are the best technology company for parents. We support and respect each other and celebrate each other's personal and professional achievements. What we offer We want our benefits to reflect our values and offer the following to full-time employees: Flexible (unlimited) paid time off Medical, dental, and vision benefits for you and your family Life insurance and disability benefits Retirement plan dependent on country of employment Parental leave Fertility and family building benefits through Carrot Lunch, as well as delicious snacks and coffee to keep you energized Discretionary benefit stipend giving people the ability to spend where it matters most Free alphorn lessons These benefits are further detailed in Sierra's policies, may vary by region, and are subject to change at any time, consistent with the terms of any applicable compensation or benefits plans. Eligible full-time employees can participate in Sierra's equity plans subject to the terms of the applicable plans and policies. Be you, with us We're working to bring the transformative power of AI to every organization in the world. To do so, it is important to us that the diversity of our employees represents the diversity of our customers. We believe that our work and culture are better when we encourage, support, and respect different skills and experiences represented within our team. We encourage you to apply even if your experience doesn't precisely match the job description. We strive to evaluate all applicants consistently without regard to race, color, religion, gender, national origin, age, disability, veteran status, pregnancy, gender expression or identity, sexual orientation, citizenship, or any other legally protected class.

Role Description Dropbox is hiring an Integrated Campaign Strategist to architect and orchestrate marketing campaigns for priority product launches and evergreen marketing motions. This role turns business priorities, audience insight, and product positioning into a clear campaign strategy that defines the audience, narrative, journey, channel roles, activation sequence, and measurement plan. You will be the steward of how these campaigns show up in market across owned, earned, and paid channels. Working across Product Marketing, Brand and Creative, Comms, Web, Lifecycle, Paid Media, Content, Events, Marketing Operations, Analytics, and Sales, you will align teams around one integrated plan, connect individual activations into a coherent enterprise buyer experience, and guide the campaign from brief through launch, optimization, and learning. This is a senior individual contributor role for a strategist who can lead through influence, make tradeoffs in ambiguity, and balance strong market storytelling with measurable business impact. You will help Dropbox bring important product stories to enterprise audiences with greater consistency, relevance, and effectiveness. Responsibilities Campaign strategy architecture: Translate mid-market and enterprise business goals, product positioning, audience insight, and market context into integrated campaign strategies for key launches and evergreen motions, including objectives, audience, narrative, journey, channel roles, phasing, and measurement. Cross channel orchestration: Build and manage the integrated activation plan across owned, earned, and paid channels so that web, lifecycle, content, social, communications, events, partner, and media programs work as one connected campaign rather than separate channel plans. In-market stewardship: Own the campaign through launch and sustainment, protecting the strategic throughline while ensuring creative, messaging, timing, and audience experience remain coherent across touchpoints and regions. Cross-functional leadership: Establish the brief, operating rhythm, decision rights, milestones, dependencies, and readiness criteria that align Product Marketing, Brand and Creative, Communications, channel owners, Marketing Operations, Marketing Data Science, regional partners, and Sales. Audience and journey design: Define target audiences and buying groups, map the role of each touchpoint across the customer journey, and ensure campaign experiences respond to buyer needs, market moments, and stages of consideration. Performance and optimization: Partner with Marketing Data Science and channel owners to define full funnel success measures, synthesize owned, earned, and paid signals, identify what is driving or limiting performance, and recommend changes to audience, narrative, creative, sequencing, or channel mix. Portfolio learning and scale: Capture campaign insights, codify reusable plays, distinguish enduring strategy from launch specific execution, and apply learning across the enterprise campaign portfolio to improve future launches and evergreen motions. Requirements 8+ years B2B marketing experience in integrated campaigns, enterprise marketing, product marketing activation, brand to demand, or a related discipline, ideally in SaaS or technology. Direct experience building out campaign strategy and accountable to the outcome (pipeline generation, revenue generation). Demonstrated ownership of complex integrated campaigns from strategy and brief through activation, optimization, and post campaign learning. Strong campaign architecture skills, including audience definition, narrative development, buyer journey design, channel planning, phasing, and measurement. Experience orchestrating owned, earned, and paid programs and understanding the distinct role each plays in building awareness, consideration, demand, and customer growth. Ability to translate product positioning and enterprise customer insight into a cohesive market story and connected audience experience across multiple teams and touchpoints. Strong cross functional leadership and program judgment, including the ability to establish decision rights, navigate competing priorities, resolve dependencies, and influence without direct authority. Analytical fluency and experience using campaign, brand, engagement, and revenue signals to evaluate performance, communicate impact, and make optimization decisions. Preferred Qualifications Experience leading enterprise product launch campaigns and building evergreen motions for a multi product B2B portfolio. Experience partnering closely with Corporate Communications, analyst relations, customer advocacy, or social teams to connect earned programs with owned and paid activation. Experience marketing to complex enterprise buying groups across industries, company sizes, regions, or stages of maturity. Familiarity with marketing automation, CRM, media, intent, experimentation, and attribution platforms used to activate and measure integrated campaigns. Experience using AI to accelerate research, briefing, content variation, synthesis, or analysis while retaining human ownership of strategy, judgment, and brand decisions. Durable Skills AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve: Awareness: Understand yourself and others. Judgment: Evaluate information and make decisions in complex situations. Adaptability: Learn, adjust, and stay effective through change. Connection: Communicate, collaborate, and build trust. To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser. Compensation Canada Pay Range $130,500—$176,500 CAD

This posting is for an existing vacancy. At Counterpart Health, we are transforming healthcare and improving patient care with our innovative primary care tool, Counterpart Assistant. By supporting Primary Care Physicians (PCPs), we are able to deliver improved outcomes to our patients at a lower cost through early diagnosis and longitudinal care management of chronic conditions. We are looking for a Senior Software Developer with expertise in full-stack engineering. In this role, you will collaborate with our operators, clinicians, and product managers to build tools that drive real change in healthcare. You won't just write code to spec — you'll understand the business problem, engage with stakeholders, and shape the solution. As a Senior Software Developer, you will: Simplify the complexities of healthcare by building systems that enhance human efforts. Understand the business context behind what you build — why it matters, who it serves, and how it connects to outcomes. Exercise agency: make informed technical and product decisions on your own to advance outcomes. Take ownership of your work from problem understanding through delivery and measurement. Stay up-to-date with new tools and technologies to solve challenges and advance our goals. Adopt and evangelize AI both in your own work and in the solutions you build. Help define and maintain development practices that enable fast iteration while ensuring quality, including writing tests and documenting key implementations. Collaborate with Product Managers and operational teams to conceptualize and develop new features. Engage directly with users and stakeholders to understand their needs — don't wait for requirements to be handed to you. You should get in touch if: You have 5+ years of experience in software with proficiency in one or more common languages, and are also familiar with various databases and web frontend technology. You know how to build systems with AI agents as your partners and team members, and are passionate about the impact AI can have in technology. You approach building and maintaining systems with maturity, rigor, and attention to scalability. You are comfortable working across different technical systems and concerns. You have experience building and refactoring complex (often distributed) systems. You care about outcomes, not just output. You want to understand the "why" behind what you build and can connect your work to business and user impact. We're hiring Software Developers across multiple teams at Clover and Counterpart Health— our recruiting team will assess your background and connect you with the best-fit opportunity. You'll learn more about the specific team and interview process as you move through the process. Benefits Overview : Financial Well-Being : Our commitment to attracting and retaining top talent begins with a competitive base salary and equity opportunities. Additionally, we offer a performance-based bonus program and regular compensation reviews to recognize and reward exceptional contributions. Physical Well-Being : We prioritize the health and well-being of our employees and their families by offering comprehensive group medical coverage that include coverage for hospitalization, outpatient care, optical services, and dental benefits. Mental Well-Being : We understand the importance of mental health in fostering productivity and maintaining work-life balance. To support this, we offer initiatives such as No-Meeting Fridays, company holidays, access to mental health resources, and a generous annual leave policy. Additionally, we embrace a remote-first culture that supports collaboration and flexibility, allowing our team members to thrive from any location. Professional Development : We are committed to developing our talent professionally. We offer learning programs, mentorship, professional development funding, and regular performance feedback and reviews. Additional Perks: Reimbursement for office setup expenses Flexibility to work from home, enabling collaboration with global teams Paid parental leave for all new parents And much more! About Counterpart Health: In 2018, Clover Health set out to do something unprecedented: build a clinically intuitive, AI-enabled solution that fits within physicians' workflows to help support the earlier diagnosis and management of chronic conditions. Years later, that vision is a reality, with thousands of practitioners using Counterpart Assistant during patient visits to improve disease management, reduce medical expenses, and drive success in value-based care. With an exceptional team of value-based care and technology experts, Counterpart Health is driving value-based care at the speed of software. Counterpart Health is a subsidiary of Clover Health. From Clover's inception, Diversity & Inclusion have always been key to our success. We are an Equal Opportunity Employer and our employees are people with different strengths, experiences, perspectives, opinions, and backgrounds, who share a passion for improving people's lives. Diversity not only includes race and gender identity, but also age, disability status, veteran status, sexual orientation, religion and many other parts of one's identity. All of our employee's points of view are key to our success, and inclusion is everyone's responsibility. #LI-REMOTE Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. We are an E-Verify company. Final pay is based on several factors including but not limited to internal equity, market data, and the applicant's education, work experience, certifications, etc. A reasonable estimate of the base salary range for this role is: $134,000—$175,000 CAD

Job Summary: As General Manager, Industrial Products & Services (IPS), reporting directly to the EVP, Industries, you will own the strategy, growth, and profitability of Toptal 's business across Automotive, Manufacturing, Agriculture, Oil & Gas, Chemical, and Logistics clients, with full P&L and budget authority. You will identify where we can win, decide where to invest, and build the team and client relationships to deliver sustained growth. Your mandate covers winning new enterprise clients, expanding existing relationships, and increasing the value clients receive from Toptal's capabilities. You will bring a clear perspective on the challenges facing potential clients and where Toptal can help. Working with our Services leaders and subject matter experts, you will translate those challenges into viable sales proposals across our AI solutions, managed services, management consultancy, and talent offerings. You will choose which markets, accounts, and opportunities to pursue, allocate resources accordingly, and give your team a focused plan. You will lead from the front: personally leading executive client conversations, shaping proposals, working through difficult commercial negotiations, and helping close critical pursuits. Your team should see the selling standard you expect in your own work. You will understand what is driving performance, where growth is constrained, and what needs to change. You will build on established enterprise relationships to expand the problems clients trust Toptal to solve through our services, AI-based solutions, and talent-based capabilities. You will have the authority to build the team and invest in profitable growth. This is a remote position. Resumes and communication must be submitted in English. Responsibilities: The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills. Set and execute the industry strategy. Identify the markets, client problems, and offerings with the strongest growth potential. Build an IPS business plan with clear priorities, financial objectives, and investment decisions. Test your assumptions with clients and adjust the plan as evidence changes. Own the P&L and budget. Be accountable for revenue, profitability, and spending. Set and manage the budget, allocate resources, and evaluate returns on investments in people and growth initiatives. Understand how pricing, delivery economics, retention, and portfolio mix affect results, and act when performance diverges from the plan. Win new enterprise clients. Lead your team in pursuing priority accounts. Develop a credible reason for each client to engage with Toptal, build relationships with decision-makers, and personally advance important opportunities through discovery, solution development, negotiation, and close. Expand and retain client relationships. Work with Client Partners to understand client priorities, broaden relationships across buying centers, and develop opportunities across Toptal's portfolio. Stay close to important engagements, resolve concerns with the responsible teams, and turn successful outcomes into further business. Make account planning actionable. Establish clear priorities and ownership. Expect your team to explain why an account matters, whom they need to engage, what opportunity they are pursuing, and how they will create progress. Ensure priority accounts receive sustained attention. Bring the right expertise into the sale. Work with Services leaders, solution architects, and specialists to diagnose needs and develop credible proposals across services, AI-based solutions, and talent. Coordinate with supporting functions to resolve obstacles and keep opportunities moving toward a decision. Maintain a credible forecast. Challenge the evidence behind opportunity values, close dates, and expected revenue. Understand the assumptions connecting pipeline to the financial plan, identify risks early, and take specific action to address shortfalls. Build and develop the team. Recruit strong commercial talent, set clear expectations, and coach people through real client situations. Review calls, account plans, and active pursuits; demonstrate stronger approaches and follow through on improvements. Address underperformance promptly and develop future leaders. Accomplish work objectives through leading and supervising other Toptal team members on the Industrial Products and Services team. Establish objectives and initiatives for the team, recommend the team's structure and jobs, and organize, assign, delegate, oversee, and monitor work. Coach and mentor team members, provide feedback, conduct performance reviews, and implement performance improvement plans, if needed. In the first week, expect to: Learn Toptal's business model, capabilities, sales process, and client value proposition. Meet your team and the leaders whose functions support the IPS business. Begin reviewing the client portfolio, active opportunities, P&L, budget, and growth priorities. In the first month, expect to: Meet priority clients and develop an informed view of their needs, our relationships, and the opportunities ahead. Assess the team's capabilities and identify immediate coaching, performance, and hiring priorities. Establish a consistent rhythm for account planning, opportunity reviews, forecasting, financial management, and coaching. Present your proposed IPS business plan, including priority markets and accounts, revenue and profitability assumptions, investment choices, and the first actions you will take. In the first three months, expect to: Be executing an agreed business plan with clear objectives, resource allocations, account priorities, and ownership. Be personally advancing major pursuits, helping close new business, and building qualified pipeline in priority accounts. Have specific expansion plans for key clients and be executing the talent decisions needed to strengthen the team. In the first six months, expect to: Demonstrate measurable commercial progress against the plan through closed new business, expansion revenue, and margin performance. Show that coaching, account planning, and opportunity reviews are improving seller performance and commercial results. Manage the P&L against the budget, address material variances, and refine investment priorities using evidence from sales and delivery outcomes. In the first year, expect to: Deliver against the agreed IPS revenue, profitability, and budget objectives. Have built a stronger team with clear accountability, consistent execution, and emerging leadership capability. Demonstrate deeper client relationships and broader adoption of Toptal's services, AI-based solutions, and talent-based capabilities. Present the next stage of the industry business plan, including the investments required to sustain profitable growth. Qualifications and Job Requirements: Bachelor's degree is required. Master's degree in Engineering, Business, or a related field preferred. 5+ years of proven success leading professional services sales teams specifically in Industrial Products and Services. 12+ years of demonstrated experience running and managing an industry business unit with a strong understanding of business operations and management principles. Deep industry relationships ranging from director-level to C-level contacts is expected. A sustained record of leading enterprise SaaS or services sales teams, winning new clients, and expanding existing relationships. You can demonstrate your personal contribution to those results. Industry expertise and demonstrated sales experience in at least one of Oil & Gas, Industrial Manufacturing, Automotive, or Defense & Aerospace. Demonstrated accountability for commercial results and resource decisions. You can explain how your choices on pricing, hiring, investment, and account priorities affected revenue, margin, and profitability. Experience closing complex enterprise opportunities, including shaping a business case, coordinating technical expertise, navigating procurement, and negotiating commercial agreements. Strong industry relationships and a record of earning access to senior decision-makers through relevant insight and demonstrated value. Evidence of hiring strong sellers, improving individual and team performance through specific coaching, and developing future leaders. Disciplined qualification and forecasting skills. You distinguish client interest from a credible buying process, assess the evidence behind a forecast, and act when an opportunity loses momentum. Sufficient fluency in technology, AI, and services delivery to discuss client priorities intelligently and recognize when deeper specialist expertise is needed. Clear, persuasive written and verbal communication. You can turn a complex client problem into a compelling proposal and explain business performance without obscuring the issues. Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts. You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do. Compensation Additional Information

Role Description As a Senior Client Platform Engineer on CorpFleet Engineering, you will own and improve Dropbox 's Windows endpoint platform. You will bring deep Windows and Intune expertise, make patching and application delivery more reliable, and build automation that reduces recurring work for the team. This is a hands-on role combining Windows technical ownership with the development of a more code-managed endpoint platform. You will help evaluate and adopt FleetDM, osquery, infrastructure-as-code, and GitOps practices where they improve reliability, visibility, and maintainability. You will strengthen the current environment while building and validating the path forward—not assume that replacing a tool is the answer. You will work with CorpInfra, IAM, Security, and support teams to make practical technical decisions, lead multi-phase improvements, and clarify ownership. You will also mentor teammates through pairing, code review, and shared operational practices. This is an individual-contributor role, not a people-management position. Responsibilities Own endpoint reliability and lifecycle management. Improve provisioning, application delivery, updates, security configuration, and troubleshooting across the endpoint environment. Make patching predictable and safe. Strengthen update workflows through testing, controlled rollouts, and remediation. Make fleet health trustworthy and actionable. Improve reporting on device health, patching, and configuration, with clear ownership for resolving issues. Build maintainable automation. Turn recurring work into reliable, tested workflows that other engineers can operate. Advance code-managed endpoint operations. Adopt tools and practices that improve configuration management, validation, and deployment. Lead cross-functional platform improvements. Define practical roadmaps, resolve dependencies, and balance security, reliability, employee experience, and team capacity. Strengthen the team's capability. Mentor teammates, review code and designs, and document reusable practices that improve coverage across the endpoint team. Requirements Significant experience engineering and operating Windows endpoint environments, with personal ownership beyond ticket handling or routine console administration. Deep hands-on Intune experience across device lifecycle, configuration and compliance policies, application management, update workflows, and relevant Entra ID dependencies. Strong Windows troubleshooting skills across operating-system behavior, services, logs, networking, certificates, identity, and security controls. Able to distinguish reported management status from actual endpoint health. Recent ownership of Windows and third-party application patching, including staged deployment, user-impact validation, failed-device handling, exceptions, and recovery. Strong practical PowerShell skills and familiarity with at least one additional programming language, such as Python, Go, or C#. Experience building and maintaining production automation or systems integrations. Demonstrated use of version control, code review, automated checks, and controlled deployment for operational changes. Able to explain safe retries, failure handling, secrets management, and configuration drift. Ability to independently define and deliver multi-phase work, prioritize under ambiguity, partner across teams, and mentor other engineers. Clear written and verbal communication, including concise technical decisions, incident updates, runbooks, and effective asynchronous collaboration. Preferred Qualifications Production experience with FleetDM on Windows , including agent operations, policies, queries, targeting, API integrations, or configuration managed through GitOps. Practical osquery and SQL experience for endpoint inventory, health, or security use cases, including query validation, performance considerations, and handling stale or missing results. Experience with infrastructure-as-code or declarative configuration, continuous integration and delivery, and migration or coexistence between endpoint-management platforms. Experience with Automox, Patch My PC, or comparable tools , and with endpoint privilege management, application control, encryption, or other security controls. Experience supporting developer-heavy, distributed environments and contributing reusable automation across Windows, macOS, or Linux. Durable Skills AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve: Awareness: Understand yourself and others. Judgment: Evaluate information and make decisions in complex situations. Adaptability: Learn, adjust, and stay effective through change. Connection: Communicate, collaborate, and build trust. To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser. Compensation Canada Pay Range $125,000—$170,000 CAD

Join the company that's building the telemetry infrastructure for the AI era. At Cribl , we partner with IT and Security teams at many of the world's biggest enterprises, including half of the Fortune 100, to bridge the gap between AI ambition and infrastructure reality. As the AI Platform for Telemetry, we give customers the choice, control, and flexibility to manage and analyze telemetry for both humans and agents, so they can build what's next. We're one of the fastest‑growing private companies and a leading player in a massive, fast‑moving market. With a global workforce, we're remote‑first and grounded in a simple idea: software is a people business. Cribl is the place where curious, collaborative people can do their best work, grow fast, and bring their full selves to the herd. Location: Toronto or Ottawa Why You'll Love This Role As a Solutions Engineer, you'll help customers solve hard data problems in complex environments, with real depth in how security teams work. You will help customers understand their environment, define the right success criteria, and build confidence in an approach that works in practice rather than on a slide. That takes both sides of the job: leading discovery and connecting technical capability to business value, and bringing genuine depth in data architecture, integrations, and environment design. As An Active Member Of Our Team, You Will… Lead technical discovery to understand a customer's environment, requirements, constraints, and success criteria. Design customer-specific solutions that combine parts of the platform to fit real architectures and business outcomes. Own POV and POC execution end to end, keeping the evaluation tied to agreed success criteria. Build credibility directly with security practitioners, including analysts, detection engineers, and security operations leaders, in conversations about their workflow and not just their data pipeline. Handle most technical questions and objections yourself, pulling in specialists for edge cases and the hardest evaluations. Partner with your Regional Sales Manager on account strategy, opportunity planning, and technical win strategy. Build technical champions inside accounts, and expand relationships beyond the first champion when the decision requires it. Run the technical sales process with discipline, including CRM hygiene, MEDDPICC alignment, milestones, and follow-through. Contribute your expertise to other teammates on your regional SE team.Up to 30% Travel We are a remote-first company and work happens across many time-zones – you may be required to occasionally perform duties outside your standard working hours If You've Got It - We Want It Security depth - For this opening, we are prioritizing security analyst workflow depth. (If you feel like you are a strong candidate with Observability or Telemetry Engineering depth, we'd still like to speak with you.) Hands-on experience in or experience working with a security analytics workflow, such as a SOC, detection engineering, threat hunting, or incident response, or experience supporting those teams as a technical resource. Working knowledge of SIEM and security analytics platforms and how security teams use them day to day, including where those workflows break down. Credibility you can point to: specific practitioner examples and an industry point of view. Consultative and solution skills Experience leading technical discovery and translating requirements into solution designs. Ability to design a well-architected system without being the expert in every part of it. Ability to learn the basics of unfamiliar technology quickly. Clear explanation of technical tradeoffs to practitioners and decision-makers alike, including handling objections. Good judgment under ambiguity. Leverages AI to maximize effectiveness in role Is Customer First Always-- thats our #1 value here and we live by it Foundational technical fluency: Senior-level experience in Sales Engineering, Solutions Architecture, or a similar customer-facing technical role. A working foundation in data movement, telemetry pipelines, logging, networking, or data architecture. Depth is welcome, but it is not what we optimize for and it can be built here. Experience running hands-on evaluations, POVs, or POCs in cloud, hybrid, and enterprise environments. #LI-JK1 #LI-Remote The salary for this role is dependent on geographic location and will be based on the individual candidate's job-related knowledge, skills, and experience. In addition to base salary, for sales and some sales-adjacent roles, employees are eligible to earn incentive compensation (commission). For all other roles, employees are eligible to participate in the Cribl Corporate Bonus Program. In addition to a competitive salary, Cribl also offers a generous benefits package which includes health, dental, vision, short-term disability, and life insurance, paid holidays and paid time off, a fertility treatment benefit, 401(k), and equity. Base Salary Range $175,000—$210,000 CAD Bring Your Whole Self Diversity drives innovation, enables better decisions to support our customers, and inspires change for the better. We're building a culture where differences are valued and welcomed, and we work together to bring out the best in each other. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying. Interested in joining the Cribl herd? Learn more about the smartest, funniest, most passionate goats you'll ever meet at cribl.io/about-us .

Role Description We are seeking a Senior FP&A Partner to help shape and accelerate growth across our core business. This highly visible role will serve as a strategic thought partner to Product leadership, using financial analysis, business insights, and structured problem-solving to influence both near-term priorities and long-term strategy. The ideal candidate combines strong financial acumen with a deep understanding of SaaS business models and growth drivers. They will translate complex data into clear insights, identify opportunities to improve business performance, and help leaders evaluate investments and strategic tradeoffs. Success in this role requires a self-starter who is comfortable navigating ambiguity, building structure where it does not yet exist, and collaborating across Product, Finance, Data Science, Marketing, and other cross-functional teams. This individual will also be expected to embrace AI-enabled ways of working, using modern tools to improve the speed, quality, and scalability of financial analysis and decision support. Responsibilities Serve as a strategic thought partner to Product leadership, helping shape short-term priorities and long-term direction for the core business Build driver-based financial models that connect product performance and customer behavior to revenue, ARR, retention, and profitability Evaluate growth initiatives, product investments, pricing strategies, and resource allocation decisions through rigorous financial and strategic analysis Develop business cases and scenario analyses that clearly articulate expected returns, risks, dependencies, and tradeoffs Partner across Product, Finance, Data Science, and Marketing to establish targets, define success metrics, and evaluate business performance Identify emerging trends, performance gaps, and growth opportunities, translating complex data into clear, actionable recommendations for senior leadership Improve the speed, quality, and scalability of financial analysis through automation, standardized processes, and AI-enabled workflows Requirements Bachelor's or advanced degree in Finance, Accounting, Economics, Business, or a related quantitative field, with eight or more years of relevant experience in FP&A, strategic finance, corporate finance, investment banking, consulting, or a similarly analytical role Advanced financial modeling skills, including experience building driver-based forecasts, scenario analyses, and investment cases Experience supporting Product, Growth, or Monetization teams within a subscription-based or SaaS company Strong understanding of SaaS business models and metrics, including ARR, conversion, retention, churn, customer lifetime value, marketing customer acquisition metrics, and unit economics Demonstrated ability to translate complex data and open-ended business questions into clear insights and actionable recommendations Proven ability to work independently, take ownership, and create structure in fast-moving or ambiguous situations Excellent communication and cross-functional partnership skills, including the ability to influence senior leaders and non-finance stakeholders Practical experience using AI tools to improve analysis, modeling, automation, communication, or other daily workflows Preferred Qualifications Experience evaluating product-led growth initiatives, pricing and packaging decisions, customer funnel performance, or retention strategies Experience developing long-range plans and strategic financial models for a scaled technology business Familiarity with SQL, data visualization platforms, or other tools for independently accessing and analyzing business data Experience partnering with Data Science, Analytics, Product Development or Engineering teams to define metrics and measure product performance Durable Skills AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve: Awareness: Understand yourself and others. Judgment: Evaluate information and make decisions in complex situations. Adaptability: Learn, adjust, and stay effective through change. Connection: Communicate, collaborate, and build trust. To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser. Compensation Canada Pay Range $157,300—$212,700 CAD

Thank you for considering Tailscale . If this job description resonates with you, please apply. Frequently cited statistics show that people who identify with historically marginalized groups are likely to apply to jobs only if they meet 100% of the qualifications. We encourage you to help us break that statistic! About Tailscale Tailscale is making safe connection effortless by delivering software that makes it easy to securely interconnect people and their devices, no matter where they are. From hobbyists to multinational corporations, teams of every size use Tailscale each day to protect their networks, share access to internal tools, and more. We're building a future for the Internet that's easy, sensible, and safe, like it used to be. Founded in 2019 and fully distributed, we're backed by Accel, CRV, Insight, Heavybit, and Uncork Capital. About the Role We are seeking a strategic, creative, and highly experienced Head of Communications to lead and scale Tailscale's global communications function. This leader will shape how Tailscale is understood by the market, elevate our visibility in the media, and build the communications engine needed to support our next phase of growth. Tailscale is a multi-product secure connectivity platform spanning networking, privileged access, workload connectivity, and AI infrastructure. We have an opportunity to help define the future of secure connectivity, establishing Tailscale as the obvious and best networking choice for AI and agentic infrastructure. We're looking for someone who can turn our technical innovation, customer impact, and vision into compelling stories that earn attention and establish Tailscale as a category leader. Reporting to the SVP of Marketing, you will own product and corporate communications, public relations, media strategy, internal communications, crisis communications, award applications, international comms and media relations, new media engagement, and executive communications across the leadership team outside the CEO. You'll also partner closely with a separate dedicated CEO and policy communications leader to ensure our stories are coordinated and consistent. This is a builder role for someone who combines strong strategic judgment with exceptional execution. You will initially be hands-on while hiring and developing a small, high-performing team. You will work directly with leaders across Product, Engineering, Marketing, People, Legal, and the executive team to build a communications function that can scale with Tailscale's ambitions. Key Responsibilities Develop and execute Tailscale's global communications strategy, strengthening brand awareness, reputation, and market leadership. Lead product and technology communications, translating complex innovations, product launches, and customer stories into compelling narratives that earn meaningful media coverage. This should include sustained product storytelling between launches, including through independent reviews, technical publications, comparisons, creators, and third party validation. It could also include research-led PR. Build strong relationships with top-tier business, technology, cybersecurity, and AI journalists, driving proactive media opportunities and increasing Tailscale's share of voice. Expand Tailscale's presence across emerging media channels, including influential podcasts, newsletters, creators, and technical communities. Own corporate communications for major company milestones, strategic partnerships, funding announcements, and other business developments. Build and scale international communications programs, including regional media relations and agency partnerships. Develop executive communications and thought leadership programs for the leadership team outside the CEO, including speaking opportunities, media engagements, and executive social presence. Partner closely with the dedicated CEO and policy communications lead to coordinate company narratives, major announcements, and executive engagement, building comms campaigns for executives that align with the overall company narrative. Oversee internal communications, partnering with People and executive leadership on company-wide messaging, all-hands, organizational changes, and employee engagement communications. Lead crisis communications, establishing response plans and partnering with Legal, Security, Engineering, and leadership to protect customer trust and company reputation. You should be able to improve processes over time as we scale. Own Tailscale's awards and recognition strategy, identifying and securing high-value industry and company accolades. Hire, manage, and develop a high-performing communications team while overseeing external agencies, communications processes, and performance measurement. This team will start small (likely 2 heads), but has the potential to grow in the future as we scale. Partner closely with the dedicated CEO and policy communications individual contributor to maintain consistent narratives and support broader policy communications initiatives. What We Are Looking For 10+ years of experience in public relations, product communications, or corporate communications, ideally within high-growth B2B technology companies. Proven track record of securing meaningful earned media coverage and building strong relationships with influential journalists. Deep product communications expertise, with the ability to translate complex technical products into clear, compelling stories. Experience hiring, managing, and developing communications professionals and overseeing agency partners. Exceptional writing, storytelling, and editorial judgment across external, executive, and internal communications. Experience advising senior executives and navigating high-stakes or sensitive communications situations. Strong strategic judgment and operational discipline, with the ability to prioritize, build scalable processes, and measure impact. Curiosity around and openness to leveraging AI to support operations and execution but not replace human taste and judgement. A hands-on, creative, and highly accountable leader who thrives in ambiguity, moves quickly, and is comfortable building from the ground up. Nice to Have Experience in networking, cybersecurity, infrastructure, developer tools, or AI. Experience scaling communications at a high-growth, global technology company. Experience supporting fundraising, acquisitions, or pre-IPO communications as well as experience supporting a company through an IPO. Experience collaborating with teams who support analyst relations, public policy, or major industry research initiatives. As a company, we strive to maintain fair and equitable compensation practices within our team across all roles and all levels. Tailscale's compensation package includes base salary, equity, and comprehensive benefits. The salary range displayed on each job posting represents the target range for a new hire's base salary. Individual offers may vary based on experience and skill set. CAN Pay Range $254,600—$317,580 CAD What We Offer An inclusive, flexible environment where you can be your authentic self. We recognize the impact of diverse voices and backgrounds on the growth of our people, product, and company. And that flexibility in how and when you work empowers our team to integrate work and life. A competitive total compensation package. This includes a base salary, an equity incentive plan and variable commission (for quota-based roles). Comprehensive group benefits with no waiting period. Take advantage of coverage for health, vision, dental, and more for you and your family! Remote first company —most of our teams work fully remotely. Enjoy a change of scenery wherever you can get wifi, participate in virtual and in-person social events, and leverage our corporate co-working program to visit WeWork (or other similar spaces near you). Some roles require in-office collaboration depending on team needs, which will be clearly noted in the job description. Employer-funded retirement contributions. Tailscale will match your retirement contributions dollar-for-dollar, up to a maximum annual employer contribution equal to 0.75% of your eligible compensation. Connect with other Tailscalars IRL. Attend our annual company retreat, participate in team off-sites, and collaborate in person with teammates across Canada, the United States, the United Kingdom, and Singapore. We support intentional in-person connection through team travel and distributed collaboration. Support for your personal and professional development. Grow your career thoughtfully with $1500 USD annually for professional development, or take advantage of mentorship, coaching, and internal promotion opportunities. Paid time off and a healthy work-life integration. Our flexible, paid time off program supports you for any situation life throws your way, whether moving homes or travelling the world! A build-your-own home office setup. You choose your own company-owned laptop (Mac or PC), receive a monthly home internet reimbursement, and $500 USD to customize your workstation to make it your own. Paid parental leave program . We care about your life outside of work and encourage new parents to take advantage of parental leave top-ups (20 weeks for birthing parents, 16 weeks for non-birthing parents). Tailscale is committed to providing an accessible and inclusive hiring process. If you require an accommodation at any stage of the recruitment process or related to any aspect of this role, please contact your recruiter. Our hiring process uses AI-assisted tools to help screen and assess candidates. All hiring decisions are made by people. Please be aware that legitimate emails from Tailscale's talent team will only originate from @tailscale.com, @greenhouse.io, and @interviews.modernloop.io email addresses. For more information about protecting yourself from impersonators and scams, please visit https://tailscale.com/scam-awareness .

We're transforming the grocery industry At Instacart , we invite the world to share love through food because we believe everyone should have access to the food they love and more time to enjoy it together. Where others see a simple need for grocery delivery, we see exciting complexity and endless opportunity to serve the varied needs of our community. We work to deliver an essential service that customers rely on to get their groceries and household goods, while also offering safe and flexible earnings opportunities to Instacart Personal Shoppers. Instacart has become a lifeline for millions of people, and we're building the team to help push our shopping cart forward. If you're ready to do the best work of your life, come join our table. Instacart is a Flex First team There's no one-size fits all approach to how we do our best work. Our employees have the flexibility to choose where they do their best work—whether it's from home, an office, or your favorite coffee shop—while staying connected and building community through regular in-person events. Learn more about our flexible approach to where we work. Overview Instacart's mission is to create a world where everyone has access to the food they love and more time to enjoy it together. Online Grocery is the heart of that mission — the products millions of customers rely on every day and the team that builds them. We're looking for a Chief of Staff, Online Grocery to partner with the General Manager who leads this business and its product and R&D organization of ~200 people across product, design, research and technical program management. People, operations and programs are the core of the work — but what should energize you is what that work makes possible. A Chief of Staff here helps the organization operate at its best: more cohesive, clearer in its purpose, sharper and faster in how it makes decisions and operates, and enabled to do the thing that matters most — building products our customers love. If you're motivated by improving how a team works, and serve as a multiplier on everything the team can ship, this is your role. This is a highly strategic and operational individual-contributor role (no direct reports) for someone exceptionally organized, has strong business and strategic sense, high in empathy, and who has an understanding of how product, design, and engineering teams work. About the Job Run the operating rhythm Own and continuously improve the business rhythm for the GM and the organization — leadership team syncs, all-team meetings, monthly and quarterly business reviews, planning reviews, organizational communications, and Online Grocery segments of company-wide all-hands. Manage the operating cadence for the GM — prioritizing and delegating workstreams, ensuring the right things get the right attention at the right time. Improve how the organization decides: clarify decision rights and the questions that matter, build the frameworks and pre-reads that bring options into focus, and remove the friction that slows good calls. Once decisions are made, capture and sharpen them, ensure they're communicated to the right stakeholders, and close the loop on execution — keeping leadership priorities, decisions, and commitments visible and on track (R&D execution itself is owned by TPM). Shape and run the substance of the leadership team offsites: objectives, agenda, pre-reads, the hard discussions, decisions, and follow-through (logistics and events are handled separately). Be a trusted thought partner to the GM and a credible problem-solving partner to product and R&D leaders, and build strong relationships with chiefs of staff across the organization to partner effectively in getting your responsibilities done. Prepare briefings and coordinate research for the GM's meetings with partners and key leaders — identifying goals, talking points, and relevant context. Partner with the GM, HR and finance to manage the organization's headcount budget Plan executive communication Drive the calendar, planning, and content for upward communication and alignment with the C-suite and the board on Online Grocery priorities. Support the GM in preparing content for speaking engagements (working with our comms team). Strengthen people, culture, and organizational health Help the GM spot, diagnose, and get ahead of issues across the organization — bringing structured, candid read-outs and early signals, not just status. Partner with the GM and HR to address relationship and culture dynamics across the team and create a high-trust, high-performance leadership team culture. Turn signals like engagement surveys into action — working across the organization to develop the right plans, pressure-test them, and ensure they get executed and the loop gets closed with teams. Drive priority programs Help the GM kick off and drive annual and long-range planning for Online Grocery. Take ambiguous new efforts for the GM from unclear to fully underway — creating clarity and a plan, identifying DRIs, setting up the decisions that need to be made, aligning stakeholders, and developing the right operating rhythm to track progress. Proactively identify and take ownership of emerging opportunities and risks before they become blockers. About You Minimum Qualifications 10+ years of work experience R&D experience — earned in a direct R&D role (product, design, engineering, or technical program management), an adjacent role embedded with R&D teams, or as a Chief of Staff within an R&D organization Consulting, corporate strategy/operations, or finance background and experience working directly with executives Working fluency to navigate a product, design, and engineering organization at scale, and to be a true problem-solving partner to R&D leaders rather than a coordinator. High EQ and a genuinely people-oriented instinct — builds trusted relationships, reads organizational dynamics, and bridges leadership and teams. Outstanding written and verbal communication at an executive level Strong analytical skills, and a commitment to consistently high-quality work. Exceptional program management: organized, effective, and relentless at driving multiple hard initiatives forward to deadline at once. Ability to travel 10% Preferred Experience Experience designing and facilitating leadership offsites and driving organizational, culture, or operating-model change. Experience building with AI (e.g., prototypes, automations, or agents) in a professional setting. Experience within high-growth, technology-driven companies. #LI-Remote Instacart provides highly market-competitive compensation and benefits in each location where our employees work. This role is remote and the base pay range for a successful candidate is dependent on their permanent work location. Please review our Flex First remote work policy here . Currently, we are only hiring in the following provinces: Ontario, Alberta, British Columbia, and Nova Scotia. Offers may vary based on many factors, such as candidate experience and skills required for the role. Additionally, this role is eligible for a new hire equity grant as well as annual refresh grants. Please read more about our benefits offerings here . For Canadian based candidates, the base pay ranges for a successful candidate are listed below. CAN $203,000—$214,000 CAD

We're transforming the grocery industry At Instacart , we invite the world to share love through food because we believe everyone should have access to the food they love and more time to enjoy it together. Where others see a simple need for grocery delivery, we see exciting complexity and endless opportunity to serve the varied needs of our community. We work to deliver an essential service that customers rely on to get their groceries and household goods, while also offering safe and flexible earnings opportunities to Instacart Personal Shoppers. Instacart has become a lifeline for millions of people, and we're building the team to help push our shopping cart forward. If you're ready to do the best work of your life, come join our table. Instacart is a Flex First team There's no one-size fits all approach to how we do our best work. Our employees have the flexibility to choose where they do their best work—whether it's from home, an office, or your favorite coffee shop—while staying connected and building community through regular in-person events. Learn more about our flexible approach to where we work. Why this role is on the menu Instacart's Commercial business is building the path for advertisers and retailers to grow, and the Ads ecosystem needs a Product Marketing center of excellence to lead it. This role leads a team of advertising-focused Product Marketers with cohesive go-to-market strategies and inbound and outbound marketing plans, so product and feature launches land seamlessly. Without it, positioning, messaging, and the voice of the advertiser have no single owner to inform Product and the Ads roadmap. Twelve months from now, Instacart Ads has a consistent, best-in-market narrative and a scaled PMM function that is indispensable to the GTM motion. What you'll cook up in your first year A center of excellence for Ads product marketing: a team of skilled product marketers running comprehensive, consistent launch motions that follow best practices and scale PMM impact An Ads ecosystem narrative, messaging, and outbound marketing strategy that reinforces market leadership across all marketing touchpoints, with consistent branding, messaging, and positioning across all channels Priority Ads features and new product opportunities shaped by the voice of the customer, blending quantitative and qualitative insights from advertisers and the market, and influencing the product roadmap and business strategy Strategic, high visibility launches and marketing programs executed and measured against product-specific business goals, building the sales pipeline and driving product adoption through thought leadership, industry briefings, and events A sales team and advertiser base educated on the value of Instacart's data and measurement products, in partnership with Sales Enablement, with a clear investment strategy across paid marketing, trade partnerships, events, communications, creative, and content set with Growth Marketing The secret ingredients we're looking for Must-have pantry staples (Minimum Qualifications) 12+ years of experience in product marketing and related product/marketing roles with at least 6 years in digital advertising and tech industry specifically Experience in both outbound and inbound Product Marketing efforts Team management experience, across multiple product lines Bachelor's degree in marketing, business, or related field Digital advertising experience and deep understanding of the digital ecosystem and advertising technologies Proven track record of developing and executing successful go-to-market strategies Experience in defining product marketing objectives and key results (OKRs) and tracking key performance indicators (KPIs) Executive presence, with excellent written and verbal communication skills and the ability to articulate marketing concepts to a broad set of audiences Optional garnishes (Preferred Qualifications) Retail Media Network, CPG and/or Retailer experience Experience using AI to find efficiencies in workflow/processes A passion for media, measurement and the advertising industry #LI-Remote Instacart provides highly market-competitive compensation and benefits in each location where our employees work. This role is remote and the base pay range for a successful candidate is dependent on their permanent work location. Please review our Flex First remote work policy here . Currently, we are only hiring in the following provinces: Ontario, Alberta, British Columbia, and Nova Scotia. Offers may vary based on many factors, such as candidate experience and skills required for the role. Additionally, this role is eligible for a new hire equity grant as well as annual refresh grants. Please read more about our benefits offerings here . For Canadian based candidates, the base pay ranges for a successful candidate are listed below. CAN $203,000—$214,000 CAD

Job Summary: As General Manager, Small & Medium Business (SMB), reporting directly to the EVP, Industries, you will own the strategy, growth, and profitability of Toptal 's SMB business, with full P&L and budget authority. You will improve how we win new clients, retain and expand existing relationships, and bring more of Toptal's capabilities to market. You will decide where to invest, build the team, and be accountable for the results. SMB requires consistent and strong commercial judgment at a high volume. New clients arrive with an immediate need; within 15 minutes your team must quickly understand the problem, explain how Toptal can help, and move the opportunity toward a sale. In addition to strengthening the inbound execution, you will grow our nascent outbound sales motion, improve our client expansion motion, develop more targeted marketing with our Enterprise industry teams, and activate a partnership ecosystem to bring new clients and revenue to Toptal. You will lead a high-energy sales organization with clear expectations and rigorous performance management. You will listen to calls, speak with clients, examine where opportunities are lost, and coach your leaders through specific performance issues. You will know whether a shortfall comes from demand, selling quality, pricing, capacity, or the client experience, and act with the responsible teams to address it. Your managers should see the standard you expect in your own work. You will build on an established client base and inbound demand to expand the problems small and medium-sized businesses trust Toptal to solve through our services, AI-based solutions, and talent-based capabilities. You will have the authority to build the team and invest in profitable growth. This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English. Responsibilities: The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills. Set and execute the SMB strategy. Identify the client needs, offerings, and sales approaches with the strongest growth potential. Build a business plan with clear financial objectives, priorities, and investment choices. Strengthen the existing talent business while developing additional sources of growth. Own the P&L and budget. Be accountable for revenue, profitability, and spending. Understand how conversion, retention, pricing, offering mix, and the cost to acquire and serve clients affect results. Allocate resources, evaluate returns, and act when performance diverges from the plan. Improve conversion from first contact to first engagement. Set clear standards for response speed, discovery, qualification, and closing. Ensure sellers maintain ownership as specialists resolve technical questions and clients move through the buying process. Find where momentum is lost and address the underlying causes. Grow and retain the client base. Build an account management approach that gives clients appropriate attention based on their needs and potential. Expect proactive conversations about upcoming work, engagement outcomes, and opportunities to do more with Toptal. Address reasons clients leave and develop practical ways to earn repeat business. Build outbound sales and targeted marketing. Grow the nascent outbound motion into a repeatable source of revenue. Work with Marketing, Sales Development, and Enterprise industry teams to select target clients, develop relevant propositions, and run coordinated campaigns. Use shared industry insight and client experience to sharpen targeting, then assess results through conversion, revenue, and acquisition economics. Activate a partnership ecosystem. Build partnerships that create qualified demand and new revenue for SMB. Identify and recruit the right partners, equip them to sell with Toptal, and develop joint plans with clear opportunity ownership. Turn promising relationships into active referral, co-selling, or resale motions, and invest in those that produce profitable growth. Expand adoption of services and AI-based solutions. Help sellers recognize when a client's needs extend beyond an individual talent request. Work with Services leaders and specialists to develop relevant propositions, bring expertise into client conversations, and close business. Build the team's ability to sell broader solutions while maintaining progress on the client's immediate need. Build a high-performing sales organization. Recruit strong managers and sellers, set demanding but achievable expectations, and establish a daily and weekly rhythm for performance management. Hold managers accountable for call quality, conversion, productivity, and commercial results. Review their coaching, demonstrate stronger approaches, recognize strong performance, and address underperformance promptly. Match capacity and coverage to the work. Plan staffing around demand, response expectations, active opportunities, and account needs. Give teams clear ownership and workable client portfolios. Coordinate with Operations, Matching, and Delivery so internal transitions preserve context and keep clients moving forward. Run the business with reliable evidence. Establish a consistent view of acquisition, engagement starts, retention, expansion, seller productivity, and financial performance. Build forecasts that reflect the speed and volume of SMB sales. Test changes against clear baselines, distinguish temporary movement from sustained improvement, and use technology and AI to improve execution. In the first week, expect to: Learn Toptal's business model, capabilities, SMB sales process, and client value proposition. Meet your leadership team and the functions supporting acquisition, account management, partnerships, matching, and delivery. Listen to client calls and begin reviewing the funnel, client portfolio, P&L, budget, and team performance, while exercising discretion and independent judgment. In the first month, expect to: Develop an informed view of where SMB wins, where clients lose momentum, and what limits growth. Assess your leaders and teams, including coaching, performance, capacity, and hiring priorities. Establish a consistent rhythm for commercial reviews, forecasting, financial management, and coaching. Present your proposed SMB business plan, including priority outbound campaigns, partnership opportunities, financial assumptions, and investment choices. In the first three months, expect to: Be executing an agreed business plan with clear objectives, resource allocations, and ownership. Have implemented initial improvements to conversion and retention, with baselines and a clear way to assess their impact. Be running targeted outbound campaigns with Marketing, Sales Development, and Enterprise industry teams, and activating initial partner opportunities. Have made the initial talent and leadership decisions needed to strengthen execution. In the first six months, expect to: Demonstrate measurable progress against the plan in revenue, profitability, conversion, and retention. Show that coaching and consistent performance management are improving seller and manager effectiveness. Show early commercial results from outbound campaigns and activated partners, with evidence to guide further investment. Manage the P&L against the budget and address material variances with specific actions. In the first year, expect to: Deliver against the agreed SMB revenue, profitability, and budget objectives. Have built a stronger leadership team with clear accountability, effective coaching, and consistent execution. Demonstrate sustained improvement in acquiring, retaining, and growing clients, including broader adoption of Toptal's capabilities. Have established outbound sales and partnerships as measurable contributors to growth, with a clear plan for scaling them. Qualifications and Job Requirements: Bachelor's degree is required. An MBA or a master's degree in engineering, computer science, physics, or mathematics is preferred. 12+ years of B2B commercial experience, including SaaS or services sales, with a sustained record of scaling high-volume sales to small and medium-sized businesses. You can demonstrate your personal contribution to growth and improved commercial performance. 5+ years leading sales and account management teams, including experience managing managers. You have built high-energy teams, set clear performance standards, improved results through specific coaching, addressed underperformance, and developed future leaders. Experience leading both new-client acquisition and account management, with evidence of improving conversion, retention, and expansion. Demonstrated accountability for commercial results and resource decisions. You can explain how your choices on pricing, staffing, investment, and client coverage affected revenue and profitability. Experience building outbound sales and working with Marketing and Sales Development on targeted campaigns that produce measurable revenue. Experience activating commercial partnerships and turning partner relationships into qualified opportunities and revenue. Strong analytical judgment. You can trace a performance problem through the sales process, test competing explanations, and determine whether a change produced a meaningful improvement. The ability to improve a high-volume sales operation while introducing new offerings or ways of selling. You can make changes without losing control of daily execution. Sufficient fluency in technology, AI, and services delivery to discuss client priorities intelligently, evaluate commercial opportunities, and recognize when specialist expertise is needed. Clear, persuasive written and verbal communication. You can explain the business, make a compelling investment case, and give teams specific direction. Outstanding written and verbal communication skills, including proposals and presentations. Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts. Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location. You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do. Compensation Additional Information